What do you mean by it? And why does being visible, memorable, and trusted so much more important than being known, liked, and trusted?

Absolutely.

You know, this is probably, I guess, a reveal of the new framework that we just created based on that.

We call it the Claim Your Remote framework.

And visible, memorable, and trusted are really the key ingredients.

Over and above any technical knowledge you have about the act and the art of government contracting, this is the part that gets overlooked by a lot of people or at least not held to the standard it should be held.

And so the way to kind of talk about it is I think most of us have experienced at one time or another somebody making the comment, it's all about who you know.

And we need to treat it as such so people are prepared.

How do you help them along that journey to success? What does that look like?

You know, I love that you use the word journey, Rod, because we literally just rebuilt all of our programming framework around the word journey.

And so we talk about everything being a journey and we have three primary ones.

But essentially, because there is no consistent starting point.

for the companies we work with.

I can just as easily go into a room with companies that have not yet started and they maybe have formed a company or they're about to.

They haven't gotten their cage code in UEI yet or they're about to.

What are some resources you found helpful that you think would benefit our the military founder?

Mm.

Um, you know, looking at, um, the way supply chain has changed, um, you know, the way the government buys.

I mean, there are, there are instruments that the government uses today, again, that didn't exist when I first came into federal contracting.

Um, and so right now I think we're in a, in a, in a world of change, um, sea change as our friends in the Navy talk about, um, because what's happening right now is, you know...

And as it happens with almost every change in leadership, you know, you'll start seeing the ebbs and flows of different approaches, different systems being put in place.

And so right now, what I wanna talk about is, you know, what's new is a lot of the language being used right now, but I want people to really hear, you know, what I'm gonna put out here.

Um, I think everybody that comes to federal contracting is worth it.

Yeah.