James McHugh

So one of the things we did very well early on was we built a methodology.

So when I worked on a development floor, 100 people, two or three people will hold that project together.

They're your go-to, understand what's happening technically, can answer the questions.

You've got then 70, 80% of the people are just good folk working hard.

And you've probably got 10, 15 guys that should be walked off site immediately.

That's the average balance of it.

So the methodology was identify those two or three.

If all we do as a recruitment company is we're able to tell our clients where those two or three guys are.

So when a project's going wrong, we can say, look, we know who can fix this.

Not sure we can get them out of where they are, but we know who those people are.

Then you're adding value.

Very well networked.

Well informed.

Firstly, we stayed in one vertical for the longest time.

One technology vertical.

What was that?

SAP.

And then we wanted each of our sales guys to have at least 50 great contacts.

So the R in the REQ methodology was relationship.

What's your relationship with the 50 best contractors in the market?