Location: Arlington, VA
Industry: Management and technology consulting
Susan M. Kidd
Founder and CEO
TAKING THE LEAP
DRT Strategies, Inc. specializes in IT consulting, health information management and other services. Its clients include federal agencies, the U.S. Navy, and enterprises in the technology and financial services sectors. In 2006, DRT decided to fuel its growth by transitioning its focus for business development from the commercial to the federal market. “Recognizing that business development and marketing strategies differ significantly between commercial and federal sectors, we had to prepare a new plan to focus our limited resources on our target accounts in the federal government,” says Susan M. Kidd, founder and CEO of DRT. “We were able to convert all of our business from commercial to federal within a two-year period, while achieving high growth rates each year.”
Quick Tip: “I value honesty, leadership, collaboration and innovation. I continually challenge DRT employees to be resourceful, take responsibility for their actions and always follow through on commitments.”
Recently, the primary factor contributing to DRT’s growth has been leveraging its General Services Administration contract vehicles to diversify its contract mix as it prepares to graduate from the 8(a) program. “Through DRT’s substantial and sustained business-development efforts and marketing strategy, we were able to surpass our targeted levels of non-8(a) revenue and win two single award contracts worth $150 million each over a five-year period of performance,” says Kidd.