Really good question. Honestly, it was word of mouth and referrals. I had a successful career as a software developer and product manager for various startups and large companies in the Austin area. Eventually I had colleagues that went off to leadership positions at other companies. Jacqueline was similar but on the sales side.

The biggest advantage we had in getting started was trust. Also in the beginning, we didn't quite start out with our grand vision. We picked up PM work and projects and miscellaneous things here and there, but slowly that expanded our network of people who previously worked with us. We asked all these early customers for introductions to other teams. Overall it took us 3 years.

Is there something you could do to generate a working relationship with your prospects that leads to trust?