Georgia Institute of Technology graduate Leslie “Les” Lewis Allen finds doing business with the federal government “exciting.” Serving as the director of business development for Total Solutions, Inc., Lewis’ responsibilities include identifying federal contracts that fit within their corporate capabilities. She adds, “I assist with writing proposals and developing winning teams and relationships with other companies. We support the federal government as contractors. We are a small woman-owned business, headquartered in Huntsville, Ala. Some of our customers include NASA, the Department of Defense, Centers for Medicare & Medicaid Services (CMS) and locally, we support the Centers for Disease Control & Prevention (CDC).”
Allen pursued her undergraduate studies at Clark Atlanta University where she earned a degree in Computer Science. She earned a Master of Science in Management of Technology at Georgia Tech. Her technology background landed her employment at several leading corporations, like the former Andersen Consulting (now Accenture), Deloitte and the CDC. Here she discusses how to do business with the federal government and how she serves as a role model. –yvette caslin
Can you provide an example of the services provided by your company to the federal government?
Total Solutions provides professional services to the CDC. We support them by providing public health scientists and public health analysts, we even support some global initiatives. A lot of our employees actually travel to Africa in support of global AIDS prevention and tuberculosis elimination.
Total Solutions primes 99 precent of the work that we do in support of the federal government, meaning we hold the direct contract with the government agency that we are supporting.
Why should small business owners seek contracts with the federal government?
It is a real exciting time in our industry. At the federal level, the White House has some initiatives to get more small businesses and women-owned businesses involved in supporting the federal government. There are a lot of opportunities out there. I would like to see other minorities, minority women even, supporting the government.
What is some advice you can offer small businesses that are just getting started and are pursuing federal contracts?
The first place that I will tell them to start is the SBA, the Small Business Administration. Know what’s available to you and as you are building your government portfolio. The best way to start is to partner with a large business and become their sub contractor. That way, you are able to get the past performance supporting a federal government contract, but you don’t take on all of the risks of being a direct contractor.
Would you agree that it’s important to build and maintain relationships?
It’s important to have a good network. Don’t burn bridges. When you leave a company, stay in touch with them. It’s important to have a good network of partnering companies and colleagues that you learn and grow with. Most importantly, small business owners must remember that your employees are your greatest asset. Without them doing what they do, you wouldn’t have anything to sell; always treat them right.
Can you provide an example?
The CDC is the contract that I support directly for Total Solutions is very unique and exciting. Having worked with them 10 years prior, I have adopted their passion. The passion transcends across the industry from the epidemiologists to the bio-statisticians who support disease control and surveillance, to the technologists who develop the software that’s used by the epidemiologists.
It’s a fast-paced and intense industry. We, as in the CDC, perform emergency operations and preparedness. Any time there is a catastrophic event, an earthquake in Japan or Haiti, we are there. I actually have a whole staff of people who support global travel operations.
What is your personal philosophy?
I work hard to be the type of wife, mother and business woman that I would like to see my daughters, ages 3 years and 18 months, grow up to be. I am a living example for them everyday.
