How 25 Small Federal Contractors Beat the Odds

7. Thomas Exceptional Software Strategies
Location: Linthicum Heights, Md.
References: Department of Justice (DoJ), GSA, Navy, Smithsonian, FBI, DoE
Category: 8(a)
Top exec: Raymond C. Bowen, President
Partners: Adobe, Autonomy, BEA, Microsoft, Veritas
Employees: 114
Year founded: 1996

To Exceptional Software Strategies, success in government contracting comes from leaving a positive impression--and, subsequently, earning repeat business with customer agencies. With expertise in most of the leading software applications, Exceptional Software Strategies helps agencies streamline processes and comply with the Lines of Business requirements set forth by the Office of Management and Budget. From the Army, which awarded the solution provider a contract worth nearly $2 million for support of the Defense Acquisition Regulation System, to programs associated with the Defense Finance and Accounting Services, the Nuclear Regulatory Commission and the Naval Sea Systems Command (NAVSEA) Warfare Centers, Exceptional Software Strategies is driving consistent growth in revenue with its specialty in system development and integration.

8. Master Key Consulting
Location: Bethesda, Md.
References: Department of Education, HHS, DoJ, DHS
Categories: 8(a), Native American-Owned
Top exec: Jonathan Wilber, CEO
Partners: Microsoft, Oracle
Employees: 112
Year founded: 1996

Government agencies' need for data storage has made way for business intelligence, and Master Key Consulting is filling that need. The solution provider is currently providing the Department of Education technical and analytical support in policy analyses, statistical analyses and evaluations, and in March 2006 was awarded a contract under the MOBIS program. Another major success for the company in 2006 involved its own internal systems, enhancing the corporate infrastructure to better serve its customers and partners.

9. Lucille Maud
Location: Trenton, N.J.
References: Air Force, Navy, GSA, DHS, HHS, DoJ, departments of Interior and Agriculture
Category: 8(a)
Top exec: Louis Muirhead, President/CEO
Partners: Cisco, HP, IBM, Imation, Intel, Microsoft, Novell, 3Com, Verio, ViewSonic, Xerox
Employees: 19
Year founded: 1985

According to Lucille Maud, the secret to its success revolves around a consistently growing customer base, double-digit growth within each of its divisions and world-class customer service. While some may say that's easier said than done, Lucille Maud is pulling it off. The company's contract obligations grew from a modest $124,000 in 2000 to nearly $1 million in 2005. Offering computers and peripherals, as well as office products, furniture and supplies, Lucille Maud has diversified its offerings to accommodate the needs of its customer base.

10. Akimeka
Location: Honolulu, Hawaii
References: Army, Navy, Defense Information Systems Agency (DISA)
Categories: 8(a), Service-Disabled Veteran-Owned, Native American-owned, HUBZone
Top exec: Vaughn Vasconcellos, President/CEO
Partners: N/A
Employees: 85
Year founded: 1997

While most might say that it doesn't get much bigger than the Department of Defense in terms of customers, Akimeka's long-term goal is much more focused at home. Serving the needs of such agencies as the Joint Staff, Office of Naval Research and DISA with network, software and Web-driven solutions drives growth and expertise that the Hawaii-based company can use to promote increased IT innovation in its own community, as well as other regions in the Pacific. That consideration earned Akimeka a long list of awards in business leadership and entrepreneurship from both diversity organizations and as the federal government itself.

11. Melador Technologies
Location: Carson, Calif.
Reference: HUD
Categories: 8(a), Women-Owned
Top exec: Angela Walton, CEO/President
Partners: Cisco, IBM, Microsoft, Oracle, PeopleSoft, SAP
Employees: Less than 50
Year founded: 1996

As agencies try to improve processes and save costs, Melador offers programming and analysis, database administration, architecture and systems design, interface development and end-user training to help them get there. The key, according to the company, is to identify the mission-critical business needs of the individual customer and develop a full IT package that meets those needs. In other words, no two customers or customer requirements are alike. Melador uses what it calls a balanced scorecard to evaluate alternatives, presenting a "case-for-action" that identifies the benefits of a chosen solution. That solution goes beyond IT to consider schedules, budget constraints and planning.

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