One of the hardest biases to overcome is that of being a one-person operation. I get it, the website is professionally done, I definitely use language to make EliteSec feel larger than it is, the company is ISO27001 certified and CREST accredited, but in the end it is one man doing all the work. Is that bad? For some people apparently it is.
I get it - I do a lot. But I also pace myself and try to only take one client at a time. I sometimes have overlaps, but those are controlled and limited to certain circumstances. I've turned people away because I simply can't guarantee the timing and quality I strive for.
My usual retort when people bring up concerns is that they get to speak to the person doing the testing, not a salesperson who doesn't understand the process or what they are looking for. In the end, chances are you only have one person doing all the testing anyways, so why not speak with them directly? This works most of the time, but there are times when a prospect will just make up their mind and be done with it. I've been doing this for 6.5 years, longer than most "fly-by-night" groups that charge a fraction of what I do, but have questionable quality.
I have a prospect I'm deciding to follow up with that seems to fit this pessimistic view and I haven't' yet decided if it's worth chasing them. All I need is a quick update on one part of their scope, but I suspect they'll never give that to me. I get it, larger feels better, but honestly I have enough history to prove that the risk with myself is low. Sad to believe that hiring 1 or 2 more folks would likely make this disappear, but I don't have enough volume of work to justify that right now.
Ah, the life of a #solopreneur...