[Our customers are] not just hiring a company that has five people; they're hiring a company that has 180 consultants that can be leveraged if they have a particular problem. |
It's like ER. We'll go out and help, and that's it. Some [customers] have been using us in that fashion for five years now. |
We have recognized that small businesses are people businesses. The types of people we have to have employed here have to want to be a trusted advisor. They have to have a strong value culture around doing the right thing. |
When they call they get a live answer, and more than likely that person knows who they are. That's soothing for small businesses. |
With each client, we work with what their channel has been, and if they don't have a channel, we will supply that with one of our own providers. |