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GovernmentVAR of the Week: Wildflower International
12:25 PM EST Fri. Feb. 16, 2007
Location: Santa Fe, N.M.
Top Exec: President and CEO Kimberly DeCastro
Year Founded: 1991
Why We Noticed: "Boutique" Services that Wins Mega Contracts
The March print issue of GovernmentVAR highlights Wildflower International, along with 24 other small, disadvantaged businesses that are making their mark in federal contracting. But that distinction aside, this solution provider drives success through a philosophy typically reserved for the largest of defense contractors: saying "yes" to virtually everything.
"The company attempts to identify the drivers of customer loyalty and respond to them," DeCastro says. "Wildflower employees look for a way to say 'yes' to every request. As a matter of fact, if it appears that someone must say 'no,' that answer can only be delivered by the CEO."
The solution provider designs comprehensive value-added offerings tailored to the ideal customer experience; that means augmenting and enhancing products from business partners like Cisco, HP and even Dell, "wrapped up with the ribbons and bows of a Wildflower experience," she said. "Although Wildflower continues to grow, we will never compromise our ability to provide the boutique quality of attention to the government customer that has made us successful."
Successful indeed. After graduating from the Small Business Administration's 8(a) program, Wildflower made significant financial investments in the company that were designed to gain business advantage. An infrastructure upgrade to an SAP ERP system improved efficiency, while online tools and services enhanced customer service. As a result, Wildflower received a pre-award notice and was named an "Apparently Successful Offeror" for Homeland Security's FirstSource contract in December, and is well on its way to achieving Cisco Silver certification. DeCastro's advice? Go back to the basics.
"Emphasize replacing poor, inefficient reading habits with strong well-calculated ones. Understand what is being asked of you," she says. "Concentrate on writing well. In my observation, these practices are undervalued or overlooked. They are fundamental skills that allow you to fully engage with the most powerful business partners, sources of financing and creative thinkers."
