Rob Riggs

Uh,

We're looking to increase 15 to 20% each year.

Uh, so it's, uh, it comes down to, um, uh, small business is still my passion.

Uh, and everything we do, even for the larger clients, uh, helps us put together packages that we can serve down market to the small mom and pops or the people with five, 10 employees.

Uh, so that's still my target, but, um,

I look to grow through relationships.

90% of our work is referral-based, so we do a good job.

Somebody recommends that I had a meeting yesterday with somebody that was a referral from an engineering firm that came as a referral from another engineering firm.

That's what makes this happen, I think, is doing good service that gets your name out there in a positive light.

But then just going out there and meeting folks, there's some level of strategy in who you're meeting, the types of associations you're attending.

But I really focus on meeting people that are marketing.

Marketing agencies specifically have a lot of talent in-house with strategy and design, but a lot of times they don't have the technical resource in-house to help take those concepts and put them online.

I believe in growing to support.

And certainly there have been people that we can no longer support well that are that lower budget.

But my strategy is hiring in a lot of times we can have

a system in place that will allow even some of our low level team members to support those quick turn websites that don't have a lot of that backend requirement.

So we were able to keep probably close to 30% on that.

Is that right?

Uh, that is, uh, that is after paying myself now.

Um, and I'll say that, um, I do take a very small salary, uh, just to keep the bills paid.