Tennessee

APEX

Accelerator

Accelerating America’s Entrepreneurship
NEW NAME – WHO DIS?

is 

now

© 2023 TN APEX Accelerator Accelerating American Entrepreneurship 2

MEET THE TEAM

© 2023 TN APEX Accelerator Accelerating American Entrepreneurship 4

3

Jutta Bangs

East Tennessee

1

Veronica Clark

West Tennessee

2

Debbie Barber

Middle Tennessee
MEET THE TEAM

© 2023 TN APEX Accelerator Accelerating American Entrepreneurship 5

Paul Middlebrooks

Program Manager

Jen Dangelo

Procurement Specialist

Russell Toone

SBIR Specialist

Contact us: apex@tennessee.edu

Kathy Gillenwaters

Business Specialist
© 2023 TN APEX Accelerator Accelerating American Entrepreneurship 6

Government Contracting Basics 

Finding/Reviewing Contract Opportunities 

Local/State/Federal Database Registrations 

Marketing Strategies 

Innovation Topics (SBIR/STTR) 

Small Business Certifications 

Cybersecurity Compliance

... and more!
Government Contracting Basics

Sub-Contracting

Proposal Writing

Marketing Strategies

Industry Days

Teaming Strategies & Joint Ventures

Matchmaking Events

... and more!
© 2023 TN APEX Accelerator Accelerating American Entrepreneurship 8

FEDERAL GOVERNMENT

Websites Local Bid Boards 

& Mailing List

Prime 

Contractors

Small 

Business 

Plan

Centralized 

Purchasing 

Regional Buying 

Locations

Local 

Operations

Local 

Purchases

Credit 

Card

IDIQ 

Contracts

GSA 

Schedule
GOVERNMENT SOURCE SELECTION 

TEAM

© 2023 TN APEX Accelerator Accelerating American Entrepreneurship 9

Program

Manager

Contracting

Officer

End

User

CO Technical

Representative

Small 

Business 

Specialist
STEPS TO BECOMING A FEDERAL CONTRACTOR

© 2023 TN APEX Accelerator Accelerating American Entrepreneurship 10

Establish 

Business Model 

and Legal Entity

Prepare for 

Government 

Registration 

(EIN/TIN, UEI, 

bank account)

Research on 

Sam.gov and 

USAspending.g

ov

Register with 

the System for 

Award 

Management & 

Send Notarized 

Letter
STEPS TO BECOMING A FEDERAL CONTRACTOR

© 2023 TN APEX Accelerator Accelerating American Entrepreneurship 11

Create an 

Elevator 

Speech

Create a 

Capability 

Statement

Research 

Certifications 

Available 

Proposal 

Preparation 

and Bidding
REPS & CERTS

Are you in good standing with IRS?

Are You Owned By A Common Parent?

Are You Owned By A Foreign Government?

Who Is Responsible for Quoting?

© 2023 TN APEX Accelerator Accelerating American Entrepreneurship 12
© 2023 TN APEX Accelerator Accelerating American Entrepreneurship 13

GSA Acquisition Regulations

Dept of Energy Acquisition Regulations

FAR

DFAR Federal Acquisition Regulations

DEAR

GFAR

Federal Acquisition Regulations
HOW THEY BUY

© 2023 TN APEX Accelerator Accelerating American Entrepreneurship 14

R & D 

Scientific

(SBIR)

Engineering

Products & Services

Specialized Services: Administrative & 

Consulting Services, Project 

Management, Marketing

Commodity Products: Office Supplies & 

Janitorial Supplies

RFP

• Negotiated

• Sole Source

• Selective List

• Cost Reimbursement Controls

RFQ/IFB

IDIQ
HOW SOCIAL-ECONOMIC PROGRAMS WORK

© 2023 TN APEX Accelerator Accelerating American Entrepreneurship 15

Congress Set the Goals 

(FAR Part 19)

The Agencies Are 

Responsible (CO)

The Goals Are Passed on 

to the Prime Contractor
TYPES OF CERTIFICATION PROGRAMS

© 2023 TN APEX Accelerator Accelerating American Entrepreneurship 16

SBA WOSB | SBA 8a | SBA Hub Zone | SBA VetBiz.gov

SAM.gov Self Certification

TDOT TVA SBEs

Governor’s Office of Diversity

Third Party Registrations

Federal 

Government & 

Federal Prime 

Contractors

State/Local 

Government

Major 

Corporations
FAR 19: SOCIAL ECONOMIC PROGRAMS

© 2023 TN APEX Accelerator Accelerating American Entrepreneurship 17

PROCUREMENT GOALS

Small Business Set Asides 7%

Woman-Owned Business 5%

Minority Business

- SBA’s 8(a) Certification

- Small Disadvantaged Business

5%

Service-Disabled Veteran 3%

SBA HUB-Zone Program 3%

TOTAL 23%
SMALL BUSINESS SET-ASIDES

Small business set-asides are a critical tool 

Powerful vehicle for helping small firms win prime contracts 

Simplified Acquisition Procedures

Fundamental: Acquisitions that have an anticipated dollar value exceeding 

$10,000 to $250,000 are automatically reserved for small businesses

© 2023 TN APEX Accelerator Accelerating American Entrepreneurship 18
WHO TO CONTACT

© 2023 TN APEX Accelerator Accelerating American Entrepreneurship 19

Veronica M. Clark

Procurement Counselor

veronica.clark@tennessee.edu

www.apex.tennessee.edu