Stop Negotiating with Yourself...

We found was that was more a conversation we were having with ourselves versus a conversation we're actually having with our clients. And, and I think that's the biggest fear is like, we're going to go here, we're going to go to our clients and we're going to say, hey, we want to upgrade you and give you all this stuff and it's going to cost X amount more, right? And, oh, nobody's ever going to pay that, right? And we would just not have the conversation. Right. We'd kind of hide out and everything's kind of normal and that's the way we're going to do it and stuff like that. And I think the other thing that kind of started to happen was, is that we've seen some role shifts within the organization over the course of the last year and that I don't think we're really taking that into account in how we were working and what we were doing. And that, I think, also helped us to really kind of realize we wanted to scale, we wanted to grow.