HUBZone Trailblazer Defense Edition by HUBZone Contractors National Council

LETTER FROM THE EDITOR JULY 2022

’m excited to welcome you to the Defense Edition please check out the "Thank You for Your Service" section. We prepared something very different to honor our HUBZone-Veteran businesses for their services to this nation. I have included some quotes that reflect the kind of leaders interviewed this month. They either supported or had served in the United States Armed Forces. Men and women who continue to lead and inspire each generation. Our Trailblazers value the people that are willing to take the journey with them by building the nation’s defense. I like Leandra Cain’s comment best “Pandemic Didn’t Mean Panic” (Hurricane Solutions). Leaders hunkered down with their staff and found ways to thrive during this time. Each of us has the opportunity to use our talents to make this nation even better, to include others on our journey. I have the opportunity and privilege to take you with me as you read these pages. My real question is, will you come, and when you come will you be willing to add your talents, creating your own story? I hope your answer is YES! HUBZone Trailblazers are an integral component of our country’s story. We will tell their story, how their commitment is leveling the playing field in their respective communities. I feel blessed to have been given the opportunity to shine a major light on the heroes that are in the trenches, some flying, some running, but all committed to revitalizing HUBZone Communities. We want everyone to get involved with future editions. Next month’s topic is HBCUs Partnering with HUBZones. If you have a story to tell or just want to be a sponsor, we want to hear from you.

Lily Milliner Vice Chair, HUBZone Council, Inc. & CEO, Build IT Up, LLC

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DATA ANALYTICS

HUBZone & Veteran Owned

784 HUBZone & SDVOSB

579

Table

of Contents ASSOCIATION 08| Scott Jensen Executive Director, National Veteran Small Business Coalition Being a retired Marine Corps Colonel and naval aviator would be enough for most people, but not this Trailblazer. When you meet Mr. Jensen, you quickly find out that he is truly a unicorn.

FORTUNE 500 10| Robyn Card Director of Small Business Relationships, General Dynamics Information Technology (GDIT) Dr. Card’s journey is made up of two lanes: one that promotes small business growth and the other music. What is special about this Trailblazer is how she helps each party sing their own song. She works with small businesses, helping them capitalize on what they do best.

DATA ANALYTICS 03| 2021 SBA Score Card In the 2021, the U.S. Government exceeded the 3% goal awarding 25 billion dollars to Service Disabled Veteran Owned Businesses.

HEALTH 18| Rob Purcell

President, 22VETS When 22VETS says “thank you for your service” to a Veteran, it is much more than lip service for them. Years ago, this Trailblazer’s non-profit was struggling to receive donations. They started brainstorming on ways to raise money. An idea to start a for-profit company to solve a national crisis was birthed.

MANUFACTURING 20| Leandra Cain CEO, Hurricane Aerospace Solutions (Hurricane)

JV PARTNERSHIP

TECHNOLOGY

22| Ben Skyles

24| Dr. Tim Schilbach

President & CEO, ProSource360

CEO, Penacity, LLC & AboutWeb, LLC

22| John Ely COO & President, Health Solutions, ERP International

THANK YOU FOR

SERVICE 14| Thank You for Your Service The Trailblazer Magazine desired to do something really special to thank our HUBZone-Veteran businesses for their services to this nation. We took their same volunteer spirit and created an opportunity for them to volunteer once more. The Council reached out to the HUBZone-Veteran businesses last month to hear what they had to say about their entrepreneurial experiences.

YOUNG DISRUPTOR 27| Timothy Wakefield

table of contents

His technology journey began by necessity, given how geographically isolated he was from others, being able to press the limit of his ham radio was not only “fun” but a requirement, so he took the initiative to learn everything he could to master it. You see, ham radios can be used to communicate via everything from Morse code to voice, but more importantly for this curious Trailblazer the real value was its ability for digital transmission.

CEO, Dead Calm Seas Marine Services In the past 3 years, he has leveraged his military experience to create one of the industry’s safest and most reliable ecosystems for divers in the marine construction field. At 31 years old, Mr. Wakefield has experienced more grief than most HUBZone owners -- having friends departing this world too early, either by suicide or deployments. Thus, he is on a quest to live up to his potential by running a HUBZone business that matters.

ASSOCIATION

Scott Jensen, Executive Director, National Veterans Small Business Coalition

Being a retired Marine Corps Colonel and naval aviator would be enough for most people, but not this Trailblazer. When you meet Mr. Jensen, you quickly find out that he is truly a unicorn. Not many people have his diverse leadership background in the civilian and military workforce. Mr. Jensen has served as an executive for various profit and nonprofit organizations, including a ServiceDisabled Veteran-Owned Small Business, which he founded. When NVSBC went searching for a new Executive Director, they wanted someone who could understand their stakeholders while leading a growth plan in the midst of the COVID pandemic. It is not surprising that the Search Committee received three different recommendations from their constituents, each pointing to this unicorn. Mr. Jensen’s qualifications, credentials, and expertise in small business and government contracting have been invaluable to the small business community.

Not Competitive, Collaborative A true servant-leader, Mr. Jensen approaches working with the Council in a purely collaborative fashion. He is quick to say that we are not competitors, but

collaborators working together for the good of the Nation. He has taken that warfighter spirit to the socioeconomic categories by delivering solutions to areas of common interest. Mr. Jensen hates silos; he loves creating an ecosystem where organizations like the HUBZone Council work together with NVSBC to advocate and educate the small business community. With so many of NVSBC’s members holding multiple certifications, Mr. Jensen knows that collaborating helps to serve all his constituents even better. When there's a problem, we show up for each other. We all work together to solve it. A great example of just that was last November when a key NVSBC employee had a stroke during the Veteran Entrepreneur Training Symposium. The first person to jump in and ask, “How can I help? What can we do?” was the Council’s Executive Director, Michelle Burnett. For Mr. Jensen, trailblazing means building those relationships that matter, and showing up when the going gets tough.

Photo Source: National Veteran Small Business, VETS Conference

He believes Veterans, more than any other group, are more willing to trust and support one another. He attributes that unique quality to possibly having been in the trenches together. Mr. Jensen can convey that level of trust beyond the Veteran community into the HUBZone community. He likes to remind each group that there are

enough problems to solve as a nation. Whether it’s COVID or Cybersecurity, we need everyone bringing their best solutions to the table.

This Trailblazer is known for his ability to meet difficult deadlines. Even if the implications could result in the loss of lives or revenue, Mr. Jensen’s approach has always been the same: relentless. He remembers that one of his toughest assignments was getting a squadron ready for combat in a third of the time customarily given. He rallied the troops to the challenge, and what might have seemed impossible was made possible with the entire team pulling together with a single goal in mind. Then there was the task of implementing NVSBC’s new strategic plan in the middle of the COVID pandemic. This was part of Mr. Jensen’s mandate when NVSBC’s Board brought him on to take the organization to the next level. He knew, being the new kid on the block, he might receive some pushback, but NVSBC’s plan was too important to let any naysayers slow down its growth. Mr. Jensen demonstrated to the Board that the team could successfully implement the plan. That success resulted in him going from consultant to the official Executive Director during the pandemic.

Involvement: The Power of a Collective Mr. Jensen believes that Veteran and HUBZone business owners have much more power when they work together as a collective. The national and local associations need small business involvement to level the procurement playing field. He has personally seen the impact of collaboration on elected officials’ voting patterns. Groups like the Council and NVSBC were instrumental in the CARES Act, which created the Small Business Paycheck Protection Program – an initiative that saved thousands, if not millions, of small businesses from going under during the pandemic.

Leadership: Learning from Our Failures This Trailblazer strives to be a living example of his Christian faith, but much like King David in the Old Testament, he has not always succeeded. One of his regrets was not using his leadership position when he was on active duty in the Marine Corps. He noticed a subordinate leader mistreating staff while in a combat zone. Mr. Jensen convinced himself that he couldn't remove that person because of the implications it would mean to the mission. Looking back on that decision, this Trailblazer quickly admits it was a failure on his part, a cop-out. He regrets not using his influence but has since made choices that align with the values of a true

Photo Source: National Veteran Small Business, VETS Conference

For many HUBZone and Veteran-Owned businesses, the power of the collective has led to their growth. This Trailblazer has heard from his constituents about how they saved time and money from the advice of one of their fellow members. Mr. Jensen is constantly amazed at the transparency of the collective and the guidance they provide. These business executives are willing to share their failures, successes, and lessons learned in between.

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Deadlines: Dealing with It

servant-leader. More recently, Mr. Jensen has been quick to apologize to naysayers when they trigger an emotional response, as opposed to a collaborative one. He credits his wife of 30 years as his emotional intelligence coach on how to stay firm and avoid excessive emotional reactions.

FORTUNE 500

The Power Hour may have started as a result of COVID but has become vital to small business growth at GDIT. Sessions like these are continuing to foster understanding of navigating the federal workspace while enabling and nurturing long-lasting relationships. Anyone who is interested in talking to the small business office is invited to attend these meetings. Businesses return weekly, knowing that GDIT is constantly adding more content to their core presentation and inviting special guests like GDIT program managers, federal OSDBU leaders, and small business associations.

Robyn Card, Director of Small Business Relationships, General Dynamics Information Technology (GDIT)

Dr. Card believes it is about a company’s differentiators, their unique capabilities, different experiences, and connections that enable them to succeed. This Trailblazer gets businesses to focus on their story – or maybe we should say their “song” – so that each live performance gets a standing ovation.

Power Hour

Power Hour was a virtual chat launched at the beginning of COVID by Dr. Card’s predecessor, Ms. Ludmilla Parnell, to connect GDIT with the small business community. Dr. Card will quickly admit that this weekly session is her favorite time of the week, and she is so grateful for Ms. Parnell’s legacy. The conversations her team has with the small business community help to level the contracting playing field at GDIT. These sessions are where success stories are shared and business relationships are forged.

When a small business asks, “do you have any subcontracting opportunities?” The answer is always “yes, GDIT has tons of subcontracting opportunities.” This question always leads to a deeper discussion. What do you provide? Who is your federal customer? Do you have customer intimacy? This Trailblazer has created an ecosystem in which GDIT and businesses share lessons learned and best practices for business growth. Dr. Card’s team has often dispelled the myth that one size fits all while encouraging companies to customize their solutions and services to the needs of GDIT stakeholders. The “straight talk” approach has resulted in the organic growth of Power Hour attendance.

Great Capabilities Statements When HUBZone companies meet with Dr. Card’s team, they need to have the best “Why Us?” story that describes their capabilities, customized for the GDIT group they wish to support. She encourages them to first do their homework, such as researching current and expiring GDIT

Photo Source: HUBZone Council

Great Reputation

products to support federal contracts. It is important that HUBZones build their infrastructure, expertise, talent, and relationships to meet these growing needs. There is space for more HUBZone companies – because there are a whole lot of problems to be solved. Just like the pandemic redefined essential workers for the world, the HUBZone business community doing that for the nation. This Trailblazer’s final words were, “Surround yourself with good people. Don't be afraid to hire folks who are smarter than you. Because if you're leading them, that's just going to lift the team higher as well as the company, the community, and the nation.”

Having a great reputation within GDIT is very important to her team. This team has the reputation of only moving companies forward when they can support the specific mission of a GDIT group. Dr. Card’s team gets the greatest joy when they have a value proposition that allows them to make a referral and the small business becomes one of their subcontractors. Just like the research the HUBZone business does, GDIT stakeholders expect the small business team to pre-qualify Photo Source: Robyn Card companies before contacting their actual program personnel. Their good reputation has been built on making these great connections.

It is a Marathon Dr. Card said, “It’s a Marathon, not a Sprint.” She wishes to remind the HUBZone business community to remain humble, patient, and tenacious in their approach to their targeted customer base. Their journey may have valleys, hills, and mountaintops, but if they continue to learn while staying on the trail they’ll surely win. The small business federal industrial base has recently gotten smaller. It needs more companies that provide great services and Robyn Card at the 2021 VETS Conference in Florida Photo Source: HUBZone Council

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contracts on public information websites like the Federal Procurement Data System (FPDS) to figure out what each groups sells and what gaps they have. The trajectory of a HUBZone’s growth is accelerated when the capabilities statement is targeted to the customer. What specifically can the HUBZone company provide to meet the need being presented in the Statement of Work that differentiates them from their competitors? When a company provides a value-added capabilities statement to GDIT’s Small Business team that is targeted to a specific opportunity or customer, the right connection and introduction can be made within the company.

HEALTH

differentiators. For instance, with the profits 22VETS made in 1 month from selling interactive whiteboards, the Veterans R&R program was able to feed and house 10 horses for a year through its lead Veteran program, Operation Wild Horse (OWH), not to mention the Veterans it helped.

Big Difference: Creating a Purpose-Driven Mission Rob Purcell, President, 22Vets, LLC

The company, 22Vets, is located in the historic Starline Factory. A century earlier, Starline was the hub for stimulating agricultural innovation with hundreds of patents for streamlining farm work. Today, it serves as a place that continues to stimulate the local economy – but this time, for healthy Veterans and their families. As HUBZone Company, 22Vets provides an opportunity to rebuild this once-agricultural community by providing jobs and suicide prevention assistance

Thank You for Your Service: Moving from Lip Service When 22VETS says “thank you for your service” to a Veteran, it is much more than lip service for them. Years ago, this Trailblazer’s non-profit was struggling to receive donations. They started brainstorming on ways to raise money. An idea to start a for-profit company to solve a national crisis was birthed: 22VETS, a HUBZone Technology Products and Services Business. These were services Mr. Purcell had built a career around, but this time with the sole purpose of investing the profits in suicide prevention and intervention. 22VETS became the biggest funder of the nonprofit (Veterans R&R). Mr. Purcell and his team loved the idea of having Veterans earn the resources needed instead of waiting for handouts. 22VETS’ mission has attracted clients and personnel from both the federal and private sectors. It seems when Mr. Purcell shares the company’s capabilities, along with the value-add of saving Veterans’ lives, they win. It has been difficult for the competition to beat them when they have no other

Whether it is Veterans or kids, this Trailblazer is on a mission to make a difference. 22VETS began selling its products and services in August 2021 and has since generated more than $10M in net sales that has helped so many Veterans and HUBZone residents. The difference? Some of it lies in attracting highlevel people to their workforce and individuals who are ready to jump ship and join them in their mission. Mr. Purcell believes the pandemic has led these senior executives to rethink their employment options. He frequently hears comments like. “They are not just selling services to their clients but helping to save the life of a Veteran.” For his workforce and federal clients, this HUBZone Business is more than a check-box to a 3% goal; it is the difference the contracts make in the lives of military families.

Crisis Prevention: Solving a Problem 22VETS supports what Mr. Purcell calls the unknown Veteran stakeholder. There is a long list of Veterans who show up to their programs because the door is open. The Veterans who come up to their staff and say, “I'm on this planet right here today because of the programs you provided me.” That is why Mr. Purcell says, “if we fail, we fail all of them and that is not an option.” They consider themselves being missiondriven with a Veteran focus. This includes programs like R&R Outdoors, DOG TAG Support Nation, and OWH. OWH is a great example of how Mr. Purcell’s team works with the Department of Interior’s Bureau of Land Management to rescue wild Mustangs. These horses have been either chased by apex predators or rounded up to be killed. The Mustangs arrive at the farm traumatized,

Photo Source: Rob Purcell

much like many of the Veterans. Together, they go through a therapeutic process as part of a program that provides a safe community to build significant Mustang/ Human bonds. This program has allowed barriers to fall, communication to enhance, trust to form, and most importantly, healing to begin for both the Veterans and the wild Mustangs. Last year, Robert Redford produced a documentary called “the Mustangs,” which featured the great work that OWH is accomplishing for our Veterans. Photo Source: Rob Purcell

From Pain to Gain To understand this Trailblazer even further, you need only ask him what his favorite quote is. Mr. Purcell will say, "Everything is possible - even the impossible" by Mary Poppins. In that same spirit, he launched 22VETS many years ago to stop the 22 Veteran suicides that occur daily. He knew this would be an arduous task, but coming from a family of Veterans, it was something he had to do. Mr. Purcell said, “As a Veteran, I think the story for me is that the ‘pain’ of being in combat versus not being deployed is the same pain, we all sign up to make a difference. That pain can cause similar emotional and psychological problems if not recognized and treated.” Mr. Purcell’s programs have served thousands of military families and Veterans by creating companies that mitigate the pain and suffering our Veterans experience, whether or not they served in combat. Through the help of their nonprofit volunteers and program managers, this Trailblazer has developed powerful programs that mix outdoor recreational activities to gain safe spaces, to

Mr. Purcell personally understands the pain one can experience from seeing friends deployed and not return while being left stateside. He calls this one of his greatest regrets. That bothers him every single day, but the good news is he has the capacity to remind himself that he served, and he is still serving his country. “I'm still serving my fellow Veterans, increasing their capacity to live long and prosper, but most importantly, providing them with what they call a ‘Post Service Purpose.’”

As a military police Veteran, his creed states that he will “Assist, Protect and Defend my fellow soldiers and their Families” and for him, that creed is for life. Mr. Purcell believes that is his mission, that is his calling. Yes, there are times it has been overwhelming for this Trailblazer, but when he has doubts, he looks in the mirror and remembers whose son he is. Then, Mr. Purcell marches on!

Photo Source: Rob Purcell

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dialogue about their personal challenges. These are places where the conversation isn’t about empathy, but rather, one of similar circumstances – Veterans who have gone through the same situation, whether it is related to post-traumatic stress disorder (PTSD) or the other side of the spectrum, the guilt, because they never saw combat. The trauma they are left with is still very real and so is the devastation.

MANUFACTURING

Leandra Cain, CEO, Hurricane Aerospace Solutions (Hurricane)

This Aerospace Solutions provider has made the word “hurricane” something to smile about. Ms. Cain is a Trailblazer who wakes up each morning determined to make a difference for her staff, community, and clients. She experiences the daily benefits of the right “Hurricane,” and how it has transformed the HUBZone neighborhood in which she lives and works. For years, Hurricane has brought a thunderstorm of diversity to the Aviation Industry, with over 50% women managers. Hurricane’s staff looks more like the United Nations, with every race, culture, and religion working toward the success of the company.

Ms. Cain remembers a pivotal moment in Hurricane’s growth: the day she

went to the Kennedy Space Center and learned about the HUBZone program. When she reflects on the positive impact her HUBZone company has had locally and globally, she has this message to other CEOs. “Don’t ever quit. I think when you understand what it is, and that it’s personal, its purpose is a bigger purpose, that drives the business, not the HUBZone check in the box to win business. Not every person Hurricane hired has been a success but the ones that I have hired and change their lives whether they are still employed with us today or they moved on to other opportunities that is something that’s life-changing for me, because I know I’ve made a difference and the company made a difference.”

Principles Behind HUBZone Ms. Cain is not only a Trailblazer, but a passionate HUBZone Evangelist. When she learned about the HUBZone program that faithful day at the Center she started both searching for the right property for her company and sharing the good news with her fellow entrepreneurs – business owners who wanted to disrupt a neighborhood for the good of the nation. Companies like Hurricane are helping build the economic infrastructure of the US by creating sustainable jobs and skill sets that help people in distressed communities thrive. Ms. Cain’s evangelist talents have extended to federal acquisition stakeholders. She has had the opportunity to speak one-on-one with small business liaison officers about the benefits of the program. Ms. Cain is often shocked at how unaware they are of the commitment HUBZone companies have to their communities and the economic impacts that just one federal contract award will have on the workforce. She dispels the notion that

Photo Source: Hurricane Aerospace Solutions

the HUBZone Program is merely a diversity program by educating decisionmakers on the value and the economic impact of the program.

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It is refreshing to know that one person can make a difference. Ms. Cain is grateful that her company is made up of dozens of these individuals. Just like her staff has learned from her, she is constantly learning from them. Her biggest lesson has been to not place any limits on what her staff can learn or accomplish. Ms. Cain has witnessed marvelous growth when all employees are part of the process, from high school interns to corporate executives, whether they have been in the aviation industry for decades or just hours.

Photo Source: Hurricane Aerospace Solutions

that “didn't give up.” During this time, our HUBZone Trailblazer made one of its most costly decisions: to increase employee benefits at a time when she couldn’t be sure business would be growing. Ms. Cain wanted to ensure that no family had to face any additional hardships.

Photo Source: Hurricane Aerospace Solutions

One of her success stories includes a gentleman who started as a maintenance worker. He was eventually promoted to managing Hurricane’s warehouse. What was even more important about this “one” was that he told the owner that he was computer illiterate and was not smart enough to ever do even email. By the time he retired, he was truly computer literate. This gentleman had even learned how to use aviation software, including MilSpec packaging.

As a DoD contractor, the pandemic was no time to panic. Ms. Cain was grateful that during the pandemic, Hurricane didn't have the heartburn or labor pains that some big businesses and medium businesses were experiencing. Hurricane was prepared for a smooth transition. They quickly put in place measures that would keep their staff working. In less than 48 hours, Hurricane’s employees had the tools to continue working from home, from the hardware to the collaborative tools needed to support the mission.

Pandemic Didn’t Mean Panic When the global pandemic started, a lot of companies began to panic. They were cutting staff and resources. The only thing Ms. Cain could think about was how she could avoid disrupting her staff. Every day, she would think about her sister’s tenacity and their childhood in the small blue-collar community of Rochester, New York. They had both seen industries fall and rise again based on a spirit

When the decision was made for everyone to come back on-site, people walked into a state-of-art facility. Their workstations had multiple curved monitors, phones, and social distancing that gave everyone the tools to excel. They were ready to go. It was like they had never left. Today, Hurricane has integrated onsite and remote work into a high-performance collaborative environment.

MANUFACTURING

Trailblazers in Every HUBZone Community

JV PARTNERSHIP

Ben Skyles, CEO & President, ProSource360

John Ely, COO & President, Health Solutions, ERP International

Many believe the highest form of trailblazing is a Joint Venture (JV). This is when two or more trailblazers are able to trust each other enough to pool their resources for the purpose of gaining additional contracts. A HUBZone JV takes on a special significance because that trust often benefits multiple communities. ERP International and ProSource360 have successfully achieved that level of trust, and it has taken on the form of a JV named ERProsource360. Both Mr. Skyles and Mr. Ely will admit they had to kiss a lot of frogs before they found the right company to settle down with, but in the end, the joy they have been able to bring to HUBZone communities in West Virginia has been worth it. Both trailblazers come from military families. Their military fathers instilled in them a deep sense of commitment, adaptability, tenacity, and integrity. After serving in the military, Mr. Skyles’ father started his own business. Watching his father operate the business became the catalyst for Mr. Skyles to establish ProSource360. He said, “I wouldn't be who I am today. He absolutely was a trailblazer. I watched him leave his job, take the risk of starting his company. I watched him build it on some foundational principles of leadership in service.”

trailblazers have been able to create and sustain high-paying jobs in rural HUBZone communities, where they're needed most. The JV’s employees often travel half the world, where they roll up their sleeves and accomplish the physical labor to support our medical troops.

Aligning Dual Purposes The impact these trailblazers are having globally, because they choose to work together, will have a domino effect on our generation and the ones to come. Their JV supports the medical needs of DoD and VA, active military dependents, and Veterans while creating jobs and services within HUBZone communities. Mr. Skyles is energized every time he has a meeting with his Morgantown staff. His employees make it clear how much they appreciate the logistical work they do for the Army Medical Services. He said, “these folks love their jobs and aren’t afraid to tell everyone, many of them have been on the same contract for more than 10 years. My employees talk about how this contract has been the best thing that ever happened to them. This work is so powerful from the standpoint we get to bring needed jobs to rural HUBZone communities while ensuring the readiness of our Army medical forces with the supplies and materials needed in military installations in places like Germany, Korea,

Creating Jobs Where They Are Needed Most

The Army did it right. This Morgantown contract operates in a HUBZone-centric area, where the JV is able to have billable resources who actually live in the community. These

Ben Skyles and his team at WVU football game. Photo Source: HUBZone Council

Japan, Hawaii, Texas, New York, Utah, and California.”

Swim Out So Far in the Ocean You Can't Go Back

Before these companies joined forces, they often experienced what it is like to be in the ocean by yourself with no land in sight. ERProsource360 reminds them that there may be days that they are in the ocean, but they are not alone. Each trailblazer is there to ensure that the other gets to shore safely. That’s the power of a mature JV.

Joint Venture: Listen to What They Say, But Watch What They Do Actions speak louder than words. Mr. Ely was very cautious about being part of another JV. He had become weary from his company’s previous failed attempts. It seemed to him that his company kept giving and all the other companies kept taking. Mr. Ely was coming to the end of his patience, but Mr. Melvin Petty, his company’s CEO & Managing Partner, thought ProSource360 was worth it. With that push, Mr. Ely started watching very carefully how Mr. Skyles’s team interacted with clients and its workforce. He was then convinced that they had the same ethos. When Mr. Ely thinks back on those earlier failed JVs, he has to admit there were signs. When asked what advice he would give his younger self, Mr. Ely

Melvin Petty (on the left) and Ben Skyles (on the right) Photo Source: Ben Skyles

Rural America Too: Put All of America to Work Mr. Skyles believes that too many politicians are misinformed about the HUBZone program’s mission. This workforce program benefits rural Americans too. In West Virginia, ERProsource360 is building workforce capacity and sustainability in rural areas. There are thousands of rural HUBZone areas in America. Our country’s political leaders need to join forces to advocate for job creation and sustainability in every one of them. The ERProsource360 employees aren’t unique – there are millions of rural Americans who would appreciate work, too.

There’s Enough Food on the Table These trailblazers hope that more businesses will join forces with their HUBZone counterparts to empower these communities. ProSource360 has been able to leverage their larger partner, ERP International, to submit Requests for Information (RFIs) and Sole Source responses to win contracts. This team believes there are so many problems in the world that need to be solved, from logistics to diseases. There is room at the table for HUBZone companies that are tenacious and want to make a difference. Finally, we all know that complex problems need a team of solution providers. Our trailblazers will tell you - and have proven - that HUBZone JVs can offer the right technical depth to solve those complex problems. Let's make HUBZones the vendors of choice.

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Both Mr. Skyles and Mr. Ely’s approach to turning back is the same: “they are too far out in the ocean to go back.” When times get extremely difficult, they press on, knowing that failure is not an option. They have two families to support: their DoD clients and HUBZone workforce.

said, “watch carefully what the other company is doing. How they treat their workforce, their clients, and even their competitors; make sure you are reading the entire room.”

TECHNOLOGY

Dr. Timothy Schilbach, CEO, Penacity, LLC, & AboutWeb, LLC

Dr. Schilbach spent his childhood in the remote areas of Alaska being raised by his mother who was a traveling nurse providing the only access to medical care for several villages across the region. Left alone for long periods of time, this precocious child quickly learned that spending time with bears didn’t make for a good pastime, but electronics and aviation did. His technology journey began by necessity, given how geographically isolated he was from others, being able to press the limit of his ham radio was not only “fun” but a requirement, so he took the initiative to learn everything he could to master it. You see, ham radios can be used to communicate via everything from Morse code to voice, but more importantly for this curious Trailblazer the real value was its ability for digital transmission.

Photo Source: Dr. Schilbach

Just before his 16th birthday, he found various radio frequencies and signals that intrigued him, leading to a computer containing flight simulation "games”. Excited by his other passion as a young pilot, he dug further only later realizing he had come upon a previously unknown back door to a nearby US military installation’s server. Military officials wasted no time in finding the source of this intrusion. When they discovered that they had been hacked by this youthful offender, they offered him two options. Go to prison or join the military where he could put those skills to good use. At the age of 17, when other kids were planning their transportation to prom, Dr. Schilbach was preparing to get on a bus to an Army bootcamp. This event is a chilling reminder to the world that an epic failure can lead to future success. Dr. Schilbach has been driven by this event to help others, particularly the disenfranchised, to live their best lives. When Penacity, his Service Disabled Veteran-Owned Small Business acquired AboutWeb (HUBZone) as a wholly owned subsidiary, one of the major attractions was AboutWeb’s community and workforce accolades. In the last few years, they have won the Cybersecurity Diversity Trailblazer Award (Cybersecurity Association of Maryland) along with Corporate Citizen of the Year Award (National HUBZone Council).

Workforce Development

Dr. Schilbach’s company has provided free IT training for close to 100 HUBZone individuals. Penacity’s goal has been to offer IT training to inner city and minority people who would not normally have access to this type of training. For many, this training has piqued their interest enough to pursue white- or blue-collar STEM careers. Dr. Schilbach advocates for the State of Maryland nationally and internationally, encouraging programs and legislation to support IT workforce development. He mentioned that there is legislation currently in the MD State Legislature that could potentially unlock a billion dollars to support Maryland’s efforts. It would give organizations, including HUBZone companies, the resources to procure Photo Source: Dr. Schilbach training for their in-house workforce. • Certified Apprenticeship Program (MD): extensive program that provides funding This CEO is committed to having an elite for training, coaching, and placement of IT workforce and spends close to 500K a year interns within the industry to keep them upskilled, from continuing education to international certifications. This • SkillBridge Program (DoD): For service Trailblazer jokes that his company is probably members about to transition out of the 1% from being a .org. Dr. Schilbach spends military, DoD will pay their salary and most of his profits on workforce development. benefits while they participate in The company hires people who are driven by SkillBridge. This opportunity may last up the work – individuals who are interested in to the final 180 days of service while they really helping people; the ones that share his work for one of DoD’s industry partners at ethos. Dr Schilbach said, no cost. “I think we care more and more about the While serving on the board of directors, work and getting a whole bunch of likeDr. Schilbach is working with the Cyber minded people to solve cool problems Association of Maryland (CAMI) to create a together. That's just my opinion.” central SkillBridge clearing house so that all businesses may gain access to these He believes in the collective wisdom of his tremendous resources instead of competing staff. To that end, the company has virtual with one another. This gives all businesses of happy hours and a Slack system (open & all sizes access where they would not normally private channels) to facilitate open have been afforded the opportunity in the past communications between the entire workforce due to size or economic disadvantages. despite their contracts or locations.

IT Workforce Crisis Dr. Schilbach mentioned that U.S. Cyber Command plans on doubling its cyber workforce before the end of the decade. He is puzzled on how this will be accomplished without some major changes in the workforce training and development. Right now, Bloomberg is reporting that more than 600K

Judging a Book by its Cover This Trailblazer believes there is a hidden, untapped IT workforce. The challenge is that historically, the industry has judged the book by its cover. Decision makers are spending time on the wrong indicators, like the education, economic, racial, culture, social, or

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unfilled cybersecurity positions exist. Dr. Schilbach currently works with both the State of Maryland and DoD to try to leverage several existing programs. He believes programs like the following need to be scaled up immediately to meet the current IT and Cyber workforce crisis.

Photo Source: Dr. Schilbach

geographic status of the potential resource. To be clear, Dr. Schilbach is convinced that many of the blue- and white-collar STEM positions do not need degrees or the other historic indicators. What they need is tenacious individuals who are willing to do the hard work of applying themselves. He has seen people with economic and educational disadvantages excel more in these fields than people who are extremely privileged. HUBZone businesses, more than any group, realize that you can't measure productivity and intelligence by historical indicators. Your highest producer in your organization may come from the worst zip code. They just need us to proactively level the playing field for them.

infrastructure indicated under CMMC. Dr. Schilbach predicts that the financial burden for CMMC and the flow-down requirements will dramatically shrink the HUBZone DoD industrial base. He is working with advocacy groups to identify ways to mitigate this loss but cautions any company planning on doing business with DoD to understand all the ramifications plus the flowdowns to your subcontractors and vendors (anyone in the direct business supply chain. i.e., accounting, logistics, and even your recruiters).

Cybersecurity Maturity Model Certification (CMMC) Burden As a member of the National Guard and the CISO for various federal and private contracts, Dr. Schilbach is one of the strongest national advocates for protecting our nation from domestic and international cybersecurity threats. This is why Penacity began the CMMC process so early, becoming the 18th company to receive its CMMC L2 certification from DIBCAC and 3PAO from the CMMC Accreditation Board. The final cost for this endeavor was over 200K and included outside auditors and infrastructure. This investment was below average since Penacity’s core service already included most of the

Photo Source: Dr. Schilbach

YOUNG DISRUPTOR

Phoenix: Rising from the Ashes

Timothy Wakefield, CEO, Dead Calm Seas Marine Services

Tito Ramirez Rivas has been quoted as saying, "It's another world, what the sea gives us. It's a paradise." This vision of “Paradise” drove Mr. Wakefield to continue to build his company, the Dead Calm Seas Marine Services (DCS), during the COVID pandemic. In the past 3 years, he has leveraged his military experience to create one of the industry’s safest and most reliable ecosystems for divers in the marine construction field. At 31 years old, Mr. Wakefield has experienced more grief than most HUBZone owners -- having friends departing this world too early, either by suicide or deployments. Thus, he is on a quest to live up to his potential by running a HUBZone business that matters.

Much like the mythical phoenix, which rises from the ashes of its dead predecessor, DCS is the true story of a HUBZone business being birthed from the ashes, bringing hope to this Trailblazer. In 2019, Mr. Wakefield’s good friend became one of the many fatalities that occur each year in the commercial diving industry. This Trailblazer personally gave his friend CPR as the DMT (Diving Medical Technician) for close to 2 hours, doing everything possible, until his friend was pronounced dead at the hospital. Grieving the loss of his friend as well as an employer who would rather not take responsibility for the tragedy, Mr. Wakefield was left with just ashes. At this point, he decided that he would rise from the ashes and launch DCS. He was lucky enough to have a group of guys that believed in him and came with him on this journey. Mr. Wakefield said, “I didn't have a family to support and had some money to initially bankroll DCS.” It took DCS almost a full year before it made any money, with resources dwindling to nothing. But then they began to rise, and by the end of the first year, DCS had made almost $2M.

Swimming: Where You Are

Ignorance is not bliss. Mr. Wakefield stumbled upon information about the HUBZone Program at a Veteran’s conference in Florida. To his amazement, DCS was in a HUBZone with the necessary 35% employment, but completely unaware of the advantages a HUBZone certification could offer. He Photo Source: DCS

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believes that encounter and subsequent certification have opened doors for subcontracting and priming with the federal government. The message he gives businesses in his community is “to get HUBZone certified, you don’t have to be able to dive like DCS, you can swim with the big fish right where you are.”

DCS pays their divers’ travel expenses while keeping strict safety protocols in place. Mr. Wakefield said, “my personal vendetta is to change the way the industry operates. I take care of the guys from the moment they step out their door, to the moment they walk back in. They’re completely taken care of. They don't pay for food; they don't have to look for a place to live; their travel is taken care of; and their pay always comes on time. They’re family.” DCS treats their clients as family, too, helping them do better. They look past the quick money, preferring to develop long-term, meaningful relationships. This Trailblazer really loves the work, and his loyal divers are helping him change the industry. This paradigm is gaining momentum: DCS is now beating out many of the big companies. The word is spreading – from the Caribbean to Guam. This year, DCS plans to open new shops across the country. Photo Source: DCS

You Have a Choice: Change the Industry As Mr. Wakefield reflected on the events that led to DCS’s creation, he ensures that his divers never have to make a choice between employment and being a possible victim. He believes that, traditionally, the industry has not been concerned about the safety and wellbeing of the divers. This HUBZone company is on a mission to change that paradigm forever.

Giants: Standing on Their Shoulders This Trailblazer constantly reminds us of the giants whose shoulders he is standing on, from his mom and dad, who modeled integrity and what it takes to always show up; a brother who showed him how to always have a fighting spirit; to his sister, who finished a master’s degree while battling a rare form of cancer at the Mayo Clinic. Mr. Wakefield’s family taught him how to keep pushing no matter how difficult the journey. Then there is his business mentor and one of the nicest people ever, Russell Matulich, the CEO of RTI Cables (Telcom’s & Data Centers), who has spent countless hours sharing his wisdom with this young disrupter while creating a business model that provides small businesses with a highly competitive market space to compete with the hyperscalers. Mr. Wakefield calls Ann Smith of Marine Ventures International his subsea cable mom. She gave DCS their first

Photo Source: DCS

Right People: Synchronized Swimming

Photo Source: DCS

Tyler Wiesen, Jeremy Healey, Kyle Gibbs, and Brock McCorkle have worked hard to make DCS successful. Much like a synchronized swimming team, DCS has been able to move faster, soar higher, and grow stronger because of the talent and passion these young men bring to the table. They have never wavered in their commitment and provide the foundation that continues to expand DCS’s footprint. As a servant-leader, this Trailblazer is not afraid to say that the right people in the trenches have grown his business and not him.

contract, which became the catalyst for more contracts. She knew the reputation the individual divers had in the industry and trusted that a company made up of such talent could successfully perform if given the Military Transition opportunity. Mr. Wakefield said, “I owe her a lot because she believed in us, our talents, and Assistance Programs: How DCS’s vision for the industry.” Finally, this the HUBZone Program Can Trailblazer would be remiss if he did not Help include his old Master Chief and friend, Dennis Polly. This Master Chief has a Mr. Wakefield did have one final suggestion personality that motivates people, drives them, for the troops. That is, not to keep the HUBZone and makes them want to come along for the Program a secret. Military transition programs ride. Mr. Polly fueled his passion for combat have a great opportunity to educate their medicine and emergency medical care. existing workforce on the benefits of the HUBZone program, both to the individual and Mental Toughness: What to the nation. Veterans make wonderful servantleaders and business owners. They have the You Say Matters skills and experience needed to engage all Mr. Wakefield figured out that it is not stakeholders while delivering exceptional enough to be physically tough – you must be products and services within scope. mentally tough to handle the naysayers and challenges of running a business. His bootcamp experience barely touched the surface of the toughness required to run DCS. When he first started, he had to fight Starting from left: Tyler Wiesen, Jeremy Healy, Kyle Gibbs, & Brock McCorkle Photo Source: DCS

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every day to convince himself that it would succeed. He would wake up and go for a run, repeating positive affirmations until he actually believed his self-talk. Even when people were saying it was not going to work, that he was just wasting his money, his self-talk mattered more. To this day, he goes through this routine to help him get through life’s highs and lows.

20 22 CALLING ALL SUPPORTERS

Calling All

Supporters We want you to get involved. We have advertisement space that fits everyone’s budget, from congratulating one of our many trailblazers to showcasing a company’s related products and services. Please email angela@hubzonecouncil.org for consideration.