Kelly Granat

And so I don't think of the pods as our competition. I mean, the market is obviously we're benchmarked in one of our products. And so that's obviously our competition and how we evaluate ourselves. But, you know, I think. We had many years of very, very strong performance.

And so I don't think of the pods as our competition. I mean, the market is obviously we're benchmarked in one of our products. And so that's obviously our competition and how we evaluate ourselves. But, you know, I think. We had many years of very, very strong performance.

We're sort of hopefully back on that track now with, I think, a lot of learnings and a lot of insights from mistakes we've made and a lot of growth that we've all experienced as an organization. And so I don't have like a target on my wall of XYZ firm or someone's numbers that I'm tracking to say, oh, we did better than that person.

We're sort of hopefully back on that track now with, I think, a lot of learnings and a lot of insights from mistakes we've made and a lot of growth that we've all experienced as an organization. And so I don't have like a target on my wall of XYZ firm or someone's numbers that I'm tracking to say, oh, we did better than that person.

It's actually sort of the opposite, which might be counterintuitive, is that I root for a lot of my friends. And when we do work on something and someone else calls us and they own it or they do work on it and we pass and it works and they do well, I think that's awesome, right? We want the industry to do well. We want people who leave our firm and start their own firm to do well.

It's actually sort of the opposite, which might be counterintuitive, is that I root for a lot of my friends. And when we do work on something and someone else calls us and they own it or they do work on it and we pass and it works and they do well, I think that's awesome, right? We want the industry to do well. We want people who leave our firm and start their own firm to do well.

That is good for the industry, right? And that matters. And so I don't have a zero-sum game attitude towards our industry or... root against certain people. I really don't.

That is good for the industry, right? And that matters. And so I don't have a zero-sum game attitude towards our industry or... root against certain people. I really don't.

I feel like having done this for a long time, part of what makes this really fun is the relationships of 20 plus years of going to see companies with the same people and exchanging ideas and debating ideas and challenging each other on our thinking.

I feel like having done this for a long time, part of what makes this really fun is the relationships of 20 plus years of going to see companies with the same people and exchanging ideas and debating ideas and challenging each other on our thinking.

And then getting to know their talent, people who work for them, who've done the deep dives on a bunch of different names and introducing them to our talent, all of us getting on Zooms and

And then getting to know their talent, people who work for them, who've done the deep dives on a bunch of different names and introducing them to our talent, all of us getting on Zooms and

hashing it out like that's what's really fun about doing this job is that network and I that has surprised me I think when I first entered the industry many years ago I thought it would be more sharp elbowed and competitive and instead it's been the exact opposite and maybe it starts with how we were talking earlier about sector coverage and my initial peer network being outside of the firm.

hashing it out like that's what's really fun about doing this job is that network and I that has surprised me I think when I first entered the industry many years ago I thought it would be more sharp elbowed and competitive and instead it's been the exact opposite and maybe it starts with how we were talking earlier about sector coverage and my initial peer network being outside of the firm.

So you sort of find like-minded thinkers or people that you respect or who you think ask good questions in meetings with companies to then have conversations with about the sector. And then that grows up into, you know, these become friends. So that's been a real surprise, I would say, about the industry and maybe a little bit of a wander from the question that you asked.

So you sort of find like-minded thinkers or people that you respect or who you think ask good questions in meetings with companies to then have conversations with about the sector. And then that grows up into, you know, these become friends. So that's been a real surprise, I would say, about the industry and maybe a little bit of a wander from the question that you asked.

But it's one thing I think is super interesting and maybe not really well understood outside in. Wow.

But it's one thing I think is super interesting and maybe not really well understood outside in. Wow.

More, more just because I've seen so many reps, right? That's the business. We're in the pattern recognition business as a field, I would say. And what's also interesting is to see it across industries, across geographies.

More, more just because I've seen so many reps, right? That's the business. We're in the pattern recognition business as a field, I would say. And what's also interesting is to see it across industries, across geographies.