Internal Profits — Master SOP & Service Catalog
2026-2027
Master SOP & Service Catalog · July 2026

Sales, Branding
& Growth
Standard Operating
Procedures

One document. Every section. Service model philosophy, two-division architecture, complete pricing catalog, brand ICP, platform ownership, onboarding, operational cadence, qualification process, revenue model, and rules of engagement — finalized for company SOPs and board deployment.

Fractional CMO Division 01 — Branding Division 02 — Growth 3 Growth Packages 3 Brand Packages 5 AI Automations ADK Blog Agent CallRail Attribution Phoenix, AZ
01–02
Service Model + Two-Division Strategy
03–04
Growth Packages + Brand Packages
05–06
Full Pricing Catalog + Platform Ownership
07–11
Onboarding · Cadence · Qualify · Revenue · Rules
Section 01
Our service model
Internal Profits is an AI-powered growth consultancy — not a traditional agency. We don't sell marketing tasks. We sell marketing accountability. Every engagement is built around tracked investment and measurable outcomes tied to calls, leads, and closed revenue.

The Fractional CMO promise: We provide the strategy, brand, data, sales, and communication infrastructure that a $3M+ company would hire a full CMO to build — at a fraction of the cost. Every dollar tracked. Every lead sourced. Every month reported. All packages monthly · 6-month min · 12-month recommended · Autopay.

Lead Source
Google Ads / SEO / GBP
Capture
CallRail + AI ScoringAutomated
Speed to Lead
Text-back <90sAutomated
Nurture
3-touch Email + SMSAutomated
CRM
Lead Tagged by SourcePipeline
Report
Live Dashboard + Monthly Call
What sets us apart from a typical agency
Client always owns their Google Ads account — we manage via MCC only
AI-powered blog production via ADK agent — keyword-driven, Yoast-optimized
No Google Ads without a proper SEO WordPress website — hard rule
Revenue tracking tied to phone calls via CallRail — not just clicks
NDA required before any strategy, keyword data, or benchmarks are shared
Missed deliverable = credit — written into every contract, no debates
Section 02
Two-division strategy
Internal Profits operates two divisions. Division 01 builds the brand. Division 02 grows the business. Branding comes first — always — because you cannot scale a brand no one remembers.
Division 01 — Branding
Be remembered
One-time strategic engagements. Sets the foundation before a dollar goes to advertising.
Brand + ICP Assessment — who you serve, your differentiator
Brand Availability Research — domain, vanity phone, trademark
Logo Design + Brand Identity Package
Premium Brand Bundles — domain + vanity number + logo + FB page
Keyword Strategy Blueprint — 3-bucket, 30 keywords, competitor gap
Messaging, Positioning, Copywriting
Division 02 — Growth
Be found. Measure everything.
Recurring services that compound. Every dollar tracked to the closed job.
Google Ads — campaign setup, management, keyword optimization
SEO — landing pages, authority blogs, GBP optimization
CallRail — DNI, AI call scoring, keyword-level attribution
CRM — lead tagging by source, pipeline, AI qualification
5 Core AI Automations — running 24/7
Email + Social — newsletter, distribution, review harvest
Brand first. Then grow. The client journey starts in Division 01 — a memorable domain, a vanity number, a brand people recognize — and progresses into Division 02, where that brand becomes findable, trackable, and compounding. Both divisions together are what separates Internal Profits from any agency selling SEO or ads alone.
Section 03
Growth packages
Three tiers mapped to business maturity and revenue stage. Qualify the client first, then match the tier. All packages run on the same attribution infrastructure — scope and automation depth increase by tier.
Marketing Foundation
Growth Accelerator
Contractors · HVAC · Fabrication · Industrial
Revenue: $1M – $3M
$3,500/mo
+ $3,500 one-time setup fee
Month 1 total: ~$7,000 + ad spend ($1,500–$3,000 rec.)
6-month min · 12-month rec · Autopay · ~30 hrs onboarding
Keyword Research
  • Full 3-bucket keyword research — SEO, PPC, blog targets
  • 30 target keywords + competitor gap analysis
SEO + Content
  • 3 service/location pages per quarter
  • 2 SEO blogs/mo — AI-assisted, 1,000–1,500 words
  • GBP optimized + 4 posts/mo
Paid Search
  • Google Ads setup + monthly optimization
  • Max $5K managed spend · client owns account
Tracking + Automation
  • CallRail DNI · AI call scoring + transcripts
  • GA4 + GTM + Search Console configured
  • Missed call text-back — AI responds in <90 seconds
  • 3-touch email + SMS lead nurture
  • Monthly strategy call + live reporting dashboard
By Day 90Ads live · every call tracked · AI engaging missed leads · 9 pieces indexed
Enterprise Growth Partnership
Revenue Partner
Multi-location · Franchises · $10M+ Brands
Revenue: $10M+
$12,000/mo+
+ Custom setup fee
Month 1: Custom scope · white-glove onboarding
12-month min · Enterprise SLA · Dedicated account team
  • Everything in Growth Engine, plus:
Enterprise Scope
  • Dedicated Fractional CMO — unlimited strategy
  • Multi-location SEO + franchise playbooks
  • Advanced AI automations — custom workflow builds
  • PR strategy + press release management
Operations + Sales
  • Full CRM management + sales automation
  • Recruiting funnels + executive reporting
  • Custom dashboards — centralized all-location view
  • Priority support + dedicated account manager
  • Weekly calls + quarterly C-suite performance deck
By Day 90Multi-location infrastructure live · franchise playbooks deployed · centralized reporting operational

Delivery commitment: If we don't deliver the agreed content on time, we credit that deliverable. No debates, no exceptions. You hired us for outcomes — we hold ourselves to that standard in writing on every contract.

Section 04
Brand packages
Three turnkey brand packages for businesses that need a complete identity built before advertising begins. One-time engagements delivered over 2–4 weeks. All transactions via Escrow.com for premium bundle acquisitions.
Brand Package — Tier 1
Brand Launch
New businesses · Startups · Rebrands
One-time engagement
$5,000
Flat rate · 2-week delivery
 
What's Included
  • Logo design — 3 concepts, 2 revision rounds
  • Brand color palette (HEX/RGB/CMYK)
  • Typography system — primary + secondary fonts
  • Basic brand guidelines PDF
  • Business card design
  • Social profile graphics — Facebook, Instagram, LinkedIn
  • SVG + PNG + PDF vector file delivery
Best forBusinesses that need a professional identity to launch with before investing in advertising.
Brand Package — Tier 3
Brand Authority
Premium brands · Franchise operators · $5M+ businesses
One-time engagement
$15K–$25K
Scoped per project · 4–6 week delivery
 
  • Everything in Brand Builder, plus:
Complete Brand Strategy
  • Full brand strategy document — voice, tone, ICP, positioning
  • Portfolio of brand assets — complete asset library
  • Domain strategy + acquisition consulting
  • Vanity phone strategy — toll-free number selection
Premium Deliverables
  • Premium website — 8–12 pages, full conversion stack
  • Sales materials + presentation deck
  • AI-ready marketing assets (prompts, templates)
  • Launch consulting — 30-day go-live support
Best forPremium brands and franchise operators building a market-dominant identity system.

Premium Brand Bundles (AMPM-style packages): Separate from brand packages — these are fully built, turnkey brand portfolios including premium keyword domain + vanity toll-free number + logo + Facebook Business Page. Priced $20,000–$65,000 per bundle. All transactions processed through Escrow.com under Arizona / Maricopa County law. Inquire for current available inventory.

Section 05
Full service pricing catalog
Every service offered by Internal Profits with its starting price. All work begins with a signed NDA and a clear scope-of-work document. Prices are starting rates — complex projects are quoted individually.
Branding Services
ServiceNotesInvestment
Brand Strategy Workshop1-day · NDA required · PDF + debrief$1,500
Business NamingDomain + trademark screening included$750
Logo Design3 concepts · 2 revision rounds · SVG delivery$2,500
Brand Identity PackageFull system — logo suite, palette, typography, guidelines$5,000
Color Palette & TypographyIncluded with Brand Identity PackageIncluded
Brand GuidelinesStandalone PDF document$1,500
Messaging & PositioningICP-aligned brand voice and differentiation$2,500
CopywritingWeb, ads, email, collateral$250/hr
Business Card DesignPrint-ready files included$350
Marketing CollateralBrochures, one-sheets, flyers$500+
Social Media Branding KitProfile, cover, post templates$750
Brand Portfolio (AMPM-style)Domain + vanity number + logo + FB page · via Escrow$5,000–$65,000
Domain Strategy & AcquisitionResearch, screening, acquisition consulting$500+
Vanity Phone Number ConsultingToll-free selection + acquisition strategy$500
Facebook Cover GraphicsBranded design · sized for all platforms$350
LinkedIn BrandingProfile + banner + featured section$500
Google Business Profile BrandingPhotos, description, category optimization$750
Website Services
ServiceNotesStarting Price
Landing PageConversion-focused · Elementor Pro · AI-assisted copy$3,000
Starter WebsiteUp to 5 pages · WordPress · mobile-optimized$5,000
Professional WebsiteUp to 10 pages · full SEO stack · conversion elements$7,500
Enterprise WebsiteCustom scope · multi-location · advanced integrations$15,000+
eCommerce WebsiteWooCommerce · product catalog · payment gateway$12,500+
Website CopywritingSEO-optimized · AI-assisted + human reviewed$250/page
Service PagesOn-page SEO · geo + service targeting · CTA integration$1,000/page
Location PagesGeo-targeted · schema markup · GBP alignment$1,000/page
Conversion Landing PagesPPC-ready · A/B tested · CallRail integration$1,500
ADA ImprovementsAccessibility audit + remediation$500+
Speed OptimizationCore Web Vitals · CDN · caching · image compression$1,000
Website MaintenanceUpdates, backups, security monitoring$250/mo
SEO & Growth
ServiceNotesStarting Price
Keyword Research3-bucket: SEO, PPC, blog · 30 keywords + competitor gap$500
SEO AuditTechnical + on-page + backlink + competitive analysis$1,000
Technical SEOSite structure, crawl errors, schema, Core Web Vitals$2,500
On-Page SEOMeta, headers, internal linking, image alt$250/page
Service Page OptimizationFull on-page overhaul for existing service pages$1,000
Google Business Profile OptimizationCategories, services, photos, Q&A, posts setup$750
Local SEO SetupCitations, NAP consistency, local schema$1,500
Citation Building50+ directory submissions · NAP consistency$750
Monthly SEOBlogs, pages, GBP posts, reporting, strategy call$2,500+/mo
SEO Blog ArticlesADK agent → QuillBot → Yoast → publish · 1,000–2,000 words$1,000–$1,500
Backlink CampaignsAuthority outreach · guest posts · digital PR$1,000+/mo
Reporting DashboardIncluded with all retainersIncluded
Google Ads
ServiceNotesStarting Price
Google Ads SetupCampaign structure · ad copy · A/B · conversion tracking$1,000
Google Ads ManagementBid optimization · negative keywords · monthly report$1,000/mo
Conversion TrackingGA4 + GTM + Enhanced Conversions + call tracking$750
Call Tracking SetupCallRail DNI · AI scoring · keyword attribution$500
Landing Page OptimizationCRO for existing PPC landing pages$1,000
Google Analytics 4 SetupEvents, goals, enhanced measurement, Search Console link$500
Google Tag Manager SetupContainer build · all tags · triggers · variables$500
AI & Automation
ServiceNotesStarting Price
CRM IntegrationForm-to-CRM pipeline · lead source tagging$1,500–$2,500
CRM SetupFull build · HubSpot or client CRM · team training$2,500
Pipeline AutomationStage triggers · notifications · follow-up sequences$1,500
Email AutomationWelcome + nurture + follow-up sequences$1,500+
SMS AutomationText sequences · CRM-triggered · Relay.app$1,000
Missed Call Text-BackAI responds in <90 seconds · every missed call$750
AI Call ScoringCallRail integration · transcripts · lead grade + summary$750
AI ChatbotWebsite chat · qualification + booking flow$2,500
AI Voice ReceptionistInbound call handling · qualification · appointment booking$3,500
Lead Routing AutomationSource-based routing · rep assignment · CRM update$1,500
Proposal AutomationForm data → branded PDF proposal auto-generated$1,500
Review AutomationPost-job trigger · 5★ → Google, 1–3★ → private form$750
Appointment AutomationCalendly + CRM + confirmation + reminder sequences$1,500
AI Workflow Consulting1-on-1 strategy · automation architecture · Relay.app$250/hr
Content Marketing
ServiceNotesStarting Price
NewsletterStrategy · copy · design · distribution · reporting$1,500/mo
Social Distribution7 channels · Zoho Social · existing content only$500–$750
Social Media ManagementStrategy · creation · scheduling · reporting$1,500+/mo
Press ReleaseWriting + distribution to wire services$750
Video SEOYouTube title, description, tags, thumbnail optimization$750
YouTube OptimizationChannel setup · playlists · SEO · analytics$750
Email CampaignSingle campaign · copy, design, list, send, reporting$500
Content Strategy6-month content roadmap tied to keyword targets$2,500
Fractional CMO & Advisory
ServiceNotesStarting Price
Fractional CMOFull-scope — included in Growth Engine + Market Leader packages$5,000/mo
Executive Marketing Consulting1-on-1 with Patrick · strategy, audits, system design$250/hr
Quarterly Marketing Roadmap90-day strategy · priorities, KPIs, budget allocation$2,500
Sales Process ConsultingPipeline, scripts, follow-up, CRM alignment$2,500
Marketing Technology ConsultingStack audit · integration planning · tool selection$2,500
Growth Map Session45-min call · live Google audit · Growth Map PDF · 2 follow-up videos · same-day deliveryComplimentary
Section 06
Brand + ICP definition
The Ideal Customer Profile governs which prospects to pursue, which to prioritize, and which to disqualify fast. Sales reps use this in every discovery call. Patrick uses this for Brand + ICP Assessment engagements. Every engagement starts here.
Company fit
Revenue: $1M – $10M annually
Local or regional service-area business
HVAC, healthcare, legal, lending, fabrication, dental, plumbing, roofing, pools, industrial
1–50 employees · owner-operated or small exec team
No in-house marketing team or CMO
Currently running or wants to run Google Ads
Pain points
Spending on ads with no tracked ROI
Leads going unanswered for hours or days
Not ranking on Google for core service terms
No CRM — leads tracked in spreadsheets or memory
Missed calls going to voicemail with no follow-up
Seasonal revenue swings, no pipeline visibility
Buyer persona
Title: Owner, President, VP Operations, Practice Manager
Decision-maker with full budget authority
Frustrated with current agency or lack thereof
Values transparency, data, and clear ROI reporting
Has been "burned" before — needs to build trust first
Prefers monthly calls over daily check-ins
Brand + ICP assessment scope
$1,500 flat · 1-day engagement · NDA required before delivery
Stakeholder interviews + competitive landscape research
ICP definition — who to target, who to avoid
Positioning and differentiator identification
PDF deliverable report + 30-min debrief with Patrick
Output feeds keyword strategy, ad copy, and all content
Disqualify immediately if any of these are true
Wants results within 30 days with no ad spend
Cannot commit $3,500/mo retainer minimum
No website and refuses to build one
E-commerce or product-based — not a service business
Agency currently holds their Google Ads account
Decision-maker not available for monthly strategy calls
Section 07
Growth platform ownership matrix
Ownership matters. Client-owned accounts are fully transferable if the engagement ends. Internal Profits–owned tools are proprietary to our delivery model. This is a trust differentiator — lead with it at every discovery call.
Client owns — fully transferable
Domain + DNS + hosting + WordPressClient registers, controls, retains on engagement end
Google Ads accountManaged via MCC. Client's email. Client's data. Always.
GA4 + GTM + Search ConsoleAnalytics and tag management — full client access
Google Business ProfileListing, posts, photos, reviews — client's listing
CallRail account — $55/mo pass-throughDNI, AI scoring, transcripts — client billed directly
HubSpot CRM or client-preferred CRMPipeline, lead records, reporting — client retains all data
Meta Business Manager + LinkedIn Business ManagerAd accounts, pixels, and audiences — client's name
Reporting dashboardsClient retains dashboards and data on engagement end
Yoast SEO pluginStays with client's WordPress install permanently
Internal Profits owns — proprietary IP
Elementor Pro licensePage builder used to build client sites — IP-licensed tool
Relay.app workflowsInternal automation layer — workflows are proprietary IP
ADK Blog Agent (Google ADK + Claude Sonnet via LiteLLM)AI blog writer with Yoast checking + save-to-drafts
Proprietary AI prompts + SOPs + templatesAll prompt engineering, scoring rubrics, and procedures
ChatGPT + Claude accountsAI models used in delivery — Internal Profits accounts
QuillBot (content refinement layer)Blog workflow tool — between ADK draft and publish
Zoho Social schedulingSocial distribution management — IP-side tool
Surfer SEO extensionOn-page SEO scoring used in content production
Loom (client reporting videos)Monthly performance update recordings — IP accounts

The ownership rule: Internal Profits will never create a Google Ads account in our name for a client. We will never hold an account hostage. We manage via MCC access only. Clients keep their data, history, and quality scores if they leave. Lead with this — it's our strongest trust differentiator with prospects who've been burned by other agencies.

Section 08
5-step onboarding process
From signed contract to first call tracked. Five steps. Target: fully live within 14 business days. Sales reps communicate this timeline at close — month 1 is setup, month 4+ is where results compound.
Step 01Kickoff
Goals + KPIs defined
Services + locations confirmed
Key contacts identified
Existing assets inventoried
ICP interview scheduled (if purchased)
90-day milestone targets set
Step 02Access Collection
Domain + DNS access
WordPress admin login
Google Ads (MCC grant)
GA4 + GSC + GBP
Meta Business Manager
LinkedIn Business Manager
CRM credentials
Social + CallRail
Step 03Technical Setup
GA4 + GTM + GSC configured
Ads conversion tracking live
Enhanced Conversions on
UTM framework deployed
Meta Pixel + LinkedIn Tag
Microsoft Clarity installed
CallRail DNI active
Attribution dashboard live
Target: All tracking live Day 7
Step 04Automation Setup
Missed call text-back tested
AI call scoring enabled
3-touch lead nurture live
Review harvest configured
Estimate follow-up active
CRM pipeline built (Rev Engine+)
Speed-to-lead AI on (Rev Engine+)
Internal Slack notifications
Step 05QA + Launch
Tracking verified end-to-end
Test calls + form submissions
Conversion events confirmed
Dashboard shared with client
Ads campaigns launched
30-day review call scheduled
Month 1 strategy call booked
Target: Fully live Day 14

Onboarding labor (Growth Accelerator): ~30 hours in month 1 — keyword research, site setup, tracking configuration, ads launch, GBP, CallRail, automations, and kickoff call. Front-loaded by design so months 2–6 are lean recurring work. Months 1–3 build the foundation. Month 4+ is where compounding growth becomes visible.

Section 09
Operational cadence
Real monthly workload by phase. Setup is front-loaded, recurring is lean, automation handles production volume. This is what makes the model scalable to 10+ active clients per rep.
Month 1 — Setup
3-bucket keyword research
WordPress site build / migration
Google Ads structure + tracking
CallRail DNI live + AI scoring
GBP claimed, optimized, photos
Missed call text-back configured
3-touch lead nurture built
CRM + 4 automations (Rev Engine+)
Dashboard shared with client
Kickoff call + 90-day goals set
Monthly Recurring
Google Ads bid + negative kw optimization
4 GBP posts (1/week)
CallRail call log spot-check
Performance report + client send
Strategy call (1×/mo Accelerator)
Strategy calls (2×/mo Engine+)
Minor page / copy tweaks
2–3 SEO blogs — ADK agent (auto)
3-touch nurture fires automatically
Missed call text-back fires auto
Quarterly
3 new pages (Accelerator)
5 new pages (Engine+)
Keyword research refresh
Ads campaign structure review
Client business review — revenue vs. targets
Upgrade conversation if milestones hit
Competitor intelligence update
ADK prompt + keyword refresh
Runs Itself
ADK: keyword → draft → QuillBot → publish
Missed call text-back (<90 sec)
3-touch email + SMS nurture
AI call scoring + transcripts
Speed-to-Lead <60s (Engine+)
Estimate follow-up day 1/3/7 (Engine+)
AI review harvest — 5★ routing (Engine+)
Proposal generator — form → PDF (Engine+)

Real monthly labor per client (Growth Accelerator): 8–12 hours — ads optimization, 4 GBP posts, call log review, performance report, and strategy call. Blogs and nurture are automated. CRM and review harvest run themselves. This is why the model scales to 10+ clients without adding headcount.

Section 10
How to qualify and close
Sales reps follow four steps in order. Do not present pricing before completing steps 1 and 2. A prospect who isn't qualified costs more time than one who says no early.
1
Discovery call — fit and budget
Decision-maker on the call (owner / budget holder)
Revenue range confirmed ($1M–$10M+)
Service-area business confirmed (not e-commerce)
Retainer budget acknowledged ($3,500+/mo)
Ad spend budget confirmed ($1,500–$3,000/mo)
Primary pain point identified (leads, rankings, ROI)
2
Digital audit — before quoting
Website on WordPress or migration needed
Google Business Profile claimed
Google Ads account is client-owned (not agency-held)
Current call tracking documented or gap identified
Service area and radius defined
Top 3 competitors identified
3
Proposal and NDA — before strategy
NDA signed before any campaign data or strategy shared
Tier matched to client revenue and growth goals
Setup fee collected or payment plan confirmed
6-month or 12-month contract signed
Month 1 total investment understood by client
Onboarding call booked within 5 business days
4
Onboarding handoff — Day 1–14
Google Ads MCC access granted (client retains ownership)
GA4 and Google Search Console access granted
CallRail number live and routing correctly
Missed call text-back tested and approved by client
Live dashboard shared — client confirmed access
Month 1 strategy call scheduled
Disqualify immediately if any of these are true
Wants results within 30 days with no ad spend
Cannot commit $3,500/mo retainer minimum
No website and refuses to build one
E-commerce or product-based (not a service business)
Agency currently holds their Google Ads account
Decision-maker not available for monthly strategy calls
Section 11
Revenue model and scaling logic
Internal targets — board and management use only. Based on 10 Growth Accelerator clients and 4 Revenue Engine clients by month 6.
Growth Accelerator MRR
$35K
10 clients × $3,500
Revenue Engine MRR
$24K
4 clients × $6,000
Combined Month 6 MRR
$59K
Month 6 target
Setup + Add-On Pipeline
$17K/mo
4 closes + 2 ICP add-ons
Growth Accelerator MRR
Revenue Engine MRR
Setup fee revenue
Month 1: $17,500. Month 2: $25,000. Month 3: $35,000. Month 4: $45,000. Month 5: $53,000. Month 6: $59,000 MRR target.
6-month closing assumptions
Close rate from qualified leads: 25–30%
Average time to close: 7–14 days
Churn target (monthly): under 5%
New Growth Accelerator clients/mo: 2–3
New Revenue Engine clients/quarter: 1–2
Average contract value (6mo): $24,500
Section 12
Rules of engagement
Non-negotiables for every client engagement. Hard rules (orange) are absolute — violating them harms clients and our reputation. Soft rules (purple) are default positions. Sales reps communicate these at discovery, not at contract signing.
No Google Ads without a proper SEO WordPress website
Running ads to a poor website burns the client's budget and produces no lasting results. Website build is required before ads start. Quote both together. No exceptions — ever.
NDA before strategy — including Brand + ICP Assessment
No keyword data, campaign benchmarks, competitor intelligence, conversion data, or Growth Map details are shared before a mutual NDA is signed. Applies to discovery calls, demos, proposals, and ICP engagements.
Client always owns their Google Ads account
We manage under MCC access only. The account is never created in our name. If a client leaves, they take their data, history, and quality scores with them. Lead with this — it's the strongest trust differentiator we have.
Internal Profits IP stays with Internal Profits
Relay.app workflows, ADK agent, AI prompts, SOPs, and templates are our intellectual property. Clients receive a fully operational system — not the source code to rebuild it themselves.
Landing pages are quarterly — 3 or 5 per quarter, not monthly
Quality over volume. Three well-built, keyword-optimized, conversion-focused pages per quarter compound better than 18 thin pages. Set this expectation at close, not during onboarding.
SEO results take 6–12 months — be honest about this, every time
Ads pay for now, SEO pays for later. Never promise first-page rankings on a timeline. Frame the engagement as a compounding investment. Clients who understand this stay. Clients who don't, churn.
3:1 revenue-to-marketing ratio is the Month 4 benchmark
Every $1 in services + ad spend should return $3 in gross revenue by Month 4. If it's not tracking that way by Month 3, we raise it in the strategy call proactively — before the client asks.
Delivery commitment — missed deliverable = credit, no debates
If we don't deliver an agreed deliverable on time, we credit that deliverable's value. No debates, no exceptions. Written into every contract. We hold ourselves to the same standard we hold client results to.