Going through this for you, what did you find was the biggest mindset shift for you?

I think the most uncomfortable was to work on an offer that was valuable.

That caused us to really dig deeper and say, hey, what differentiates us and not just a regular differentiation? And then sort of the The offer that we put on the table is to make sure that we can execute on it, but that it must be a substantial offer that gets people's attention.

I can still think of those days, putting that on the table.

We looked at it as a service guarantee.

What is it that we are prepared to guarantee, but also stay safe with in it? So it was also something that we put on the table for our prospects at that stage, but also protecting ourselves.

Right.

So great question.