Well, at different moments, people choose us for different reasons. So, in the early days of me going to the UK and working with our customers, obviously, there was a lot of uncertainty. People are quite suspicious if it is going to work or not. So it’s the responsibility of Aspire to ensure comfort and confidence. So, we try to enable that by saying, “Let’s try to invest in the proof of concept”.
So, we’ve frequently worked on a PoC to convince a new client of our capabilities, although the PoC doesn’t necessarily mean delivering a piece of working software. We offer as well to aree about a 12-month contract of which let’s say the first 3 months is a trial period. If this goes well for you, we’ve worked together.
And that is the case with my customer at Helsinki, whom we got in 2009. We started with a 3-people team. We invested 50% of the first 3 months. Today, we have 36 people continually running for the last 9 years. It would have never happened if we did not gain the trust. Again, this is another thing I tell my customers, that it’s about building trust — mutual trust and that takes a little bit of time. And today, the models have changed. Today people choose us for completely different reasons because we have great references today.