What was the difference that made the difference in how you operated?

Getting people that don't think about talent, uh, all that often to really, really focus on it.

So if I pump truth serum into every founder I've ever spoken to, and they had to tell me the truth, the truth is that they spend very little of their time intentionally thinking about their talent strategy.

And I know that because I would typically ask the founders that we were gonna work with, I would ask them pretty basic, simple questions.

"What's your biggest expense?" Guess what the answer was 100% of the time? Labor.

So I'm like, "Okay, so we've established that labor, AKA people, is your biggest expense." Every company we ever worked with always wanted to get to a next level.

I would say gr- I understand you wanna get to a next level, and sometimes that's a milestone event.