How are you feeling, and what's your strategy going forward here? Just letting them rest, or are you going to try to hit another show before the finals?

uh no yeah normally we would go to new york uh but we kind of showed we don't usually show in the winter time so we were kind of june was busy kind of had uh maybe one one show was beginning of or i guess we had uh batavia in july and august was pretty busy so we decided uh we just skipped new york state fair this year uh heard there wasn't you know the judge wasn't very good but uh No, it's been a good year.

No, it's been a good year.

We've kind of been on and off.

But, yeah, they'll be home until finals.

A couple of the younger horses need some rest, and a couple of the older ones need some rest and go hard at it, training hard.

they were getting a little lackadaisical in the show mode, but, uh, they need a little home time and go back to bootcamp a little bit.

Go ahead, Scott.

But also, how do you make a lateral hire successful in your experience?

So the two things I'll talk about now, why do we look at it as a BD strategy, then how do we make them successful? In the first one, I gave a presentation with Deborah Ferron at the Northeast Chapter meeting at the Legal Marketing Association last fall in New York City.

And we co-presented because law firms, if you think of the firm, you've got two silos.

You've got the marketing department and you've got the recruiting department.

And they don't talk to each other.

And the premise of our conversation is that there are piles of $100 bills behind the sofa in your own firm if they just talk to each other.

And many firms, they've started doing that.

How do you think that's going to impact?

Hmm.

And I say that because the only way I got that was by interviewing over 300 people for the Rainmaking podcast.

I started that in 2020.

It's COVID.

Let me put on a show.

What am I gonna do? And I thought, "Well, what does every law firm partner care about?" Well, they don't care about talking to headhunters till they wanna move.

So I wanted to create this shiny lure of content that draws them to me.

How should we think about business development within game theory?