What do you think actually creates trust? Is it familiarity, as Uma said, you know, meeting in person and, and building that relationship, or is it performance? So like, um, you know, if I've never met a client, but I've delivered flawlessly for them, let's say for five years, do I have less of a relationship and less trust versus somebody who's actually gone and sat in the office, had tea with them, had dinner with them, and whatever it is, right? Like, what do you think actually is the value of trust, and where does it come from?

Well, first of all, there is a historical relation between companies and companies, right? But before you start to, to, uh, to, to deliver or to perform, you need to have a relation.

You need to understand.

You need to know each other.

You need to know also what is behind the person you're speaking to and what is behind you, what you're selling to the person.

So there we build, you build up the relation, and you build up the trust.

Hence, you have to then start to produce and show them that what you have been talking about, you're going to be delivering.

What do you think about that?