You want to come in when the business has passed those kind of more precarious stages in their journey.

I think so.

It's funny because the way, and maybe I miss the worst years of a business, but I actually view the stage when we come in as still being quite risky and hard and you've got to get your hands dirty versus coming in much, much later when you've got this corporate C-suite team and you've got different challenges at that point.

So I still view it as a tough time, even at that, if you've already hit the $10 million of revenue point.

But yeah, I would say the risk profile is just different.

When you're that small, you've probably got big customer concentration.

So you really don't have room to move with your customers.

What else do you think they should do apart from getting references?