Kevin Price, Host of the Price of Business on Business Talk 1110 AM KTEK (on Bloomberg’s home in Houston) recently interviewed Felicite Moorman .
About the interviewee
CEO Felicite Moorman leads BuLogics, Inc. and spinout company StratIS EMS, Llc. Envisioning wireless technologies and their applications for limitless connectivity (now known as the Internet of Things) as the most dynamic and accessible market space for rapid technological advance, Moorman sought a group dedicated to bringing these concepts to fruition.
At BuLogics and StratIS, Moorman enables the world’s most talented wireless embedded software developers to create the products and ecosystems of the Internet of Things. From individual products for Fortune 500’s finest, to ecosystems that control entire building automation systems, BuLogics and StatIS are in the middle of it.
Before entering the technology industry, Moorman spent fifteen years in the Baltimore Washington corridor as Founder and Managing Member of a conglomerate of privately held national companies spanning finance, real estate, and insurance, completing $1.5B in transactions in less than five years. She received her Juris Doctorate from the University of Maryland School of Law.
Tell me about your firm (number of employees, location, type of companies you work with, etc.).
StratIS EMS is a wireless energy management, access, and control company. StratIS is headquartered in Philadelphia, PA and is the second spinout of parent company BuLogics, Inc. Briefly, StratIS EMS is an award-winning wireless energy and access management and control system with a two-year return on investment. It’s pre-commissioned, and rapid install with “Install & Go” technology for minimal tenant disruption. And it’s demand response capable for maximum energy savings. It’s over-the-air upgradeable and updateable and infinitely expandable with a 1000+ product catalog, including lighting and door locks from brands you know, like GE and Schlage. It’s the only system of its kind built for the complexities of MultiFamily, and based on the same patent-pending technology we invented for The Wynn Hotel & Casino in Las Vegas.
What type and size of companies do you have as clients?
We work with all types and sizes of companies, from Boards of Directors for Housing Authorities to Real Estate Investment Trusts to Property Portfolio Management Companies and individual property owners. They span the gamut from individual owners of individual buildings, to multi-billion dollar multinationals. We are a global organization, and in fact, we sometimes gain more traction outside the US, where energy costs are less subsidized and energy efficiency is more attractive.
What comes to mind when you see this topic?
For multiple reasons our offering needs to be seen and decided upon by C-Suite players. First, there are few companies taking sustainability serious enough to include dedicated sustainability experts and executives on their staff. There are standout companies that do, of course, but even then, it’s because the C-Suite Team has determined that sustainability is a core value of the company, and the initiatives are largely driven top down. Even in those rare instances, the C-Suite Team wants to hear more about this offering, given it’s unique competitive advantages, once their exposed to them. They want to make sure it’s not snake oil! It’s best been put by an executive at our first award ceremony, “It’s where too good to be true meets too good to pass up.”
What are the best practices when it comes to this issue?
A warm lead is always better than a cold one! I rarely if ever cold call anymore. Inside my current network, I’m happy to ask for referrals to C-Suite individuals or those who can introduce me up, because I’ve delivered results to my network and they trust I’ll continue to deliver.
I also network places where I’ll meet the people I need to, or the people that can introduce me to them. I remain genuinely interested in everyone I meet, whether they’re the decision maker or not. It’s authentic relationships that create advocacy and closure, generally, and not one off chance meetings.
Finally, I remain mindful of the reticular activating system, the system in our brain that triggers heightened attention. Once someone in my network is aware of my offering, they are more likely to hear of someone in need. It eliminates becoming discouraged over incidences that don’t produce immediate contacts, because I know that they are more likely to refer my business, simply because I shared my business.