How to Assess Pre-Close Conversations With Potential Targets

The key criteria for us, if you go back to my early comment about $32,000, we're proven companies. People quite often view us as a necessity, but not someone that you love talking to. And so when we look at potential targets, what we're trying to work out is are these people we can actually do business with? What are we buying culturally? Does this reflect the way that we want to act towards our clients, candidates, and indeed our staff? So culturally, you get a lot of businesses that are probably very successful financially, but may not work as being part of our group behavior-wise.