The guy who founded the company, and with whom I've been working closely for over 5 years, is technical with a design background, but also happens to be a bizdev god. He's in SV (I'm in Portland, along with several of our other employees), and knows a lot of the right people. We do some startup builds, but also a lot of projects that add directly to people's bottom lines - for example, an admissions and course management system for a university, which will contribute directly to them being able to get an accreditation rating they're seeking, and which will return the cost of the work to them (conservatively) at a 10x multiple.

Of course, these aren't lump sum, flat bid projects - they're paying for an agile team over the course of a year or so.