James McHugh
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Appearances Over Time
Podcast Appearances
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?
Expertise and quality.
So expertise was are they in that number five?
Are they one of those two or three guys?
And then quality was that sort of X factor.
Do they like working with us and do we have a great relationship with them?
I sold that to private equity in 2017.
Right.
It was about 200 million revenue.
When we sold it, we were operating in 12 countries.