Video Transcript
00:00:00:24 - 00:00:22:11
Ray Meiring
Well, welcome everyone to the Evolution of Proposal Management in Professional Services webinar today. Thank you so much for taking the time to join us live or to watch the recording on this as well. We really appreciate it. My name is Ray Meiring. I'm the CEO and one of the co-founders of QorusDocs, and I'm really excited to have with me today, Emily Gallagher.
00:00:22:13 - 00:00:45:07
Ray Meiring
Emily, welcome. You're the Senior Director of Business Development at, Womble Bond and Dickinson in the USA. So thank you so much for joining us today. We look forward to hearing from you. And, Rob Garmaise, VP of AI Research at Info-Tech Research Group Research Group. So thank you as well, Rob. And we look forward to, to getting many of your insights as well as we have the discussion today.
00:00:45:09 - 00:01:05:24
Ray Meiring
We have a packed agenda that we're going to talk through, and I'm really hopeful that we're going to get through all of this material and, everyone's going to see the value in what we're presenting. Some of the things that we plan to talk about, firstly, how proposal management solutions are used in professional services.; we’re going to spend some time on that.
00:01:05:26 - 00:01:32:18
Ray Meiring
We're going to talk a lot about AI, obviously, and considerations for incorporating artificial intelligence into proposal management. We'll dive specifically into Womble Bond and Dickinson, and Emily will help us with this, around her function as business development in the US and her plans around AI integration. We'll also look at some insights that we, will share with you around proposal management, AI, and just some comparisons that we'll do.
00:01:32:20 - 00:02:22:05
Ray Meiring
And then we have a live demo. I always like to incorporate a bit of a live demo at the end of our presentations as well. So we'll do that. So let's get started then with our first piece of information. And it has to do with proposal management software. And of course, as the CEO of a proposal management software company, these statistics on the screens are very exciting, for me to see, is the growth in proposal management tools and how organizations are adopting it and seeing the value from proposal management. 12.2% compound annual growth rate in the market for proposal management software and a $6 billion market by 2023. Rob, maybe we can start with you. You speak to many customers, many vendors.
00:02:22:07 - 00:02:30:17
Ray Meiring
How are you seeing proposal management software evolving and especially with AI, obviously, as a recent advancement?
00:02:30:19 - 00:03:21:12
Rob Garmaise
Sure. I'll start by saying, first of all, all clients looking to identify the use cases in AI that are right for them can be fairly overwhelming, just with all the different categories available and all the aspects of AI and having, use cases that are well defined with vendors who can deliver is really job number one. So something like proposal management, which impacts virtually all companies, professional services or otherwise, we're all responding to RFPs, we're all trying to boost our sales teams and something which with such specific ROI in a lot of AI, it's about maybe saving soft costs, improving cycle times. But here you really have the ability to improve results of the sales process, which every organization, large or small, is interested in. So we really see it being at the confluence of a lot of positive trends within the AI community.
00:03:21:15 - 00:03:47:10
Ray Meiring
Yeah. Thank you., Rob. And it's interesting that you point out that the ROI on that is around increasing revenues or growing the sales process there, and we're going to spend a fair amount of time talking about that as we as we go through the material today. Now moving on to the to the next topic on this, what we've certainly seen is that there is a lot of generic software out in the market for AI, and there's a lot of specialist software.
00:03:47:10 - 00:04:14:03
Ray Meiring
And actually, just before this presentation, we were just talking about some of the new stuff that's popping up in the market constantly. It's it's hard to keep track of all the new tools, all the new capabilities that are out there. But with many of our customers, we're seeing, generalist tools used alongside specialist tools. And QorusDocs obviously regards ourselves as, a specialist tool.
00:04:14:05 - 00:04:21:12
Ray Meiring
Rob, can you comment on what you're seeing with generalist and specialist tools and the clients and the and the vendors that you're speaking to?
00:04:21:19 - 00:04:41:06
Rob Garmaise
Yeah, it's a little tricky. It's finding the right balance. So, you, don't want too many tools. You don't want a plethora of tools. At the same time, some of these generalist tools can’t always deliver what they say. So, for example, not to pick on our friends at Microsoft. We pilot Copilot ourselves internally. Not ready for enterprise rollout just yet.
00:04:41:06 - 00:05:01:02
Rob Garmaise
You know, kind of half of the features and functions work really well. Half not so much. So the nice thing about a tool like QorusDocs and QPilot is you kind of have a good mix of both, a pretty meaty, set of use cases that you can really improve, but not so broad that you're going to get lost in, you know, features that maybe aren't quite ready yet.
00:05:01:04 - 00:05:21:11
Ray Meiring
Yeah, that's exactly what we're seeing as well. Emily, can we ask you to comment as well? We know that, Womble has Copilot and you're a QorusDocs user, and you're about to start your journey on QPilot as well. How did you think about that generalist versus specialist scenario as you were looking at these tools?
00:05:21:14 - 00:05:46:10
Emily Gallagher
So for me, in managing the team of folks that have to, work on these proposals and they’re every day, you know, we do have, we are pretty far advanced with AI, and we are we do have other tools, but you have to take us out of our, proposal and then take out the client information and anonymize it, because there are certain things you can't put into those tools.
00:05:46:12 - 00:06:06:08
Emily Gallagher
And it doesn't have access to certain documents. You have to upload a document library. It's just not really, efficient or, you're not going to get the best result that you can. So we, we, we find a much better result with QPilot. Not to spoil my, my session. I'm going to talk about more of them later, but,
00:06:06:10 - 00:06:21:11
Emily Gallagher
Yeah, yeah, that was I mean, I have it in a closed system. It also was a lot easier to, get a, get it through our IT team, you know, that's always a challenge in law firms as well. And, you know...
00:06:21:13 - 00:06:38:12
Ray Meiring
That makes a lot of sense. You know, one of the my favorite examples of this is just Excel. We get so many questionnaires and the proposal will come in through an XLS. It's the bane of our existence when we have to respond in Excel. But then you go into tool like Microsoft Copilot and you try and use that tool in Excel.
00:06:38:12 - 00:06:59:25
Ray Meiring
And again, not to knock it because it's really powerful and being able to do Excel type functions. But when you're answering a questionnaire in Excel, that's not the traditional use of a tool like Excel, right? So Copilot doesn't really work that well in that space, but a tool like QPilot has been designed to answer questions in an Excel spreadsheet.
00:07:00:04 - 00:07:26:17
Ray Meiring
And so it's really strong and really specialized in those areas. So we're definitely seeing that trend. Lots of our customers have Copilot, have ChatGPT are using that for the more generic functions. But then the specialist is necessary to do those highly specialized proposal tasks. Some great comments that thank you so much. You know, we've every year we run, this benchmark study.
00:07:26:19 - 00:07:50:10
Ray Meiring
Excuse me. And we ran a benchmark study once again in 2024. And what we were really interested to see as we ran this benchmark study was, how is I going to make things different? Right? Are we going to get a bunch of different results coming through? Now, QorusDocs will publish these results, in a formal presentation, to the market, in January next year.
00:07:50:13 - 00:08:15:21
Ray Meiring
But we thought we'd sneak in a couple of slides just to talk through what we're seeing there. The first thing is that in the past, the number one challenge that customers constantly faced is now the number three challenge, and that is creating content from scratch and getting started. So it seems that there's a change because creating content used to be the main challenge that teams were facing.
00:08:15:23 - 00:08:30:26
Ray Meiring
Now that's moved to, hey, we need to get, content from our subject matter experts. In time. Emily, does this align with some of the things that you're seeing, in terms of challenges, at Womble?
00:08:31:01 - 00:09:01:07
Emily Gallagher
I think absolutely. Part of the biggest challenge for us is always, how do we get things out of people's heads and off of their desktop and into, a place where we can make them easily accessible and have that knowledge transfer kind of within the firm. And, you know, for, for a lot of reasons. So one of which is, you know, if somebody leaves or, you know, goes somewhere else or is trying to take a vacation, you know, we need to be able to, access that information.
00:09:01:07 - 00:09:14:03
Emily Gallagher
And there's no way with the amount of attorneys that we have and all of the practice areas that we cover, that you can have one person that can can kind of keep track of all of that, knowledge and be the subject matter expert.
00:09:14:03 - 00:09:21:24
Rob Garmaise
And I'll just add for professional services, legal included, often the sellers are also the deliverers.
00:09:21:26 - 00:09:22:02
Emily Gallagher
Yeah.
00:09:22:04 - 00:09:37:11
Rob Garmaise
And so when folks are working on a pitch, a proposal, an RFP, this is at the end of a very long week. You're not getting folks at their best. And time’s extremely tight. And so quality will suffer if you don't if you're not using the best tools, it just makes sense.
00:09:37:13 - 00:09:53:18
Emily Gallagher
Yeah. I've seen timelines over the years, too, become very condensed. We are lucky if we have, you know, two weeks. We just have a month, you know, maybe, maybe longer to respond to a large RFP. And now we’re like two weeks is a long time.
00:09:53:21 - 00:10:19:01
Ray Meiring
And I think that speaks to point number five that too few resources to handle requests. It's just a common challenge because those requests are being compressed in terms of that timeline, maybe in certain cases, and we'll talk about this on the next slide, there's an increased volume of requests coming through. Not enough people to do that, and of course that's where AI tools come into play.
00:10:19:03 - 00:10:20:12
Ray Meiring
And even...
00:10:20:14 - 00:10:28:22
Rob Garmaise
I would say it's even tighter than that because you may have two weeks, but that's only maybe a few hours of a partner’s time. So you really have to optimize.
00:10:28:24 - 00:10:48:05
Ray Meiring
Absolutely. I'm excited to see the evolution of this survey and the slide data, because I think that AI is going to impact across all of these areas that we're currently challenged with and, and move the, the productivity, needle on those areas as we as we progressing through.
00:10:48:07 - 00:10:57:15
Ray Meiring
The other thing, and I think we touched on this already, if we move on to that next slide, is just the volume of increase that we're seeing.
00:10:57:15 - 00:11:20:16
Ray Meiring
So when we ran the survey 54% of firms that we analyzed said that they have had an increase in the pitch volume, year over year. Are you both seeing that in the market as well? Maybe Rob, in the vendors that you speak to, are they under more pressure to do more with less? How are you seeing things there?
00:11:20:18 - 00:11:40:08
Rob Garmaise
Everyone's under pressure to do more with less. Everyone is finding it hard to scale. Here we are in a weird macroeconomic environment where there's inflation still a little bit at hand, but growth is a little harder to come by. And so any leg up that folks can get in any part of the operation, but sales especially, I think is really valued.
00:11:40:10 - 00:11:53:00
Rob Garmaise
And to the point about this, I think because there are more and more tools, like QorusDocs, it's just becoming easier for folks to make quality pitches. So you kind of have to stay in line or you're going to fall behind.
00:11:53:03 - 00:12:00:10
Ray Meiring
Yeah, that makes sense. Have you seen pressure as well, Emily, to do more in terms of pitches.
00:12:00:12 - 00:12:26:21
Emily Gallagher
We have definitely seen an increase in volume, but I think maybe unpopular opinion, we're more focused on not trying to do more with less, but to do better. Right. So really we're taking a look at, you know, go/no-go decision. Should we be, responding to all of these? When we do respond, how are we going to respond in a way that's going to really bring that ROI?
00:12:26:21 - 00:12:41:03
Emily Gallagher
Right? I care more about conversions and dollars in the door at the end of the day than I do, ‘How many did we respond to’? Because that's just activity for activity’s sake. So really trying to get to the quality over the quantity is kind of where we're focused.
00:12:41:05 - 00:13:02:20
Ray Meiring
So that's a key takeaway. There's pressure to do more. But really what you're doing very successfully, Emily, is making sure you're doing the right pitches and the right RFPs that you have a much higher propensity to win. And you're using tools to help you to do that. That's that's excellent. Well, let's move across into your story.
00:13:02:20 - 00:13:25:22
Ray Meiring
We'd love to hear a little bit more from you, Emily, about, you know, how Womble Bond and Dickinson was thinking about software. I know you've been with Womble for about five years now, and you have, you have a substantial team underneath you as well. So can you just share with us a bit about your, you know, the background, how you got set up, what will you considering as you as you move down your proposal management journey?
00:13:25:24 - 00:14:00:26
Emily Gallagher
Yeah, sure. So, I did start about five years ago. I came in specifically to, stand up and create a pursuits process and build a pursuits team, that has evolved over the years. So we now have, ten practice aligned business development professionals that handle pitches, proposals, things like that. And then two centralized pursuits teams that focus strictly on formal RFP, RFIs, client surveys, things like that.
00:14:01:01 - 00:14:26:11
Emily Gallagher
And, and we're all part of a broader, obviously, client development organization within the firm. So the evolution as I came in, I created the formal process, came up with the go-no-go kind of decision making, kind of introduced that concept, to the firm because it typically was whenever we came in the door, we did, didn't ask any questions, turned it out, put the stock content in there.
00:14:26:13 - 00:14:53:16
Emily Gallagher
So deploy QorusDocs, which was Breeze at the time, for me. I got special dispensation for that and really started to, to develop decentralized repository, built the team around it so that we started to get some, some pursuits experts in there. We... our evolution follows that proposal management software evolution style. You know, we've got we got centralized resources, dedicated resources.
00:14:53:16 - 00:15:21:09
Emily Gallagher
Then we went to the QorusDocs. So we had the online version of it, which was a lot more agile and allowed us to integrate with our CRM with Salesforce, which was super helpful in tying that ROI back. And now we're looking at our kind of roadmap for 2025 with, proposal management is to, look at some further integrations with some other softwares that we've been rolling out, using the Smart Lists feature.
00:15:21:11 - 00:15:45:15
Emily Gallagher
And then, we are piloting QPilot right now and about to launch in Q1. So that is where we're going with it. And that is the Smart Skills alone, are just killer to me and saving time. You know, you talk about saving time and being more strategic, really, it’s not saving time, it's being able to redirect that time so that we are we're having that higher quality.
00:15:45:15 - 00:16:11:07
Emily Gallagher
You know, the proposals that are going to win are the ones where the clients know you understand their business, not not just that you answered the questions right. That's where we see the wins happen. So, that's what we're really looking at. If I can take away, you know, the amount of time that the hour that it takes to create a working document by clicking a button, but I can take that, that, you know, hour that it takes to proofread and make sure there's two spaces after a period instead of one.
00:16:11:07 - 00:16:30:21
Emily Gallagher
And, you know, all those general kind of last minute checks that you do and that last minute check becomes really like, have we answered this question and not just put some stock content in there and, you know, called it a day? Because that's all we could get, you know? Right. Yeah. That's where we're that's where we're going.
00:16:30:23 - 00:17:07:06
Ray Meiring
And it's, it's those micro interactions. Sometimes it's the ten minutes or the 20 minutes that we spend, you know, reading a section of, of content for quality that can now be condensed radically. And when you add all of that up, then you get a significant time saving. And we'll talk about how that translates back into, you know, higher quality, which is what you've you've mentioned already. When you were analyzing the market and making decisions around, the proposal management tools and QPilot, what were some of the things that you looked at in terms of a proposal management tool that were really important to you?
00:17:07:13 - 00:17:13:25
Ray Meiring
You mentioned skills and AI, but were there other things that were really important to you, as you looked at the tools.
00:17:14:01 - 00:17:47:08
Emily Gallagher
Yes. So I, I have been at a couple of firms and compared a couple of proposal management softwares at each. And I do wind up coming back to Qorus because for me, I, I love the panel, and that you do not have to get out of what you are currently in. So the more that we can have the integration, the more that the easier I make it for my team to be able to get the final documents in the right place, so that then we can use those final documents to have a best of repository, you know?
00:17:47:13 - 00:18:08:26
Emily Gallagher
The more that I can build it into their workflow, and not have to have them take it out and, and that just creates time, right? Or just searching on, you know, a document library system that's not built to actually search the text and, and pull back, you know, relevant information. So that's really what I'm looking for.
00:18:08:26 - 00:18:20:13
Emily Gallagher
So having the panel right there you can oh we got to add a bio. You just pop the bio in I mean that is super time saving. Then having to copy/paste reformat over and over.
00:18:20:15 - 00:18:39:23
Ray Meiring
We hear that a lot about context switching and having to go from one app into the other app and then reformat as it comes back in and, and so forth. So that's certainly a value point that many of our customers have. Rob, I got a question for you. It's kind of related, but we've heard of a lot of, a number of law firms that are building their own AI tools.
00:18:39:25 - 00:18:53:23
Ray Meiring
Right. Are you seeing much of that? And how do you think about, you know, the build versus buy discussion? Obviously, Emily went down the buy route, which, you know, we're very happy about the what what are you hearing with that?
00:18:53:25 - 00:19:15:26
Rob Garmaise
Ray, we think Emily is very wise. So we do have clients who have, tried to build where they didn't have to. I would say, generally speaking, AI build projects relatively low rates of success. And there are so many great solutions, now available on the market for so many categories, including pitches. Why build a when you can buy?
00:19:16:01 - 00:19:35:20
Rob Garmaise
So, that's increasingly the message we're taking to our clients. And it saves you time. It gets you, quicker to value, saves you money. And even worse, you may build, a solution today that becomes obviated by the market a year or two down the road. So we say buy, buy, buy before you build and only build where you absolutely have to.
00:19:35:22 - 00:20:16:14
Ray Meiring
Yeah, that makes sense. And it particularly makes sense when you think about a tool like QPilot. You know, we get to aggregate feedback from so many of our customers in what's important to them and how they're thinking about it, what problems that have mean. Emily, you spoke about skills. A lot of the skills that we've developed into the tool have come through a collaborative effort with our customers to understand what's a real pain point, what's the real application of this technology into a law firm, and proposals and pitches and RFPs versus, you know, just a single lens, which maybe one firm would have into those problems and those capabilities as well.
00:20:16:16 - 00:20:22:24
Ray Meiring
So it allows us to build for full breadth there and cover a number of use cases.
00:20:22:26 - 00:20:25:15
Rob Garmaise
And there's value in that. I'm sorry, Emily, you go first.
00:20:25:17 - 00:20:48:23
Emily Gallagher
That's okay. I was going to say, you know, one of the important things too for me with going with something that's not the kind of home build is that integration piece of it, because it allows for continuous, content improvement. And that's not just the content itself, but it also is, you know, if we can develop a true best of repository because we can tie it back to what was the winning proposals, what did we say in the winning proposals?
00:20:48:23 - 00:21:11:06
Emily Gallagher
What did we do different in those versus others, right? And then that data and the win rate data can also kind of flow back in and inform and refine our go-no-go process. You know when when do we win? And so the more that we can extrapolate out of that and that comes from having that more sophisticated, system for me.
00:21:11:09 - 00:21:30:11
Rob Garmaise
And I was going to add indirectly you benefit by buying, you benefit from learning from everyone else's workflow. You may think you understand your own workflow, but boy, what's Emily doing to optimize her pitch and proposal process? And one thing that really impressed me about QorusDocs it really fits to your workflow so you can automate your outlines from your outline.
00:21:30:11 - 00:21:43:00
Rob Garmaise
Then you can quickly build parts of the pitch. And it's not kind of just one simple button that maybe gets you into the wrong spot. It's more thoughtful than that, and I think you get that through the buy process better than the build process.
00:21:43:03 - 00:22:12:24
Ray Meiring
Yeah. Thanks, Rob, and great comments as well, Emily. I think you know, the way that Womble integrates with the Salesforce application, to be able to truly understand how your pitches are impacting revenue and, and billings and so forth, is, is really amazing. Can you talk to us a little bit about how you do that and integrate the two Salesforce into, into QorusDocs?
00:22:12:26 - 00:22:33:20
Emily Gallagher
Oh, sure. It was really easy for me and it was an hour for my CRM manager on the phone with QorusDocs. It was a plug in. So, so we track all of our opportunities, all of the fields through, the pipeline in, in Salesforce. And then there is just a little panel, that lovely QorusDocs panel.
00:22:33:20 - 00:22:54:24
Emily Gallagher
So, they are my team can go ahead. We enter in, you know, our opportunity in Salesforce. And then when we're ready to generate the proposal we just go ahead and click a button in the Qorus panel. It creates that project space for us, where we can upload all the documents, create/generate a proposal response, or a proposal, a pitch.
00:22:54:26 - 00:23:17:03
Emily Gallagher
And then the finals are right there too. So if I go back and I say, you know, okay, what pitches have we done for M&A in the retail space? I can pull that up in Salesforce and then I can easily access the past documents, or I can go in Qorus and just do a search of the, of the pursuits archive.
00:23:17:06 - 00:23:34:07
Ray Meiring
Right. Because that indicates that you've got that data flowing into the pursuit. And you can now track that you can truly understand, you know, win rate or the revenue that's attributed to those pitches that you've got all of that information that's free flowing between those systems.
00:23:34:09 - 00:23:58:12
Emily Gallagher
Right. And so we've got a yeah. So you don't have to leave that space. And then, you know, Salesforce is also integrated with our financial system. So and then I go and I say okay we won. Now what matters did we open and I tie them to the matters. And then I can press a button and have a report from Salesforce that says, you know, of the 2023, of the 500 pitches you did in 2023, you won this many.
00:23:58:12 - 00:24:08:16
Emily Gallagher
And it's, you know, you've generated $14 million in revenue or whatever it might be. And, and that's nice to be able to send up to, to firm leadership for sure.
00:24:08:16 - 00:24:28:24
Ray Meiring
That's incredibly powerful. Rob are you seeing a similar, you know, value from integrate of AI tools with other, capabilities. We tend to think of it very much about writing and, and, you know, content. But what about further integration of these tools into, into other systems in the general ecosystem?
00:24:28:26 - 00:24:53:09
Rob Garmaise
Absolutely. And we're seeing strength in the marketplace across a variety of categories. Functionally, speaking, for it, there's plenty of solutions sales, marketing, operations, admin, HR, you name it. But I think really what's at play here, including, in this area specifically is a culture shift towards better collaborating. And, you know, we are not great collaborators currently.
00:24:53:12 - 00:25:25:19
Rob Garmaise
There's too much information to share. We all have our private stores. I think lawyers may be as bad as anyone in terms of, you know, let's go with what's in my precedent. Less than that's probably good enough. But with tools like QorusDocs, I can start to learn from fellow practitioners, other parts of the organization and really make sure that the best practices are coming to the fore so that for us, let alone all the cost savings, time savings, and revenue enhancement, I think that might even be the most exciting part, is just what we could do with knowledge in these organizations if we get the right tools working together.
00:25:25:22 - 00:25:46:24
Ray Meiring
Right, making that knowledge more democratic. Very good. Well, if we look at the next slide here, it kind of talks to some of the findings we had, in the, in the research that we did, of, you know, what are the expected benefits from a and I think we've touched on some of these as well, quickly drafting and optimizing content.
00:25:46:24 - 00:26:11:08
Ray Meiring
84% of respondents said that was important. And they expected to see that benefit that. But the next two more time for personalized responses. Emily, I think you've mentioned that's a key requirement for you, right. Personalizing that. So just to be clear, you reuse the time and put that into more quality type activities.
00:26:11:10 - 00:26:36:02
Emily Gallagher
Right, so I think a challenge for business development professionals and law firms, is that we are constantly looking to be just, just like we, we want to save the time, the non billable time. We want to maximize the non billable time that the attorneys are spending on business development. Right. We want I want I want to maximize the time that my team is spending on on business development as well.
00:26:36:02 - 00:26:45:08
Emily Gallagher
And so and making sure that we're delivering value because we are a cost center. We cost them money and we are not timekeepers so we are not directly bringing in the revenue.
00:26:45:08 - 00:27:14:19
Emily Gallagher
So, any way that we can redirect that time spend to more strategic things that can show that, that we're adding value and bring the value that, that we have to the attorneys and to the process, that's where we want to be focused and where we want to, utilize AI to get there, you know? Let it do the proofreading, let it do the tone of voice, let it do that stuff and let us do what we're good at, what we're subject matter experts on.
00:27:14:22 - 00:27:30:17
Ray Meiring
And I will say that is something when we were first, you know, I think considering QPilot, we saw it as a great writing tool. But what we've learned is that it's a great reading tool. Right. And I think that for the fifth one there, it's checking responses and flagging risks.
00:27:30:19 - 00:27:53:14
Ray Meiring
It's able to really read through compared to tone of voice compared to red flags that you might have and come up and say, hey, here's some risk areas in your RFP response or your pitch that you might want to reconsider as you're thinking about this proposal. So it's not just, hey, let's write some content here. It's let's read a bunch and give feedback as well on that.
00:27:53:16 - 00:28:18:10
Emily Gallagher
Yeah. Which is great because one of the things that I really loved too, is you can say, hey, look at this evaluation criteria that they provided. And now kind of analyze my response and might be how am I doing? Like, did I meet this? Am I right responding to this, am I and are we getting there? And that's stuff that sometimes we just don't have time to get to shorter turnaround times, waiting on the attorneys to give us back information.
00:28:18:10 - 00:28:29:19
Emily Gallagher
And so you're just trying to make sure that your document is proofread, sometimes, before you can, you can hit submit. And so to be able to save that, I think AI is really going to make a big impact.
00:28:29:21 - 00:28:55:07
Rob Garmaise
And I will say that and not to skip past the few at first few items on the list, we've spoken to some leading adopter clients who pointed to QorusDocs helping them improve, this process by 5x. So five times faster. And that's going to be hard to compete with if you're on the process that's five times slower, you will fall behind no matter how heroic your practitioners are. So that's hard to pass up in and of itself.
00:28:55:09 - 00:29:18:07
Ray Meiring
Yeah. Thank you for weaving that in, Rob, because yeah, I would definitely seeing those kind of substantial improvements in reading writing type activities that are taking place. Robert, are there any other points on this list here that you've seen, you know, more generally out there that AI is bringing that benefit? Maybe it wasn't necessarily an expected initial benefit.
00:29:18:09 - 00:29:39:08
Rob Garmaise
I'll pick the risk one a little bit because, some folks have the impression AI's kind of adds risk to the organization. But I think, people generally underestimate the amount of risk they already face. You know, they're putting out all this documentation. Maybe it's not quality control as well as it can be. Now you have tools that can ensure some standard standards are enforced.
00:29:39:10 - 00:30:06:15
Rob Garmaise
That the quality is high. And so we see, tools like QorusDocs really substantively reducing risk for the organization. And I think that's critical, especially if we're talking about a law firm. But any professional services organization where folks, as I mentioned before, maybe a little bit frazzled when they get time to, putting pen to paper, you know, you want a tool that's going to help work with your talent to make sure that a quality result is, is achieved. And this is a great example to me.
00:30:06:17 - 00:30:18:10
Ray Meiring
I really love that because I think there is that perception that AI is risky. But when you think about what it de-risks on the other side of that, as you mentioned, that's just a huge benefit from it.
00:30:18:13 - 00:30:21:20
Rob Garmaise
Yeah. And if you're in the right hands, the risk is really relatively low.
00:30:21:22 - 00:30:50:23
Ray Meiring
Yeah. Exactly. Right. Exactly right. With the technology risk. Let's talk about, the recent Info-Tech report, Rob, that, that, that you guys ran there, shameless plug QorusDocs is really, so happy to be in the top right corner of this quadrant once again. Second year in a row. You know, 100% of those surveyed said that it was critical to professional services and, 95% love using QorusDocs.
00:30:50:25 - 00:31:04:11
Ray Meiring
But maybe you can share with us how does Info-Tech go about, you know, setting up these, these reports that you have here? What are some of the findings that, that you, uncovered as you as you looked at the market?
00:31:04:14 - 00:31:30:06
Rob Garmaise
Yeah. So we have two, sets of activities. First, we have our analysts really hone in on the category, the players. Have interviews with QorusDocs, as we have with QorusDocs clients as we have. And that's kind of one stream. That didn't affect this positioning whatsoever. The second stream is we just field, feedback from, clients, customers, adopters out there worldwide.
00:31:30:08 - 00:31:40:13
Rob Garmaise
And so this is really here's what the market is telling us, let alone what our analysts think. And by the way, our analysts are pretty bullish. This is the market telling us these guys are the leader for the following reasons.
00:31:40:19 - 00:31:49:22
Rob Garmaise
So that just really speaks loudly because this is clients actually saying we've adopted it, it works. Go ahead and use it. You're gonna have a good experience.
00:31:49:24 - 00:32:04:05
Ray Meiring
Thank you. Are there specific categories and things that you look at as you're analyzing? We can see maybe some of the points there on the, on the screen, but how do you categorize and break things down to, to come up with these scores?
00:32:04:07 - 00:32:21:25
Rob Garmaise
We certainly look at feature functions and, you know, is the tool, you know, competitive with what else else is in the market. We, like to focus not just on the functionality, but also on the experience. And what was it like working with the vendor? What was the service experience like? What was the overall experience like?
00:32:21:25 - 00:32:41:03
Rob Garmaise
Would you contract with this vendor again? And that figures prominently into our scores as well. So you have a nice balance of is this, an outfit you actually want to have a relationship with? And is this a tool that can actually meet your needs? And we have both at play, that's really where you start getting towards the northeast part of the quadrant, which is exactly where you are.
00:32:41:05 - 00:33:01:21
Ray Meiring
Yeah. Thank you, Rob. I one of the things I love about your report is that kind of emotional footprint of the vendors where that emotion footprint is left behind. And, obviously QorusDocs scored very highly in that. So we're very proud of this, this accolade. And we, you know, thank you for and for Info-Tech’s support of us in that space there.
00:33:01:24 - 00:33:25:22
Ray Meiring
Emily, let's talk a little bit about ROI, right, as the next subject here. We like to think about ROI in like, this value waterfall because everybody talks about how much time they're saving when it comes to. AI and proposal management software. And that's certainly a factor. Time saving is one of the initial products. But what does that lead to?
00:33:25:24 - 00:34:03:16
Ray Meiring
And I think you've touched on this, strongly in your presentation today. It leads to higher quality proposals. That's that's what you do with the time, right? You put that into higher quality proposals. What we're also seeing as another byproduct of that time is lowering team stress. And this might seem like a soft benefit, but it's really not because what we've seen with our customers is that lower team stress means lower staff turnover, more happy teams, which ultimately comes back to higher quality proposals being put out at the end of the day.
00:34:03:18 - 00:34:26:01
Ray Meiring
Now, you know, you've made it very clear that you're not about just doing more for the sake of doing more. You're about quality. Some of our customers, maybe in other verticals, are also very volume driven. So they are about, you know, can we get to more things and RFP that we couldn't get to before? So scale is important to them.
00:34:26:03 - 00:34:49:12
Ray Meiring
And so those two factors need to play into. But ultimately and Rob, you mentioned this right at the outset, more client wins, increased revenue. That's how we seen this waterfall stack up. So maybe the first point is, you know, any comments from you, Rob or Emily on how you're seeing the value waterfall play out in terms of AI?
00:34:49:14 - 00:34:51:25
Ray Meiring
Rob, if you want to take that question first. Yeah.
00:34:52:00 - 00:35:10:13
Rob Garmaise
I'll start by just saying, you know, broadly speaking, we're seeing more and more solutions now that offer what we call exponential returns. And by exponential we mean not a payback within three years like of technologies in years gone by, but in one year maximum, often even in the first few months. And that's really where we see QorusDocs.
00:35:10:13 - 00:35:35:07
Rob Garmaise
You know, it's that quick to implement. We're talking weeks, you know, not not months. And the value accrues quickly. So, when you have solutions like that, it's really a matter of, you know, how do I get my arms around it? How do I get it in place? And even if you're not sure what you want to do long term with this area, just, you know, use it for a few years, learn about AI, you know, you’ll pocket, the savings.
00:35:35:09 - 00:35:45:05
Rob Garmaise
And in a few years down the road, you know, who knows what to come next. But you be well positioned for that. So we think these are relative no brainers, just given the ROI equations that we're seeing.
00:35:45:07 - 00:35:59:13
Ray Meiring
Thank you, Rob. Emily, you put an ROI report together, to justify AI and QPilot purchase. Can you talk a bit about how you did that and what was involved in that process?
00:35:59:16 - 00:36:24:10
Emily Gallagher
Yes. It's a it would be repeating a lot of what I've already, kind of talked about and said, but, you know, I do think that, a piece of it that we haven't touched on yet and is this lower team stress on the reduced, staff turnover? It's a huge problem in our industry because it is very demanding to be a business development position at law firms.
00:36:24:10 - 00:36:39:20
Emily Gallagher
It's you're working with very smart people on very tight turnarounds and handling, a wide remit, right? So pitches and proposals are just one small piece of what a business development professional has to do in a, in a law firm. So stress levels are, are, are definitely high.
00:36:39:20 - 00:37:03:03
Emily Gallagher
So the, the less turnover I can have on my team, you know, when people walk out the door, all that institutional knowledge, all that SME stuff that walks out the door with them and then, you know, and then having been involved in the recruiting process myself, that takes me out of the game for a good portion of six months to a year while I'm trying to fill, you know, another position.
00:37:03:03 - 00:37:22:14
Emily Gallagher
So I don't think we can undervalue, that ROI, too much. Yeah. So that definitely was a good piece of my, my pitch as well that the other stuff is, is kind of, you know, easy to see. It's easy to justify. This is kind of the unseen piece.
00:37:22:16 - 00:37:51:06
Ray Meiring
Yes. That's right. It's hard to put into, you know, a business case. That request that came in on Friday afternoon that needed to be completed by Monday. And, you know, now you got to ask people to work over weekends, extend long hours, whatever it is. And we actually had an exact example of that was one of our customers where a request came in like 3:00 on a Friday afternoon, and they use AI to accelerate that process, kind of giving them their Sunday back.
00:37:51:08 - 00:38:01:10
Ray Meiring
They could have had to work that, but it sounds like a small thing, as you said. But that's huge. That's huge. You know, just our ability to do our functions and our jobs properly.
00:38:01:12 - 00:38:06:22
Emily Gallagher
Yeah. Happier, happier people are going to be more productive in general. So yeah.
00:38:06:24 - 00:38:35:05
Ray Meiring
Definitely. Well, let's just share with the, with, the audience some of the data that we've, we've seen over the last, six months, really. We've seen an 84% reduction in time on creating proposals and a huge part of that is in generating the content. So that first piece there, just generating the content. 39% improvement in time in composing answers, 12% in quality assurance, 7% in content management.
00:38:35:07 - 00:39:01:09
Ray Meiring
And to be quite honest, this is a fairly small subset that we've looked at over six months. But we were blown away by these statistics as they came up, and we literally asked many who were involved in this process to time yourself manually doing this piece of work. Now go run the same piece of work through QPilot and time yourself again and see what the what the results are.
00:39:01:11 - 00:39:30:00
Ray Meiring
And I think, you know, on the quality assurance and the content management pieces, we didn't really focus there. We focused a lot on the generated content. But I think in the quality assurance, as we said, that's just got a boost, as is content management, as we just add more capability into into the market. Rob, you spoke about 5x in some of the customers you've spoken to, anything resonate with you on this slide?
00:39:30:02 - 00:39:41:01
Ray Meiring
I think we lose Rob there any phrase for a second? Okay. Well Emily, you're still moving. So that means it's not me. So that's good.
00:39:41:03 - 00:39:41:10
Emily Gallagher
I can.
00:39:41:10 - 00:39:41:21
Ray Meiring
Answer that.
00:39:41:21 - 00:39:42:25
Emily Gallagher
I don’t know that I can answer that question though, right?
00:39:43:00 - 00:40:06:25
Ray Meiring
I mean. Good. Well, I think Rob mentioned 5x, right. He said that I've seen 5x, and I've spoken to a number of customers that are using QPilot, as well. Seems like a good time to switch into a demo. Let's let's go there and actually show some of that. What are we going to do is we have very limited time, so we're not going to take you through like the full end-to-end use case.
00:40:06:25 - 00:40:43:24
Ray Meiring
Of QorusDocs and QPilot, we’re going to talk through, you know, just maybe three specific scenarios. But what is important is that QPilot is effective across the whole process here. Everywhere from the bid/no-bid process all the way through to the final presentation. So it has really a very broad, application there. So let's, let's go ahead and present, I can just be the presenter and then I should be able to share my screen, and I can.
00:40:43:26 - 00:40:52:02
Ray Meiring
Do that. Just waiting for, there we go.
00:40:52:04 - 00:41:19:04
Ray Meiring
All right. Emily, can you see that screen? Bring it. And, Emily, as I'm going through this, please feel free to just call out if you see something that you know you're excited about or that's of interest to you. So we're going to go into this fictitious firm called Shrute & Levinson, and we'll do most of the demo in this in this fictitious world, just very quickly, QorusDocs connects into your content sources.
00:41:19:04 - 00:41:48:09
Ray Meiring
And I think Emily pointed this out so it can connect into your bios, into your experience, into your SharePoint environment, and to a lot of the areas that you store your marketing content. So a lot of the content we'll use in the demo will come out of those various aspects of, of content that are stored in a firm. And again, Emily, I love that point about that library of approved content, because that's such a critical piece that you've mentioned there. We also have a capability called pursuits.
00:41:48:09 - 00:42:15:01
Ray Meiring
Emily referenced pursuits and pursuits are, essentially, a connection basically to your opportunity, that might be sitting there and it provides you this composite area to collaborate, to work on the documents around that pursuit. And it also pulls in the data from, let's say, Salesforce or your CRM tool, so that you've got all of that information available and ready for there.
00:42:15:03 - 00:42:39:26
Ray Meiring
So in that context, let's jump into a scenario. Let's imagine that we've received an RFP that we need to respond to. I've received that RFP. I've uploaded it into my pursuit. And here it's sitting in this view. And you can see some of the information on that on that RFP. And I want to start using QPilot now to do some stuff with this to increase that productivity.
00:42:40:01 - 00:43:14:20
Ray Meiring
So to do that I'm able to just click on that QPilot button in this preview window and it'll pull out QPilot so that I can work with it over there on the right hand side. And I can now interact with the document. Now we could just do a simple thing like, say, summarize this document and you'll see that it's going to give me a whole bunch of options in that prompt area, again pointing to my content that I might want to use, but we'll just run a simple prompt like that, and it's going to go ahead and it's going to build out that a summary of this document in a few seconds for me.
00:43:14:23 - 00:43:34:20
Ray Meiring
So the first point is you can just prompt it, just like you would with any other generative AI tool to do stuff. You don't have to be limited in to what you're able to do, but very often we don't want to spend time just building out a ton of prompts ourselves, and it can seem quite daunting to do that.
00:43:34:22 - 00:44:02:00
Ray Meiring
So here's the Smart Skill capability. We're able to go in and preset these prompts up with a best practice prompt that's already run, or already work. So we know that this extract key information from RFP. That prompt is going to essentially run that same process again, but this time with a little bit more structure, because this is the structured way that we might look at that.
00:44:02:06 - 00:44:07:00
Ray Meiring
Emily, this must play into bid/no-bid decisions, as you’re analyzing content.
00:44:07:02 - 00:44:26:18
Emily Gallagher
Yeah. So and what I love about the these pre-determined prompts is, you know, the skill level, depending on who at your, within your organization is preparing their response. This kind of level sets the skill level. You know, some people are at a different point in their career. Some people have a different level of AI, prompting knowledge.
00:44:26:18 - 00:44:35:22
Emily Gallagher
And so this just kind of gives everybody the same quality control over, over how we're evaluating and extracting information from the RFP.
00:44:35:25 - 00:44:58:07
Ray Meiring
Exactly. Set up centrally and baseline... and then we can just build off that. So we might use this outcome now to inform a bid/no-bid decision to basically plan how we’re going to respond and to make sure that we didn't miss any requirements in the document there. And it's it's built in. In the interest of time, let's fast forward a little bit into the actual response document.
00:44:58:09 - 00:45:27:12
Ray Meiring
And what I've done is, you know, pre set up one of these response documents QorusDocs templating and would generate this response. Put in all the client information. It might even populate some sections. For instance we have a prompt that will build out speaker notes for an executive summary in here. So it's already built the speaker notes for me or the or the writer notes should I rather say and put all that information and it's it's kind of preset a lot of things.
00:45:27:15 - 00:45:54:14
Ray Meiring
But let's look at a very common scenario that we often see. And that is the use of, biographies, right? Biographies always, a fun exercise to put them in. Now in this particular case, we want to use, a biography of a new person that's recently joined the firm, and we’ve actually received their bio. If I go back here, I can show you that, here’s Mary-Ann Bates’ biography.
00:45:54:14 - 00:46:26:10
Ray Meiring
And it's, her personal bio that's in this very plain format. It almost looks like it's been downloaded off LinkedIn. It doesn't adhere to Shrute Levinson at all in terms of their formatting. And preparing for this pitch, though, we interviewed Mary-Ann and we asked her a bunch of questions about her experience and her, capabilities and her background with this particular subject, in this case, this is about, an energy project that she's been asked to work on.
00:46:26:12 - 00:46:48:25
Ray Meiring
Now, if we go back into the document, if we wanted to insert Mary-Ann Bates's bio in here, we'd have to go and reformat that whole bio and then tailor that bio to be energy related and go through that pretty long process. But what are we going to do, Is we’re going to use an AI template. I'm going to go to this template called a tailored resume.
00:46:49:01 - 00:47:19:10
Ray Meiring
This template has got a lot of AI prompts embedded in the template. So it's going to read and it's going to reproduce content. But let me click in here and insert a tailored resume that's going to load out that screen for me. And for me... And in a second it will give me an option of what I want to source this information it's always a little bit slow when we’re running GoTo Meeting for some reason.
00:47:19:12 - 00:47:43:01
Ray Meiring
So let's use this template. But this time we can say we want to use the call transcript and the original resume or biography to build out this version of it. So I'm going to run this now what's happening in the background is the AI is now reading through that calls transcript. It's reading through her personal resume.
00:47:43:03 - 00:48:31:20
Ray Meiring
It's populating a bunch of fields here. And generating these sections, very specific sections. And we just got choose a, headshot for her as well, which I have here as Mary's headshot and put that in. And let's hit the insert button and see what it does now. So it's read the call transcript, it read a personal biography and it's using a template and it pops it in into a beautiful formatted Mary-Ann Bates, Shrute & Levinson, biography that comes in that all of that baseline call that we did and off that resume and ultimately it's also looked at renewable energy sources.
00:48:31:20 - 00:48:49:21
Ray Meiring
So it's tailored the personal professional overview to the subject of this RFP that we were responding to, which is huge. It's been able to rework that. Any any comments on that? I know biographies and resumé sometimes they auto generated from the website, so forth.
00:48:49:21 - 00:49:10:11
Emily Gallagher
But yeah, I didn't even know it could do that. So I'm super excited. I'm going to be talking to, my folks about that at Qorus. What I have found helpful is more for finding people. So we've got like 600 plus attorneys. And so, I'll use the prompt to say, who do we have that's got it.
00:49:10:15 - 00:49:25:06
Emily Gallagher
But what kind of experience do we have with, like FCRA or some kind of niche, you know, area? And the AI will return, you know, a summary and then also cite the sources so I can just insert the Bios right from there. I love that part. So yeah.
00:49:25:09 - 00:49:30:22
Ray Meiring
Fantastic. So finding, writing, rereading, and reformatting as we've seen.
00:49:30:22 - 00:49:32:02
Emily Gallagher
Yeah. Yeah.
00:49:32:03 - 00:49:55:19
Ray Meiring
I'll do one... I'll do one more thing here, using QPilot. We spoke a lot about quality assurance and how important that is. I'm going to run what we call a check for red flags prompt. This is a prompt that we've done in the background. It's a skill that looks at tone and looks at red flag type scenarios and we'll call out any problems that it sees in this document.
00:49:55:19 - 00:50:19:25
Ray Meiring
Not not a complete document yet, but let's just see what it does. Okay. So this one is not yet complete. Let's actually go to a different skill here and do a document review and quality check. So now it’s going to do something very similar. If you look at the prompt it what it's looking for is consistency, accuracy, clarity, coherence, and comprehensiveness.
00:50:20:01 - 00:50:40:09
Ray Meiring
And it's reading through this document. It's about to build out a report for me or an overview for me on any red flags that it's found in this document, which I can now progressively work through to go and resolve or correct, those challenges there. And you can just you can see some of the issues that it's finding.
00:50:40:09 - 00:51:03:03
Ray Meiring
There was a consistency issue in two of the areas here, maybe with the table of contents or the date format or ambiguous content views. So it's helping us to get better at writing. It's making the suggestions, not just a spell check or a grammar check, but hey, this tone is off. This accuracy is off. This is not consistent.
00:51:03:05 - 00:51:17:05
Ray Meiring
Those things are hugely time-consuming to do them manually. It can be done in a couple of seconds just through through AI. Very good. Rob, good to have you back. We noticed you dropped off for a few seconds.
00:51:17:07 - 00:51:21:14
Rob Garmaise
Yeah, sorry about that. But I did have one...
00:51:21:17 - 00:51:24:08
Emily Gallagher
I’ve inaccurately answered all the questions for you. Don't worry about it.
00:51:24:08 - 00:51:51:21
Rob Garmaise
I appreciate that. Well done. I'll, review them later. The one slide I had in mind was, and this harkens back to it is, where you were showing how you, improve each activity by various, increasing levels of effectiveness. I would imagine it's a different mix now. When you're looking at your pitches, proposals, practice, you're going to be doing more reviewing, more refining as a percentage than you did before.
00:51:51:23 - 00:52:02:19
Rob Garmaise
Because before folks were struggling to get the documents together. Now you can sit back and have these kinds of strategic assessments delivered to you. So to me, that's part of the value as well.
00:52:02:21 - 00:52:33:07
Ray Meiring
Absolutely, Rob and I think, you know, we're not going to talk too much about the QorusDocs roadmap today. But one of the key things on our roadmap is the quality process. We focused a lot on the writing and the reading. The next big thing for us is that quality process. How do we make it easier to identify challenges in the document, in the process gaps and use AI to apply those point a human towards the resolution to those problems, so that we can drive that quality.
00:52:33:09 - 00:52:53:02
Ray Meiring
All right. Well, thank you for watching that demo. That was that was a really rapid fire demo. But we just wanted to give everyone on the call a little taste for it. Obviously we'd be more than happy to do more in-depth, demos as we're, as we're going along. So let me stop sharing. I'm going to go back to, Jennifer.
00:52:53:02 - 00:53:01:07
Ray Meiring
Let's go back. Jennifer, I actually can't make you presenter here, so maybe I'll just talk through the last little bit...
00:53:01:09 - 00:53:02:23
Jennifer Tomlinson
I got it for you, Ray.
00:53:02:25 - 00:53:04:24
Ray Meiring
Have you got it? Okay. Thank you.
00:53:04:26 - 00:53:09:06
Jennifer Tomlinson
Yeah, I have a couple questions in here to.
00:53:09:08 - 00:53:14:14
Ray Meiring
Very good. Should we get to the. Do we do the questions? I really want to make sure the audience can speak to Emily and Rob.
00:53:14:16 - 00:53:29:02
Jennifer Tomlinson
Absolutely. Okay, so first question, actually a couple questions here from Gordon. First one is the analyze RFP content skill pre-configured by QorusDocs, or do clients need to set that up themselves.
00:53:29:04 - 00:53:49:15
Ray Meiring
So we provide the baseline of that prompt for you. So it's pre-configured with the baseline of the prompt. You can then take that and customize that to the as you want to do it, because we know that every different firm, it's going to be slightly nuanced in the way that they think about that. So there's prompts a baseline you can build from that.
00:53:49:17 - 00:54:09:01
Jennifer Tomlinson
Perfect. All right I have an Emily question. Assuming a firm has not done any work to centralize its pitch and proposal materials, how long does it take to develop the library of approved content for QorusDocs to consume? And do you have some best practices to share? Since you've probably done that,
00:54:09:04 - 00:54:29:18
Emily Gallagher
I really wish when I had to do it, I had. I will tell you that it's going to take a lot less time now than it did it took for me five years ago, but I would say, it, it took a dedicated person. So at first it was just me and it took it took a good few months to really kind of parse out and get, the history.
00:54:29:18 - 00:54:50:14
Emily Gallagher
And, and we were working with a, a document repository system file site, or now NetDocs. We've, we've moved to and so it's, it's how do you get the content from there and, and format it in a way that works in QorusDocs. But you know, it it's painful. It will be much less painful with AI, and but it's worth it.
00:54:50:16 - 00:54:55:07
Emily Gallagher
It's the result is it saves so much time after you're done with that hard part.
00:54:55:09 - 00:55:05:12
Ray Meiring
And Emily, you mentioned the clip function to me in the past as well. How do you use that clip function to get content from one area back into that library? Is that still something that you using?
00:55:05:15 - 00:55:25:12
Emily Gallagher
Oh yeah, absolutely. I love that feature as well. So, you know, you spend time, you develop a really good response and then, you know, it goes out into usually what would happen is it would go out into the, you know, it live in that document and in your brain. And then a year later you'd be like, I know I've answered this question before or like, what RFP was that again?
00:55:25:12 - 00:55:47:07
Emily Gallagher
But like, which of the 500 that I did last year, it could it possibly be and so now it just again goes back to like making it easier to get the information, into an area where it's easily accessible by all. And that's just the clip feature. So I've got a good document. If the final document ends up in the library, we can find it.
00:55:47:09 - 00:56:02:08
Emily Gallagher
But if I've got something that I know I'm going to use again and it's reusable, content can right from the word document, just highlight it and hit a button and it goes up to the content review team to incorporate into the repository. So super easy.
00:56:02:11 - 00:56:04:03
Ray Meiring
Thank you.
00:56:04:06 - 00:56:26:12
Jennifer Tomlinson
Well that's all the questions I've got in the queue. Others can put some in, but I think it's probably getting near the top of the hour. So if anyone has any other questions for follow up, you can email us at info@qorusdocs.com or webinars@qorusdocs.com. We'll get right back to you, but maybe we should let folks have the minute before they have to run to their next meeting.
00:56:26:14 - 00:56:45:01
Ray Meiring
Absolutely. Well, thank you so much, Emily and Robert. It was wonderful having you on. And I really appreciate, you know, answering all the questions and, all the good things that, that you shared. Certainly I've learned a number of things in this discussion today. But I appreciate your insights very much. Thank you for being on with us.
00:56:45:01 - 00:56:48:25
Ray Meiring
And thank you to everyone that, that joined us today.
00:56:49:00 - 00:56:52:13
Jennifer Tomlinson
Thank you both. It was a great webinar. Bye everybody.
