“You can’t just put your toe in it,” concurred Rogers. He had an office in the USDA building so he could be close to the customer. Rogers carefully nurtured relationships and won the contract. “The big companies followed our lead,” he said. Even after beating a huge operation like Johnson Controls, Securityhunter and Johnson Controls Security Systems became great partners, combining to benefit mutually on government work.
Despite the steep learning curve, both Rogers and Lozano love working in the Capital. “Washington is the City of Power. You get to understand what is going on inside the Beltway,” Lozano concluded.