Catherine Lane — We don't take a product that hasn't been proven.

So we have a very clear line.

So we don't take any products on that haven't been proven in the set.

That doesn't mean we don't take on new put-ups.

We don't take on products that haven't got some kind of pilot.

Going on.

So when you start, if it's a brand, no evidence whatsoever, you would say no.

Yes, we have said no in those situations because we don't feel that the client understands the sector enough.

if they haven't bothered to try the product, a school, essentially.

And, you know, it can be just the school down the road, the local, you know, the local school.

Or quite often it's someone knows, you know, has a teacher in the family that could, you know, bring it on board.

And you can pay schools to, you know, they will still be good at being critical.

Yeah.

About your product, if they mean to be.

But that's a really tough question, though, isn't it? Because if you're sitting in front of somebody and it's their baby, how do they feel? If you say no, that's a tough

thing to do.

Yeah, so it's really delicate.

It's really delicate, particularly for those people that have come from education.

But it's also, for us, we're not teachers.

We can't tell that a product is good.

So we say, oh, invest X thousands of pounds in us.

And we don't know if it's a good product.

It is going to fall flat on its face at some point.

And we don't want to take the money, these people, unless we know we can do a good job for them.

And so that is why the sort of library sand has been drawn, yeah.

And the other thing is we do have a policy of, I can't say it, but no heat.

So we have a very clear line.

So we don't take any products on that haven't been proven in the set.

That doesn't mean we don't take on new put-ups.

We don't take on products that haven't got some kind of pilot.

Going on.

So when you start, if it's a brand, no evidence whatsoever, you would say no.

Yes, we have said no in those situations because we don't feel that the client understands the sector enough.

if they haven't bothered to try the product, a school, essentially.

And, you know, it can be just the school down the road, the local, you know, the local school.

Or quite often it's someone knows, you know, has a teacher in the family that could, you know, bring it on board.

And you can pay schools to, you know, they will still be good at being critical.

Yeah.

About your product, if they mean to be.

But that's a really tough question, though, isn't it? Because if you're sitting in front of somebody and it's their baby, how do they feel? If you say no, that's a tough

thing to do.

Yeah, so it's really delicate.

It's really delicate, particularly for those people that have come from education.

But it's also, for us, we're not teachers.

We can't tell that a product is good.

So we say, oh, invest X thousands of pounds in us.

And we don't know if it's a good product.

It is going to fall flat on its face at some point.

And we don't want to take the money, these people, unless we know we can do a good job for them.

And so that is why the sort of library sand has been drawn, yeah.

And the other thing is we do have a policy of, I can't say it, but no heat.