| Topic | Presenter | Summary | Duration |
| ----------------------------- | --------- | ------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------ | -------- |
| Friday Training from 7-2-2021 | Chris R. | This video is from a Friday Training for the PMs. It covers various topics including knowing how to acknowledge concerns without taking fault for it, knowing when to step in, when to leave a meeting when not adding value to it and nuances with CRs and escalations. | 1:29:48 |00:00:07.020 --> 00:00:10.076 So there's a couple of different topics here,00:00:10.080 --> 00:00:13.144 but uhm, as you all very well know,00:00:13.150 --> 00:00:15.992 we meet a lot, and especially you00:00:15.992 --> 00:00:19.693 know me and the the newer squad we've00:00:19.693 --> 00:00:22.720 been meeting a couple times a day.00:00:22.720 --> 00:00:24.984 Uhm? And what we wanted to do was00:00:24.984 --> 00:00:27.327 just kind of go over some really00:00:27.327 --> 00:00:29.037 high level stuff with crests.00:00:29.040 --> 00:00:30.600 Here. You know it's it's wonderful.00:00:30.600 --> 00:00:31.900 You know to go back,00:00:31.900 --> 00:00:35.204 close to the fire, so to speak.00:00:35.210 --> 00:00:37.775 And just kind of do some resetting of stuff.00:00:37.780 --> 00:00:39.788 So a lot of vitality stuff here and00:00:39.788 --> 00:00:42.054 please ask questions and please like, uh,00:00:42.054 --> 00:00:44.326 you know, kind of engage in this stuff.00:00:44.330 --> 00:00:48.338 'cause this is really the time for it.00:00:48.340 --> 00:00:49.880 Awesome well yeah thanks Daniel.00:00:49.880 --> 00:00:51.644 And I, I think it's really00:00:51.644 --> 00:00:52.820 interesting hearing from different00:00:52.869 --> 00:00:54.169 people within the business,00:00:54.170 --> 00:00:57.250 so I'm hopeful that I can share and00:00:57.250 --> 00:01:00.306 Daniel posted some bullets in the channel.00:01:00.310 --> 00:01:02.984 In a yeah, I think knowing how00:01:02.984 --> 00:01:04.770 to acknowledge concerns and uhm,00:01:04.770 --> 00:01:07.002 I can share with you different00:01:07.002 --> 00:01:08.490 ways of doing it.00:01:08.490 --> 00:01:11.143 There are ways where you can essentially00:01:11.143 --> 00:01:13.697 avoid taking fault like the bullet says,00:01:13.700 --> 00:01:16.283 but maybe seeing in another way just00:01:16.283 --> 00:01:18.533 kind of continuing to remind the00:01:18.533 --> 00:01:20.313 you know whoever the counterparty00:01:20.313 --> 00:01:22.975 is of kind of what the original00:01:22.975 --> 00:01:25.396 expectations were and and that might00:01:25.396 --> 00:01:29.684 be a really positive way to say it.00:01:29.690 --> 00:01:31.790 I would say in general.00:01:31.790 --> 00:01:34.686 One of the other big things is dealing00:01:34.686 --> 00:01:36.872 with just overall dealing with00:01:36.872 --> 00:01:39.638 expectations is part of this role,00:01:39.640 --> 00:01:42.082 and one of the beautiful things00:01:42.082 --> 00:01:44.618 about customer sat and just overall00:01:44.618 --> 00:01:47.516 client sat on our projects is dealing00:01:47.516 --> 00:01:50.655 with and trying to be proactive00:01:50.655 --> 00:01:52.239 about expectation management.00:01:52.240 --> 00:01:55.104 And I think it's a really big opportunity.00:01:55.110 --> 00:01:55.464 UM,00:01:55.464 --> 00:01:58.296 and then that kind of plays into any00:01:58.296 --> 00:02:00.496 escalations if there is an escalation,00:02:00.500 --> 00:02:01.932 it's usually because, well,00:02:01.932 --> 00:02:03.722 why would an escalation occur?00:02:03.730 --> 00:02:05.346 Probably because some expectations00:02:05.346 --> 00:02:08.431 are out of whack and a lot of00:02:08.431 --> 00:02:10.183 times if I think about it,00:02:10.190 --> 00:02:12.696 like why is that going to occur?00:02:12.700 --> 00:02:13.346 You know,00:02:13.346 --> 00:02:15.284 I can kind of decompose that00:02:15.284 --> 00:02:17.729 and we can have a conversation.00:02:17.730 --> 00:02:19.162 I would strongly encourage00:02:19.162 --> 00:02:20.952 anyone who has an opinion,00:02:20.960 --> 00:02:22.232 especially if you've been.00:02:22.232 --> 00:02:24.670 Doing this for some time at clarity,00:02:24.670 --> 00:02:27.380 even if you you know it's it's one of the00:02:27.450 --> 00:02:29.809 newer team members and you've had this00:02:29.809 --> 00:02:32.805 kind of pain point and you're like oh man,00:02:32.810 --> 00:02:34.370 that just happened to me.00:02:34.370 --> 00:02:35.312 I could probably,00:02:35.312 --> 00:02:35.940 you know,00:02:35.940 --> 00:02:38.532 feel free because to jump in and share00:02:38.532 --> 00:02:40.627 your experience and kind of an example.00:02:40.630 --> 00:02:43.134 It's always helpful to edify for each other.00:02:43.140 --> 00:02:44.388 The idea behind this00:02:44.388 --> 00:02:45.636 training among other things,00:02:45.640 --> 00:02:48.655 is for us to benefit without having to go00:02:48.655 --> 00:02:51.318 through the learning in a linear fashion.00:02:51.320 --> 00:02:53.320 So ideally we could exponentially00:02:53.320 --> 00:02:55.717 improve our skillset as a group00:02:55.717 --> 00:02:57.637 and our goal with you know,00:02:57.640 --> 00:02:59.120 client expectation management is00:02:59.120 --> 00:03:01.857 to make it so that when clients00:03:01.857 --> 00:03:04.072 work with us they subconsciously00:03:04.072 --> 00:03:05.844 love working with clarity.00:03:05.850 --> 00:03:06.604 I mean,00:03:06.604 --> 00:03:08.489 that's that's our goal and00:03:08.489 --> 00:03:09.620 it's very achievable.00:03:09.620 --> 00:03:11.162 It really is one of the00:03:11.162 --> 00:03:12.190 reasons that it's very00:03:12.250 --> 00:03:13.702 achievable is because of00:03:13.702 --> 00:03:15.154 the zombie apocalypse rule.00:03:15.160 --> 00:03:17.624 You don't have to be the fastest person,00:03:17.630 --> 00:03:22.049 you just have to not be the slowest person.00:03:22.050 --> 00:03:23.772 Uhm, you know you only have to00:03:23.772 --> 00:03:25.780 not be the very slowest person,00:03:25.780 --> 00:03:27.924 and I I think that I can give00:03:27.924 --> 00:03:30.086 you hope if you think about it.00:03:30.090 --> 00:03:31.806 The way I do I do.00:03:31.810 --> 00:03:34.098 I mean I would do one of you.00:03:34.100 --> 00:03:35.828 The fastest person no matter what,00:03:35.830 --> 00:03:37.524 but one of the most important things00:03:37.524 --> 00:03:39.623 and we were talking about this when00:03:39.623 --> 00:03:41.273 we were discussing task management.00:03:41.280 --> 00:03:42.424 Sometimes you just gotta.00:03:42.424 --> 00:03:43.854 You just gotta keep going.00:03:43.860 --> 00:03:45.295 You have to keep engaging00:03:45.295 --> 00:03:46.730 and keep doing your net.00:03:46.730 --> 00:03:50.960 The next best thing as they say in frozen.00:03:50.960 --> 00:03:53.186 So that that ultimate such a great,00:03:53.190 --> 00:03:54.064 great news,00:03:54.064 --> 00:03:57.123 so many great parts will give you00:03:57.123 --> 00:04:00.078 multiple trainings on it just froze up.00:04:00.080 --> 00:04:01.880 Yeah, the main thing that I would tell00:04:01.880 --> 00:04:03.743 you is there will be several Nuggets00:04:03.743 --> 00:04:05.600 here that I wanna unpack in clean.00:04:05.600 --> 00:04:07.322 It looks like you had your hand00:04:07.322 --> 00:04:09.116 up your welcome to fire off if00:04:09.116 --> 00:04:10.366 you wanted to say something.00:04:10.370 --> 00:04:12.640 Oh I was just gonna say when it comes down00:04:12.701 --> 00:04:15.140 to not being the fastest but not the slowest.00:04:15.140 --> 00:04:17.228 So many vendors so many vendors00:04:17.228 --> 00:04:20.050 we've had to work with that are just.00:04:20.050 --> 00:04:21.126 Not ideal, and uh,00:04:21.126 --> 00:04:22.740 I always bring up to the00:04:22.810 --> 00:04:24.190 client of like listen.00:04:24.190 --> 00:04:26.358 We make it very clear what we are00:04:26.358 --> 00:04:28.563 able to do and what we aren't able00:04:28.563 --> 00:04:31.380 to do and but one thing we will never00:04:31.380 --> 00:04:33.488 do is just be intentionally like.00:04:33.488 --> 00:04:33.906 Uh,00:04:33.906 --> 00:04:35.996 you know intentionally vague or00:04:35.996 --> 00:04:38.129 intentionally trying to like waste your00:04:38.129 --> 00:04:40.415 time and I've had a lot of clients00:04:40.415 --> 00:04:42.711 have come back to me and actually00:04:42.711 --> 00:04:44.558 one today who was literally like.00:04:44.558 --> 00:04:47.200 Do you have any dynamics NAV like partners?00:04:47.200 --> 00:04:49.209 You recommend 'cause you guys are much00:04:49.209 --> 00:04:51.030 better than our current partners.00:04:51.030 --> 00:04:53.278 The deal in that ERP and it's just00:04:53.278 --> 00:04:55.870 like it comes down to the fact that00:04:55.870 --> 00:04:57.922 they're happy with us because every00:04:57.922 --> 00:05:00.594 time they have a request we get back00:05:00.600 --> 00:05:03.170 to them in a timely manner, not immediately.00:05:03.170 --> 00:05:04.490 'cause we're not super.00:05:04.490 --> 00:05:06.072 You mean we can't stop what we're00:05:06.072 --> 00:05:08.036 doing but we we get back to them00:05:08.036 --> 00:05:09.266 and and that's something that.00:05:09.270 --> 00:05:10.366 Believe it or not,00:05:10.366 --> 00:05:12.673 not a lot of vendors were actually that00:05:12.673 --> 00:05:15.440 good at at least the ones I worked with.00:05:15.440 --> 00:05:17.780 So just call.00:05:17.780 --> 00:05:21.110 Yeah, that's right, that's exactly right.00:05:21.110 --> 00:05:23.206 And if you if you kind of look00:05:23.206 --> 00:05:24.730 at the fundamentals,00:05:24.730 --> 00:05:26.935 one of the things that makes it00:05:26.935 --> 00:05:29.300 really easy to kind of just kind00:05:29.300 --> 00:05:31.316 of talking about the first kind00:05:31.388 --> 00:05:33.308 of concept of acknowledging.00:05:33.310 --> 00:05:33.657 Uhm,00:05:33.657 --> 00:05:36.780 it it really does come down too many times.00:05:36.780 --> 00:05:38.856 Putting ourselves in somebody else's shoes.00:05:38.860 --> 00:05:41.188 So one of the things that I want00:05:41.188 --> 00:05:43.979 to talk about is being able to deal00:05:43.979 --> 00:05:46.499 with and work through an escalation.00:05:46.500 --> 00:05:47.364 But just again,00:05:47.364 --> 00:05:49.766 I I will want to spend some time00:05:49.766 --> 00:05:51.656 today also talking about how to00:05:51.656 --> 00:05:52.601 kind of be00:05:52.669 --> 00:05:54.478 preventative and proactive,00:05:54.480 --> 00:05:57.304 and also how sometimes you are going to00:05:57.304 --> 00:05:59.680 get overwhelmed and you're going to fail,00:05:59.680 --> 00:06:02.370 and it's better to just.00:06:02.370 --> 00:06:04.050 Say it just get it out there.00:06:04.050 --> 00:06:05.850 Just rip the band aid off00:06:05.850 --> 00:06:07.050 and say you're failing.00:06:07.050 --> 00:06:08.688 And you know the biggest thing00:06:08.688 --> 00:06:10.324 I can encourage you? Thank you.00:06:10.324 --> 00:06:11.956 Yes, is don't don't hide it.00:06:11.960 --> 00:06:13.832 We are a team and you guys have00:06:13.832 --> 00:06:15.800 heard me talk about this many times00:06:15.800 --> 00:06:17.871 whether you like it or not and00:06:17.871 --> 00:06:19.873 whether anyone else likes it or not.00:06:19.880 --> 00:06:22.428 Or seems to like it or not.00:06:22.430 --> 00:06:25.649 The actual situation.00:06:25.650 --> 00:06:27.720 Is that we're on a team.00:06:27.720 --> 00:06:29.766 We're all on the same team.00:06:29.770 --> 00:06:32.786 And as far as the client sees it,00:06:32.790 --> 00:06:33.810 we're clarity.00:06:33.810 --> 00:06:35.850 And sometimes very rarely,00:06:35.850 --> 00:06:37.585 they'll individualize and kind of00:06:37.585 --> 00:06:39.800 narrow it out to certain people,00:06:39.800 --> 00:06:41.954 but generally they see us as00:06:41.954 --> 00:06:43.390 clarity and they're busy.00:06:43.390 --> 00:06:46.134 They have a lot going on and and00:06:46.134 --> 00:06:48.124 they you know, generally speaking,00:06:48.124 --> 00:06:50.109 I would say you're you're00:06:50.109 --> 00:06:51.999 probably going to be one of,00:06:52.000 --> 00:06:54.506 if not the best representatives of clarity,00:06:54.510 --> 00:06:57.079 and therefore the most kind of memorable00:06:57.079 --> 00:06:59.878 part of their experience with clarity.00:06:59.880 --> 00:07:01.790 And some of the fundamentals00:07:01.790 --> 00:07:04.104 are being able to, you know,00:07:04.104 --> 00:07:05.672 acknowledge when there is00:07:05.672 --> 00:07:07.520 an issue and address it.00:07:07.520 --> 00:07:10.526 One of the things that I find and you00:07:10.526 --> 00:07:13.247 know I understand when it happens,00:07:13.250 --> 00:07:16.688 but one of the things that I find very,00:07:16.690 --> 00:07:17.452 very frustrating.00:07:17.452 --> 00:07:19.357 Whenever I'm interacting with anyone,00:07:19.360 --> 00:07:23.302 is if they don't just say the truth and00:07:23.302 --> 00:07:27.427 that it doesn't need to mean that you're.00:07:27.430 --> 00:07:28.595 You know you're saying that00:07:28.595 --> 00:07:29.527 you're a horrible person,00:07:29.530 --> 00:07:30.690 or you've made any mistakes.00:07:30.690 --> 00:07:32.088 Or in the case of clarity,00:07:32.090 --> 00:07:33.425 that you might be representing00:07:33.425 --> 00:07:34.760 in a conversation that you're00:07:34.807 --> 00:07:36.007 saying clarity is horrible.00:07:36.010 --> 00:07:36.333 Uhm,00:07:36.333 --> 00:07:37.625 but just acknowledging things00:07:37.625 --> 00:07:38.917 can be really helpful.00:07:38.920 --> 00:07:41.568 So one of the most common things that00:07:41.568 --> 00:07:44.368 happens in our relationship with clients.00:07:44.370 --> 00:07:46.386 Is there will be issues that come00:07:46.386 --> 00:07:48.750 up and they'll kind of come up00:07:48.750 --> 00:07:50.550 depending on the client's personality,00:07:50.550 --> 00:07:52.602 they can come up and kind of a what00:07:52.602 --> 00:07:54.650 I would call a passive aggressive00:07:54.650 --> 00:07:56.856 way where they're kind of like00:07:56.856 --> 00:07:59.148 upset and they make these passive00:07:59.148 --> 00:08:00.838 aggressive comments and I would00:08:00.838 --> 00:08:02.452 recommend if you can like take00:08:02.452 --> 00:08:04.922 that as feedback and if you're not00:08:04.922 --> 00:08:06.792 comfortable addressing it right away,00:08:06.800 --> 00:08:09.464 make a note so that you can go00:08:09.464 --> 00:08:12.522 back and circle back to them and00:08:12.522 --> 00:08:14.827 directly address it with them.00:08:14.830 --> 00:08:16.798 And and then sometimes they are,00:08:16.800 --> 00:08:18.160 you know, very direct,00:08:18.160 --> 00:08:21.110 and they'll come at you with you know00:08:21.110 --> 00:08:23.205 feedback or frustration or concern.00:08:23.210 --> 00:08:25.712 And a lot of times what I see from00:08:25.712 --> 00:08:28.581 not just this team but also just in00:08:28.581 --> 00:08:31.487 general from from team members at clarity.00:08:31.490 --> 00:08:34.298 And this happens with me too.00:08:34.300 --> 00:08:37.426 Is instead of taking a moment00:08:37.426 --> 00:08:39.510 to directly address something,00:08:39.510 --> 00:08:44.919 I'll just kind of jump ahead 20 steps ahead.00:08:44.920 --> 00:08:47.506 Uhm, so I'm. I'm kind of.00:08:47.510 --> 00:08:49.150 Assuming that the client knows00:08:49.150 --> 00:08:51.170 that I heard what they said,00:08:51.170 --> 00:08:53.200 I'm assuming that the client00:08:53.200 --> 00:08:55.230 is comfortable with the idea00:08:55.304 --> 00:08:58.005 that. I'm I'm reading from the same playbook,00:08:58.010 --> 00:09:01.016 you know, and a lot of times they aren't.00:09:01.020 --> 00:09:03.945 A lot of times a lot of the frustration00:09:03.945 --> 00:09:07.241 that a client is going to have is just00:09:07.241 --> 00:09:09.252 the frustration of not being able00:09:09.252 --> 00:09:11.740 to get on the same page with whoever00:09:11.740 --> 00:09:13.415 they're talking with that clarity.00:09:13.420 --> 00:09:16.044 So one of the most fundamental things that00:09:16.044 --> 00:09:19.105 we can do in our role as project managers,00:09:19.110 --> 00:09:19.916 business analysts,00:09:19.916 --> 00:09:22.737 and generally within the OPS team QA.00:09:22.740 --> 00:09:25.076 Uhm, is being able to make sure we're00:09:25.076 --> 00:09:27.596 on the same page with someone else.00:09:27.600 --> 00:09:29.646 Whenever they express something and there's00:09:29.646 --> 00:09:31.489 a pretty interesting formula for this,00:09:31.490 --> 00:09:35.810 and I don't know if you guys do this.00:09:35.810 --> 00:09:37.574 When I I remember when Jessica00:09:37.574 --> 00:09:39.330 and I first got married.00:09:39.330 --> 00:09:40.494 And Jessica loves that.00:09:40.494 --> 00:09:42.584 I talk about our marriage as examples00:09:42.584 --> 00:09:44.618 for people by the way, she actually,00:09:44.618 --> 00:09:46.088 she's totally cool with it.00:09:46.090 --> 00:09:47.860 Just yeah, it's a nice thing.00:09:47.860 --> 00:09:49.618 It's really cool, yeah, but yeah,00:09:49.620 --> 00:09:52.240 we we used to get into all kinds of little00:09:52.308 --> 00:09:54.618 fights and little tiffs all the time.00:09:54.620 --> 00:09:56.378 And now now we still do.00:09:56.380 --> 00:09:57.830 Like we get frustrated because00:09:57.830 --> 00:09:58.990 we misunderstand each other00:09:58.990 --> 00:10:00.498 and we're tired or something.00:10:00.500 --> 00:10:01.970 But now we both know.00:10:01.970 --> 00:10:03.490 Like, OK, you know.00:10:03.490 --> 00:10:06.176 And I just was being, you know,00:10:06.176 --> 00:10:10.110 I I had a big ego and I'm sorry.00:10:10.110 --> 00:10:12.070 We were younger and when we first00:10:12.070 --> 00:10:13.759 got married it was really brutal00:10:13.759 --> 00:10:15.993 and we used to get into all these00:10:15.993 --> 00:10:17.991 little tiffs and fights and what00:10:17.991 --> 00:10:20.550 would typically be the cause of it00:10:20.550 --> 00:10:22.890 was somebody got their feelings hurt.00:10:22.890 --> 00:10:26.058 Uhm, they were offended or frustrated.00:10:26.060 --> 00:10:29.140 And they felt like the other person00:10:29.140 --> 00:10:31.450 didn't understand that frustration.00:10:31.450 --> 00:10:33.862 And if I can tell you anything on a00:10:33.862 --> 00:10:35.778 personal level about relationships,00:10:35.780 --> 00:10:38.436 let me tell you, this is like he.00:10:38.440 --> 00:10:39.776 That's like every relationship,00:10:39.776 --> 00:10:41.770 wow, yeah, yeah, it really is.00:10:41.770 --> 00:10:44.094 It's they don't feel like they're understood.00:10:44.100 --> 00:10:44.766 And man,00:10:44.766 --> 00:10:46.764 there's this amazing formula and I00:10:46.764 --> 00:10:48.768 always used to joke with Jessica.00:10:48.770 --> 00:10:51.098 I would try to give her a visual00:10:51.098 --> 00:10:53.100 so she can understand it.00:10:53.100 --> 00:10:55.740 'cause I felt like I kind of understood00:10:55.740 --> 00:10:58.418 this enough and I didn't always employ it.00:10:58.420 --> 00:11:00.478 You know, there's there's kind of00:11:00.478 --> 00:11:01.850 actually knowing something and.00:11:01.850 --> 00:11:03.950 And then and then there's doing it,00:11:03.950 --> 00:11:04.778 but I could.00:11:04.778 --> 00:11:06.434 I could recognize whenever this was00:11:06.434 --> 00:11:08.150 happening in our personal relationship.00:11:08.150 --> 00:11:09.017 And, you know,00:11:09.017 --> 00:11:11.040 I would say something that was crass00:11:11.097 --> 00:11:13.246 and I would say something really rude.00:11:13.250 --> 00:11:14.750 And I was like, well,00:11:14.750 --> 00:11:16.550 I'm just being direct with friends.00:11:16.550 --> 00:11:17.603 Just like wow,00:11:17.603 --> 00:11:17.954 dude,00:11:17.954 --> 00:11:20.060 so she would get frustrated and00:11:20.131 --> 00:11:21.816 then she would shut down.00:11:21.820 --> 00:11:24.052 And she would start to raise her voice00:11:24.052 --> 00:11:26.596 so she would start to raise her voice.00:11:26.600 --> 00:11:28.928 And that was kind of my Q that00:11:28.928 --> 00:11:30.787 we weren't on the same page.00:11:30.790 --> 00:11:32.785 And then she would start to attack00:11:32.785 --> 00:11:35.425 me and I would just kind of show my00:11:35.425 --> 00:11:37.968 hands and I look kind of crazy today.00:11:37.970 --> 00:11:40.354 But let me show my webcam really fast.00:11:40.360 --> 00:11:42.117 I would show my hands and it's00:11:42.117 --> 00:11:42.870 like a normal00:11:42.937 --> 00:11:45.084 conversation should be like, you know,00:11:45.084 --> 00:11:46.716 kind of keeping keeping the emotional00:11:46.716 --> 00:11:48.428 level at a reasonable threshold.00:11:48.430 --> 00:11:50.314 But what happens when it gets00:11:50.314 --> 00:11:52.100 escalated as you're kind of each?00:11:52.100 --> 00:11:54.494 Raising it and somebody has to be00:11:54.494 --> 00:11:57.199 able to kind of bring it back down00:11:57.199 --> 00:11:59.470 and in order to bring it down.00:11:59.470 --> 00:12:01.773 The most one of the most efficient00:12:01.773 --> 00:12:03.829 mechanical ways to do that is00:12:03.829 --> 00:12:05.499 to acknowledge the other person.00:12:05.500 --> 00:12:07.912 Now there are some key things, mechanically.00:12:07.912 --> 00:12:10.726 If you're focusing on the mechanics that00:12:10.726 --> 00:12:13.390 are really important with this number 1.00:12:13.390 --> 00:12:15.350 You have to understand the other person00:12:15.350 --> 00:12:17.507 is not dumb and they're not stupid.00:12:17.510 --> 00:12:19.574 And I say this in a simple way00:12:19.574 --> 00:12:20.740 because I struggle.00:12:20.740 --> 00:12:21.892 I struggle with this.00:12:21.892 --> 00:12:23.620 Whenever I was talking with Jessica00:12:23.671 --> 00:12:25.435 and subconsciously I would be like,00:12:25.440 --> 00:12:27.210 oh, I know what's going on.00:12:27.210 --> 00:12:28.620 You know we're just escalating00:12:28.620 --> 00:12:30.739 and I know how to solve this,00:12:30.740 --> 00:12:32.798 but I would be condescending and so00:12:32.798 --> 00:12:34.848 that just ****** her off even more.00:12:37.820 --> 00:12:39.900 And then she she would do it with00:12:39.900 --> 00:12:42.017 me once she figured out the formula00:12:42.017 --> 00:12:44.284 and then I would get ****** ***.00:12:44.284 --> 00:12:47.164 So you have to. You have to kind of like00:12:47.164 --> 00:12:48.700 whenever you're interacting with people.00:12:48.700 --> 00:12:49.876 It's like a surgery.00:12:49.876 --> 00:12:51.640 You gotta get your mind clean.00:12:51.640 --> 00:12:53.775 OK, your subconscious mind clean of negative00:12:53.775 --> 00:12:55.458 thoughts because you're doing a surgery.00:12:55.460 --> 00:12:57.470 You're trying to work through something00:12:57.470 --> 00:13:00.128 and you need to be kind of down to00:13:00.128 --> 00:13:01.930 the bare metal as best you can.00:13:01.930 --> 00:13:04.300 You need to be able to be totally honest and00:13:04.361 --> 00:13:06.626 whatever you're totally honestly thinking.00:13:06.630 --> 00:13:07.620 Should be good.00:13:07.620 --> 00:13:09.930 So if you're thinking a lot of00:13:10.008 --> 00:13:12.738 negative thoughts about somebody else.00:13:12.740 --> 00:13:14.528 Believe me with just about every00:13:14.528 --> 00:13:15.720 client we're dealing with,00:13:15.720 --> 00:13:16.611 they're really smart.00:13:16.611 --> 00:13:18.393 They're gonna pick up on it.00:13:18.400 --> 00:13:20.470 So you one of the first things I can00:13:20.470 --> 00:13:22.689 tell you is try to make sure that00:13:22.689 --> 00:13:24.399 what you're actually allowing yourself00:13:24.399 --> 00:13:26.449 to think is something reasonable.00:13:26.450 --> 00:13:29.957 Now. You don't need to be naive.00:13:29.960 --> 00:13:32.546 But I would just suggest not00:13:32.546 --> 00:13:33.839 being cynical either,00:13:33.840 --> 00:13:36.426 and so ultimately the mechanics are,00:13:36.430 --> 00:13:37.292 you know,00:13:37.292 --> 00:13:40.740 Daniel and I are talking and Daniel's saying,00:13:40.740 --> 00:13:43.500 you know Chris look.00:13:43.500 --> 00:13:45.817 I don't know what else to say.00:13:45.820 --> 00:13:47.800 We started our project, you know,00:13:47.800 --> 00:13:50.369 on October 8th and we signed off00:13:50.369 --> 00:13:52.779 on the thing on in November.00:13:52.780 --> 00:13:56.316 And you know it's been 246 days and00:13:56.316 --> 00:13:59.740 the project is less than halfway done.00:13:59.740 --> 00:14:02.376 And and I say so, you know,00:14:02.376 --> 00:14:05.484 I'm I might say something like.00:14:05.490 --> 00:14:05.802 Daniel,00:14:05.802 --> 00:14:07.986 we're trying to get your project done00:14:07.986 --> 00:14:10.235 and you're you're asking us to take00:14:10.235 --> 00:14:12.530 a totally different approach to the project,00:14:12.530 --> 00:14:13.736 and you know,00:14:13.736 --> 00:14:15.746 I appreciate that you guys.00:14:15.750 --> 00:14:16.020 Really,00:14:16.020 --> 00:14:16.290 uh,00:14:16.290 --> 00:14:17.910 you know you really care about00:14:17.910 --> 00:14:19.150 the project getting done.00:14:19.150 --> 00:14:21.688 We've done this a lot and we you know,00:14:21.690 --> 00:14:23.388 we're happy to adjust our approach.00:14:23.390 --> 00:14:24.810 But if you guys are,00:14:24.810 --> 00:14:26.334 if you guys are getting involved00:14:26.334 --> 00:14:28.367 and you're asking us to take a00:14:28.367 --> 00:14:29.327 completely different approach,00:14:29.330 --> 00:14:31.955 it's going to take us off track.00:14:31.960 --> 00:14:33.600 And and Daniel says Chris,00:14:33.600 --> 00:14:35.230 you're not hearing me buddy.00:14:35.230 --> 00:14:37.274 It's been a long time and you00:14:37.274 --> 00:14:38.939 guys haven't finished the project00:14:38.939 --> 00:14:40.769 so we're only getting involved00:14:40.769 --> 00:14:42.100 because you're making it.00:14:42.100 --> 00:14:43.380 So we have to.00:14:43.380 --> 00:14:46.174 And so eventually I need to get the00:14:46.174 --> 00:14:49.342 clue that I need to acknowledge his concern.00:14:49.350 --> 00:14:50.988 And it may sound really silly,00:14:50.990 --> 00:14:52.360 but whenever there's an escalation,00:14:52.360 --> 00:14:53.932 that's probably one of the biggest00:14:53.932 --> 00:14:56.198 things you can do is just acknowledge it,00:14:56.200 --> 00:14:58.384 and so I might say something like Daniel.00:14:58.390 --> 00:15:00.040 It sounds like I may have.00:15:00.040 --> 00:15:02.232 I may have kind of jumped ahead a00:15:02.232 --> 00:15:04.304 few steps and let me let me just00:15:04.304 --> 00:15:06.230 kind of back up and make sure00:15:06.230 --> 00:15:07.705 we're on the same page.00:15:07.710 --> 00:15:09.523 So what I'm hearing you say is00:15:09.523 --> 00:15:10.949 that you're you're feeling like00:15:10.949 --> 00:15:12.725 we're not going to finish the00:15:12.725 --> 00:15:14.008 project based on the past,00:15:14.010 --> 00:15:16.194 you're looking at the past and you're saying,00:15:16.200 --> 00:15:17.570 how can I reconcile this?00:15:17.570 --> 00:15:19.436 You guys have taken to it.00:15:19.440 --> 00:15:21.270 We've been active on the00:15:21.270 --> 00:15:23.100 project for 246 days and00:15:23.179 --> 00:15:24.599 we're not done yet.00:15:24.600 --> 00:15:27.147 And I I want to make sure I really00:15:27.147 --> 00:15:28.575 understand what your concern is00:15:28.575 --> 00:15:30.830 so I can talk with you about it.00:15:30.830 --> 00:15:33.190 And I'm not saying I can perform magic00:15:33.190 --> 00:15:35.180 and completely address everything here.00:15:35.180 --> 00:15:37.740 I think, at least if I can understand00:15:37.740 --> 00:15:39.882 it and make sure you you know00:15:39.882 --> 00:15:42.399 you and I are on the same page,00:15:42.400 --> 00:15:44.960 I can I can work on this and and work00:15:45.035 --> 00:15:47.737 on the right thing that's been showing.00:15:47.740 --> 00:15:48.682 Empathy is. Yeah,00:15:48.682 --> 00:15:51.245 that's it's kind of what that is, right?00:15:51.245 --> 00:15:52.340 Yep, exactly yeah.00:15:52.340 --> 00:15:54.165 And listening actively listening and00:15:54.165 --> 00:15:56.164 like genuinely caring have deescalated a00:15:56.164 --> 00:15:58.670 lot of stuff with just showing empathy.00:15:58.670 --> 00:16:00.176 Yeah, literally just letting them know.00:16:00.180 --> 00:16:02.448 I I just I get where they're coming from,00:16:02.450 --> 00:16:03.094 you know?00:16:03.094 --> 00:16:05.670 Yeah, and and I think I think they're00:16:05.741 --> 00:16:07.465 it's really interesting because00:16:07.465 --> 00:16:10.051 there's kind of this fine line.00:16:10.060 --> 00:16:12.596 Uhm, what I see happen sometimes is UM,00:16:12.600 --> 00:16:14.826 and this. This was my personality style.00:16:14.830 --> 00:16:16.420 This was how I operated.00:16:16.420 --> 00:16:19.816 This is just what I did.00:16:19.820 --> 00:16:21.614 Probably for like the 1st 10
00:16:21.614 --> 00:16:23.483 years of clarity and it's still00:16:23.483 --> 00:16:25.008 kind of default to this,00:16:25.010 --> 00:16:27.922 but I would show so much empathy with00:16:27.922 --> 00:16:30.686 clients that I would just get walked on.00:16:30.690 --> 00:16:32.993 OK so I would point out that00:16:32.993 --> 00:16:34.898 basically they you can do that.00:16:34.900 --> 00:16:36.520 I mean it does work,00:16:36.520 --> 00:16:38.548 it just requires more effort because00:16:38.548 --> 00:16:40.730 what tends to happen and it's not,00:16:40.730 --> 00:16:42.680 not all clients are like this,00:16:42.680 --> 00:16:44.738 but some clients will pick up on00:16:44.738 --> 00:16:47.083 the fact that they can walk all00:16:47.083 --> 00:16:48.823 over you and therefore clarity,00:16:48.830 --> 00:16:51.430 and then they will take advantage of that.00:16:51.430 --> 00:16:53.050 And sometimes sometimes they're awesome.00:16:53.050 --> 00:16:55.634 And maybe it's the majority of the time.00:16:55.640 --> 00:16:56.512 I mean,00:16:56.512 --> 00:17:00.000 a lot of times that really just works.00:17:00.000 --> 00:17:01.560 But if you want to,00:17:01.560 --> 00:17:04.990 you can kind of hold a fine line and you can.00:17:04.990 --> 00:17:07.027 You can just establish with the client00:17:07.027 --> 00:17:08.902 like I'm going to be contradicting00:17:08.902 --> 00:17:11.093 your opinion on things and I'm taking00:17:11.157 --> 00:17:12.752 this position of strength because00:17:12.752 --> 00:17:14.974 our company and our team we know00:17:14.974 --> 00:17:16.846 what we're doing and we're not.00:17:16.850 --> 00:17:19.532 We're not trying to get into a bunch of00:17:19.532 --> 00:17:21.840 fights over it or anything like that.00:17:21.840 --> 00:17:23.856 We just know we're going to00:17:23.856 --> 00:17:26.319 come at this with our expertise.00:17:26.320 --> 00:17:28.232 And we don't want to just lay down00:17:28.232 --> 00:17:29.941 and have you kind of take over00:17:29.941 --> 00:17:31.779 at the first sign of any issues.00:17:31.780 --> 00:17:33.668 But we do want to acknowledge if there00:17:33.668 --> 00:17:35.739 are any concerns and so it's going to.00:17:35.740 --> 00:17:37.996 It is a really interesting balance.00:17:38.000 --> 00:17:40.466 And you kind of ultimately to00:17:40.466 --> 00:17:43.200 some extent from my perspective.00:17:43.200 --> 00:17:43.595 You,00:17:43.595 --> 00:17:45.175 you're you're analyzing the00:17:45.175 --> 00:17:47.150 different personalities of the team00:17:47.211 --> 00:17:49.126 members that you're working with,00:17:49.130 --> 00:17:52.588 and you're trying to adjust to them.00:17:52.590 --> 00:17:55.918 Instead of requiring that they adjust to you.00:17:55.920 --> 00:17:58.206 And there's this kind of concept00:17:58.206 --> 00:18:00.605 in dealing with people where the00:18:00.605 --> 00:18:02.999 concept is that you're the variable.00:18:03.000 --> 00:18:05.790 You're the one who makes adjustments.00:18:05.790 --> 00:18:08.240 And if you see it that way,00:18:08.240 --> 00:18:10.930 and if you see this as a as a job00:18:11.017 --> 00:18:13.137 where you're working hard,00:18:13.140 --> 00:18:15.174 you know during the day you00:18:15.174 --> 00:18:16.990 actually have this extra lever,00:18:16.990 --> 00:18:19.293 the sexy or control panel that you00:18:19.293 --> 00:18:21.890 may or may not be using already,00:18:21.890 --> 00:18:24.690 so you can actually adapt your style some,00:18:24.690 --> 00:18:27.050 and especially your behavior. Two,00:18:27.050 --> 00:18:28.640 what a particular client's preferences are,00:18:28.640 --> 00:18:31.007 and I see the team do this quite often.00:18:31.010 --> 00:18:33.038 I see sometimes you guys will00:18:33.038 --> 00:18:35.129 send email instead of base camp.00:18:35.130 --> 00:18:39.514 And you know the client just uses email.00:18:39.520 --> 00:18:41.540 They hate base camp,00:18:41.540 --> 00:18:43.560 they just hate it.00:18:43.560 --> 00:18:44.580 They're never going to get00:18:44.580 --> 00:18:45.800 him to use base camp, ever.00:18:47.920 --> 00:18:52.148 So, so that's an example of that.00:18:52.150 --> 00:18:56.198 Some of them you know, I I forgot who it was.00:18:56.200 --> 00:18:59.503 It was saying this. I think it was PJ,00:18:59.510 --> 00:19:03.030 but it was like so and so is a monster00:19:03.129 --> 00:19:06.833 over email and the Kitty over the phone00:19:06.833 --> 00:19:10.180 that would be about the about Brent.00:19:10.180 --> 00:19:13.600 Yeah well, it's so funny.00:19:13.600 --> 00:19:16.624 Hilarious, yeah, they go outside it too.00:19:16.630 --> 00:19:18.362 Oh yeah, yeah hilarious.00:19:18.362 --> 00:19:20.527 Yeah is a very extreme.00:19:20.530 --> 00:19:23.594 There's like a humor hack where if you00:19:23.594 --> 00:19:26.338 use extreme like statements and their00:19:26.338 --> 00:19:29.188 visual it's just makes people laugh.00:19:29.190 --> 00:19:33.765 It's funny. It was that and I was like,00:19:33.770 --> 00:19:34.715 yeah, that's hilarious,00:19:34.715 --> 00:19:36.290 but that's true with everyone.00:19:36.290 --> 00:19:38.180 We all have our different preferences.00:19:38.180 --> 00:19:40.385 I I tend to prefer phone for00:19:40.385 --> 00:19:41.330 tough conversation myself.00:19:41.330 --> 00:19:44.998 Anyway, my point is to say that.00:19:45.000 --> 00:19:46.580 Whenever you're seeing an00:19:46.580 --> 00:19:48.555 issue or stress or frustration,00:19:48.560 --> 00:19:51.760 a lot of times you can diffuse it00:19:51.760 --> 00:19:54.087 by acknowledging it and and really,00:19:54.090 --> 00:19:55.666 genuinely caring that you00:19:55.666 --> 00:19:57.636 understand what the concern is,00:19:57.640 --> 00:20:00.556 and one of the things that00:20:00.556 --> 00:20:03.499 you'll see if you do work.00:20:03.500 --> 00:20:04.186 Reviewing negotiation,00:20:04.186 --> 00:20:04.872 there's there's,00:20:04.872 --> 00:20:05.558 you know.00:20:05.560 --> 00:20:07.420 There are several companies that00:20:07.420 --> 00:20:09.640 literally their whole purpose is to00:20:09.640 --> 00:20:11.410 train people on how to negotiate.00:20:11.410 --> 00:20:13.984 One of the things that they00:20:13.984 --> 00:20:15.700 talk about is listening.00:20:15.700 --> 00:20:18.717 You gotta listen and I'm I'm saying00:20:18.717 --> 00:20:21.912 this to myself as much as anyone else00:20:21.912 --> 00:20:25.163 come a lot of times what the other00:20:25.163 --> 00:20:27.863 party wants isn't what we think.00:20:27.870 --> 00:20:30.190 And a lot of times we're telling them00:20:30.190 --> 00:20:32.139 things that they don't care about.00:20:32.140 --> 00:20:34.910 You know they don't care.00:20:34.910 --> 00:20:37.325 I remember I got on the phone00:20:37.325 --> 00:20:39.882 with the company UM and I don't00:20:39.882 --> 00:20:42.042 remember the name of the company,00:20:42.050 --> 00:20:44.759 but there was a ransomware attack on00:20:44.759 --> 00:20:46.690 a production environment and it was.00:20:46.690 --> 00:20:48.880 It was a client's environment00:20:48.880 --> 00:20:51.710 that we were helping them manage.00:20:51.710 --> 00:20:53.208 And this was one of the first00:20:53.208 --> 00:20:54.570 times that we've ever, you know,00:20:54.570 --> 00:20:55.670 we had ever experienced this,00:20:55.670 --> 00:20:58.470 and I had no idea how to deal with it.00:20:58.470 --> 00:20:58.908 Uhm,00:20:58.908 --> 00:21:01.974 but anyway I've I found a solution00:21:01.974 --> 00:21:04.740 already and I was price shopping.00:21:04.740 --> 00:21:06.700 And I got on the phone with the00:21:06.700 --> 00:21:08.900 guys that were telling me about00:21:08.900 --> 00:21:10.544 their their alternative solution.00:21:10.550 --> 00:21:12.867 And they just they insisted on going00:21:12.867 --> 00:21:15.150 through the Super long winded process.00:21:15.150 --> 00:21:16.209 There's detailed discussion00:21:16.209 --> 00:21:17.974 and I just didn't care.00:21:17.980 --> 00:21:22.938 All I need to know was this, this and this.00:21:22.940 --> 00:21:25.516 And sometimes that's the case for the client.00:21:25.520 --> 00:21:28.040 So one of the things when you're dealing00:21:28.040 --> 00:21:30.368 with stress and any frustration is you.00:21:30.370 --> 00:21:32.946 You may have some assumptions going into it,00:21:32.950 --> 00:21:34.888 like oh, these clients are deadbeats.00:21:34.890 --> 00:21:36.510 They're never going to pay.00:21:36.510 --> 00:21:38.292 Or, oh, these clients are never00:21:38.292 --> 00:21:40.380 going to get their data together.00:21:40.380 --> 00:21:40.690 Or,00:21:40.690 --> 00:21:41.000 oh,00:21:41.000 --> 00:21:43.170 you know our team is behind and00:21:43.170 --> 00:21:45.543 the clients really frustrated and00:21:45.543 --> 00:21:48.028 they'll never not be frustrated.00:21:48.030 --> 00:21:50.982 It's typically and if not almost00:21:50.982 --> 00:21:53.572 always in the clients interests00:21:53.572 --> 00:21:56.227 that the project go well.00:21:56.230 --> 00:21:58.542 And we can almost be like the the00:21:58.542 --> 00:22:00.372 problem solvers when we're dealing00:22:00.372 --> 00:22:01.956 with issues and escalations,00:22:01.960 --> 00:22:04.378 we can be the problem solvers00:22:04.378 --> 00:22:05.990 to help unblock that.00:22:05.990 --> 00:22:08.910 And like I say, it does seem like most of00:22:08.983 --> 00:22:12.183 the time if I put myself in the client shoes,00:22:12.190 --> 00:22:14.670 and if I think to myself what has,00:22:14.670 --> 00:22:17.498 what is their experience been so far?00:22:17.500 --> 00:22:19.036 And you might ask yourself questions00:22:19.036 --> 00:22:20.579 like what is their role like?00:22:20.580 --> 00:22:22.530 What do they do there?00:22:22.530 --> 00:22:24.228 And maybe there are several actors.00:22:24.230 --> 00:22:25.142 Several you know,00:22:25.142 --> 00:22:26.966 key people on the client's team00:22:26.966 --> 00:22:28.827 and they have different roles.00:22:28.830 --> 00:22:31.374 A lot of times that's going to influence00:22:31.374 --> 00:22:33.968 how they behave and how they interact.00:22:33.970 --> 00:22:35.636 And ultimately, what we're trying to do?00:22:35.640 --> 00:22:38.144 I mean, at the end of the day.00:22:38.150 --> 00:22:41.330 Uhm, I can tell you 100%.00:22:41.330 --> 00:22:43.733 I don't think I don't think in the entire00:22:43.733 --> 00:22:45.896 history of clarity we've ever taken on a00:22:45.896 --> 00:22:47.867 project that we couldn't 100% complete.00:22:47.867 --> 00:22:50.786 OK, and if a client has raised00:22:50.786 --> 00:22:53.750 an issue that had any level of00:22:53.750 --> 00:22:56.310 validity about some of the work.00:22:56.310 --> 00:22:58.798 Needing to be credited or them not wanting00:22:58.798 --> 00:23:01.329 to pay for it or anything like that,00:23:01.330 --> 00:23:03.790 we address that.00:23:03.790 --> 00:23:05.680 So I think really the only major00:23:05.680 --> 00:23:07.405 thing that you're going to be00:23:07.405 --> 00:23:09.121 dealing with as far as expectations00:23:09.121 --> 00:23:10.978 isn't whether we can do it or not.00:23:10.980 --> 00:23:13.185 Uhm, you may hear doubts about that,00:23:13.190 --> 00:23:15.710 but normally it's going to be00:23:15.710 --> 00:23:18.190 based around budget and timeline.00:23:18.190 --> 00:23:20.338 Now, when it comes to timeline,00:23:20.340 --> 00:23:23.049 the biggest thing you can do with00:23:23.049 --> 00:23:25.166 Timeline is manage the expectations00:23:25.166 --> 00:23:28.232 as quickly and as often as possible.00:23:28.240 --> 00:23:30.481 It's also really,00:23:30.481 --> 00:23:33.469 really important to document.00:23:33.470 --> 00:23:37.286 Everything as it pertains in timeline.00:23:37.290 --> 00:23:39.438 Uhm, the same goes for budget,00:23:39.440 --> 00:23:40.880 but especially for timeline,00:23:40.880 --> 00:23:41.240 uh,00:23:41.240 --> 00:23:43.529 the interesting thing about Timeline is it's00:23:43.529 --> 00:23:46.270 so easy for clients because they're busy.00:23:46.270 --> 00:23:49.492 It's so easy for them to forget they they,00:23:49.500 --> 00:23:53.613 you know they they hired us to help them.00:23:53.620 --> 00:23:55.486 Come get their project done and00:23:55.486 --> 00:23:57.042 they're literally busy doing other00:23:57.042 --> 00:23:58.855 things or they just you know they00:23:58.855 --> 00:24:00.360 don't have expertise in this,00:24:00.360 --> 00:24:01.437 so they're never.00:24:01.437 --> 00:24:03.591 They're never going to gain these00:24:03.591 --> 00:24:05.929 skills and be able to do these things.00:24:05.930 --> 00:24:08.898 But as far as the timeline is concerned,00:24:08.900 --> 00:24:11.497 let me know what you guys think.00:24:11.500 --> 00:24:14.340 I would love to hear your opinion my00:24:14.340 --> 00:24:17.287 my experience so far has been that00:24:17.287 --> 00:24:19.019 typically clients will overestimate00:24:19.019 --> 00:24:21.937 what we can get done and underestimate.00:24:21.940 --> 00:24:22.326 Uhm,00:24:22.326 --> 00:24:23.870 you know basically dramatically00:24:23.870 --> 00:24:25.800 underestimate how long it's going00:24:25.855 --> 00:24:27.839 to take them to get their part done.00:24:27.840 --> 00:24:29.831 Yeah, and then right? Yeah, yeah.00:24:29.831 --> 00:24:32.288 But then they blame us for timeline00:24:32.288 --> 00:24:34.864 delays and we have to we have to be00:24:34.864 --> 00:24:37.206 able to point these things out and00:24:37.206 --> 00:24:39.324 then they're like, oh, OK, yeah,00:24:39.324 --> 00:24:42.760 you're right, moving on this and.00:24:42.760 --> 00:24:44.500 Personality, that's exactly what happens.00:24:44.500 --> 00:24:47.265 That was a great summary and depending00:24:47.265 --> 00:24:50.059 on their personality style and the politics.00:24:50.060 --> 00:24:52.476 Or maybe the the roles and who reports00:24:52.476 --> 00:24:55.157 to who and who's running the project.00:24:55.160 --> 00:24:56.600 A lot of times,00:24:56.600 --> 00:24:58.040 what happens mechanically would00:24:58.040 --> 00:25:00.268 be flat out depressing to you if00:25:00.268 --> 00:25:02.300 you if you saw what happens,00:25:02.300 --> 00:25:05.042 you would probably be extremely depressed00:25:05.042 --> 00:25:07.536 by it. Because it's so ridiculous.00:25:07.536 --> 00:25:09.900 It's like such a simple situation00:25:09.968 --> 00:25:12.656 on the client side where you know somebody00:25:12.656 --> 00:25:15.104 is really busy and they yell really00:25:15.104 --> 00:25:17.223 loud and they're they're in charge.00:25:17.223 --> 00:25:20.447 Somebody who reports to them kind of forgot00:25:20.447 --> 00:25:24.053 to tell them that they didn't do their stuff.00:25:24.060 --> 00:25:26.396 And it's actually our fault they were behind.00:25:26.400 --> 00:25:28.572 Gosh Ben, you had a great00:25:28.572 --> 00:25:30.500 example of this with come.00:25:30.500 --> 00:25:32.080 Uh, the safe entity project.00:25:32.080 --> 00:25:34.177 We were just, you know I have to say00:25:34.177 --> 00:25:36.147 to client name but the Sitefinity00:25:36.147 --> 00:25:38.246 project that we were just recently00:25:38.246 --> 00:25:40.794 working on where the CEO had some00:25:40.794 --> 00:25:42.324 crazy expectations didn't he?00:25:42.324 --> 00:25:44.309 You wanna talk about that?00:25:44.310 --> 00:25:45.650 Oh yeah, it was funny.00:25:45.650 --> 00:25:47.402 Uh, that I wasn't even aware of coming00:25:47.402 --> 00:25:49.150 into the project starting discovery.00:25:49.150 --> 00:25:50.921 'cause had I been I would have00:25:50.921 --> 00:25:53.680 called it out right away, but.00:25:53.680 --> 00:25:55.570 After we got all the discovery00:25:55.570 --> 00:25:56.871 stuff wrapped up, uhm,00:25:56.871 --> 00:26:00.030 it came to light that apparently we had like00:26:00.109 --> 00:26:02.973 a few weeks to get the development done.00:26:02.980 --> 00:26:03.958 In his mind,00:26:03.958 --> 00:26:06.240 because there was a solid date from00:26:06.310 --> 00:26:08.632 the time he engaged with clarity00:26:08.632 --> 00:26:11.051 when he wasn't factoring in several00:26:11.051 --> 00:26:13.451 delays that that happened during the00:26:13.451 --> 00:26:16.390 the process of getting us paid during00:26:16.390 --> 00:26:18.992 discovery dragged on a little bit00:26:18.992 --> 00:26:22.152 longer as as they sometimes most often do.00:26:22.160 --> 00:26:22.883 Uh, so yeah,00:26:22.883 --> 00:26:25.021 but uh but yeah we we did some00:26:25.021 --> 00:26:27.307 interesting things to turn it around.00:26:27.310 --> 00:26:30.037 Do you want me to talk about that too?00:26:30.040 --> 00:26:30.644 Or handy?00:26:30.644 --> 00:26:32.456 Yeah yeah, if you don't mind,00:26:32.460 --> 00:26:34.820 I'll just kind of put put a like00:26:34.820 --> 00:26:37.253 an outer shell on it and then I00:26:37.253 --> 00:26:39.730 would love for you to talk about it.00:26:39.730 --> 00:26:41.548 So just to kind of reiterate,00:26:41.550 --> 00:26:43.145 basically during the sales process00:26:43.145 --> 00:26:45.350 with this project and I think the00:26:45.350 --> 00:26:47.000 project was like a $45,000 project00:26:47.000 --> 00:26:49.428 or so and we were thinking like two00:26:49.428 --> 00:26:51.688 to three months somewhere in there.00:26:51.688 --> 00:26:54.320 Uhm and so. Anyway, here we go.00:26:54.320 --> 00:26:56.337 The sales team is kind of closing00:26:56.337 --> 00:26:58.497 everything out and this was around00:26:58.497 --> 00:27:00.253 February that they were closing00:27:00.253 --> 00:27:02.402 everything out and then all of a00:27:02.402 --> 00:27:04.080 sudden they want to do financing.00:27:04.080 --> 00:27:05.802 The client wants to do financing00:27:05.802 --> 00:27:08.200 like OK no problem will get you in00:27:08.200 --> 00:27:09.690 touch with our financing company00:27:09.690 --> 00:27:11.623 that we work with and you can see00:27:11.623 --> 00:27:13.089 if you like working together and00:27:13.089 --> 00:27:15.261 if so green light so they did and00:27:15.261 --> 00:27:16.905 that delayed things by about another00:27:16.905 --> 00:27:18.876 month or so and then finally they00:27:18.876 --> 00:27:20.520 got that squared away and then00:27:20.520 --> 00:27:22.122 it took awhile for the financing00:27:22.122 --> 00:27:24.412 company to get us paid so we didn't00:27:24.412 --> 00:27:25.867 actually get our first payment.00:27:25.870 --> 00:27:27.893 On the project we got the payment00:27:27.893 --> 00:27:29.713 in full because it was financed00:27:29.713 --> 00:27:31.483 UM at the beginning of March.00:27:31.490 --> 00:27:33.980 I think it might even have00:27:33.980 --> 00:27:36.530 been the second week of March.00:27:36.530 --> 00:27:38.996 But for whatever reason, the CEO,00:27:39.000 --> 00:27:41.880 whenever he saw in the sales one of00:27:41.880 --> 00:27:44.770 the sales meetings that he attended,00:27:44.770 --> 00:27:46.830 it was probably triple tasking.00:27:46.830 --> 00:27:48.246 During the meeting,00:27:48.246 --> 00:27:51.078 he saw that everything could be00:27:51.078 --> 00:27:53.828 done by April 1st and so he he.00:27:53.830 --> 00:27:55.122 What happened,00:27:55.122 --> 00:27:57.060 he told people.00:27:57.060 --> 00:27:58.965 He made the classic mistake00:27:58.965 --> 00:28:00.870 of telling people at least00:28:00.942 --> 00:28:03.669 this is what he told a few of his00:28:03.669 --> 00:28:05.460 customers to be more specific.00:28:05.460 --> 00:28:09.240 Yes, he told he key customers that this was00:28:09.240 --> 00:28:12.915 going to be done at the beginning of April.00:28:12.920 --> 00:28:15.216 OK, so he didn't get the payment00:28:15.216 --> 00:28:17.918 to us until the 2nd week of March,00:28:17.920 --> 00:28:20.272 so we're talking like two or three weeks00:28:20.272 --> 00:28:22.886 and so we're just getting going on this00:28:22.886 --> 00:28:25.570 project and the CEO is literally chewing.00:28:25.570 --> 00:28:28.563 Are you know what I mean? Like he is,00:28:28.563 --> 00:28:31.899 I rate and but he so anyway he gets he.00:28:31.900 --> 00:28:34.744 He gets on the phone with Ben and gives00:28:34.744 --> 00:28:37.556 him a piece of it and then escalates.00:28:37.560 --> 00:28:39.920 I mean I think they even like called00:28:39.920 --> 00:28:42.827 us and on our chat and everything and00:28:42.827 --> 00:28:45.342 they're just like. What is going on?00:28:45.342 --> 00:28:47.790 Oh no, he went completely around me.00:28:47.790 --> 00:28:49.182 That's what's up, right?00:28:49.182 --> 00:28:50.214 Yeah, yeah, yeah,00:28:50.214 --> 00:28:51.924 he went completely around me00:28:51.924 --> 00:28:53.720 straight to a Jeremy 1st.00:28:53.720 --> 00:28:56.254 And then I think he started blowing00:28:56.254 --> 00:28:59.039 you up and ran and I I couldn't00:28:59.039 --> 00:29:01.050 even get in front of him.00:29:01.050 --> 00:29:04.182 He's like did he want to talk to me?00:29:04.190 --> 00:29:06.556 It was so the IT was interesting00:29:06.556 --> 00:29:09.273 so the sales guys actually took it00:29:09.273 --> 00:29:11.709 like the sales guys assumed that00:29:11.784 --> 00:29:14.038 we were doing a bad job which.00:29:14.040 --> 00:29:16.970 I think is I think is good if you think00:29:17.052 --> 00:29:20.139 about what the UM incentive structure is.00:29:20.140 --> 00:29:21.468 If they're thinking, hey,00:29:21.468 --> 00:29:23.925 we want our clients to have a00:29:23.925 --> 00:29:25.529 perfect experience of clarity,00:29:25.530 --> 00:29:28.200 and this guy is expressing frustration00:29:28.200 --> 00:29:30.758 so they sided with the client00:29:30.758 --> 00:29:32.488 and they blew me up.00:29:32.490 --> 00:29:34.220 And I'm like hi, OK,00:29:34.220 --> 00:29:35.940 let's see what's going on,00:29:35.940 --> 00:29:38.694 you know I I don't know how we could00:29:38.694 --> 00:29:40.769 possibly have done anything wrong.00:29:40.770 --> 00:29:43.530 This, you know, we just got started dude.00:29:43.530 --> 00:29:45.434 Anyways we get on the phone with00:29:45.434 --> 00:29:47.894 them and come mean essentially he was00:29:47.894 --> 00:29:49.478 irreconcilable as my understanding00:29:49.478 --> 00:29:51.807 then and my recollection with him.00:29:51.810 --> 00:29:54.890 But we ultimately had to kind of.00:29:54.890 --> 00:29:56.400 We didn't just acknowledge him.00:29:56.400 --> 00:29:58.392 We kind of had to just play dumb00:29:58.392 --> 00:30:00.706 and this is another kind of key00:30:00.706 --> 00:30:02.110 thing with the documentation.00:30:02.110 --> 00:30:04.819 We before we got on the phone with them,00:30:04.820 --> 00:30:06.908 we, Ben and I spent probably 2 hours00:30:06.908 --> 00:30:08.130 individually and collectively,00:30:08.130 --> 00:30:09.375 four or five.00:30:09.375 --> 00:30:09.790 Uhm,00:30:09.790 --> 00:30:10.620 you know,00:30:10.620 --> 00:30:12.540 prepping and digging and getting our00:30:12.540 --> 00:30:14.399 T's crossed and her eyes thought00:30:14.399 --> 00:30:16.455 it and we found out that all the00:30:16.520 --> 00:30:18.634 things that I just summarize for you,00:30:18.640 --> 00:30:21.304 we didn't know. But we found all those out.00:30:21.310 --> 00:30:23.502 The guy had just paid a few weeks00:30:23.502 --> 00:30:26.067 earlier and there was no promise from sales.00:30:26.070 --> 00:30:28.734 'cause of course Ben and I are like well,00:30:28.740 --> 00:30:31.260 what did cells tell them?00:30:31.260 --> 00:30:33.036 And Ben is probably thinking what00:30:33.036 --> 00:30:34.969 did Chris tell him we could do?00:30:34.970 --> 00:30:36.680 Like Chris, I know you're crazy,00:30:36.680 --> 00:30:37.250 but dude,00:30:37.250 --> 00:30:39.530 no I was just thinking what it said.00:30:39.530 --> 00:30:40.950 What was what was promised?00:30:40.950 --> 00:30:42.094 Yeah, I didn't know.00:30:42.094 --> 00:30:43.800 Yeah, you know and so anyway.00:30:43.800 --> 00:30:45.808 So we get on the phone with this00:30:45.808 --> 00:30:47.509 guy and he's pretty crazy.00:30:47.510 --> 00:30:48.260 And you know,00:30:48.260 --> 00:30:50.010 he tells us his peace and I00:30:50.075 --> 00:30:52.168 would say the first thing that really00:30:52.168 --> 00:30:54.349 helps is to ask a good question.00:30:54.350 --> 00:30:56.630 So we kind of tried to summarize the00:30:56.630 --> 00:30:58.859 situation and then asked him if he wouldn't00:30:58.859 --> 00:31:01.346 mind just kind of telling us, you know.00:31:01.346 --> 00:31:03.162 What his experience was, uh,00:31:03.162 --> 00:31:05.334 what you know? What is it?00:31:05.340 --> 00:31:07.874 What's his perspective on where things are?00:31:07.880 --> 00:31:09.700 You know what's your perspective?00:31:09.700 --> 00:31:12.596 What, what do you believe the situation is?00:31:12.600 --> 00:31:15.944 How do you feel about the status, you know?00:31:15.944 --> 00:31:17.954 So what is it versus?00:31:17.960 --> 00:31:19.286 How do you feel those are00:31:19.286 --> 00:31:20.170 kind of different things?00:31:20.170 --> 00:31:22.753 And how do you feel might be good to00:31:22.753 --> 00:31:25.560 ask after you address a lot of issues?00:31:25.560 --> 00:31:27.819 But what do you think the situation is or00:31:27.819 --> 00:31:29.924 what do you think the status is a great00:31:29.924 --> 00:31:32.290 way to get kind of a mechanical response,00:31:32.290 --> 00:31:34.103 but if you kind of practice those00:31:34.103 --> 00:31:35.919 questions to get someone to open up,00:31:35.920 --> 00:31:37.984 then they can open up and he just00:31:37.984 --> 00:31:40.229 kind of unloaded on us and then00:31:40.229 --> 00:31:41.894 we acknowledged what he said.00:31:41.900 --> 00:31:44.020 And then we said we'd like to kind00:31:44.020 --> 00:31:45.670 of confirm our understanding.00:31:45.670 --> 00:31:46.970 This is our understanding,00:31:46.970 --> 00:31:48.920 and we're not making an argument00:31:48.978 --> 00:31:49.749 at this point.00:31:49.750 --> 00:31:51.715 We're just trying to get00:31:51.715 --> 00:31:52.894 information out there.00:31:52.900 --> 00:31:55.140 Uhm, and and the way that I would use this,00:31:55.140 --> 00:31:57.900 I always tell Jessica this and I think00:31:57.900 --> 00:32:00.588 sometimes she kind of rolls her eyes at me.00:32:00.590 --> 00:32:02.375 But basically in in like00:32:02.375 --> 00:32:04.160 a flirting kind of way.00:32:04.160 --> 00:32:06.659 I promise she doesn't think I'm horrible.00:32:06.660 --> 00:32:09.498 Uhm, but basically what happens is.00:32:09.500 --> 00:32:11.500 Whenever two people or more00:32:11.500 --> 00:32:13.500 talking a lot of times,00:32:13.500 --> 00:32:16.302 if you think of it like00:32:16.302 --> 00:32:17.703 computers transferring data.00:32:17.710 --> 00:32:21.469 The packets are getting lost like crazy.00:32:21.470 --> 00:32:23.935 And sometimes whenever we're getting00:32:23.935 --> 00:32:27.038 emotional and we're getting heightened, UM.00:32:27.038 --> 00:32:30.228 No packets are going through.00:32:30.230 --> 00:32:32.234 And we're actually like degrading the00:32:32.234 --> 00:32:34.089 communication more and more and more,00:32:34.090 --> 00:32:36.058 and so that might be a helpful way00:32:36.058 --> 00:32:38.367 to kind of think about mechanically00:32:38.367 --> 00:32:39.245 what's happening.00:32:39.250 --> 00:32:39.882 So anyway,00:32:39.882 --> 00:32:42.410 Ben and I were trying to present some00:32:42.479 --> 00:32:44.719 data to him in a different format,00:32:44.720 --> 00:32:46.008 so we're like, OK,00:32:46.008 --> 00:32:47.296 the regular conversation format00:32:47.296 --> 00:32:47.940 isn't working.00:32:47.940 --> 00:32:50.516 So instead of doing like a Nas connection,00:32:50.520 --> 00:32:51.486 network attached, storage,00:32:51.486 --> 00:32:52.130 attached storage,00:32:52.130 --> 00:32:54.698 we're going to do a floppy disk drive.00:32:54.700 --> 00:32:58.347 We're going to do some surgery here.00:32:58.350 --> 00:33:01.006 So we're trying to get him the data.00:33:01.010 --> 00:33:03.012 OK, 'cause the problem that this guy00:33:03.012 --> 00:33:05.649 had was he didn't have the information.00:33:05.650 --> 00:33:07.014 He had inaccurate information.00:33:07.014 --> 00:33:09.440 That was the basis of his frustration00:33:09.440 --> 00:33:11.624 and so we're trying to do it.00:33:11.630 --> 00:33:13.616 But what is everyone's biggest challenge,00:33:13.620 --> 00:33:14.616 in my opinion,00:33:14.616 --> 00:33:16.276 almost always anyone's biggest challenge.00:33:16.280 --> 00:33:18.597 Once they get that frustrated and they,00:33:18.600 --> 00:33:21.282 they're they're going to be embarrassed00:33:21.282 --> 00:33:24.288 and they have their ego in the way.00:33:24.290 --> 00:33:24.525 OK,00:33:24.525 --> 00:33:26.170 so we were trying to be very00:33:26.170 --> 00:33:26.950 careful about that,00:33:26.950 --> 00:33:28.160 so we ultimately we're just00:33:28.160 --> 00:33:29.370 doing the play down technique,00:33:29.370 --> 00:33:31.029 which is such a great technique as00:33:31.029 --> 00:33:33.138 long as you don't sound condescending.00:33:33.140 --> 00:33:34.960 And so we just literally went through.00:33:34.960 --> 00:33:36.595 This is what our understanding00:33:36.595 --> 00:33:37.903 is of the project.00:33:37.910 --> 00:33:40.040 And just kind of explained to00:33:40.040 --> 00:33:42.100 him what I explained earlier.00:33:42.100 --> 00:33:43.168 And he didn't Ben.00:33:43.168 --> 00:33:44.236 What was your experience?00:33:44.240 --> 00:33:45.848 It didn't seem like he apologized,00:33:45.850 --> 00:33:47.726 but he kind of just like realized.00:33:47.730 --> 00:33:49.070 He just kind of stamps.00:33:49.070 --> 00:33:50.624 He stood down like right after00:33:50.624 --> 00:33:52.549 I said I told I just called.00:33:52.550 --> 00:33:53.890 I said, look, I hadn't.00:33:53.890 --> 00:33:56.026 I didn't know about this state and I00:33:56.026 --> 00:33:58.180 promise you had I known about this date,00:33:58.180 --> 00:33:59.602 I would have called it out00:33:59.602 --> 00:34:01.521 immediately as a risk so we wouldn't00:34:01.521 --> 00:34:02.737 be having this conversation.00:34:02.740 --> 00:34:04.336 And then he just kind of.00:34:04.340 --> 00:34:06.484 I think he said a few other things,00:34:06.490 --> 00:34:08.032 but his reaction was there was00:34:08.032 --> 00:34:09.700 there was no apologies or anything.00:34:09.700 --> 00:34:11.880 He just kinda stood down, calm down.00:34:11.880 --> 00:34:13.766 Aaron was like, OK, cool,00:34:13.766 --> 00:34:15.644 let's get the project done so,00:34:15.650 --> 00:34:18.790 but yeah, it took a lot to get it even.00:34:18.790 --> 00:34:20.050 I think you know.00:34:20.050 --> 00:34:22.558 I mean, it's like you think about it,00:34:22.560 --> 00:34:23.186 addressing that.00:34:23.186 --> 00:34:25.064 We were addressing a human issue.00:34:25.070 --> 00:34:26.954 It adds absolutely no value to00:34:26.954 --> 00:34:28.210 specifically building the project,00:34:28.210 --> 00:34:30.415 but it had to be done and00:34:30.415 --> 00:34:32.608 it took took a lot of time.00:34:32.610 --> 00:34:34.494 We spent a lot of time00:34:34.494 --> 00:34:35.750 researching for that call.00:34:35.750 --> 00:34:36.241 Yeah,00:34:36.241 --> 00:34:40.169 I hadn't even thought about that in awhile.00:34:40.170 --> 00:34:41.790 But, uh, yeah, you know.00:34:41.790 --> 00:34:42.741 I do recall.00:34:42.741 --> 00:34:44.643 He just basically kind of just00:34:44.643 --> 00:34:46.650 stood down and ever since then,00:34:46.650 --> 00:34:48.450 you know I've been kind of00:34:48.450 --> 00:34:50.210 dealing with Karen and Karen's.00:34:50.210 --> 00:34:52.499 Been doing a good job at keeping00:34:52.499 --> 00:34:54.242 keeping his expectations managed well00:34:54.242 --> 00:34:56.342 so Karen even apologized after that00:34:56.342 --> 00:34:58.309 she admitted it was all her fault.00:34:58.310 --> 00:35:00.260 That's what happened on the call.00:35:00.260 --> 00:35:02.204 Karen started coming in and and00:35:02.204 --> 00:35:03.500 recalling things and saying,00:35:03.500 --> 00:35:03.869 yeah,00:35:03.869 --> 00:35:06.452 I knew about this state and I00:35:06.452 --> 00:35:08.160 never mentioned it to clarity00:35:08.160 --> 00:35:10.239 like as in that it it Bart.00:35:10.240 --> 00:35:12.400 Was thinking this was a thing.00:35:12.400 --> 00:35:12.992 So, uh,00:35:12.992 --> 00:35:15.064 yeah that snap and she eventually apologized.00:35:15.070 --> 00:35:15.664 Actually, yeah,00:35:15.664 --> 00:35:17.766 not in front of him though, right?00:35:17.766 --> 00:35:18.398 No no,00:35:18.398 --> 00:35:19.978 she emailed me and apologized00:35:19.978 --> 00:35:21.607 and she said I am very,00:35:21.610 --> 00:35:23.978 very sorry about this and ever since then,00:35:23.980 --> 00:35:26.356 I mean it's just been a great relationship,00:35:26.360 --> 00:35:26.874 but.00:35:26.874 --> 00:35:28.930 But that's interesting, though,00:35:28.930 --> 00:35:32.087 because I think in in that situation.00:35:32.090 --> 00:35:34.082 Karen is our point at the00:35:34.082 --> 00:35:36.060 client on the client project.00:35:36.060 --> 00:35:38.587 She's like he was directly to him.00:35:38.590 --> 00:35:39.310 Yeah, yeah,00:35:39.310 --> 00:35:40.750 she reports him but,00:35:40.750 --> 00:35:43.246 but she's she's the project owner00:35:43.246 --> 00:35:45.680 essentially on the client side and00:35:45.680 --> 00:35:48.102 Ben is interacting with her all the00:35:48.102 --> 00:35:50.847 time and she's going to make mistakes.00:35:50.850 --> 00:35:53.125 But she's not going to00:35:53.125 --> 00:35:54.945 tell her boss properly.00:35:54.950 --> 00:35:56.648 Because they have all kinds of00:35:56.648 --> 00:35:58.052 communication issues and they're not00:35:58.052 --> 00:35:59.585 going to tell you it's a minefield.00:35:59.590 --> 00:36:00.558 A lot of times,00:36:00.558 --> 00:36:02.010 because they're not going to tell00:36:02.060 --> 00:36:03.390 you because they're afraid that00:36:03.390 --> 00:36:05.270 their boss is going to get ******00:36:05.270 --> 00:36:07.687 or some you know whatever. Uhm?00:36:07.687 --> 00:36:10.886 And again, this isn't always the case.00:36:10.890 --> 00:36:13.326 I mean sometimes clients are just00:36:13.326 --> 00:36:14.950 ridiculously amazing and perfect00:36:15.012 --> 00:36:17.035 in every way like there are so00:36:17.035 --> 00:36:18.719 many examples of those clients00:36:18.719 --> 00:36:20.604 that we're not talking about.00:36:20.610 --> 00:36:23.490 This is talking about the other into the00:36:23.490 --> 00:36:26.856 extreme, but the you know these guys.00:36:26.860 --> 00:36:28.128 Uhm, ultimately have this00:36:28.128 --> 00:36:29.713 kind of politics going on.00:36:29.720 --> 00:36:31.784 And the thing that I would tell you00:36:31.784 --> 00:36:33.860 is even with great relationships,00:36:33.860 --> 00:36:37.040 if you can be aware of the politics of the,00:36:37.040 --> 00:36:39.259 you know the clients side of things.00:36:39.260 --> 00:36:40.850 Absolutely, that's well said, sorry.00:36:40.850 --> 00:36:43.076 And then if you're going to please.00:36:43.080 --> 00:36:44.670 I agree with that 100%.00:36:44.670 --> 00:36:46.260 I'm going to shut up.00:36:46.260 --> 00:36:46.896 That's amazing.00:36:46.896 --> 00:36:48.168 So it really helps.00:36:48.170 --> 00:36:50.690 The other thing that I would say is if00:36:50.690 --> 00:36:53.564 you do want to be cynical about something,00:36:53.570 --> 00:36:55.178 be cynical about that.00:36:55.178 --> 00:36:57.590 Be cynical about whether or not00:36:57.665 --> 00:37:00.119 they've had enough time to think00:37:00.119 --> 00:37:02.430 about what you've been sharing.00:37:02.430 --> 00:37:04.830 UM, assume that one communication there's.00:37:04.830 --> 00:37:06.422 There's a great author.00:37:06.422 --> 00:37:08.412 His name is Patrick Lancione,00:37:08.420 --> 00:37:10.410 and he writes about management.00:37:10.410 --> 00:37:13.426 But one of the tenants of his kind00:37:13.426 --> 00:37:15.598 of principles of management is.00:37:15.600 --> 00:37:16.848 If it's important,00:37:16.848 --> 00:37:18.928 it's important enough to talk00:37:18.928 --> 00:37:20.788 about it all the time.00:37:23.000 --> 00:37:25.254 Yes, you know one of the things00:37:25.254 --> 00:37:27.229 that I struggled with the same.00:37:27.230 --> 00:37:28.526 Just a general manager,00:37:28.526 --> 00:37:30.146 and it's still a struggle.00:37:30.150 --> 00:37:32.100 Was giant ego thought, you know,00:37:32.100 --> 00:37:34.088 I I tested out of like a00:37:34.088 --> 00:37:36.330 year and a half at college.00:37:36.330 --> 00:37:37.955 I had a private pilot's00:37:37.955 --> 00:37:39.580 license when I was 17.00:37:39.580 --> 00:37:41.350 All these things that I did00:37:41.350 --> 00:37:43.659 before clarity and I was like I'm00:37:43.659 --> 00:37:45.429 God's gift to man subconsciously.00:37:45.430 --> 00:37:47.242 And so I got beaten down00:37:47.242 --> 00:37:49.329 properly which was a great thing.00:37:49.330 --> 00:37:51.030 Very healthy by climbing the00:37:51.030 --> 00:37:52.730 mountain and learning you know.00:37:52.730 --> 00:37:54.606 And and you know, here we are.00:37:54.610 --> 00:37:55.678 We're climbing the mountain,00:37:55.678 --> 00:37:56.479 it's good thing.00:37:56.480 --> 00:37:58.624 But that's the beauty of climbing a mountain.00:37:58.630 --> 00:37:59.734 As you you learn.00:37:59.734 --> 00:38:02.686 And one of the things that I can tell you00:38:02.686 --> 00:38:04.961 is the same principle that Patrick Lindsay00:38:04.961 --> 00:38:07.488 only talks about is true with clients.00:38:07.490 --> 00:38:09.464 If it's important,00:38:09.464 --> 00:38:12.754 it's worthy of repeating constantly,00:38:12.760 --> 00:38:18.066 so talking with the client about timeline.00:38:18.070 --> 00:38:19.770 Budget scope, documenting it,00:38:19.770 --> 00:38:21.590 repeating it, repeating it.00:38:21.590 --> 00:38:22.075 Uhm,00:38:22.075 --> 00:38:26.840 and what are some great ways to do that well?00:38:26.840 --> 00:38:29.017 I think one of the best ways,00:38:29.020 --> 00:38:31.036 and I've seen several of the new00:38:31.036 --> 00:38:32.749 team members doing this recently,00:38:32.750 --> 00:38:36.737 is to use the meeting notes and the agenda.00:38:36.740 --> 00:38:37.445 As you can,00:38:37.445 --> 00:38:39.090 you can put all kinds of stuff00:38:39.148 --> 00:38:40.940 in there and I'll tell you what.00:38:40.940 --> 00:38:41.580 Almost always,00:38:41.580 --> 00:38:43.500 clients are not gonna sit there00:38:43.500 --> 00:38:44.840 and read that stuff.00:38:44.840 --> 00:38:46.470 I mean have you guys,00:38:46.470 --> 00:38:48.738 I'm sure you guys have had clients,00:38:48.740 --> 00:38:51.015 but what they have read them religiously.00:38:51.020 --> 00:38:52.625 But what would percentage wise00:38:52.625 --> 00:38:55.240 would you say if you send an agenda?00:38:55.240 --> 00:38:57.460 What percentage would you say the00:38:57.460 --> 00:38:59.311 clients like methodically go through00:38:59.311 --> 00:39:01.171 and are ready with the agenda00:39:01.171 --> 00:39:03.360 items and have reviewed in advance?00:39:03.360 --> 00:39:06.660 Uhm, if if at all, whenever I meet with them,00:39:06.660 --> 00:39:09.300 it would be very low, like 15 percent,00:39:09.300 --> 00:39:11.601 20%, pretty low, something like that.00:39:11.601 --> 00:39:13.349 I'd agree with that.00:39:13.350 --> 00:39:15.020 Yep.00:39:15.020 --> 00:39:17.060 And and the same same percentage00:39:17.060 --> 00:39:19.139 of those that read the notes00:39:19.139 --> 00:39:21.089 that we post after a meeting.00:39:21.090 --> 00:39:22.810 Yeah, it's it's very low,00:39:22.810 --> 00:39:25.522 so the thing that you want to keep00:39:25.522 --> 00:39:28.307 in mind is that yes, you number one.00:39:28.307 --> 00:39:30.052 It's a great opportunity to00:39:30.052 --> 00:39:32.467 document it and get it into the00:39:32.467 --> 00:39:34.117 documentation and let them know.00:39:34.120 --> 00:39:34.556 Hey,00:39:34.556 --> 00:39:37.172 I did document this and we've00:39:37.172 --> 00:39:38.980 been talking about this.00:39:38.980 --> 00:39:39.444 But uhm,00:39:39.444 --> 00:39:41.300 you want to kind of say you want00:39:41.360 --> 00:39:42.886 to call it out to them too?00:39:42.890 --> 00:39:45.200 And you want to say these things00:39:45.200 --> 00:39:47.319 to them and let them know.00:39:47.320 --> 00:39:49.792 And and so one of the things that00:39:49.792 --> 00:39:51.960 I always like to do whenever I00:39:51.960 --> 00:39:54.250 bring up a kind of proactive.00:39:54.250 --> 00:39:56.035 And so I'm kind of switching gears00:39:56.035 --> 00:39:57.602 here now from acknowledging and00:39:57.602 --> 00:39:59.462 and kind of generally talking00:39:59.462 --> 00:40:00.988 about expectations and dealing00:40:00.988 --> 00:40:02.743 with acknowledgment and kind of00:40:02.743 --> 00:40:04.578 dealing with escalation to now.00:40:04.578 --> 00:40:07.146 Kind of talking about being proactive.00:40:07.150 --> 00:40:07.569 Uhm,00:40:07.569 --> 00:40:09.664 so whenever whenever we're taking00:40:09.664 --> 00:40:12.128 notes and prepping agenda items in00:40:12.128 --> 00:40:14.288 advance or sending post call notes00:40:14.288 --> 00:40:16.722 and really, the summary here is,00:40:16.722 --> 00:40:19.290 it doesn't matter if it's been00:40:19.381 --> 00:40:21.326 three weeks. Get it done.00:40:21.326 --> 00:40:22.886 If you're thinking about it,00:40:22.890 --> 00:40:26.130 get it off your mind by documenting it.00:40:26.130 --> 00:40:28.514 Think I bet everyone on this call could00:40:28.514 --> 00:40:31.057 spend the last 10 minutes of the meeting.00:40:31.060 --> 00:40:32.532 Just noting, you know,00:40:32.532 --> 00:40:34.740 three or four of your projects.00:40:34.740 --> 00:40:37.281 That you're you need to do something00:40:37.281 --> 00:40:39.317 to document and manage their00:40:39.317 --> 00:40:41.933 expectations better and it will help.00:40:41.940 --> 00:40:46.284 Your July 4th weekend be so much better.00:40:46.290 --> 00:40:48.610 Then you won't be dreading dealing with it.00:40:48.610 --> 00:40:50.060 Next week you'll be like,00:40:50.060 --> 00:40:51.510 OK, I have a plan.00:40:51.510 --> 00:40:53.844 So one of the things that00:40:53.844 --> 00:40:55.910 I would recommend on that.00:40:55.910 --> 00:40:58.880 Is whenever you kind of are doing your tests,00:40:58.880 --> 00:41:00.866 you're planning out your week and00:41:00.866 --> 00:41:03.303 then you're planning out your day and00:41:03.303 --> 00:41:05.048 you're spending that time getting00:41:05.048 --> 00:41:06.695 yourself ready and getting yourself00:41:06.695 --> 00:41:08.774 going and prepped up is kind of00:41:08.780 --> 00:41:10.988 putting out some of those bullets00:41:10.988 --> 00:41:13.810 of things that you really want to00:41:13.810 --> 00:41:16.360 document to manage the expectations on.00:41:16.360 --> 00:41:17.296 Uhm, in particular,00:41:17.296 --> 00:41:19.480 one of the things that I see00:41:19.552 --> 00:41:20.659 that goes really,00:41:20.660 --> 00:41:22.484 really well is kind of building00:41:22.484 --> 00:41:24.478 out a either a literal Gantt00:41:24.478 --> 00:41:26.949 chart or some form of Gantt chart.00:41:26.950 --> 00:41:29.686 And I, I think the Gantt chart is00:41:29.686 --> 00:41:31.589 a beautiful way to do this,00:41:31.590 --> 00:41:34.663 even if you don't want to share00:41:34.663 --> 00:41:36.800 it with the client.00:41:36.800 --> 00:41:39.144 You know there can be reasons where it's00:41:39.144 --> 00:41:41.249 beneficial to not share that necessarily,00:41:41.250 --> 00:41:44.138 because they might get too in the weeds00:41:44.138 --> 00:41:46.838 about something that you know isn't material.00:41:46.840 --> 00:41:48.646 Uhm, but I think generally it's00:41:48.646 --> 00:41:51.030 it's not a bad practice to come,00:41:51.030 --> 00:41:51.698 you know,00:41:51.698 --> 00:41:53.368 to share as much information00:41:53.368 --> 00:41:55.345 as possible and just keep them00:41:55.345 --> 00:41:57.466 apprised and keep them up to date.00:41:57.470 --> 00:42:00.186 But if you have some form of00:42:00.186 --> 00:42:02.280 a Gantt chart in place.00:42:02.280 --> 00:42:04.704 It can be really helpful so that you00:42:04.704 --> 00:42:06.889 can proactively ask yourself the question.00:42:06.890 --> 00:42:09.293 But are areas on here that I need more00:42:09.293 --> 00:42:11.326 information or I think it might be possible?00:42:11.330 --> 00:42:13.088 Will need more information from the00:42:13.088 --> 00:42:15.379 client or will need access to something.00:42:15.380 --> 00:42:17.816 If you can get those documented00:42:17.816 --> 00:42:20.589 and you can just keep including00:42:20.589 --> 00:42:23.244 that in every single meeting.00:42:23.250 --> 00:42:26.554 And I mean just keep hammering it.00:42:26.560 --> 00:42:29.400 Uhm, you will tend I I would say.00:42:29.400 --> 00:42:30.282 Generally speaking,00:42:30.282 --> 00:42:33.369 you will tend to have the experience.00:42:33.370 --> 00:42:35.666 Uhm, you know that I have with Veronica.00:42:35.670 --> 00:42:38.062 Whenever I tell Veronica she needs to do00:42:38.062 --> 00:42:39.968 something that she doesn't want to do.00:42:39.970 --> 00:42:42.298 Almost always she will cry when I tell00:42:42.298 --> 00:42:44.278 her about it. Oh don't wanna clean.00:42:48.270 --> 00:42:51.420 But if I have Legos, oh, new set of Legos.00:42:51.420 --> 00:42:53.625 And of course, my daughter loves Legos.00:42:53.630 --> 00:42:56.150 'cause she's a nerd just like her daddy.00:42:56.150 --> 00:42:58.348 But she's like if I have Legos,00:42:58.350 --> 00:43:01.185 all I have to do is clean my room.00:43:01.190 --> 00:43:02.099 What that's it?00:43:02.099 --> 00:43:04.220 It's the same kind of adjustment with00:43:04.283 --> 00:43:05.858 clients expectations if they know00:43:05.858 --> 00:43:08.120 that they need to get stuff done,00:43:08.120 --> 00:43:10.584 and there's going to be a certain00:43:10.584 --> 00:43:12.665 amount of time before our stuff00:43:12.665 --> 00:43:15.320 is going to be able to get done.00:43:15.320 --> 00:43:17.408 Before we're going to be able to get00:43:17.408 --> 00:43:19.484 our stuff done, I should say uhm.00:43:19.484 --> 00:43:21.656 Beyond getting that data beyond getting this00:43:21.656 --> 00:43:23.826 access to this beyond getting this answer.00:43:23.830 --> 00:43:26.656 What you don't want to do is you don't00:43:26.656 --> 00:43:29.750 want to turn that into a bunch of excuses,00:43:29.750 --> 00:43:31.451 but you you know the role that00:43:31.451 --> 00:43:33.629 we're in is being proactive and00:43:33.629 --> 00:43:35.018 managing these expectations.00:43:35.020 --> 00:43:36.988 And if you're doing it right,00:43:36.990 --> 00:43:39.758 it's kind of fun.00:43:39.760 --> 00:43:42.000 'cause they'll actually get the stuff done,00:43:42.000 --> 00:43:44.058 and they'll actually get us the00:43:44.058 --> 00:43:46.071 information and what you'll see is00:43:46.071 --> 00:43:47.811 we actually deliver on our projects00:43:47.811 --> 00:43:50.028 and the clients are going to be00:43:50.028 --> 00:43:52.017 really happy because I've seen so00:43:52.017 --> 00:43:54.519 many of these clients that have00:43:54.519 --> 00:43:57.518 gone live and made so much money.00:43:57.520 --> 00:43:58.062 So well,00:43:58.062 --> 00:44:00.610 I don't know if you guys hear about this.00:44:00.610 --> 00:44:02.296 You know if you guys hear00:44:02.296 --> 00:44:03.420 about the successes enough,00:44:03.420 --> 00:44:06.230 but some of them like just sit there for one.00:44:06.230 --> 00:44:08.288 Yeah, center was a cool one and00:44:08.288 --> 00:44:10.449 and they had a lot of you know,00:44:10.450 --> 00:44:12.410 a motion with some of their communication.00:44:12.410 --> 00:44:15.217 But if you look at the data.00:44:15.220 --> 00:44:17.817 I mean they they just had blistering00:44:17.817 --> 00:44:19.829 success right out of the gate.00:44:19.830 --> 00:44:20.185 Yeah,00:44:20.185 --> 00:44:22.315 and the interesting thing is I00:44:22.315 --> 00:44:24.948 don't know if everybody knows this,00:44:24.950 --> 00:44:27.092 but clarity is processed multiple billions00:44:27.092 --> 00:44:29.680 of dollars through our ecommerce platforms.00:44:29.680 --> 00:44:31.650 That is so pretty cool.00:44:31.650 --> 00:44:34.010 Yeah and.00:44:34.010 --> 00:44:36.159 The other thing that's really interesting is,00:44:36.160 --> 00:44:38.309 UM, the a lot of the clients.00:44:38.310 --> 00:44:40.722 If you you know this is kind of subjective00:44:40.722 --> 00:44:42.908 or just kind of general anecdotal,00:44:42.910 --> 00:44:43.610 I guess,00:44:43.610 --> 00:44:46.410 but basically if you look at how things00:44:46.485 --> 00:44:49.545 have gone in the last three or four years.00:44:49.550 --> 00:44:51.240 Uhm, there's been essentially an00:44:51.240 --> 00:44:52.930 exponential increase in our revenue.00:44:52.930 --> 00:44:54.755 That's coming from existing accounts00:44:54.755 --> 00:44:56.937 that continue to work with us00:44:56.937 --> 00:44:58.677 and continue to build long term.00:44:58.680 --> 00:45:01.206 And it's just kind of an00:45:01.206 --> 00:45:02.890 assumption that everyone has.00:45:02.890 --> 00:45:03.548 And really,00:45:03.548 --> 00:45:05.522 what we're doing in this role00:45:05.522 --> 00:45:07.388 when we get new projects?00:45:07.390 --> 00:45:09.694 It kind of it's it's make or break00:45:09.694 --> 00:45:11.890 for that long term relationship,00:45:11.890 --> 00:45:14.332 which is where the true value00:45:14.332 --> 00:45:17.009 is for the client and for us.00:45:17.010 --> 00:45:19.866 And if you are proactive and if you're00:45:19.866 --> 00:45:22.706 kind of if you're allowing yourself00:45:22.706 --> 00:45:25.778 to think positively about the outcome.00:45:25.780 --> 00:45:27.440 Even if you're overwhelmed.00:45:27.440 --> 00:45:30.286 You can separate those two things and00:45:30.286 --> 00:45:32.851 you can say to yourself what can I do?00:45:32.860 --> 00:45:35.396 You can say what do I not know00:45:35.396 --> 00:45:37.777 about that I can at least identify00:45:37.777 --> 00:45:40.382 that and then I can talk with00:45:40.382 --> 00:45:42.537 somebody who might know more.00:45:42.540 --> 00:45:45.204 And that's a great question to ask yourself.00:45:45.210 --> 00:45:47.142 One of the best ways to manage00:45:47.142 --> 00:45:48.909 your emotions is a lot of times.00:45:48.910 --> 00:45:50.225 It's easy and I'm not00:45:50.225 --> 00:45:51.277 talking to everyone here.00:45:51.280 --> 00:45:54.112 I'm talking to a few of you and00:45:54.112 --> 00:45:56.270 you probably know who you are.00:45:56.270 --> 00:45:58.629 Sometimes it can be a little easy00:45:58.629 --> 00:46:00.294 to get overwhelmed. And look,00:46:00.294 --> 00:46:03.490 I have to tell you I have been there.00:46:03.490 --> 00:46:04.540 Uh, sometimes it.00:46:04.540 --> 00:46:06.640 Yeah, everyone here and everyone has.00:46:06.640 --> 00:46:08.626 I have worked with every single00:46:08.626 --> 00:46:10.748 person here long enough and different00:46:10.748 --> 00:46:12.216 permutations every single person00:46:12.216 --> 00:46:15.110 here has had a day, week, month.00:46:15.110 --> 00:46:18.470 ETC or we've been like no,00:46:18.470 --> 00:46:21.070 I'm tired, sad yeah, yes.00:46:21.070 --> 00:46:24.353 And yeah, that's exactly right and it00:46:24.353 --> 00:46:27.299 can be depressing and overwhelming.00:46:27.300 --> 00:46:32.016 And one of the best ways to get yourself00:46:32.016 --> 00:46:35.597 through that is to have some faith.00:46:35.600 --> 00:46:37.157 And you know,00:46:37.157 --> 00:46:40.790 there's a saying that what's the saying?00:46:40.790 --> 00:46:43.650 Basically, you have to borrow00:46:43.650 --> 00:46:46.510 from the beauty of tomorrow.00:46:46.510 --> 00:46:48.638 To enroll in the activities of today,00:46:48.640 --> 00:46:50.458 well, what's the beauty of tomorrow?00:46:50.460 --> 00:46:51.980 You might be like, gosh,00:46:51.980 --> 00:46:54.108 that is so cliche now you're right.00:46:54.110 --> 00:46:55.724 Is it 'cause you're thinking about00:46:55.724 --> 00:46:57.834 the reward that I mean it's rewarding00:46:57.834 --> 00:46:59.790 it's even though it's challenging it's00:46:59.790 --> 00:47:01.698 like yes I'm overwhelmed but think00:47:01.698 --> 00:47:03.540 about the end result positive outcome.00:47:03.540 --> 00:47:04.160 Yeah exactly.00:47:04.160 --> 00:47:05.710 And then and then mechanically00:47:05.710 --> 00:47:07.258 you might be saying, well,00:47:07.258 --> 00:47:10.282 I don't know how to do this though.00:47:10.290 --> 00:47:12.846 That's OK, do you know what you don't know?00:47:12.850 --> 00:47:14.824 Yeah, I know what I don't know.00:47:14.830 --> 00:47:15.838 I don't know everything.00:47:15.838 --> 00:47:17.960 Are you sure you not know everything?00:47:17.960 --> 00:47:20.224 I mean, is there something you can do?00:47:20.230 --> 00:47:21.196 Can you?00:47:21.196 --> 00:47:23.128 Even just acknowledge something00:47:23.128 --> 00:47:25.756 from the client 'cause that is00:47:25.756 --> 00:47:27.744 like 80% of the expectations.00:47:27.744 --> 00:47:28.202 Man,00:47:28.202 --> 00:47:31.442 if somebody is sending us an email00:47:31.442 --> 00:47:34.235 we need to respond within 24 hours00:47:34.235 --> 00:47:37.155 at the most and you know we we.00:47:37.160 --> 00:47:40.895 This is pretty funny. We had 25 or 22.00:47:40.900 --> 00:47:43.402 I think full-time team members and00:47:43.402 --> 00:47:45.944 one project manager for the tire00:47:45.944 --> 00:47:47.944 company about seven years ago.00:47:47.950 --> 00:47:51.758 And you believe that one project manager?00:47:51.760 --> 00:47:54.559 I just think it's so crazy and it worked.00:47:54.560 --> 00:47:54.886 Uhm,00:47:54.886 --> 00:47:56.842 we had the development team members00:47:56.842 --> 00:47:58.148 interacting with the clients00:47:58.148 --> 00:48:01.052 quite a bit more. Not a lot more.00:48:01.052 --> 00:48:03.160 Uhm, but mostly we really just,00:48:03.160 --> 00:48:04.810 uhm, you know, we we.00:48:04.810 --> 00:48:06.682 We had several key team members00:48:06.682 --> 00:48:08.734 that were working on the client00:48:08.734 --> 00:48:10.594 projects and they basically they00:48:10.594 --> 00:48:12.652 took ownership and that was kind00:48:12.652 --> 00:48:14.416 of there are project manager at00:48:14.416 --> 00:48:17.476 the time but I would even say.00:48:17.480 --> 00:48:20.294 Just the overall count of project managers,00:48:20.300 --> 00:48:22.320 proportion, proportion of project managers,00:48:22.320 --> 00:48:25.428 two projects has gone up over00:48:25.428 --> 00:48:26.982 the years significantly.00:48:26.990 --> 00:48:28.586 So I would challenge the thought process.00:48:28.590 --> 00:48:30.366 If you're thinking I can't do this or00:48:30.366 --> 00:48:31.777 I'm overwhelmed or anything like that,00:48:31.780 --> 00:48:33.341 I just ask you to think about00:48:33.341 --> 00:48:34.967 what is it that you can do.00:48:34.970 --> 00:48:37.078 What can I do?00:48:37.080 --> 00:48:39.502 It's a great question to try to00:48:39.502 --> 00:48:41.741 answer and then what do I not00:48:41.741 --> 00:48:43.720 know that I can get help on?00:48:43.720 --> 00:48:45.918 What do I not know and those00:48:45.918 --> 00:48:46.860 are things that00:48:46.938 --> 00:48:49.038 you can write down and you can00:48:49.038 --> 00:48:51.297 use that to plan your day out,00:48:51.300 --> 00:48:53.828 but these are opportunities to then you know,00:48:53.830 --> 00:48:55.720 put it into your thought process,00:48:55.720 --> 00:48:57.348 put into your arsenal.00:48:57.348 --> 00:48:59.383 So that when you're asking00:48:59.383 --> 00:49:01.479 yourself how can I be proactive?00:49:01.480 --> 00:49:03.550 How can I get this project00:49:03.550 --> 00:49:06.038 locked in or keep it locked in?00:49:06.040 --> 00:49:08.146 Maybe it is already locked in,00:49:08.150 --> 00:49:09.550 but you're subconsciously worried00:49:09.550 --> 00:49:12.397 that it's about to start on this big00:49:12.397 --> 00:49:14.117 development path and you're like,00:49:14.120 --> 00:49:15.870 guru, OK, cool. Guess what?00:49:15.870 --> 00:49:17.860 You're telling yourself that you00:49:17.860 --> 00:49:20.709 need to spend some time digging in.00:49:20.710 --> 00:49:22.670 OK, and we're on the same team,00:49:22.670 --> 00:49:25.654 so that means we need to dig in.00:49:25.660 --> 00:49:26.521 And guess what?00:49:26.521 --> 00:49:28.933 All you have to do is you have00:49:28.933 --> 00:49:30.907 to say something and raise the00:49:30.907 --> 00:49:33.300 alarm and I will encourage you.00:49:33.300 --> 00:49:35.286 Though you know not we don't00:49:35.286 --> 00:49:36.279 have infinite time.00:49:36.280 --> 00:49:38.604 So if you guys are working together,00:49:38.610 --> 00:49:39.594 focus on working.00:49:39.594 --> 00:49:41.562 Let's get things done in these00:49:41.562 --> 00:49:43.263 discussions and in these working00:49:43.263 --> 00:49:44.575 sessions that we're having,00:49:44.580 --> 00:49:46.518 let's do stuff 'cause you might00:49:46.518 --> 00:49:48.195 even be getting concerned because00:49:48.195 --> 00:49:49.835 you're having lots of meetings00:49:49.835 --> 00:49:51.890 and it's burning up your energy.00:49:51.890 --> 00:49:54.320 But stuff isn't actually happening.00:49:54.320 --> 00:49:56.196 So try to focus on executing on00:49:56.196 --> 00:49:57.530 things during those meetings.00:49:57.530 --> 00:49:59.602 I've seen several of the new team00:49:59.602 --> 00:50:01.328 members doing great job with this,00:50:01.330 --> 00:50:03.367 'cause I was everyone knows very well.00:50:03.370 --> 00:50:09.450 I love to talk a lot. So once, but, uh.00:50:09.450 --> 00:50:11.281 So sometimes you seem to be like, hey.00:50:11.281 --> 00:50:13.689 What do I need to do to get00:50:13.689 --> 00:50:15.948 this across the finish line?00:50:15.950 --> 00:50:16.273 So?00:50:16.273 --> 00:50:16.919 But yeah,00:50:16.919 --> 00:50:18.857 I would say ultimately the biggest00:50:18.857 --> 00:50:21.143 thing that I would point out with00:50:21.143 --> 00:50:22.949 being proactive and being kind of,00:50:22.950 --> 00:50:23.528 you know,00:50:23.528 --> 00:50:25.551 kind of getting a good plan for00:50:25.551 --> 00:50:27.509 how to be proactive is putting00:50:27.509 --> 00:50:29.949 together some kind of a Gantt chart,00:50:29.950 --> 00:50:32.353 and I think a Gantt chart is such a00:50:32.353 --> 00:50:35.025 great discipline for all of your projects.00:50:35.030 --> 00:50:37.892 It can be as simple as a bullet list,00:50:37.900 --> 00:50:39.682 but we have some beautiful and00:50:39.682 --> 00:50:41.809 very very easy to use templates.00:50:41.810 --> 00:50:43.007 In Excel, UM,00:50:43.007 --> 00:50:45.401 that I know that I've seen00:50:45.401 --> 00:50:47.638 Stephanie and Clint use and Ben.00:50:47.640 --> 00:50:49.430 Uhm, you can use smartsheet.00:50:49.430 --> 00:50:52.181 I would suggest using the Excel template00:50:52.181 --> 00:50:55.710 and I I would say Clint if you don't00:50:55.710 --> 00:50:58.448 mind me using you as an example.00:50:58.450 --> 00:51:00.592 On Kinect I would say that there's00:51:00.592 --> 00:51:02.879 been kind of a revolution on Kinect00:51:02.879 --> 00:51:05.360 over the last three or four months,00:51:05.360 --> 00:51:07.000 based on significantly not solely,00:51:07.000 --> 00:51:09.849 but based on the value and benefit00:51:09.849 --> 00:51:13.370 of having a really clear Gantt chart.00:51:13.370 --> 00:51:15.484 I have a Gantt chart for every00:51:15.484 --> 00:51:17.289 single one of my projects.00:51:17.290 --> 00:51:19.258 Now 'cause it's that like useful,00:51:19.260 --> 00:51:22.194 it's really there and and I always say this.00:51:22.200 --> 00:51:24.816 I said this to you the other day,00:51:24.820 --> 00:51:27.004 but it's like I used to be the00:51:27.004 --> 00:51:29.212 person who rolled my eyes and didn't00:51:29.212 --> 00:51:31.680 want to use these like desperately.00:51:31.680 --> 00:51:34.296 Did not want to use a Gantt chart,00:51:34.300 --> 00:51:36.560 but they are beyond useful.00:51:36.560 --> 00:51:38.408 So I'm trying to get as many00:51:38.408 --> 00:51:39.200 people onto them00:51:39.263 --> 00:51:41.279 as I can and and that's why Stephanie00:51:41.279 --> 00:51:43.433 and I were working on it yesterday00:51:43.433 --> 00:51:45.283 of like working on except one,00:51:45.283 --> 00:51:47.650 and the goal of the Gantt chart to me00:51:47.717 --> 00:51:50.093 is like you should be doing less work,00:51:50.100 --> 00:51:51.786 not more. You know I should.00:51:51.790 --> 00:51:53.368 You should be able to pull00:51:53.368 --> 00:51:55.170 it up and be like cool.00:51:55.170 --> 00:51:56.892 I just got to update the names00:51:56.892 --> 00:51:58.634 and maybe move some dates around00:51:58.634 --> 00:52:00.530 and then everything is kept track.00:52:00.530 --> 00:52:02.318 There's so many times we're all00:52:02.318 --> 00:52:04.894 going to a meeting and I'm like not00:52:04.894 --> 00:52:06.549 thinking about this element like.00:52:06.550 --> 00:52:08.510 Email notifications on connect or00:52:08.510 --> 00:52:11.115 very common to forget about and then00:52:11.115 --> 00:52:13.427 wait till the very very end and then00:52:13.496 --> 00:52:15.808 suddenly it's like oh wow we need to00:52:15.808 --> 00:52:18.595 get this done well every time I'm on a00:52:18.595 --> 00:52:22.287 call I I see I see it and I get reminded.00:52:22.290 --> 00:52:25.008 OK this needs to be a focus of the00:52:25.008 --> 00:52:27.925 call or I need to make sure this is00:52:27.925 --> 00:52:30.731 brought up and I saw Eric posted links00:52:30.731 --> 00:52:33.114 but these are the links that I've00:52:33.114 --> 00:52:35.082 been using so there's the connect.00:52:35.090 --> 00:52:36.900 One is the first one.00:52:36.900 --> 00:52:40.208 Seth is the 2nd.00:52:40.210 --> 00:52:41.635 And and they're so incredibly00:52:41.635 --> 00:52:42.775 useful in my opinion.00:52:42.780 --> 00:52:43.665 This step one.00:52:43.665 --> 00:52:43.960 Obviously,00:52:43.960 --> 00:52:46.589 you know I want to work with you guys00:52:46.589 --> 00:52:49.049 to make sure that it's it's up to snuff,00:52:49.050 --> 00:52:50.926 but the connect one I've been using00:52:50.926 --> 00:52:52.470 almost literally on every project.00:52:54.670 --> 00:52:56.756 Yeah, just so everyone knows that's F1.00:52:56.760 --> 00:52:57.960 And yes, Clint 1000%.00:52:57.960 --> 00:52:58.860 And yes Stephanie.00:52:58.860 --> 00:53:01.562 Thank you for helping on that, but that's F1.00:53:01.562 --> 00:53:03.940 Once they got a good groundwork for it,00:53:03.940 --> 00:53:06.622 they're going to kind of present it to us,00:53:06.630 --> 00:53:08.916 and we'll kind of shore it up a little00:53:08.916 --> 00:53:11.119 bit and then start implementing it.00:53:11.120 --> 00:53:14.475 Full stop. Another call out to the00:53:14.475 --> 00:53:16.510 one Clint and I were working on.00:53:16.510 --> 00:53:18.926 A kudos to clamp for this amazing idea00:53:18.926 --> 00:53:21.073 is actually putting in a second sheet00:53:21.073 --> 00:53:23.339 that the client can use for passing.00:53:23.340 --> 00:53:24.880 A particular features, yeah?00:53:24.880 --> 00:53:27.959 So the goal here would be like you00:53:27.959 --> 00:53:30.402 would have assigned this to a client00:53:30.402 --> 00:53:32.745 and then they could go in here.00:53:32.750 --> 00:53:34.490 Or ideally you would be tracking00:53:34.490 --> 00:53:35.360 this information yourself,00:53:35.360 --> 00:53:37.390 but you know is it in Dev.00:53:37.390 --> 00:53:39.154 Is it in UAT and then ultimately00:53:39.154 --> 00:53:41.360 is it a pass or fail and the00:53:41.360 --> 00:53:43.466 idea could be you could even say00:53:43.466 --> 00:53:45.755 it's a pass and you could change00:53:45.755 --> 00:53:47.540 deployment date to be passing date,00:53:47.540 --> 00:53:48.413 but you're documenting.00:53:48.413 --> 00:53:50.159 Hey you said this would pass00:53:50.159 --> 00:53:51.886 it like you guys tested this.00:53:51.890 --> 00:53:53.920 This is what you said was approved00:53:53.920 --> 00:53:56.536 and we got your approval on call and.00:53:56.540 --> 00:53:59.078 Then you can also call it out and again,00:53:59.080 --> 00:54:01.047 this is all work in process progress,00:54:01.050 --> 00:54:02.802 but it's like you could technically00:54:02.802 --> 00:54:04.820 call out like when did they say00:54:04.820 --> 00:54:06.404 they were going to test things.00:54:06.410 --> 00:54:08.144 'cause that's a very common thing00:54:08.144 --> 00:54:10.080 is the client will be like yeah,00:54:10.080 --> 00:54:12.078 we'll go test and then weeks fly by and00:54:12.078 --> 00:54:14.017 they haven't actually tested anything.00:54:14.020 --> 00:54:15.430 It's like we get it.00:54:15.430 --> 00:54:16.966 You know that's this is just00:54:16.966 --> 00:54:18.540 an aspect of their business.00:54:18.540 --> 00:54:20.507 It's probably not there full time job,00:54:20.510 --> 00:54:23.149 but keeping the client accountable is a00:54:23.149 --> 00:54:26.456 great way of keeping the project on track.00:54:26.460 --> 00:54:28.844 So I think this will be incredibly useful00:54:28.844 --> 00:54:30.821 and after making this for Sev 'cause00:54:30.821 --> 00:54:33.077 this is all of the features and I'm00:54:33.077 --> 00:54:35.418 sure there may be more that we're missing,00:54:35.418 --> 00:54:36.858 is always features on SAP,00:54:36.860 --> 00:54:39.044 these are all the integrations I I went00:54:39.044 --> 00:54:41.315 back and did the exact same thing for00:54:41.315 --> 00:54:43.800 connect 'cause I was thinking about it like,00:54:43.800 --> 00:54:44.077 yeah,00:54:44.077 --> 00:54:46.016 this probably comes up a lot where00:54:46.016 --> 00:54:48.017 we miss things on connect where you00:54:48.017 --> 00:54:50.064 know it's like oh as products and00:54:50.064 --> 00:54:52.164 inventory been tested so I went back00:54:52.164 --> 00:54:54.605 in here and created this and I just00:54:54.605 --> 00:54:57.494 set these up as as you know Dad UAT pass.00:54:57.500 --> 00:54:57.835 Fail,00:54:57.835 --> 00:54:59.510 but you could customize this00:54:59.510 --> 00:55:01.230 in whatever way you want.00:55:01.230 --> 00:55:04.607 My goal here is just to give you a tool that00:55:04.607 --> 00:55:07.663 you can come in here and manipulate well,00:55:07.670 --> 00:55:09.704 just as a a weird aside00:55:09.704 --> 00:55:11.060 with FIFA for example,00:55:11.060 --> 00:55:14.077 there was a feature that was built00:55:14.077 --> 00:55:16.664 out in September of 2020 that00:55:16.664 --> 00:55:19.082 they tested about a month ago.00:55:19.090 --> 00:55:20.062 For the first time,00:55:20.062 --> 00:55:21.980 it was like why is this broken?00:55:21.980 --> 00:55:23.558 I'm like why is this broken?00:55:23.560 --> 00:55:27.637 You've had this since it's been over a year.00:55:27.640 --> 00:55:29.398 Yeah, so it would have been,00:55:29.400 --> 00:55:30.010 you know,00:55:30.010 --> 00:55:32.450 that's that's a good example of where that00:55:32.518 --> 00:55:34.394 would have come in handy of hey.00:55:34.400 --> 00:55:36.616 You said that this past we demo'd this00:55:36.616 --> 00:55:38.972 we showed this to you and now it's not00:55:38.972 --> 00:55:41.458 working and we haven't touched this feature.00:55:41.460 --> 00:55:46.700 Did you really test it? Exactly right.00:55:46.700 --> 00:55:48.914 So I just want to call this out like00:55:48.914 --> 00:55:50.741 like Daniel said, there will certainly00:55:50.741 --> 00:55:52.910 need to be more meetings with you guys.00:55:52.910 --> 00:55:53.903 'cause I'm not.00:55:53.903 --> 00:55:56.220 I'm working on exactly 1 set project.00:55:56.220 --> 00:55:58.386 Yeah, it's it's a something Daniel00:55:58.386 --> 00:56:00.849 makes fun of me all the time,00:56:00.850 --> 00:56:02.630 but because I'm you know,00:56:02.630 --> 00:56:05.115 I see the struggles anybody making project.00:56:05.120 --> 00:56:07.605 Do you make fun of pretty regularly?00:56:07.610 --> 00:56:10.458 Make fun of you for plenty of things,00:56:10.460 --> 00:56:12.240 but not for that right?00:56:12.240 --> 00:56:14.424 But I've been trying to conceptualize00:56:14.424 --> 00:56:17.435 like how can this apply to Seth coming00:56:17.435 --> 00:56:19.661 from connect and my thought process00:56:19.729 --> 00:56:21.850 is just work on it via features.00:56:21.850 --> 00:56:23.630 So you have your catalog,00:56:23.630 --> 00:56:25.766 you have your product details page.00:56:25.770 --> 00:56:28.110 You have your user dashboard.00:56:28.110 --> 00:56:30.526 It's a lot on paper and and that's00:56:30.526 --> 00:56:32.476 obviously something you gotta keep in mind,00:56:32.480 --> 00:56:34.510 but it's also means it's already there.00:56:34.510 --> 00:56:36.630 You don't have to come in here and00:56:36.630 --> 00:56:38.590 create a brand new Gantt chart.00:56:38.590 --> 00:56:40.040 You just come in here.00:56:40.040 --> 00:56:42.077 Use the template, update the company name,00:56:42.080 --> 00:56:43.240 and then see OK.00:56:43.240 --> 00:56:43.820 Are there,00:56:43.820 --> 00:56:45.240 customize and again we will00:56:45.240 --> 00:56:47.030 do this on a future call.00:56:47.030 --> 00:56:49.361 But my point being that I want to make00:56:49.361 --> 00:56:51.452 this easier for you guys when Clint00:56:51.452 --> 00:56:53.718 also at this sorry stuff in advance.00:56:53.720 --> 00:56:55.848 Feel like I'm sending you also just00:56:55.848 --> 00:56:57.887 quick question for you Clint how much?00:56:57.890 --> 00:56:59.515 Easier to just make your00:56:59.515 --> 00:57:00.490 project update meetings.00:57:00.490 --> 00:57:02.898 I and Kevin and I've talked about this00:57:02.898 --> 00:57:05.367 a couple times 'cause he both agrees,00:57:05.370 --> 00:57:07.320 but also wants me to do00:57:07.320 --> 00:57:08.620 general agendas to it,00:57:08.620 --> 00:57:10.828 but I was telling him I was like00:57:10.828 --> 00:57:12.839 I don't really need agendas.00:57:12.840 --> 00:57:16.090 A lot of the time because this is my agenda.00:57:16.090 --> 00:57:17.390 It's like, OK, cool,00:57:17.390 --> 00:57:19.015 these are all at 100%,00:57:19.020 --> 00:57:21.246 but we're still waiting on your credentials00:57:21.246 --> 00:57:23.570 or we're still waiting on this element.00:57:23.570 --> 00:57:25.831 You know we don't have the connect00:57:25.831 --> 00:57:28.179 environment or this is the general update.00:57:28.180 --> 00:57:28.782 For product,00:57:28.782 --> 00:57:30.889 so this is the general update for00:57:30.889 --> 00:57:32.997 accounts and getting to Chris's point00:57:32.997 --> 00:57:34.747 earlier about calling out timelines00:57:34.807 --> 00:57:36.557 when you timelines are abstract,00:57:36.560 --> 00:57:38.898 people do not understand them at all.00:57:38.900 --> 00:57:41.636 If you say it'll be done in April and00:57:41.636 --> 00:57:44.259 it's it's the beginning of the year.00:57:44.260 --> 00:57:45.600 People don't necessarily understand00:57:45.600 --> 00:57:46.940 why April is necessary.00:57:46.940 --> 00:57:48.950 They're just like why is it00:57:48.950 --> 00:57:50.290 four months from now.00:57:50.290 --> 00:57:52.986 And it's that this actually the big bonus00:57:52.986 --> 00:57:55.586 of why I started doing this so often00:57:55.586 --> 00:57:58.718 was was one of my connect projects where.00:57:58.720 --> 00:58:00.820 We had promised them a timeline that00:58:00.820 --> 00:58:03.100 we were way like exactly meeting,00:58:03.100 --> 00:58:05.044 but because they had this expectation00:58:05.044 --> 00:58:07.150 that sales was the sales period,00:58:07.150 --> 00:58:08.830 they were already in was00:58:08.830 --> 00:58:10.174 included in that timeline,00:58:10.180 --> 00:58:12.220 meaning the period of time where00:58:12.220 --> 00:58:14.560 they're just talking to Jeremy or Phil.00:58:14.560 --> 00:58:15.571 Because of that,00:58:15.571 --> 00:58:17.256 they're adding in that time,00:58:17.260 --> 00:58:19.276 and it's like no guys you,00:58:19.280 --> 00:58:20.960 you haven't even signed the00:58:20.960 --> 00:58:22.304 contract at that point.00:58:22.310 --> 00:58:24.347 So now I'm at the point where00:58:24.347 --> 00:58:26.350 it's like from project kickoff.00:58:26.350 --> 00:58:28.378 That's the start of the project.00:58:28.380 --> 00:58:29.424 Everything that's happened.00:58:29.424 --> 00:58:30.468 Uh, you know.00:58:30.470 --> 00:58:31.762 Generally, discovery will take00:58:31.762 --> 00:58:34.070 anywhere from it could take two weeks.00:58:34.070 --> 00:58:36.366 It could take two months and that's00:58:36.366 --> 00:58:38.318 going to depend on the client.00:58:38.320 --> 00:58:40.282 That's gonna depend on a number00:58:40.282 --> 00:58:40.936 of dependencies.00:58:40.940 --> 00:58:43.548 Even call that out in a visual way.00:58:43.550 --> 00:58:45.839 It makes your life so much easier.00:58:45.840 --> 00:58:46.504 And honestly,00:58:46.504 --> 00:58:49.760 as much as people used to say things like oh,00:58:49.760 --> 00:58:51.728 it's a lot of upfront work.00:58:51.730 --> 00:58:52.306 For instance,00:58:52.306 --> 00:58:54.610 it's like it isn't when you have a00:58:54.670 --> 00:58:56.794 template that you just quickly update00:58:56.794 --> 00:58:59.650 numbers like it's not that much upfront work.00:58:59.650 --> 00:59:02.100 The most upfront work is if I was to go00:59:02.163 --> 00:59:04.550 back and try to retroactively do that,00:59:04.550 --> 00:59:05.702 and that's only because00:59:05.702 --> 00:59:07.430 I'd have to look up OK.00:59:07.430 --> 00:59:08.870 How long did discovery take?00:59:08.870 --> 00:59:10.734 How long did kick off take when we00:59:10.734 --> 00:59:12.319 were really provided credentials?00:59:12.320 --> 00:59:13.760 But once you do that,00:59:13.760 --> 00:59:15.488 everything else is just updating numbers.00:59:15.490 --> 00:59:17.218 You know, I come in here,00:59:17.220 --> 00:59:18.105 it's like OK,00:59:18.105 --> 00:59:20.170 I can anticipate that a single sink00:59:20.239 --> 00:59:22.108 is going to take about 2 weeks,00:59:22.110 --> 00:59:24.084 so I take from the start to00:59:24.084 --> 00:59:25.569 the end date plus 14.00:59:25.570 --> 00:59:27.586 That's it, and it becomes almost automatic.00:59:27.590 --> 00:59:30.470 And and again I owe a lot of credit to,00:59:30.470 --> 00:59:30.992 you know.00:59:30.992 --> 00:59:31.253 Kevin,00:59:31.253 --> 00:59:33.426 who is just like why don't you come00:59:33.426 --> 00:59:35.407 in here and and put out predictions00:59:35.407 --> 00:59:37.040 based upon previous projects?00:59:37.040 --> 00:59:38.515 What a timeline looks like00:59:38.515 --> 00:59:39.990 and do it using formulas.00:59:39.990 --> 00:59:42.270 So I did that and you know working00:59:42.270 --> 00:59:43.829 with Stephanie because again I,00:59:43.830 --> 00:59:45.300 I've worked on set projects.00:59:45.300 --> 00:59:46.920 I've completed set projects but it's00:59:46.920 --> 00:59:49.139 always useful to get other peoples mindsets.00:59:49.140 --> 00:59:50.862 So that's why I wanted to00:59:50.862 --> 00:59:52.679 do the same thing for self,00:59:52.680 --> 00:59:54.140 so hopefully this will be00:59:54.140 --> 00:59:55.920 a thing that you guys get,00:59:55.920 --> 00:59:57.992 but it it can be scary to even00:59:57.992 --> 01:00:00.050 even looking at the Excel templates01:00:00.050 --> 01:00:01.526 like Chris for mentioning.01:00:01.530 --> 01:00:03.707 Trying to work off of those can01:00:03.707 --> 01:00:06.170 be like a you know what do I,01:00:06.170 --> 01:00:08.303 what do I put in here so I wanted01:00:08.303 --> 01:00:10.554 to make a template and Stephanie01:00:10.554 --> 01:00:12.960 obviously helped me out quite a lot.01:00:12.960 --> 01:00:15.000 I wanted to make a template that would01:00:15.000 --> 01:00:16.639 make this significantly easier for01:00:16.639 --> 01:00:19.131 y'all and hopefully it's something we use.01:00:19.140 --> 01:00:23.116 But more more than anything it's it's useful.01:00:23.120 --> 01:00:26.920 Wanna face hopefully too.01:00:26.920 --> 01:00:30.169 To a requirement.01:00:30.170 --> 01:00:34.404 But so I definitely want to move01:00:34.404 --> 01:00:36.690 towards starting my entire career here.01:00:36.690 --> 01:00:39.210 Using this because it does seem like01:00:39.210 --> 01:00:41.945 the best way to keep myself on track01:00:41.945 --> 01:00:44.438 to one thing that I was thinking01:00:44.438 --> 01:00:47.371 though is we have purple bars for01:00:47.371 --> 01:00:49.640 absolutely everything and I was thinking,01:00:49.640 --> 01:00:52.835 wouldn't it be a good idea to change that01:00:52.835 --> 01:00:56.021 color for them to really quickly see how01:00:56.021 --> 01:00:58.790 they impacted the timeline themselves?01:00:58.790 --> 01:00:59.798 Yeah, OK,01:00:59.798 --> 01:01:02.822 I had I mean fact conversation01:01:02.822 --> 01:01:04.660 with Stephanie already.01:01:04.660 --> 01:01:08.811 She really had actually a much cooler01:01:08.811 --> 01:01:12.920 visual Gantt chart that coming out here.01:01:12.920 --> 01:01:14.470 And it had all those01:01:14.470 --> 01:01:15.710 conditional like it's formulas.01:01:15.710 --> 01:01:17.275 And it's also a conditional01:01:17.275 --> 01:01:18.840 formatting that changes colors based01:01:18.892 --> 01:01:20.357 on the number of dependencies.01:01:20.360 --> 01:01:22.440 And I swear I could not stop that01:01:22.440 --> 01:01:24.527 thing from breaking every like I would01:01:24.527 --> 01:01:27.180 change one thing and it would just like01:01:27.180 --> 01:01:29.346 completely break how the formulas work.01:01:29.350 --> 01:01:31.318 Then I was just like I can't wrap01:01:31.318 --> 01:01:33.346 my head around it absolutely if01:01:33.346 --> 01:01:35.548 somebody is more proficient at Excel,01:01:35.550 --> 01:01:36.790 they could probably figure01:01:36.790 --> 01:01:38.650 it out and do it better.01:01:38.650 --> 01:01:40.820 I like this one 'cause it's simple.01:01:40.820 --> 01:01:42.635 The only thing I'm changing01:01:42.635 --> 01:01:43.724 are these numbers.01:01:43.730 --> 01:01:45.816 Like everything else over here is irrelevant.01:01:45.820 --> 01:01:47.355 It's the percentages and the01:01:47.355 --> 01:01:48.890 numbers there's there are better01:01:48.946 --> 01:01:50.608 Gantt charts in terms of visuals.01:01:50.610 --> 01:01:52.696 It's just every time I use them.01:01:52.700 --> 01:01:55.012 They break and I was just like I'm01:01:55.012 --> 01:01:56.887 spending hours trying to fix things.01:01:56.890 --> 01:01:58.678 So yes, to answer your question,01:01:58.680 --> 01:02:00.180 Eric, yes, but I wasn't.01:02:00.180 --> 01:02:03.575 I wasn't able to figure it out.01:02:03.580 --> 01:02:05.568 OK, I might make that a thing01:02:05.568 --> 01:02:07.417 for myself to give it a try,01:02:07.420 --> 01:02:10.220 but I can't promise anything.01:02:10.220 --> 01:02:10.515 Yeah,01:02:10.515 --> 01:02:12.580 version two and and there's there's so01:02:12.580 --> 01:02:14.420 many different Excel templates in here.01:02:14.420 --> 01:02:16.520 If you if you kind of explore01:02:16.520 --> 01:02:17.420 around the template,01:02:17.420 --> 01:02:20.420 this is on my browser so you can't see it.01:02:20.420 --> 01:02:22.178 But there are different templates in01:02:22.178 --> 01:02:24.610 here and and some of them had the01:02:24.610 --> 01:02:26.115 ability to change like milestones,01:02:26.120 --> 01:02:26.420 goals.01:02:26.420 --> 01:02:28.220 You could change the color of01:02:28.220 --> 01:02:28.820 different things.01:02:28.820 --> 01:02:30.620 You can change the priority level01:02:30.620 --> 01:02:31.520 of different things.01:02:31.520 --> 01:02:33.320 It was a lot of functionality,01:02:33.320 --> 01:02:35.600 I just was so easy to break that01:02:35.600 --> 01:02:37.820 I was like I don't want to.01:02:37.820 --> 01:02:40.364 Tools should make my life easier or not.01:02:40.370 --> 01:02:40.916 More complicated,01:02:40.916 --> 01:02:42.554 so Eric let's let's spend a01:02:42.554 --> 01:02:43.629 few minutes next week.01:02:43.630 --> 01:02:45.544 Kind of brainstorming on that because01:02:45.544 --> 01:02:47.702 I was thinking the same thing and01:02:47.702 --> 01:02:49.890 what I was really wanting to kind of01:02:49.890 --> 01:02:51.789 focus on was we had put a level of01:02:51.790 --> 01:02:54.716 effort in there and that drop down.01:02:54.720 --> 01:02:56.448 Uhm, and I was thinking of01:02:56.448 --> 01:02:57.970 changing it based on that.01:02:57.970 --> 01:02:58.260 UM,01:02:58.260 --> 01:03:00.580 changing the color as a rule set based01:03:00.580 --> 01:03:02.789 on that particular one so that we01:03:02.789 --> 01:03:05.635 could kind of see you know if it's a high,01:03:05.640 --> 01:03:07.830 it would be red or if it's a low it01:03:07.896 --> 01:03:10.296 would be green or medium like an orange01:03:10.296 --> 01:03:12.718 color or something along those lines.01:03:12.720 --> 01:03:15.159 So if you wanna look at our schedules and01:03:15.159 --> 01:03:18.026 we can kind of brainstorm on that next week,01:03:18.030 --> 01:03:19.974 that would be great.01:03:19.974 --> 01:03:21.918 You may include ideally.01:03:21.920 --> 01:03:22.174 OK,01:03:22.174 --> 01:03:23.190 sounds good to me.01:03:25.540 --> 01:03:27.975 And like just to kinda, I don't sorry.01:03:27.975 --> 01:03:30.581 I'm trying to firm up in on this but01:03:30.581 --> 01:03:33.037 once this is done which it sounds like01:03:33.111 --> 01:03:35.673 it'll be pretty soon even for existing01:03:35.673 --> 01:03:38.068 projects we might be able to just01:03:38.068 --> 01:03:40.386 kind of hide those arose that have01:03:40.386 --> 01:03:42.866 the due dates on things in a like.01:03:42.870 --> 01:03:45.117 But you could use this to organize01:03:45.117 --> 01:03:45.759 your project.01:03:45.760 --> 01:03:48.870 I know PJ and Kevin Klos we were kind of01:03:48.949 --> 01:03:52.211 climbing through the backlogs of your guys01:03:52.211 --> 01:03:55.249 projects that you kind of got them in.01:03:55.250 --> 01:03:57.682 In specific states, but we can use this01:03:57.682 --> 01:04:00.037 and you can start doing like cool.01:04:00.040 --> 01:04:03.008 OK, this part's closed out and you01:04:03.008 --> 01:04:05.070 can go through it like.01:04:05.070 --> 01:04:06.906 Call them out as feature levels01:04:06.906 --> 01:04:08.959 for Christian and be like hey man,01:04:08.960 --> 01:04:10.748 this project has been, you know,01:04:10.750 --> 01:04:12.550 held by a couple different people.01:04:12.550 --> 01:04:15.302 Can you check you know these out of01:04:15.302 --> 01:04:17.101 box functions that we're expecting01:04:17.101 --> 01:04:19.800 to see in here based off the IW?01:04:19.800 --> 01:04:21.872 And use this as your Bible for01:04:21.872 --> 01:04:22.760 the whole thing.01:04:22.760 --> 01:04:24.920 A lot of a lot of great great01:04:24.920 --> 01:04:26.900 application and I know already several.01:04:26.900 --> 01:04:27.426 So again,01:04:27.426 --> 01:04:29.923 just kudos to Clint coming up to it and01:04:29.923 --> 01:04:32.226 Stephanie kind of making it happen there.01:04:32.230 --> 01:04:33.710 I'm so stoked on this.01:04:33.710 --> 01:04:35.565 I was going to propose maybe not01:04:35.565 --> 01:04:37.558 on not on the next training,01:04:37.560 --> 01:04:40.062 but I was going to propose on a training01:04:40.062 --> 01:04:42.585 where we we get this in everybody's hands,01:04:42.590 --> 01:04:44.504 which it's it's available to you01:04:44.504 --> 01:04:46.849 guys you can click the link and get01:04:46.849 --> 01:04:49.076 it but my point being I think if01:04:49.076 --> 01:04:51.050 everybody had a homework of like.01:04:51.050 --> 01:04:53.241 Convert one of your projects to this01:04:53.241 --> 01:04:55.598 and it's not that much if you think01:04:55.598 --> 01:04:57.776 it is it believe me it takes me01:04:57.776 --> 01:04:59.853 maybe 15 minutes to set up a Gantt01:04:59.853 --> 01:05:01.834 chart for my projects and that's me.01:05:01.840 --> 01:05:03.723 Like going above and beyond and like01:05:03.723 --> 01:05:05.479 trying to plan everything out but01:05:05.479 --> 01:05:07.551 converting it one of your projects to01:05:07.606 --> 01:05:09.510 it and then just visually having it.01:05:09.510 --> 01:05:11.694 I think it will make you more likely01:05:11.694 --> 01:05:12.879 to be like, OK.01:05:12.879 --> 01:05:14.622 I see the value in this 'cause01:05:14.622 --> 01:05:16.481 when you're just looking at all01:05:16.481 --> 01:05:17.456 this information here.01:05:17.460 --> 01:05:20.091 Like what this is just yeah, go after row.01:05:20.091 --> 01:05:21.319 It's like no just.01:05:21.320 --> 01:05:23.736 Do it once for one of your projects01:05:23.736 --> 01:05:26.437 up and try to find the value in it,01:05:26.440 --> 01:05:27.945 and I think you'll actually01:05:27.945 --> 01:05:29.450 see how valuable it is.01:05:29.450 --> 01:05:30.950 Sorry, there's so many people,01:05:30.950 --> 01:05:33.318 I think PJ's first.01:05:33.320 --> 01:05:36.740 I was uhm.01:05:36.740 --> 01:05:37.014 Uhm,01:05:37.014 --> 01:05:39.206 Daniel I was gonna ask you if you01:05:39.206 --> 01:05:41.370 wanted me to try and take a crack01:05:41.370 --> 01:05:43.318 at just creating something for RX1.01:05:43.320 --> 01:05:45.885 And then maybe we could meet up next week.01:05:45.890 --> 01:05:47.320 Hell yeah, the backlog thing.01:05:47.320 --> 01:05:47.892 Hell yeah,01:05:47.892 --> 01:05:50.180 even just take this beta version is right.01:05:50.180 --> 01:05:51.600 We all know that.01:05:51.600 --> 01:05:54.539 You gotta test stuff to find out where01:05:54.539 --> 01:05:57.910 it's not working and we also all know that,01:05:57.910 --> 01:05:58.324 uh,01:05:58.324 --> 01:06:01.222 tools are only as useful as if01:06:01.222 --> 01:06:02.410 they're used so.01:06:02.410 --> 01:06:03.890 As long as Clinton step,01:06:03.890 --> 01:06:05.948 you don't see any problems with that.01:06:05.950 --> 01:06:07.134 I'd say 1000% homie,01:06:07.134 --> 01:06:08.312 comma, hell, yeah comma.01:06:08.312 --> 01:06:10.076 Good idea until I get back.01:06:10.080 --> 01:06:11.850 I don't have any further changes.01:06:11.850 --> 01:06:13.620 I would make to this cool.01:06:13.620 --> 01:06:15.820 OK yeah I'll pull it down and then01:06:15.820 --> 01:06:17.775 start marks 11 and I'll let you01:06:17.775 --> 01:06:19.837 guys know any feedback if I run01:06:19.837 --> 01:06:21.805 into anything but it looks awesome01:06:21.805 --> 01:06:23.358 effect excited good idea man.01:06:26.690 --> 01:06:27.980 I think Kyle was next.01:06:30.150 --> 01:06:31.590 Yeah, I'm just one of the01:06:31.590 --> 01:06:33.020 things that I've seen on this.01:06:33.020 --> 01:06:34.469 UM and I know this is something01:06:34.469 --> 01:06:36.248 that some of the PM's kind of01:06:36.248 --> 01:06:37.472 struggle with sometimes, but.01:06:37.472 --> 01:06:40.216 Knowing what order these go in like,01:06:40.220 --> 01:06:42.076 what are you starting first? What?01:06:42.076 --> 01:06:43.380 What features have dependencies01:06:43.380 --> 01:06:45.647 like we have to finish this other01:06:45.647 --> 01:06:47.375 stuff first before any of this01:06:47.375 --> 01:06:49.099 other stuff can even be started.01:06:49.100 --> 01:06:50.738 That can be a really hard01:06:50.738 --> 01:06:52.460 question to figure out sometimes,01:06:52.460 --> 01:06:55.214 and I mean the best thing that I could.01:06:55.220 --> 01:06:57.866 Best thing I've seen to do is just really01:06:57.866 --> 01:06:59.498 collaborate with the developers on.01:06:59.500 --> 01:07:01.668 If you have a question on what needs01:07:01.668 --> 01:07:03.986 to be started first or what they're01:07:03.986 --> 01:07:06.882 you know this is almost kind of a01:07:06.882 --> 01:07:09.120 retrospective Sprint planning if you will.01:07:09.120 --> 01:07:10.068 Of yes print.01:07:10.068 --> 01:07:12.280 Doing this and all the other sprints01:07:12.353 --> 01:07:14.529 were this is what we have planned so01:07:14.529 --> 01:07:16.786 I it's a really hard thing to do.01:07:16.790 --> 01:07:18.561 It really has to do with the01:07:18.561 --> 01:07:20.073 project planning of like literally01:07:20.073 --> 01:07:21.808 laying out your entire project.01:07:21.810 --> 01:07:23.707 This is kind of what Kevin talked01:07:23.707 --> 01:07:25.836 about a lot of times of laying01:07:25.836 --> 01:07:27.406 out the whole project again.01:07:27.410 --> 01:07:28.446 Chart can do that,01:07:28.446 --> 01:07:30.000 but it's hard to do without01:07:30.064 --> 01:07:31.249 the developers input.01:07:31.250 --> 01:07:33.950 I think is more time.01:07:33.950 --> 01:07:35.820 My biggest thing on that.01:07:35.820 --> 01:07:37.755 Yeah and 100% there man01:07:37.755 --> 01:07:39.930 like you know and there's a.01:07:44.220 --> 01:07:48.078 Become. Don't want to say painfully aware,01:07:48.080 --> 01:07:51.480 but I'm I did so will live with that for now.01:07:51.480 --> 01:07:53.632 UM, is that a lot of these features01:07:53.632 --> 01:07:55.304 that were worked on weren't01:07:55.304 --> 01:07:57.021 worked on to completion, right?01:07:57.021 --> 01:07:59.269 Like I'll just keep on RX1 just 'cause01:07:59.269 --> 01:08:01.367 we were talking about it already.01:08:01.370 --> 01:08:03.764 But you know, like we're getting into01:08:03.764 --> 01:08:06.254 this Pubnub stuff and from my level of01:08:06.254 --> 01:08:08.884 looking at it and seeing at the amount of01:08:08.884 --> 01:08:10.949 times that people like oh pubs blocked,01:08:10.949 --> 01:08:13.730 we should have a meeting with them this week.01:08:13.730 --> 01:08:17.123 It should be happening this week that it had.01:08:17.130 --> 01:08:18.585 Uhm, while the whole time01:08:18.585 --> 01:08:19.749 those tickets were blocked,01:08:19.750 --> 01:08:22.099 you know there was no reason for them to01:08:22.099 --> 01:08:24.611 even be in the Sprint when we could have01:08:24.611 --> 01:08:27.171 knocked out some of the stuff like the01:08:27.171 --> 01:08:29.060 registration and other things like that.01:08:29.060 --> 01:08:29.930 That you know,01:08:29.930 --> 01:08:31.978 PJ is now just kind of getting into01:08:31.978 --> 01:08:33.720 a climbing through that backlog.01:08:33.720 --> 01:08:35.170 It's like it's pretty gnarly,01:08:35.170 --> 01:08:37.207 and if we had something like this01:08:37.207 --> 01:08:39.376 from the start, words like cool, the.01:08:39.376 --> 01:08:42.287 You know there's no reason we can't start the01:08:42.287 --> 01:08:45.210 email pieces if we can get that information,01:08:45.210 --> 01:08:47.826 there's no reason crossed the line.01:08:47.830 --> 01:08:49.120 At that point was made,01:08:49.120 --> 01:08:51.000 and that that's part of the element of01:08:51.000 --> 01:08:53.364 why I wanted to get feedback on how best01:08:53.364 --> 01:08:55.277 to handle that for the Gantt chart,01:08:55.280 --> 01:08:56.828 'cause you could theoretically do that.01:08:56.830 --> 01:08:58.538 Like I I'm on mine 'cause it's01:08:58.538 --> 01:08:59.910 so much simpler on connect.01:08:59.910 --> 01:09:03.478 I mean, there's just no way around it.01:09:03.480 --> 01:09:04.920 Unlike, the dependencies are01:09:04.920 --> 01:09:06.000 generally pretty obvious,01:09:06.000 --> 01:09:08.880 but I'll call them out and read, UM,01:09:08.880 --> 01:09:11.040 but you could have like customization,01:09:11.040 --> 01:09:13.200 so if it's if it's something01:09:13.200 --> 01:09:14.280 very high customization,01:09:14.280 --> 01:09:17.260 you know that you can't work on on five high01:09:17.329 --> 01:09:20.035 customization things in a single Sprint.01:09:20.040 --> 01:09:22.469 So instead you can focus your efforts01:09:22.469 --> 01:09:25.077 on a single Sprint on that thing.01:09:25.080 --> 01:09:26.178 Yeah, like dependencies.01:09:26.178 --> 01:09:29.758 You can call that out here of like we can't.01:09:29.760 --> 01:09:32.371 We can't post any of your stuff01:09:32.371 --> 01:09:33.490 until you leave.01:09:33.490 --> 01:09:35.596 We've discussed in hosting so yeah,01:09:35.600 --> 01:09:37.008 hopefully this will help.01:09:37.008 --> 01:09:38.416 But like Carol said,01:09:38.420 --> 01:09:40.526 and and like Kevin's always said,01:09:40.530 --> 01:09:43.346 is being able to speak to them fluently.01:09:43.350 --> 01:09:45.456 Is is the most important part.01:09:48.010 --> 01:09:48.976 Go on Stephanie.01:09:48.976 --> 01:09:51.755 Uhm, what I was going to call out01:09:51.755 --> 01:09:54.030 is specifically with Seth projects.01:09:54.030 --> 01:09:55.910 We all know that, uh,01:09:55.910 --> 01:09:58.166 we can't 100% to find everything01:09:58.166 --> 01:09:59.670 until we're through discoveries.01:09:59.670 --> 01:10:02.950 So this is primarily the things that we01:10:02.950 --> 01:10:06.767 know are going to be on every Seth project.01:10:06.770 --> 01:10:08.200 Feel free to utilize this,01:10:08.200 --> 01:10:09.916 but you're gonna have to edit.01:10:09.920 --> 01:10:11.824 You're going to have to add a new01:10:11.824 --> 01:10:14.215 line so you're going to have to add01:10:14.215 --> 01:10:15.920 in new customizations and things,01:10:15.920 --> 01:10:17.636 so just be mindful of that.01:10:17.640 --> 01:10:19.635 Yes, this is a wonderful starting point,01:10:19.640 --> 01:10:21.860 but there's definitely going to be01:10:21.860 --> 01:10:23.860 some changes throughout every project.01:10:23.860 --> 01:10:25.865 Yeah, and you know that's01:10:25.865 --> 01:10:27.870 something I'm pretty Klaus did.01:10:27.870 --> 01:10:28.978 Oh sorry Daniel, no,01:10:28.978 --> 01:10:31.016 I I was just about to give01:10:31.016 --> 01:10:32.828 you a layup here case Kyle.01:10:32.830 --> 01:10:35.171 So my quick point here is just, uh,01:10:35.171 --> 01:10:36.917 you know something Kyle can do.01:10:36.920 --> 01:10:38.628 Start off like cool at user dashboard01:10:38.628 --> 01:10:40.429 that got a customization thing.01:10:40.430 --> 01:10:42.516 And for the interim you know even01:10:42.516 --> 01:10:44.508 just creating this for a new project,01:10:44.510 --> 01:10:45.324 existing project,01:10:45.324 --> 01:10:47.766 wherever it maybe you can just01:10:47.766 --> 01:10:49.280 quick highlight that cell.01:10:49.280 --> 01:10:49.796 Cool there,01:10:49.796 --> 01:10:51.860 check out the little funky you know whatever.01:10:51.860 --> 01:10:54.830 So I go on call.01:10:54.830 --> 01:10:55.067 No,01:10:55.067 --> 01:10:56.489 it's getting Kevin Clouse did that01:10:56.489 --> 01:10:58.030 really well with accurate plastics.01:10:58.030 --> 01:10:59.370 Today it was like, hey,01:10:59.370 --> 01:11:00.888 this is the stuff we're starting01:11:00.888 --> 01:11:02.310 on this coming up spring.01:11:02.310 --> 01:11:02.796 Oh yeah,01:11:02.796 --> 01:11:04.740 but if for any way we need to01:11:04.809 --> 01:11:06.573 move some of these other items01:11:06.573 --> 01:11:08.817 up and start on them now I can01:11:08.817 --> 01:11:10.311 move those up and I can.01:11:10.320 --> 01:11:12.424 I can move them closer to you know01:11:12.424 --> 01:11:14.269 what we're working on currently and01:11:14.269 --> 01:11:16.435 those other ones can be moved back01:11:16.435 --> 01:11:18.597 if we do incur like or if we do have01:11:18.597 --> 01:11:20.199 any delays or anything on that.01:11:20.200 --> 01:11:21.802 So like just giving the client01:11:21.802 --> 01:11:22.870 the expectation of hey,01:11:22.870 --> 01:11:24.200 these things can move around.01:11:24.200 --> 01:11:25.890 It's not set in stone.01:11:25.890 --> 01:11:27.318 Be able to start on other things.01:11:27.320 --> 01:11:28.888 If we get blocked on something and this01:11:28.888 --> 01:11:30.790 is going to be a good representation of that,01:11:30.790 --> 01:11:32.460 I think.01:11:32.460 --> 01:11:32.668 Yeah,01:11:32.668 --> 01:11:34.890 as a call out to that in all of my01:11:34.890 --> 01:11:36.624 projects where I have a timeline,01:11:36.630 --> 01:11:38.100 I believe there's one for lumbar.01:11:38.100 --> 01:11:38.992 There's one for Ruby.01:11:38.992 --> 01:11:40.881 I don't think I have one for seafood01:11:40.881 --> 01:11:42.617 'cause they keep changing it and it's01:11:42.617 --> 01:11:44.468 a shared Google doc at this point,01:11:44.470 --> 01:11:46.870 so whatever.01:11:46.870 --> 01:11:49.399 But the projects where I do have a timeline,01:11:49.400 --> 01:11:51.423 there's a strict note in the top01:11:51.423 --> 01:11:53.580 of the timeline as well as on the01:11:53.580 --> 01:11:55.300 on the post in Basecamp itself,01:11:55.300 --> 01:11:57.829 that this is exactly the same as the IW.01:11:57.830 --> 01:11:59.372 This is a fluid document that's01:11:59.372 --> 01:12:00.770 going to be updated throughout01:12:00.770 --> 01:12:02.325 the course of the project,01:12:02.330 --> 01:12:04.850 so keep paying attention to it kind of thing.01:12:10.600 --> 01:12:11.130 You're here.01:12:13.330 --> 01:12:15.100 Yeah, it's it's interesting because01:12:15.100 --> 01:12:17.854 one of the things that I think is01:12:17.854 --> 01:12:19.684 really challenging as a client is01:12:19.684 --> 01:12:21.673 being able to focus on the projects01:12:21.673 --> 01:12:23.689 and all of the nuances of it01:12:23.689 --> 01:12:25.254 whenever they don't even understand.01:12:25.260 --> 01:12:27.684 I mean most of the time they don't01:12:27.684 --> 01:12:29.659 understand how all this stuff works.01:12:29.660 --> 01:12:31.230 That's why they hired us.01:12:31.230 --> 01:12:33.734 And so whenever they see this Gantt chart,01:12:33.740 --> 01:12:36.624 they're like, oh cool, there's a plan.01:12:36.630 --> 01:12:40.360 Done. And then they're like,01:12:40.360 --> 01:12:41.535 when's it gonna be done?01:12:41.540 --> 01:12:43.664 OK, great and is it gonna be on budget,01:12:43.670 --> 01:12:45.252 awesome and then you'll yell at me01:12:45.252 --> 01:12:46.967 whenever I need to do something great.01:12:46.970 --> 01:12:49.330 I mean you guys know how it is with me.01:12:49.330 --> 01:12:51.265 I mean I'm like yeah it's OK to yell01:12:51.265 --> 01:12:53.775 at me if I don't get my stuff done and01:12:53.775 --> 01:12:55.467 everybody is like one of their new.01:12:55.470 --> 01:12:57.940 They're like Are you sure?01:12:57.940 --> 01:13:01.708 After while doing this OK kind of one01:13:01.708 --> 01:13:06.378 of my favorite things like that alizae.01:13:06.380 --> 01:13:07.836 But it's like that's how clients are.01:13:07.840 --> 01:13:09.310 You know, whenever they're coming to us,01:13:09.310 --> 01:13:11.290 it's like they need us to kind of yell at01:13:11.343 --> 01:13:13.278 them a little bit to get the stuff done,01:13:13.280 --> 01:13:14.736 and they all have their own style,01:13:14.740 --> 01:13:16.404 but that's what they want us to do.01:13:16.410 --> 01:13:17.880 It's kind of like a tough coach.01:13:17.880 --> 01:13:18.660 You know, it's like,01:13:18.660 --> 01:13:20.380 do you want to win the Super Bowl?01:13:20.380 --> 01:13:22.179 Or do you want to feel good01:13:22.179 --> 01:13:23.539 'cause you gotta pick one?01:13:23.540 --> 01:13:25.717 Alright, yeah, pick one of those two.01:13:25.720 --> 01:13:27.892 You might be ****** *** but you're01:13:27.892 --> 01:13:30.069 gonna have a ring on your finger,01:13:30.070 --> 01:13:30.371 yeah?01:13:30.371 --> 01:13:33.490 So it's like which one do you want the most?01:13:33.490 --> 01:13:35.905 That that's one of the most important01:13:35.905 --> 01:13:38.128 elements I find about this is that01:13:38.128 --> 01:13:40.330 if this looks like a lot to you,01:13:40.330 --> 01:13:42.196 certainly it will to the client.01:13:42.200 --> 01:13:44.066 But it also reminds them like,01:13:44.070 --> 01:13:45.930 OK, this is the old project.01:13:45.930 --> 01:13:47.796 This isn't just a thing that01:13:47.796 --> 01:13:49.663 I've paid clarity, money in it.01:13:49.663 --> 01:13:51.840 And then they just do it right?01:13:51.840 --> 01:13:54.108 Like no, it's a partnership working together.01:13:54.110 --> 01:13:55.210 We're doing this together.01:13:55.210 --> 01:13:56.585 You've got a home page.01:13:56.590 --> 01:13:57.694 You've got a category.01:13:57.694 --> 01:13:58.798 You've gotta check out.01:13:58.800 --> 01:13:59.944 You've got user dashboard.01:13:59.944 --> 01:14:02.109 It's all things they gotta keep in mind.01:14:02.110 --> 01:14:03.766 They gotta think about because somebody,01:14:03.770 --> 01:14:05.426 even if it's just one person,01:14:05.430 --> 01:14:07.358 is going to have to manage this and01:14:07.358 --> 01:14:09.288 that goes into integrations as well.01:14:09.290 --> 01:14:11.201 It's like you're going to have to01:14:11.201 --> 01:14:12.898 think about all of these things01:14:12.898 --> 01:14:14.258 and be mindful of them.01:14:14.260 --> 01:14:16.364 It comes up so often on on the01:14:16.364 --> 01:14:18.120 connect side of things and like,01:14:18.120 --> 01:14:18.384 well,01:14:18.384 --> 01:14:20.232 you guys have the the the experts01:14:20.232 --> 01:14:21.160 on this right?01:14:21.160 --> 01:14:22.984 And it's like yeah where the01:14:22.984 --> 01:14:24.200 experts of our system.01:14:24.200 --> 01:14:25.730 How we generally work that system?01:14:25.730 --> 01:14:27.788 But you guys have to be experts01:14:27.788 --> 01:14:29.618 of your business logic and we're01:14:29.618 --> 01:14:31.376 here to help you with that.01:14:31.380 --> 01:14:33.529 But that's going to come from you01:14:33.529 --> 01:14:35.439 understanding what you need out of this.01:14:35.440 --> 01:14:36.020 This software,01:14:36.020 --> 01:14:37.470 this middleware this ecommerce system.01:14:37.470 --> 01:14:39.090 So having this all up front01:14:39.090 --> 01:14:40.170 where you can show01:14:40.233 --> 01:14:41.991 them the level of complexity which01:14:41.991 --> 01:14:44.110 is a little bit daunting and also01:14:44.110 --> 01:14:45.868 kind of humbles them for lack01:14:45.868 --> 01:14:47.910 of a better way of putting it,01:14:47.910 --> 01:14:49.940 because they realize, OK, this is real,01:14:49.940 --> 01:14:52.550 like this is a this is a real thing,01:14:52.550 --> 01:14:53.873 it's something visual.01:14:53.873 --> 01:14:56.519 I can see it's something we're01:14:56.519 --> 01:14:58.310 going to be working on.01:14:58.310 --> 01:15:02.028 Yes. Yeah, that's awesome.01:15:02.030 --> 01:15:03.798 OK so I wanna show you guys just01:15:03.798 --> 01:15:05.821 to wrap up and feel free if anyone01:15:05.821 --> 01:15:07.985 else has anything I want to show01:15:07.985 --> 01:15:09.437 you something pretty interesting.01:15:09.440 --> 01:15:11.648 Let me get my screen to show and01:15:11.648 --> 01:15:13.778 I'll send the link to this first.01:15:13.780 --> 01:15:16.588 Feel free to. Come take a look at it.01:15:19.260 --> 01:15:21.325 The link is in the channel and01:15:21.325 --> 01:15:23.713 I'll show my screen in just a01:15:23.713 --> 01:15:25.855 moment with that same link content.01:15:25.860 --> 01:15:29.720 Has anybody ever seen this before? I have.01:15:29.720 --> 01:15:31.197 I thought this was the coolest thing.01:15:31.200 --> 01:15:32.478 Whenever Jessica and I were dating,01:15:32.480 --> 01:15:36.138 she showed me and I'm like God, I love you.01:15:36.140 --> 01:15:39.584 It's like I gotta marry that girl.01:15:39.590 --> 01:15:42.200 So she she showed me this and she used to01:15:42.264 --> 01:15:44.934 send me notes and like and I was of course01:15:45.001 --> 01:15:47.416 that's how we flirted with each other.01:15:47.420 --> 01:15:48.870 So so awesome. But anyways,01:15:48.870 --> 01:15:50.634 uhm typo Glycemia so interesting though01:15:50.634 --> 01:15:52.349 because you can still read this.01:15:52.350 --> 01:15:54.246 You can still read what this says according01:15:54.246 --> 01:15:56.408 to a research at Cambridge University.01:15:56.410 --> 01:15:57.860 Doesn't matter in what order01:15:57.860 --> 01:15:59.600 the letters in a word are.01:15:59.600 --> 01:16:01.936 The only important thing is that the first01:16:01.936 --> 01:16:04.235 and last letter be at the right place,01:16:04.240 --> 01:16:06.445 the rest can be a total mess and you01:16:06.445 --> 01:16:08.587 can still read it without problem.01:16:08.590 --> 01:16:09.529 This is because.01:16:09.529 --> 01:16:12.399 Even mind is not read every letter by itself,01:16:12.400 --> 01:16:14.308 but the word as a whole.01:16:14.310 --> 01:16:15.602 If you slow down,01:16:15.602 --> 01:16:18.563 if you slow down and try to like do01:16:18.563 --> 01:16:21.310 that like sound it out like it it is.01:16:21.310 --> 01:16:23.846 It does mess you up a little bit,01:16:23.850 --> 01:16:25.999 but if you just read it like01:16:25.999 --> 01:16:27.350 normal in your mind,01:16:27.350 --> 01:16:30.194 it goes so fast and so you also realize01:16:30.194 --> 01:16:32.746 that I even see the words so weird.01:16:32.750 --> 01:16:34.658 OK, so it's in my mind,01:16:34.660 --> 01:16:36.250 so here's the interesting thing01:16:36.250 --> 01:16:37.840 you might be asking yourself.01:16:37.840 --> 01:16:39.560 What in the hell is?01:16:39.560 --> 01:16:41.207 Wrong with Redick, why did he bring this up?01:16:41.210 --> 01:16:43.220 Well, let me tell you why.01:16:43.220 --> 01:16:45.000 The clients are working with01:16:45.000 --> 01:16:46.424 us for an experience.01:16:46.430 --> 01:16:47.178 They they,01:16:47.178 --> 01:16:50.720 they want to be able to delegate this to us,01:16:50.720 --> 01:16:55.230 whatever it is and they want us to crush it.01:16:55.230 --> 01:16:57.048 And whenever they work with us,01:16:57.050 --> 01:16:59.530 they want to be happy they want us01:16:59.530 --> 01:17:02.214 to just nail it and do a great job.01:17:02.220 --> 01:17:04.668 And so you've got to remember that at01:17:04.668 --> 01:17:07.089 the back of your mind all the time.01:17:07.090 --> 01:17:08.610 Be thinking about that they01:17:08.610 --> 01:17:10.130 want us to do well.01:17:10.130 --> 01:17:12.322 You can get so much to go well01:17:12.322 --> 01:17:14.237 whenever you have a positive mental01:17:14.237 --> 01:17:16.510 attitude and a lot of people are,01:17:16.510 --> 01:17:18.638 you know it's like kind of cliche,01:17:18.640 --> 01:17:20.458 like positive mental attitude, Boo Boo.01:17:20.460 --> 01:17:20.787 Well,01:17:20.787 --> 01:17:23.076 actually if you tell yourself the client01:17:23.076 --> 01:17:25.579 wants me to succeed versus the clients.01:17:25.580 --> 01:17:27.290 Looking for my failures, Oman.01:17:27.290 --> 01:17:29.670 Whichever record you're playing in your mind,01:17:29.670 --> 01:17:31.716 it's probably going to come true,01:17:31.720 --> 01:17:33.084 so remember that because01:17:33.084 --> 01:17:34.448 you control your thoughts,01:17:34.450 --> 01:17:36.550 you are the one who is in01:17:36.550 --> 01:17:38.200 charge of your thoughts.01:17:38.200 --> 01:17:40.300 All of us are adults and we01:17:40.300 --> 01:17:42.629 all get to control that now.01:17:42.630 --> 01:17:43.994 The other interesting thing01:17:43.994 --> 01:17:45.017 is that mechanically,01:17:45.020 --> 01:17:47.748 if you look at what is their experience,01:17:47.750 --> 01:17:50.134 well basically it's phone calls, isn't it?01:17:50.134 --> 01:17:51.160 It's phone calls.01:17:51.160 --> 01:17:54.570 So what do you do to manage the phone call?01:17:54.570 --> 01:17:57.246 Well, there's this interesting thing where.01:17:57.250 --> 01:18:00.450 I I don't know if you notice this or not,01:18:00.450 --> 01:18:02.543 but if you go back and actually01:18:02.543 --> 01:18:04.289 listen to your phone calls,01:18:04.290 --> 01:18:05.570 you'll probably notice this,01:18:05.570 --> 01:18:07.170 but you can absolutely tell.01:18:07.170 --> 01:18:09.432 I can tell immediately whenever I01:18:09.432 --> 01:18:12.348 talk to a vendor if they feel like01:18:12.348 --> 01:18:14.720 they've done a good job or not.01:18:14.720 --> 01:18:17.079 And I get ****** whenever they haven't01:18:17.079 --> 01:18:19.509 done their stuff and they try to BS me.01:18:19.510 --> 01:18:21.512 So I have weekly meetings with different01:18:21.512 --> 01:18:23.270 vendors that we work with and other01:18:23.270 --> 01:18:25.316 folks and I I make my job to read01:18:25.316 --> 01:18:27.031 their mind even when they don't want01:18:27.040 --> 01:18:28.546 me to know what they're thinking.01:18:28.550 --> 01:18:30.749 It's my job.01:18:30.750 --> 01:18:32.759 And I didn't start out that way.01:18:32.760 --> 01:18:35.145 I had to do that because I lose money01:18:35.145 --> 01:18:37.148 'cause people you know they they try01:18:37.148 --> 01:18:39.648 to get away with not doing stuff right.01:18:39.650 --> 01:18:40.511 And so anyway,01:18:40.511 --> 01:18:41.659 the point is that.01:18:43.830 --> 01:18:46.164 Our experience that we're providing for01:18:46.164 --> 01:18:48.427 the client ultimately is what we're01:18:48.427 --> 01:18:50.681 able to present in these meetings and01:18:50.681 --> 01:18:52.765 what work we're able to get done.01:18:52.770 --> 01:18:54.840 You know, up into the meetings,01:18:54.840 --> 01:18:56.898 but when we're in the meetings,01:18:56.900 --> 01:18:59.282 you can literally have the absolute01:18:59.282 --> 01:19:02.031 best delivery on the face of the01:19:02.031 --> 01:19:03.846 planet and present it poorly.01:19:03.850 --> 01:19:07.259 You can also have a very decent01:19:07.259 --> 01:19:10.060 showing and present it very well.01:19:10.060 --> 01:19:12.622 And the decent showing and presented very01:19:12.622 --> 01:19:15.120 well and manage expectations very well01:19:15.120 --> 01:19:17.778 and methodically move forward will win.01:19:17.780 --> 01:19:21.168 And so you can control the presentation.01:19:21.170 --> 01:19:22.676 And it's mostly about the beginning01:19:22.676 --> 01:19:23.429 and the end,01:19:23.430 --> 01:19:25.593 and in particular one of the things01:19:25.593 --> 01:19:27.448 that I want to point out.01:19:27.450 --> 01:19:29.882 Is being able to have some level of01:19:29.882 --> 01:19:31.767 organization and agenda and mental01:19:31.767 --> 01:19:33.383 preparation and getting yourself01:19:33.383 --> 01:19:35.300 ready several days in advance.01:19:35.300 --> 01:19:39.443 A lot of times what that does for me is it01:19:39.443 --> 01:19:42.979 actually forces me to get the work done.01:19:42.980 --> 01:19:44.810 Uhm, I notice several team members01:19:44.810 --> 01:19:46.620 did this the last few days.01:19:46.620 --> 01:19:48.923 One of the reasons agendas are so01:19:48.923 --> 01:19:51.609 good is it actually reminds you that01:19:51.609 --> 01:19:54.490 you didn't get all your crap done.01:19:54.490 --> 01:19:56.250 Can you go do it and you might01:19:56.250 --> 01:19:57.490 do it frantically,01:19:57.490 --> 01:19:59.947 but then what does that do for the project?01:19:59.950 --> 01:20:01.510 It gets the stuff done and01:20:01.510 --> 01:20:02.950 keep the project on track.01:20:02.950 --> 01:20:04.863 It's like the cell fulfilling thing, right?01:20:04.863 --> 01:20:07.320 And so it's almost like going to the gym.01:20:07.320 --> 01:20:08.958 It's like it's not that fun,01:20:08.960 --> 01:20:11.008 but if you go then you know it01:20:11.008 --> 01:20:12.778 doesn't kind of matter that much.01:20:12.780 --> 01:20:13.587 What you do.01:20:13.587 --> 01:20:15.201 A lot of doctors and researchers01:20:15.201 --> 01:20:16.600 have kind of figured out.01:20:16.600 --> 01:20:18.298 It doesn't really matter a whole01:20:18.298 --> 01:20:21.162 lot if you do yoga or if you go on01:20:21.162 --> 01:20:23.054 the treadmill and Sprint or if you01:20:23.054 --> 01:20:24.690 do like I don't know, cartwheels.01:20:24.690 --> 01:20:27.330 In rainbow pants, I don't know.01:20:27.330 --> 01:20:30.010 Pick your thing that you like to do.01:20:30.010 --> 01:20:32.737 The last one is mine and you know you01:20:32.737 --> 01:20:34.719 basically just get yourself moving,01:20:34.720 --> 01:20:35.029 right?01:20:35.029 --> 01:20:37.192 And that's kind of what we have01:20:37.192 --> 01:20:39.867 to do on these projects is we have01:20:39.867 --> 01:20:42.109 to go against that Gantt chart.01:20:42.110 --> 01:20:44.294 Look at what the specs are and01:20:44.294 --> 01:20:45.810 just keep it moving.01:20:45.810 --> 01:20:48.434 Keep it moving ahead and have a positive01:20:48.434 --> 01:20:50.850 mental attitude about getting the thing done.01:20:50.850 --> 01:20:51.498 And ultimately,01:20:51.498 --> 01:20:53.442 if you were to summarize Ben01:20:53.442 --> 01:20:55.310 Swindle and his amazing success.01:20:55.310 --> 01:20:56.326 With clients.01:20:56.326 --> 01:20:59.374 I would say it's the Nike.01:20:59.380 --> 01:21:01.116 It's the Nike statement.01:21:01.116 --> 01:21:05.030 Just do it, just do it and it's relentless.01:21:05.030 --> 01:21:06.762 It's relentless pursuit of01:21:06.762 --> 01:21:08.494 just getting it done.01:21:08.500 --> 01:21:13.468 Or maybe maybe it would be gathered in.01:21:13.470 --> 01:21:15.030 Probably probably get it done.01:21:15.030 --> 01:21:15.361 Thanks,01:21:15.361 --> 01:21:16.354 yeah yeah better,01:21:16.354 --> 01:21:18.994 but yeah I mean the other thing that01:21:18.994 --> 01:21:21.699 I would say is being in a position of01:21:21.699 --> 01:21:24.390 strength and that kind of can wax and wane.01:21:24.390 --> 01:21:26.721 The reason that being in a position01:21:26.721 --> 01:21:29.193 of strength is so great is because if01:21:29.193 --> 01:21:31.367 I look at this, it's technically wrong.01:21:31.367 --> 01:21:34.500 But if I'm in a position of strength,01:21:34.500 --> 01:21:35.784 I'm I don't care.01:21:35.784 --> 01:21:37.068 I got the point,01:21:37.070 --> 01:21:39.606 but if somebody is starting to pick us01:21:39.606 --> 01:21:42.051 apart then they can attack us and they01:21:42.051 --> 01:21:44.770 can get into that negative kind of thing.01:21:44.770 --> 01:21:47.106 And so if you're kind of always keeping01:21:47.106 --> 01:21:49.590 in front of things and being proactive,01:21:49.590 --> 01:21:51.510 even if you're behind right now,01:21:51.510 --> 01:21:53.715 resolved to get ahead like you have01:21:53.715 --> 01:21:55.613 to understand like you're going to01:21:55.613 --> 01:21:57.395 spend so much more energy trying01:21:57.395 --> 01:21:59.220 to stay not being proactive,01:21:59.220 --> 01:22:02.154 then you would just ripping the band aid off.01:22:02.160 --> 01:22:03.760 In getting proactive and getting01:22:03.760 --> 01:22:05.680 the work done, I promise you.01:22:05.680 --> 01:22:07.561 I promise you, you will just.01:22:07.561 --> 01:22:09.710 It will be so much more fun01:22:09.785 --> 01:22:11.759 to just do the actual work.01:22:11.760 --> 01:22:13.650 So get yourself ahead and then01:22:13.650 --> 01:22:15.280 you get the rewarding part.01:22:15.280 --> 01:22:17.712 Yeah, and then you get to like enjoy01:22:17.712 --> 01:22:20.134 what you're doing all day and and you01:22:20.134 --> 01:22:22.319 know where those the alternative is.01:22:22.320 --> 01:22:23.427 You're dreading meetings,01:22:23.427 --> 01:22:25.272 you're worried about interacting with01:22:25.272 --> 01:22:27.439 certain people and you're not sure you know.01:22:27.440 --> 01:22:29.008 It really does help.01:22:29.008 --> 01:22:32.478 The other thing that I would point out is.01:22:32.480 --> 01:22:33.880 Whenever I'm doing a meeting,01:22:33.880 --> 01:22:35.685 whenever I'm conducting a meeting01:22:35.685 --> 01:22:38.240 and I have any kind of a demo.01:22:38.240 --> 01:22:40.325 My preference is just like01:22:40.325 --> 01:22:41.576 getting the agenda.01:22:41.580 --> 01:22:42.034 Uhm,01:22:42.034 --> 01:22:45.212 I also almost ruthlessly insist on always01:22:45.212 --> 01:22:49.017 making a recording of whatever the demo is.01:22:49.020 --> 01:22:52.188 And I think that you can see evidence of01:22:52.188 --> 01:22:55.279 that anytime that that hasn't happened.01:22:55.280 --> 01:22:55.914 I mean,01:22:55.914 --> 01:22:56.231 guys,01:22:56.231 --> 01:22:57.816 we're doing development and people01:22:57.816 --> 01:22:59.388 literally go and make changes.01:22:59.390 --> 01:23:01.918 I still see this on our clarity site.01:23:01.920 --> 01:23:03.810 I think it's it's so interesting01:23:03.810 --> 01:23:04.755 how it happens,01:23:04.760 --> 01:23:06.580 but literally people are like making changes01:23:06.580 --> 01:23:08.547 on our clarity ventures production website01:23:08.547 --> 01:23:10.447 and whereas software development company,01:23:10.450 --> 01:23:11.398 they're like, oh,01:23:11.398 --> 01:23:12.978 it's just this one thing.01:23:12.980 --> 01:23:15.940 And it's like you broke our whole site, man.01:23:15.940 --> 01:23:17.700 Well, how much more?01:23:17.700 --> 01:23:19.548 So does that happen right before01:23:19.548 --> 01:23:21.769 a demo or even during a demo?01:23:21.770 --> 01:23:24.706 Or probably the more common thing is you're01:23:24.706 --> 01:23:27.981 trying to do a demo of something and you01:23:27.981 --> 01:23:30.220 haven't actually had time to test it.01:23:30.220 --> 01:23:32.510 Someone told you it's working.01:23:32.510 --> 01:23:34.449 But I mean it should be the01:23:34.449 --> 01:23:36.099 QA team's job to do that,01:23:36.100 --> 01:23:37.480 but they don't really know.01:23:37.480 --> 01:23:39.551 You know in fairness to you, Christian,01:23:39.551 --> 01:23:42.077 they don't really know how all01:23:42.077 --> 01:23:44.400 these 50 different projects work.01:23:44.400 --> 01:23:47.245 They're all different, and oh, by the way,01:23:47.245 --> 01:23:48.665 the documentation has changed.01:23:48.670 --> 01:23:49.738 Since you know,01:23:49.738 --> 01:23:51.518 three months into the project,01:23:51.520 --> 01:23:52.944 so Christian is like,01:23:52.944 --> 01:23:53.300 yeah,01:23:53.300 --> 01:23:55.589 I'll go test it and you're like01:23:55.589 --> 01:23:57.782 he doesn't know what's going on01:23:57.782 --> 01:24:00.056 and it's because who would write?01:24:00.060 --> 01:24:02.196 So whether it's you or Christian.01:24:02.200 --> 01:24:04.336 Or maybe you can enlist Kyle.01:24:04.340 --> 01:24:05.736 And now Brian Lee,01:24:05.736 --> 01:24:08.609 but someone needs to go in and Prep,01:24:08.610 --> 01:24:10.614 and I've seen some amazing work01:24:10.614 --> 01:24:12.520 prepping these demos before meetings,01:24:12.520 --> 01:24:15.160 but if you give yourself several01:24:15.160 --> 01:24:17.155 days and then manage the clients01:24:17.155 --> 01:24:18.399 expectations that you know,01:24:18.400 --> 01:24:20.266 this is what we're doing it.01:24:20.270 --> 01:24:21.227 It usually helps.01:24:21.227 --> 01:24:23.141 And sometimes I've seen that clients01:24:23.141 --> 01:24:24.926 will push back and they'll say,01:24:24.930 --> 01:24:25.863 oh, Boo Hoo.01:24:25.863 --> 01:24:28.040 It needs to be a live demo.01:24:28.040 --> 01:24:31.020 Cool, you know what?01:24:31.020 --> 01:24:33.900 Happy to do a live demo and I'm01:24:33.900 --> 01:24:36.469 gonna still have the video there.01:24:36.470 --> 01:24:38.075 Because if the live demo01:24:38.075 --> 01:24:39.336 doesn't work, guess what?01:24:39.336 --> 01:24:42.196 I'm pulling out the demo video so I just01:24:42.196 --> 01:24:44.820 I encourage you to look at this example.01:24:44.820 --> 01:24:47.641 It's kind of a fun little example01:24:47.641 --> 01:24:49.539 and remind yourself of that.01:24:49.540 --> 01:24:52.179 It's about the start and the finish.01:24:52.180 --> 01:24:53.680 And it really does matter,01:24:53.680 --> 01:24:56.064 and you can kind of jumble other things,01:24:56.070 --> 01:24:57.806 but if you kind of get the01:24:57.806 --> 01:24:59.360 bookends on this relationship,01:24:59.360 --> 01:25:01.148 and you have this positive outlook,01:25:01.150 --> 01:25:02.980 then they won't pick you apart01:25:02.980 --> 01:25:04.831 over the little details and some01:25:04.831 --> 01:25:06.529 clients you just can't mess up.01:25:06.530 --> 01:25:08.914 There's a classic saying that I love you.01:25:08.920 --> 01:25:10.880 Can't say the wrong thing01:25:10.880 --> 01:25:12.448 to the right person.01:25:12.450 --> 01:25:14.178 And you can't say the right01:25:14.178 --> 01:25:15.840 thing to the wrong person.01:25:15.840 --> 01:25:18.056 And I think that's very true with people.01:25:18.060 --> 01:25:19.728 Yeah, and so that's the reality.01:25:19.730 --> 01:25:21.578 And so you kind of have to01:25:21.578 --> 01:25:22.790 cut yourself some slack.01:25:22.790 --> 01:25:24.180 But what can we control?01:25:24.180 --> 01:25:25.570 We can control our behavior.01:25:25.570 --> 01:25:27.238 We can control our thought process01:25:27.238 --> 01:25:29.222 and we can make that the best01:25:29.222 --> 01:25:31.126 possible on the face of the planet.01:25:31.130 --> 01:25:32.520 And if you do that,01:25:32.520 --> 01:25:34.188 there's nothing left on the field.01:25:34.190 --> 01:25:35.298 Man, whenever you race,01:25:35.298 --> 01:25:36.683 you gave it your all,01:25:36.690 --> 01:25:38.080 and that's all that matters.01:25:38.080 --> 01:25:40.296 And if if somebody is unreasonable and they,01:25:40.300 --> 01:25:42.524 you know that's not good enough for them,01:25:42.530 --> 01:25:46.037 then they're not good enough for us.01:25:46.040 --> 01:25:46.704 I mean,01:25:46.704 --> 01:25:48.696 we focus relentlessly on client set,01:25:48.700 --> 01:25:50.355 and if they're inhuman about01:25:50.355 --> 01:25:51.348 everyone being humans,01:25:51.350 --> 01:25:54.094 you know that's the one fatal flaw that01:25:54.094 --> 01:25:56.996 you know no one should be able to have.01:25:57.000 --> 01:25:57.634 But yeah,01:25:57.634 --> 01:25:59.853 I would say if you're if you're01:25:59.853 --> 01:26:01.261 prepping and you're setting01:26:01.261 --> 01:26:03.655 everything up so that you have this01:26:03.725 --> 01:26:05.663 nice structure where you have the01:26:05.663 --> 01:26:08.288 book ends and you kind of have like01:26:08.288 --> 01:26:10.776 the the happiness at the start and01:26:10.776 --> 01:26:12.906 the end and there's organization.01:26:12.910 --> 01:26:14.185 It's really hard for clients01:26:14.185 --> 01:26:16.180 to be upset as long as they're01:26:16.180 --> 01:26:17.830 seeing progress and you're telling01:26:17.830 --> 01:26:19.723 them that things are behind and01:26:19.723 --> 01:26:21.415 you're kind of pointing out where01:26:21.415 --> 01:26:23.148 they they own that timeline.01:26:23.148 --> 01:26:24.958 It's hard to really deal01:26:24.958 --> 01:26:26.830 with any clients you know.01:26:26.830 --> 01:26:27.167 Again,01:26:27.167 --> 01:26:28.515 unless they're ridiculously unreasonable01:26:28.515 --> 01:26:30.730 that aren't going to go with that.01:26:30.730 --> 01:26:32.865 So and it sounded like a Daniel01:26:32.865 --> 01:26:34.958 taking a breath before a comment,01:26:34.960 --> 01:26:36.910 feel free if you have one.01:26:36.910 --> 01:26:38.860 I don't know if I did,01:26:38.860 --> 01:26:41.667 I sorry I there was just probably01:26:41.667 --> 01:26:43.980 just general size of agreement.01:26:43.980 --> 01:26:48.518 11 sizable agreement or size of agreement.01:26:48.520 --> 01:26:50.998 Yeah, both know is the letter.01:26:51.000 --> 01:26:52.648 Yeah, I mean awesome.01:26:52.648 --> 01:26:53.060 Well,01:26:53.060 --> 01:26:55.811 just I really can't stress enough that01:26:55.811 --> 01:26:58.429 pretty much just what you're saying.01:26:58.430 --> 01:27:02.814 There of like the sometimes when things are.01:27:02.820 --> 01:27:05.268 When things seem so daunting in a project,01:27:05.270 --> 01:27:07.558 it's just like I don't even know if01:27:07.558 --> 01:27:11.030 I go where, how, why, what when.01:27:11.030 --> 01:27:12.510 That really it's just that01:27:12.510 --> 01:27:14.320 sometimes that thing of like cool.01:27:14.320 --> 01:27:17.310 You can only know as much as you can know,01:27:17.310 --> 01:27:19.150 but you really do just01:27:19.150 --> 01:27:20.990 at the point that works01:27:21.070 --> 01:27:22.569 sometimes. Like everyone seeing01:27:22.569 --> 01:27:24.200 me on pretty late every so often01:27:24.250 --> 01:27:25.660 and that's just 'cause I'm like.01:27:25.660 --> 01:27:27.436 OK shoot, I've been stressed out01:27:27.436 --> 01:27:29.698 for the past week and I know I01:27:29.698 --> 01:27:31.222 don't have to be stressed out.01:27:31.230 --> 01:27:33.934 Yeah, I just do a couple late nights,01:27:33.940 --> 01:27:38.098 figure it out and then that's that.01:27:38.100 --> 01:27:40.300 Yeah, and if and if your projects are01:27:40.300 --> 01:27:42.588 behind and you're not stressed out, uhm,01:27:42.588 --> 01:27:44.980 I might have to stress you out, yeah?01:27:47.750 --> 01:27:50.165 So I I think most everybody though01:27:50.165 --> 01:27:52.382 is is stressed out on, you know,01:27:52.382 --> 01:27:54.524 on your own and quietly in desperation01:27:54.524 --> 01:27:57.046 in some scenarios, so be be vocal01:27:57.046 --> 01:27:59.809 and let us know so we can help.01:27:59.810 --> 01:28:01.964 I hope that you've gained some01:28:01.964 --> 01:28:03.785 mechanical pieces that you can01:28:03.785 --> 01:28:06.032 implement and I just want to encourage01:28:06.032 --> 01:28:08.186 you that it does take some time.01:28:08.190 --> 01:28:10.128 You know this this particular business01:28:10.128 --> 01:28:12.165 model and this kind of client01:28:12.165 --> 01:28:13.875 relationship does take some time,01:28:13.880 --> 01:28:16.764 so if you can focus on getting.01:28:16.770 --> 01:28:20.698 Kind of, UM, the key tenants in place.01:28:20.700 --> 01:28:23.472 Aw man, it will be a enjoyable01:28:23.472 --> 01:28:26.172 journey as opposed to this, you know,01:28:26.172 --> 01:28:29.300 kind of death March feeling and you can.01:28:29.300 --> 01:28:31.360 You can significantly influence01:28:31.360 --> 01:28:33.420 that on your own.01:28:33.420 --> 01:28:34.830 And that's that's what I want01:28:34.830 --> 01:28:35.535 you to understand,01:28:35.540 --> 01:28:37.857 like you are in charge of that.01:28:37.860 --> 01:28:39.916 And I'm I'm it is a team effort,01:28:39.920 --> 01:28:41.912 uhm, but you have to do your part01:28:41.912 --> 01:28:44.049 and you have to put the effort in.01:28:44.050 --> 01:28:45.556 You have to do these mechanical01:28:45.556 --> 01:28:47.384 things and you know we're all adults01:28:47.384 --> 01:28:49.176 and you know everyone has a certain01:28:49.231 --> 01:28:50.755 number of projects you have to.01:28:50.760 --> 01:28:53.004 You have to take these behaviors01:28:53.004 --> 01:28:55.668 and you have to run with them.01:28:55.670 --> 01:28:57.483 And that's one of the benefits of01:28:57.483 --> 01:28:59.634 our of our style. It clarity is.01:28:59.634 --> 01:29:01.542 It's a pretty hands off management01:29:01.542 --> 01:29:02.390 style overall.01:29:02.390 --> 01:29:03.910 Uhm, certainly that's the goal.01:29:03.910 --> 01:29:04.518 UM, and.01:29:04.518 --> 01:29:06.646 And it's also one of the downsides,01:29:06.650 --> 01:29:08.526 so if you don't have that discipline01:29:08.526 --> 01:29:10.598 and you're not currently employing it,01:29:10.600 --> 01:29:12.651 you know call it out some people's01:29:12.651 --> 01:29:14.204 personalities like they just aren't01:29:14.204 --> 01:29:16.367 geared toward that kind of self motivation.01:29:16.370 --> 01:29:17.870 Or maybe you're going through01:29:17.870 --> 01:29:19.720 a funk or anything like that.01:29:19.720 --> 01:29:20.286 You know,01:29:20.286 --> 01:29:22.550 let us know and team up so you01:29:22.624 --> 01:29:24.578 can get through it, but overall,01:29:24.578 --> 01:29:26.098 just to close this out.01:29:26.100 --> 01:29:28.104 I've been super impressed with so01:29:28.104 --> 01:29:30.494 many of the team members and what01:29:30.494 --> 01:29:33.060 you guys have been doing to ramp up.01:29:33.060 --> 01:29:33.566 And again,01:29:33.566 --> 01:29:35.590 I hope this is helpful material for you.