Neil Berger:
Hey, Chris, I'm on my way.

Chris Baker:
I was just reading a new research report and it was saying that clients choose FSP providers for three reasons. The first is technical expertise. The second is the ability to resource globally. The third is the ease of doing business with, which I thought was really interesting because it's something that we work hard on, and I'm interested in your perspective of how that's translating to the client.

Neil Berger:
As you know, they're not looking at their needs for today, everybody's looking for their needs for tomorrow. The geographies in which clinical trials are being executed is very quickly evolving and we need a new footprint in those areas. Clients don't have a foundation, but we do.

Chris Baker:
Right.

Neil Berger:
In addition to our global reach, what they really come to us for is that local expertise, understanding both the culture in terms of hiring and retaining the right candidates, knowing where to get them, but also understanding the dynamics in those regions that takes time to build. We try to be really easy to work with and take care of all the details, letting our clients focus on the big picture.

Chris Baker:
We have such good recruiters and they stay with us for such a long time and, really, that helps because they get to know the client, they understand the client's needs and priorities and culture.

Neil Berger:
Absolutely.

Chris Baker:
Okay, good.

Neil Berger:
The feedback that we get on retention is tremendous. One of the key things that we do differently is the way that we don't hire as contractors, but we truly position this as an opportunity to be a part of the client's team. This makes not only us feel passionate and excited about what we're doing, but those that we're bringing into the team. They're just as excited. This isn't a job for them.

Chris Baker:
Right.

Neil Berger:
For them, they are developing drugs as well. They are trying to get these medicines to patients quickly.

Chris Baker:
Right.

Neil Berger:
That type of cultural shift is what helps contribute to retention rates.

Chris Baker:
Uh huh (affirmative) That's interesting. I mean, we always say, highly skilled people where and when you need them, we're finding the right people at the right time in the right place.

Neil Berger:
We are enabling them to focus on their priorities, which is really clinical research in getting medicines to patients more quickly.

Chris Baker:
So important that we're helping accelerate the timeline from molecule to market, because when you're sitting there looking at a sick child, you know that days matter, their lives really depend on it, and so the quicker that we can help our clients get that product to market, it's really making a difference.