Inside Job: Hometown CEO

Be Your Own Boss

Had enough of the rat race? Maybe it's time to start your own business -- and many people have had success opening shop from within their homes. In our Inside Job special feature, we've gathered information you can use to learn the ins and outs of doing a home-based business right.

A native of Prince George's County, Md., Rodney P. Hunt is the co-founder and CEO of RS Information Systems. Based in McLean, Va., his company is the 35th largest federal contractor of technology services in the country, according to Washington Technology magazine. It's the 12th largest African American-owned company in the country, and largest in the Washington area, according to Black Enterprise magazine. Hunt was named the 2005 Small Business Champion of the Year by U.S. Small Business Administration's Washington Metropolitan Area district.

For more on entrepreneurism, visit last year's Small Business 101 special feature. And there is plenty more information on jobs and careers in our online Jobs section .

The transcript follows below.

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Rodney P. Hunt: Hello everyone ... my name is Rodney P. Hunt. I am the chairman and president and CEO of RS Information Systems, Inc. Our firm focuses on information systems support, systems integration, scientific and engineering support services, telecommunications, and program management. The company's clients cover both Defense and Civilian agencies within the federal government. To learn more about us please go to www.rsis.com. I look forward to reading and responding to as many related questions as possible!

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Washington, D.C.: What are the key steps to becoming a federal contractor?

Rodney P. Hunt: First,it is important to understand how the Federal Government contracting process works. Also, the development of a business plan that defines your area of expertise; available resources; qualifications; and, experience is a must! It also helps to have a marketing plan for capturing targeted business. A clear understanding of the goals and objectives of the prospective customer will help in the development of a winning proposal submission.

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Washington, D.C.: I've followed your/RSIS grow over these past few years. Bravo! Eighteen months ago I took the plunge, starting my own firm hoping to turn my 20 years of federal and commercial experience into another of the African-American success stories. Well I'm feeling like I'm still in the first quarter of my business plan, riding a roller coaster of small successes.

My question: During your earliest days of starting RSIS, what where some of the more successful approaches/strategies for achieving growth (e.g., new contracts or partnerships, and deliver quality through untested employees or independent contractors).

Thank you.

Rodney P. Hunt: When a firm is just starting out, it is important to have a clear plan of action and milestones when capturing and retaining business. Such discriminators could include mentor-protege arrangement with an established firm; securing several subcontracts on existing contracts; reviewing planned acquisitions at the Agency level; and, most importantly, meeting face to face with Government program managers to understand mission and program requirements. Be careful using untested employees and/or consultants...past performance is the key to growth!

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Manassas, Virginia: I have always admired what you have accomplished in the business world and your community activism. What advice would you give someone wanting to start out in the government contracting field?

Keep up the good work.

Rodney P. Hunt: Thanks you for the kind words ... please see my response to the first question.

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Fredericksburg, Va.: Good afternoon. I want to establish a nonprofit organization that helps elderly citizens with little or no income with all the necessities they will need -- Medicare/Medicaid, meals, etc. What steps do I need to take in order to myself established.

Thanks for answering my question.

Rodney P. Hunt: Identify a law firm that understands how to set up such organizations and identify the rules of operation for maintaining such status. A firm such as the one you have described would be best suited to target the Department of Health and Human Services, together with related state and local government organizations for opportunities and grants. Be sure to understand the demands, expectations, and overall requirements of the service you are providing to ensure comprehensive, quality support.

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Bowie, Md.: I have read bits and pieces of your story in so many places and am truly enthused by your success. I am an aspiring entrepreneur and would definitely appreciate your insight on a couple of questions: what would you say was the most important skill from either former education or work experience that you took into starting RSIS? Did you establish your business and relative client base well before you left your full-time job to start RSIS? How did you find your partner and what was their primary role in your success?

Rodney P. Hunt: Entrepreneurship requires knowledge, confidence, capability, and the ability to inspire others. For me, be able to work side by side with experience business men at Booz, Allen helped me to understand the management consulting side of the business. This was important in that I learned the art of "hearing and adhering" to the desires of Government end users. Overall business development experience the I learned at Booz and at a former 8(a) company helped me to understand how to identify, qualify, market, and propose on targeted opportunities. I met my partner while working for an information systems contractor ... rather we found each other! I was the BD and corporate administration lead, while he handled contract operations and customer satisfaction. Without concentration on the key part of the business, RSIS would not have achieved the growth and success we enjoy today!

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Laurel, Md.: What kind of financial help can I expect as a start up, and what kind of banks can help?

Rodney P. Hunt: Having a clear business plan that identifies your business niche'; marketing plan; projected financials; start-up costs, and the like, is essential for banks to consider providing assistance. Remember that most banks in this region also depend on the Federal Government for work -- through the provision of financial assistance to contractors. They make it their business to understand the nuances of this space and will want details of your business plan and approach before the jump on board. As a start-up, I would suggest that you start with a local or regional bank -- perhaps one that you have a personal banking relationship with. Also, the SBA can provide contacts for banks that support Government contractors.

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Gaithersburg, Md.: What jobs helped best prepare you to start your own business and when did you know your were ready?

Rodney P. Hunt: Please see my response to a previous question, pertaining to job skills and experience. Knowing that you are ready is not an easy thing to discern. I have always wanted to steer my own ship and, thus, was willing to take the risk to make it happen. Remember, if you are good at your professional expertise and starting a business doesn't work out, you can always get a job!

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Washington, D.C.: Mr. Hunt,

I started an IT consulting firm last December and have yet to land that first contract. I am almost to the point where I am planning to step back and reconsider whether to pursue this venture or not. Could you talk briefly about the early days of your company and when your big break came? Thanks and continued success.

Rodney P. Hunt: In the early days, it is key to identify and qualify a few opportunities for potential capture. Success comes from "pounding the pavement"; knocking on doors; and, eventually meeting directly with the prospective customer. This is critical, because a contractor must learn the buying habits of the PM and the Agency, together with mission requirements and support expectations. If the problem is no experience, approach firms that have existing contracts and need help filling contract positions.

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Washington, D.C.: How do you find government contracting opportunities after becoming 8a certified?

Rodney P. Hunt: Many people believe that once you receive an 8(a) certification, the contracts will flow...self-marketing is the only way! Begin by getting to know the SADBUs of the targeted agencies, but only after you learn their overall needs. Review the opportunities forecast and request meetings with project managers. Once you understand the requirement, develop a proposed solution against the SOW that convinces the prospective customer that your firm is the best qualified, capable, and committed to meet his/her requirements.

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Fairfax, Va.: Does your firm primarily prime your jobs, or do you find most of your efforts are via subcontracting opportunities?

Rodney P. Hunt: RSIS has always been the prime contractor on the majority of our contracts. We have and will continue to subcontract with firms that have the commitment to quality, professional, and experienced contractor support. This requires developing a relationship with the prime contractor, which requires time and resources. As an emerging company, it is important to focus on a small set of winnable opportunities - whether they be prime or sub.

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D.C.: I been working as a consultant under my company name and interested in the 8a program. Is it a good program to get into?

Rodney P. Hunt: I think the SBA's 8(a) program is a very good program for those entrepreneurs that are focused on developing a strong base of business while in the program. The ability to obtain set-asides, levels the playing field for emerging businesses. The key is to understand the true intent of the program - to create competitive, viable business enterprises for the long term! That means that an 8(a) firm must grow and mature to be able to survive after graduation. If the 8(a) program is used as it is intended, it will provide great opportunities to learn and grow!

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Washington, D.C.: Were you involved with any of the potential ownership groups for the Nationals? I seem to remember your name popping up during the sale process. Any interest in pursuing another team (if you are not already part of the Lerner group)?

Rodney P. Hunt: I was a member of one of the three finalist groups bidding for the Nationals. We congratulate the Lerners and wish them and the Nationals much success in the future. As a fan of major league baseball and the hometown team ... they have my support! Given the right position and/or role, I would welcome the opportunity to be involved with the Nats or any other professional sports franchise. It would be important for me to know that my contribution(s) would make a difference in the community, with the fans, to the players, with management and MLB!

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Rodney P. Hunt: My time is up. Thank you all for the great questions and for your interest. I hope those that did not get a direct answer will be able to find quality, related information when reviewing each response. Best of luck to all and keep pressing forward ... success is not a destination, but a journey. Surrounding yourself with quality, integrity-filled, trustworthy people always makes the ride a little easier and a lot more fun! At RSIS, we have a great team and I am proud of each and every staff professional ... keep delighting the customer!

Thank you, Rodney P. Hunt

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