But tell me, why did you get into the work at Bloomerang?

Yeah, absolutely.

I think sometimes it seems like this very well thought out plan of how I've landed where I am today.

But, you know, when I was first started my career on Wall Street, I met my now wife and she was a major gift officer at Sloan Kettering Cancer Center.

And I asked her a bunch of stupid questions at the time.

I said, do you get a cut of how much you fundraise? You know what? Right.

What are you doing? And I think over time, I just continued to choose the next best option that I had.

And I wonder, as you have professionalized, I guess, using your term and improved efficiency and effectiveness and growth, are there lessons from your work that could apply to the nonprofit leaders that maybe are listening to us right now?

You're going around and helping to clear the path.

The number one thing, like one of my favorite pastimes, is killing projects.

Really? Say more.

I think that this is something that has happened over time as our business has grown.

When you're in a small business, call it sub hundred people, it's really easy to know everything that's going on, right? Like you got the small leadership team, the next level down, it's still relatively small.

If there's kind of like high value or high caloric work happening, You probably know that's going on.

And what I found is as the business, especially at Bloomerang, has grown, you know, there's just things happening several levels down in the business that you might not know.

I'm curious what you've told your team.

seriously,

yeah.

So it does lend itself to like, hey, at the end of the day, it's like top of bundle conversion rates, here's what comes out of it.

And you start to remove the people element.

I think a couple things that you can do.

One is we were kind of talking about it before, knowing people throughout the org.

So whether it was your brother, I worked at a company where I sat by one of our field reps who was based in Boston.

If we think this is a worthy opportunity to take a look.