Rich Marksberry brings a unique blend of tech and financial expertise to his role as CFO of iGov, a systems integrator based in McLean, Va. Marksberry joined iGov at a critical time in the company’s history, when it was redefining its focus away from simply being a product reseller to a full-scale information technology engineering and services firm.
With his arrival in January 2007, Marksberry overhauled the company’s accounting systems infrastructure — a move that jumpstarted iGov’s ability to better handle cost and time and material, as well as fixed-price contracts. Marksberry also revised accounting and operational procedures to assist iGov in ISO certification, and updated the company’s IT infrastructure.
Looking to 2009, Marksberry has one main goal: to further raise the value of iGov for its shareholders. As a key player in that process, Marksberry sticks to a time-proven formula: Know your customers. “We are very keen on keeping our customer relationships up and running and understanding what their needs are,” he says. Staying focused is critical, he adds. “Knowing your prime customers and focusing enough to go after the things that you can provide is key; if you try to take too wide a swath at opportunities in the federal government you can really become overwhelmed, overextended and not focused enough to provide the solution that the customer needs,” he says.
Marksberry’s Tip for 2009: Go back to basics
“What you really have, when you’re dealing with a government customer, are people who are trying their best to fulfill their mission,” says Marksberry. “Whether they are trying to meet energy compliance standards or get ready for the next troop deployment — just being cognizant of their needs and bringing unique solutions to them to fulfill those needs can really help you focus on bringing them the right solutions and getting your proposal accepted.”