Intro: Broadcasting live from the Business RadioX studios, it’s time for Women in Motion. Brought to you by WBEC-West. Join forces. Succeed together. Now, here’s your host from.

Lee Kantor: Lee Kantor here with Renita Manley. Another episode of Women in Motion. And this is going to be a good one. But before we get started, it’s important to recognize our sponsor, WBEC-West. Without them, we couldn’t be sharing these important stories. And today is a very important day because we are spotlighting the Platinum Supplier program and PSP showcase. Renita, you have put together a very important show today.

Renita Manley: I have thanks, Lee. So we have on with us today Vasanti, Marianne and Caryn, but what I want to do is allow each of them to introduce themselves in that order, talk about what they do and how they contribute to the PSP program. And then after that, Marianne, you’re going to tell us what that actual program is all about. So let’s jump right into this. Vasanti, thanks for coming to the program.

Vasanti Kumar: Thank you. Renita, I’m Vasanti Kumar and I am the VP of Community Development and Engagement. I’ve been in my role as VP for the year about a year and a half, so I’m excited. And I have about 20 years in supplier diversity from MGM resorts background. And I am excited to have you guys on the PSP program and joining in,

Renita Manley: Marianne.

Marianne Ellis: Hi, I’m Marianne Ellis, the CEO and co-founder of CEO Success Community, and our goal is to help business owners with corporate contracting, RFPs and corporate contracting is the fastest way to grow your business if that’s your target space. We also do a lot of work for corporations Southern California Edison, PGE and CDW. And then more importantly, this is year 12 as your platinum supplier lead coach. So we have a wonderful platinum supplier alumni group. If you don’t belong, if you haven’t taken platinum supplier, please listen up because they’re the ones that get the opportunity this December to present in front of corporations and also on their graduation day.

Caryn Kopp: And I’m Caryn Kopp. People know me as the chief door opener. Our company has been in business as of today. This is starts our 27th year. I can’t believe it. And what we do is we get our clients in the door with their prospects for the first meeting. So if you want to work on those RFPs and get the corporate contracting, you need to get the first meeting. How are you going to do that? One way to do that is to outsource the door opening to a professional, US based company who has senior level business developers who represent you, and we get the big doors open. And I am part of the faculty of PSP and have been for, I think, the last 3 or 4 years. And we do a sales intensive.

Renita Manley: So, Marianne, can you jump right in and tell everybody listening what the PSP program is, how it helps babies, and tell us the t behind how this program came all about?

Marianne Ellis: So I think if everyone understood the background, the corporations, major corporations that are part of Webank West asked for the program. In the beginning, when the business owners WB met with the corporations, the supplier diversity procurement teams, um, they weren’t communicating really well. There was a problem, there was a breakdown. And the corporation said it takes us about 15 minutes to figure out what they do. Are they qualified to work with us and what do they offer? And so Webank West, Doctor Pamela Williamson, to their credit, um, sat down with the corporations and said, what is important to you. What’s the key data that you need quickly so that you can qualify each other? And how should they have a conversation? I know we call it pitch, but conversation. So the corporations asked for we. Bankwest doctor Pamela Williamson responded. So the first job of platinum supplier program is to make sure that you have a corporate ready capability statement and a corporate ready conversation. And that is what our main goal is in platinum supplier. Now, it used to be a one day program, but a lot of the business owners, the WBS said, whoa, whoa, whoa, I’ve got the statement, I’ve got the conversation, but now what do I do? And that’s how it suddenly grew into working with them on their sales, their prospecting, their pitching. So that’s a little bit about the why. And now let me tell you the how. So once upon a time we went to the different markets in person, but now we’ve opened it up virtually because we Bankwest is so big, you know. From Hawaii, you know, to, uh, to Reno to Utah that we have two cohorts every year, normally about 22 business owners, and we have, uh, five days or 4 or 5 days of structured information, homework content, bonding, fun to prepare you to go out to conferences and one on one matchmaking meetings. Do you want me to keep going?

Lee Kantor: Well, no. Why don’t we. Why don’t we let Caryn jump in and, Caryn, do you mind sharing a little bit about your take on the importance and the value of this program?

Caryn Kopp: Well, the the value of the program, I would say in one word is preparedness. That’s what I’ve seen with this. It takes people who have a wonderful idea and a really good business, and it takes them to a higher level of preparedness to not only interact with, but close business with these major corporations. Working with major corporations is very different than working with tier two. It’s very different from working with the middle market or even smaller. And and especially when it’s just projects versus a relationship. And what I’ve seen this program do is it provides the information and the exercises for the, the attendees to get to a higher level and be ready, very ready to interact with the corporates.

Renita Manley: That is very true. You know, I actually sit in on this program from time to time, but I’m more so behind the scenes working on the projects, the capability statements that are coming in, and I can see the improvements happening with each submission over and over and over again. It’s always fantastic. But I want to ask you this question. Um, I know the PSP curriculum is known to be both challenging and transformative, but what are some of the key areas participants learn about during their time in this program.

Vasanti Kumar: They learned that, um, sometimes what they’re focused on is not really what their key business is. And then in this class, we have discovered that, hey, I’m good at this too, or this is something I can add to my business. And it’s actually moving with the times, because when I started this business ten years ago, it’s not current anymore. Maybe there’s something else that I can do. And that brings in more profit for us. Just the growth that happens with them, the confidence that they get and the synergy that happens with each other. Corporates are great, um, resources. But it’s it’s the synergy that happens with all of us and that growth that happens. And we spend about 5 to 6 weeks with each other. So you get to know each other. And then there’s a special group that happens. And Marianne will attest to that. When we see each other, it’s like, oh, I went to this program and you become a special group like and it just naturally happens. So I think it’s the growth that happens. It’s the, um, learning about yourself, learning about what I’m good at and learning about leaning on other people. And sometimes we don’t lean on other people and we go, you know what? That person’s good at that. Let me take that advice and work on it. And sometimes you work in your own silos and, and, um, it’s great to have that platform to, to come to.

Marianne Ellis: It’s been really.

Renita Manley: You mentioned something. Oh. I’m sorry. I’m gonna jump right in here.

Marianne Ellis: I just wanted to compliment.

Renita Manley: Go ahead, Marianne, go ahead, go ahead.

Marianne Ellis: It’s been really fun. This last year, Vasanti was leading the group, and, um, it was. She has such a great buyer. Headset. So as they were going over their capability statements, and we give you three, almost four times to improve it, and then in the end there’s a beautiful book that we Bankwest creates that the corporations keep. It’s a flip book and I use it when I go back when I have, um, corporations asking me for referrals. But what’s really important is Vasanti was really able to say for my buyer ear. That doesn’t sound you know, that doesn’t sound strong enough. That’s not challenging enough. And we always talk about can you justify the cost of change? Right now, all the corporations have most of the services and products that you’re offering, unless you have the brand new iPhone. But, um, what’s really important is how are you saying it so that it will tickle their ear to bring you inside to meet with the buyers. Because supplier diversity is like your concierge, they will give you information about the company, and they will tell you about when your particular category of spend will come up for bid. They can tell you what is important in terms of deliverables and requirements. And we really encourage all the business owners to take a look at how buyers speak, go on their LinkedIn, read how they talk about what they do. You may not be using the right language. And that goes back to the confusion that happened at the beginning before platinum supplier was born.

Renita Manley: So I was actually going to pop in and talk about that. Marianne Vasanti just mentioned that one of the most transformative aspects of the program is, is when a baby comes in with the capability statement that’s not even no longer relevant to their current business. So between Vasanti and Marianne, the both of you can you can tag team on this question and answer. Can you create an example or give me an example of a capability statement that no longer was on brand with their actual business, and how the PSP program transformed it? Maybe without being too specific, you can make up an example or give a real life example.

Vasanti Kumar: So we just I don’t know if it was the last class that we were in Marianne or it was a previous one. Um, and the person worked strictly in government, so her capability statement was very black and white, very lots of information and just very plain. But that’s government based. So because she did government funding and in that realm she had to pivot to to change her capability statement. So that attracted the corporates. And it was a challenge because I think Marianne and I both were challenged with that. But the but the end result was that we had transformed her and pivoted her, and even she started wearing brighter clothes. She started changing her personality to fit the company that she was pivoting to. And it was we didn’t know that was going to happen. And then I’ve just recently caught up with her, and she brought an idea to me, and I was able to help her with that idea. And I think that it just opens the door for they feel more comfortable to come and talk to you and go, hey, can I have a one on one with you? Be honest with me and I’m coming with this idea. What do you think? And so I think that her pivoting from the government sector to the corporate sector is a totally different ball game and it was challenging, like I said at times. But we, um, helped her and then to see the end result six months later, um, is positive for me. So I think that that to me, even if I helped one person in that program, which I know we’ve helped several. Marianne, but that was that was a big one for me. Um, I don’t know what what your thought is, but, um, what was your.

Marianne Ellis: I know exactly who you’re talking about. I think it’s good that we keep that confidential, but, um, I wanted to throw out two concepts to anyone that’s listening right now. One is Corporatize and the other is Productize. And that’s what we do going through Platinum supplier. We help these business owners make the jump to corporate money, corporate bidding, corporate revenue. And so exactly what Vasanti was just describing. We help this one WB jump from government to corporate and making sure that she was ready for her corporate sell, which is why Vasanti and I started starred in the beginning, and then Karan comes at the end to make sure that what we’ve got in that capability statement in the pitch, she can use for door opening. So it is perfect timing that we go first. Then Karan comes and closes it out, so to speak, with her door opening. But the second example I wanted to give you was of a WB. I think this again is going to spark your memory. Vasanti um, she did work for the prisons and the jails, and she had an amazing program that targeted the family and rehabilitate. And so some of her programs, she was wondering could she make the jump to corporate? So we were productizing it so that it wasn’t about the jail system and the prisons. It was more about corporations and the stress, and what happens when workers can’t focus on the business and they’re distracted from critical issues.

Marianne Ellis: And she was just like, she was literally we have people in platinum supplier cheering, crying with happiness. I mean, she was like hugging Vasanti and I through the virtual zoom. But this the corporatizing is can you speak corporate language? And productizing, especially with service based business, you know, if you’re not selling a sock or you’re not selling something tangible, but you’ve got a service, we also help you create labels, titles, and productize your business so that you can have a menu. I call it the McDonald’s menu to go to corporations. So um, and we also talk about vision. We ask you, this is one of my most favorite things, um, ten years from now, if you got to put your face on the cover of any magazine of your choice, uh, could be wired, could be Forbes, what would be the headlines and Subheadlines? And what would you say about your company and your leadership and your business ten years from now? And that is something that CEO success community, we developed that a long time ago. We have brought it into the platinum supplier. And I literally have business owners that have said to me, I did it. I didn’t get on the cover, but I got inside the magazine. So we are also empowering you to have vision.

Lee Kantor: Now, going through this process and getting this kind of coaching and, um, it the value of it is beyond just this one, the PSP. Right. This affects their whole kind of business, the scope of their vision, the vision of their business moving forward. Is there any kind of do’s and don’ts you would recommend? Somebody who is going through the program maybe didn’t showcase but would get value. So what are some of the the takeaways, uh, that anybody listening could benefit from some of the coaching that you’ve given at, at these events?

Marianne Ellis: Um, Caryn, you want to take that one?

Caryn Kopp: Yeah. Yeah, I’ll, I’ll pop in on that. I mean, I a lot of what we talk about on the sales day that I do are the blind spots in the sales process that keep people who deserve success from the success they deserve. And some of the blind spots are kind of surprising for people. So, for example, uh, there’s homework that’s given out before some of the sessions, and Mariana could be all the sessions, but at least there’s homework before my session.

Marianne Ellis: Oh, there’s a lot before mine. Yeah.

Caryn Kopp: And so some of the things that people are filling out, uh, for the sales day is how much time they’re spending proactively going out there to get these first meetings. On average, how much is a deal size or how much is a new client spending with you yearly? And what’s really interesting when I put those two pieces of information was just a few of the pieces of information together is that somebody might spend maybe an hour or two hours pursuing their best prospects, and yet a new a new client might be worth $1 million for them. So my question to them during the class is, if you want more clients and you wouldn’t be here if you didn’t, why aren’t you spending more time pursuing the clients that could be yours. And that’s it’s all these light bulb moments that are going off. Another one that we talk about is that not every prospect that that has a problem you can solve is going to spend time and money to solve it. So if you can research ahead of time and figure out which prospects are most likely to spend time and money to solve these problems, you can focus your efforts on prospects that are more likely to say yes, therefore making your sales process more efficient.

Caryn Kopp: And I dive deep into examples of how people can find that out before they spend their energy reaching out to prospects that may never say yes. And this is also a blind spot sales messaging. We dive deep into sales messaging. And you gave a couple of examples before. But on the sales day we dive even deeper as to how a phrase can be meaningful to one person and meaningless to someone else. And it only the only thing that matters is how it lands for the person who hears it. So how do you make your sales messaging more deliberate? Another blind spot is that the sales messaging and marketing messaging are not the same thing, and people will spend time on their marketing materials and then not spend as much time as they need to on the spoken word, which is all about the, the, uh, the day with the corporates and what they’re going to say to them, that’s really going to make an impact. So I think that focusing on the blind spots, pointing them out, what can the what can the participants do about that to bring the blind spots out of the blind and fix whatever might be preventing them from getting to the next step? It’s a big part of the program.

Marianne Ellis: I wanted to point out a couple of other things too. And I think we really open up these business owner, these eyes. And I watch as Vasanti is pointing out things to them and they’re.

Vasanti Kumar: Like, wow.

Marianne Ellis: I never thought of that way. But, um, it’s these are some gifts that you’re going to get when you sign up with the platinum supplier program. Number one sales goal setting. We ask you, what is your goal for the year? So let’s say it’s $1 million. And then we ask you, what is the average, um, annual revenue that you get from that client. So let’s call that 100,000 is when you win a new client. And then we say, okay, so it’s $1 million. 100,000 is your average client. That means you need to close ten by December 31st 2026 2025. Excuse me. And then the shocking part and I have never not worked with a business owner that had enough prospects, right. You should times it by seven, so not ten. You need at least 70 in your pipeline. So most business owners don’t have enough prospects qualified in their pipeline. So that’s number one. We teach them. How many prospects should you have. Number two, we teach them a concept called suspect versus prospect. So when I dived into new business, I had to find $11 million on invoice between March and December of that calendar year when I worked for this company. And in doing so, I became very targeted, who was really a prospect of mine.

Marianne Ellis: And we give you a criteria. This is a prospect and who’s a suspect, somebody that just wants to chat but is never going to buy you. And last but not least, the drip five plus we have you leave the platinum supplier program with at least five outreaches because 80% of all sales are closed between the fifth and the 12th. Business touch, according to the National Sales Association. I found that in the very beginning when I was working on Platinum Supplier and I was speaking with Disney and Amgen and we were being sponsored by Webbank West. But a lot of people, not only do they not have enough prospects, they don’t have enough outreach and qualified outreach. When I was a buyer, I couldn’t stand when someone sent me an email, hey, just checking in. My attitude is, hey, you just wasted my time. So again, we teach you about qualified outreach. Um, so many gifts. Platinum supplier. If you haven’t done it. If you haven’t joined our alumni group, there’s 22 that have signed up already for 2026. So not to give you FOMO, I would sign up today. Um, vasanti. How do they do that?

Vasanti Kumar: There’s, um, I think a QR code that you just scan, and then I think, um, Renita is going to talk more about, um, where that is and where you can do, um, if you want to send us an email, I can send you the link also to. So you can send it to vasanti@bankwest.org, and I will send you the link.

Marianne Ellis: And we only do two a year. So if you’re a platinum supplier graduate, there’s also some news this year for the showcase in December that we’re going to want to have Vasanti talk about. But if you’re a platinum supplier graduate, you can apply to present your company in person. So if you’ve been through the program with Caryn and I and Vasanti, you can apply to um, again, they only will be able to pick so many, but you’re going to be able to present in person in December and all the graduates for the first time ever, what’s going to happen? Vasanti in the room.

Vasanti Kumar: They’re all going to get together and have a little Christmas party or holiday party together, because our conference is in December.

Marianne Ellis: Just watch the presenters. So definitely sign up for Platinum Supplier.

Renita Manley: But did you want to give any more specific details about that PSP showcase that’s coming up at the conference?

Vasanti Kumar: They’re going to be, um, be able to be on the stage and they’re going to be showcased. So you get your spotlight of 90s up on the stage, and they’ll be corporates there to give you some feedback. And there’s also, um, it’s just it’s good to practice, you know, and getting out there and getting up and practicing, not everybody has that skill. But then everybody’s going to give you a little bit of feedback, and you might want to pivot or change or or add to or you might spark somebody else’s interest in something. So you never know what connection you’re going to have, but you have to get up and speak.

Renita Manley: That’s awesome. I have a trick question, too. Here’s a trick question. Uh, Marianne and Vasanti, can I have something for you too? But here’s my trick question who should and should not sign up for the PBS? Wow.

Vasanti Kumar: Um, I think all should. I don’t think there’s anybody that couldn’t qualify for that. I don’t think that everybody’s at different stages of their business, and this program can cater to anybody at any stature. So it doesn’t matter if you’ve been a WB for five years and oh, I know everything because none of us do. I know, I don’t know everything. And I learned, I learned from the WB something new sometimes, you know, when I go through these and I know you do too. And we all do. So I think that anyone can actually participate. Anyone at any level can actually even and while you’re in that program, you also contribute and help the other people that are in that program too. So I think you also gain knowledge. You also gain a friendship or a sisterhood that happens there. And then you also connect with corporates. So it’s a win win for everybody. I don’t think there’s a bad choice in that. So sorry for your question, but I didn’t see anything bad in that.

Marianne Ellis: I do have.

Vasanti Kumar: Some.

Marianne Ellis: But I’ll and then I’ll be interesting to hear what Caryn thinks too. After me. Um, first of all, I want to let everyone know that’s listening. Platinum supplier pulls from across the country. Um, it is open across. So we always take care of, um, we and we bank west, but we have had business owners that are Webbank certified from New Hampshire, from Chicago, uh, even from Germany, uh, that are part of Weconnect. So I just want to let you know the magnitude and the success of the platinum supplier program. Secondly, I wanted to let you know that whether you’ve been in business for 20 years or five minutes, we have had both, and they have both gained so much because you can always improve your business. I’ll tell you who, I wouldn’t have signed up for this. If you’re not serious about your business.

Caryn Kopp: I’d use that word.

Marianne Ellis: Serious about growth. If you’re not serious about revenue, if you’re not serious about what we call hasu, hook a sister up and be there for each other. Don’t come. Please don’t come. Um. And the reason I say that is this is such a tight camaraderie. And they also, besides gaining input from Caryn Vasanti and myself, we also provide in the chat. Hey, do you have any suggestions about their capability statement? I’ve seen fellow business owners write subheads or write lines or make suggestions, so it is really sharing collaborative. If that’s not how you roll, please don’t come. Um, and also these all these business owners really they want to grow their business. They’re very sincere. They’re very genuine about that. And so I know that sounds kind of crazy, but I don’t want to get it. I we’ve never had to have anybody. We’ve never had to in the 12 years I’ve done this. Ask someone not to continue. That has never happened. But, um, I just want to be clear about the kind of spirit I hope you will bring when you sign up for platinum supplier. Yeah.

Renita Manley: And it’s intense. It’s intense. If you’re going to sign up for it, you have to be ready to dive deep into your business because you’re going to get quality leadership from Vasanti and Marianne and Caryn. They are going to dive deep into it and it is an investment of your time. Not only is it an investment of your time, but it is an investment of your money and it is a fantastic investment and you really should take advantage of it. I mean, seriously, the quality that they put into the program is the same type of quality that they are hoping to get out of their participants. Caryn, you want to add to that?

Caryn Kopp: Well, I think Sirius was a really good word, Marianne. Marianne and I think that, um, the people who I’ve experienced there, they come prepared. Their homework is done. They’re prepared. They are focused. They are not turning off their cameras and going and picking up other calls. They’re 100% present. They are forthcoming with information for the other participants in the group. Uh, I would say it’s a very caring environment. People, when they discover a blind spot in their thinking differently about something than they did before. That takes a little bit of processing, and I’ve found people to be very respectful of somebody who’s going through that journey in that moment. And so come with an open mind. Also. Right. You may think very differently about your business when somebody makes some suggestions that you hadn’t thought about before. Be open minded. Think about, well, is this going to help my business? Is this going to help me get to a different place? And if so, you may want to think differently and do some things that are differently. I, I have a whole section in my presentation on do it because you can go through and learn lots about sales and lots about the efficiencies and things like that. But if you don’t do it, what’s the point? So be prepared to implement the things that you’ve decided on instead of just leaving and say, that was nice.

Marianne Ellis: Um, Renita, if it’s okay, I brought some quotes from platinum supplier graduates because I wanted the graduates to also be represented in this conversation today. And so And quite a few of these is during your leadership too. So I pulled a couple from from ten years ago, but I also pulled a lot from recently. So so you share in this. So one business owner said we have grown 400% since I started the platinum supplier program. I can’t imagine where I would be without the PSP program. A second said closing more business in just four weeks thanks to PSP. And again, if you look at my testimonials, I have over 130 on LinkedIn. You’ll see who these people are. So I’m actually quoting from LinkedIn. Um, number three, I was in a meeting last week and you were the angel on my shoulder. Your guidance made me pitch my company in a more informative and concise way to the win. And last but not least, digging back ten years ago, taking PSP helped my company and ten years later we are a great success. Wow. I wanted them to speak.

Vasanti Kumar: I wanted to add to that Marianne. Um, this year actually the last class that we did. And we’ve never done this before. After, when the everything had ended, they said, well, wait, what happened? We’re not meeting anymore. Yeah. Um, can we meet again? And, um, I think Mary and I looked at each other, and then I said, well, we can do a debrief. And then it became like an added another week to two weeks added on. And and it was by choice that they wanted to debrief and what they had learned and, um, what had happened after they met with the corporates and things like that. So they brought that all back in. And I think we’re going to incorporate that again. So that gives them they’re not just left out there. They they still want it to be part of this group. And some of them still meet up. Um, from what I understand.

Marianne Ellis: So people that still meet up from years ago. So also as part of the platinum supplier program, after we’re done, there’s a period of about 2 to 3 weeks from when we’re done with the official training till when you were presenting to corporations. So we ask a WB to be the team leader, which is wonderful. And the team leader schedules a couple of zoom calls. They’re not responsible for coaching. I normally pop in again to help out. Um, but again we are trying to get the WBS to bond with each other and feel like. And it’s funny because I, um, I’ve heard them say I’m from cohort 20, you know, 2018 or cohort 2024. And, um, the other thing I will tell you is I know quite a few business owners that have taken it multiple times. So there’s one business owner that came back every year for five years. I think she’s got it now. But um, they there are a lot of returnees. We just saw, you know, one returnee just in your group. Vasanti.

Vasanti Kumar: Yes.

Lee Kantor: All right. So before we wrap, uh, key dates and website one more time. Do you want to take that?

Renita Manley: You got it? Yeah. Vasanti. She’s. She is our PSP lead, so take it away. Vasanti.

Vasanti Kumar: Actually, I don’t have it on me. I’m actually traveling, so. I’m sorry. What is the. It’s on our website. It’s at WWE. And it’s on our calendar there. It’s on our website there. So you should be able to reach out and, um, sign up.

Marianne Ellis: And, and.

Renita Manley: If you have any questions about it, just go ahead and email vasanti. Um Vasanti email address is vasanti. Org and those QR codes that Vasanti talked about earlier, if you’re ever out and about at an event, normally we have these, um, pieces of paper, a little tangible marketing fliers. You can go ahead and scan that QR code, or you can email vasanti to get on the wait list or, um, email anybody. We’ll be back with best. We’re all we’re all ready for you all to come.

Marianne Ellis: And I’ll make an offer if you connect with me on LinkedIn and say PSP and you go into my LinkedIn messenger, I my email box is flooded. So I just always say PSP is a magic word to me. So if you say PSP and you link in with me and you say, I just want to make sure I’m on the list for 2026. I heard there are 22 already. Since we only do it twice a year, you want to make sure that you get on the wait list. And again, you know, we don’t know what 2026 is going to look like for you. But I would say get on the wait list now. Don’t wait.

Renita Manley: Mariannee, Caryn Vincent, you all are my PSP queens. Mariannee, you’re so amazing Caryn Vasanthi I love you all so much. Lee, you got this.

Lee Kantor: All right, well thank you.

Marianne Ellis: Wait a minute. We better do a shout out for Renita. Renita takes care of all the homework.

Vasanti Kumar: Yes.

Marianne Ellis: I give a lot. Caryn gives a lot because we’re serious about growing your business. So again, if you’re serious about growing your business, come to platinum supplier. Renita handles all the homework, puts it on beautiful slides so that we can share during the courses. She answers a bajillion questions. We always encourage them. Please try to figure this out yourself. But if we didn’t have Renita, she is our what? She is our rock. She is our foundation. She makes it happen. So right back at you, Renita. We love you, too.

Renita Manley: Thank you, Mary, and I thank you. It’s here.

Vasanti Kumar: We couldn’t do it without Renita. She is our backbone to this. And, um, she sorts out things sometimes people don’t know how they’re submitting it correctly or information. And she will go back and diligently make sure that it is correct so we can read it and and help that person. So there’s a lot of things that happen behind the scenes. And she’s one of those people. She’s what she is the key person that does that for us. So thank you.

Marianne Ellis: It’s a joy and I love doing it. Thank you. We Bankwest thank you, Doctor Pamela Williamson. Thank you, Ashanti, for hiring myself and Caryn. Um, we just really enjoy working for you.

Caryn Kopp: Thank you.

Lee Kantor: All right. Well, thank you all for participating. You’re all doing such important work, and we appreciate you. This is Lee Kantor for Renita Manley. We will see you all next time on Women in Motion.

Speaker8: Kick me when I’m down. Oh.