"It has to be impeccable ..."

It took nearly two years for Dimitri to find the materials and create a handful of exceptional pieces so he could open his showroom. According to his chief operating officer, Peggy Grosz, he is uncompromising, even fastidious, when it comes to quality-and that extends to materials and construction. He travels the world in search of the most perfect stones and has a short list of distinguished craftsman who have proved their skills to him and earned his trust. The prince relies on specialists to bring his designs to life and works with them to inspect the quality and preserve his vision and the organic nature of his materials.

In truth, his designs often push the boundaries of today's high-end jewelry production processes. He challenges tradespeople to develop new methods rather than rely on traditional practices, particularly if he believes it is essential to the integrity of a piece. One professional designed a delicate screw to link the stones in a bib-style necklace, creating a chain-link effect that enhanced Dimitri's design and ultimately became an intrinsic part of it.

In raising the bar, Dimitri has forced his craftsmen to revisit a level of quality and personalization many of them had forgotten while seeking shorter turnarounds and faster deliveries. Both Dimitri and Peggy recall times they've asked craftsmen to dismantle their work and begin again. But at the same time, he is a more patient partner than the larger companies that sell to the mass market and more willing to engage in the give and take needed to ensure his total satisfaction with the final product. In doing so, he has carved a niche for himself and his truly unique creations in a field known for its niches.

"For those who can listen, even the stones speak ..."

Dimitri's clientele breathe the rarefied air of the elite. Most already have vaults of valuable jewels. Many are bored by the glittering baubles from even the most highly regarded jewelers, especially if those items are broadly available. If I had to generalize, Dimitri's patrons want the experiences of finding, owning and wearing new jewelry to be ultra-exclusive, out of reach to the average consumer. Sure, they're looking for something capable of rounding out a museum-quality collection. It's Dimitri, after all, they turn to for a departure from the norm and his wholly original designs, cuts and merging of materials like petrified wood and diamonds or leather and ebony. But this discerning point of view extends well beyond the jewels themselves-I believe it's the virtually untouchable quality of the Prince Dimitri brand and his referrals-only approach to new clients that are equally appealing to a certain type of high-net-worth buyer. In fact, mainstreaming his brand is the very kind of thing that could alienate his core consumer.

The prince works one-on-one with his private and demanding clients, an effort that is aided considerably by his precision and highly meticulous nature. This hands-on approach gives a very personal foundation to every interaction and, in turn, every design. His services range from creating bespoke pieces for special occasions to modernizing estate jewelry from previous generations. While most of his jewelry comes with a sizable (read, five- to seven-figures) price tag, he happily takes on smaller projects for close clients and their friends when it allows him to leverage his finely honed aesthetics while also helping them build their personal legacies.

His business has grown almost exclusively by referral. Satisfied and happy customers always come back for more, and their excitement and pride of ownership fuels the interest of family and friends. It's a virtuous cycle, the envy of even the most successful businesses.

"From polite to yummy and fabulous ... "

For a sophisticated gentleman with a sophisticated clientele, the prince demonstrates of-the-minute sensibilities and a keen sense of popular culture ... and the contradictions continue. His business has flourished in one of the worst economic climates in U.S. history. He has cultivated a desirable and loyal client base by eschewing accepted practices in brand management, and his commitment to a lengthy and expensive production process has consistently yielded exquisite and coveted masterpieces.