This is what I’ve seen; it’s hard work, and if you fail to make any one of those sales, it can all fall apart. And you didn’t even mention getting your foot in the door in the first place. I used to chat with our business development guy in the lunchroom. He spent hours on the phone every day getting told no. It took a ton of work just to get from “no” to “maybe later,” and that’s when they didn’t just hang up in him. I think he understood what made our company tick better than anybody else, better than the CEO.