PMH Resources

Lake Mary, Fla.

Grant Derner and David Bandelin, founders

Incubator: Seminole Technology Business Incubation Center, Sanford, Fla.

Revenues: $4.2 million (2006)

Employees: 87

www.pmhresources.com

PMH Resources isn’t just looking for its next sale. Instead, PMH founders see the technology recruiting firm as a partner who can help its clients meet their need for experienced IT professionals for permanent and project-based contract work. “Our phenomenal growth has come as a result of positioning ourselves as our clients’ partners rather than just a vendor in solving problems,” says Grant Derner, PMH president and CEO. “This systematic approach allows us to consult rather than simply sell.”

Incubator role: Even before PMH Resources became a client of the Seminole Technology Business Incubation Center, Incubator Manager Wayne Hardy introduced the firm’s principals to a potential investor. Those early discussions didn’t result in funding, but it did bring about something else: a move into the incubator facility. Over the next 10 months, SBTIC staff helped PMH develop sales strategies and management systems. “Even though we had years of industry experience, we faced a learning curve in positioning PMH to grow,” Derner says. “Perhaps the single biggest service they have provided us is the ability to discuss options as an interested – but neutral – party.” With the incubator’s assistance, PMH earned $4.2 million in revenue in 2006, and it projects earnings of $6 million in 2007.