Think of the CI Industry Leaders as power rankings.
We recognize the top integration firms serving 12 vertical markets, not purely by revenue but by a variety of factors including reputation, innovation and market approach. Put another way, these are companies that are making waves and worth watching.
CI spoke to five government market integrators about what helped them succeed (or fail!) at every step along the way. Check out what they have to say and click here to download the complete report, Meet the 2014 CI Industry Leaders.
“It takes relationships to succeed in the government vertical market. Fanatical customer service has made for very loyal and long-standing relationships. We ask for our money up front. When dealing directly with the end user, we ask for 20 percent with receipt of purchase order, 60 percent when the equipment arrives at our warehouse and the final 20 percent upon completion.” —Michael Hester, Chairman and CEO, Beacon Communications
“It takes years of experience, patience and perseverance to succeed in the government market. You must be very-well versed in all government contractual rules and regulations for the purchase of hardware and/or services in this market.” —Kevin McKay, National Sales Manager, Genesis Integration
“We have made a concerted effort to improve our client care department. This dedicated team has allowed us to deliver improved customer service, timely service, and increased revenue. This has also vastly improved our connection to our clients, which is leading to new project opportunities.
“We no longer view service calls as an inconvenience, but an opportunity. We have also focused on engineering and planning with the thought that if we do our jobs with excellence before the project begins, the actual installation will go smoothly.” —Bill Craig, VP of Business Development, Logic Integration
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“The three main characteristics of Whitlock that make us successful are our great culture, our focus on the customer and our agility to shift with the market. Our Government Services team is comprised of experts with extensive knowledge of the intricate procedures and protocols of supporting this industry. We are a U.S.-owned small business, with GSA, VITA, VASCUPP and MAC contract holder certifications, and we have long-standing relationships with government agencies, contractors and related entities like Boeing, General Dynamics and Lockheed Martin.”—Doug Hall, CEO, Whitlock
“It takes creative use of technology to succeed in the government vertical market. With increased pressure and mandates to cut costs but maintain the same level of service, the public sector organizations that take advantage of cost-saving measures and technologies that foster efficiency/productivity are the ones that will thrive. Also, having the appropriate approach to procurement strategies and processes is key to doing business with the government.” —Samantha Osowski, VP of Marketing, Yorktel