Issue 47

Issue 47
Feb / Mar. 2012
robert herjavec
From the Dragons Den to the shark tank
exclusive interview with
FACEBOOKS IPO
Facebooks IPO Stirs the Debate on Online Privacy
CONGRESS DROPS
The Internet Strikes Back
THE S.O.P.A.
GETS SMARTER
VA HEALTHCARE
thesuitmagazine.com
$14.95 USD
Streamlining Information
publishers note
ISSUE 47 | FEB / MAR 2012
A revolution
Publisher Erwin E. Kantor Managing Editor Michael Gordon Editorial Jacey Fortin Robert Jordan Maria De Luca Joseph Sullivan Staff Writers L. A. Rivera Monica Link Wendy Connick Andrea Lehner Frank Graziano Creative Director Christopher DeBellis Asst. Art Director Marienne Hilahan Illustrators Shafali R. Anand Marketing / Advertising Monica Link Christopher DeBellis
For subscription details, contact: info@thesuitonline.org For advertising inquiries, contact: advertising@thesuitmagazine.com
is happening
ne of the most revolutionary things about being an entrepreneur is that you have the power to define each moment as a new epoch. Over the last six years, weve been proud to serve as a voice for those entrepreneurs who launched ideas that changed the way we approach politics, economics and business. No matter your specialty, whether youre a small or medium-sized business, public or private, there is always some insight to be gained from each other. How we define a generation is no longer in the hands of corporations and unions. We, as individuals, are shaping this country. Its reassuring to know that entrepreneurs are optimistic about the future and whats to come. Becoming more niche-focused, improving the integration of business practices with technology and developing a progressive workforce are our priorities in 2012. Social media outlets like Facebook, Twitter and LinkedIn are shifting todays computing landscape. Technology has given us the ability to create and customtailor the world we live in. The grassroots efforts of entrepreneurs like you are changing the way we think and behave as a society not only in the context of commerce, but, perhaps more importantly, in the context of communities. In this issue we will be focusing on new emerging technological trends as a result of a tumultuous
economic climate. Robert Herjavec, the co-host of ABCs Shark Tank, reflects on his rags-to-riches story about a boy who came to North America with nothing and made something great, on page 6. In the wake of the recent SOPA controversy, we unveil the details on internet privacy, piracy and the laws that may govern us going forward, on page 8. Facebooks public stock offering is covered on page 10, and we discover how new technological advances will ease the adjustment for returning veterans on page 12. Thanks to you, the days in which Big Business boldly slaps its logo on an entire population are coming to an end. We have become a society defined by our own identities. This moment in history is yours!
Erwin Kantor
Erwin Kantor Publisher
THE SUIT MAGAZINE - FEB / MAR 2012
Best,
CONTENTS
FEB / MAR 2012
DRIVEN TO SUCCEED
It was technology that allowed a young immigrant from Europe to build a multi-billion-dollar business empire. Growing up delivering newspapers and waiting on tables, he applied his drive and ingenuity with outstanding success. Robert Herjavec shares some of the secrets to his success with The Suit Magazine.
technology
features features
15 15 16 17
Ahead of Threats
Congress Drops the SOPA
Maintaining information security is no walk in the park
20 21 25 25
IT Intelligence
Computing consultants to the intelligence community
Ordinary citizens united to protect freedom in cyberspace. They won their battlebut have they won the war?
10
A Non-hazardous way to reuse
Bringing Up Biomass
Facebook goes public!
Turning trash into treasure.
Using Testing Technology for Renewable Energy
10
Managing the Process
Real-world quality for information-tech management
Supply & Demand
Causing Pricing Fluctuations in Electronic Components
Connecting the Fed
12 14 22
Tackling enormously large contracts
Hitting the High Notes
Smarter Veteran Healthcare
A Small Business Learns and Grows
Making huge strides for the future of American medicine in one easy iButton
18 18 19
Light at the end of the tunnel
Forecasting Economic Upturn
26
Communication, Simplified
Clean Energy Capitalist
From private utility to public conservation
An Evolving Design
Integrated management - a key to efficiency and affordability
Wireless Going Indoors
Marketing that works in a lagging economy
27
Striking the Balance
Bringing people together tirelessly and wirelessly
Breaking Free
How employees fit into the equation
Going from hired to highest in command
business business
28 29
A Cost-cutting edge
Back to Harvard Business School to Regain an Edge
The People Side of IT Solutions
An Integrated Approach to Business Transitions
31 31
A Standing Innovation
How do the big names come up with the big ideas?
A Collaborative Venture
Assisting Visionary Social Entrepreneurs
32 33
Taming the COBRA

business (cont) law & government law & government
Spending & Health Reimbursement
The Cooperative Corporation
Bringing together two areas of expertise
35 36 38 38
The Gold Standard A Win-win in Loss Control
Mining Profit around the World
39 40 41 41
Both Sides of the Aisle
Working With Politicians of all Stripes
34
Own Nothing Control Everything
Teaching clients how to own nothing
New Standards for Risk Management
An Experts Expert
Helping Attorneys Understand Legal Issues
34
Paychecks Instead of Pity

A New Civil Rights Battle
Exceeding Expectations
A Trial Run
More than numbers and analyses
Looking at cases through the eyes of the jury.
Prevention Planning
Law & Gov. Briefs
Business Success Through Nuts and Bolts
Revamping the City Streets, Victory in a Changing Game
THE SUIT MAGAZINE p.5
by the suit staff
DrAGoNS DeN
from the_ to the _
ShArK tANK
s a young boy, Robert Herjavec, technology and IT mogul, remembers his father escaping from a Croatian jail and fleeing Eastern Europe with his mother on a boat headed for Canada. His is the classic immigrant story. Well, I think anybody who comes to North America with no means is pretty driven to get ahead, he said. We never had anything and it forced us to make do with the resources we had, another thing that I find with immigrants. We have a low tolerance for excuses. Herjavec has certainly been driven to get ahead. After graduating from college, he went to work at IBM. In 1990 he founded BRAK Systems, which specialized in software for Internet security. Ten years later, as Canadas leading supplier of that software, BRAK was sold to AT&T for $100 million. Herjavec soon was involved in the sale of RAMP Networks, a major IT company, to Nokia for $225 million. He is currently the CEO of The Herjavec Group, another security software company, which he founded in 2003. He has also become a well-known television star, first appearing on Dragons Den on CBC Television, and now also on Shark Tank, the U.S. version, seen on ABC Television.
In addition, Herjavec is a bestselling author with his book, Driven, published in 2010, in which he outlines the techniques and insights that took him from a young college graduate, waiting tables by day and launching an IT company in his basement by night, to one of North Americas wealthiest entrepreneurs, with a palatial home in Toronto and a private island near Miami. Herjavec was attracted to computers at an early age. Im 49 years old and have been in the computer business for 28 years, he said. That was my first business and I learned that its good to be an expert at something, especially in computers, where the field changes every three years. Herjavec started his earliest businesses without backing. This is one of the things we see on Shark Tank, he said. A lot of people who have small businesses think the key to their success is getting money. The key to a great business is running a great business, not more money; a bad business with more money is still a bad business. All the businesses Ive started, we started with credit cards, personal savings and bank loans -- once the business got to a certain size. His philosophy for business success puts a special emphasis on the entrepreneurs emotional involvement. Dont get into a business you dont love, he said, even if you barely scrape out a living doing something you love. Otherwise, you will not be passionate about it. I have to love it to do it. Second, you have to have milestones along the way. Everything has a beginning and an end. You have to know how to let go sometimes. Sales have always been my great realty check. People have to be buying and using the service, and if they are not, you
must change. His thoughts about the current economic climate are quite unique. It seems every business I started in the last 15 years has been in an economic downturn, he said. I find all great entrepreneurs have an extreme sense of paranoia. The question is, Are you in the kitchen renovation business or the leaky roof business? Kitchen renovation is something you can put off -- you lose your job or get laid off, you can put that off -- you dont need it although you want it. But a leaky roof is something that needs to be fixed. So I always encourage people to get into a business that people really need, like the leaky roof business instead of the kitchen renovation business. Herjavec still remembers a piece of advice that helped him in his television work. The transition was incredibly difficult, he said. I was awful at it and it was tough, but I got better because, like anything, you adapt. When I was auditioning, Mark came up to me and said, Be yourself and dont try to act, which sounds simple. He said, We have 18 cameras here. We will get you; its our responsibility to make you look good. And knowing that kind of relaxed me. What he also said was, This is entertainment, not business. I was trying to ask really technical questions, which doesnt work on TV. He was candid about discussing
a bad business with more money is still a bad business.

- robert herjavec
DRIVEN: HOW TO SUCCEED IN BUSINESS AND IN LIFE. A #1 National Bestseller!
Kevin OLeary. Kevin and I had this long conversation about money and Kevins view is, I would do anything thats legal to make a buck. And I think that is a bunch of crap. You cant do anything just to make money. I dont think any great business has been built on the premise of simply making some money. I think great businesses were built because someone had a passion for them and wanted to bring something to the world. Kevin, in my opinion, is the reason why America, Canada and North America in so many ways are in such financial trouble. Peoples only angle is profit and they dont create anything, they dont build anything, they dont employee anybody. We are not creating enterprises anymore and thats my fundamental problem. Wall Street used to be a great place where great companies went to find funding to become bigger and better world-class businesses. Thats not happening today. In the end, Herjavec has a pretty good idea about what drives him. I need to build businesses, its just who I am, he said. I need to get up and do better; the money doesnt matter or the growth rate. I just feel I have to do a little better every day, and I dont know if thats my paranoia or being an immigrant and not having anything, but I feel thats just a part of who I am.
by jacey fortin
S.O.P.A.
In the face of SOPA and PIPA, ordinary citizens united to protect freedom in cyberspace. They won their battlebut have they won the war?
It began: The Senate Judiciary Committee is poised to consider a bill that, if enacted, will have dangerous consequences for free expression online and the integrity of the Internets domain name system. The drafting of that letter was organized by David Post, a law professor at Temple University. Before long, professors all over the country had joined on as signatories to the seven-page document. In the end, the bill was shelved a victory for all those against increased government regulation of cyberspace. Its a nice story, but its old news. The professors letter was released back in November of 2010before SOPA, before PIPA. The bill in question was called COICA, or the Combating Online Infringement and Counterfeits Act. COICA, E-PARASITES, SOPA, PIPA, OPENfrom the alphabet soup, a clear trend is emerging. All of those bills address the problem of copyright infringements abroad, and all of them have faced criticismsome more publicly than others. These bills have been kicking around in various forms under different names, explained Post. But the basic approach has been the same. Its discouraging; their strategy is to just keep coming at you, again and again. The opposition to SOPA and PIPA caused quite a stirfor Post, that was encouraging. But the next time, its going to be hard to rile everybody up again. * The bills are meant to address a very real problemwhen websites outside of the United States steal or illegally distribute copyrighted content, they are beyond the reach of U.S. enforcement agencies. This means that content creators have little recourse when foreign website owners resort to piracy. Mark Elliot, the executive vice president of the Global Intellectual Property Center for the U. S. Chamber of Commerce, wrote a letter to the New York Times last November in defense of SOPA and PIPA. Protecting American innovation, jobs and consumers from foreign criminals is critical to a secure Internet and a prosperous future, he said. Elliot also explained that the [p]roposed legislation authorizes a federal court to direct the suspension of services (payment processing, advertisements and linking) to rogue sites. For many, therein lies the problem. By ordering the suspension of services that provide funding, hosting or other support, a federal court here could effectively shut down a foreign site without giving any notice beforehand. This apparent lack of due process was especially
CONGRESS DROPS THE
H.R. 3261: Stop Online Piracy Act

Authorizes an Attorney General to seek a court order against a U.S.-directed foreign Internet site committing or facilitating online piracy to require the owner, operator, or domain name registrant, or the site or domain name itself if such persons are unable to be found, to cease and desist further activities constituting specified intellectual property offenses under the federal criminal code including criminal copyright infringement, unauthorized fixation and trafficking of sound recordings or videos of live musical performances, the recording of exhibited motion pictures, or trafficking in counterfeit labels, goods, or services.
- GOP Congressman Lamar Smith
dangerous due to some vague language in both SOPA and PIPA that blurred the boundaries of liability. But this was more than just a legal issue. Opponents warned that SOPA, PIPA and its predecessors all presented a fundamental threat to the very infrastructure of the worldwide web. Think about how the internet works, said Post. We sit at our desk and type in a URL, and half a second later we get back a file from the right machine, out of the 800 million machines on the internet. How did it get the right one? Its hard to describe in a few sentences, but the service providers are all plugged into this very complicated set of interlocking databases that circulates around the world at every second, updated all the time. The whole system is based on the premise that all machines get the same databases. But with these bills, all the databases would start looking different because of the court orders pulling stuff out. The whole notion that there is one universal set of names is at risk. In other words, bills like SOPA and PIPA had real potential to break the internet. This is a single global network, said Post. To treat it as an extension of physical space, with borders around each country, is preposterous both technically and legally. * Although the shelving of SOPA
and PIPA represented a small victory, online content owners remain vulnerable to foreign piracy. So, given the history of the constant reincarnation of this legislation, it comes as little surprise that a new attempt is already on the table. But on the face of it, this new bill is a little different. Its called the Online Protection and Enforcement of Digital Trade Act, or OPEN, and this one is not flying under the radar. In fact, a serious branding effort is underwaythe bill has its own website at keepthewebopen.com, which is clearly designed to appeal to an internet-savvy audience. A hash tag features prominently on the front page banner. Buttons make it easy for visitors to like, tweet or link. The full bill itself is front and center, flanked by comment boards where visitors can suggest changes. Though not perfect, experts agree that this bill makes more logistical sense than its predecessors. The OPEN act takes its approach to the International Trade Commission, explained Post. I dont know how I feel about that specifically, but I do think theyre asking the right questions. The right question is the institutional question: what are the institutions that can really cope in a global environment? And going to the ITC is at least a possibility. Maybe its not the right one, but its certainly a huge step in the right direction.
Whether OPEN flies or fails, its becoming clear that adapting our legal frameworks to an interconnected new world is at the very heart of this debate. This is about governance; its way beyond copyright laws, said Post. Its really about law in a global network. We dont have all the answers yet because weve never had to think about these things until recently. But we should figure out a way. Its not easy; I acknowledge that. But Im not giving up on it. Its way too important.
take action: demand progress!

Just weeks after the Internet came together to beat SOPA, the major ISPs are cutting behind the scene deals with Big Content to restrict web access for users who are accused of piracy. It'll do much of the dirty work we were able to prevent when we took down SOPA, this time by restricting certain Americans' access to the WHOLE Internet. Take part in the fight: demandprogress.org
ap photo
a friend
U
nless you somehow avoided the media storm, you know that Facebook filed the paperwork for its initial public offering in early February. The sale could raise anywhere from $5 billion to $10 billion in funds, valuing the company at an estimated $50 billion to $100 billion and promising to be the largest IPO of an Internet company and one of the largest IPOs of all time. In his S-1 letter, CEO Mark Zuckerberg made it crystal clear:
INDEED
Were going public for our employees and our investors. We made a commitment to them when we gave them equity that wed work hard to make it worth a lot and make it liquid, and this IPO is fulfilling our commitment. Its hard to deny that in building this equity, Facebook has also created value for its usersall of the alleged 850 million of them. But its also plain to see that its created value for advertisers, whose payments account for 85 percent of
Mark Zuckerberg CEO - Facebook
by frank graziano
the companys $3.7 billion in revenue, and the fear that the interests of advertisers might trump those of users after the company is publicly traded has brought Facebook to the center of a newly invigorated debate on online privacy. Every time a Facebook user clicks the Like button or joins a group, he or she expresses an interest to his or her network of friends. But Facebook is also listening. The sites ad sales are in the billions because it can use that in-
formation to target ads to massive audiences segmented according to behavior. Using newly implemented features, Facebook is expanding the range of actions a user can take from Like to Love, Bought, Want, and an entire library of relevant verbs. Combined with other forms of data collection, its a behavioral gold mine. As advertisers, weve been waiting for this for centuries, and Facebook has provided it to us, says Sinan Kanatsiz, chairman and founder of the Internet Marketing Association, an industry group with membership in the hundreds of thousands. Kanatsiz says that because of behavioral target marketing, advertisers are increasingly looking to social media for primary spending. When we look at CPMs compared to other online marketing mediums, we still feel that Facebook is underpriced, he says, Theyre definitely paving the way to a multi-multibillion-dollar advertising medium. Analysts at eMarketer predict that although its growth rate is on the decline, Facebooks worldwide ad revenue will still top $5 billion by the end of 2012. The value is in the data. As Bloomberg Businessweeks Brendan Greely notes sharply: we are not their customers. We are their product. Or rather, when we use their services for free, information about our habits, friends and preferences becomes their product, which they then sell to the companies of the Digital Advertising Alliance their customers. In Facebooks super-efficient,
high-desert-air-cooled Prineville, Oregon, data center are over 30,000 servers, many customdesigned, that store and serve over 100 petabytes of such information. There has been a backlash from users who oppose the datas collection, partly because of the prospect that many Facebook users dont understand the extent to which its happening, and there has been a widespread call for greater privacy awareness and strict legislation. I cant imagine anyones going to say with a straight face, Yes, users understand whats happening on Facebook, says Eric Goldman, director of the High Tech Law Institute at Santa Clara University. It seems to me that theres an enormous pressure on Congress to do something about Internet privacy, but what theyll choose to do is uncertain. Thats because the problem of Internet privacy, Goldman believes, is unclear. Of Facebook users unwittingly giving up behavioral information as a commodity, he says, Sounds like the American way, as long as theres no harm to users. If theres some unwitting activity taking place and its making life better, thats a win, not a loss. In fact, its a double win because [the user is] getting a positive outcome and spending no extra effort to get it. On February 23rd, the White House held a press conference to propose the Consumer Privacy Bill of Rights. Although its important as a signal that lawmakers are looking more closely at the debate, and commendable in its suggestions of openness and worldwide
standard practices, the bill doesnt have any industry-upending results. The most impactful measure mentioned is that companies that command a major share of Web traffic make an FTC-enforceable commitment to a Do Not Track button on browsers, and some in the industry even doubt the effect the much-discussed button will have. [Users] dont really care at the end of the day because its not affecting their day-to-day life if theyre being served up certain advertisements based on their behavior, says Kanatsiz of the IMA. Youre only going to have less than 1 percent of 1 percent that opt out. The push for online privacy legislation seems fueled at least in part by paranoia: users arent comfortable with a company that owns gigabytes of their benign personal data extolling the hacker way in its S-1 letter, and they also dont like to feel taken advantage of. But lawmakers need to be careful that they dont hamstring tech sector growth in their quest for an ill-defined idea of privacy. Professor Goldman of SCU notes that we wouldnt have Google circa 2011 if Google circa 2001 had faced onerous legislation. I dont like to talk about privacy as an outcome or a deliverable, he says. We often talk about different things when we mention privacy, and we often talk past each other as a result, And while we do, somewhere in the high desert of Oregon, racks and racks of servers glow LED blue and ominously hum.
SMarter
Humetrix is streamlining the way patients and doctors handle information, making huge strides for the future of American medicine.
veteranS healthcare getS
by wendy connick
ealthcare in the United States just got a little bit smarter. Spurred in part by a need to care for returning Veterans, the federal government has been ratcheting up demands for new technological innovations that can make doctorpatient interactions more efficient and give patients more control over their health. And Humetrix has developed tools to meet those needs. Take the Federal Blue Button initiative announced by President Obama in the fall of 2010. As Humetrix founder & CEO Dr. Bettina Experton explains, The Federal government came up with the simple but powerful idea of putting a Blue Button on patient portals (such as the MyMedicare. gov portal for Medicare and My HealtheVet for the U.S. Department of Veterans Affairs) for Veterans and people covered by Medicare to click on the Blue Button icon for easily downloading their health records and share them with their doctors. Humetrix took Blue Button to the next level by developing smartphone and tablet apps called iBlueButton (www.iBlueButton. com). iBluButton gives Veterans and many Americans whose insurance company or provider system have now adopted Blue Button, immediate access and automated download of their Blue
Button records on their smart phones to be then directly shared with their physicians. iBlueButton also helps Americans easily share their Blue Button records with their providers by enabling patients to directly transfer their records while they are being seen by a physician. When you go visit your doctor or you go to the emergency room, you may not have your Blue Button record handy, printed out or stored on a CD from when you logged in last time at home, Experton said. What we did with the iBlueButton apps, which is totally novel, is that with a simple touch of your app you automatically download your Blue Button record onto your phone. And then with a simple tap, you can directly and safely push it to your doctors iPad. In 2011, the Office of the National Coordinator for Health IT recognized iBlueButton as one of its three Investing Innovation award winners of its Ensuring Safe Transitions from Hospital to Home challenge. Because not all patients have or want a smartphone, Humetrix also developed a USB version of the iBlueButton app called UBeWell. Its a secure USB-based device that slides into a holder the size and shape of a credit card, and that auto-runs the Humetrix software once inserted in any PC connected to the Internet. The U-BeWell software automatically logs the patient and provider into the patients health portal account and auto-downloads Blue Button and other patient selected online health records. U-BeWell also has an In Case of Emergency (ICE) file that can be accessed by emergency personnel, so paramedics can find out about their patients preexisting conditions even if he is unconscious. U-BeWell, iBlueButton and other Humetrix mobile solutions are delivering on the key criteria now
called for by the Federal government and industry initiatives to deliver more cost effective healthcare. Humetrix patient-centered solutions align with the Institute of Medicine report Crossing the Quality Chasm, stating that a radical new approach is required to meet the healthcare needs of Americans. It cites six healthcare components that require improvement: safety, effectiveness, patient centeredness, timeliness, efficiency, and equity. The report concluded that technological advances including the use of effective information technology are key to solving these problems. In 2009, a large Federal healthcare government initiative lead to the HITECH Act, spurring investments into healthcare IT in billions of dollars. To overcome the lack of use of health care IT by physicians and hospitals and the inability of most systems to communicate with each other, the Federal Government also called industry to developed innovative record access and connectivity solutions. The Federal government in particular advanced two critical requirements in providers use of health care IT: the need to exchange patient records from one provider to the next, and the requirement to give patients direct access to their electronic records. Offering by design patient-controlled mobile health information
exchange solutions, Humetrix delivers on both of these critical requirements with its innovative patented solutions which have developed worldwide in other industries such as banking. Experton, who is a physician by training, founded Humetrix in 1999 to help patients and their physicians manage the exchange of healthcare information as practically as possible. Having easy access to medical records not only simplifies the healthcare process; it also helps prevent dangerous and costly mistakes. Access to up to date records prevents duplication of testing or prescribing medications that may have adverse effects with medications already prescribed by another physician. One mismatch of medication and your patient may be admitted to the hospital at a high cost for his health but also at a high cost for the individual and taxpayer. At a time when we are trying to cut the deficit and find areas in healthcare to cut costs, there is a strong drive to bring healthcare IT solutions to solve those major cost and qualityof-care issues.
Bettina Experton, M.D., M.P.H. President & CEO Humetrix Inc. 12526 High Bluff Drive, Suite 300 San Diego, CA 92130 www.humetrix.com
by joseph sullivan
CAPITALIST
From private utility to public conservation
rene Stillings came late to her leadership position as an advocate of energy conservation. As executive director of the California Center for Sustainable Energy, a nonprofit organization based in San Diego, she advocates for, administers and oversees various initiatives, both government and private, that promote the development of environmental-friendly forms of energy. The CCSE is also a leading player in continuing efforts designed to bring about a clean energy future. But her career began in upstate New York working for a local gas and electric utility company in the mid-1970s, mostly in marketing, customer service and organizational development. She stayed there for 20 years before leaving to do consulting, primarily in the energy field, and then moved to southern California, where she ended up working in the San Diego Regional Energy Office that soon after became the CCSE. Ive always had a strong interest in the environment and what we are doing to it as humans, she says. Rachel Carsons book The Silent Spring had a great impact on me in the sixties. In San Diego, the time was right for an organization like the CCSE. Beginning in the 1970s, there had been a continuing series of conflicts between community groups and the local gas and electric utility. Energy
Clean Energy
I
deregulation came to California in 1994, and in 1996 the CCSE was born. By then, attitudes in the state had begun to change. California is ahead of the rest of the country when it comes to environmental awareness, Stillings says, but look at the environment here. Its just a wonderful place. People spend a great deal of time outdoors, and they avail themselves of all these natural resources in terms of outdoor and leisure time activity, so naturally, environmental concern and awareness are higher. The CCSE has several ongoing programs in collaboration with state and local governments. The California Solar Initiative, established by Governor Arnold Schwarzenegger in 2007, aims at creating one million solar panels by 2017. MASH, or the Multifamily Affordable Solar Housing program, aims at
retrofitting low-income multifamily accommodations, mostly apartment buildings, with rooftop solar panels that power individual apartments. In addition, there are programs for retrofitting single-family homes in California, 70 percent of which were built before 1980 and the adoption of stringent energy codes. What Stillings would like to see is comprehensive and consistent national energy policies and legislation supporting them from Washington. But with the political dysfunction and gridlock in D.C., she realizes, such legislation is a long way off. Im a capitalist, she adds. I worked most of my life in profitmaking companies. Im not against people making money. I just think they can do it without harming natural resources, and it wont take that much effort either. www.energycenter.org
business tech briefs
AHEAD OF THREATS
by jacey fortin reg Reber can tell you that maintaining information security is no walk in the park. Reber is the CEO and president of AsTech Consulting, an information security firm catering mainly to large clients in the financial services industry. Hes on a mission to ensure that sensitive Web-based information is well-defended against breaches and bad guysand these days, there are a lot of bad guys out there. Take last December, when the loosely organized group of hackers referring to itself as Anonymous gained illegal access to data from the security think tank Stratfor, which had clients ranging from Apple, Inc. to the U. S. Air Force. The hackers found and leaked credit card numbers, addresses and financial records. Breaches like these can be hard to predict and prevent. The threat environment changes all the time, explained Reber. We stay on top of that, and we can make those rubber-meets-the-road defensive recommendations for our clients.
He started AsTech in 1997, and since then has been devoted to maintaining a top-notch team. Weve hired the right people, he said. We really seem to attract an elite crowd. The level of talent and experience we bring to bear is very high, and its hard to find people who do what we do. AsTechs main focus is online applications for banking and stock trading, as well as Web-based systems for other business-to-business and business-to-consumer services. They assess application source code for security vulnerabilities and examine deployment architecture, and they always find ways for their clients to conduct business more securely. In the strictly regulated financial services industry, their job can get pretty complicated. But AsTech has it coveredtheir employees are encouraged to learn as much as they can in order to keep up in a rapidly evolving field. Weve always fostered innovation and improvisation, said Reber. We ask our people, Whats over the horizon in our field? Weve established ourselves as the kind of company where you can make a difference if you come up with a better way to do things, or if you want to dive deeper, technically, than the competitors. For more info please visit: astechconsulting.com
A NON-HAzARDOuS wAy TO REuSE

by patrick sullivan oe Waters, co-founder of Ohio-based Vexor Technology, has made his living turning trash into treasure. Well, maybe treasure is a stretch. But Vexor takes something that has ostensibly outlived its usefulness garbageand squeezes a bit more use out of it. One of our biggest programs we have is converting non-hazardous waste streams into a fuel that replaces coal in cement kilns and lime kilns, he said. We are using the organic part of the waste as energy, and the inorganic part known as the ashwe incorporate into the cement and lime products. Waters first cut his teeth in the hazardous waste management business, but he founded Vexor with two partners in 1999 as a way to break into the non-hazardous waste industry, which he says is infinitely larger in terms of its market. His prior experiences operating under the much stricter regulations of the hazardous waste industry have helped him and his company maintain discipline and flexibility. But Vexor still faces many challenges, not least of which is the cost to its customers. Being sustainable and being economical arent always the same thing, explained Wa-
ters. A company may not want to go to a landfill, but the other options are four to five times more expensive. Still, up-front costs have long-term payoffs. So although the recent economic downturn has required some tightening of belts, Vexor is doing just fine. Weve been able to acquire more customers through our sustainability efforts, so actually the downturn in the economy has not had that great of an effect on us, Waters said. For more info please visit: vexortechnology.com
by patrick sullivan
by andrea lehner
We started the company to tackle the problem of preventing problems
- Richard McGlew
Managing the Process

QQuest brings real-world quality to information-tech management
eeping up with changing technology requires full-time experts, but in todays trying economy, IT staffing isnt always in the budget. Watching the bottom line, however, doesnt have to mean forgoing high-tech benefits. QQuest Corporation bridges that gap; they provide outsourcing solutions for IT problems and process management, helping small and mid-size businesses keep up in a changing global economy. QQuest President Richard McGlew told The Suit, Whether its installation or troubleshooting of ongoing issues, we provide the team to make IT problems go away. We take away the problem in the moment, but we also work to get to the root cause of issues and remove them. McGlew and his partner recognized a gap between how quality worked in reality and how it worked in the
IT marketplace, and so they set out to change that. We started the company to tackle the problem of preventing problems. Thats still the goal we are after. Whether those problems are the product of a flawed business process or are introduced by changes in technology, we think the emphasis on integration of design and function is critical, McGlew said. Its all about keeping an eye on the big picture since, according to McGlew, technological change tends to cycle back on itself. Its important to keep current with the technologies your customers are usingsmartphones, websites. But whether its a new technology or an old technology, the core principles of technology management still apply. A welldesigned system is going to perform better than a poorly designed system. An ounce of prevention is still
worth a pound of cure, he said. Managing hard and soft technologies is a primary challenge in the rapidly changing global marketplace. QQuest aims to produce value while minimizing cost. We see that as our Mt. Everest, McGlew said. Our vision is innovating quality for everyone, no matter what the environment is or who the customer is. There are ways to do things better and ways to produce better products. Those are the challenges we look to take on. QQuest helps customers manage the daily pulse of their business through their absence management programs. We look at absence first as a communication issue, and then a record-keeping task. This change in perspective led us to develop technology that is now used by hundreds of thousands of employees and which today delivers productivity gains to their employers bottom lines. Building trust and understanding customer motivation is crucial to creating success in the corporate structure. You dont build value when youre focused on counting and organizing your pennies. You build value by looking out and forward to the future, McGlew said. Measure and manage whats important, but first make sure you know what is important. That changes over time. You have to keep your finger on that pulse in order to provide meaningful service.
www.qquest.com
by the suit staff
Connecting the Feds

the small VIRGINIa It fIRm capable of tacklING eNoRmously laRGe coNtRacts
ome consider it a fact of business: the big consulting companies will always get the biggest jobs and clients. But Sonya Jain and her team at eGlobalTech are thinking outside the box. Theyve seen that now more than ever, small firms are getting some of the biggest projects of alland handling them better than large firms ever could. Jain started eGlobalTech in 2004. Id been in government IT management consulting for a long time, and after a while, I realized that I wanted to try working directly with my clients and resolving their issues. So in 2004, I decided to just take the plunge and do it on my own. eGlobalTech works with federal clients exclusively. The firms approach to program management is holistic, encompassing everything from organizational IT to government compliance. We are an IT services firm doing management consulting similar to what a lot of big companies do, explained Jain. But what distinguishes us is that were small and agile, were very responsive and our rates are not as high. Clients feel very comfortable coming to us. We measure our work by their success, and I think thats what they like. As an 8(a) certified small disadvantaged/woman-owned business, eGlobalTech was able to secure government contracts early on. Jain used those jobs to prove
her capabilitiesand people noticed. Since then, the firm has consistently exceeded expectations while working with major clients, including the U.S. Departments of Labor, of Education and of Homeland Security. Revenues have doubled for the last three years running. Part of Jains success has to do with looking ahead in order to respond to changing technology demands. We are actively involved in coming up with cloud-based strategies for our clients, because right now the government spends millions of dollars on infrastructure, she said. Its a huge cost. So a good thing for them is to go away from hosting that internally, and use cloud vendors as appropriate. For instance, weve been supporting the U.S. General Services Administration for the last few years in developing the federalwide cloud architecture. Were also helping other federal agencies move in that direction. And no matter what new changes are coming around the bend, Jain has learned that thinking outside the box is the key to finding the best solutions, every time. Were here to add value. So if clients have an issue, were not going to do what everyone else is doingwe find a way we can do it better, she said. Its very exciting for me to see clients who want to create solutions using all these new technologies! Im excited to be here, excited to be able to do this for clientsto come up with something new and actually see results.
eGlobalTech has successfuly spearheaded numerous contracts with federal agencies including, but not limited to:
Dept. Homeland Security: Data Analytics and Data Management
Department of Health and Human Services: Enterprise Architecture:
U.S. Agency for Intl Development: Program Management
U.S. Department of Education: Enterprise Architecture:
For a complete list of contracts and for more information, we encourage readers to visit:
P.: +1 (703) 652-0991 www.eglobaltech.com
business briefs
LIGHT AT THE END OF THE TUNNEL

by the suit staff igh-Tech Consulting Firm Forecasts Economic Upturn. The hard economic times will come to an end sometime next year. So says Michael Centrella, CEO and one of the founders of Momentum Technology Partners, LLC., a sales, marketing and production acceleration firm. Were looking at 2013 as a turnaround year, says Centrella. Theres a lot more hiring, and a lot more money coming in from venture capitalists. Momentum prides itself on the high quality of its interim and full-time operational services, which it provides to small and mid-sized companies. It was founded by entrepreneurs with extensive high-level experience in launching new organizations, products and services. The companys clients range from startups and earlystage enterprises to Fortune 500 operations. Because Momentum works closely with so many different companies, its executives are well positioned to spot overall business and economic trends as they develop. Centrella has worked in the high technology sector for years. He cofounded Momentum during another recession back in 2000 to help struggling technology companies get back on their feet. Momentum also partnered with venture capitalists to find sound investments among those struggling companies. We started in bad times, says Centrella, and we succeed and grow in down times. Thats when people want to use us, when we get called in to figure out whats going on. Of course, we can also adapt to good times as well. Momentum leads by example with the companies it assists. It insists on being a part of the management team, and solicits the opinions of each companys employees. We focus on the people who are passionate about what a company is doing, says Centrella. These people have tremendous insight and bring us answers more quickly.
An Evolving DESIGN
Marketing that works in a lagging economy
by patrick sullivan When Joe Zeller founded ZGraphics, Ltd. in 1989, he had no idea how much the graphic design industryor his companywould grow in the coming years. Zeller started out in college with an initial investment of $1,100 for a Chromatech kit, which he used to help other art students punch up their portfolios. More than 20 years later, ZGraphics has gone worldwide thanks to the Internet. Thats where its all at: being able to provide marketing communications solutions for a group of clients that stretch from Toronto to Florida and Dallas to Newark, he said. GoToMeeting has changed our business! ZGraphics is a full-service marketing communications agency that provides complete brand development services from strategy to logo development and comprehensive brand design. Clients can choose to work on a retainer or a project basis to develop print, TV and direct mail campaigns, annual reports or a full suite of Web solutions. ZGraphics excels at delivering award-winning designs for clients that include a top Chicago real estate firm on the North Shore, the nations second largest home security company and many B2B clients. Zeller started with just one partner, and now has a staff of 11. But company size is not the best indicator of overall growth for ZGraphicsinstead, it is the companys increasing capabilities and ever-lengthening client list. Zeller says that the lagging economy has actually helped his company reach new customers. People are looking around for marketing that works and we have success stories few others can match, he explained. The team at ZGraphics keeps abreast of the changing business landscape through self-education and industry seminars, and Zeller knows hes lucky to have employees who are eager to stay current. Though learning new techniques can be stressful, it is that thirst for knowledge that has kept Zeller himself interested through the years. Things are constantly changing, but thats fine, he said. It keeps it exciting. zgraphics.com
Momentum Technology Partners, LLC www.momentumtp.com
by wendy connick
breaking free
Just as the telecom industry went from wired to wireless, David Aldrich went from hired to highest in command.
I give my employees a wide berth and let them make their decision.
KC135 Inc. (646) 485-4062 kc135inc.com
pologies to Alexander Graham Bell, but telephone wires have met their matchand they may soon be a thing of the past. A technology called voice over IP, or VoIP, is now being used to transmit phone calls over the internet and its changing the landscape of voice communication all around the world. A lot of customers like AT&T, Verizon and larger telecom companies were very hesitant to get into VoIP. It was not reliable, because it was over the internet. But as the years progressed, the quality has drastically improved, to the point where your cell phone uses VoIP, said David Aldrich, President of telecommunications company KC135 Inc. KC135 specializes in VoIP technology. They do wholesale and retail all around the world, operating direct telecommunications routes throughout the Middle East, Africa, Europe, South America and Asia. Their capabilities range from service delivery to management to automated billing and a full support staff keeps clients satisfied no matter the project. Aldrich began his own business because he objected to his last employers poor ethics. I wasnt happy with the way that the company was working, he said. The owners were not making decisions based upon what I thought was in the best interests of the company. So at one point, I decided, Why am I doing this for somebody else
when I have all the skills to do it alone? I contacted our manufacturer and asked them if theyd provide me with a line of credit so that I could purchase their equipment and open my own business. I decided to take that leap of faith and go forward. Past experiences in mind, Aldrich decided to make ethical behavior a focus of his new business. He believes this attitude has differentiated him from the competition. One thing Ive wanted to maintain from the beginning was honesty to my customers and vendors. And what that really means is that I pay my bills, Aldrich said. If I make an agreement with them via contract, I adhere to the contract. And that sounds like it should be a normal thing for the industry, but it really did set me apart from a lot of other companies. When VoIP gained reliability as a telecommunications tool, that dedication paid off. Demand for KC135s services exploded. Aldrich found himself working 18hour shifts seven days a week to keep up, so he hired six full-time employees. And he turned his experiences into insights by cultivating the kind of healthy work environment he lacked at his old position. I want to be involved in everything, at least knowing how it works, but I give my employees a wide berth and let them make their decisions, he said. KC135s productive workforce, satisfied clients and continuing growth prove that taking an entrepreneurial leap of faith can sometimes be the surest path to success.
by andrea lehner
IT InteLLIgence
Computing consultants to the intelligence community
onitoring mounds of data collected to keep our nation secure is no easy feat; Michael Kelly and Barry Brickner recognized this as a niche opportunity, and in 2005 partnered to open their intelligence consultancy, Brickner, Kelly & Associates, Inc. Colleagues for 25 years, they started the company with one government contract, and have grown to offering a full range of IT, analytical and consulting support. We primarily consult to the intelligence community, Kelly, president of BKA, said. We support technology for those players who would hunt down the Bin Ladens of the world, or who would deal with international issues, like China and Iran. According to Kelly, while the WikiLeaks era is behind us, cyber security is going to be at the forefront of government defense contracting. Getting control of risks associated with cloud-based computing will be a chief focal point of the coming decade. Thats something thats going to be exciting and challenging as we go forward, Kelly said. Having been in government and weathered economic cycles since the Reagan era, Kelly holds an optimistic view for the next two years, if all partiesinvestors, employers, employeesmaintain realistic expectations. Were going to see some ups and downs in the stock market and employment numbers, but I think were through the worst of it. People just need to be patient.
Everyone on the Brickner & Kelly team undergoes a routine background check to maintain security clearances. In our environment, where classified data is handled and needs to be secured, you have to have 100-percent credibility. Without credibility, we wouldnt be in business long, Kelly said.
We support technology for those players who would hunt down the Bin Ladens of the world.
- michael kelly
Brickner, Kelly & Associates 3703 Latimers Knoll Court Fredericksburg, VA 22408 P.: +1 (540) 785-0123 brickner-kelly.com
by the suit staff
Bringing up Biomass
Using Testing Technology for Renewable Energy
s political tension with Iran drives oil prices up and America braces for another pinch at the pump, the need for alternative energy sources becomes even more pressing for our nation's economic outlook. Attention is turning to biomass, an environmentally friendly, renewable life-based option that produces less carbon output than fossil fuels but is still costly to produce. Among the factors that drive costs up are the testing and characterization involved. Dr. Kerry Johanson, PE (Professional Engineer) and Susan Johanson, owners of Material Flow Solutions, Inc., used their expertise to develop new technology capable of handling the larger particles found in biomass sources. They are currently working on an advancement that could revolutionize the production of biopower by significantly reducing costs. "Biomass requires very hot and heavy temperatures to process and get energy from it," Susan Johanson said. "There has been nothing to simulate that. So far, testing has had to be done at room temp with hopes that it translates to very high temps. With our new apparatus, engineers who are designing biomass energy production plants will be able to base their designs on real data. "Guess-and-check is very expensive; if you can base designs on real data, you reduce the costs significantly." Johanson added that while the goal is to reduce production costs, she expects this to trickle down to consumers by lowering usage costs as well. Material Flow Solutions has also tackled high-cost testing in the
pharmaceutical industry. Johanson explained that pharma faces unique circumstances because of product separation during processing. "We've developed a testing apparatus that can predict and quantify this segregation of ingredients in a material mixture of many components," Johanson said. "There has been some testing technology in the past, she said, that could handle mixtures of two ingredients, but this is not very useful in real-life situations. The new SPECTester at Material Flow Solutions effectively handles realworld multi-component materials. Developing technology to respond to new problems is only one way Material Flow Solutions responds to industry needs. They also find new ways to handle old issues, like a new chemical and pharmaceutical powder test apparatus that is compatible with industry standard tests but drastically decreases the material sample size. "All other apparatuses that perform the test require anywhere from 50 to 300 grams of powder sample," Johanson said. "In an industry like pharmaceuticals, that
size of sample can cost hundreds of thousands of dollars to create. It's a big deal to provide that level of sample for a test. Our innovative tester requires only a fraction of a gram." Johanson said that this new SSSpin tester will make its debut in March 2012 at the Powder & Bulk Engineering Conference and Exhibition in Atlanta, Georgia. No doubt, its remarkable potential will generate a lot of excitement.
Material Flow Solutions Inc. 7010 NW 23rd Way, Suite A Gainesville, FL 32653 USA P.: +1 (352) 303-9123 www.matflowsol.com
Mohssen Davari, CEO, Solutelia, LLC
wireless going indoors!

Mohssen Davari brings people together tirelessly and wirelessly
by the suit staff
ohssen Davari, Chairman and CEO of Solutelia, LLC, is one of the countrys most experienced executives in the telecommunications industry. The incredible success of Solutelia since its founding in 2003 is due to Davaris vision, his skill at assembling a talented and hardworking team, and his consistent emphasis on excellent customer service. Studying in America on a student visa in the 1980s, Davari worked in a restaurant part-time while going to school during the day and paying double tuition for the privilege. He got his bachelors degree in engineering from the University of Alabama in 1986, and his masters degree in telecommunications engi-
neering from Johns Hopkins in Baltimore in 1993. During his earliest days working for a company called Comsearch, Davari began his career in the wireless industry, and since then has never looked back. We are an industry that didnt really experience a downturn, he says. With a combination of cyclical technology upgrades, foresight and a great team, Solutelia has established itself as a major player in the industry. Hes modest about the reasons for Solutelias success. I cant claim all the credit, he says. Its really our team; every one of the 65 employees we have at Solutelia contributes to our success. Hes very clear about creating the kind of environment in which such
a team can thrive and be creative. Its the kind of environment that encourages problem-solving engineering and a commitment to Solutelias customers. From their first days on the job, he strives to take care of his people, to deliver on every promise he makes and to create an environment in which they will experience success. As a young child, Davari had a dream of being able to fly. Now he sees Solutelia as fulfilling that dream. We are all spreading our wings, he says, we are flying and gaining greater heights. But I cannot do it by myself, it is only teamwork that can do it. Solutelia knows how to build a wireless network. From preliminary baseline testing on location, to the
Its really our team; every one of the 65 employees we have at solutelia contributes to our success.
- mohssen Davari _
detailed design specifications and post-construction verification and integration studies, Solutelia has the engineering experts to get the task accomplished. The bulk of its business comes from mobile operators such as AT&T, TMobile and Verizon, as well as infrastructure providers such as American Towers. Increasingly, Solutelia is working for the equipment vendors, such as Motorola, Tyco, Corning and others in the equipment manufacturing industry. The development of smartphones has had a great impact on Solutelias business. According to Davari, there are about five billion devices worldwide connected to wireless networks. Its the networks that make use of these devices possible. As Davari notes, you can take the best smartphone available, take it somewhere where there is no coverage, and it will be useless. As a result of smartphones and their capabilities, there is a new emphasis on being connected through social networks, emails, texts and the Internet. About 80 percent of such traffic is initiated indoors, and yet less than five percent of U.S. buildings can handle that traffic. Since Davari has been responsible for the design and development of wireless networks in Madrid, Barcelona, Torino and throughout the U.S. -- including in New York, Philadelphia and Atlantic City -- upgrading wireless
FROM L TO R: Keith Edward Sach, Mohssen Davari, Alyssa Sanders, Danh PhanLe
capabilities to include more buildings is what he sees as a key aspect of Solutelias future. Davari has shown amazing foresight in dealing with the current economic downturn. Two and a half years ago, anticipating an upcoming technology cycle, Davari spent some of Solutelias accumulated funds on new training, new equipment and hiring new engineers to position the company for a busy future. When you are scared, thats when you need to be brave, he explains. Otherwise, you miss the opportunity. Solutelia has its headquarters in Denver, but its engineers can be found throughout the U.S., some working directly as consultants for customers. Davari is especially proud about Solutelias participation in the 2012 CES technology trade show in Las Vegas. It was a complicated undertaking. Simply making the venues operational for customers
took six to 12 months, and Solutelias involvement in many venues continued even after they became operational. Davari is very upbeat about Solutelias future. The company has experienced tremendous growth in the last three years. Revenue doubled from 2009 to 2010, and again from 2010 to 2011. Davaris goal is to expand in the U.S., bringing wireless capabilities to every building in the next five to 10 years. He would also like to expand beyond U.S. borders. Wherever there are high-rises, wherever there are a lot of buildings, he says, they will need these wireless capabilities because of the explosion of iPhones and Androids and so forth. I think this year were set to grow another 60 to 100 percent easily.
3033 S. Parker Road Suite 460 - Aurora, CO 80014 +1 (720) 748-3004 | www.solutelia.com
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business tech briefs
SUPPLY & DEMAND

by andrea lehner
he economic principle of supply and demand is more than just numbers on a chart; its a daily reality causing huge pricing fluctuations in the electronic components industry. Richard Lodato, CEO of 1-Source Electronic Components, points to natural disasters as causing recent skyrocketing prices. Most recently, Lodato said, we were featured in an article on how the floods in Thailand affected the hard drive market and the increase weve seen in hard drive procurement. This disaster came on the heels of Japans 2011 quake and tsunami that brought production to a standstill. In response, we are constantly looking at ways to help with supply chain issues: re-forecasting, scheduling product, procuring excess inventory, turning to new franchised lines, and helping to find alternate products that can be specd in to keep costs down and production up, Lodato said. 1 Source supplies circular connectors, semiconductors, integrated circuits, as well as passive components to electronics manufacturers ranging from mom-and-pops to
Fortune 500s in a variety of industries. We sell to CMs, OEMs and government agencies, Lodato said. We also sell to service companies and distributors. When supply fluctuates, the ripple is felt throughout the economy. Take our recent spike in hard drive sales, Lodato said. The actual prices of the drives have gone up double or triple. Being in an industry that often bears the brunt of economic cycles keeps Lodato creative about marketing, including opening offices in China and Central America to capture real-time global sales, and launching a new milspec and aerospace-specific website. Our goal is to create the curve. Look out for some exciting new launches in 2012 - including online pricing and shopping!
1sourcecomponents.com
HITTING THE HIGH NOTES

From President to Janitor, a Small Business Learns and Grows
eing a small business owner means being flexible and versatile. When a business does not have an extensive corporate architecture, it falls to the owner to fill the various roles that make a business run. Patricia Roberts understands this very well. I start my day as the president and end my day as the janitor, joked the co-owner and co-founder of the Texas-based telecommunications firm R&B Network Services. Roberts and her husband founded R&B in 2003, working out of their home for the first six months. The company started with three employees, then quickly added two more, and the number soon shot up to 14. Today, R&B maintains that number while often adding new contractors for specific jobs. One of the companys goals for 2012 is to take on enough projects to keep the part-time contractors employed for most of the year. R&Bs early business mostly consisted of telecommuni-
by the suit staff
cations network installation, but the company now splits its business more or less evenly between installation and project management. Its customers are global, but the whole world is facing a slow economy. Many clients are asking for reduced rates and extended payment terms, challenges that acutely affect R&B. Nevertheless, Roberts is proud that her company has been able to do steady business since 2008, when the global market first began sliding downward. R&B has quadrupled its earnings since its founding, but its owners are still learning and growing as businesspeople. As a small business and a new business less than ten years old, were still trying different avenues, said Roberts.
R&B Network Services, Inc. 9191 Kyser Way, Suite 405 Frisco, Texas 75035 P.: +1 (972) 731-0022 www.rbnetwork.net
by andrea lehner
Communication, Simplified
Wireless or not, the devices that keep us connected can add up to a tangled mess for businesses. Integrated management is the key to efficiency and affordability.
hink your family wireless plan is complicated? Imagine adding on several thousand more devices. Monitoring data usage, gadgets and expenses would quickly get out of control. But these days with the continuing boom in everadvancing telecommunications technologythats exactly the scenario faced by growing businesses across a range of industries. This is where the award-winning professionals at Comview come in to provide comprehensive, cost-saving telecom management programs to mid-sized and large organizations. Comview founder John Perri said, "The bulk of our business is in wireless device management. We can typically reduce costs between 10 and 30 percent. These are companies that have anywhere from 1,000 to 10,000 wireless devices." Perri, who has been in the telecom management industry for over 30 years, said Comviews proven methods are invaluable to organizations that need to monitor every dollar in order to survive the recession. "We provide hard dollar savings." Comview's flagship program, Total Talk Management, promises an integrated solution with three key components. "One is wireless expense management, where we collect and optimize data, and then provide usage reports and visibility. Another module does the same thing for the landline side. The third piece is where we process all telecom invoices for companies, which includes auditing those bills automatically," Perri said. "Many of our competitors grow through acquisition without offering the complex integration that Comview has developed. Total Talk was designed from the ground up to
do this. It's a real differentiator." Throughout Perri's extensive career, he was always driven to find innovative ways to shape the telecom management industry. By recognizing the internet as a new niche, Comview was able to introduce the first Webbased telecom management product in 1998. In addition to staying abreast of a fastmoving industry, Perri prides Comview on its eco-friendly practices. "The concept of hosted software really is green technology," he said. "If John Perri receieves the 2011 AOTMP Excellence award. all our clients had software at their own locations, there would be close to two hundred servers operating. We're doing all that work with 28 servers. We also have a Well do anything large number of remote people who to make a happy work from home. From a green point of view, that means a smaller office customer - We want a for us and less driving for our emcustomer for life. ployees." Comview's reputation for superior - John Perri customer satisfaction comes from Perri's philosophy of creating a corporate culture that treats employees and clients with respect and appreciation. This was evidenced once again in December 2011, when, for the second year in a row, Comview was ranked first in AOTMPs annual TEM WMM Enterprise Client SatisComview Corporation faction Study. "We'll do anything to 110 Walt Whitman Rd, Suite 101 make a happy customer, said Perri. Huntington Station, NY 11746 We want a customer for life. P.: +1 (631) 935-1900 www.comview.com
by jacey fortin
Technology can work wonders in terms of efficiency, but how do employees fit into the equation?
t this point i n our history, the question is more important than ever. Investing in technology makes sense Satish Korpe in terms of competition on a global levelbut while automation can help a companys bottom line, it also means that fewer people are needed to accomplish the same goals. With unemployment still hovering around 8 percent, thats one more drop in the bucket of bad news for the U.S. jobs market. For more than a quarter century, Maryland-based Potowmac Engineers Inc. has mastered the art of dealing with technological changes in the industry. As with everyone else, automation in many areas has changed the labor-intensive processes of our work, said company CEO Satish Korpe. But the key is to catch the balance between technology and human resources that will lead us to be more competitive. We dont invest
Striking the Right Balance
How can small businesses adapt to an increasingly automated world?

thousands and thousands of dollars into new technology that will not benefit our staffif a small investment in technology can make us more efficient with the same workforce, wed rather do that. Potowmac Engineers works with clients in public and private sectors, offering services ranging from construction inspection to geotechnical engineering. They own their own facilities including a laboratory for materials testing and technology research. We are diversified, said Korpe. We work on building projects and transportation projects. We offer oversight to make sure that everything is in compliance with contract documents, the payments are properly audited and everything is done on schedule. Since Potowmac Engineers employs only about 30 people, clients are often amazed at the breadth of the companys capabilities. Its about hiring the right people and giving them as much training as they needand then some. Small businesses face so many challenges, and we dont have large departments full of experts to deal with these different kinds of problems, said Korpe. So our employees have to become experts in many areas. Anytime theres an opportunity for someone to go for training that may be useful for a job, we pay for it. We try to build up the employee, and they find value in that. The business model has certainly paid off in terms of staff loyalty. When the company was facing tough times during the recession, some engineers actually took pay cuts in order to help keep the company afloat. That level of dedication speaks volumes about the hardworking culture at Potwomac Engineers. For Korpe, technology and people are two sides of the same coin. He actively invests in new innovations that can help him run a more efficient business, and this is mirrored by constant investment in the capabilities of his employees. And it workssince 1984, this business has grown in leaps and bounds, proving that this CEO has hit just the right balance to keep everything moving forward.
Potowmac Engineers Inc.

9244 E. Hampton Dr. #615 Capitol Heights, MD - 20743 P.: +1 (301) 336-6857 potowmacengineers.com
by patrick sullivan
A CoST-CUTTIng EDgE
Back to Harvard Business School to Regain His Edge
here seems to be a trend in retail that involves moving away from having vendor representatives in stores. It seems to be a common gripe that customers often know more about the products they are buying than the retailers who sell them. Sales Edge, founded by Richard Formato in 1993, wants to reverse this trend. Theres a huge unmet need for knowledge in stores these days, he said. Customers do not want a store associate to check their iPad either they want a real-time dialogue with a brand expert. Sales Edge is an addedvalue sales company for retailers. We provide merchandisers, specialists and construction services to all manner of retailers, said Formato. The companys clients come from mainly the home improvement, automotive and hardware industries, and potential clients include any company with more than 50 stores, according to Formato. In a period when big retailers are lowering their head count and turning to more part-time associates, these numbers are a good sign for Formatos business. Because Sales Edge is not a brick and mortar business, their cost is usually 20 percent lower than the retailers own direct cost for store labor. In 2012, growing sales plus saving money matters more than ever, says Formato. Formato has been around the retail industry since he was setting up store displays in college. He continued to do that job after graduation, although he originally wanted to be a corporate executive. Formato says the next few years after graduation were tough. Banks often turned him down for loans due to a lack of hard assets, so Sales Edge was bootstrapped from Formatos own pocket. He credits the relationship he built with home improvement giant Lowes with getting him through those lean early years. Our company would be nothing without them, he said. They believed in me, even when they shouldnt have, and I still think they are the best in the business. Though Sales Edge has grown nationwide and through-
out Canada since 1993, the global recession has hit the retail industry particularly hard, and Formatos company is feeling the bite as well. Starting in 2009, Formato noticed his clients growth plans being cut short. Even though we regained significant ground, Sales Edgehas been in watching every penny as if it was our last, he said. I am always stressing process improvement, and honestly, I knew I needed to improve as well. To that end, Formato made a sizable investment in himself: he enrolled in and recently graduated from The Owner/President Management Program at Harvard Business School. It took three years and cost in the six-figure range, and enrollment was not a decision made lightly, but after a particularly disastrous day, Formato felt he had to do something drastic. I enrolled after losing 40 percent of my business in one day, he said. Formato said it was the fear of failure, of not being able to provide for his family, that drove him to apply to Harvard. Armed with new skills and a prestigious degree, Formato is no longer afraid; instead, he is optimistic. He believes America is still the best place in the world to do business, and he predicts an economic comeback in the near future. And Formato knows that, as long as Sales Edge continues to help its clients gain new customers and grow their sales revenues, the company has little to worry about. Money comes from creating value, said Formato.
Sales Edge Service of Virginia 100 West Main Street Wytheville, VA 24382 P.: +1 (888) 566-7253 www.salesedgeservice.com
by frank graziano
THE PEOPLE SIDE OF IT SOLUTIONS

KILDA GROUPS INTEGRATED APPROACH TO BUSINESS TRANSITIONS
fter working for years as a modernization consultant, Greg McConnell has learned one solid truth: IT and business modernization efforts can be painful. Theyre often behind schedule and over budget, and they frequently fall short of their mark. It wasnt because the IT wasnt capable, he says. It was because the people side of the efforts wasnt handled as well as it could have been. McConnell is now the president and CEO of Kilda Group, LLC, an IT and management consulting firm based in Annapolis, Maryland, that takes a more integrated approach to business transitions.
McConnells wife Kelley started the company in 2001 after working as a Big-5 consultant and seeing IT solutions failing to meet set expectations. Greg, whose experiences include serving as an Enterprise Resource Planning (ERP) consultant for several commercial and government organizations, joined Kilda Group in 2004 after seeing much of the same thing. The firm now predominantly supports government organizations with IT modernization and other organizational transitions. The introduction of new technology often introduces a proficiency gap which is the time between initial implementation and the eventual staff adjustment toand proficiency withthe changed or new element. After learning about a clients processes, infrastructure and culture, Kilda Groups management consultants use Kilda Groups proven ProjectView 360
and Readiness 360 frameworks to shrink the proficiency gap with a series of people- and process-level initiatives. Of the organizations that Kilda Group serves, the IRS is particularly in need of support due to their high levels of change. They dont make the internal revenue laws, but theyre charged with supporting and enforcing them, says McConnell. The annual cycle of congressional mandates and tax law changes doesnt allow a lot of time to get the technology, the people and the processes in place. Thankfully, this is Kilda Groups specialty. To overcome these problems, Kilda Group leverages the best practices of Fortune 100 companies, its experience in working for government organizations, and their proven frameworks using a Learn, Innovate, Adapt approach. Using this approach Kilda Group consultants are able to tailor solutions to address the unique requirements and constraints of the challenge at hand. McConnell adds that our consultants understand that what has worked in a previous environment may not work in an environment that seems on the surface to be similar due to unique cultural and political behaviors. It is the recognition of differences like these and our consultants ability to adapt to achieve positive and lasting results that have made the firm successful through the years.
1116 West Street Suite A Annapolis, MD 21401 P: +1 (410) 990-1819 www.kildagroup.com
above: Kilda Groups Readiness 360 framework.

business briefs
A Standing Innovation
How do the big names come up with the big ideas?

ome of the most successful Fortune 500 companies, like International Paper and Hewlett-Packard, know that reaching out to a third party is a great way to learn to think outside the box. They rely on Charlie Prather, the CEO of Bottom Line Innovation Inc. Through presentations, workshops, consulting, online tools and more, he helps companies enhance their business creativity. Prather proved his mettle as the manager of the Center for Creativity and Innovation at DuPont. Over the years, he has created his own series of workshops and conducted them in the U.S. and six foreign countries. He founded Bottom Line in 1993, and success has followed him ever since. He notes that the most important part of creativity is doing the unexpectedwhat other companies havent figured out yet. Companies cant do that unless they get
by sara solano
outside the box. Thats where we come in, he said. You could sit people down in a meeting and tell them, Okay, be wild and be enthusiastic and be innovative! But that just doesnt work. You need tools and a process. A substantial increase in demand for his services led Prather to foster self-sufficiency in his clientele, helping them avoid consultant dependency. Hes learned that diversity of thought is important, so he encourages companies to make sure the bandit is on the traina colorful analogy illustrating that companies should include everyone in the brainstorming process early on to ensure that ideas dont get derailed by outside parties once theyre in motion. Always keen to spread his knowledge, Prather has written two books on his work, the latest being A Managers Guide to Fostering Innovation and Creativity in Teams, which was published by McGraw-Hill in 2009.
bottomlineinnovation.com
A COLLABORATIVE VENTURE
Assisting Visionary Social Entrepreneurs
by the suit staff enture capital is a demanding field. And for years, Drew Bewick was on top of it. He helped entrepreneurs in the IT industry get their businesses going, honing his skills while steering clients toward success. But a few years ago, he decided to switch gears. I wanted the freedom to assist visionary social entrepreneursthe type of people who really want to make an impact on communities, and who arent afraid to question conventional thinking, he said. In 2009, Bewick founded Tree House Ventures to do just that. Now, hes able to help business owners who truly aspire to make a difference. Tree House Ventures offers services in three main areas: innovation engineering, capacity building and value creation. We think of it as helping entrepreneurs make the right decisions for growing a company, and we combine that with the ongoing research we do on sector markets, said Bewick. Thats the sort of value creation that really sets us apart. They also offer a Venture Accelerator
Service, which helps innovators launch successful ventures by discovering opportunities and using entrepreneurial principles to organize, launch and manage a successful venture to make an impact. Tree House Ventures has a special focus on collaborative software space, and they often combine social media and market research expertise with customized training for clients. That bodes well for their continued success going forward. Using social media tools is so effective in todays climate because you can tell your own story, its cost-effective and you can target who you want with more precision, explained Bewick. Changing times or not, some advice holds true no matter what. Bewick advises his clients to recognize what works and stick with it. But during the inevitable times of change, enterprises should work with their communities and never be afraid to think outside the box. We like to find opportunities outside the normal view, he said. Thats the sort of value we provide. Tree House Ventures | www.thvpartners.com
by the suit staff
Taming the CobrA

A NICHE BUSINESS IN SPENDING AND HEALTH REIMBURSEMENT ACCOUNTS
Susan P. Luskin, Owner, Diversified Administration Inc.
161 washington Street, Hollywood, FL 33023 P.: +1 (954) 983-9970 www.div125.com
ne of the best ways a small business can successfully compete with big ones is by finding a niche market. Products and services that may not be huge revenue sources for Fortune 500 companies can keep a small business running quite comfortably. Susan P. Luskin, owner and cofounder of Diversified Administration Inc., has found her niche in flexible spending and health reimbursement accounts. Instead of competing directly with the major providers, she specializes in custom plans for small businesses. If you need an HRA and you go to Blue Cross, they have shelf HRAs. You make your situation fit one of their available structures, Luskin said. Whereas if you come to us, I dont have two that are the same. If I have 200 of them, theyre all different. Theyre all specifically designed for a particular client. I compete with giants such as Paychecks and Aflac by providing customized, personalized benefit programs. Luskins main challenge during the recession has been losing her clients due to their financial issues. I get bankruptcy notices every single week. she said. A longterm client called us before their renewal in tears and they said they had already dropped from 60 people to 20 people. They said, The only way we can stay open is to drop all our benefits. Theyre not
offering anything anymore, except a job. Luskin believes that strong leadership is more important for small businesses than it is for large ones. She argues that with fewer employees, each employee has a critical contribution to make. If a company doesnt have humane leader, the employees lose interest and dont care. And when you have a small company, every employee is a company ambassador, she said. In addition, she talked about the Consolidated Omnibus Budget Reconciliation Act, otherwise known as COBRA. COBRA gives workers and their families who lose their health benefits the right to choose continued group health benefits provided by their group health plan for limited periods of time. This right exists under certain circumstances, such as voluntary or involuntary job loss, reduction in hours worked or a transition between jobs. However, those qualified may have to pay up to 102 percent of the cost of coverage. COBRA has been a lifeline for those who lose coverage, she said, but its a complex set of rules for the employers to comply with. When employers try to selfadminister COBRA, theyre usually asking for trouble. Having a competent and compliant source for COBRA administration is invaluable for both the employers and those who depend on COBRA for their medical, dental or vision coverages.
by jacey fortin
CorPorAtioN
A
t first glance, Ruthann Blacks IT company seems a bit out of the ordinary. Black Consulting Services Incorporated (BlackCSI) consists of two different-looking divisionsan IT consulting division, which manages IT projects, business processes and organizational performance improvement, and a specialty electrical division, which performs design and installation of IT infrastructure for data, voice, access control and CCTV video surveillance systems. To most people, our two divisions dont make a lot of sense, explained Black. They dont seem to have much to do with each other, besides the fact that I have a background in both areas. But in addition to being a natural outgrowth of previous client successes, the two divisions of BlackCSI are like symmetrical branches of a large tree their weight provides balance to withstand alternating patterns of wind and weather while also growing out in opposite directions to get sunlight at various angles throughout the year. In fact, the dual functions of BlackCSI IT consulting services and BlackCSI IT infrastructure solutions are actually the reason behind the incredible success of the enterprise. What we have found is that those two divisions complement each other. When one is strong, the other tends to slow down a bit. With the way the economy has been over the last few years, for instance, the specialty electrical division was slow because people werent spending money on capital assets, said Black. But our consulting really grew because people were spending money on technology that could make them more efficient. And now, as were starting to come out of the recession, were really seeing that specialty electrical division coming back because people now have to upgrade their infrastructure to be able to support the new technologies theyve implemented! When Black started the company in 2002, she was on her own. Shed had years of experience as a project manager for IBM, and her expertise and connections in the field landed her a big client immediately. But as more work rolled in, she found herself with the needand the meansto hire more people. Today we have 20 people, and each person contributes to the success of the business, she said. In fact, BlackCSI has been recognized as
The Cooperative
For one IT company, bringing together two areas of expertise was the key.
one of central Pennsylvanias fastest-growing businesses. And theyre still expanding. Most of our business right now is in the Central Pennsylvania area, but we are starting to branch out, said Black, adding that theyre exploring the possibility of becoming a national distributor of specialty electrical products. But this president will never forget the lessons she has learned as a small business owner in a tightknit neighborhood. Ours is a really small communityand if you mess up, so to speak, everybody knows about it! she said. What Ive found with my clients is that when you make a mistake, if youre honest about it and you try to grow beyond it, typically your customers will be right there with you. But if you dont admit youve made a mistake, in my opinion, thats a disaster. Credibility and honesty are very important for us in order to continue to be recommended and sought after by clients.
www.blackcsi.com
business briefs
OwN NOTHING, CONTROL EVERyTHING

David Southwell's Creative Asset Protection Strategies, Inc. teaches clients how to own nothing and control everything by the suit staff
When successful people learn that they really can own nothing and control everything, and can have a financial team led by a CPA to support them, they want to start the process immediately, said David Southwell, CPA. This is the reason our firm has grown exponentially while many other planners have floundered in the wake of the economic crisis. Southwell has been a CPA since 1970, and founded Creative Asset Protection Strategies, Inc. (Capstrategies) in 1998. The company provides clients with creative tax planning, proven asset protection strategies and structures, and wealth transfer programs. They also use a wide range of advanced instruments, including domestic and offshore asset protection structures, dynasty trusts, creative domestic business structures, and specialized non-ERISA employee benefit programs for tax reduction, wealth transfer and asset protection. Because quality of service and professional integrity
are so important to his company, Southwell said that the company is very selective when considering new clients. Although we do have a broad range of clients, he explained, our primary areas of growth have come from private investors, attorneys and medical professionals. Our best clients are aggressive business-minded people who want to grow and protect their wealth and operations from predators and overzealous officials. We carefully interview potential clients to ensure that they are open to creative planning and are committed to personal and financial integrity. Creative planning is not a clever way to hide dishonesty or to hold onto ill-gotten gains, according to Southwell. It is a legitimate and much-needed skill used for centuries by those who wish to build a financial legacy, and who wish to protect their wealth from predators and from excessive and unwarranted claims. I love doing what I do, Southwell said. I enjoy the challenge. Its like a chess game.
www.capstrategies.com
PAYCHECKS INSTEAD OF PITY

Willing and AbleA New Civil Rights Battle
by jacey fortin an you name the single minority group with the highest unemployment rate in the United States? The facts are plain: people with disabilities were employed at a rate of only 18.6 percent in 2010, according to the Bureau of Labor Statisticsthats compared to 63.5 percent employment for the rest of the population. But Joyce Bender, founder and CEO of Bender Consulting Services Inc., has one hard and fast rule. No pity. I do not want people to think of us as a charity, she said. We dont need pity; we need paychecks. Bender Consulting Services is certainly not a charity; its a thriving business that has seen incredible growth since its foundation in 1995. It matches businesses and government
THE SUIT MAGAZINE - FEB / MAR 2012 benderconsult.com
agencies with excellent employees who, due to a disability, might otherwise face challenges getting hired. For private sector organizations, I actually employ the job seeker; I pay their health care and salary, and I place them on a six-month contract so theyre subcontractors at another company. At the end of six months, they can be hired by that partner company, Bender explained. She also works with federal agencies, recruiting and screening candidates and helping to set them up as full employees rather than subcontractors. Her success rates are off the charts90 percent, to be exactand only 2 percent of those shes helped to get hired have ever left their companies. Thats some dedication, and Bender herself understands this better than anyone. As a woman living with epilepsy and a 60-percent hearing loss, I get it. I see this as a crusadethis is a for-profit company with a social mission. But I believe its my employees that have made us successful. They are the ones out there every day working to dispel these myths about people with disabilities.
by jacey fortin
The Gold standard

Mining for Profit Around the World
For Steve Brown and his team at Performance Associates International Inc., business is truly global. Their work is affected by linguistic and cultural barriers, fluctuating metal prices, national infrastructure programs, environmental regulations and much more. Its not easy for CEO Steve Brown to keep his finger on the pulse of all these changing variablesbut for him, its worth it. Performance Associates provides engineering and operations training for mines and plants, serving a long list of high-profile clients in the industry. This involves teaching workers all over the planet, often in developing countries where Brown and his team begin by administering lessons on the basic science behind a project. When you see the lightbulb go on for a traineewhen they understand something and become successful in an industrial environmenttheres a real sense of accomplishment. That makes it all worthwhile, he said. For almost 30 years, Performance Associates has tackled projects large and small in a myriad of countries, from Argentina to Zambia. Their client list is full of industry heavyweights who mine and process gold, silver, iron ore, copper and more. It all began when Brown saw a need for increased production, better safety and lower costs in the mining industry. After earning a degree from Rutgers, serving in the Air Force and then working in the industry as a manager and consultant, Brown founded the business with a couple of partners in 1984. That was in California; they moved their home base to Tucson, Arizona, a decade later. About 80 percent of our work is in mining operations and the associated processing plants. Clients send us the process flow sheets, and we negotiate a contract. Then we start developing the training materials for the operators who run the process plants or the mining equipment,
alk about a big job.
PMI linguistic expert helps bridge the cultural gap at mining facilities in Zambia
said Brown. In the early days, this involved producing hard-copy training documents. But these days, we provide computer-based training material from a central server, and its largely interactive. They also conduct training sessions in person and assist with engineering and project management. As their clients prosper, so does Performance Associates; theyve almost doubled their workforce over the past 18 months. Browns biggest goal is to always maintain a high level of quality, but that can be challenging in the face of constant growth. So he makes sure to hire only the best employees, and to instill in them a sense of pride and ownership. If were ever concerned with the quality of the materials that we develop, well fix iteven if we have to spend our own money on it, he explained. Thats an important factor in our business. I want to make sure we live up to the high standards our clients have come to expect.
Performance Associates International, Inc. P.: +1 (520) 544-2220 www.perfnet.com
by the suit staff
CoNtroL
A Win-Win in Loss
I guess you could say loss control runs in my blood, said Erich Beswick, CEO of Alpha Loss Control Services. His father founded the company over 20 years ago, and young Beswick was introduced to the importance of loss control when he went along on car rides as his father performed on-site inspections. Today, with Erich Beswick at the helm, Alpha continues to work with ever-larger insurance companies across a range of industries. The Beswick name is recognized and respected in the industry and we have grown tremendously since 1989, he said. And more importantly, we have thrived through the last three years of this challeng-
ing economy. Its not just the recession that presents fresh challenges. These days, the insurance industry is going through monumental changes. There is less writing of policies, primarily due to the obvious economic toll on companies. Because the retail insurance agent can place a policy with a new carrier for only a few dollars less, companies must be careful with their pricing. Alpha understands this dilemma and has modified its fees accordingly without altering its quality. By visiting Alpha Loss Control online, clients can see what sets this business apart from the competition. Our website allows our clients to navigate through a variety of options, to access and control each inspection request from the assigning
phase all the way to the reports completion, and well beyond, explained Beswick. The company has also streamlined the process of submitting and retrieving inspection requests. This technical enhancement has eliminated the redundancy of manual entry and reduced labor costs for its clients. Erich Beswick keeps open lines of communication with his clients and makes regular visits to their offices, advising them on additional ways to reduce inefficient practices. Working together keeps everyone ahead of the curve. And it doesnt stop there. Underwriters who work with Alpha can count on a uniquely capable team and considering the diversity of industries to which Alpha caters, this is quite a feat. During my frequent visits to our clients, said Beswick, the underwriters have expressed to me that our reports are much more comprehensive, and are superior to those of our competitors. This proves that Alpha is leading our industry. As a matter of fact, we have underwriters requesting their superiors to contract us! It is this commitment to client satisfaction that puts Alpha Loss Control Services a step above other loss control companies, and Beswick plans to keep it that way. Our mission has never changed, he said. We want to maintain our position as the top loss control company in the Southeast; and we will continue to provide our customers with efficient, precise and quality inspection reporting.
P.: +1 (561) 745-5661 alphalosscontrol.com
business briefs
Prevention Planning
Business Success Through Nuts and Bolts
by wendy connick by the suit staff
ExCEEDING
ExPECTATIONS
ora Strope knows that cost management is about more than numbers and analysesits about enabling new possibilities.
Every day, she and her husband, Donald Strope, work closely with scientists, engineers and technical specialists. One day we were having lunch in a NASA cafeteria next to a scientist we had worked with over the years, and it was a thrill knowing he had recently become a Nobel laureate! she said. Whenever I read about NASA missions and the exciting things theyre accomplishing, I feel very proud that our work has contributed to their success. Dora and Donald are the owners of COST Inc., which they founded in 1986. Most of our projects are developing cost models tailored to client needs, making independent parametric cost estimates, and conducting costbenefit and cost-risk analyses, said Dora. The Stropes work primarily with government clients like NASA and the Navy, but have branched out into the private sector as well for big clients like GE and Hughes. We have maintained a boutique approach, explained Dora. Our services have consistently exceeded expectations. And the quality of documentation in our reports has been so good that those reports have sometimes been used for staff training by our clients! Cost Inc. has been able to provide these products and services at reasonable prices by keeping their own overhead low, giving them an edge over the competition. The Stropes dedication has kept the enterprise going strong, even through the recession. According to Donald, Its about being focused on what the clients really need. In the end, thats what gives us focus and makes our services useful. Clients often tell us weve given them a product that exceeded their expectations. For more information, readers are encouraged to contact COST Inc. at +1 (301) 725-7122.
mall business owners need more than a great idea and a ready market. New businesses often flounder because of the nuts and bolts of starting a new company, rather than because of a failure to deliver a good product. A little advance planning can save the new entrepreneur endless headaches later. Some business owners are so focused on the idea or the product that they dont always invest a lot of time to build a plan on how to bring it to life, said Nathan Pugliese, a Registered Principal and Certified Financial Planner practitioner for Ameriprise. And I think part of that plan really needs to involve more than one person. Pugliese advises business owners to involve their legal and financial advisers in their business plans. At a minimum, entrepreneurs should consult a CPA and possibly an attorney as well. These experts can provide guidance in areas such as choosing the right business entity be it a corporation, a sole proprietorship, an LLC or another type. And bringing in their advisers early in the planning process enables business owners to head off legal hassles before they occur. For small business owners in particular, I think it starts with Whats your approach? Are you in business not to lose? Or are you going into business planning on how youre going to win? So I think how people approach their small business is an opportunity, Pugliese said. And seeking out the information about whats available to you as a business owner as opposed to having someone doing it for you. Its a very different game.
Ameriprise Financial Services 200 Campus Drive, Suite 150 Florham Park, NJ 07932 P.: +1 (973) 549-6700 ameripriseadvisors.com/nathan.s.pugliese
One Small Lobbying Firm Works With Politicians of All Stripes to Help Businesses Thrive Across the Country.
by mitch ligon
Both Sides of the Aisle

I
ts a question on the minds of many Americans of latewhy cant the people on Capitol Hill seem to get anything done? Jay Sullivan has some insights. Hes spent an entire career working with the D.C. establishment, hobnobbing with politicians, publicists, administration officials, lobbyists and more. We asked him how bipartisan cooperation has evolved over the past 15 years. This is the worst its been, he replied. People on both sides of the aisle have run to the ends of the political spectrum. The people in the so-called middle, who actually have an ideology, make good policy and strike deals with the other side People on both sides to keep things movof the aisle have run to ing, are often lost in the ends of the political the shuffle. But as a founding spectrum. partner of Jamison and Sullivan Inc., a - Jay r. sullivan _ D.C.-based lobbying firm, Sullivans job is to cut through the complications and send a clear message to policy-makers. The firm represents a wide range of clients, dealing most frequently with issues surrounding energy, natural resources and technology. Sullivan spends most of his time either on the phone with clients or visiting policy-makers at the U.S. Capitol Building, which is just a block away from his office. Hes pursuing a simple goal. Were trying to create a more equitable business environment, he explained. There are so many government regulations, rules and royaltieswere trying to make it a little fairer so people can
get back to work. Sullivan noted that while many lobbyists are facing a tough economic environment in Congress, his firm has adapted well. We used to try to simply find money for our clients, he said. And though we still do that, its much more difficult with earmark rules. And these days theres just not a lot of new money available. So its more about framing issues, managing messages and positioning clientsfor Congress and for the publicin a more favorable spot to move forward. Id still compare our success rate with anyone in the business.
Jamison and Sullivan, Inc.

306 Constitution Ave. NE Washington , DC , 20002 P.: +1 (202) 546-9060 jamisonandsullivan.com
AN EXPERT'S EXPERT
Helping Attorneys Understand Legal Issues
awyers are experts when it comes to the law, but that doesnt mean they know everything about every case. When dealing with complex medical issues, attorneys might need as much help from a medical professional as the average layman. Jose Torres and his companyStrategic Litigation Partners, based in Houston, Texashave made a career out of functioning as an experts expert. Since 2006, SLP has helped attorneys understand the medical issues involved in mass pharmaceutical and environmental torts. We help build a story because attorneys dont always understand the medicine, said Torres. The company works on cases from all around the country such as medical malpractice, tort litigation, environmental contamination and involving explosions cases. Pharmaceutical torts are SLPs specialty. We are involved in almost every major pharmaceutical litigation, said Torres. SLP offers its clients a variety of services, including record retrieval, expert witness placement, legal nurse consulting, medical professional review and document repository. When SLP obtains documents, they are stored in SLPs proprietary web-based software, K-Docs. As documents are uploaded into KDocs, they are OCRed and indexed. Then, nurses review them, mine information, annotate and tag the records, and create time lines and summaries. Attorneys can review the records and nurse product in K-Docs, cut-and-paste text into their documents, and print out
by the suit staff
Jose Torres - Partner, Strategic Litigation Partners
k-Docs plus quality service is our secret weapon.
- Jose torres _
2825 Wilcrest Dr. Suite 672 Houston, Texas 77042 P.: +1 (713) 574-6689 www.slplegal.com
records as needed. Torres has a background in information technology, and his partner, Donna Miller, is a nurse and legal consultant. After years of working together in the field of litigation consulting at another firm, they decided to strike out on their own. Together, they have decades of experience in the field. SLP is now well-established as a full service litigation support firm, with Torres providing expertise on the technical side, and Miller on the legal medical side. According to Torres, KDocs plus quality service is our secret weapon. Torres doesnt believe the slowing of the U.S. economy has greatly affected SLP. The company consults on environmental disasters and pharmaceutical suits, which are not confined to any market. These type of events do not depend on the economy, said Torres. They happen when they happen. Torres believes that the sluggish economy may actually contribute to his clients business, and by extension his own. In some cases, a bad economy helps this industry because more people are more likely to join in litigation, he said. SLPs resilience in the face of recession is evident in the companys growth. Torres and Miller grew their startup from zero employees to more than 100 in just six years. The owners established their headquarters in Houston in order to be near their initial client base. Today, SLP supports litigation nationwide, and staggers its employees work shifts to accommodate clients on both the East and West coasts. One of SLPs goals for 2012 is to develop a sales team. Torres wants to actively pursue new clients this year, although business has been steady thanks to client referrals. Our quality of service has always been our greatest sales tool, he said.
by mitch ligon
A Trial
Looking at a legal case through the eyes of a jury.
Run
yer Hes certainly a successful entrepreneurhe once started a womens apparel company that took him all around the world, and his current business has grown every year for two decades. Now, without a law degree or any prior experience in the legal field, Marks is frequently called upon as a legal consultant and a cited expert for major TV news networks. In courtrooms across the country, his input has been essential to some very high-profile cases. Marks is the founder and president of TrialTech, Inc. Since 1989, the jury and trial consulting firm has worked with legal professionals to help them present the strongest possible case. We try to look at each case through the eyes of the jury, said Marks. First, we review documents and depositions, and we research similar complex cases. Then we play devils advocate for the lawyers. Our primary tool is a focus groupsome might call it a mock trial. Its like Marketing 101 for legal professionals; they learn what arguments people like, what they dont like and why. Using focus groups, new technologies and an applied understanding of behavioral science, the TrialTech team is able to help each client argue a case as effectively as possible. For Marks, a job well done is not the only key to lasting success. Its all about relationships, he said. And even though the business has grown in leaps and boundsthey take on a wide range of
anford Sandy Marks Is Not a Law-
We try to look at each case through the eyes of the jury

- sanford sandy marks
cases, especially in the complex commercial civil litigation areaMarks is still personally involved with every client. In any business, you have to work hard, he said. You have to persevere. You have to deliver. And thats what we do. When you do that, people will take notice.
TrialTech is a jury and trial consulting firm that works with attorneys across America by helping them become more effective and better prepared to deal with important litigation, both before and during trial.
P.: +1 (305) 371-5991 www.trialtech.com
Revamping the City Streets

ow do you build a community? How can plans, investments and partnerships combine to turn a collection of city blocks into a commercial hub, a hotspot or a home? Its complicated, but the team at Fort Worth South Inc. proves its not impossible. The Near Southside of Fort Worth decayed in the post-WWII era, explained CEO Paul Paine, and in 1995 the community wanted to bring it back to what it used to bea mix of residential and commercial. So thats what were doing, and weve got a vibrancy going now. Since the project began, $2 billion in public and private finds have been invested into the neighborhood, and property values have doubled. To get the job done, Paine works closely with a number of power players in the Fort Worth areafrom transportation authorities to developers to entrepreneursmaking sure investments are well-targeted and development is incentivized. He gets significant support from City leaders and the five hospitals in the Southside zone. The hospitals contribution to the growth of the neighborhood is the heart and soul of the employment base, he said. Today, the area is attracting more and more attention. And in this line of work, more success leads to more demand. The new restaurants and retailers in the area are
by altamese osborne
ready for even more business, so Paine is shifting his focus to residential growth. Thats our greatest challengeto get a higher residential density, he said. We have a 170-unit market rate apartment complex to break in 2012. I think its going to do extremely well. Its not easy to revamp a faltering neighborhood, but Paine proudly notes that efforts of Fort Worth South Inc. are paying off. Its a big job, he said, but somebodys gotta take the gamble.
Fort worth South, Inc. 1606 Mistletoe Blvd, Fort Worth, Tx 76104, USA P.: +1 (817) 923-1343 www.fortworthsouth.org
Victory in a Changing Game

he Supreme Court case WalMart v. Dukes made headlines last year, highlighting the issue of employment discrimination in the American workplace. The case raised questions about discrimination and class actions, with the court eventually ruling that female Wal-Mart employees were not collectively entitled to across-the-board liability for gender discrimination throughout the entire company in a single class action suit. The legal complications of that case showed just how much things have changed over the years. Theres been a tremendous evolution in the practice of labor and employment law, said Alfred Klein, a principal and attorney with Los Angeles law Firm Rodi Pollock Pettker Christian & Pramov. Klein once focused on traditional labor union issues. But when the EEOC gained enforcement power over employment discrimination in 1973, he saw that there would be a growing number of racial, gender and other discrimination cases. Under state anti-discrimination laws, jury trials were available, he explained. So lawyers who were used to doing administrative hearings and arbitra-
by jacey fortin
tions suddenly had to learn how to do jury trials! For Klein, it was a short learning curve. Today, hes a recognized expert on discrimination, disability, wrongful termination and other hot topics in employment law. He has been recognized as a Super Lawyer in employment and labor law every since 2004, when this honor was first made available. In addition, he has been selected for the Blue Ribbon Committee which selects Super Lawyers in his field He joined Rodi Pollock in 2002. This firm is very wellrespected, he said. Wherever possible, one lawyer is the sole client contact in each case. We see a lot of success with that approach, and were very cost-effective. With only 12 lawyers, Rodi Pollock takes on a remarkable breadth of business law and estate planning, probate and tax cases. While the recession takes its temporary toll on casework, Klein is putting his expertise to good use by publishing articles, teaching classes and delivering speeches. He has proven his ability to roll with the puncheswhether its a tough economy or a sea change in the practice of employment lawand has cemented his reputation as s Super Lawyer in his field.
P.: +1 (213) 895-4900 businesslawyerslosangeles.com
WHY RENEWABLE ENERGY?
Save money. Reduce your impact.

SOLAR ELECTRIC SOLAR HOT WATER WIND GENERATION
Why SunLion Energy Systems? Experience. Expertise. Integrity.

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Issue 47

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Issue 47

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Issue 47

Feb / Mar. 2012

exclusive interview with

Facebooks IPO Stirs the Debate on Online Privacy

ISSUE 47 | FEB / MAR 2012

FEB / MAR 2012

Congress Drops the SOPA

Maintaining information security is no walk in the park

Computing consultants to the intelligence community

A Non-hazardous way to reuse

Facebook goes public!

Turning trash into treasure.

Facebooks IPO Stirs the Debate on Online Privacy

Using Testing Technology for Renewable Energy

Managing the Process

Real-world quality for information-tech management

Supply & Demand

Causing Pricing Fluctuations in Electronic Components

Connecting the Fed

Tackling enormously large contracts

Hitting the High Notes

Smarter Veteran Healthcare

A Small Business Learns and Grows

Light at the end of the tunnel

Forecasting Economic Upturn

Clean Energy Capitalist

From private utility to public conservation

Integrated management - a key to efficiency and affordability

Wireless Going Indoors

Marketing that works in a lagging economy

Striking the Balance

Bringing people together tirelessly and wirelessly

How employees fit into the equation

Going from hired to highest in command

THE SUIT MAGAZINE - FEB / MAR 2012

Back to Harvard Business School to Regain an Edge

The People Side of IT Solutions

An Integrated Approach to Business Transitions

How do the big names come up with the big ideas?

Assisting Visionary Social Entrepreneurs

Taming the COBRA

Spending & Health Reimbursement

The Cooperative Corporation

Bringing together two areas of expertise

The Gold Standard A Win-win in Loss Control

Mining Profit around the World

Both Sides of the Aisle

Working With Politicians of all Stripes

Own Nothing Control Everything

Teaching clients how to own nothing

New Standards for Risk Management

Helping Attorneys Understand Legal Issues

Paychecks Instead of Pity

More than numbers and analyses

Looking at cases through the eyes of the jury.

Law & Gov. Briefs

Business Success Through Nuts and Bolts

Revamping the City Streets, Victory in a Changing Game

THE SUIT MAGAZINE p.5

by the suit staff

from the_ to the _

THE SUIT MAGAZINE - FEB / MAR 2012

a bad business with more money is still a bad business.

DRIVEN: HOW TO SUCCEED IN BUSINESS AND IN LIFE. A #1 National Bestseller!

THE SUIT MAGAZINE p.7

CONGRESS DROPS THE

THE SUIT MAGAZINE - FEB / MAR 2012