Uncle Sam's Secret Sauce
Uncle Sam's Secret Sauce

Episode · 2 months ago

How to Find Winning Opportunities for Your Business with David Lowe

ABOUT THIS EPISODE

David Lowe is the Founder & CEO of isiFederal, GOVBRIEF, and SamRadar.com, which provides a communications platform and process for key stakeholders between the government and industry leaders.Through effective relationship-building, doing great work, and always hunting for winning opportunies, David has grown his endeavors and has established himself as an expert in marketing for government contracting, and now he joins Rafael to share what it takes for you to do the same.

In this episode we discuss:

  • How David grew isiFederal, GOVBRIEF, and SamRadar.com
  • Why businesses should look to give their clients an unfair advantage
  • The strengths of relationship-building
  • How many business owners are just one person away from success
  • David’s secret sauce for getting ahead of the competition 

Uncle Sam’s Secret Sauce is hosted by Rafael Marrero, Founder and CEO of Rafael Marrero & Company, which helps small companies do business with the world’s biggest customer: the U.S. Federal Government.

You're listening to Uncle Sam's secret sauce, a Raphael Morrero and company podcast. This is a show for US small business owners and decision makers looking to grow their business. You're about to hear a conversation with successful entrepreneurs in the fields of construction, janitorial, cybersecurity and more. Here you'll learn how to sell to the government and what this secret ingredients are for effective marketing for small businesses. Let's get into the show. David Lowe, welcome to Uncle Sam's secret sauce, my good man. So tell us what led you to start I s I federal, and can you please, for the benefit, for my benefit at least, and for those of our listeners, tell us what in the world does I S I federal mean? You the real you want the real answer, please. So the truth is, I named I S I've before it meant anything. So a little bit of a backstory, right. So, back in two thousand and seven I had a client that came to me and said, Hey, I want to get into the federal government. There's a sixty eight billion dollar contract. Money's gonna fall from this guy and they said we want you to go out after it, and I didn't have any experience in the federal world and I told him, I said I'm not the guy. Find Somebody who understands his space and go hire them. And they kept after me for three months and they said they finally said, Hey, I want to we want you to do this, and I was like, I told you, I'm not the guy, but I had been doing some consulting with them in other areas and for some reason they wanted me to do it, and so I said okay, I'll do it. You know, they said what would it take? And I said twelve thou Hollars a month, which is a crazy number because you know that's what you throw out if you don't want to do something. And they said go and I was like you're crazy, but I'm taking your money. And that was the first client and fortunately I met up with a gentleman named Jim Williams who ran G S A F A s. At the time I didn't even know what that meant. I didn't know what G S A F A S meant, or it was federal acquisition services, by the way, but he uh, he was willing to help me and because of him we're sitting here today and after that. So that that crazy client. I thought they were knuckleheads for spending that kind of money. We wound up getting a three million dollar sub the prime deal and then two thousand eight hit there in construction. They lost their bonding. No bonding, no, do business with the federal government. That's what happened. But then a couple of other clients came and they said Hey, we want to we want to get in this federal world. What do you know? And I said, well, I know more than I did. So I was like, why are companies coming to me and asking, you know, to get into this space? And yes, I'm here in the DC area. So that made it at least conceptually it made sense. So I literally went into my brother's office. I said, how M you...

...don't do business with the government's like, dude, I wouldn't know where to start. I said exactly. So we literally took three days blew the office apart. They said, well, what do we calling this thing? I said, well, there's a guy named Rodney Hunt who just sold a piece of his his business was R S. I s right. So R yes, I remember, three hundred million dollars for a third of his company. So just do the math on that. That was a nice payday and I knew Rodney through his brother Kevin, and so I was like, well, let's just call it I s I federal. Now you know how I s I federal guy started exactly. I didn't have anything, and then somebody said, well, you need to make something up and I said, well, how about Integrated Solutions Initiative? That's very government like, doesn't it? A fancy? That's right, you're you're that's a that's the first time I've ever told the story. So breaking news with Dr Rafael Morrero on the secret is I s I federal. Don't mean wow, that's uh, that's that's rich. So so, Dave, tell for the benefit of our viewers, our listeners. Now tell them. What what does I S I federal do? And there are many companies out there that are in this space that cling to help small businesses, but yours actually does, and that's one of the things I admire about the firm. You and I actually met in the most strange of all circumstances. I mean, I talk about something meant to be right, but I didn't even know you and I was sending you business because I was impressed. I had. I had clients saying, yeah, Rafael Morrero sent me over, and there was like three of them in over the course of a couple of months. I'm like, I don't even know who this character is, right. So we literally so I'm doing business right, I'm doing business with referrals from you, and we had never met and spoken or spoken for not even aligned them, not even ag he's like, I found this guy who seems to know what he's doing. So he starts sending me business. I'm like, well, I gotta meet this Rafanielle Morrero character. So we we met in D C for the first time in a coffee shop right at the hotel, and we were down there for a chamber of Commerce Event and you were down. You came up to D C and I went down and I tell you what, there's very few times that I can say that you knew, I knew that there was a perfect fit with just you know, everybody here that's listening. You can think about the people that have impact on your life in the Mojo right, having the right Mojo, and we just did and we do crazy things. We went we wound up tooling around with the chamber, not that year, but the next year or a couple of years later, and I tell you what, we have some of the funniest stories that you will ever hear about tooling around the Senate office building and me not have Hispanic descent, being called out for that in the middle...

...of the place. We'll talk about that later. We'll say that. We'll say that that sliver of wisdom for the for the end of our convo here, because it's a great story. So what does I S I federal do? What are the three, the top three things that your firm provides? So when you go back to why we created it, is to answer the question for small businesses, how do you gain a competitive edge and adopt yourself to the process in the federal government? If you're not thinking of adopt adapting and adopting how it works in the federal government to what you're doing, you're going to fail flat out if you think that it runs like commercial it does not. So what we said is, okay, first of all, let's let's do let's understand what the marketplace is, because you've got to know what you're facing when you get into it. So we developed intelligence that didn't just look at opportunities. Right, we'll talk about opportunities a little bit, but we want to talk about who's winning in the space and who's playing in your pool, or actually who's in the pool that you're getting into, because they're already buying what you sell, or something like what you sell. And if you're disruptive, whatever, you need to be able to inject yourself into the conversation. So the first thing is is intelligence. We'll talk a little bit about that, which led us into okay, that's historical. Now let's talk about what's happening today and yesterday, so we can connect with people that are most important in the federal government, and those are the buyers and program managers. So we build a system called SAM radar that does this every single day, breaks it down, get smarter as you use it, and then gives you very specific, bite size things that you can do in a given day to go out after the people that you want to go out after without being overloaded, because there's seventy seven thousand active buyers. You can't call all this today. I'm sorry at the people to do that. That's a lot of people. So then that's one side of the equation. As you know, there's procurement and then there's program people. Right. So on the one side that's the procurement people. Got To get to them. We have primes that are also winning from the buyers. Right. Those are easy enough to be able to identify and that gives you a path to the buyers and the primes. That's what Sam radar does. And then the other folks that you have to each reach of the program managers. And if you think about program managers, there's not a list of those people. There's literally over a hundred thousand of them in the government and we've identified about a hundred and thirty thousand of them, but we don't know exactly what they do. So the only way that you have to go out after those folks is to give them something to think about and figure out if they really care. And what we do is we use GOV brief. Gov brief is the other it's like a three legged stool that we have that reaches out to the program managers and says, Hey,...

...do you care about system modernization? Do you care about cybersecurity? Do you care about construction projects for the Infrastructure Act? Do you care? And if you care, show up to this because I'm gonna introduce you to a subject matter expert from the industry that's going to talk about the impact on your agency and what you need. That's what Gov brief does. Gov brief goes out and markets and penetrates the program managers and there's nothing else like it that that's out there. It's like a capabilities briefing, but done of web based. It's a Web based capabilities briefing and tells what we were cooled before Covid, just saying we were doing that before covid and drawing people in, but now we actually have a very, very high success rate for being able to identify immediate and upcoming opportunities that never post anywhere in an opportunity funnel, nowhere. So let me get this straight. Ba. You've got you've got SAM radar, which makes Sam dot Gov actually work right, right. So Sam radar is a proprietary tool that you've developed to help small businesses, right, or businesses of all sizes actually, but but those that are interested in doing business with Uncle Sam. They've got a platform and they receive information via alerts and with the actionable intelligence that they need. Like this is the person that has the RFP, their contact information, or there's a source of sought notification, right, and it's it's delivered right to their inbox. So what do they get? What do they get with with with SAM radar? Let's talk about Sam radar a little bit more. Yeah, so there's two pieces to Sam radar. First of all, it's based on the same philosophy as the intelligence to say, okay, there's two pieces. Right. First of all, let's go see what hits Sam Dot Gov today. You want to know not only today, what just hit two minutes ago, because that may be the difference maker, especially at your end, where you have something that just hit Sam dot gov. so that may give you the competitive edge right there. To have a little bit more time. Could be a source to thought, could be a solicitation, right. It could even be saying, Hey, we're gonna give this soul source to somebody at a at a hub zone or socio economic set aside, right, and you're gonna say, Hey, wait a minute, I can play in that pool. Let me play, right. So those are the things that are coming from Sam Dot Gov. here's the here's a little tidbit of information that, if everybody just walks away with one thing from this. Only two percent of opportunities or contract actions actually hit Sam Dot Gov. now you might be saying you can't bothibly be true because they're showing everything gets posted with Sham Dot gov. no, it doesn't. And and and it's very simple. Between Sam Dot Gov and FPDS. All you have to do is do we have a nine second challenge that you...

...can find on I si federal dot com, and you can take the challenge for yourself and look at a fiscal year to fiscal year. So at the end of the day, you want to know about those opportunities as quickly as you can, right, Rathah, that's what that's the first thing. And then what do you want to do about the other? That is what we call under the radar, or at least not posting in any form or fashion. Well, you might want a team with the prime that's winning, right, that's one. That's a great avenue and you would really like to know what the prime is winning, right. So you want to be able to track that prime and see everything they're winning so that you can ping them every time you see something that POPs. That's one thing. Or maybe you want to punch that prime in the mouth and steal their business. Right. So then you want to go out after the buyer and the buyer relationship to the program manager. Both of those are very, very important for every small business to understand. In the buyer relationship with the prime. Then determine whether you want a team with the prime or you want to start to say hey, I want to steal that business from the prime. Both of those happen every day. Very difficult to do, which is why we built the system we did, to say, okay, tell me WHO's the buyer? Oh, the buyers right here. We have an email address, we have a phone number and we have a thread to pull to say you're just a word. Is the ABC company, WHO's a competitor of mine? Please let me know. The next time this comes up. That may be your only play to be to be able to disenfranchise the prime. Right. So that's the idea break that primes relationship and that's that's what we built it to do. Got It? Okay, great, so let's see software tool that gives you, that provides situational awareness, gives you a lay of the land. It tells you who's buying what, how much they're buying, when the contract expires, that the contact information for that program for that purchaser, for that procurement person, right right on the procurement side. So this is anyone out there that's that's trying to get into the government space needs this type of visibility. Right. So how can someone actually register with Sam Radar? It's very, very hard. It's very hard. You GO TO SAM RADAR DOT COM and sign up. That's it, that's it. It's way. And not only that. You know it's really cool about Sam radar when because another the component that we do the monitoring for it. Actually you don't have to log into Sam Dot Gov to see the opportunity even after it hits your radar. Right. So once it hits because your radar that we're building, you've set the criteria. Our team helps you set the criteria, because you may want to have everything under the sun that you get to be able to review and if you do, you're gonna get thousands of emails a day. Maybe want to trim...

...that down a little bit, get a little bit more focused. That's what our team does. Helps you focus. Sign up and we'll take you through the process and then the rest of that process is driven by the information that you get and you'll make a determination to say, hey, this makes sense for me, this doesn't make sense for me, let the system know. It gets smarter as you go right, very easy to start. Okay, so we've got SAM radar, the tool. Then we've got gov brief. Gov Brief is actually aimed at the program managers, right, the actual end users in the government and you. What you do there is you provide a capabilities briefing, right, and you put your clients that sign up with you right in front of government buyers, right in front of programming managers and people and buyers. So it's basically a platform for small businesses or businesses of any size actually, that present their products and service is to the actual end users, right, and the people that are considering a solution that such is the one that you offer. So it's a great way to get to cut in the line, right, instead of walking on doors and eventually getting an appointment. So the key differences so that for capabilities briefings, like the decks that you provide for people, for capabilities, one on one briefings with with agencies or, you know, agency heads, whatever you're doing, you're going you're taking and saying this is what we do, that's capabilities. Briefing, God, brief is a little bit different than that. We ultimately that's where you want to get to write. You want to have those conversations and dialogue. So, but before that, the real magic is to be set up as a subject matter expert. Once people believe that you're an expert, they start asking you questions to help them fix their problems. Right. So if we put to put this out as an educational platform, as opposed to saying, Oh, this is my company, only do all these great things. Instead of that, we pick a subject that's important to the program people, right, we know that they have challenges and needs, so we stick that right into their face and we say, Hey, you're having this issue, come listen to this guy or this lady and will they'll help you understand how you can help meet those executive order initiatives or the problems that are coming down. And this is really, really important because as soon as they determine your subject matter expert, you now have a competitive advantage. Right. That's the whole reason we do it, and the more we keep it education focused and less product focus or or this is my company, the better off we are because what we are asking as part of this dialogue with the Group of people is who has the problem, who really has the problem, and how important and how urgent is that problem? And by by doing that, every time we do a briefing we probably have anywhere from five to program managers are saying,...

I want to talk to you more. That's when you come with your capabilities briefing and say this is what we do. Oh by the way, this is what we talked about in the briefing. Now you have the building blocks as a subject matter expert to deliver, along with your capabilities to say here's how we can solve your problem. Let's get started. You want to do a pilot, you need an unsolicited proposal. What you need from me? Right. So that's where we that's the real magic of Gov brief and because the brand we've been we've been enhancing the brand within the government community as well. We've had government experts on here as well as part of the panels. So that gives us credibility and as a result, we have a really good dialogue and people are coming back to gov brief to get more information, which is exactly what everybody wants. Absolutely. Now there's a third offering that your company provides. Tell us about your market essentials and your market intelligence tools and how they are different from other people. So that's how we started back in two thousand and nine when I when somebody showed told me about FPDS DOT GOV versus. Back then it was fed bisops. Right now it's Sam Dot Gov, uh, and we can talk about the hot mess that Sam Dot Gov is all day, but at the end of the day, when you look at it and you say, okay, somewhere around a hundred twenty five thousand solicitations went out and there's six point five million awards, that's where I get to the place where the only two percent hit right. So that was what blew my mind at first and I needed to understand if I'm doing business development, and I was. I was doing business development for people at the time, and I'm like, I'm going in, I'm talking to people, I got to know who's WHO's playing. So the intelligence says, all right, what does the market look like for me? My necks codes, my PSC codes, the key words, my key competitors. Dive down into that and the miracle of this is that you can see the buyers that are buying from your competition. That's one of the cool things about the government information. Now it's not complete, as we know. Just go to Sam Dot Gov, just saying it's not complete. But because we've been around for so long, we've had the ability to tie all these things together and say here are the buyers that are positioned with your competitors. Now you have actionable intelligence. You can do something about it, and that's that's what we did to build that. I used it and our clients use it to be able to say, this is the roadmap, I need a roadmap. What agencies should I go in? Who am I really up against? Are they formidable or can I go pick them off and maybe I want to acquire one of them or two of them? Are Five? I don't know how much money you guys got out there, but the idea is there's ways to be able to penetrate that market and the market intelligence that we're talking about market essentials, is the product...

...of intelligence. That is the genesis for everything else that we've done and built upon over the course of time. So that's that's been very important for every one of our clients and and us to be able to understand what the market looks like. So that's what we do, and you need actionable intelligence in order to develop a strategic plan and a business plan. I mean, you can't just come out swinging and firing on all all cylinders unless you know what you're doing or where you're going to write. Otherwise you're gonna be spending and wasting your time and spending money and wasting your time, and even worse if you listen to what the government puts you in the cycle to go right. So there's nothing wrong with small business liaisons and Oz the BOO's office, a small disadvantaged business utilization right. There's nothing wrong with that. But know that they don't spend money, they don't they they don't have decision making authority. So that's one of the key things that the intelligence does. Sam Radar Does the same thing. So it's go brief right. So you're going around that whole system and then, if you need to incorporate them into your system, you already have a relationship with the buyer or the program person. Now you're taking that to your eyes to bill and say, Hey, guess what, I got people that are interested. Help me get this done. Helping to set aside for small business, run it through my eight a or whatever happens to be. We need to have those relationships. If we don't have the relationships, we don't get preferential treatment, and it's flat out not fair. You know that, Dr Raphael Morrero. It is not fair. We want to give our our clients a legitimately unfair advantage, and that's what every one of these pieces do. Um and give you access that you just cannot get any other way. You have to, but you still need to go out and sell it. You Do, you do. And speaking of unfair advantages, throughout the years you've sold a thing here there from the half of your clients. Can you tell us what, for the benefit of our listeners, what the aggregate sales have been throughout your life as a business development professional and the market intelligence professional in the government space for your clients? So so we we've been doing a terrible job attracting all this. But I can tell you this from what we what I've seen personally and collecting information back from the clients we have. We have over five hundred and twenty seven million dollars in direct and indirect sales. So the direct being direct with the federal government. That means the government people are signing the check. Indirect means it's government work that's done from a sub to a prime, and I think it's more than that. That's just the ones that we know. Yeah, we've been able to try and we're gonna do a better job of that with Sam radars changed in that game because it we're going to have the ability to service so many more than we were able to do clients that we've done in our what we would...

...call our full service kind of mentality there. So it's we we just looked at it the other day. Million dollars in sales. That's a pretty good in decent neighborhood. That's right. You've done a good job for your clients. Now, Dave, let's talk about your secret sauce. Let's talk about the top three things that give you, David Lowe, an unfair advantage and share with our listeners what your top three secret sauce ingredients are for keeping the doors open and getting ahead and and pushing through these difficult times. Absolutely well, first of all, I do not subscribe to recessions or anything and I just don't listen to people say that we can't. Anytime there's confusion, there's opportunity, right. So, and the government is loaded with confusion. They create their own confusion. So it's like, okay, that creates an opportunity for for us, for people like US Rapha, right. So we we we play in a little bit different space, but we play in the same pool. Right. So there's so much confusion and there's people that are asking so many questions. The government says, okay, here's my answer to the confusion. Well, that all they do is create more confusion. Just look at Sam Dot Gov. just look at it. I don't care whether it's the registration for Sam Dot Gov, finding opportunities on Sam Dot Gov or any other report functionality that you want to try from Sam dot gov. it's totally twisted. I know what I'm looking for, you know what you're looking for. We can't find it because it's just poorly designed. It's just terrible. So when you think about this, at the end of the day, our relationship, my relationship with Jim Williams right. We have key relationships that create the opportunity two build the building blocks of opportunity to be able to provide something that is unique right. It only takes one person. Jim Williams, was it for me, one person to take the time to help you get to where you want to go. Sometimes I'm that person for people. Sometimes you're that person, Rafa. So when we get through this, it takes one person. And you look at your total database and how the government works, one business relationship with the government on the buyer level. On average, five point eight million dollars is how much they spend one person. That's not necessarily in just what you do, but just think about it. There's billions of dollars. The building those relationships is so critically important and you don't do it by Hustling Ur FPS, you just don't. You have to get to those people and have the dialogue. So that's, if there's anything that I would say is their secret sauce, focus on relationships. Opportunity has come from people...

...winnable opportunities. Think about this if they can. If opportunities come from people, winnable opportunities, things that we can win come from people who know, like and trust us. Shocking people still buy from people they like in the government every day. Fantastic tips and you know, I can't stress how important this is right. It's all about relationship building. You can't just passively sit in your Home Office or your office and wait for something to hit the inbox and say, Oh my God, I'm extremely qualified for this deal. And then that's like giving some and and then submitting a bid and expecting to win it. Davey, I compare it to just walking up to somebody in the street, handing them your Your Business Card and saying, let me get a contract, let me, let me get your business. It's the same deal. And we hear this all the time. Right. He's like, well, I'm registered on Sam Dot Gov, got everything ready. I'm like, Dude, you register on Sam Dot Gov, don't mean Jack. No, it means that you're registered in the you're in the Prequel, you're you're in the vendor list right now of anybody that registers. You need to go knock on doors and knock on the doors of people that are buying your product or your service. Right. The same applies to socioeconomic certifications. Right. I've always said there like a license to hunt or a gym membership. Right, Jim, I like your gym membership. You gotta go in and put into work, you gotta put in the work, right, you're not gonna have that six pack, right, you're not going to have that that strong stamina, you're not going to be that the body builder that you wish to be unless you put into work, and that takes a lot of effort. Right. So having the Sert doesn't guarantee that you're going to get a contract anything. We see that all the time. Even eight days, of course, you know eight days. It takes a lot to get an eight day. You know this, right. It takes time, it takes effort. A lot of folks think that's the work. That's not the work, that's the license, right, that's that's right. You gotta go out and earn it and if you don't evangelize it, and I say evangelized, that's right. Yeah, if you think about it as evangelistic, it's the right mentality. Right. So you're gonna evangelize and you might walk up to somebody on the street and give them your card. Probably not a great idea to ask for a contract, kind of like going up, you know, unless you're in Vegas, you can go up to the to the lady at the Bar who happens to be very attractive and say hey, let's go get married because you're in Vegas. You can do that right, but most times it is very much like that, where you're evangelizing and saying hey, we're here, and then those those individual dialogues that you have with people that say well, tell me more, and helping people progress down that path, getting them into the funnel. All of that has to be part of your your process has got to be and if it's not, you're gonna lose. If you think anybody's just gonna pick up the phone and call you, that would and sometimes,...

...every once in a while, that happens. It's lucky and and I've had it happened with me thirty six, ninety days. I've had oh my gosh, Dave low is a rock star. He's the best thing I've ever seen. We got a contract in ninety days. It was the best ever. I'm like, guys, that was super lucky. We'll take luck all the time. And then nine months later they're like, it's almost been a year. You had one thing three months and three months in and where, what have you done for me lately? I'm like, Oh, guess what, I've been telling you the eighteen to twenty four months. Ever since we started. We got lucky at three months. That's luck. We'll take luck all the time, right, because we're gonna catch to check a luck right, just like my first client. Right, my first client came to me. The rest of the clients didn't come to me that way. I had to go get them. I had to go prove that I belonged, and now I do belong. Back in two thousand and nine, when I started eyeside Federal, oh my gosh, the only thing I had going for me is I didn't know anything and I didn't know why not to do so. I didn't und and pounded the street. Now I know what to do and I know why. It worked in two thousand and nine and I can repeat it. That's the difference is we can take this and the model, the framework, can be adapted and adopted to every company, larger or small. Like you said, larger or small, adapted and adopted so it feeds your business development engine so that you can go close the deals. You're close the deals. Well, David, it's been a pleasure having you on Uncle Sam's secret sauce. Before we part ways. I mean time flies when you're having fun. Can you please give us the coordinates so that our listeners can contact you. The best way to reach me is is just email at d low at I s I federal dot com. That's great. I S I federal dot com, SAM RADAR DOT COM. Truth is, I haven't even touched the I s I federal site for the past four years, so that but SAM radar dot com. You will not miss us if you go to SAM RADAR DOT COM. That's the direction that we have for everybody here. Go there first. If there's other things we can do for you, great appreciate that. There isn't anybody that's on this podcast right now that cannot benefit from Sam radar dot com because it's completely, completely made for you to determine what it is that you're after and help you get there moment by moment. So I appreciate it being here. I love, I always love, working with you and it's so easy. It's easy to work with people that reason to work with right. By the way, just a little bit here. I don't do any of the paperwork of the capabilities statements or briefings. The capabilities brief that you're talking about. That's what I send every buddy to you. For...

...because you're the expert in that. I also don't do the RFP responses. That's not what you want me to do. You'll fire me if I'm doing it because I'm not that guy. I do what I do identify the buyers, identify the program people, go out after those program people and get the dialogue. That's what that's our lane. That's a marketing lane, that's where we live and it's a support your sales and business development. Are we going to tell the story of of of the Senate office building now? We're gonna save that for the next episode. I have you back on and I want to to leave with that one because that is a phenomenal story and we're gonna have you back on soon. Okay, sounds great, David Low. Thank you. Until next time. Based in Miami, Florida, Rafael Morrero in company is a management consultancy founded in two thousand eight by Dr Raphael Morrero. The firm helps other veteran owned, minority women and small businesses break into the federal marketplace and do business with the world's richest and most powerful client, the US federal government. To learn more, visit Raphael Marrero Dot Com. You've been listening to Uncle Sam's secret sauce, a Raphael Morrero and company podcast. Keep connected with us by subscribing to the show in your favorite podcast player and giving us a rating. That helps us to keep delivering the latest in business growth strategies and, ultimately, learn what Uncle Sam's secret ingredients are. Thanks for listening. Until next time,.

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