You win some, you lose some.
Up to that point, having represented them for 12 months, I had made zero dollars. I got the pilot. I didn't get any money off this one. In sales, sometimes you win some and sometimes you lose some.
I was looking out for the next one. It was not to recover money, but my understanding was.... I thought we had something. Again, I continued to work with them—even after I got zero dollars—to try to get new meetings, to understand that I would get money eventually, on one of these contracts.