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Alberto Guzman (00:09):
So I think we are in a particular part of the market where we're not the biggest, we're not the smallest where we're in that range that it's hard to define, I guess. And what makes us different, in my opinion, and based on what we see in the industry, is our ability to have the niche market and international tax. I mean, we have developed what we call international tax. It's essentially cross border transactions, compliance, inbound and outbound. And I think we do it very well. And I think we compete with the biggest firms out there in that industry, in the specific industry of international tax. And I think clients appreciate that and they rather, for the most part, be with a more boutique type of firm, or smaller type of firm than a bigger firm. Besides the fees, that's a different story. But I think that's what makes us different. The fact that we are positioned in part of the industry, part of the CPA industry or the accounting industry that is very specific. So we don't have a lot of competition also at that level, at the easier level. International attacks, yes, but on the complicated inbound, outbound, cross border treaty positions, pre-migration, exit tax, even estates for foreign individuals trust, foreign trust at that level. I think there's not that many firms that can do it, do it well, unless they're the bigger firms and a few of our size. So I think that's the main difference.
(01:53):
So the piece of advice is to offer the services that people need, but knowing which ones you need to refer out. And also developing a niche business that you can do better than somebody else. A lot of the CPA industry has become a commodity for a lot of the things that we do. And that's what you're trained not to do, to make a difference, to differentiate yourself. And that's one way of doing it to pick a niche type of business. And the other things that you do, you also can serve the clients and the ones you don't do. You need to try to team up with other firms or other professionals that you can refer out. And then you hope that in turn they refer back to you.