[aetherspawn]

As the owner of a control software company, your explanation about big companies bringing things in-house matches our experiences perfectly, and instead of assuming that they will never be able to bring things in-house due to the niche and a lack of experience, it has inspired me to put some more thought into how to solve this problem as we grow by focusing on having teams dedicated to dealing with and keeping our smaller recurring clients (i.e. have A and B teams as suggested).