Well, for our work it's really simple. Here's what we do. We qualify our private clients, even if they're an entrepreneur from a garage or they're a bigger company. We look at four simple things. We see if they have management experience. We see if they have money--and hopefully it's not their mortgage on their parent's home. We see if they've been in this game before, because we've done an analysis of our SMEs that end up having success, and they've always had a previous marriage or previous product. The fourth thing we ask is whether they have any money behind them. We qualify them.
Fifteen years ago we didn't have that luxury, but we're successful enough now that we can do that. You'd be surprised. When an SME comes in our door, as soon as we ask those four questions, we know whether or not we should be working with them using our own time and energy. It's increasing our success rate tremendously.