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in a discussion about our sales funnel or how we acquire clients or how clients get started uh wanted to go to our website to the quick links I wanted to step through some of the forms and some of the process Maps so that a potential client existing clients and other Persons of Interest will be aware of the tools and systems that we have available for them to use to step a client through Integrated Service delivery right so all of the available links are on the website at the quick links I wanted to point out that our client service cycle starts out within introduction a business to business introduction of some kind and or initial assessment right so they maybe took the 10 core challenge and decided they wanted to go a little further into a 10 core assessment that introduction could have been by social media it could have been by another consultant a contractor um it could have been uh through an event uh that we hosted um a virtual tailgate about Mac talk a workshop in any case it could be by referral the introduction could be by RFP RFP is a request for proposals or requests for qualifications or ITP or i t b uh invitation to bid um where it's a product um of some sort and so this introduction depending upon whether it's an owner a manager or administrator uh will come in different forms um formats right so we have a marketing strategy and a sales strategy and so the core of those strategies is to get that introduction right to get that brand visibility um so that our target market knows that we have a solution uh to their pain point right and so of you here to talk about the 10 core challenge and the 10 core assessments um that's part of that introduction that effort to be introduced uh to a target market and so um on the client facing side um we're building Rapport making introductions uh creating assessments um and Analysis of uh what a particular owner manager administrator um what their problems are what their pain points are in-house um if you are a business relationship manager um or in charge of client care client acquisition and Business Development in-house you will see a process map that looks similar to this where we have our target market leads resources or source to which we are acquiring that introduction doing those assessments creating demand for the 10 core challenge right and so we have um goals set there and monitoring exactly if we're Meeting those goals and and those um uh metrics that we've set in that area and so understanding who we are talking to and who our target market is um is on the in-house side right it's in-house and then monitoring those conversations and that Outreach the quality of them and whether or not we are having the right conversations and connecting with the right Solutions uh to potential pain points right on the service facing side or in-house um it complements the client service cycle in that you know we're having building this Rapport and where um having these conversations these relevant conversations about um operations or about facilities or about um the projects to be managed the goal uh of the conversation is to um get to a proposal right so um as we talked to uh requests for proposal on um the in-house side the client facing side um we call it a capability statement so this is where we submit a proposal to say this is what our capacity is um this is these are our Solutions um and this is how we can solve your problem in-house we are composing those proposals in different formats and so for administrators who have a set of sides in terms of their budget for particular pain points of reticular problems they've already kind of outlined what their problems are and they publicly advertised a request for proposals and they may have sent it directly to us or or we have come to know about the RFP through the advertisement and this may be the same for managers some managers as well most business owners it will be informal proposal based upon the 10 core assessments or the 10 core challenge The Proposal might be a lot more relaxed as you get into managers and administrators in larger entities and organizations the proposals become a lot more in-depth and more complex and more targeted to a particular pain point or a solution set you'll see that variation um based upon our target market group and so that proposal is submitted um on uh and recorded uh on the uh in-house and then on the client facing side the client understands um what our service and product Solutions are um and how we can package them and align to the defined needs um and once that signed a contract is signed once that customer or that customer or client is converted um into contract signing um then Service delivery begins and the um mindful that most contracts require um a Mobility fee a retainer or a deposit of some kind those conditions will vary depending upon the target market set for instance administrator the way that those contracts are structured we actually carry a project maybe 30 60 90 days before we're able to get paid on an invoice right we can invoice at least 30 days some 15 to 30 days but the way that you know government contracts or public agency contracts or delivered a service provider or product provider may have to carry that contract um 30 days 60 days versus on the private side um you can get a mobilization fee or retainer fee a deposit up front to facilitate the cost for the projects of each project pays for itself each contract pays for itself you don't have to carry the expenses of that particular contract long term right um so that's significant to note just in terms of the target market group when we talk about com contract conversion um the variation between Target markets groups and mobilizing those contracts so that they pay for themselves right so in the client facing Side Service delivery what does that look like presentations meetings discussions um we start to dig in a little bit more um in terms of research and development planning presenting planning options and solutions and uh um charting a path to implementation um we're meeting with the owner meeting with their staff with their project teams we may meet with stakeholders and sometimes maybe we meet with some of their clients and customers depending upon um what these Solutions and the needs were in the initial capability statement um or the The Proposal itself a service cycle is at minimum 120 days we may declare final service or product delivery then that we're at the Final Phase and that could be just some form of completion meaning that if you did a One Core assessment one course service then you want to move into a three core that may be the final product delivery for that one core service um before we moved into the other two core areas whatever that may be as defined um within the contract um in-house we're also kind of keeping track of those service completions um compared to conversions and the proposals uh what's in the pipeline in terms of proposals conversions and contract completions so at the end of a contract completion or some form of completion we're still monitoring results metrics and data to celebrate some of the success we still are collecting data as to how the solution is performing afterwards or or after implementation and as indicated before we're still building that Rapport the 10 core assessments give us a asset life cycle management Outlook and so we're able to present to owners managers administrators additional extended services and products at the end of a client service cycle we have delivered value to that client their staff on their client base and that value can take the form of increased employee retention decreased cost higher productivity more clients new market share increased Revenue positive publicity or improved company culture increased Employee Engagement or decreased turnover it could be save time saved money higher customer satisfaction and retention faster outputs improved leadership process Improvement increased production better team cohesiveness better project team efficiency as indicated the minimum service cycle is 120 days and if we um ballpark fee structure to complement that 120-day uh Cycle Service cycle um we have a fee structure at 10 000 that's with a owner business owner that's making maybe a hundred thousand dollars in Revenue that would be 50 000 for a business owner with the revenue of five hundred thousand and then when we get into school districts where the budgets are 500 million that um 120 day um is 10 of that depending upon again the contract the capability statement um in the terms of the contract um that 120 day service cycle and its fee structure will vary based upon target market set sales facing side um a service contract is completed that's recorded and then we also we have a customer survey and a follow-up procedure so that we're still building that Rapport and we have some uh customer uh relationship client relationship uh management styles that continue to build a rapport and um put us in position for return of new service as our clients and customers grow into new Services they are reaching out to us again to provide that service