Responding to an RFI led to a $50 Million Contract Win

Dr. Celeste Chamberlain, President of Information Protection Solutions (IPS), alongside her husband, Dr. Todd Chamberlain Sr., has achieved a remarkable milestone in government contracting by securing a 10-year, $51 million contract with the U.S. Department of Justice. IPS, a service-disabled veteran-owned business specializing in cybersecurity, began in 2014 with just one employee and has since expanded to a team of over 25 professionals. The Chamberlains credit their success to persistence, strategic decision-making, and the invaluable support of the Maryland APEX Accelerator. Reflecting on their journey, Celeste emphasized the importance of responding to Requests for Information (RFIs), stating, “If we had not responded to THIS particular RFI, we would not have gotten the invitation to respond to the RFP. Those RFIs will get you in the door.”

Despite their success, the path was not without challenges. Early on, IPS faced difficulties in targeting the right opportunities, often stretching their limited resources by pursuing contracts beyond their reach. However, upon joining the Maryland APEX Accelerator in 2022 and working closely with their counselor, Tara Scott, they refined their approach. With Tara’s guidance, they honed their focus on strategically aligned agencies and leveraged their certifications, including 8(a) and service-disabled veteran-owned business status, to access set-aside contracts. These targeted efforts ultimately positioned IPS for their game-changing DOJ contract. Additionally, Celeste highlighted the importance of maintaining work-life balance, particularly as a husband-and-wife business team, ensuring they didn’t burn out while scaling their company.

For businesses aspiring to achieve similar success, Celeste offers this key advice: build strong relationships, stay persistent in responding to RFIs, and take full advantage of available resources, such as the APEX Accelerator. She encourages small businesses to start with manageable contracts, rather than chasing large ones prematurely, and to get certified in relevant socioeconomic categories. IPS’s journey exemplifies how resilience, strategic networking, and expert guidance can transform a small cybersecurity firm into a thriving government contractor.

Listen to their story on our podcast