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.

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

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