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Rick Marcotte

Monday, August 9, 2004; Page E08

Position: President and chief executive, DLT Solutions Inc., a Herndon technology solutions provider for federal, state and municipal governments and businesses.

Career highlights: Vice president, sales and marketing, Troxler Electronic Laboratories; vice president, sales and marketing, Invensys Global Services; vice president and general manager, enterprise systems group, Powerware Corp.; vice president and general manager, telecom systems and services, Invensys Energy Systems Inc.; and director, sales and marketing, telecom systems and services, Invensys Energy Systems Inc.

(DLT Solutions)

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Age: 43

Education: Bachelor of commerce (finance), University of Windsor; MBA, finance and minor in marketing, University of Windsor.

Personal: Lives in Raleigh, N.C., with wife, Carole, and children Jeremy, 12, Molly, 8, and Andrew, 5. Commutes five days to Herndon.

How did you get where you are?

I started out in finance with Nortel Networks. After five years, I left and joined another company. In 1992, I made a change from finance into sales. That was following my heart into more of a people position. Subsequently, I moved into marketing and general management with an eye towards running my own company. Lo and behold, I'm going to have that opportunity here. I've run a $200 million-plus division and I'm now going to be running a stand-alone company which last year did $265 million in sales.

From an early age, I always sort of took leadership positions. I'm a Leo. In college, I led the University of Windsor MBA team in a case competition with various schools where you have to analyze, decipher and present the best case solutions. I was a drummer in a rock band and as you can imagine, I took the business manager role throughout college. I finished the MBA and went to work for Nortel Networks in their financial management program. I lived in four different cities in three years during that program. That moved me from Toronto, Canada to North Carolina.

Tom Marrelli was the founder of DLT Solutions. He passed away in 2002. I knew him and worked for him in the mid-1990s. He was in charge of the federal systems division at Exide Electronics and I was the director of new business development. He really pushed people to think big. And he also took a genuine interest in all of the people who worked for him. He was a great strategist, thought big and was a great people person. He was very genuine. He had a huge impact on my business perspective and career development. And now I'm about to start running the company he founded.

I'm motivated to succeed at whatever I do. I'm hard working. Challenges? There are two. In the dot-com era, the biggest challenge I had was attracting and retaining a strong pool of talent to ensure that our business could handle the growth. The second challenge at the tail end of the dot-com era was downsizing the cost structure faster than the revenue line was shrinking. These were tough decisions and hard challenges. The second one, downsizing, that one tests your mettle. Tough decisions were implemented and certainly you do that with a sense of understanding of the people who were being affected.

-- Judith Mbuya

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