What sets you apart from others?
About nine or 10 years ago, we noticed the government was struggling with terms and conditions included in a deal. As a result, we crafted an approach where we were able to limit the number of objectionable terms and conditions, thus setting us apart from our competition. It provided an innovative, competitive advantage.
How were you able to do that?
Well, that’s our secret sauce. It’s the one thing we don’t discuss. We were able to develop protections that allowed us to take this approach. Once we really learned how to implement this approach successfully, our business began to soar.
How has Four grown since your start at the kitchen table?
We have done deals in virtually every civilian, DOD, and intelligence agency. We tend to do large, multiyear deals – it’s the nature of our business. Our deal sizes can be as high as $100 million, where Four Inc. sells software for three to five years at a time, all funded right upfront. In addition to financing, we are also getting involved in reselling IT software to multiple agencies.
Where it has gone has been beyond our wildest imaginings. If we’ve done one thing right, it’s who we’ve hired. As a prior high school baseball coach, a lot of my former players have come to work for Four Inc. It’s a lot like a family. My director of finance was my daughter’s maid of honor. Our people are the reason we’ve gone to the heights we’ve reached.