I think we need to talk.

Honestly, that's one of my favorite questions is like, I feel like the most common misconception about readiness is people think it's about technology.

So, you know, when a firm comes to us and kind of like you just said, Nick, they've basically selected a platform.

They've already signed a contract and they frame it as we're ready to implement technology.

And we need help implementing.

But like when I come in and I talk to them, I'm like, I'm like, what you really mean is you made a purchasing decision.

You didn't really like think about all the other things around it.

What are the most common root causes you find when you dig into it? And then what are you typically addressing first with that client?