I'm probably hitting this point again and again, but it's because I think it is so crucial. If Canadian companies cannot find those initial opportunities at home, we are going to have such a hard time exporting, because we are then trying to do business internationally. We don't have the networks and we can't get the introductions, so we have to fight our way in. We've done that through a lot of hard work, grit and determination.
Looking back and thinking about.... For example, when we go to RFP to try to win these contracts with NATO or the U.K. Ministry of Defence, often one of the questions is, who are you already doing business with? What governments do you already have a contract with? They want to see those reference customers. They want to see that social proof, which counts for a lot in those RFPs. If we were able to first do business provincially or federally, that would just clear that path so much for us.
It's easy to say that in hindsight. Who knows? I think it's just something that this committee should consider. I know we're talking about export, but I believe that being able to export would be much easier when you already have some reference customers.