There's a heck of a lot more deals, and the nature of these deals and the skill sets they require are very different now. So there's a quantitative challenge, and there's a qualitative challenge. There are a small handful who actually have that title. When I first coined the term CRO, I don't believe anybody thought it would take off. CROs need to be high-level, strategic managers who are part diplomat and are politically savvy, both internally and externally.
Relationship management is a fuzzy area.
Most traditional managers aren't used to that. Most companies have attorneys and law firms to do that, so the CRO is involved in a high-level way only. Intangibles meaning corporate culture, shared goals and so on. That last point is important. A good portion of our clients are sourcing executives or procurement managers contacting us to find out who the players are in all these various categories.