Do You Have a Pipeline Document That Manages All the Conversations?

Once there is a strategy and once there is a market identified, you're really in full on origination mode. And that's where our firm spends a lot of time and differentiates versus some of the brokers because we do sometimes get some non P E people. So I love to, if there's any buzzword, it always helps to what I would describe as relationship building across prospective M&A targets. You want to spend as efficient a process as you can, engaging with these companies on initial diligence.