Jim Geiger of Unisys on business growth in the DOD space
October 22nd, 2008 by JD Kathuria
Jim Geiger came to Unisys in March of this year, having wrapped up a 27-year career at BearingPoint. He started off at BearingPoint in 1980 as a consultant and for a while ran the DOD and Intelligence community business. His last role was as executive vice president working in the office of the CEO. “I then had the opportunity to come over here and run a P&L organization again, which is what I really wanted to do,” says Geiger. These days, Geiger’s charter is to grow the business in the DOD space. Recently, Geiger debriefed on how that mission is coming along.
What is your view of the marketplace from where you are now versus where you were before?
Jim Geiger: Unisys is a much more technology-oriented company than where I have been in the past but with a sharp focus on quality and delivery. Over the last several months I’ve been working to establish with my team’s future direction. Much of that direction will be in the area of security — and by security I’m talking big “S,” not small “s.” For Unisys, security covers everything from physical security to identity and access management to biometrics.
What trends will impact your customers over the next 12 to 18 months?
Jim Geiger: A lot of the material that is overseas right now is flowing back either for repair or redistribution as we hopefully wind down the situation over in the Middle East. Both repair and redistribution will require a lot of technology, a lot of logistics support. That’s one trend that’s coming, and it’s going to require a lot of manpower. Our RFID technology is well positioned to support the military’s efforts on that front.
What advice would you give a small business wanting to team up with Unisys?
Jim Geiger: I have engaged with a number of small businesses here recently and my advice is to get your credentials out, get them known. We have a very active Small Business Alliance Program as well as a Mentor-Protégé program. So the easy answer is to call Craig Ridley, our leader of those programs, and we’ll see if we can’t set something up.
What does it take to be successful at business development in the federal space?
Jim Geiger: It’s relationships. It’s about keeping your word. It’s about doing what you say you’re going to do. It’s about establishing relationships in the business community just as you would in your own local community at home. How do you get along with your neighbors? How do you get along with other companies? So, relationships are really what it is — that and obviously having something that clients want.
What’s something most people don’t know about you personally?
Jim Geiger: That I am passionate about my people. I really believe that growing our business starts by focusing on giving our employee base opportunities. I think that if you nurture people and allow them to step up, that does more for the health of an organization than anything else.
Anything else you’d like to mention?
Jim Geiger: We’re making great strides rounding out our DOD leadership team. I’ve added an executive to head our Army business; I’ve added an Air Force business development executive; and I’ve got a new leader heading our intelligence market segment to move us to the next level. All these additions are very important as we strengthen the organization. We now have more focus on what we are doing. People have seen that and it’s having a very positive impact. So, stay tuned!
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