Selling to the Government FAQ

Frequently Asked Questions about Government Contracting in New Hampshire

1. How does a business qualify for help from the APEX Accelerator?
   Companies must have a business with a physical location in New Hampshire; a home office would qualify. The process begins with an assessment, and work begins when APEX determines the company is ready for government contracting. Services are free. While the APEX office is located in Concord, staff routinely visits clients throughout the state.


2. What does the government buy?
   The federal government buys the same goods and services as private industry. However, the way it procures them is different than private industry, with specific rules and regulations overseeing the process. 
    
3. Does the government really buy from small companies?
   Yes. About 22 percent of all federal government contract spending is spent with small businesses, including hundreds of New Hampshire companies. 
    
4. Will it take forever to get paid?
   No. Companies that deliver what is promised in their contract and follow the procedures receive timely payment via electronic funds transfer. 
    
5. Why are there so many steps and red tape?
   Unlike private companies, government agencies are accountable to taxpayers, who expect transparency, accountability, and fairness. 
    
6. Are there special designations for minority-owned and historically disadvantaged businesses?
   Yes. The Disadvantaged Business Enterprise program by the Department of Transportation ensures nondiscrimination in the award and administration of federal contracts. The program creates a level playing field for small companies that are Black, Hispanic, Native Americans, Asian-Pacific Islanders, Subcontinent Asians, or women-owned.
   
   The 8(a)Business Development Program is administered by the U.S. Small Business Administration (SBA) to help Small Disadvantaged Businesses compete in the U.S. economy by providing advantages and benefits in the federal procurement process.
   
   The Women-Owned Small Business and Economically Disadvantaged Women-Owned Small Business (WOSB and EDWOSB) program by the SBA offers federal contracts to women-owned businesses. Criteria to qualify as a WOSB include 51 percent ownership by a woman or women, and additional standards. WOSBs may also qualify as EDWOSBs by meeting a detailed means test. The SBA offers a free online certification process for WOSBs and EDWOSBs.
    
   The Historically Underutilized Business Zone (HUBZone) program provides contracting assistance to companies in certain areas, as prescribed by the SBA. The program encourages economic development and increase employment in these distressed urban and rural areas. 
    
7. What about special designations for veteran-owned businesses?
   Yes. The U.S. Department of Veterans Affairs provides distinctly different small business programs for veterans and service-disabled veterans. The VA has power to preferentially select Veteran-Owned Small Business (VOSB) and Service-Disabled Veteran-Owned Small Business (SDVOSB) contractors and has contracting goals for both VOSBs and SDVOSBs. The SBA also offers support for veteran business owners through funding programs, training and federal contracting opportunities. Some organizations that offer free assistance include the Center for Veterans Enterprise, the Veterans Corporation and the Veterans Business Outreach Center. 
    
8. Are there ways companies can be involved without dealing directly with government?
   APEX Accelerator (formerly NH PTAC) often helps companies prepare for government contracting by becoming a subcontractor or supplier on government contracts. This can be an excellent way to get started and is the best long-term role for many businesses.


9. How does a business qualify for help from the APEX Accelerator (formerly NH PTAC) Center?
   Companies must have a business with a physical location in New Hampshire; a home office would qualify. The process begins with an assessment, and work begins when APEX Accelerator determines the company is ready for government contracting. Services are free. While the APEX Accelerator office is located in Concord, staff routinely visits clients throughout the state.


10. How many of them succeed in getting contracts?
    In 2018, New Hampshire businesses $2.7 billion in federal contracts. These clients specifically attribute part of their success in winning these contracts to assistance from APEX Accelerator.