A strategy to help you move your opportunities through your pipeline more quickly is the ability to differentiate between a result and the value derived from the result. It doesn’t matter if this is an opportunity that is early stage or if it is something that’s a little bit further down the pipeline. Have you taken the time to sit with your buyer – or buyers – so that everyone is clear on what are the results that we’re looking to accomplish together, which are typically very tactical, they’re tangible.