Payroll, like most companies, is a huge chunk of our revenue. The thing with consulting that is different than product companies is that we are profitable from day one. But our long term profit potential is flat unless we raise our rates or pay people less. We need to pay well to retain talent as consulting companies are always ripe for poaching.

I've also made some dumb financial moves and we've had lulls in our pipeline. We think (hope) that we've corrected these. So we'll see how the next year pans out.