The isiFederal model was developed by David Lowe founder and CEO of isiFederal LLC. Prior to isiFederal, Mr. Lowe was President of Uncommon Results, a Maryland based business consulting firm. As awareness of large federal contracting opportunities increased, so did questions from clients about gaining access to these federal opportunities. It became clear that understanding how to do business with the federal government was important to Uncommon Results clients.
Mr. Lowe’s first introduction to federal opportunities was in 2000 when he worked on several projects in developing contracts for fiber optic cable installation with Network Technologies Group, a Baltimore based contractor. Between 2000 and 2002, Mr. Lowe booked over $12 Million in contracts with prime contract holders and ultimately starting Uncommon Results after the technology bust that decimated WorldCom later in 2002. It wasn’t until March 2007 when GSA announced Networx a $68.2 Billion telecommunications contract, the largest ever established by FAS, that he began reestablishing his connections in the federal government on behalf of NTI, an Uncommon Results client. After reaching out to old friends in the government space, he quickly realized that opportunities did exist, not only with the prime contractors of Networx, but for other clients as well.
In working to develop and utilize contract vehicles for Uncommon Results clients, it was clear that business development for the federal government was something that needed specific focus and the appropriate skill sets to maximize the potential for success. In a meeting with GSA leadership, challenges of businesses who gain a GSA schedule only to loose it in a couple of years because of lack of revenues was discussed at length. The main reason for companies not succeeding in government was clear, no real federal strategy or resources directed to marketing and even less face to face sales. The fact is, the vast majority of businesses were failing unless they dedicated resources that were focused solely on federal government procurement.
Following that meeting, in a brainstorming session with Uncommon Results clients and strategic advisers, the isiFederal model was born. Throughout 2008 and into 2009, a board of advisers was established, the process was honed and the company was established as a separate entity from Uncommon Results, officially launching with the specific objective of:
- Providing a comprehensive federal business development strategy
- Creating a bolt on sales process that allows existing company resources to stay on track
- Developing market intelligence systems to identify people behind the opportunities
- Establishing contract vehicles like GSA, BPA’s and IDIQ’s
- Providing qualified personnel for face to face interaction with government decision makers
Now, small and medium business can compete for federal business on par with the larger, more established contractors and integrators. isiFederal has worked diligently to assemble a team uniquely qualified and capable of representing your company to federal government decision makers.