Roundtable were in that three to five group of finalists and you've been narrowed down to the one or two-then you demonstrate other experience or other case studies or other [similar] clients where you've been able to demonstrate positive outcomes. Not only does the client want to know how they will fit with you, but they want to know that you specifically understand their needs. Eric Dyson: I use almost the same numbers. I'll tell a client, " Hey, 80% of this is table stakes. But we still have to ask the questions, right? Do you have any litigation? Do you have any disclosures? " I also tell them that my biggest value is helping them figure out a cultural fit. I'll help the plan sponsor find the right type of adviser by personality that they're looking for, because it's very difficult to put that on paper. There are also some table stakes worth discussing. I always say [to an adviser]: There's one committee member who will look for every typographical error and will point out to all the other committee members where the typographical errors are. A lot of times, it's just a matter ofhttp://www.planadviser.com