 And so, you know, we set up a PPE company very quickly after I'd left SBA, okay, I'll go sell masks, right? And so, you know, you start dialing for dollars, like, okay, I'm trying to find somebody with masks. Oh, they all go to China. You, once you get into that idea of what problem are you solving, all of a sudden, if you say, hey, I'm looking for a guy who sells PPE, I'm looking for a guy who sells PPE, we're looking at masks, we're looking at, we're looking at gowns, we're looking at ventilators, right? You know, oh, I didn't know that was PPE, but I know somebody who's in the gown business, I know somebody's in this business, I know hand sanitizer and stuff. So, you know, you could get into that business really, really easily. And then the challenge would be is now you have to find a supply, right? I mean, but it was just a good exercise and entrepreneurship is all I'm saying. No, it was. And I know a lot of people that it was their first foray into the government was through PPE. In fact, a lot of people come to me now as a result of because of the PPE situation, they learned about government contracting. And then that's why I believe, you know, part of what I want to do with my platform is to educate more people about government contracting, like you said, so that we can start bringing in some of those. Again, I have a lot of friends that are entrepreneurs and successful, but all of the myths and the things they've heard about working with the government, the government doesn't pay, they're slow. And it's a turn off for them. Yeah. And I do think that they, you know, for lack of a better term, they make themselves the victim more often than not. Or they make themselves the center of attention like, how is this going to benefit me? Like you were saying, they take too long to pay too long for who? You know, well, it's 90 days. I can't live on 90 days. Okay, well, then that's your problem because that's the way it's always been. Right. But what I want to be able to do is I try to coach my team members just like, make the government your customer. If they're going to pay you slow, they're going to pay you, but then just get more business, right? Right. You know, and it's a cycle. How do you get more business? Focus on that problem that you know that, you know, that they know they have and stuff. But there are so many, you know, the industry will put everybody on the same path. But at the end of the day, here's the thing, you know, the real secret sauce is that the end of the day, you need business development. And business development for most people is an afterthought. Oh, I can just do that in my sleep. Okay. You know, my joke is that the only people that don't need business development are companies that have too many contracts. And at the end of the day, all the contracts are coming from ordinary people like you and me who are contracting officers. They got problems to solve. They got hangups and they got issues just like everybody else. And they see most of the world as like, give me, give me, give me, give me, give me, give me, right? So the joke I would have is, you know, the thing that I've taught my kid as an example, when she was three years old, we started this, we go out to eat and her job was to find out, find out the waitress's name. Okay. Find out where she's from. Find out what story she liked when she was a little kid. Why? Because waiters and something like government, your government contracting officers, all they hear are people barking at them with orders. It's very impersonal. But if you reach out and ask them something personal and try to make a personal connection with them, they'll remember. They'll always remember. And do it, in my opinion, do it with sincerity. Okay. Don't do it with everybody. If you're focused on your industry, you're going to probably know five or 10 and you should know five or 10 and you should respect them enough to remember their names and remember to call when you say you're going to call and show up because they're taking their time. And they're being used to just being order takers, right? But those are the things and that's the hard work, right? That's the hard work that you're used to. That's the hard work that I'm used to. I look at it and I just find that it's fun. I find that that's part of the process. Right. I agree. It's part of the process. I think it's, for some of us small businesses out here, I think that, because again, over the past three years, I've talked to thousands of businesses. Sometimes they do the work and they want to happen quickly and it's not happening fast enough. And so they believe that that process of business development doesn't necessarily work because they're not seeing immediate returns. What do you say to them? So I think that everybody has the power and most, you know, most people have the power in their personal lives. I think that making relationships, you should treat it like you're trying to get married, not like Tinder. Okay. Tinder is like, oh, I tried and made it. I think you swipe or you swoosh or whatever. God, I don't know. You don't know, right? Exactly. But I mean, the thing is, it's like, they think like, oh, you know, it's, it's like trying to form a relationship off of a resume. Okay. And you've got to put the personal work in there. You've got to, you've got to, you know, you've got to try, but people are open to that. And again, I think it's, it sounds short shrift, but if you are the person, if you're focusing again on that problem, you know, you're solving, then it's kind of like us, when we're talking, okay, we're focused on the same problem, educating people, making them stronger, better, faster, small businesses. Okay. And, you know, to some people that aren't interested, we probably sound like two nerds talking about the thing that nobody was interested in. But Eric, if we could just help one company. I can tell you this, I already wrote down that quote that you said, I promise you it will be tweeted and as soon as we get off the call, the only people that don't need business development are people who have too many contracts. I'm tweeting that as soon as we finish. I'm telling you, I promise you it's going to receive at least 10 likes. Thank you. Thank you. Okay. But I mean, it's, I think that, you know, the people that are good small business people, look at your own life and stuff. You want to find business development and treat your company like it's a kid that has COVID. Okay. Most people do business development as COVID. They go to CVS, try to get, you know, if your kid had the flu, maybe it's easier. Everybody's had a little kid or knows a little kid that's had the flu, they're miserable. So you run to CVS and CVS is closed. Well, I guess I'll have to suffer. That's the extent of a lot of small business development. But if your kid is sick and suffering, what would you do? Everything. You're going to go to the grocery store. Everything. You know, you're going to go to another pharmacy. You're not going to quit till you get relief. You're going to wake up the neighbor. Hey, I think you know a doctor. Sorry, my kid is really suffering. Don't mean to be rude, but can you help? If they worry about that urgency, if they focus on solving that problem, the ways to do business development are just more clear. Right? I mean, entrepreneurship a lot of times is kind of, it's kind of a, you know, you have to play tricks with your own mind, right? Right? You have to fight the battle that is an entrepreneur, right?