 Eric How are you guys? I hope everybody's doing well today. Yeah, we are Not bad so You know, I'm coming up off of a loss right now. I Tried to get a client for a source of salt that I thought was a slam dunk because when I looked in Sam there was Only one person registered inside the hotel inside this next code rather It was a cool one. It was a it was for a hotel. It's for temporary lodging. However, and I was working with the Hilton group Right, this is a Hilton managed property. Yeah, yeah all the way corporate. Anyway, I lost because they didn't want to do it because They were they were just more comfortable going through Going through the prime because there's a prime who does this and the prime just usually just you know last minutes pick somebody So they were comfortable doing that and that's okay, right? But that's crazy. Yeah, it was it wasn't that much money Was they were scared because of the per diem rate was lower than their market rate For the hotel in San Diego. They're going for a prime. They're gonna get even lower than that I told him that they were they were just very scared and I tried to you know I taught him all through the motions and everything how to do it But you know, that's what it is they but you know what That's gonna serve you well it will because I'm telling you Someone is gonna look back and be like what was that guy talking about someone is sitting back questioning this and they're saying What was this? Wait a second. We had this guy call us about this. Yeah We went and went through someone else. We could did ourself directly. Yeah, it doesn't even make that makes no sense That's funny. You say that because then I went on my LinkedIn and I found a you know I found a higher contact to kind of just move back because Again, this went all the way to corporate right because this is a held managed property. So then I found somebody in my LinkedIn However, she was on maternity leave and she was actually the person Well, yeah, they bypassed her because she was on maternity leave as she said and Nick and I found out I used to work with her in the Same building in the military. So she automatically we automatically had credibility and everything and this was This is about I don't know about 20 million, but it's okay But I can tell you there. So I'll give you a story to go come back to your story a buddy of mine John is working out in Miami. Oh, yeah, John born. Yeah, John. So he he got he was talking to one of the Facilities in Miami and they talked about getting him Siemens certified. Oh, nice And so he went to Siemens and they're like, oh, you can't get certified Siemens blah blah blah blah blah so he went on his LinkedIn connected with one of the executives exactly and Because the same thing like you said when he looked at the list of Siemens reps in Miami There's one guy way in Orlando and then the other guy doesn't even exist anymore. So it's like there's no reps here Exactly, you don't have a local rep in Miami and all of our Metro rail systems and everything runs with Siemens electronics And they don't have a local rep. It's like, wow maintenance, yeah, and so When he reached up to the executive level They told him who we need to call it in the corporation to get Certified. It's a now guess what he's a Siemens distributor. That's awesome, man So like don't I'm telling you you doing the right stuff like you just you just were talking to the wrong person That's what I think. Yeah, I totally what happened. You're talking to the wrong people. I'm telling you even with like We're at one of these military bases Every time we finally get to the right people. They're so happy to meet me Like like you give me like when I was Scream and try to get in yeah, the people are talking to you like no, you know, you got a bit of contact first You can't just get soul-source work. We don't even know you. You know, I'm like we do 20 million a year Why do I need a bit of contact approved to you that we Look at what we do Here I'll drive you to one of our buildings. Yeah, but when we get to the higher ups, you're like, how can we didn't know about you guys? How can we didn't hear about you? I'm like, yeah, all of these gatekeepers were extending away And so then they're pulling us aside and they're saying, you know, hey We got a lot of work and we'll keep feeding you as long as you don't get greedy So I just think you were talking to a gatekeeper. Yeah, that's what it is someone that didn't have You know, they're there they they don't know they they're like again, you're in the military, right? So they follow instructions. They weren't decision-maker. They follow us like that security If they make a mistake, then they feel like it's there. You know what? So right now I'm not getting trouble for this guy. I don't know what That's all I love what you did. I love it. It's okay And but now I have one last question and this one's more so for the group So there's a source of thought in my area because I'm near San Francisco and this source of thought is for janitorial and This is a this is pretty massive. You have three buildings. That's in downtown, San Francisco however The person who is the incumbent on this contract is a day joint venture To me, I don't like that I you know, I'd like to compete for every contract and this is their renewal contract I looked up I have all the data from fps I'm just looking right now for You know, if anybody's in this group before I start the research because I've been doing some other sources of Research, you know, if anybody wants to That's a day Once to because it is a day set aside. We have a we have a company and I think San Diego Okay, we have Lulani Lulani, okay. You see you probably seen us post about her before Maria knows her, okay? I'm just looking out for it. If anybody Okay, perfect. All right, I'll go ahead and reach out to you guys But if anybody else in the call want to work on that, let me know I'll drop my email and You know, let's compete for this contract. Let's not love have these big companies. Just you know, take it just right No, I agree. I agree. Okay, that's she's a day and janitorial All right, by the way, everybody that's on here, right use this as Like I'm telling you use it like we're at a conference like we're at a convention put your industry Put your city where you're from let's connect, right? It does us no good to get on here and make this a one-way communication Hey, put your city where you're from what city are in and what industry and drop that in here So that way we can all start connecting That's the best way to utilize this time that you're here on IG Hello everyone Eric coffee here, and I know what you're thinking Eric. How do I get more? And that's why we created govcon edu.com. So visit us over at govcon edu.com That's the platform that I've created where I've curated more than a dozen plus courses on wide-ranging topics from staffing janitorial IT We're discussing how to become a prime subcontractor how to get involved how to do simplified acquisition What is a debriefing? What does it look like? I've taken all of my best of the best work that I've done and we put it into a collection of courses that are now being hosted over on the Platform govcon edu.com so sign up today for one low-cross subscription base And you can get access to it more than a dozen plus courses