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

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  • Centralized or decentralizedFocus on 1-3 agenciesThe DC decision
  • Centralized or decentralizedFocus on 1-3 agencies
  • Certifications &amp; 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
  • Doing business with the Federal Government: One ad agency's model for success

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

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