Why we only take on big clients

We have a very clear ICP for what we go after. We want obviously the big revenue, the constant business. We want the big fees. We want to pile 10 contractors into them. So we actually walk away from a lot of business and those companies are quite shocked when we turn around and say thank you, but no thank you. We want the really cool companies who are typically PE-backed. They've got a lot of money to spend. They're high growth. They're doing something really unique in the ecosystem. I'm calling my unbelievable architects with the same boring job that everybody else is calling them with, they won't take my call anymore. If I'm calling them with something on the bleeding edge and this incredible opportunity, and maybe equity's even involved, they're going to pick up Michael Green's call every single time.