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Doing business with the Federal Government: One ad agency's model for success

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Cutting through a lot of the hype and false promises out there, LA-based ad agency shares their advice to minority-owned business on successfully pursuing Federal contracts.

Cutting through a lot of the hype and false promises out there, LA-based ad agency shares their advice to minority-owned business on successfully pursuing Federal contracts.

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  • Centralized or decentralizedFocus on 1-3 agenciesThe DC decision
  • Centralized or decentralizedFocus on 1-3 agencies
  • Certifications & schedules
  • Beware of the “Beltway Bandits”
  • Government clients are double-edged swords
  • Maintain balance
  • You need to stand for something
  • Graduate early
  • Always stay true to who we arePrecisionMulticulturalTechnologyAnalytics
  • Transcript

    • 1. Selling to the Government, Successfully
      Jose R. Villa
      President, Sensis
      October 21, 2010
    • 2. First a little about me…
    • 3. I started my first business in 6th grade
    • 4. Corporate America wasn’t for me…
    • 5. Accumulated failures = my biggest teacher
    • 6. I run an ad agency but have never worked at an ad agency
    • 7. I have the perfect job!
    • 8. Sensis story
    • 9. Sensis story
    • 10. Sensis & the Feds
    • 11. the Feds and everyone else
    • 12. Federalgovernment contracting
      State / Local government contracting
    • 13. Understand the evolution
    • 14.
    • 15. The Federal evolution
      Get 2-3 years of experience in private or state / local government
      Get on GSA schedule
      Start with sub-contracting work
      Get certified (8(a), DBE, DVBE, etc.)
      Pursue prime opportunities
    • 16. My advice to you
    • 17. Understand who in the Government buys your product or service
    • 18. the D.C. decision
    • 19. Timing is everything.Don’t get your 8(a) certification too early in your company’s evolution.
    • 20. It’s all about partners.Federal contracting is all about partnering with other companies and being a good, honest partner.
    • 21. The badge of honor
    • 22. Stay clean and conservative
    • 23. Avoid the “beltway bandits”
    • 24. Things to keep in mind
    • 25. Government clients are double-edged swords
    • 26. The Federal Government keeps a permanent record on your performance
      You have zero margin for error
    • 27. Find balance
      Government work
      Private sector work
    • 28. You need to have a compelling value proposition… even for the Government
    • 29. Sensis future
    • 30. Our goal is to graduate 8(a) early….
      This should also be your goal
    • 31. Stay ADAPTIVE
    • 32. EXPAND
      Capabilities
      Footprint
    • 33. Our goal is to always stay true to our core values and never lose the “intangibles” that allowed us to grow
    • 34. THANK YOU!
      @jrvilla
      www.linkedin.com/in/josevilla
      www.thinkmulticultural.com
      jrvilla@sensisagency.com

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