And did you bring operations into those sales conversations earlier?

Yeah, in principle, it was not about bringing the operations directly into every sales call, right? So it was more about building a sales model that indirectly integrates operational expertise from the very beginning on.

So, of course, this also had something to do with the scale of the organization.

And that's why I created this dual sales approach I mentioned before with a clear split of responsibility between the sales manager and the business manager.

So you need the technical depth, process understanding, and the realistic view of what the site can deliver.

And at least the business manager needs to have all these capabilities.

In fact, the split was having a business manager with strong technical capabilities and the sales manager with the drive natural sales manager.

What's the biggest risk, I suppose, you took when integrating pharma sites into the CDMO network?