Convergint enters government market

An office in the Washington, D.C., area for the integrator is slated to open by the end of July
Friday, July 1, 2005

WASHINGTON--Since its inception in 2001, Convergint Technologies has always set its sights on opening a branch in the Washington market. Last month, company officials put that plan into motion.
The systems integrator hired Rob Hile, who has more than 20 years of experience of marketing security to the government, to spur the intiative. Hile came on board as the company's vice president of business development and is now charged with establishing an office for Convergint Technologies to serve the government market.
"Our goal was to find the right person," said Dan Moceri, president and co-founder of Schaumburg, Ill.-based Convergint Technologies, a company with 300 employees and 14 branches in North America.
That approach has been a cornerstone for the company since it began operations four years ago. The company has traditionally opened new branches based on its ability to recruit experienced employees, with many of the people at Convergint Technologies bringing with them 10 or 15 years of experience in the security industry.
Moceri said the business is now ready to take a proactive approach in the government market. "We needed to put into place a local office to drive that business," he said. "We've been more responsive to federal work."
Much of the company's focus is on serving strategic accounts, such as national customers and those who need an integrated security system.
"For Convergint, it's important because they really dominate in the commercial, K-12 and hospital market," said Hile about the new location. "The government market would be the next step for them."
But working with the government is not always easy. The sales cycle, said Hile, is often longer when compared with business coming from a commercial customer.
"You have to follow the money string with the government," said Hile. "They appropriate funds to do projects and the key is to get that. Some jobs aren't bid out."
Hile expects to select a location for the company's new office sometime before the end of July. He plans to find a location in Virginia's technology belt, which is the Reston area located only miles from Washington, D.C.
Within one year, the goal is for Convergint Technologies to have up to 12 people working for it in the Washington market.