Hey good morning good afternoon everyone. Thanks for joining us today for our webinar. We're going to give people a few more minutes to join. The presentation will get things kicked off in just another minute or so. So while you guys are all coming on board, we've got a little survey that we're doing so well. Well, well, everybody's getting in if you wouldn't mind taking a moment to to complete the survey. All your answers will be anonymous, but we're just kind of curious about how your team is currently managing your customer relationships and business activities. Alright, well let's see where we are with some of the results. So. Yeah, a lot of people still using using some spreadsheets or using other kinds of kinds of tools so. Not too surprising there, but thank you for for sharing that feedback. So welcome everyone to today's webinar title of the presentation is how to win clients and influence sales with data, and we think that data is one of the most powerful tools you'll have access to that can really help you win more business for your firms. And today we're going to be talking a lot about how data can do just that, and give you some tips on what you can do to make the most of your data. My name is Randy Reynolds and I'm the VP of marketing here at Cosential, and I'll be both your host and one of the presenters for the web and are today. And so before we get started, I want to go over a few a few logistics. So let's see. I think we've got the logistics light up right now, so as always, we want to. We want to see your questions throughout the webinar. Please submit those questions you know throughout the throughout the web and R. I want to make sure I'm on the right slide here. Sorry guys. OK. OK, so let's see. So submit your questions on screen. Will your questions won't be seen by the other attendees, but will be able to attempt. Will attempt to answer as many questions as we can, so let me tell you a little bit about this. On 24 consoles that I'm struggling with a little bit myself here you'll see a collection of resizeable windows on your screen, and you can move those around to suit your needs. It's kind of cool about this platform is there's a resources list on the screen that can provide you with links to helpful content that you may want to download for for review. After the webinar, we've included a few things. There's a checklist in there and we'll talk a little bit about that during the presentation. There's a simple go nogo calculator you cannot use. After the webinar. There's also a great ebook on the top five ways to win more work. Anna solution overview. For the business development experience. And also a link to request a demo if you want to dive in and see more of the product following the webinar. So after the web and are you guys for participating and even for those that just registered you'll receive an email with a link to view. And here what was presented today so you'll get access to everything that we're going over. So with that out of the way, let's let's. Go ahead and. Talk about what we're going to cover today, so we're going to start with a quick summary of what this presentation is all about, and remind you of some of the objectives that we have for the session. I'll take you through a few points explaining the power of data and discuss some of the problems that exist with data, and after that I'll turn it over to our special guest speaker, Jeff Meadows. Jeff will go into detail on the elements, the three elements to help you win clients, and influence sales with data. He's also going to share some great success stories to offer you some tactical takeaways. But you can put to work today and finally will have time to answer any questions that come up during the presentation. So, in the immortal words of Charlie Sheen, this presentation is all about winning. And as the title of the session would tell you, we believe that data has a big influence in winning. And, of course winning is great. But what's maybe even more impactful is being able to do a better job of predicting when you're going to win. Predictable revenue is a theme that we hear over and over again from our clients, and so that's something that we plan to drill into much deeper today. So let's review some of the objectives for the time that you've chosen to spend with us. First, we want you to walk away with a better understanding of the kind of data that matters, because data can meet a lot of different things to a lot of different people, so we'll try to narrow that focus down a little bit and help you understand what kind of data we're talking about and where that data can be found. 2nd, we want to share some of the examples on how data can play a significant role in helping you win more business and expand your market and compete more effectively. And finally, we're going to show you some of the key components that we've found that have a direct connection to winning more business and will leave the presentation with some action items you can take to get on your own path to winning more. So let's talk about the power of data. You know, data can help you achieve three key objectives. It allows you to have more predictability in your business. We talked a little bit about that earlier. The ability to see what's coming next and even around see around corners that might not seem so obvious. Data also allows you to minimize your risk profile. You do this by focusing on the right types of projects that are the best fit for your organization. And data ultimately helps you make better decisions and decisions on where to invest and where to scale back, where to be aggressive and where to pursue with a light touch. So something we often hear from firm principles when it comes to decision-making is this. I'm right about 80% of the time. It's the other 20% that I worry about. And today's AEC leaders are relying on the heroics of their high performing business developers to forecast the growth of their firms. And AEC firms aren't leveraging the important data that exists within their firms to set themselves up for growth and success. And as we're seeing today, critical decisions need to be made daily and without data to support these decisions. There's no confidence that the right decisions are being made. And as it turns out, there's a direct correlation between decision-making growth and data. And when firms rely on data, there are three times more likely to report significant improvements in their decision-making. Every decision a firm makes impacts their revenue and the power of being able to rely on that data means you're removing the inconsistencies that exist in those decisions. And to take it a step further. When your firm really embraces the power of data driven decisions, you'll realize that you're not entirely replacing the tribal knowledge that is built by years of experience, but rather you're enriching that information. Being able to understand why you won, why you lost, or what it actually took to pursue a project means being able to take those lessons and forecast for the future. This all gets back to driving predictability and better decision making and those can be combined to be the key ingredients to help you grow your business. So what's the problem with data? Why are we talking about this so much? Well, here are some of the challenges that we see and hear about a lot. Do any of these look familiar to you? It's dispersed, it's inconsistent. There are no controls and the result is that people don't trust the data and no trust means that people won't rely on it to make decisions. You know it, it leads to decision paralysis and generally poor decision making. You end up making decisions based on your gutter on hearsay and you end up building data silos. Everybody's got their own area for their data. You lose work that you should be winning and you win work that you wish you hadn't. I mean, hitting project margins is hard enough. Unworking your firm. You're familiar with, you know, work that you're familiar with already, but when you win the wrong project, you not only run the risk of impacting your margins, but you run the risk of damaging your reputation. That could impact future business. You miss out on the next big thing, or you're slow to respond to the market while your competitors thrive. The bottom line is that bad data leads to lost trust and lost trust leads to lost business. OK, so hopefully you're getting the idea of what data is important and to both making decisions and making more predictable decisions. Let's bring in Jeff Meadows now to talk to us about how to put some of this data into action. So Jeff is a senior enterprise account executive here at COSENTIAL, and this means he's our primary partner working with top ENR firms as they are evaluating how to implement predictable revenue at their firms. He's an expert in guiding firms through understanding the value that lies within their company on data and the ways they can leverage that data to make better, smarter decisions. Jeff has worked with some of the world's largest firms discussing their challenges around business development, marketing and executive insights and the way data is in the way. Data can help. So before I turn it over to Jeff, let's go ahead and see if we can do another poll question. So this one is which of the following challenges do you encounter at work an we all encounter different challenges at work, so we're just kind of curious if we can get a gauge for the types of challenges that you guys might be experiencing. So if you can take a minute to submit that, submit those poll questions, that would be awesome. There we go. Let's wait for a few more responses to come in. I'll show you guys the results as they come in. Here we go. Disconnected systems lack of automation. Yeah, those are things that we've definitely heard before. Awesome. Alright, well thank you very much for providing that input. I'm going to turn things over to to Jeff now take it away, Jeff. Alright, thank you ready and good morning everyone. As Randy mentioned, I'm Jeff Meadows. I'm an Enterprise account executive here at COSENTIAL and I have the privilege of working everyday with the leaders within some of the nation's largest AEC firms. And I've been with coach for the last five years and have personally worked with some of the company's largest clients through this journey. During that time, our time our team is discovered that there are really three pillars that every single AEC firm needs to consider when they start. Building out a predictable revenue model. Like Randy mentioned, predictable revenue in the ATC industry means nearing in on what it takes to win. You know what business makes sense for your firm? What? Margins makes sense for your firm and how you can repeat that again and again to grow. These are the three components that go into producing this predictability, so let's start with the first component, which is establishing a single source of truth. Now the idea of a single source of truth might seem pretty straightforward to you. Chances are, if you asked your CFO, they would say that your ERP or financial system is your single source of truth and and they would be right when it comes to project. Execution for billing for a project. When you look at the financial impact of your firm, your ERP should be the single source of truth. I mean, that's the place where you can accurately see what the financial health and the historic health of your business looks like. But what about your teams that impact revenue, right? They need to carry that same philosophy over to their world with numbers and data. That makes sense to them. Your revenue team needs to establish a single source of truth that reflects all of the metrics and data in relationship to the pursuit of winning new business things like past project information, personnel, project experience, client relationships, client history, and what opportunities are in current pursuit only scratched the surface of what a single source of truth should be able to report for you. Being able to have access to this information right at your fingertips, ultimately. Streamlines your efficiencies when it comes to winning pursuits. So at a minimum you need a database that can break down all of your existing silos. Your goal should be to unite all of your data into a single source of truth. So if you want to know anything about anything related to companies, contacts, leads, opportunities, every project you've ever done in the history of your company, all of your personnel, all of their project experience, you go to one single system to find the Intel that you need. So just imagine this first. Second, the old saying is that time kills all deals right? Imagine if your business development team was being able to answer all these questions right then and there as they are being asked by the customer. I mean, this is the epitome of competitive advantage. Digging deeper into the insight that you need, I mean, imagine being able to see not only your hit rate, but you're hit bait by here, right by market, or your hit rate. By office. I mean I've talked to so many prospects about their need to identify trends within the industry and again they have a lot of this data. It's just stored all over the place. It's difficult to find and even more difficult to update a lot of times because it's so difficult to update. It's not even accurate when that once they actually do find it. I mean, have you ever even stopped to really think about why your top clients are your top clients? Are you sure the relationships that you think are healthy really are that healthy? We had one in our top 100 companies tell us that they lost a repeat client to a competitor and once they dug into the data. They realized they hadn't really underestimated a part of the business pursuit that was valuable to that client. Once they made the changes necessary, you know they were able to win that client back for the next project, which awarded them millions of dollars. So ultimately, what all of this means is understanding that yeah, you are in a relationship driven business, but you need this data. Now more than ever, it is incredibly important that your team knows where to go to get this information is confident that it's updated, can access it remotely or on the go, an knows what data is actually valuable to your firm. You cannot waste time or money in the current market. I mean, I know this might sound crazy, but the idea of establishing a single source of truth is really to help firms bid less, but win more. I know for me personally it was quite shocking to learn that the average AEC firm bids anywhere from 4 to 10 times to win just one project. So if you think about what the cost of pursuit is, for most organizations it's extraordinarily high. I talked with a prospect just the other day who told me a story about how they spent half $1,000,000 on one pursuit, and unfortunately they didn't win it. So if you think about how big of an impact that had on their organization as a whole, understanding the right opportunities should be going. After is critical, especially as the market begins to recover from, you know, any kovid related slowdowns. You need to be right more than you are wrong. If you want to thrive and you really need to stop making decisions based around your gut and start pursuing the business that you know makes sense for your firm. As Randy mentioned, you know customers say all the time. I'm right 80% of the time it's the 20% I don't know about that 20% is what keeps business leaders up at night. Well, in today's market, I mean you need to know and if I'm being frank with you, you just don't have the resources to waste right now. You no longer have the luxury of shooting from the hip and hoping for the best. Beyond the imminent dangers of flushing your valuable resources down the drain, you're also burning out and frustrating your marketing and proposal teams. So imagine if you spent nearly 75% of your time at work doing something that ultimately had no impact on your organization. Mean marketers are being tasked with spending hundreds of hours on proposals that they know aren't right for the firm or leverage to win. Yet they have to spend their time chasing down data, packaging it up. This is incredibly discouraging for one of your firm's most valuable department's. So from business developers to marketer to executives, every single one of your team members relies on some sort of process to do their job. Whether this process is documented and repeatable? Well, I mean that's the biggest issue at hand. But even if this process lives in their head, they're using one. One of my favorite things to say is if it's not repeatable. It's not a process, and I mean, that's for good reason. Implementing repeatable processes has been proven to increase the successful project by 70%. But it's absolutely critical that these processes are communicated and understood to all. Too many people are trying to reinvent the wheel every single time. When you forego any repeatable processes, you're also throwing out that single source of truth systems value right out of the door. Remember Remember all three of these components need to be established for you to see any sort of predictability. Consistency in the way that you choose chase business and the way that you maintain your data is the only way that you will get any sense of predictability ingrained at your firm. I mean, without these processes you're at high risk for costly and dangerous miscommunications. Well, that's because of poor data upkeep, or because the business developer misstepped with the client. You could be looking at millions lost simply because your team isn't taking the time to document the right way to do something. A lot of times when I'm talking to a prospect, there immediately nervous about the idea of putting all of this together, whether it's gathering their data or documenting the ways they'd like to do it. But to be honest with you, you're already doing this. You're just doing it over and over and over again. I'm only asking you to do it one more time. Place the data into a single source of truth and make your process repeatable. I have a lot of conversations with perspective customers who are new to the organization and they're coming to us because they experience a really rough onboarding process. In a lot of firms it's incredibly difficult and frustrating to onboard new employees that won't work moving forward. I mean, firms are always looking for top talent and the lack of digital transformation in the AEC industry is going to kind of scare them. Leveraging technology and documented processes is one of the only ways you're going to be able to to secure the people you need to hit your growth objectives. Younger generations expect technology they expect documentation they expect mobile applications. I mean like it or not, they expect to be able to hit the ground running and it's your job to start thinking about that now while you have the time as opposed to just being a reactionary. Here are just a few examples of some processes that your firm can start documenting immediately, making sure they are agreed, iponan, repeatable by any contributors. Establishing formal go nogo process that is repeatable and able to report on. I believe we've placed an example of the Go nogo calculator in the Resource Center gross margin calculators, making sure that the opportunities you're pursuing or worth your time and are as profitable as they need to be. And then finally data storage right? And developing a standard operating procedure. These are all to guarantee growth and sustainability in the market. So now let's look at some stories we pulled from some actual customer experiences. We talked to a lot of our customers about how data can influence various aspects of their business from the markets they go after and the pursuit strategy to manage in their contact staff and product resources. They also told us stories about how data influenced revenue opportunities and gave. The ability to differentiate against their competitors. So let's start with how data can influence their approach to the market. In several cases, we've seen firms use cosential data to identify changes in the market conditions in a sector like healthcare or a particular region of the country using the data they had available, they were able to deploy the right teams and resources into those market segments or geographies. You know, in order to take advantage of the coming growth. Using data to provide an early warning of growing or declining sectors can help you focus your pursuit efforts in the right places. One of the most basic functions of a CRM is to keep track of your key contacts and relationships. The construction industry is built around relationships and the firms that have good data on those relationships and contacts can use that as a competitive advantage. So as an example, one of our customers shared a story about. The time they were reviewing cosential contact data and came across a decision maker for a key project they were not aware of. Putting that knowledge to use the pursuit team was able to engage with this contact on the presell strategy that ultimately won them the job. In another case, Cosential data was used to identify key networking relationships between this GC firm. Anna Nahi firm. They wanted to work with. They were also able to reference past project case studies and common connections to help. Break the ice and building a deeper relationship that resulted in being awarded projects. Often your data can be used to make sure you have the right people in the right places with the right skill sets. One of our customers had a particular business unit that had an abundance of education related projects, but in looking at the BT team within Cosential, they realized they had very few members of the sales staff that had experience selling those types of projects. They knew that to be competitive in these projects, they had to have the staff that understood some of the complexities and challenges so. The result was a targeted recruitment effort both externally and internally to identify and fill critical positions that would allow them to eventually dominate this market segment. Another customer notice projects being presold that were in parts of the country with no dedicated staff to support the project pursuit. So by discovering this mismatch of potential projects with dedicated staff, the company was able to bring people into this new territory while realigning the pipeline of opportunities around the people available to work them. That also plays a crucial role in driving revenue. There are several times where proposal teams in different regions may be bidding on jobs with the same developer. It's critical that information about your firm and your project teams are consistent. Inconsistencies can raise red flags and delay deals. By pulling proposal info from a single source, you eliminate the risk of inconsistent data being included in your proposals. Another cool thing about leveraging past proposals is that we can keep track of inflation rates and adjustment proposals like billing and materials rates accordingly. By using Cosential as the only single source of truth, this proposal inconsistency can be illuminated. Here's another situation that we see across many firms being most customers. I talked to run their entire business on the data that lives in Cosential, and we're looking at the opportunity pipeline. Leaders can identify any gaps specifically. Gaps between sales targets and the pipeline data inside cosential. Firms watch this closely as an early warning side where there could be potentially missed targets so that they can react quickly to fill the gas before you know too much time has passed by. Now the last example where data can help you win is when looking closely at where you may be losing. Potential is an excellent resource to capture Winan lost data via debriefs and can be stored in reference for future opportunities. Some customers were able to identify a key prospects hot buttons that they may have missed in the proposal process. These insights allowed them to make corrective actions to get back on the winning track. The more competitive intelligence that can be captured from every source, the easier it will be for your firm to execute a winning and differentiated pursuit strategy. As a few more tactical takeaways, we've put together a little checklist that you can start thinking about immediately. You can find this checklist in the Resource Center here on your web and R console. This is exactly what your firm can start to uncover today following this meeting. If you leverage this time to really uncover the truth in each of these silos, you're going to be lightyears ahead of your competition. Take this time during the summer months to get control of your data. It's easier than it looks, it just takes. It won't just take it one step at a time. So Cosential was built 20 years ago by AEC experts and as only operated in the AEC space sense. Because of that, we've created numerous tools that are specifically designed to help you in these areas. We believe in the power of predictable revenue and think it's entirely achievable for your firm. At the end of the day of Cosential helps you win one incremental project each year that you wouldn't have otherwise one. You've already paid for it 10 times over. We have an ROI calculator available if you'd like to access the true ROI of an investment in cosential, and I'd be happy to go over that with you in a follow up meeting. Thank you so much for tuning in today and I hope we're able to add value as you look at ways to streamline your processes. Please do not hesitate to reach out with questions or ways that I can help. Be an advisor as you're figuring things out. Great thank you Jeff. That was really eye opening and I really enjoyed some of the examples of how you've worked with customers who have leveraged cosential data to make better decisions for their organizations and just uncover things that they wouldn't have otherwise known if they didn't have access to. Like you were calling it the single source of truth. OK, so we've been keeping track of the Q&A panel, and there are a few questions in there that I'd like to share with the audience here. One of the questions that we've got is regarding this. This idea of a single source of truth, and so that was something that you'd mentioned before, and so how does a CRM become the single source of truth when there's data in other systems and other places that I might need in order to make decisions? It's a great question, and you know they're absolutely right. I mean, consider this for a moment. You you have the data you need to be successful. The problem is that it's all over the place. You know it may be in some other system, but it may also be in a file cabinet and a desk drawer hits in people's heads, right? Well, consensual. Does is simply gives you the place now. Now you have the place to put everything you can find it quickly and take. Action on it to make better, more informed decisions. We provide that platform that single place where you can store that information. Ah OK, that makes sense. I guess. I was thinking of it as a kind of a connection of different systems that are out there. But like you said, it's it's not always in a system and I think you made the point earlier that it's like people are going through this already today where they're where they're scrambling and asking people for information. They're looking through old proposals, but they're doing it over and over again. And so when you made the point earlier about. Hey, I'm just asking you to do this one more time. I think that's where a lot of people. Are wanting to understand it's like OK, so at one point we need to pull all this information into this into this single source of truth and now we're not having to scramble over and over again. So I have that right. Yep, that's exactly right. Yeah, let's integrate where we can integrate. If it lives in a database and will establish an integration if it lives in somebody's head, then we need to get that information out of that person's head, plug it into the database to. Now again, it's in a single database where we can go and find it quickly. Got it. Got it OK. So we got a question here from somebody I think that is using Vista by viewpoint, and they're wondering if that's one of the integrations that we have experience with. Oh yeah, absolutely. I mean, in fact, I believe many of you on this webinar today. Our current viewpoint customers who may be using Vista or Spectrum so viewpoint in cosential our strategic partners. This means that we have teams working on both sides to make sure we offer our mutual customers the best integration experience possible. Both Vista and Spectrum are standard integrations for us, so you're not a Guinea pig by any means. And we have delivered integrations for viewpoint customers on both those applications hundreds of times, so certainly well versed in integrating with that application. Awesome, OK, good to know. This is another integration related question. What about other non financial systems like HubSpot for email marketing or or bamboo HR? I guess this is fairly popular in the in the AEC space as well. Yes, I mean in fact later this month we will be announcing some new integration offerings specifically for these and other types of systems. So I'd recommend following us on LinkedIn or watch our blog to learn more when those integration capabilities are announced. Awesome, OK, good to know. OK here is is a question. Oh yeah I do hear about this a fair amount. So how do I get investing in something like this approved by my CFO? $1,000,000 question right? So here is the way that I look at it for CFO's I mean sure. They're going to care about where their firm spends money, and they will want to understand you know the ROI associated with any investment. But a big part of what they do, and leaders of organizations do is they manage risk for the organization right? And risk and come in the form of risk to strategic assets or risk to the reputation of the firm. Cosential reduces that risk dramatically because we are experts at helping AEC firms protect one of their most valuable assets. Their relationships, right? So if you do not have a single source of truth in place, your most valuable asset could be walking, run out the door. I mean when people leave the company or retire, they could be taking all that tribal knowledge with them. So Co central also ensures you know better decisions are being made for for the firm. To protect both your margins and your reputation. So in addition to ROI, the way to talk to your CFO about Cosential is to talk about how it can remove risk from the business. Got it makes sense? Yeah I like I like that idea of, you know there's always ROI, but being able to demonstrate ways that we can eliminate risk and and like you were saying, you know, protect the valuable assets which in a services based firm, it's the. It's the people in your firm that are are your most valuable resource and the relationships that those people have. So that's a great point. So here's a question. I'll go ahead and take a stab at this one, so I understand that Cosential was acquired by Unanet. Does that mean you will now only work with their financial system? So yes, we were acquired last October by Unanet and, but that's not changed our position on being agnostic to the financial system or ERP systems that clients may use. You know, we understand the firms have choices on what they want to use to run their back office systems, and we want to be able to work with whatever system you may have and and leverage that data to help you win more business so. That aspect of it hasn't hasn't changed at all. OK, let's see. Here's a question I've tried getting my firm on a more unified system before, but my business development team has been using Excel for 30 plus years. How can I get them to change their ways? Oh yeah, we we hear that every day, and honestly, it's why Cosential was designed to emulate Excel in many ways. And it's because. That is what people are comfortable with. I mean, I believe that one of the biggest reasons why we've been so successful in the ATC space as far as because we've spent the last 20 plus years bringing the power of Assyrian to wear your people already live through mobile applications through an outlook integration. And of course the Excel like interface that I've mentioned, we've built a platform to relate as seamlessly as possible to what you're doing today. You know that's having a dramatic impact around adopting the application. Excellent, OK. Let's see, here's a question. I get the idea of chasing the right business. It's it's why our firm has remained small and kind of a niche player. But during the recession in 2008 and bigger firms started competing against mine on smaller projects. How can I position my firm to win if we head into another tough time? So don't lose sight on the fact that again, this is a relationship driven business, and while larger firms may have the name recognition, you've got the strength of relationship. Pull your client list, start to identify who you have the best relationships with. Let's look at past projects and determine where you have a competitive advantage. You know a competitive edge over a larger firm and focus more of your efforts on those segments. As we've said in this webinar, I mean, try to use data to set your focus on the future. Resist the urge to just react emotionally. As you know, we all work out of this period. Got it, got it OK. So here's a here's another question that came in that I'll go ahead and take a stab at Jeff and you can add on if you'd like. There's a question about uncertainty. If if software is right for your company. And how can I know if Cosential works better than my current CRM? You know, one of the things that we've heard in Jeff. I'll let you add on to this is that, you know, unlike a lot of CRM's that you see in the market as Jeff mentioned earlier, you know we have been 100% focused on the AEC space for the last. 20 years and so our product is very much around the process of selling projects. A lot of CRM's are focused on selling a product, not a project, and there's certain amount of complexity that's required in a project based CRM that you won't see in other traditional CRM's. We've built this platform with years of experience of working with companies in the construction, architecture, engineering, space. And it's all kind of pre built for, you know your business with your language and your process is already baked into the software, so that's one of the big differences that we've seen with customers who have left a traditional CRM and came to take ascential. Jeff anything you can add to that? I mean you said it pretty pretty well. Certainly a top track to die, you know, go with all the time is again not to your point. I mean we are focused on supporting the sale of a project, right? A tool like a traditional CRM system of generic CRM. All they care about is selling products and if you think about the differences between those two. I mean I know that sounds like they're different, but let's expand a little further. If I'm selling a product. I don't care about the relationship, I just want to know do you have money? Are you interested in my product? I will sell it to you over and over and over again as many times as possibly can. But in your world it's all about the relationship. It's the history of that relationship. Do they pay their bills on time? They're great partner to work with. Does it speak my language? Do I have the tools in place that are relevant to an AEC firm? You look at other traditional CRM's. I mean words like go no go that doesn't exist. You know, for a company that sells a product because of course it's go go go right. There would be no reason not to evaluate out not to pursue an opportunity for seller product, so it's little subtle differences that again we do out of the box for this industry. That I think truly separate us from again another. You know a generic CRM and we talk about adoption a lot. As I mentioned just a moment ago, you know bringing the power of a serum to where you guys already live and we focused heavily around. You know the user interface and it kind of. A day in the life of using the application, bringing the power of a serum to mobile to Outlook integration to that excel like interface that people are comfortable with. That's what we've been focused on for the last 20 years and I'm not sure that it's some of other gerant generics there. I'm systems would be able to say the same. Excellent awesome. Alright Jeff, will thank you so much. Thanks everyone for for joining us today that concludes the presentation. I want to thank Jeff for sharing some of his great insights and give a special thank you to everyone who is able to tune in today and as a reminder, you're going to be sent this entire presentation within the next 24 hours. You've got access to some of the tools and the Resource Center. Hope you take some of these lessons back to your firm and share the information that you received today in our follow up email. You also be able to book a demo of cosential if you'd like. If you'd like to see ARP. Product in all the ways that can help you stay on the winning track. So with that thank you again everyone for joining. Please have a safe and healthy rest of your week and enjoy your summer. Take care everyone. Thanks for joining.
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