Ewan MacLeod, CEO of datacentre services provider DCMI, says his best business decision was to target the biggest clients first.

Ewan MacLeod, CEO of datacentre services provider DCMI, says his best business decision was to target the biggest clients first.

Trying to sell to the FTSE 100 is often deemed a risk to growing companies, but taking this approach was my best business decision.

In December 2006, my partners and I launched DCMI. Instead of opting to target what we offered to smaller businesses and testing the water, we opted for the FTSE 100.

Our first client was BT, and the deal was worth in excess of £10 million.

This strategy would not work for everyone, but if you have the right ammunition, with an experienced team, a great product and, above all, conviction, then why not aim high?