Dmytro Ovcharenko

So after that, we realized that, oh my God, it works and we can really...

help US companies to navigate the brand new locations out there and jump, really jump from zero to 50 within just a very short period of time.

So after that, I realized that we are ready to scale.

So this is essentially two blocks.

So the first one is what we propose to a client.

It's essentially two services.

First of all, it's recruiting, right?

So first, you've got to find, identify those, let's say, top 10% in the market of the best talent possible.

Second service is EOR, meaning that we... So the client doesn't need to register their own legal entity and hire people themselves.

So we can do that for them in the first year.

So we can employ and handle all the operational stuff.

But other than that, this is just a value proposal to our client.

It was a challenge for me to really recruit the first team members to my company, right?

And honestly, I had a big ego at that time, if I can put it that way.

So I had the belief that I could hire literally anybody and train them to do what is expected.

And that's simple.

But in reality, over the years, I realized one thing, which is I developed a rule for myself.

So to make it real simple, so in every industry, in every company, in every department, there's always 20% of people over versus the remaining 80% who really deliver 80% of results.

And so this is my advice for earlier version of myself and for everybody else here listening to me.

You've got to put some effort into identifying those 20% and into attracting them to your company.