But what does it really do for the team? How does it make it more productive or how does it become more clear? What is it that it really does?

Yes, that's a good question.

So what Cold Warm Hot really do in this business, say if I talk about an estimating and business development, any relationship or any customer you meet, obviously you will going to start your eyes breaking.

And at that level, you are at a very cold stage.

Now, as a good estimator and as a good business person and business development person, you are responsible to create a non-transactional relationship.

So I'm a true believer of network is your net worth, right? The more relationship you will going to have non-transactional, I wanted to emphasize on that.

The more relationship we have, it can create more opportunities.

for you to be able to walk away from a relationship and say, I'm done?