Continued expansion on Raymond James Consulting's horizon

Information systems consulting firm earns $16.2 million in 1995.

By Greg Griffin
Business Journal Interim Special Sections Editor

In four years, Raymond James Consulting Inc. of Denver has risen from startup to a $6.2 million computer systems consulting firm with branches in Phoenix and Dallas. And according to the company's founders, there's more expansion on the horizon.

During the first quarter of 1996 we expanded into a number of new markets, and during the second half of the year, we're looking at moving into even more cities," said RJC President Carl Fitch.

RJC's expansion plans include the acquisition of smaller consulting firms in other markets and opening more branch offices., said Brad Weydert, vice president of sales and co-founder of RJC. The company has its eye on Atlanta, Southern California and Seattle, for starters.

"Our goal is to maybe, someday become a national company," Weydert said. "But we're not going to grow at the expense of our quality and our culture."

RJC recently opened an office in Phoenix, acquired Weston Brothers Software in Dallas, a 28-person firm, and increased its presence in Kansas City, Omaha, and San Francisco. The company also recently merged with Staffing Resources Inc., a Dallas-based company that owns an interest in 28 small, growing companies, providing staffing services as well as capital and access to clients in new markets. SRI plans to go public in May, Weydert said.

RJC recorded first-year revenues of $1 million in 1992, and $2 million in 1993. In 1994, revenues quadrupled to $10 million and jumped 66 percent in 1995 to $16.2 million.

So how have Fitch and Weydert, who named the company using their middle names, found success so quickly in a field as information-technology consulting?

Weydert sees three key reasons: identifying and serving a real market niche: hiring top quality consultants and keeping them happy with above-industry compensation and a "fun" work atmosphere; and making client satisfaction the No. 1 priority.

Riding the skyrocketing demand for information-technology services hasn't hurt, either, Weydert said.

The company works with firms to personalize and integrate business software applications, and develops customized applications for companies' specific needs. About 20 percent of RJC's business comes from partnerships with software developers and computer makers such as Microsoft, Oracle, Sybase, Borland, Hewlett Packard, and Sun Microsystems.

Weydert and Fitch both worked for Cap Gemini America, a Paris-based consulting firm, with offices in Greenwood Village, until 1992, when they decided to branch out on their own.

"We saw a real niche in the market that wasn't being filled," he said. That niche is providing "Big Six-level" consulting services to smaller businesses that can't afford to hire a large, out-of-town firm.

"There are about 250 companies in Denver that do what we do," Weydert said. "But they're either very small or very large. We're one of the few middle-sized companies in the Denver area.

But just as critical to the company's continued success is "building a winning team" that puts clients' needs above all else.

"We really foster that the client comes first, and we take care of our consultants. We hire people with a passion for what they do." Weydert said. "People are our No. 1 asset. We sell people. We sell intelligence."