Nathaniel Dalton
Management
Maybe to use the framework you set up, which is sort of stages, right? So, one stage of this is certainly regional coverage, right? And we’ve been adding regional coverage starting where we think. And we here is not just – is sort of often our affiliates working together, where we think we can get the most leverage. And so you saw us do sort of Australia and Middle East, Europe and Asia. And then within some of those building out focused regional coverage, the Nordex example I gave. The first that I’d say is while we’ve been doing this for a while, as Sean described, some of these, Asia is a perfect example, you know is really not producing in the way that it will as it gets mature. So we’ve sort of got a roughly couple-year cycle as we enter a region to begin getting the benefit of the focus of the individual that we’ve got, and bringing the story and the individual (inaudible) to market. And so some regions we’ve done that and we’re sort of past that stage. Some regions we’re still doing that first stage. Then once we do that it’s begin – we’ve built the pipeline, we start winning business. And I think we’ve talked about this a little bit before, but the next sort of sets of stages are getting the leverage, both within a region, as you move from selling – talking about the story to selling a product to then cross-selling into client relationships, right? The beauty of our model is each of these people will be able to come with a range of products, and will always be able to be helpful to a prospect or an intermediary consultant or a platform. So, that cross-sell within regions and then also the cross-sell across regions and the leverage inherent as we’re building relationships – global relationships with other global players, whether those are consulting firms or platforms, right? So, I think we’re still in the – in the sort of execution stages of all of those, and for some, the very early execution stages. So, it’s adding coverage as well as getting leverage out of it. And then you know on the other end of that there are additional things to talk about from, as you said, sort of are there ways we can be doing some things in product development and whatnot; absolutely. But we’ve got a lot of very good things we can do before that.