It’s OK to spreadsheet. Just don’t make the quotes THE STORY.

Unless you've sat down in front of a decision maker who's demanding to see something side by side to summarize what your recommendation is, you have no business telling people they can't spreadsheet, man.

It goes back to your first gig in the industry where the ad said you must know math or what. You know, I've said this, you know, a lot with when it comes to benefits is one of the things you have to be really good at in this business is math numbers. You've got to know numbers. We can sit here and call spreadsheets spreadsheets and whatever you want. But at the end of the day, buyers are going to want to see side by sides to make a logical decision.

If you show, you know, self-funding in a different light and you tell the whole story, it sells itself. You're not— you don't have to sell rate. You don't have to sell off the sheet. You just need some way of telling the story.