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my name is Dave Smith name of the company is Tex cape IT when you're starting a company you have to make certain decisions do I get VC capital do I get somebody you know an angel investor or do I bootstrap it and build it on my own I did it on my own because I had a technical expertise my mom's is a great lady but she would always tell me like make sure you can afford it make sure you can do this make sure you can do that so she was always very concerned about me she didn't realize until three and a half four years into the business that all right you're actually good she would send me oven mitts you know to make sure I had stuff for my apartment and so forth my business card said director of services I went to a customer and the customer said to me I want to talk to your manager I said tell me what your complaints are and I'll talk to the manager and i'll come back to he's like look the prices are too high and like all right what do you need to get the price at it's like I if I got it here I'd be happy so I said give me a couple days I'll talk to him I'll come back to your or I'll bring him in so I came back to him and I said look he said he'll do it he's like I'm so happy to talk to my your manager for me I had to present myself as not the CEO because I needed the ability to negotiate with people if I was the last stop it would have been a very difficult conversation but if I presented myself as somebody in the middle they were much more open that gave me with what I needed to know in order to close a deal I had two people that worked for me out of a studio apartment we did conference calls in our office and one of us would be in the closet the other one being a bathroom and we'd be pretending as if we were in different locations in the United States how's boston today Paul I paid two thousand dollars a month and rent and sold 1.3 million dollars in revenue I knew we were going to deliver what we were gonna deliver but if they knew how big I was sitting in a glass table with three of us around it we had folding chairs because I didn't want to buy the two hundred fifty dollar chairs I had a $75 target chair in my apartment I had one to his pad of the one that wasn't so whoever got there first got the padded one the other one got the other one my initial team were people that I could trust her that I worked with some previous engagements or people that I'd went to high school with or people that I was best friends with what I learned over the period of time is that there's a certain point when loyalty has to change to accountable and so that was a very huge shift in my business where I had to switch from this loyalty to accountability for the people that are friends of mine since I was 15 years old but I needed them to be accountable for the product that they were delivering and that shift was hard I'm harder on the people that I knew before the business then the people i hire after the business I'm because i have way higher expectations for these people that's the fight and the people that are here are successful because they fought through that