Reshare from https://thurstonedc.com/from-zero-to-government-contracts-how-jd-construction-transformed-their-business-with-apex/
Rogelio Sevilla had been running JD Construction, a family mobile structures business in Chehalis, Washington, for years. They specialize in setting up, moving, and installing mobile structures—work they’d been doing successfully in the private sector. But there was an entire world of opportunity Rogelio didn’t even know existed: government contracting.
“Before [working with APEX], there was no exposure, no knowledge, no awareness to the market of government contracting. Afterwards, [I’m] feeling confident and knowledgeable with the process and figuring out how to find opportunities and being able to market yourself correctly.”
Rogelio “Ro” Sevilla
The transformation began with a chance conversation on a job site. A general contractor from Idaho, who had experienced success with APEX, encouraged Rogelio to connect with his local APEX representative. That conversation led to a partnership with APEX’s Grady Smith that would change everything.
Learning the Language of Government Contracting
The learning curve was steep. Everything from capability statements to proper email subject lines was new territory. “The capability statement was something that was completely new to me, and it’s a normal thing, and it’s something that everyone has,” Rogelio recalls. “Just understanding the bidding process and the communication style and just the little things like the subject in the email… all that stuff may seem simple to most people, but to me, was just all new.”
Grady walked Rogelio through every detail, including a crucial early bid for a project in Forks, Washington. Though JD Construction didn’t win that particular contract, the experience was invaluable. The winning bidder eventually had to cancel due to unrealistic pricing, and the project manager invited Rogelio to resubmit his bid.
Concrete Results
The patience and persistence paid off. Within 12 months of working with APEX, JD Construction secured their first government contract—a $32,000 job moving trailers on a Navy base. “I was able to win it over a big company,” Rogelio says proudly. “That really boosted my confidence to want to go out there and look for more jobs.”
That initial success opened doors to additional contracts, including a $70,000 fire department modular home installation and a $45,000 municipal project. More importantly, it established relationships with prime contractors who now refer work to JD Construction.
The Long Game Mindset
Perhaps the most valuable lesson was shifting perspective from quick wins to sustainable growth. “This is not a get rich quick thing,” Grady emphasized. “This is something that you need to be able to work towards long term.”
Rogelio has committed to submitting at least one government bid per month, treating each submission as practice to build “muscle memory” for the process. With regular 30-day check-ins with Grady serving as accountability sessions, the relationship has become more than vendor support—it’s a partnership in growth.
“Just being able to have like an accountability partner almost in a way… being able to bounce ideas off of him… It’s been an awesome learning curve.”
For businesses considering government contracting, Rogelio’s advice is simple: “Have an open mind and be ready to learn and be patient with yourself.”
Learn more about how Washington APEX Accelerator can expand your business by emailing info@washingtonapex.org or visiting: https://washingtonapex.org/contact-wa/
