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ExecutiveBiz: Tell us how the company has grown since we last talked in 2004?
Harry Martin:
We’ve always had a dynamic component of professional services within the company. Over the last few years, however, we have invested heavily in advanced solutions capabilities for application/web development, information assurance, physical and cyber security, particularly as these capabilities relate to the IT enterprise-wide infrastructure in the intelligence community. This strategic direction enables us to provide clients cutting-edge solutions to solve their mission-critical problems.
Our hard work paid off this June when we secured a significant contract vehicle with the GSA SmartBuy/ESI award to provide data-at-rest encryption solutions to Federal civilian and defense agencies. We’ve also added to our customer set and contract portfolio in several other areas, including the award of an OPM Information Assurance BPA.
ExecutiveBiz: How large is your company?
Harry Martin:
We anticipate a significant increase in professional services revenues this year and expect to exceed $200 million in total revenues.
ExecutiveBiz: What are the IT solutions and services you provide today?
Harry Martin:
We provide a full range of value-added, professional services offerings. Our fastest growing markets are information security and data lifecycle management. We are also seeing strong demand for complex interface development, services supporting intelligence programs and solutions in network operations, application and web portal development, legacy migrations, COTS & GOTS implementations, physical security, and Microsoft.net solutions.
ExecutiveBiz: What differentiates Intelligent Decisions from other professional services providers?
Harry Martin:
What really sets us apart is that we’re one of the few companies to have successfully managed products and services with well balanced end-to-end solutions. Unlike other integrators and consulting firms that focus on billable consultative services and outsource everything else, we provide the subject matter expertise at every level – working side by side with our clients on everything from administration through the strategic sourcing of IT hardware and software to integration and program maintenance. Combined with our agility as a small business and strategic focus on emerging technologies, this end-to-end, “under-one-roof” approach has served our customers and us extremely well.
ExecutiveBiz: Does Intelligent Decisions have any plans to acquire other companies?
Harry Martin:
Yes, we have already made some acquisitions and continue to search for small unique application rated companies that fit nicely in our portfolio. Many of our customers are in the intelligence community, and we’re always looking to bring additional value to address their unique requirements.
ExecutiveBiz: What will the company look like in three years?
Harry Martin:
We’re very excited about our growth potential and will continue to focus on what we do best – building out our professional services and IT solutions capabilities and expertise. We also expect to continue growing and leveraging our portfolio of emerging and advanced technologies.
ExecutiveBiz: What advice would you give a potential technology or integrator partner?
Harry Martin:
We’re always interested in hearing from companies who can demonstrate the value of emerging technologies or innovative applications of technologies that support our customer base. Customers often steer potential partners in our direction. We have a phenomenal reputation for actively scouting companies that offer unique technologies and then working with those companies to help them gain access to the Federal market. But any company looking to penetrate the Federal market needs to do the research and clearly define how their solution helps solve an agency’s problem.
ExecutiveBiz: How would you describe your leadership style?
Harry Martin:
I try to manage by consensus, hire smart people, and foster an exchange of ideas on how to proceed or how to move forward.
ExecutiveBiz: When you recruit people what are they surprised to learn?
Harry Martin:
I think they’re surprised to learn how long we’ve been in the intelligence community and how much we’ve done there. Others are pleasantly surprised by our entrepreneurial spirit – this gets people excited about coming to work every day.
ExecutiveBiz: What is something most people don’t know about you?
Harry Martin:
Most people think I’m a really good golfer…. But I would be if I had the time.
For more information about
Intelligent Decisions, visit
www.intelligent.net.
Interview with Harry Martin conducted by JD Kathuria.
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