do it. Yes, it's in fundraising terms. It's called stewardship. In my shop, it's called bank to bank. The more you think your donors, the more you can bank on your donors. And so if you start with the end in mind, and at the end of the day, are the final process? Well, it's circular, but the final process in fundraising is thanking donors. So starting with the end in mind, I encourage my team to figure out a way to stewardship early on. And so the thank to bank and then being able to look at your retention efforts. In our scorecards, we look at all of our donors from those that are being we're renewing those that have been moved or upgraded and we track that as a team and We develop strategies to be able to understand how to unpack those things, we're having some challenges. I'd like to say in the fundraising process, again, I have these little words, it's the magic is in the middle. From the time that you qualify a donor to the time that you think them, how you retain them, it's all about the work that you are doing in the middle, which includes the cultivation, which includes the conversations, being prepared with the discovery conversation, understanding how to share your narrative and the day of a pandemic via zoom, or WebEx. How do you connect them better to your mission and something else that we have instilled this year is donor feedback. When was the last time Becky and john and listeners that you just called to check on your donors a couple of weeks ago, we have the snowstorm in Houston. And it was a unique opportunity to really just check in and be able to ask our donors, how are you doing? And that creates an opportunity for organizations to provide an update on what they're doing. Just imagine, typically, when you call someone and you say, well, john, how are you? And they they share how they're doing? And then they'll say, well, the Rica, how are you and then it's a unique opportunity for you to share how you were doing as well. So if we're going to think about brass tacks, I would say focus on stewardship. Focus on your retention efforts, the magic in the middle. So that is those are your calls, your follow ups, how many times you're sharing your narrative, focus on donor feedback, being able to have conversations outside of the box conversations, track anniversaries, track what their children are doing, track what's going on in the community, how are they being innovative? I know, we have a couple of donors that are leading some efforts on a national scale. And anytime I see that that's an opportunity for me to connect. And then another component is the acquisition piece, I do think it's important for you to focus on retention because it's easier to retain an upgrade. But you should have a strategy around acquisition.