IN this week's SME Focus, an entrepreneur explains why he turned his back on a potential career at sea to follow a course that took him into the IT business.

Name: Andrew Muir.

Age: 50.

What is your business called?

FarrPoint Ltd.

Where is it based?

Edinburgh.

What services does it offer?

We are a consultancy that advises organisations on the use of technology. We cover all aspects of IT and networking technology and provide independent advice covering strategies, procurements, project management and technical optimisation of existing technology. Most recent examples of our work are the strategy and design for a new communications network for Clarks shoes; advising the Scottish government on broadband projects; work in the oil and gas sector to help optimise offshore networks; advising local councils on voice and data network strategy; design and procurements; and security of communication networks across the private and public sector.

We are also just kicking-off a two-year research programme, which we are really excited about, with Napier University to investigate new ways of identifying and managing security threats.

Who does it sell to?

We work with the private and public sectors from central and local government to large retail organisations, oil and gas companies, universities and the finance sector, all the way through to communities looking to solve their local broadband problems. That is what makes it so interesting.

What is its turnover?

Just over £1 million last year.

How many employees?

Currently we have 12 employees, and this will grow this year.

When was it formed?

Early 2008.

Why did you take the plunge?

It was probably a long time coming and was one of those things I always thought I would regret if I did not at least try. I had ideas about what I wanted an excellent advisory firm to look like, and felt we really had to create our own to achieve that vision. I wanted to prove that I could do it alongside the other two founding directors. I am generally not good with authority anyway.

Consultancy can be really interesting as you get to work with a wide range of organisations and people, and learn how they work and what their challenges are. It is always changing, which keeps you on your toes.

What were you doing before you took the plunge?

I started off with a research background, firstly with BT Research Laboratories and then in academia when I lectured and completed my PhD. I then ended up as the associate director with a large international consultancy company and ran their Scottish office. It was great but was getting a bit big, which I do not think is always a good thing. Fortunately, consultancy is a low-overhead business and so the risk of setting out on our own was not that great, and we had great contacts in the industry and a good reputation. But we still had to win business and to keep winning business to pay the mortgage. It can be pretty relentless and is not for everyone. But if you have the belief in your capabilities and concentrate on delivering quality results, that is a good foundation.

How did you raise the start-up funding?

Did not need anything. This kind of business has low overheads and we have been debt-free and profitable from day one.

What was your biggest break?

I am from Achiltibuie in the northeast Highlands and in my teenage years my plan was to get my own boat and go prawn creel fishing, like my father had done. The nearest secondary school was 80 miles away to the east - so from the age of 11, I spent Sunday to Friday in a school hostel with 80 other teenagers. That taught me a lot. Education was the thing that changed my plans, though. And although I sometimes daydream that I am steering my boat instead of a desk, it is definitely the road to wider opportunities. It took me some time to recognise that work could be mental as well as physical although I do still struggle with that at times.

What was your worst moment?

I try not to reflect on disappointments. They are just part of life and I like to move on as soon as I have processed them and learned from them.

What do you most enjoy about running the business?

Meeting new clients and understanding what they do and how they do it. Then listening to what they need and working out how we can help. Winning work is always a blast!

What do you least enjoy?

Losing to a competitor. It hurts - personally.

What is your biggest bugbear?

Unproductive meetings. Blinkered thinking. Condescending remarks about IT and geekiness - what other fundamentally-important profession gets that? Also, the Scottish weather is getting increasingly tiresome with age.

What are your ambitions for the firm?

To grow to around 25 to 30 staff, be recognised as the top advisory company in our market and increase our geographies with more international work.

What are your top priorities?

Work wise: to continue to meet our financial targets, recruit more excellent staff, expand our security practice to meet the growing demand, launch and deliver our Knowledge Transfer Programme research project with Napier University, play our part in the wider community through education - and remember to balance all of that with some fun.

Personal wise: support my daughters through their teenage and university years, keep fit and healthy, go fishing more, invest in my own continuing education, and remember to work to live.

What could the Westminster and/or Scottish governments do that would help?

Invest in IT education, encourage schoolchildren to enter the profession. Oh, and hurry up and dual the A9 so I can get back to Achiltibuie easier and safer.

What was the most valuable lesson that you learned?

You can work hard with your brain - you do not have to be a prawn fisherman.

How do you relax?

I have had motorbikes since I was around 14 and recently bought a BMW, which I use to get into the countryside most days and at weekends - when the weather allows. Fishing on a river is very relaxing even if I just stand there for hours with nothing to show for it. Also, going for a beer with friends and colleagues, walking the dog, cooking and keeping up with the latest music scene courtesy of my daughters. Oh, and spending quality time with my wife and visiting her family in Canada (she might be reading this).