Transcript
Charlie McGinn: Sometimes. I'm not saying all, but sometimes. and that's what you see a lot on the real low cost because yeah, they're giving you the access in, but then you know, there's there's very it's almost like an application, right? You add that, okay, that's an extra fifty bucks. That's a you know, whatever it might be. and some are okay, right? Because they don't there's no contract customization, there's no supplemental benefits coming in, it's just it is what it is and it it keeps them engaged. Where you see that start shifting, right? And this is what I've noticed over the last five to ten years, as you know, there's been a lot of influx and funding into the EOR, which has done great for the industry because it's now people understand it. Like taking a step back, when I used to sell EOR out the gate, the c the question was, How are you doing this and how is this legal? Like that was the they just couldn't wrap their head around it, they didn't understand the service. And so you like that was a now the conversation is why you versus them. So
Matthew Mottola: Ha ha ha
Charlie McGinn: the buyer now coming in is educated about EOR and they're trying to provide the supplier to match their needs, whether it is tech enabled, whether they want, you know, an account management team and human first type of approach, so on and so forth. So that's been the big adjustment. Then as you see that, you see clients now or companies now looking at EOR to say, that is my agent of growth. Like they've done their research. They know that they want to expand these regions because there might be a new market they want to tap into.
