Of course, Wolford’s company is nowhere in that league. Hewlett-Packard agreed to acquire EDS in May 2008 for $13.9 billion, making the computer giant the twelfth largest federal prime contractor. That same month, PC maker Dell agreed to acquire Perot Systems for about $3.9 billion. In September 2009, Xerox agreed to buy Affiliated Computer Services for $6.4 billion. That is why so many major corporations recently have acquired federal information technology contractors. Throw in the billions of dollars for federal health information technology and cybersecurity in the Obama administration’s $787 billion stimulus plan and it is a very lucrative market indeed. By law, contractors must perform most of the work. In fact, the federal government spends as much as $80 billion a year on information technology infrastructure and services. And here’s the thing-the stability that comes with federal contracts allows you to make commitments to your employees in the form of benefits that the commercial structure does not allow you to do,” she emphasizes.Įntering the federal arena in 2001, Wolford knew the market would be huge and expanding. “But I will say the federal marketplace has rules of the road about how competitions are to be handled. “It’s certainly not for the faint of heart. “The federal world does have a lot of rules and regulations,” acknowledges Wolford, who divides her time between Nebraska and offices in the nation’s capital. She beat the big boys to the punch: several major technology leaders have bought their way into the federal arena in the last 18 months-and Wolford knows why. Civilian agencies account for the rest of the company’s sales.Īs such, Wolford is part of a major trend of businesses targeting federal agencies for improved sales. About 65 percent of those are defense-related, with the Air Force as the company’s largest client. Today, her company relies on federal contracts for 100 percent of its revenues. But starting the company out of her home so she could also look after her small children, one of whom is disabled, Wolford initially built her business around commercial customers.
Marine Corps radio operator figured out how to catch a big wave and ride it to success.Īlmost from the first day she founded CSSS.NET in 1997, Wolford knew she wanted to become a federal contractor. As a federal information technology executive, the former U.S. But probably because she came of age in land-locked Nebraska, Wolford never did learn how to surf. Later she took up motor boating, kayaking and sailing as well as jet and water skiing. A former competitive swimmer, she worked as a lifeguard as a teenager and young adult. Wolford is the founder, president and chief executive officer ofįederal contract rules offer attractive terms for growing company.
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