It's easy to assume government contracts are only for the big players. But in reality, small and mid-sized businesses are often the engines behind federal innovation. The challenge is knowing where to begin, even if it feels like a maze of rules, acronyms, and red tape. That's where APEX Accelerators come in: They help businesses get certified, spot the right opportunities, write stronger proposals, and manage contracts without losing momentum. In short, they make the path to government work far more accessible.
My guest is Darryl Thomas, Executive Director of NAPEX, the National APEX Accelerator Alliance. He leads a nationwide network of more than 90 accelerators that help businesses of all sizes build the confidence and know-how to succeed with the federal government. Darryl shares how these programs boost local economies, open doors for entrepreneurs, and strengthen our broader innovation ecosystem.
We also dig into NAPEX's new partnership with the FLC, with a collaboration focused on connecting more businesses with federal technologies and resources to help them grow. Together, NAPEX and FLC are turning innovation into impact and making sure more American companies have a seat at the table.
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[00:54] Darryl explains what APEX Accelerators are and how they help companies navigate certifications, proposals, and compliance.
[01:23] We learn how these programs strengthen local economies and the national innovation ecosystem.
[02:02] Darryl shares how his career began in auditing and business development before moving into small business support.
[03:51] The Illinois P-TECH program transitions into what is now the APEX Accelerator network under the Department of Defense.
[04:09] Darryl walks through the federal realignment that placed APEX within the Office of Small Business Programs.
[05:05] He reflects on leading the program at the state level and how that experience prepared him to serve nationally.
[06:25] Darryl talks about scaling collaboration and training for advisors across all APEX programs.
[07:45] The conversation turns to how APEX leverages expertise to support accelerators facing challenges.
[08:36] Darryl explains why federal contracts are a massive, often untapped market for small businesses.
[09:14] We hear how APEX advisors use real-world procurement experience to help companies avoid pitfalls.
[10:05] Darryl highlights National APEX Day and how events connect entrepreneurs with real assistance.
[11:11] Discussion of how APEX coaches companies to develop government-focused marketing strategies.
[12:17] How APEX provides access to expensive market research tools at no cost to clients.
[13:39] Step-by-step, Darryl outlines how APEX supports businesses through registration, bidding, and contract performance.
[15:57] Darryl discusses how any business, even startups, can begin conversations with an APEX Accelerator.
[17:04] The role of capability statements and when businesses may need prior performance.
[18:43] Darryl shares examples of retired military members and new entrepreneurs who needed guidance after receiving contracts.
[20:04] The importance of cash flow and client diversity when contracting with the government.
[21:23] We hear success stories that show persistence pays off, including a business that grew from homelessness to millions.
[22:27] A woman-owned business learns the difference between calling itself "certified" and being officially certified.
[23:14] The company goes on to become a $20 million success story after working with APEX.
[24:00] We discuss the new strategic partnership between NAPEX and the Federal Laboratory Consortium.
[25:15] Darryl explains how this collaboration will help grow the defense industrial base and foster innovation.
[26:26] How FLC technologies can bolster contractor competitiveness and align with APEX's mission to educate, facilitate, and promote.
[27:41] Darryl shares how NAPEX recognizes FLC as a strategic partner and integrates their resources across accelerators.
[28:31] The shared mission and the "tech transfer is a contact sport" mindset.
[29:43] APEX aims to help businesses not just compete for contracts but thrive in them.
[30:18] How APEX now helps strengthen the defense industrial base through innovation and cybersecurity.
[31:37] Discussion of building resilient supply chains and accelerating technology transfer to the warfighter.
[32:31] Darryl describes how APEX reduces government risk by preparing companies to perform and comply.
[33:28] He highlights the importance of solid accounting and audit readiness for federal contractors.
[34:39] The structure of NAPEX and how it unites 90 accelerators nationwide.
[35:45] APEX now includes over 650 trained staff supporting businesses across 300 offices.