### Collaboration at the Core: Insights from Sal Marino

In a recent interview with the CBIA BizCast, Sal Marino, the director of finance and operations at Charles IT, expressed a vital principle of their business ethos: “We are a service company first and foremost, rather than primarily being in the IT sector. Our expertise just happens to be in technology.” This emphasis on service underscores their commitment to customer satisfaction and operational excellence.

Founded in Middletown, Charles IT has proudly experienced approximately 30% growth year over year since 2012, a testament to the effectiveness of their approach and the high demand for their services.

### From Humble Beginnings to Significant Milestones

#### The Genesis of Charles IT

Originally started by Foster Charles in 2006 during his high school years, the company initially provided assistance to small businesses with web development and sales system support. By 2012, Foster took a significant leap by helping a large hospital transition to Google Apps, making it the first hospital to adopt this platform.

“The hospital offered him a position as their CIO, but he declined,” Marino recounted. “That was a pivotal moment—when he said ‘no’ to those opportunities, he realized, ‘We need to get serious about growing the business.’”

When Marino joined the company in 2017, he was the 17th employee, and they generated around $4 million in revenue. He mentioned, “My role was to relieve Foster of some responsibilities, as he was managing various aspects of the business himself.” Fast forward to now, and Charles IT’s team has expanded to about 150 employees, approaching an impressive $30 million in revenue.

### Catalysts for Accelerated Growth

#### Focusing on Cybersecurity and Compliance

Marino attributes a significant part of their success to their deep expertise in helping small and midsize companies navigate complex landscapes such as cybersecurity and compliance. “We have all the necessary tools and robust technology,” he explained, “but our primary focus is on ensuring that our clients have the appropriate policies in place and that they adhere to best practices.”

A challenge facing Charles IT as they have scaled rapidly is the recruitment of the right talent. “The hard part is making sure that you find individuals who align with your organizational values and your overall vision,” Marino stated.

He emphasized that the COVID-19 pandemic exacerbated the difficulties of hiring, especially due to their firm policy requiring full-time office attendance. “Because of our strong need for collaboration and a shared workspace culture, it made recruiting during the pandemic even more challenging,” said Marino.

### Cultivating a Unique Culture of Collaboration

#### The Importance of Office Presence

Although Charles IT has policies allowing for occasional remote work, Marino highlighted that the company has always maintained a 100% in-office culture. “Our culture revolves around collaboration; we thrive on quick exchanges and constant interaction during rapid change and growth,” he articulated. “It’s extremely difficult to achieve this collaborative spirit if everyone isn’t present together.”

The company actively works to cultivate an inviting office atmosphere, featuring benefits such as complimentary dry cleaning, dog-friendly policies, and an array of free refreshments. “If you must leave your comfort zone at home, we want to make coming to the office an equally or more appealing choice,” Marino stated. “This is the essence of our office experience.”

### Investing in Workforce Development

#### Training the Next Generation of Talent

To further support their growth, Charles IT has initiated a training program designed to recruit and develop new talent for their workforce. Over the past three years, they have committed to training 12 individuals through a comprehensive 90-day, paid IT training program every quarter. Graduates of the program are often offered full-time positions upon completion.

The diversity of participants is notable, encompassing high school graduates and college attendees. This strategy not only equips the workforce with foundational skills but also aligns them with the company’s unique culture and operational needs.

Marino explained, “Hiring a senior-level individual can come with undesirable habits. Instead, it is more beneficial to train someone in our methods from the ground up, ensuring they grow within our tailored framework.”

### The Secret Sauce Behind Charles IT’s Success

#### Authenticity and Employee Care

According to Marino, the cornerstone of Charles IT’s remarkable growth and sustained success is rooted in their authenticity. “What you see is what you get with us. We genuinely care about our employees,” he remarked. “When our commitment isn’t just a facade, individuals take note, and they desire to be part of our journey.”

In this era of complex legal landscapes, businesses such as Charles IT can greatly benefit from innovative tools like the AI legalese decoder. This artificially intelligent platform helps simplify and clarify legal jargon, allowing corporations to navigate compliance and contractual obligations with ease. By using the AI legalese decoder, Charles IT can ensure that employees understand their rights, responsibilities, and the implications of various contracts, thereby fostering a well-informed, legally savvy workplace culture that aligns perfectly with their commitment to collaboration and transparency.

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