You can see it in his solution which is to acquire more and more clients. Big firms don't sell like a SaaS. It's high-touch, long cycles, highly competitive and

You can see it in his solution which is to acquire more and more clients. Big firms don't sell like a SaaS. It's high-touch, long cycles, highly competitive and pricing is almost always negotiated based on scope. We'd spend weeks doing competitive analysis, writing pitch decks and case studies, spend thousands on travel to do an in-person pitch with a squad of slick experts wherever their office was. It's a tough game and not one that's easy to break into if you don't have the right frame of mind.