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