Security Sales & Integration March 2022 - 32

SPECIAL REPORT
SSI Hall of Fame
Class of 2022
HALL FAME
INDUSTRY
OF
Why She's on the List
▶ A successful entrepreneur, has spent 40+
years as one of industry's leading, most
respected authorities on GSA schedule contracting,
procurement and doing business
with state and federal government
Lynn de Seve
Founder and President,
GSA Schedules
▶ Expert on advising, educating and advocating
for clients in their effort to sell to
the government -preparing documentation,
submitting and negotiating, training,
conducting compliance reviews, supporting
client staff and more
▶ In 1978, began working for a manufacturer
of printed circuit board repair stations as
part of its government marketing program,
learning about federal policies and contracting
that led to a new career opportunity
THE DE SEVE FILE
▶ Born in 1951 in Pittsburgh
▶ One of two daughters,
father was a credit
manager for GM
and mother was
an " extraordinary "
homemaker
▶ Divorced with three
daughters (all who work in
her company) and one son,
and nine grandchildren
▶ Undergraduate studies
in business, speech and
communications at
University of Maryland,
and continued studies/
classes related to federal
contract management
▶ Other industry honors
include SIA Statesman
Award (2006), SIA
Chairman's Award (2016 &
2019), and SIA George R.
Lippert Award (2021)
▶ Performs as officiant at
wedding ceremonies for
friends and family; collects
" all things frogs "
▶ Other interests include
vegetable and flower
gardening, antiquing and
concertgoing
▶ Founded GSA Schedules consultancy in
1984, while increasingly serving in numerous
capacities as a top liaison among
security solutions providers and the
government - with the business growing
quickly after 9/11
▶ In 1990s, worked with GSA to introduce first
total solutions for security, adding installation,
professional services, guard services
and ESPC (energy savings performance
contracts)
▶ Worked with SIA to gain support and advocate
for the Cooperative Purchasing Program
using the GSA schedule contract for state
and local government under Schedule 84
Keys to Success
" As a woman in a male-dominated industry,
I am most grateful to my male counterparts
who championed me. Not every co-worker was
as supportive, but my experience was a good
one. I demonstrated my determination with
a positive attitude and dependability starting
back in the days of the phone room. I was a
single mother working hard to support my
family and find the balance between work and
home. That is why forming of the SIA Women
in Security Forum and its growth and success
has been important to me. I wanted to be part
of a group that provides support, encouragement,
education and advocacy for opportunities
to advance. There are many supporters
along the way to whom I owe a great deal of
thanks. That is one of the many bright spots of
the security industry; it really is a community
of very special people. "
32
Security Sales & Integration MARCH 2022
Dealing Out Debts of Gratitude
" First off, I must credit Sheila Brannan, GSA
contracting officer, and Alan Searsy, GSA
director, for their professional guidance over
the years. I am forever grateful to Brian Dolan
and his partner Pete Peek of 1 Volt Associates
for helping me start my business bringing me
my first clients. Jack Crouse of Midwest CATV
for financial support and encouragement at
the beginning. Mike Ruddo, Jeff Penny, Ken
Cordrey, Dan Connole, M.G. Karch and Kevin
Carpenter for so many referrals and years of
friendship. Don Erickson for his leadership,
always challenging me and offering inclusive
opportunities as a SIA member. John Stroia,
Denis Hebert, Scott Schaefer, Pierre Trapanese,
Scott Dunn, Richard Brent, Sandy Jones and the
entire SIA staff for their mentoring and helping
me understand we can make a difference and
create change for our industry. "
Lynn de Seve (middle) is proud to serve as a
mentor as daughters Jillian Hostetter (left) and
Carrie Reid follow her security industry footsteps.
Challenge of Balancing
Physical & IT Security
" The technological advancements of electronic
security over the years have changed
the types of products and services offered for
security through the GSA program. There is a
great deal of overlap between IT and physical
security that had caused procurement conflict
as the IT and security programs fought
over who was taking the lead. The implementation
of HSPD-12 and technical certification
are required for products and labor. More
technical regulations are being implemented
by DoD and soon GSA for cybersecurity. Disruption
of systems and service impacts more
than just the government, it also affects the
more universal issues of the power grid and
supply chain. "
securitysales.com
2022
http://www.securitysales.com
Security Sales & Integration March 2022

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