Full Sail Partners Blog (37)

Acquiring and maintaining accurate client data is absolutely necessary for both marketers and business developers. Marketers need it to provide valuable content to clients and business developers for a successful sales pipeline. Additionally, as with any other firm department, both marketers and business developers need a way to track their efficiency and effectiveness. With iAccess, this all can be achieved. Here are five things you probably weren’t aware of that iAccess can do for marketing and business development:

Business developers and marketers spend lots of time on the go rather than at their desks. With iAccess, you can use the web browser in your mobile devices to update your CRM and keep data current. We recommend saving it as a bookmark or using the “Add to Home Screen” option for even quicker access on the go. 

Furthermore, the iAccess Business Development workspace enables you to contribute and maintain key pipeline information wherever you are as long as you have an internet connection. 

2. Enter and Edit Contacts, Opportunities, and Touch Points

Using iAccess, you can work with Contacts and Opportunities as well as set up touch points. Under the Contacts tab, you can perform basic searches and add contacts. The contact area provides quick access to key information for your contacts such as title, phone numbers, company, location and email address. You can even add image links into contact records.

From the Opportunities tab, you can view all your current opportunities as well as add new opportunities. You can easily change and view data such as the opportunity stage or see what client you are working on. Additionally, you can view and update the touch points as well as quickly add a touch point within any of the tabs by clicking on add touchpoint under the Touchpoint tab.

If the standard saved searches don’t provide the information you need, you can create a custom search. When you create a custom search, you can save it for the future, so you do not have to continually recreate the search parameters. 

3. Easily Sort, Filter, and Export Opportunity Reports

Opportunities are found within the Business Development workspace of iAccess. Here you have critical information at your fingertips. You have the option to sort opportunities by active opportunities, all opportunities or just those that you are associated with as part of the team. See the opportunities instantly as you filter and organize. These reports can then be exported to wherever you want them to go.

4. Track Your Department Spending

Another nice feature of iAccess is that you can use it to track department spending and can make sure you are being effective and efficient with your resources. If you set up budgets for Promotional Projects, you can easily see where you are Job to Date (JTD) and Year to Date (YTD) for that project. In that project record using the Project Management workspace, iAccess provides visuals to  see the labor and expenses that have been charged to the promo number and what budget is left.

5. Update Contact Notes Using Talk to Text 

A final iAccess benefit is that you can use “talk to text” to update Contact and Opportunity records. When you open iAccess using your mobile devices (explained above), you can use the talk to text feature to update any field. We like to update touch points and notes using this talk to text method. There couldn’t be an easier way to provide a meeting summary after visiting a contact. 

Let iAccess Work for Marketing and Business Development 

Now that you have discovered five things that iAccess can do for marketing and business development, are you ready to try it out? For more information, check out these past webinars to get an introduction to iAccess for business developers and to learn how to connect to Vision from anywhere with iAccess. Lastly, if you’re attending the SMPS Southwest Regional Conference, make sure to attend Lindsay Diven’s pre-conference Vision CRM workshop.

If I were to ask you which is more important to a successful business, the employee or the client, what would you answer? It's a tough call and either choice could be right depending on your circumstance. However, I would argue the employee is more important to ensuring a company is successful because great employees attract and keep great clients. So then why aren’t we investing more in our employees, and more importantly, how do we attract and keep great employees? The answer lies in mapping the employee journey.

To understand the employee journey and the imprint your firm is making, we will look at five key steps along the path of an employee.

• It all begins with awareness or the knowledge or perception of a situation or fact. The key word being perception. How do candidates perceive you? Perception of a potential candidate can come from many sources:
  
  
  • Knowing an employee
  • Speaking to your clients or vendors
  • Articles and information disseminated by your firm
  • Research on the internet
  • Your website and social media pages

All of these are related to your brand. Brand awareness is equally important for HR to comprehend. A simple way to start to understand your brand is to ask exemplary employees: What did you know about our company before you interviewed and what made you choose us? This question can give you insight into your brand and what to do more of to ensure you know employee perception and the source of that info.  

• The interview phase is another area that creates an impression. Not only for those you hire, but those you don’t. There are resources like Glassdoor that provide potential candidates insight on what the interview process is like and what it’s like to work at the firm. Do you know what is being said about your firm? The interview phase should give a candidate a sense of what it would be like to work for the firm and what will be expected. Recruiting and interviews are also a great time to build your network. You never know where the best candidate or client might come from. Even if you decide this person is not the candidate for this position, think about these things:
  
  
  • Could they fit another current or future position?
  • Do you know another position outside of your company?
  • Is this a person that could be great for networking?
  • Did you leave a positive impression while telling them they didn’t get the position?
    
    

• The on-boarding phase can say a lot about a company. Firms that don’t have a formal process may find employees quickly leaving. Employees want their own manager to take charge, not HR. Firms should still be focused on recruiting an employee even after hiring. Additionally, on-boarding isn’t completed within the first week or even month of hire. Here are some things to think about when developing your on-boarding program:
   
  • Do you have a checklist for your onboarding?
  • Does the new hire have a place to sit and a computer to work on?
  • Is the hiring manager there on the employee’s first day?
  • Who are the mentors to train this new hire?
  • Who is responsible for reviewing company policy items, i.e. Timesheets, Expenses, Social Media, 401k, Healthcare, etc.
  • Do you have 3, 6 and 9-month goals and expectations outlined?
  • If local, who takes them on a tour and welcomes them?
    
    

• The retention phase is the most vital stage for both the employee and the company. The relationship between an employee and employer will have its ups and downs, but continuous feedback and formal reviews will ensure everyone is on the same page. The needs of both the employee and employer must be balanced. Establishing goals, offering feedback and discussing a career path provide multiple benefits to the organization:
   
  • Decreases turnover
  • Increases employee loyalty
  • Increases employee referral
  • Differentiates the firm from competition
  • Creates a more engaged company culture
     

• The exit phase is not a phase that many companies plan for, but firms should have a process in place for when an employee leaves. Just like onboarding, your firm should have a checklist. How will you transition clients, projects and job duties? Capturing institutional knowledge and minimizing single points of failure can be critical to the success of the firm. Lastly, remember that an exiting employee could become a client, vendor, or maybe even return to your firm, so be sure to keep the line of communication open.

The entire employee journey with your firm should be as positive as possible. Each of the five key phases is significant to ensuring your firm is perceived well by employees. Creating a good impression of your firm is essential to attract and retain the best employees. Check out our webinar to learn more about how your firm can increase its HR effectiveness by properly marketing itself.

Full Sail Partners is honored and excited to have received the Deltek Partner Marketing Excellence Award for 2017. As a Deltek Platinum Partner, Full Sail Partners continues to provide sales, implementation, consulting, support and customization services for project-oriented professional services organizations. Our mission is to help businesses integrate their processes into one singular system, better understand and retain current customers, and increase market share. We leverage multiple inbound and outbound marketing strategies to drive awareness and strive to provide valuable content for Deltek Vision and Deltek for Professional Services users.

“It is our honor to recognize Full Sail Partners with this year’s Deltek Partner Marketing Excellence Award. Full Sail Partners continues to deliver products, services and support that help our customers successfully grow their business,” said Ray Lazarine, Senior Marketing Director at Deltek.

Both Deltek Vision and Deltek for Professional Services are leading enterprise software solutions designed for project-based professional services firms to improve business performance, streamline operations and win new business. With automation of marketing, financial management, planning, tracking and administration of resources and projects, these products uniquely integrate end-to-end business processes. Using the Blackbox Connector offering by Full Sail Partners, Deltek Vision and Deltek for Professional Service users can connect their systems to other third-party software solutions further streamlining business operations.

“We are humbled and honored to be recognized by Deltek with this Marketing Excellence Award for a second year in a row,” said Sarah Gonnella, VP of Marketing and Sales at Full Sail Partners. “Marketing is a team effort. Without an amazing marketing machine and great consultants providing relevant content, this accomplishment would not be possible. This group effort allows us to continue to establish ourselves as thought leaders and ensure our message is focused on our clients’ needs.”

For more information, please contact Full Sail Partners’ Marketing and Communications Department. Interested in learning more about the Full Sail Partners' team? Check out our crew! 

You’ve just spent hours creating a clever email with an enticing subject line to send your clients and prospects. As you prepare to push the button to send this email, you hope for a positive outcome of your campaign. Over the next 24 to 72 hours, you will log into your email marketing platform, such as Constant Contact or MailChimp, to check the performance of this email. But, which numbers really determine the success of an email marketing campaign? Let’s take a look.

The open rate is simple to understand but quite important. This is the percentage of the recipients that opened the email. Knowing how many people opened your email is significant because it will show you if your subject line drew enough attention to make opening it worth their time. Of course, the higher the open rate, the better.

Click-through Rate

Here’s probably the most important metric that allows you to know how successful your email marketing campaign has been. The click-through rate lets you know who actually read your email and took action by clicking on the included link. Seeing who clicked on the email allows you to know who’s interested in your content. This tells you who to target in the next stage of your marketing campaign. In other words, the more click- throughs, the more potential leads that have moved further into your marketing funnel.  

Bounce Rate

The bounce rate tells you how many of the intended recipients did not receive the email at all. There are two types of bounces, a soft bounce and a hard bounce. A soft bounce happens when the recipient’s mailbox is full, the server is down, or the email is too large for the inbox. On the other hand, a hard bounce means the message is permanently rejected because the email address is invalid or doesn’t exist. Obviously, the more bounces, the less potential for exposure to the email content.    

Unsubscribes

Like click-through rates, unsubscribes allow you to assess the quality of your content. If a person signs up to receive your emails and newsletters but unsubscribes, it is usually because the content is not what they expected. So, unsubscribes can show you how many recipients have determined that the content is not valuable or interesting.

Spam Reports

While unsubscribes are bad, being reported as spam is worse. This usually happens for one of two reasons. Either you send emails to people that never signed up to receive them or you send emails to people with irrelevant content. Email marketing platforms can and will suspend accounts that have a high spam rate. Therefore, not spamming is a priority in your email marketing campaign.

Refining Your Email Marketing Campaigns

Using A/B testing is a great way to improve your email marketing campaigns. This is a controlled experiment that compares two versions of the same content to determine which messaging improves your email marketing success rates. There can be a variation of the subject lines, the messaging in the email and the verbiage used in the call-to-action. Remember, in the end, the main goal is to get your email marketing campaign through to its intended audience and have it be well received. How you accomplish this is up to you.

It is amazing that so many people aren’t even aware of the numerous benefits of using the Deltek Vision Payroll module. For starters, the Payroll module in Vision is a robust application that gives you control over your payroll process that you otherwise wouldn’t have if you used an outside payroll company. It allows you to meet the increasingly complex regulatory requirements by defining taxable wages based on any withholding codes that you create. You can also define how other pay wages impact a withholding calculation. All of this can be done from Payroll Withholding Setup. 

How the Deltek Vision Payroll Module Works

If your firm is using the Payroll module to process your payroll, Deltek Vision will use information from the Employee Info Center, the Project Info Center, the Transaction Center, and Accounting Cost/Pay Rate tables to process payroll.

Some of the main features of the Vision Payroll module are:

• 2 overtime multipliers – There are some firms that are required to pay overtime (OT) to hourly employees. For example, you may have to pay time and a half for some OT hours worked and maybe double time for other OT hours worked. Vision can be configured to accomplish this. For added flexibility, you also have the option to bill these overtime hours at a higher billing rate in billing terms.
• User-defined other pay fields – In addition to an employee’s regular salary, you can also add payments for other items. Some firms will use these fields to record bonus payments, moving allowance payments, allowances for fitness club memberships, public transit passes, etc.
• Contribution codes – If you make payments on behalf of your employees, i.e. state unemployment or 401k matches, you can track those payments using contribution codes. Contribution codes can record those amounts by employee. Vision will also post the entry to the balance sheet liability account.
• Withholding codes – In addition to the standard federal, FICA, and state withholding codes, users can create their own user-defined withholding codes to suite your firm’s needs. You can create withholding codes for medical insurance, cafeteria plans, wage garnishments and Roth IRA plans to name a few.
• Direct deposit – Vision supports the direct deposit of funds directly into an employee’s bank account(s).
• Payroll types – Most payroll runs processed in Vision are for your regular weekly, biweekly or semimonthly or monthly payrolls. You can also process adjustment payrolls to make changes to a payroll that has already been processed. Furthermore, you can use this feature to adjust pay, withholdings, regular, overtime, and secondary overtime pay hours, and accrued benefit hours. A bonus payroll run automates the process of giving your employees bonuses.
• Payroll reporting – Using Vision payroll reporting, you can generate worksheets that help you fill out state unemployment insurance reports, quarterly state income tax reports, and federal Forms 940 and 941.
• W-2 forms - The Payroll module prints a W-2 for each employee who was paid during the calendar year. You can print W-2s on W-2 forms that are specially designed for use on computer printers.

Integrate with Outside Payroll Companies

If, however, you decide that your firm would rather use an outside payroll company to process payroll, despite the benefits of using the Deltek Vision Payroll Module, Vision offers an interface option that can export timesheet data to most large payroll companies including ADP, Paychex and Ceridian. With this integration, a third party will be able to manage the complex areas of payroll processing such as tax withholdings.

Do More with the Deltek Vision Payroll Module

It should now be evident to most people that the Deltek Vision Payroll module is an extremely flexible tool that can be used to help your firm streamline the payroll process. The Payroll module additionally provides a wide-range of detailed reports based on the information stored in your Vision database. So, start realizing the benefits of using the Vision Payroll module and improve your firm’s payroll process today.

Now that I have your attention, I must admit I totally hijacked that title from my good friend and fellow Full Sailor Rana Blair. In January, she presented a webinar on using Deltek Vision’s iAccess features to enhance the project management function of your firm. It was such a big hit, that we decided to continue the conversation in February. We’ll shift the focus to iAccess’ capabilities for enhancing client/contact management, tracking your pipeline of new work, and preparing for Vision’s future.

I’m convinced Rana was right. We’re at a point where there truly are NO MORE EXCUSES. Now is the time for all good client-facing associates in professional services firms to have immediate access to critical client information. If you don’t, no big deal, your competition will figure it out for you.

Commit to Using Deltek Vision as Your Corporate Contact Manager

It still boggles my mind how many Deltek Vision users don’t do this, sometimes even with the CRM module in place. One of my favorite parts of the module is the remote access to Vision CRM through iAccess. You can roll out access to critical client and contact information to anyone with a license and a data connection. While we typically refer to the CRM module as more of a marketing and BD toolset, contact information is used across the entire firm.

While iAccess screens possess many of the same fields and functions as the traditional “smart client” for Vision, you can easily arrange for custom tabs and fields to appear as well. None of this works, of course, unless you’ve done a decent job at migrating existing critical data and launched a good process for capturing additional information as it comes into your firm.

Gain Clear Insight into the Next 6 to 12 Months of New Work

Pipelines do not have to be complicated, but at a minimum, they should allow your firm to pull from existing client information and maintain a weighted list of future revenue estimates. The basic information required to do this (client, name of pursuit, estimated revenue, start date, and finish date) is typically best-known by the individuals closest to the client. iAccess can assist you by minimizing the distance between those individuals and the fields where you house the information.

If you’re already well-versed at managing Opportunities in Vision, consider iAccess as a tool in your bag to help key rainmakers maintain and update information they typically receive first. Dictating updated information about an opportunity directly into a Vision record using your iPad isn’t all that far-fetched anymore. It can also be used for basic reporting to help the same people avoid stepping on each other’s toes with large clients. Distributed pipeline information in iAccess, built on Vision’s core foundation of clients and contacts, could give your business development team a great boost.

The Future of Deltek Vision Looks Like iAccess

If you’ve not heard of Deltek for Professional Services (DPS), the “reimagined” next iteration of the Vision platform, now’s the time to start thinking about when and how your transition will take place. While thinking ahead with your software vendor’s developing capabilities in mind is always a good idea, this transition is particularly important for Vision users. Many key characteristics of DPS are already present in Vision’s iAccess screens. With iAccess in Vision 7.6, you can start getting users comfortable with the browser-neutral and device-agnostic features that will eventually be pervasive throughout the DPS platform.

Not Quite Convinced Yet About iAccess?

Feeling a little uncomfortable with all this new stuff in the Deltek environment? Join me for some more discussion on iAccess and we’ll do our best to help you get there. We believe taking advantage of these capabilities will help you get the most value from your system and allow you to enhance your clients’ experiences with your firm!

Ironically enough, despite the advances of 21^st century technology, everyone is now busier than ever, and time is a precious commodity. It used to be commonplace to reach out to prospects and clients by phone, but these days it is time consuming and often an annoyance to the people you are contacting. So, what’s a more efficient way to share information on a regular basis with your clients and prospects? There is social media, but it warrants its own blog, and direct mail is slightly archaic. Email marketing, however, is an ideal way to capture your audience’s attention and build more business. Here are some ways your firm can use email marketing to build business.

Newsletters

Whether monthly, bi-monthly or quarterly, an email newsletter to your clients and prospects greatly benefits your marketing plan. For starters, you likely create informative material for your target audience such as blogs, webinars and whitepapers. This information is only helpful if people actually see it, so a regular email newsletter provides the perfect avenue to share your content with your target audience.

But wait, there’s more! Newsletters can also contain pertinent announcements like industry events and conferences your firm is attending or the hiring of new employees because of increased service offerings. Marketing via an emailed newsletter to your audience is a fantastic way to draw attention to your firm and build business.

Generate Brand Awareness With a Soft Touch

Building business requires building brand awareness. Email marketing allows firms to reach out to their clients and prospects in less intrusive ways than making a call or stopping in at the office. One way to look at email marketing is to consider it a soft touch technique to connect with your audience. 

There are endless opportunities that allow you to reach out to your clients and prospects via email. It’s a simple method to stay “top of mind” with your audience. Receiving something of interest this way will resonate well with your audience, and when a need comes up, your brand will be remembered.

General Promotion

Email marketing can also be used for general promotion. In this area, there are unlimited emails you can send. Is your firm attending an industry event? Is your firm hosting a webinar? Let your clients and prospects know with an email.

Your firm is already investing in attending an event or creating an informative webinar, so why not make sure you get the most out of it? With email marketing, your firm can promote these events to generate more participation which will increase the overall return on investment. Additionally, from the email marketing promotion of webinars or events, more business can ultimately be gained.

Be Smart With Your Email Marketing

As with phone calls and stopping by offices, emails can become an annoyance to your audience if not used wisely. You should consider some things before you start emailing away. First, you should segment the list of people that receive emails based on role in the firm. Next, you should use an email automation system, like Constant Contact or MailChimp, that allows you to track the performance of your email. You can see who opens your email, what they click on, and who unsubscribes. So, now that you have the basics for email marketing, start using it to build business for your firm.

Many firms have a plethora of data regarding existing clients, prospects, and wins and losses just sitting around being underutilized or possibly not being used at all.  So, what should these firms be doing with all this data? Well, this significant information needs to be analyzed to create actionable insights which will help drive business development decisions. Here are some thoughts to ensure a proper data analysis.

Reports Don’t Equal Analysis

Reports are pretty and give you an easy view of your data. The line goes up and you smile, the line goes down and you frown. However, quickly glancing over these reports doesn’t actually answer why these are the results you see?

Analyzing means taking those results to the next level and learning why these are the trends your firm is experiencing. You must ask the right questions to find answers in your data and then form a hypothesis to test your data against. This will allow you to find the reason behind your numbers.  

Using Analysis to Achieve the Real Goals

As simple as this sounds, getting the right information from your data analysis can affect achieving your firm’s goals. To make actionable decisions, the goals of the business must be what drives your measurement strategy. Using the correct data analysis technique requires that you know what questions you’re trying to answer.

Think about it, generic questions tend to lead to generic answers. To determine what you’re trying to figure out from your data analysis, you’ll need to have clear objectives provided by the firm’s stakeholders. Without having a specific question to answer, you won’t get a clear answer.     

Creating Metrics That Promote Action

Communicating the results of your analysis in a way to create actionable insights can often be difficult. It doesn’t have to be when the results of your analysis answer the questions that have been established by the business objectives. Therefore, communicating actionable insights requires being able to quantitatively measure the success of the plan you recommend.

The findings of the analysis should drive the development of key performance indicators (KPIs). With these KPIs, the company knows what quantifiable objectives determine the success of the business. Keep in mind, your KPIs need to be realistic based on your data. 

Good Data in Equals Good Data out

Collecting the right data and maintaining it is the most important part of data analysis. For project-based firms, projects are the lifeblood of the business. Winning more projects is essential to generating more revenue. As a result, discovering key project related data from your analysis is integral to creating compelling proposals that win new business. 

Making Data Work for Your Firm

To learn more about project data collection and maintenance best practices, make sure to attend this year’s SMPS Pacific Regional Conference and the Southeast Regional Conference. Lindsay Diven, Full Sail Partners’ Senior Consultant, will be presenting a session titled, “Develop Your Data Collection & Maintenance Program – No CRM Needed” to address this specific topic. Let your data work for you.

Full Sail Partners, a Concur and Deltek Platinum Partner, is pleased to announce the addition of Amanda McClain to the Account Management Team. Amanda joins the Blackbox Connector team as an Implementation Project Manager. In this position, she will oversee implementations for financial related Blackbox Connector integrations. Amanda’s strong finance background in combination with her vast customer service experience will enable her to provide a positive client experience throughout the project lifecycle when purchasing a Blackbox Connector solution.

“Joining the Blackbox Connector team allows me to utilize all aspects of my background to help create a long-lasting client relationship,” stated Amanda McClain. “I am very excited to begin this position as Implementation Project Manager. My previous experience has given me the tools needed to effectively listen to clients and work with them to create a system tailored specifically to their firm needs.”

The Blackbox Connector team integrates Deltek Vision and Deltek for Professional Services with ready-to deploy business solutions, including Concur Expense and Invoice Connector, as well as, the Informer Connector that is coming in the first quarter of 2018. With the increase of Blackbox Connector solutions, Full Sail Partners sought a new team member to ensure quality was provided throughout the implementation. In her role, Amanda will provide clients with a personal point of contact to discuss and resolve any issues relating to their Blackbox Connector purchase.

“As demand for our Blackbox Connector continues to grow, we are focused on providing a quality product. This includes ensuring our clients have a successful implementation,” stated Wendy Gustafson, General Manager of Full Sail Partners. “We are super excited to have someone who is customer service and detail-oriented. She will be instrumental in keeping our client implementations on track.”

For more information, please contact Full Sail Partners’ Marketing and Communications Department. 

Many firms in the architectural and engineering (A&E) industry are using mergers and acquisitions (M&A) as a strategy to grow. As discussed previously in a blog by Mike Kessler, a firm must first choose the best fork in the M&A road to accomplish its goals. Once this path has been taken, a decision must then be made about which data to migrate and the steps to take for a smooth transition.

Deciding Which Data to Migrate 

If you ask project managers which data is important to them, they will usually say all of it. However, is that truly the correct answer? Probably not. Depending on which direction your firm chose in the M&A process, there are many questions to ask. Something that may help decide which data to migrate is to determine who is responsible for the work completed prior to the M&A. 

Additional concerns might be: 

1. Are there government contracts or audit requirements that require full detail?
2. Are there open accounts receivable that may be disputed and why?
3. Are there any outstanding claims against a project?
4. Did the acquisition include assets that need to be tracked?
5. Who will own the open accounts receivable?
6. Will you be responsible to pay any outstanding vendor payments?
7. Do you need prior invoice details, prior invoice totals or just prior billed totals?
8. How much value is left to recognize for revenue?
9. Does the prior revenue method used by the previous firm line up with how you recognize revenue?
10. Will the client let you assume the contracts?
11. Are there reporting requirements that are ongoing with the client?
12. Do you need visibility into prior work for cost comparisons?

The answers to these questions, or even other scenarios, may place data requirements on how much data you bring in and at what level. Again, the amount of data to be migrated depends on which fork was taken in the M&A road and the organizational structure of the entity post M&A. After addressing which data to migrate, then you can move on to the how. 

Options for Migrating the Data 

So, now that you know which data to migrate, how are you going to do it? 

Before providing the migration options, please note that having knowledgeable personnel to assist in this process can save time and prevent frustration. 

There are three options for data migration: 

• Vision Data Import
• Microsoft SQL
• Manual Entry 

Determining the Data Migration Process 

Once you have picked the migration option, you must decide what order to migrate the data in. This is important because every firm has critical processes and secondary processes that need data to function and keep the company running. 

Here are some things to consider: 

• Prioritizing the critical areas
• Setting a schedule of what is required (this will help guide you in the process and make sure necessary parties are involved)
• Having a company champion or champions who can answer employee questions
• Keeping communication lines open (this will allow for an easier transition) 

Assistance with Data Migration Decisions is Available 

Regardless of which direction your firm takes in the M&A process, Full Sail Partners can offer help with your data migration decisions. Contact us and one of our subject matter experts will be in touch. Let us help you ease on down the M&A road.