I Don't Need to Incorporate Myself Into Every Deal

Pete Sandler: We had a model that is not unlike an accounting firm or a law firm where the lawyers and the accountants are doing the selling right. And so our consultants who did the billable work also had to go out and do the selling. So it took really a couple of years of really leadership professional development to give these guys over, after they'd killed sales cycles because they were telling everything right.