Buying for $600k, Selling for $35m

Well, let's now take the same question, but outside of the government context. So just systems integration type businesses, broadly, whether or not they serve government or commercial, that's obviously just a vast category. I mean there's just, just an enormous ecosystem of systems integrators.

It's very, we don't see these businesses as targets very often. In, in search land you might argue that MSPS are a version of systems integrated, I think.

Sure. Except the difference I think might be that MSPs are kind of more recurring support and it's really an indefinite contract where systems integrators is usually kind of. More project based like your business or. Am I splitting hairs?

I think it can be and it often is. But I think the really the, the key is how do you turn it into, you know, we used to think about a project versus a program. How do you, how do you really turn something into a pro?

You know, project having a start and an end. You know, we, we would, we would try to work with customers on, on any, you know, get them to have a vision of a program which was something that was A multi year engagement.

So you do see a lot of systems integration firms on multi year programs that, that will span multiple contracts, five years and five years again, then five years again because they're really supporting all aspects of a system, you know, you know, operations and maintenance after you build something as well. Which is another, you know.

Yeah.

Another kind of angle angle of it so that you know, it's really all in that space. And I think the, the, you know, you have to understand what you're doing. That's the thing is it is a little more, it's more complicated, okay.

Than, than maybe some of the businesses that you know, that we, that are typically looked at in the searcher world. It is, but that's because you're also solving more complicated problems and more complicated problems are higher value problems. Right. And you can charge more essentially.

Right. For the, for those sort of, sort of solutions. Right. I mean when you come, when you're solving multimillion dollar problems, your, your price tag is, you know, multi millions. Right. To solve those problems.

And so Jake, do you think that you could, somebody who didn't know the space is as well as you did after 10 years of selling these enterprise sales, these enterprise solutions could have bought this business and been successful or this was, this was really a case of tight business buyer fit. You could get in there on day one. Like you knew who to call.