In this episode, Brian Weis speaks with Jenni Neff from Grand River Mutual about their expansion efforts into the Des Moines area, focusing on their CLEC initiatives. Jenni shares insights into the challenges they faced when entering a new market where they were relatively unknown, emphasizing the importance of building relationships with local communities, city officials, and developers. She discusses how their proactive approach to customer service and community involvement helped establish their brand in a competitive landscape dominated by larger providers.