Power, Narrative, and Influence: Van Jones and Promise CEO Phaedra Ellis-Lamkins

What It Covers

Phaedra Ellis-Lamkins, CEO of Promise, and Van Jones discuss building GovTech companies, pivoting from criminal justice to government aid distribution, selling to state governments, authentic relationship-building with policymakers, and leveraging narrative storytelling for movement building.

Key Questions Answered

• •GovTech pivot strategy: Promise shifted from criminal justice software to government aid distribution after recognizing efficiency tools could enable harmful systems. The company now processes emergency aid applications in Florida automatically versus California's six-week manual process, generating $6M on single ninety-day crisis contracts.
• •Profitable scaling approach: Promise grew revenue from $1M to $34M with only two salespeople by prioritizing profitability and software margins over rapid hiring. The company raised $50M total with $30M still banked, enabling strategic patience during market downturns rather than desperate fundraising cycles.
• •Government sales methodology: Target state-level clients in crisis moments rather than shortening long sales cycles. States pay $1.6M for single contract additions while counties require equivalent effort for fraction of revenue. Meet clients where crisis exists, over-deliver immediately, then expand relationship into sustained revenue streams.
• •Narrative power in policy: Government buyers prioritize emotional connection and mission alignment over technical specifications. Establish yourself as trusted staff member who won't embarrass them politically. Brand recognition functions as time-saving hack—one Forbes profile dramatically improved Promise's recruitment and client conversations beyond years of quiet execution.