So Todd's going to kind of take us through kind of what we do next with this.

Awesome, Tony.

Thanks.

I'll just echo some of the things that Tony said.

I mean, it's super important for you as a firm and me as a CFO to understand where the business is, right? And that's a key metric that you have to know.

And the waterfall is a fantastic way to do that.

That's one thing though.

So like there's, um, That might sound like a small nuance, but it's actually one of the biggest magical pieces of this is like, how do you bring the team along in it and have them help own it and drive it and participate? Because that's where magic happens culturally.

That's not a thing.

Exactly.

Exactly.

And we'll see more about that, Tyler, when we get into the forecast side, right? Because if we're following the waterfall method, right, we're going to see, hey, if I want to be at this from a revenue perspective, I got to get this many leads.

I got to get this many consults.

I got to get this many quotes, right? So if you're doing all that stuff, you'll see that that monthly revenue makes a lot of sense, right? So great, great ad.

Second one I like to look at is the average case value, because there's a concept here, right? It At the end of the day, it doesn't always matter how much you're getting from a case value because each case is going to have a different amount of time and amount of experience or expertise that you're going to need on that file.

It's not 70%, it's 90.

Tell us how you think about this at Sterling and what are some of the processes you've implemented to help us make better hiring decisions from all

aspects? Yeah, awesome.

Thanks for having me back on.

It's definitely a big challenge for every business, right? Really, regardless if it's a law firm or anything, right? It's when do you hire, right? When do you hire the right person? And you hit on the two key things, right? Hiring too late or hiring too early.

And there's a myriad of reasons why you don't want to be in either one of those buckets.

But it is mostly...

People say, it feels like I need to hire somebody.

One, can I afford them? Do we have enough leads in our system to be able to pay for this new hire? And then two, how long is it going to take them to ramp up so that they can start taking cases, right?