Archives for posts with tag: UDig

I received a call last week from an “Appointment Setter.” Real term.

She was calling to set an appointment with one of their salespeople and claimed that this company and its services could produce incredible results in the “government contracting space.” I told the “Appointment Setter” that I would be happy to take a call from them if they could first produce customer references and/or case studies supporting their success in my industry.

I thought that was reasonable request.

A couple days passed and a random appointment from a random person showed up in my email. Confused and of course not knowing who the person was, I declined the appointment. A few hours later I received an email from the salesperson explaining the call from the appointment setter and asking to reschedule the appointment. I expreseed my confusion and told him what I told the appointment setter: “Show me references and case studies.”

A few more days went by, and I received a capability statement that actually had some real results on it. It was hard for me to discern how they were able to help their customers procure these contracts, but the results were real enough for me to express interest in a conversation. The door was opened. But I started to think about the events leading up the capability statement and the back and forth with the salesperson, and really, the need for an appointment setter. I wondered why the salesperson just didn’t make the initial call, especially if they had specific information that would get me interested in their offering. Why have an “Appointment Setter” call? (Apparently it’s an art form. Check out this Google search. There’s even a book.)

Now that I have an interest in the company and how it could help ours, I can’t help but think of the saved time and frustration on both sides if the salesperson just called me directly. I would been more willing to engage their service from the start.

I understand the role of the appointment setter, and know a few people who use them. But the time saved by an appointment setter for the seller is lost on the buyer. If you’re a seller, just make the cold call.

Andy Frank, UDig COO


This week we profile Dara, a UDig consultant specializing in a variety of languages and specialties, from HTML and CMS to Java and ActionScript and everything in between. He’s currently on site at one of our clients here in Richmond (by the way, we don’t list full names of consultants for competitive reasons, or our clients for privacy issues). However, we do want to share the knowledge we’ve got.

What are the major trends you’re seeing out there in the IT world?
CMS replatforming, at least in my world. It is in high demand because there’s a lot of content out there and you have to manage it in effective ways. Companies are going online and their demands are changing, and the technology needs to catch up to where they can manage it. More customers are demanding greater flexibility, and that means new ways to organize and post content.

Do you have a real world example of something you’ve created that affects everyday consumers?
We made a system for a client where users of the website could submit feedback and give their opinions about the company. We built the management system on the backend where client can manage and respond back to the customer. From this system, our client can take care of general customer service issues in real time, and online.

How do you see the IT changing over the next five or ten years?
We’re going into different channels, and fast. More and more of our work is in the mobile space and in electronic devices besides a typical computer. And we’re not really in a technology bubble mode right now, so IT is still growing. One thing we need is more people who are educated and have more experience in the field.

And your advice to those people?
I’ve been in this field since 1999. Right out of high school, I worked for a company and we built websites and animation and multimedia applications. My skills grew from there. Technology classes in high school gave me a leg up. Get experience. Real world experience. Intern somewhere. Take on your own projects and build your own applications and soak up as much knowledge as you can.

Great advice from Patricia Berg on preparing for a successful phone interview.  She shows it’s just as important to prepare for a phone interview as it is to prepare for a face to face meeting.  Even down to the detail of having a pitcher of water nearby!  Don’t take a phone interview lightly.  It could determine whether you get moved to the next step in the process for the job you want!  From the WSJ:

With a tightening labor market, and most companies scratching and clawing their way out of the recession, the use of IT Staffing Agencies has become more prevalent.

I believe a lot of companies are adopting this approach and buying into the utilization of staffing agencies as a strategic solution to building out their IT staff. The fact is that the IT industry has some of the most recession proof professions out there. Even during the recession, the IT industry fared very well in comparison to other industries.

UDig, as a whole, achieved some of its greatest success ever during these rough times. The way things have been progressing over the past 12-18 months, there is no reason to believe the IT Staffing Industry is heading anywhere but up.

With this influx of IT positions, companies are looking for valued partners who can deliver the right candidates in a timely fashion. This being said, we have to constantly seek ways to set ourselves apart from our competition. It is imperative that we challenge ourselves to find and incorporate new ways to better our process.

Similar to IT, the staffing industry is ever-changing and evolving. Conventional methods such as, Job Boards, Sourcing or Referrals are always going to be good channels to find talent. However, using only these methods will leave you behind the eight ball. New and unorthodox ways of sourcing talent are surfacing frequently. There are seminars being conducted by experts in our industry, solely focusing on unique search strings. There are an infinite number of user groups, forums and sites where resumes can be searched, all of which can be very valuable hunting grounds. To stay ahead of the game and ensure we are uncovering every stone, we must stay current with and leverage these unique methods, making them a routine part of our process.


UDig is being recognized by RichTech. RichTech is a member-driven association of businesses and organizations working together to ensure the continued growth of Central Virginia’s dynamic technology-based economy.

RichTech’s Annual Technology Stars Awards Gala has become the premier event honoring outstanding individuals, corporate and community leaders, entrepreneurs and pioneers in the Greater Richmond region. Every year RichTech recognizes and celebrates the best and brightest technology stars

The Cherry Bekaert & Holland Emerging Company Award

That local technology company that has demonstrated recent growth in revenues and/or employees – a company whose recognized accomplishments and prospects demonstrates the ability to achieve commercial success.

Leading Edge Systems Richmond, Inc.
Taradel, LLC
TBL Networks
WorldView Solutions Inc

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