preserve the best of the culture helps with that growth, and gets the teams to the next level. That's a huge motivator.
Randy Wilburn [15:31] It sounds like it's safe to say that, you know, I remember back in the day having to get on the phone and make calls to prospective companies to see if they were even remotely interested in considering M&A. That's probably not the case right now, right? I mean, people are open to having these conversations, and if anything, I would probably think that you would suggest that anybody should be open to at least having a conversation to learn more about the process and to learn more about what is possible. Jamie Claire Kiser [15:59] It is actually very diffcult right now to fnd companies to acquire. In the market for M&A, there's so much demand. People are getting call after call after call from people like me and we are heading straight to their delete spam email inboxes. I mean, we're all but getting restraining orders fled against us just to get in front of people to see if they can spare fve minutes out of their busy schedules to hear it out. And I think that if you want to be a buyer in this market, you really have to nail the pitch. You have to treat this like recruiting. This is selling. This is your foot in the door, your elevator pitch, it's a sales process. And if I could give one piece of advice to buyers, it is to dismantle that initial point of contact process and make it really ft their differentiators. You have to stand out in this market because it is very, very crowded. Randy Wilburn [16:51] Yeah, and I might add one piece from a communication standpoint. And this is something that we talk about when we do this leadership training. And some of the other training that Zweig Group offers is that when you think about your audience, you'd never want to create a cookie-cutter approach to how you would talk to recruit somebody to join your team, nor should you do that when you're, as Jamie said, talking to a multitude of different companies because you need to consider your audience and you need to craft your message to meet the needs of that audience. Because a lot of times, you create this, so I've got my elevator pitch, and you just share it with everybody and it falls on deaf ears. Because, you might say one thing to one group that really just doesn't resonate with them, but it might for another. So you really need to consider who your audience is, take time to understand them, then craft your message to make sure that it gets maximum effect when you share it.
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