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