you know,

an incumbent or a better known, I won't throw out any names, but a better known consulting firm that no one ever gets fired for hiring, you really have to differentiate yourself, not just in your capabilities, but what makes you different than a partner at one of those firms.

So trust and credibility were super critical to our ability to continue to grow.

At the time, we were about a 20-year-old company, still growing double digits, but to maintain that kind of growth and win-away business, you know, from other legacy consulting firms was definitely an uphill battle.

And once we got in, people loved us and they wouldn't necessarily trade us.

And we weren't the cheapest.

We also weren't the most expensive.

But just while we're on, you know, you choosing to use Relate, do you remember the first time you actually got your results? Can you cast your mind back to actually when that happened and kind of how you reacted to that?