 I don't know, I guess it's just me trying to figure out, I guess, or even knowing, like, all right, hey, yeah, I'm looking at this company, how do I know how good they truly are? Because even, because like you said with his example, going to the company, you will never know how good a company really is because people are really good at deception. And so you have to really, and Maria's laughing so she can tell you, just ask Maria about all of her great experiences she's had with all of these wonderful companies that said they were doing so much contracts and so much work. And I mean, again, it doesn't matter what dollar amount, I mean, I have people that tell me they do 10 million in a year and 15 million a year. And again, you know, when you, when you reveal the mask or, you know, the cloth, they're really, they're no different than me or you, right? Oh, you don't really know how good someone is. I think that the only thing you can do is the same way that you would do if you were like the government, right? So why don't you look at the companies if you were a government agency and ask them for all the things that a government agency would ask you for, which is what, give me, show me some history, show me where you've done this in the past. Let me see some financials like, and again, you don't have to see the actual financials, but I ask people about numbers and sales. Like I'm not, I don't, like when Miguel said, when he's like, oh, how much business do you do? I go straight to that. I'm not tippy towing around how much you make, like how much you're doing sales because I'm not wasting my time. And if you can't tell me, then we don't have any conversation. Like I don't tippy to around those kind of questions. Like you got, like, it sounds to me, you might be more apprehensive and say, well, how do I know you're good? Ask them. Oh, how much revenue did you do last year? How much revenue did you do a year before? That's like, that gives you a good indicator of how decent they are. That's a, that's a good start, right? And then how many employees do you have? How many contracts you've met? Which are average contract size? All of these things are legitimate questions that you can ask someone that again, and you can say, hey, look, when I go talk to the government, they're going to want all these things. So I'm just kind of asking them in advance of talking to the government. Hey, Eric, I got to add something to that. What is this gentleman's name? I'm sorry. I don't want to butcher it, man. Get your, is that right? Geschard. Geschard. So here's one thing I did. I didn't want to work with people that didn't have any experience. So what I did is I found someone that's already doing federal government contract that doesn't want the headache of doing business development. So when you get a person like that or a client like that, they have something called a CPAR, which is like a report card, essentially, for contracts that they've done in the past. So you can see how good or bad they've been in the past. And then you can go from there and say, okay, I don't like this, these people's report card or these people are great. I'm going to move forward with them. So that's one trick, that's one way to do it. It's a little bit more difficult and you've got to be more tedious and tenacious because people are going to not give you a chance, but someone out there doesn't want to do the job that you're doing as a consultant. So I'm telling you, Maria had, and again, I think her numbers were what, Maria, you reached out to 10, you got five responses, and we met with two or three people. So Gashar, but the thing that Maria does is she leads with an opportunity. So she found an opportunity to go after, and then when she called the people, she had something in hand. So she had some bait to talk to them about to get them to at least respond and have a conversation. Oh no, no, go ahead. No, Gashar, I was going to add to that. Maria, she's the greatest, but that's exactly the same thing I did. So I did the target market list for my next code first so that I understood what was done in the previous fiscal years in the industry. And I had that as a talking point. It's like, hey, this was the action going on. Why weren't you involved as much as you should have been? So yeah, I would I would lead with data and research and actual value instead of just saying pick me. No, I got you. I mean, I'm kind of still trying to figure out an industry. I'm actually was thinking about staffing since I've heard, you know, staffing is pretty good and whatnot. But again, like I still try to figure out the industry. I'm sure I want to go into I like staffing. I'm learning IT right now in school. So I mean, I'm just up in the air with that. But another one also is I know that we are new and we're really, really excited to have someone tell us yes. And that's why sometimes it's better if you step back and just like everyone saying make sure that they qualify you qualify them. Make sure that they do have contract that they don't have other things. My clients haven't done government contracts, so they don't have C parts. But I look at their website, I look at their projects. I look I tell them, let me know some of the projects you have completed before. That way I know that they actually have done this. And like Eric says, you'll never really know. These people, first meeting, everyone's going to sell you the world. Unicorns and rainbows all day long. And when it comes down to it, why should it after I did all the work, why should it take you two days to sign an award letter? When Maria got the award letter, I'm giving you a contract. All you have to do is sign box and I'm telling you which box to sign. So then things like that or to get a pre-con meeting and to get them on the phone or you won't know what they're what they're going to do. And that's just I've learned it's business. I don't come from a business background, but then I tell people, don't be so excited. I know we want that. Yes, we know we want all that. But at the end of the day, we have to think with our brains a little bit better and not our hearts. That's just my Maria. Are these are these the same clients that are also in the DSBS as well? Yes. OK, so pretty much whether if they're a private sector or they've, you know, they're a day or whatnot, it doesn't really matter. My clients have not had contracts. They might have one. Right, they have a day, but they don't have contracts. Yeah, they've eight years and they haven't gotten one so now. Hey, GovCon Giants family, this is Eric Coffey. I'd like to tell you about a new membership option that YouTube has created and that we here at GovCon Giants TV are taking advantage of. If you notice on our screen, you'll see a button that says join. When you click the join button, you'll see different options for people at different price levels, whatever suits your fancy. Now, I understand that everyone can't afford the six ninety seven price for the course and that's OK. So what we've done is we've taken and helped curate a lot of our GovCon Giants community questions and answers, and we're putting them in these sections here on members only page within YouTube. So if you'd like more information on how to become a fan of the channel that you already know, like and trust, click the join button now to find out about all of the different membership options. You can start off as a fan supporter and move your way all the way up to GovCon Insider, by the way, for all those who may be thinking, Eric, what about your regular content? I'm still going to be pushing out and publishing regularly content. But this is a different level where we're actually going to be just grabbing the Q&A sections that we're doing and sharing them with everybody. Thank you so much for watching.