It's probably a selfish measure in terms of the objective of a small business exporter. I think it is an incremental measurement of how one could measure trade commissioners. But it would give an orientation to their organizational structure and procurement processes of the end client. I don't know if you could measure it at that level, or in terms of outcomes.
I think the measure of past and current trade commissioners is their knowledge of what the companies coming in do, and their knowledge of the broader market with respect to the problem you might solve or the benefit you might bring. So you end up at the door of the customer. They may or may not have some contacts with that potential client. I'm encouraging placing a priority upon keeping a current organizational chart of the water board, if the municipal government is one of the purposes or targeted clients. That matters because you would probably begin the process of introducing your solution to the end client higher up, and sooner than we necessarily do now.
Regarding the letter, my assumption is that the letter references domestic suppliers, so most of the Canadian exporters aren't necessarily trying to find their first customer outside the country. It's for those that already have resident reference sites, which we've had for 20-plus years in Canada. We have reviews by the regulator confirming that the system operates. I'm looking at generating positive references for companies going into the market—and you'll see this if you look at what Australia and Germany do. What you want to do, when the person buying the system fills the folder saying why they bought it, is to use the red and white camouflage that's possible. That letter acts as red and white camouflage to confirm that a small company from Canada has a good system. “Small” from Canada is considered minuscule when I'm in India or China. Because of this concept of scale, we never ever want to represent a 50- or 20-person company as too unimaginably small to buy a big system from.
So those would be the two additions to make. I offer them in a very positive way.
I like what we do; I just want more.