CINXE.COM

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content="It was 2005, and I was close to retirement. My children had left the nest and started lives of their own. I鈥檇 built a house on a large piece of land, and was looking forward to taking a step back from my IT career. But things took a turn when a company here in Kansas City approached me with the opportunity to support a minority-owned business through a new diversity program. Together with two other entrepreneurs, I took the plunge and founded Technology Group Solutions (TGS). "> <meta property="og:title" content="The Art of the Follow Through: Growing a Business with Integrity "> <meta property="og:url" content="https://upshotstories.com/stories/the-art-of-the-follow-through-growing-a-business-with-integrity"> <meta property="og:image" content="https://readupshot.s3.amazonaws.com/uploads/story/image/1128/cd28097d-e1d0-47fa-9d8b-4417efe53c24.jpeg"> <meta property="og:image" content="https://readupshot.s3.amazonaws.com/uploads/user/image/3044/83bed7b4-0415-4d68-bed1-30416daae660.jpeg"> <meta property="og:image" content="https://readupshot.s3.amazonaws.com/uploads/story/action_image/1128/640e3496-98ba-4a8f-9e2a-f963dc150765.png"> <meta property="og:description" content="It was 2005, and I was close to retirement. My children had left the nest and started lives of their own. I鈥檇 built a house on a large piece of land, and was looking forward to taking a step back from my IT career. But things took a turn when a company here in Kansas City approached me with the opportunity to support a minority-owned business through a new diversity program. Together with two other entrepreneurs, I took the plunge and founded Technology Group Solutions (TGS). "> <meta property="og:site_name" content="Upshot by Influitive"> <meta property="og:type" content="article"> <meta name="twitter:description" content="It was 2005, and I was close to retirement. My children had left the nest and started lives of their own. I鈥檇 built a house on a large piece of land, and was looking forward to taking a step back from my IT career. But things took a turn when a company here in Kansas City approached me with the opportunity to support a minority-owned business through a new diversity program. Together with two other entrepreneurs, I took the plunge and founded Technology Group Solutions (TGS). "> <meta name="twitter:image:src" content="https://readupshot.s3.amazonaws.com/uploads/story/image/1128/cd28097d-e1d0-47fa-9d8b-4417efe53c24.jpeg"> <meta name="twitter:card" content="summary_large_image"> <meta name="twitter:site" content="@ReadUpshot"> <link rel="publisher" href=""> <link rel="author" href=""> <meta property="author" content="Lenora Payne"> <meta property="article:publisher" content="https://www.facebook.com/readupshot/"> <meta property="article:author" content="Lenora Payne"> <meta property="article:published_time" content="2022-03-15 13:00:20 UTC"> <meta property="fb:smart_publish:robots" content="noauto"> <meta property="fb:app_id" content="1265511553486594"> <meta name="robots" content="index, follow"> <meta name="theme-color" content="#000000"> <link href="https://fonts.googleapis.com/css?family=Josefin+Sans:300,300i,400,700,700i|Raleway:300,400,500,600,700,800&display=swap&subset=latin-ext" rel="stylesheet"> <link rel="shortcut icon" type="image/x-icon" href="/assets/favicon-b9ae705c0d1f5e09576fae08c6997c973fcbb270c1b3251db63c21d2d3b0c19b.ico" /> <script src="/assets/application-ad71bcfa1120313abe9e1f8bc77c45304e9b93c419575289ce6ca6e6546fcf3c.js"></script> <link rel="stylesheet" media="all" href="/assets/application-f63ce230d08aabf1cd6b5cd15188632b709b2d4b73f53db2e4a838820a9b8bd2.css" /> <meta name="csrf-param" content="authenticity_token" /> <meta name="csrf-token" content="V7Z1cU4eZ/vjKRoB3RhMo0PG9Uy0Ol4wkz5igoEu6NNSV6t6hNSV0ESh5G8fFwMrPqMl9kcVpFH5anqwDAzWSA==" /> </head> <body class="stories show"> <div id="container"> <div id="cookie_consent" class="cookie-consent p-4 col-md-6 col-12"> <div class="close-consent" onclick="rejectCookies()"></div> <div class="cookie-message">We use cookies to give you the best experience on our website. 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background-size: cover"> </div> <div class="story--author"> <div class="user-badge"> <div class="badge-image"> <img class="img img-fluid" src="https://readupshot.s3.amazonaws.com/uploads/user/image/3044/83bed7b4-0415-4d68-bed1-30416daae660.jpeg" /> </div> <div class="badge-user-info"> <div class="badge-name">Lenora Payne</div> <div class="badge-title">CEO<br> at Technology Group Solutions</div> </div> <div class="clearfix"></div> </div> </div> </div> <div class='container story--content'> <div class="story--floating-share"> <a href="https://linkedin.com/shareArticle?url=https://upshotstories.com/stories/1128&mini=true&summary=Read+how+%40TGS_MTC+CEO+Lenora+Payne+grew+the+business+with+the+help+of+%40Cisco.+http%3A%2F%2Fupshotstories.com%2Fstories%2F1128%3Futm_source%3Dpost%26utm_medium%3Dpublic%26utm_campaign%3Dpost1128" target="_blank" class="social-item" id="linkedin-stat"> <div> <img src="/assets/icons/linkedin-5f9658df900cb5a5c3fb521d37945b5ba7b73e3f26be90946ce74113a79dd0be.png" /> </div> <span></span> </a> <a href='https://twitter.com/intent/tweet?text=Read+how+%40TGS_MTC+CEO+Lenora+Payne+grew+the+business+with+the+help+of+%40Cisco.+http%3A%2F%2Fupshotstories.com%2Fstories%2F1128%3Futm_source%3Dpost%26utm_medium%3Dpublic%26utm_campaign%3Dpost1128' target="_blank" class="social-item" id="twitter-stat"> <div> <img src="/assets/icons/twitter-7fe8fcc78cb0dd9c650b70248759190d4abfff2868a4f0a0c8759dd051edcd04.png" /> </div> <span> </span> </a> <a href='https://www.facebook.com/sharer.php?u=https://upshotstories.com/stories/1128' target="_blank" class="social-item" id="facebook-stat"> <div> <img src="/assets/icons/facebook-f3adcdf82d1dd298fe049091f8af4328d9145e38571e91eba394accb4e542883.png" /> </div> <span> </span> </a> <button class="social-item btn-copy" data-clipboard-text="https://upshotstories.com/stories/1128"> <span>link</span> </button> </div> <h1 class="story--title">The Art of the Follow Through: Growing a Business with Integrity </h1> <div class="story--title-spacer"></div> <h4 class='story--sponsor'>Cisco</h4> <div class="story--timestamp">March 15, 2022</div> <div class="story--body"> <p class="story--summary"> It was 2005, and I was close to retirement. My children had left the nest and started lives of their own. I鈥檇 built a house on a large piece of land, and was looking forward to taking a step back from my IT career. But things took a turn when a company here in Kansas City approached me with the opportunity to support a minority-owned business through a new diversity program. Together with two other entrepreneurs, I took the plunge and founded Technology Group Solutions (TGS). </p> <p><br /></p> <p><a href="https://www.tgs-mtc.com/" target="_blank"><ins>TGS</ins></a> is a full-service IT consulting firm with capabilities to manage all aspects of a client鈥檚 IT environment, including data centers, software, security platforms, and end-user devices. Since 2005, we have grown by an average of 20% every year, and we now have more than 80 employees across four national offices. </p> <p><br></p> <p>We are committed to a customer-centric, holistic approach. We provide clients with solutions that will accelerate their investments, and those solutions are backed by our on-demand, certified support staff. Our clients are from various industries, such as banking, construction, public utilities, telecommunications, and hospitals. One of the hospitals here in Kansas City has been with us since 2006, and we鈥檙e still their primary supplier.</p> <h2>Thriving in Business Means Learning to Lean on the Right People</h2> <p>I have an IT background, but I was new to entrepreneurship back in 2005. I knew that the bank account had to have money in it, but that was about the extent of my business knowledge. I had so much to learn, and a potential client pointed me to the Kansas City Council and the Kansas City <a href="https://kansascitywbc.com/" target="_blank"><ins>Women鈥檚 Business Center</ins></a>.</p> <p><br></p> <p>Kansas City is good to its entrepreneurs, especially in making resources available to women-owned and minority-owned businesses. I quickly realized I should lean on these people who had the knowledge I lacked. They walked me through the certification process as a minority-owned business and helped me get my ducks in a row before we began to grow TGS. </p> <div class="shareable-quote">When starting a business, you need to surround yourself with trusted professionals who can answer the questions you don鈥檛 know to ask. <div class="share-links"><a href="https://linkedin.com/shareArticle?url=http%3A%2F%2Fupshotstories.com%2Fstories%2F1128%3Futm_source%3Dpost%26utm_medium%3Dlinkedin1%26utm_campaign%3Dpost1128&mini=true&title=When%20starting%20a%20business%2C%20you%20need%20to%20surround%20yourself%20with%20trusted%20professionals%20who%20can%20answer%20the%20questions%20you%20don%E2%80%99t%20know%20to%20ask.%20 &summary=The Art of the Follow Through: Growing a Business with Integrity " style="margin-right:5px;" target="_blank" class="btn btn--small" target="_blank"><span class="share-links--icon share-links--linkedin-icon">聽</span>Share it</a><a href="https://twitter.com/intent/tweet?text=When%20starting%20a%20business%2C%20you%20need%20to%20surround%20yourself%20with%20trusted%20professionals%20who%20can%20answer%20the%20questions%20you%20don%E2%80%99t%20know%20to%20ask.%20%20http%3A%2F%2Fupshotstories.com%2Fstories%2F1128%3Futm_source%3Dpost%26utm_medium%3Dtweet1%26utm_campaign%3Dpost1128" target="_blank" class="btn btn--small"><span class="share-links--icon share-links--twitter-icon">聽</span>Tweet it</a></div></div> <p><br></p> <p>I tell local female entrepreneurs: If you鈥檙e starting a business, reach out to the Women鈥檚 Business Center. I didn鈥檛 know about P&Ls, operations agreements, or licensing, and they helped me find my feet. Were it not for Sherry Turner and her staff helping me all those years ago, I wouldn鈥檛 have realized as much success.</p> <p>I had to learn my business ABCs.</p> <ul> <li>A鈥攎ake sure you have a good <strong>attorney</strong>. Starting a business requires signing many agreements, and it鈥檚 much more than simple payment terms. You want someone to explain what these agreements mean and what they should include. </li> <li>B鈥攜ou need an excellent <strong>banker</strong>. You don鈥檛 have credit for your business when you start, and you don鈥檛 want to use personal credit. Establishing good lines of credit is critical if you need a loan. In my line of business, we provide installation and support services. We can bill for a project once it鈥檚 completed, but the product ships now, and the vendor wants their payment. A good banker will help you learn to negotiate appropriate payment terms and forecast your income versus expenses. We鈥檙e lucky that so many banks in Kansas City support small and minority-owned businesses.</li> <li>C鈥擡very business owner must have a top-quality <strong>CPA</strong>. There are so many potential tax advantages and disadvantages you wouldn鈥檛 know to consider when you first start your business. For example, I ship to 50 states, so I may need a license in all 50 states. With a good CPA by your side, you can make the right decisions the first time rather than fix mistakes later.</li> </ul> <p>As an entrepreneur, learning your business ABCs is critical. When starting a business, you need to surround yourself with trusted professionals who can answer the questions you don鈥檛 know to ask.</p> <p><br></p> <p>The first two years are challenging for any business. We had a little bit of success here and there, but nothing was guaranteed. When we first started, I thought I鈥檇 be happy with $5 million. These days, we see up to $142 million in revenue. Even though TGS is successful now, I still benefit from being a member of the Kansas City Chamber of Commerce. I recently got a tip from another member about a contract opportunity in Florida鈥攕omething I may have never uncovered on my own. </p> <h2>Communicate with Honesty and Build Mutual Respect</h2> <p>Just as I learned who I could rely on to help make business decisions, TGS has come to rely on our technology partners. We turn to <a href="https://www.cisco.com/" target="_blank"><ins>Cisco</ins></a> for their knowledge of networking, cloud, and cybersecurity solutions. Our clients are enterprise businesses, and we can鈥檛 fail them. Security is top of mind for everyone, and Cisco has the best security solutions out there. Without Cisco鈥檚 support, we couldn鈥檛 do our part to support our customers. </p> <p><br></p> <p>Our clients are big enough that they have their own IT departments. These teams try to stay abreast of the latest developments and threats, but the goal posts move so quickly that information can fall through the cracks. Our relationship with Cisco enables us to fill in those gaps.</p> <p><br></p> <p>Cisco keeps our professional and sales teams informed on the latest and greatest technology, along with providing product updates. Their team regularly visits our office for updates on product road maps. That鈥檚 really valuable to us. A successful long-term business partnership is just like a successful long-term marriage: You have to communicate and see each other. And Cisco does that. </p> <p><br></p> <p>Anybody can go to a convenience store and buy a candy bar. I want TGS to offer that special candy bar you can鈥檛 find just anywhere. But how do we create added value for our customers as we grow? Because Cisco keeps us in the loop, we can turn to a client and advise them if a favored solution is being discontinued within the year and steer them in a direction that gets them the most out of their investment. Sometimes, the client might not have staff certified in their chosen Cisco solution. Because the TGS team has Cisco certifications, we can also help them in that way.</p> <div class="shareable-quote">A successful long-term business partnership is like a marriage: You have to communicate and see each other. <div class="share-links"><a href="https://linkedin.com/shareArticle?url=http%3A%2F%2Fupshotstories.com%2Fstories%2F1128%3Futm_source%3Dpost%26utm_medium%3Dlinkedin2%26utm_campaign%3Dpost1128&mini=true&title=A%20successful%20long-term%20business%20partnership%20is%20like%20a%20marriage%3A%20You%20have%20to%20communicate%20and%20see%20each%20other.%20 &summary=The Art of the Follow Through: Growing a Business with Integrity " style="margin-right:5px;" target="_blank" class="btn btn--small" target="_blank"><span class="share-links--icon share-links--linkedin-icon">聽</span>Share it</a><a href="https://twitter.com/intent/tweet?text=A%20successful%20long-term%20business%20partnership%20is%20like%20a%20marriage%3A%20You%20have%20to%20communicate%20and%20see%20each%20other.%20%20http%3A%2F%2Fupshotstories.com%2Fstories%2F1128%3Futm_source%3Dpost%26utm_medium%3Dtweet2%26utm_campaign%3Dpost1128" target="_blank" class="btn btn--small"><span class="share-links--icon share-links--twitter-icon">聽</span>Tweet it</a></div></div> <p><br></p> <p>Kansas City is a small community, so failing to follow through on a commitment to a client could have a devastating impact on TGS鈥檚 reputation and prospects. Thankfully, our local Cisco team is excellent around product availability and support. And when we do hit a snag, we have a reputation for being honest with our clients. That鈥檚 one of our strengths, and people respect us for that. It鈥檚 why our clients keep coming back. They know that in working with TGS, we will follow through. </p> <h2>Expanding Opportunities for Others</h2> <p>Over the years, I鈥檝e often been the only woman鈥攁nd sometimes the only minority鈥攊n the room. It鈥檚 disappointing that there are so few of us, but seeing others in space taking the plunge is inspiring. I鈥檓 proud that TGS is part of the <a href="https://www.cisco.com/c/en/us/about/social-justice.html" target="_blank"><ins>African American Cisco Partner Community</ins></a>, part of a program where Cisco has set aside $50 million to help grow minority-owned companies in the United States.</p> <p><br></p> <p>TGS has started a project for inner-city high school students in Kansas and Missouri who want to work in IT. We hope to illuminate the IT industry as a possible career path for the youth in our community, and encourage these students through internships and mentorship. </p> <p><br></p> <p>There is so much local support in Kansas City, and I want to give back to the community and do my part to expand opportunities for others. I promote women鈥檚 groups more than anything because I don鈥檛 want women to be scared of asking questions. That would be my biggest piece of advice: Don鈥檛 be afraid to ask for help.</p> <h2>We Win As a Team</h2> <p>I鈥檝e received many awards and recognitions, including Ingram鈥檚 250 Most Influential Business Leaders for 2020 and Enterprising Woman of the Year 2018. It鈥檚 nice to see my name out there鈥攁nd it鈥檚 good for business鈥攂ut I prefer that TGS receives recognition, such as being in the top 50 Fastest-Growing Women-Owned Companies worldwide. As an entrepreneur, you need other people to help you, and all of our TGS team members contribute to our success. I may have the vision, but I can鈥檛 do it alone, and our employees support me every step of the way. </p> <p><br></p> <p>TGS has a lot of high-profile clients, including Mastercard and the Kansas City Chiefs, so our name is out there a lot. The stakes are high, but our employees keep me going. If someone needs help, someone else extends their hand. I could have retired years ago, but my employees keep inspiring me to continue pushing forward. We have a good group of people here, and it makes all the difference. </p> <h2>Leadership Is in my Blood</h2> <p>I never thought I鈥檇 be a tech CEO. Then I looked back on what my mother achieved. My mother had only an eighth grade education. She used to clean houses and she would outfit me in expensive, brand-name, hand-me-down clothes. One day she got the idea to resell these items and opened her own store. That business became her primary source of income. Eventually, we moved to a new house, and she kept the previous property for rental income. She had an entrepreneurial spirit, and I must have gotten some, too.</p> <p> </p> <p>Growing TGS has been an incredible journey. Even if it hasn鈥檛 always been easy, I鈥檝e had a lot of support, and I鈥檓 grateful to Cisco for its commitment over the next five years to help grow other minority-owned businesses. That commitment makes a difference, and I will continue extending a hand to others so we can all move forward.</p> <p><br></p> <p><ins><em><strong>For more information:</strong></em></ins></p> <p><a href="https://www.cisco.com/c/en/us/partners/become-a-partner.html" target="_blank"><em>Become a Cisco partner</em></a></p> <p><em>Email the AACPC team at aacpc_partner@cisco.com</em></p> <p><br></p> </div> <br /> <div class="story--tags-list"> <ul class="story-tags"> </ul> </div> </div> <div class="story--footer"> <div class="story--cta"> <div class="container"> <a href="https://www.cisco.com/c/en/us/about/social-justice.html" class="story-cta-link" target="_blank"> <img class="img img-fluid" src="https://readupshot.s3.amazonaws.com/uploads/story/action_image/1128/640e3496-98ba-4a8f-9e2a-f963dc150765.png" /> </a> </div> </div> <div class="story--author-bio"> <div class="container"> <div class="user-badge"> <div class="row"> <div class="col col-md-4"> <div class="badge-image"> <img class="img img-fluid" src="https://readupshot.s3.amazonaws.com/uploads/user/image/3044/83bed7b4-0415-4d68-bed1-30416daae660.jpeg" /> <br /> <div class="social-links"> <a class="linkedin" target="_blank" href="https://www.linkedin.com/in/lenorapayne/"></a> </div> </div> </div> <div class="col-md-8"> <div class="badge-user-info"> <div class="badge-name">Lenora Payne</div> <div class="badge-title">CEO at Technology Group Solutions</div> <p class="user-info-text">Lenora Payne was named one of the 250 Most Powerful Business Leaders in the Greater Kansas City area. Under Payne鈥檚 leadership, TGS has been recognized and has received many consecutive awards, including Top Women Owned Business, 50 Fastest-Growing Women-Owned/Led Companies World-Wide, Top Area Minority-Owned Business, Fastest-Growing Area Business, Top Small Business, Entrepreneur of the Year (2013 Central Midwest Finalist), Women Executives鈥擪ansas City, Diverse Small Business of the Year, Supplier of Year, MBE Supplier of the Year, Kansas Woman-Owned Business, 25 Under 25, and others.</p> </div> </div> </div> </div> </div> </div> <div class="story--more-stories"> <div class='container mt-5'> <h2 class='title'>More Stories from Cisco Americas</h2> <a href="/companies/cisco-americas">see all</a> <div class="row mt-5"> <div class="col-lg-4 col-md-12 col-xs-12 story-card d-flex align-items-stretch"> <div class="card"> <a href="/stories/saugus-union-school-district-turns-to-cisco-meraki-to-power-digital-transformation-mobility-and-security"> <div class="card-content"> <img class="card-img-top img-fluid banner" src="https://readupshot.s3.amazonaws.com/uploads/story/image/1247/2e3d1ebc-46ea-4d1c-82aa-00d335bf5a94.jpeg" alt="Saugus Union School District Turns to Cisco Meraki to Power Digital Transformation, Mobility, and Security " /> <div class="card-body"> <div class="sponsor">Cisco</div> <div class="title">Saugus Union School District Turns to Cisco Meraki to Power Digital Transformation, Mobility, and Security </div> </div> </div> </a> <div class="card-custom-footer"> <div class="divider"></div> <div class="user-badge"> <div class="badge-image"> <img class="img img-fluid" src="https://readupshot.s3.amazonaws.com/uploads/user/image/3210/30ea136f-c11c-4571-b2fb-a82761ae42a6.jpeg" /> </div> <div class="badge-user-info"> <div class="badge-name">Michael Leathers</div> <div class="badge-title">Director of Information Services<br> at Saugus Union School District</div> </div> <div class="clearfix"></div> </div> </div> </div> </div> <div class="col-lg-4 col-md-12 col-xs-12 story-card d-flex align-items-stretch"> <div class="card"> <a href="/stories/you-can-do-it-too-reduce-the-risk-of-cyberattacks-with-a-zero-trust-architecture"> <div class="card-content"> <img class="card-img-top img-fluid banner" src="https://readupshot.s3.amazonaws.com/uploads/story/image/1153/2d885666-4641-4179-a8fd-a1a5930ac8ce.jpeg" alt="You Can Do It Too: Reduce the Risk of Cyberattacks with a Zero Trust Architecture" /> <div class="card-body"> <div class="sponsor">Cisco</div> <div class="title">You Can Do It Too: Reduce the Risk of Cyberattacks with a Zero Trust Architecture</div> </div> </div> </a> <div class="card-custom-footer"> <div class="divider"></div> <div class="user-badge"> <div class="badge-image"> <img class="img img-fluid" src="https://readupshot.s3.amazonaws.com/uploads/user/image/3033/6fd2cd15-8b61-4f99-86f3-edb889a32359.png" /> </div> <div class="badge-user-info"> <div class="badge-name">Chris Kuhl</div> <div class="badge-title">CISO/CTO<br> at Dayton Children's Hospital</div> </div> <div class="clearfix"></div> </div> </div> </div> </div> <div class="col-lg-4 col-md-12 col-xs-12 story-card d-flex align-items-stretch"> <div class="card"> <a href="/stories/the-quest-to-make-healthcare-easier-higher-quality-and-more-accessible"> <div class="card-content"> <img class="card-img-top img-fluid banner" src="https://readupshot.s3.amazonaws.com/uploads/story/image/1139/b4a0ca29-430b-46b1-ac92-6c6474bfc10a.jpeg" alt="The Quest to Make Healthcare Easier, Higher Quality, and More Accessible" /> <div class="card-body"> <div class="sponsor">Cisco</div> <div class="title">The Quest to Make Healthcare Easier, Higher Quality, and More Accessible</div> </div> </div> </a> <div class="card-custom-footer"> <div class="divider"></div> <div class="user-badge"> <div class="badge-image"> <img class="img img-fluid" src="https://readupshot.s3.amazonaws.com/uploads/user/image/3066/ec32427c-a789-4926-98cf-6dd8ee1378c6.jpeg" /> </div> <div class="badge-user-info"> <div class="badge-name">Jeffrey Sturman</div> <div class="badge-title">Senior Vice President and Chief Digital Officer<br> at Memorial Healthcare System</div> </div> <div class="clearfix"></div> </div> </div> </div> </div> </div> </div> </div> </div> </div> <script src="https://cdnjs.cloudflare.com/ajax/libs/clipboard.js/1.7.1/clipboard.min.js"></script> <script> $(function() { var id = $('.story').data('story-id'); var clipboard = new Clipboard('.btn-copy'); clipboard.on('success', function(e) { alert('Copied a link to your clipboard for you to share.'); e.clearSelection(); }); $('a').click(function(event) { var referer = document.referer; var href = event.target.tagName == 'A' ? 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