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

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

THANK YOU!

@jrvilla

www.linkedin.com/in/josevilla

www.thinkmulticultural.com

jrvilla@sensisagency.com