i will start with you, tawnya. >> one of the big things up front is building any credibility you latchn to once you get in the door, the things you get to look out for is the flattery of that big business encourages to you do things not good for your be doing a huge free pilot. or anything where you bought the to bend over backwards. i was laughing and saying i used to become a professional visitor, they'd go, we'd like to you meet this other team. really getting clear about what you want to do with that organization and trusting in the value that you are bringing early, even before have you proof. >> so i get that, it sounds good, i'm going to go in there, demand, this is the partnership i want. the reality is, as a security bureau, you have the chance to get this big contract. i'm sure you feel i will do anything it takes to get that. >> you want to do whatever it takes, at the same time, you have to feel the value you have match the values oof the other firm, sometimes have you as to wake away from opportunities, regardless of how large they are, we had to do that, it's tough, you w