(FORTUNE Small Business) – Furniture manufacturers traditionally market their wares to designers and architects. But after Troscan Design discovered it could generate more cash--and cachet--by selling its customized furnishings directly to other businesses, the firm saw 56% growth in revenues in 2004 to $2.5 million.

GETTING INTIMATE: Troscan was launched in 1999 in a small factory on Chicago's West Side. The goal was to blend Robinson's craftsmanship--honed by making classical and flamenco guitars--with the commercial sensibility Jordan had developed working for upscale furniture maker Holly Hunt Ltd. While high-end showrooms quickly took to the pair's upscale designs, the husband-and-wife team grew frustrated by the industry firewall that virtually eliminated interaction between manufacturer and user. "We never had access to the real client," says Deirdre, 43. "We wanted Troscan to stand out as a great company to work with from sales through delivery."

HOT SEAT: Their opportunity came in a chance meeting in 2002 with a Tiffany executive, who ordered a modernist stainless-steel and glass table for the luxury retailer's Manhattan flagship store. Troscan went a step further, customizing a variety of furnishings for Tiffany, and today outfits its stores and offices worldwide. The couple still sell to designers but now aggressively market their furniture and fixtures to luxury hotels, restaurants, and embassies. Troscan may craft exquisite chairs, but sitting still has never quite been its style. --RON STODGHILL