When a company has a leader who graduated from the U.S. Naval Academy, a mission statement that prominently includes the word “veterans” and a calling to offer healthcare solutions to those who have served our country, it probably goes without saying that this is a place that acknowledges the sacrifices made by those in uniform.
Humana Veterans Healthcare Services, Inc. is just that place. Established in 2007 as a wholly-owned subsidiary of Humana Military Healthcare Services, Inc., the organization offers veteran-friendly access to a number of purchased health care services, including personalized healthcare solutions, clinical resources and health and well-being services, just to name a few.
“Providing life long-well being for veterans and their families is our company's mission, and we take it seriously,” said Small Business Project Manager Gretchen E. Mueller. “Improving quality of life for our very deserving veterans is an immeasurable reward for our daily efforts.”
Moreover, with future plans to participate in the Department of Defense Mentor Protégé program (see sidebar), Humana Veterans clearly plans to strengthen its veteran-friendly position.
A top-down mentality to seek VOBs
Supplier diversity is anything but a new concept at Humana Veterans. Since its inception, the company has worked to find the best talent among diverse suppliers, contractors and consultants. As with many other forward-thinking organizations, Humana Veterans has discovered that small businesses are often just as qualified as, and often more cost effective, than larger suppliers. And seeing as how CEO Tom McClain served in the U.S. Navy for 20 years himself, those suppliers obviously include veteran-owned businesses.
“With their sacrifice and service, veterans have guaranteed our right to operate our business in a free and open society,” McClain said. “Veteran-owned businesses deserve our support and we are proud to partner with them.”
But it’s not just an obligation to partner with veterans – although the company does have a goal of 20 percent of subcontract spend going to VOBs and SDVOB – it also recognizes that service in the Armed Forces provides veterans with the skills, education and experience to succeed in business.
A True Team Effort
The small business liaison office (SBLO) works closely with senior management to seek small business teammates to collaboratively pursue new business opportunities that may be too large or complex for them to undertake on their own. This enables small businesses, working either as the prime contractor or subcontractor, to gain first-hand experience on large and complex projects to which they ordinarily would not be exposed, thereby expanding their competencies.
“It is imperative that we proactively develop our small business teammates into competent and efficient partners who may complete sizeable projects with very tight timelines and strict metrics,” Mueller said. “Through our mentoring efforts, we share valuable knowledge that contributes to the optimal performance and success of our small business teammates.”
The best advice Humana Veterans has to offer VOBs looking to work with them can be categorized as the three Ps: Be prepared, patient and proactive – and, of course, to register on the website.
“To become a partner or subcontractor, a VOB should contact our SBLO and present a comprehensive, well-prepared capabilities briefing as well as a strategic plan, such as indicating a specific opportunity the VOB would like to pursue,” Mueller said.
A foot in the door
In 1983, Danny Portee knew two things for sure – he needed an education and he wanted to escape poverty. His solution was to join the Army. After 28 years, it’s clear he made the right decision. Portee served in the U.S. Army from 1983 – 2003. During this time he also earned a Bachelor of Science and a Master’s of Business Administration, strengthening his proficiency as a leader and developing his skills as a progressive executive.
Today, Portee is the President and CEO of Indianapolis-based Professional Management Enterprises (PME), a chief provider of staffing solutions, finance and accounting, information technology and engineering and manufacturing support. Among other notable clients, such as Customs and Border Protection IHC, Blue Cross Blue Shield, the Department of Veterans Affairs, HP and Sprint, PME includes Humana Veterans on its current roster.
“Being a subcontractor for Humana Veterans Healthcare Services allows my company to provide services which help my fellow veterans obtain the health care they need, which is very rewarding,” Portee said.
PME initially earned the role of prime staffing contractor to Humana Military and Health Services for the Southeast Region TRICARE contract. The job entails support staffing responsibilities ranging from financial, clerical, medical and IT services in 13 states and Puerto Rico. This opportunity opened the door for PME to develop its relationship with Humana Veterans, where they now perform services in support of the Project HERO contract.
“(PME)’s integrity, ethics and commitment to excellence are refreshing,” Mueller said. “Having a teammate we can trust makes it possible for us to bid on new work with confidence in our ability to deliver superior services to our government customer.”
Pearls of wisdom, veteran to veteran
Portee has three pieces of advice to better serve fellow Vetrepreneurs:
1. Stay in your lane: It is very easy and seductive to try to chase every opportunity, everywhere. Focus on opportunities that represent a geography you can support, a line of business you understand and a supply chain of human capital you can sustain.
2. Don’t be a partner whose primary goal is to invoice: Define a value proposition, whether it’s your past performance experience, relationship with the client or subject matter expertise involved.
3. Don’t overpromise, over-deliver: A single poor past performance recommendation can kill a small company’s future. Realistically appraise your value to your clients, and put the infrastructure in place to be certain you can meet and exceed their expectations.
Looking ahead
Humana Veterans are continuously looking for vetrepreneurs with complementary core competencies to partner with in the pursuit of new opportunities. While the goal is to target all VOBs, there may be instances where the company seeks SDVOBs exclusively, if required by specific contractual requirements.
Mueller said it’s important to “remember that VOBs and SDVOBs are invaluable teammates in meeting your company’s mission. They deserve the respect and courtesy that would be extended to any large business partner.”
Humana Veterans Bio
Humana Veterans Healthcare Services, Inc.
Headquarters: Louisville, Kentucky
Year Founded: 2007
# of Employees: 88
Website: www.humana-veterans.com
Leadership Profile
President & CEO Tim S. McClain
Military Service: U.S. Navy, 1970-1990, commander (O-5)
Graduate of U.S. Naval Academy, 1970
What does Human Veterans buy from Vetrepreneurs?
- Temporary staffing
- Claims and billing services
- Audit recovery
- Document scanning services
- Office supplies
Steps to become a Humana Veterans vendor:
1. Obtain a Data Universal Numbering System (DUNS) number (www.dnb.com)
2. Register in the Centralized Contractor Registration (CCR) System (www.bpn.gov/ccr/)
3. Register for the Small Business Administration (SBA) Dynamic Small Business Search (www.sba.gov)
4. Register on the EDS U.S. Government Solutions Small Business site (www.eds-gov.com/smallbiz/)
5. Register on the Humana Inc. website http://apps.humana.com/diversity/profile.asp)
Vetrepreneur
Haskell D. Portee
Military service: U.S. Army, 1983 to 2003, sergeant first class (E-7)
The Company
Professional Management Enterprises, Inc
Location/headquarters: Indianapolis
Any additional sites/facilities: Columbia, S.C. and Washington, D.C.
website: www.pme-indy.com
# of employees: 80
Year founded: 2006
2009 revenues: $4 million