Risky Business

Hanging in there--with each other and with the company--has become its own reward for the two who dared to go it alone. As Fulcrum's momentum continues to build, satisfied clients often return to the company for follow-up and maintenance. "We see between 85 and 90 percent of the organizations we work with more than once," says Paul. "They come to us for the adventure learning, and then they find out [we also offer] interactive indoor workshops and corporate conferences."

With their insurance woes behind them--and having provided services to some 80,000 clients--the partners are forecasting close to $600,000 in sales this year. With a premiere insurance carrier finally on their side, Paul says, "Now the ball is rolling."

As Paul reflects on his and Bourne's leap of faith, he characterizes his industry as a stark metaphor for the wider, unpredictable world of business. "Let no one who works in this business think they have it all under control," says Paul. "Or else adventure shouldn't be part of the name for what they do. Adventure will kick your ass and mine."

Contact Source

Fulcrum Learning Systems Inc., (310) 452-7992, www.fulcrumls.com

This article was originally published in the May 1999 print edition of Entrepreneur with the headline: Risky Business.