TMI Consulting nets federal contracts
By KeleMarie Lyons, for SBT
In less than two and a half years, Thomasina Ivy has taken Technology Management International (TMI) Consulting, a Milwaukee information technology firm, from a one-person, zero-revenue business to a 10-employee firm.
In the last year alone, TMI Consulting has posted revenue growth of more than 1,350%. In the world of startup businesses, that’s no small feat.
Ivy’s background includes a bachelor of arts degree from the University of Wisconsin-Whitewater and a master’s degree in business administration with an information technology emphasis from Concordia University.
Having worked for companies such as Manpower, Inc., Aurora HealthCare and Moore Printing Co., she has spent the majority of her career in the technology field.
"I was told by an executive that I was too young to make the V.P. level. I wasn’t going to wait, and that’s given me the opportunity to take control of my professional growth," Ivy says.
Ivy founded her company in March 2001. With no client base, her strategy was to gain customers through networking.
"Over the years, I made numerous professional contacts in Milwaukee. I told them I was on my own, and through referrals I was able to obtain a client base in a relatively short period of time," Ivy says.
Ivy’s initial client base included companies like Quaker Oats Food & Beverage Co. and Northwestern Mutual Financial Network. However, she set her sights on doing business within the federal government marketplace to realize the growth she desired. A woman of laser-beam vision, Ivy saw the federal government as a means of diversification – a means of reaching her goals.
"The economy has taught us there are no sure deals here – don’t put your eggs in one basket," Ivy says.
She devised a marketing plan that would enable her to increase and maintain her market presence with private corporations, while establishing subcontractor relationships with large government prime contractors such as Science Applications International Corp. (SAIC).
Second, she worked toward creating a mentor/protégé relationship with prime contractors and other companies progressing through the U.S. Small Business Administration’s 8a program, a federal initiative designed to help businesses that are socially disadvantaged or economically disadvantaged.
Third, she developed contract vehicles such as general services administration (GSA) and information technology (IT) schedules to ease the transition to the federal market.
"I think she’s made outstanding progress. You always want to do better – always want to do more. That’s why I like working with her," says Linda Frazier, an accountant who is director of federal programs for TMI Consulting. "Things slowed down after 9-11, but it didn’t ruin her enthusiasm to pursue these strategies."
Ivy acknowledges she made her share of mistakes early on, but she learned from them.
"My business was young enough to rebound," Ivy says. "I realized I needed some guidance as an emerging business. I needed a staff that understood the federal marketplace. Linda was the best investment I ever made."
Frazier has more than 20 years of government experience. Frazier was able to expose TMI Consulting to agencies where the company’s capabilities would best be served, including agencies such as the Department of Defense and NASA.
Ivy is quick to credit her staff and subcontractors.
"The success is in the people. I love to hire people with skills I don’t have," Ivy says.
To date, Ivy and her team have secured contracts with the Department of Transportation, the Department of Justice, the FBI and the US Housing and Urban Development. They are looking at securing more in the coming months.
She mentions that understanding the procurement process is one of the biggest challenges for a small company targeting the federal contracts.
"On one hand, the government tells us that if we do get certified, certain opportunities open up and the competition is lessened," Ivy says.
"People assume that it’s an immediate success, and that’s simply not the case," she says. "On the other hand, the federal government and public sector agencies assume that companies can’t perform because they are looking for handouts. This is simply not true. Companies like TMI are capable or more capable to fulfill their needs in a very professional manner."
Once certified by the federal government, a company’s success is still not assured.
"People think they walk in the door and get the contract," says Ivy. "The government doesn’t work that way. It is still about the most qualified company with the best deliverables."
Marketing to the federal government is no different from pursuing a private sector contract, she says. Getting yourself known on government vehicles like the GSA schedule is the foundation that will lead to opportunities, while nurturing the relationships will lead to success, Ivy says.
Based on her commitment and enthusiasm, Ivy is no doubt in this for the long run.
"I look forward to growing more acclimated to the ‘Beltway.’ This is about TMI’s longevity and providing services 30 years from now," Ivy says. "Working strategically to build relationships and staying on the cutting edge of technology will ensure TMI’s success for years to come."
KeleMarie Lyons is the founder of Pinnacle XL, a management-consulting company with offices in Milwaukee and Chicago. She can be reached via e-mail at kelemarie@pinnaclexl.com.
July 25, 2003 Small Business Times, Milwaukee
