Handel IT makes its mark in social services field

LARAMIE - "Handel" means business in Norwegian, and Norwegian-born entrepreneur Even Brande and his team at Handel Information Technologies Inc. in Laramie mean business as they carve out a niche in the social services field.

From a one-person startup business in 1997, Brande now has 20 employees providing software and training for social services agencies around the nation. And they are having a blast, according to Brande.

"We're becoming a recognized force in the field of social service, with an emphasis on youth and child welfare," he said. "Our tagline is that we're the solution for child, family and American Indian social services.

"People are starting to notice us," he added. "More and more, people are coming to our Web site to look for information, whereas five years ago 80 percent of our business came from referrals from existing customers."

Handel's success is based on its RiteTrack software program - and outstanding, continuing customer service.

"We've developed a technology platform in RiteTrack that we believe is significantly ahead of most of our competitors," Brande said. "Most of our competitors try to build out of the box and that is what you get. RiteTrack is more like clay - you can build it into anything you want. It's kind of like Legos."

The RiteTrack program can be customized to each client's needs, and that's where customer service comes in.

Customer service is key

"When we work with a customer, it's an ongoing relationship," Brande said. "We rely on our customers to say how they want it to work."

Handel has several mottos that reflect that commitment: "RiteTrack works the way you do, not the other way around" and "Our team makes the difference; great technology alone is not enough."

Handel frequently sponsors Webinars, it holds an annual conference for clients (the sixth last year was in Laramie; this year the "Lucky 7" conference will be in Las Vegas), and it even hosts its service for clients.

"We are moving from a traditional model where the customer hosts their own system to where we host it for them, and that's been a win-win in every way," Brande said.

Another key is the passion Handel's employees have for their jobs. Like many software "techies," they work in a laid-back environment where there are regular company breakfasts and picnics - and 3 a.m. brainstorming sessions fueled by four pots of coffee. Pride in their programming is high, and turnover is low.

Being based in Wyoming is an advantage, Brande said. Costs are lower, lifestyles are better and support for businesses is high. "People are intrigued by the fact that we're in Wyoming," he said.



Steady growth over years

The privately held company, owned by Brande and his wife Anne and an angel investor or two - is profitable and growing, he said.

"Overall, I think we've been very successful. Not compared to the Googles of the world, but to me that's kind of like winning the lottery. For all the Googles, there were a thousand other startups that failed," he said.

Brande, who has business and MBA degrees from the University of Wyoming, got his start working for UW professor Brooks Mitchell at Aspen Tree Software in Laramie.

"What I learned working for him was that Wyoming is a wonderful place to run a software company. And the second thing I learned was that I could sell," he said. "I already knew I was a techie, I could program, so I thought it was time to start my own business."

Brande started developing software for vehicle registration and property assessments in Albany County, then caught the attention of Jefferson County, Colo., and got his big break when Miami-Dade County, Fla., bought Handel's software to manage its juvenile programs.

"When we got that call from Miami-Dade, I said, 'You know what? I think we have a market here,'" Brande said. "We dropped everything else and said, 'Let's focus on this one thing, RiteTrack.'"



'Wheels start rolling'

Handel attracted attention from venture capitalists in 2001, and in 2003, the company landed a contract with the state of Arkansas, "and that's when the wheels really started rolling. Today we have clients in 15 to 20 states," Brande said.

"Our customers are still our best source for new customers," he said, explaining that unlike the corporate world, government agencies have little to gain by keeping their software programs hidden from each other. "Counties like to share," he said.

While many businesses are hunkering down to weather the national recession, Brande expects to add clients as the federal government increases spending on social services.

"We think we're pretty well positioned to not only weather this storm but maybe even do better," Brande said. "We think we have a fairly recession-proof model."

Ironically, Cathedral Home in Laramie is Handel's only in-state client. That disappoints Brande, but he rationalizes that bringing in revenue from outside Wyoming is a plus.

"If we get a half million dollar contract from the state of Ohio, that money all comes to Laramie, Wyoming," he said.



Future looks bright

Looking ahead, Brande sees Handel continuing to grow in Laramie, and he continues to champion the state's business climate.

"I can't say enough great things about doing business in Wyoming," he said. "Handel probably isn't ever going to be a 300 million dollar company, but we are one that isn't going to go out of business tomorrow. We've had steady growth, we have recurring revenues that come in every month. Some years we grow 30 percent, some years 50 percent; last year we were flat, and so far this year, we're up."

If he has any regrets, it is that he spends his time these days on long-term strategic planning and misses the instant gratification of programming. There might even come the day when he turns his "handel" over to somebody else.

"I truly believe there is a very big difference between starting something and running something when it's much bigger," he acknowledged. "I'm a great starter ... I am not a good finisher. I think that's a very common entrepreneurial trait."



Wyoming Business Report Editor and Publisher Dennis E. Curran can be reached at dcurran@wyoming.com or the Cheyenne office, 307 638-3200.