WEBVTT NOTE duration:"00:56:13.8050000" NOTE language:en-us NOTE Confidence: 0.89107645 c0424d2e-e0d5-4ee9-b90a-7f7ee18fb129 00:00:04.970 --> 00:00:08.710 Is this one was kind of labeled expectations? UM, in NOTE Confidence: 0.89107645 e6ef3736-a52b-4fbb-a0f4-0ec423db77e6 00:00:08.710 --> 00:00:13.198 best practices, so I'll look to kind of stick to that area NOTE Confidence: 0.89107645 76fc02d6-ab81-4c49-88de-de64af0940c9 00:00:13.198 --> 00:00:17.686 with what we're going to talk about. But you know now that NOTE Confidence: 0.89107645 8bf1e1e7-b339-4692-bb4a-9402b8b13b26 00:00:17.686 --> 00:00:22.548 you have been able to have some time with Ron and what he NOTE Confidence: 0.89107645 cf324eeb-40ab-476a-a270-5e7fa5cb1fe0 00:00:22.548 --> 00:00:27.410 does. Basically he and I what we do have Jeremy as well now. NOTE Confidence: 0.90865266 901e0e38-c2c2-4177-880c-8d8d1fe1a796 00:00:28.660 --> 00:00:32.152 'cause you know is working with the business development NOTE Confidence: 0.90865266 1a0fd456-8e03-4053-9a33-e0a76dd4fc1d 00:00:32.152 --> 00:00:37.196 specifically so he he does chase down a little more of the cold NOTE Confidence: 0.90865266 32e7c7df-dac5-45f0-b1a9-1aac2ec0f17c 00:00:37.196 --> 00:00:41.852 stuff for us. You know, like site visitors that hit the site. NOTE Confidence: 0.905764 19790395-fc5f-4298-9e53-6d7197c343cc 00:00:43.450 --> 00:00:46.728 Record their IP pretty much figure out who they are and NOTE Confidence: 0.905764 a099b7f3-5500-491a-92f1-2f9b832ee5b5 00:00:46.728 --> 00:00:50.602 then we you know. Just reach out to him, say. Did you find NOTE Confidence: 0.905764 672c910c-f271-4b05-8896-8be903a016b7 00:00:50.602 --> 00:00:53.880 everything you needed and stuff like that so we do have NOTE Confidence: 0.905764 b1d3605b-68de-42d1-bef6-030e5583418b 00:00:53.880 --> 00:00:56.860 that piece going on as well as some marketing campaigns NOTE Confidence: 0.905764 ebd16e92-0d92-40b9-8ef2-083f2ecec88e 00:00:56.860 --> 00:00:58.350 and things that he's doing. NOTE Confidence: 0.90615004 4d09dc47-a2db-46a0-a077-58790fa93450 00:00:59.740 --> 00:01:05.662 Past that, for the most part, so Ron and I pretty much take the NOTE Confidence: 0.90615004 787eccc1-8cf1-4418-ae07-adb1c9e43414 00:01:05.662 --> 00:01:11.584 leads that come in and uh, and go all the way through to on NOTE Confidence: 0.90615004 01881259-5c1d-408a-9837-50069002e49b 00:01:11.584 --> 00:01:17.083 boarding it to the team. Iran's main piece really is kind of the NOTE Confidence: 0.90615004 238d8ed3-b601-4093-ae2f-c3c362a66cce 00:01:17.083 --> 00:01:21.736 the technical sales person, so he really kind of runs the NOTE Confidence: 0.90615004 1e222650-8fef-40b6-a758-dec75992a566 00:01:21.736 --> 00:01:27.658 demos. Yeah, so I will take a lead when it comes in. I'm going NOTE Confidence: 0.90615004 61becc23-7021-4393-aa12-9ccb676d8b6c 00:01:27.658 --> 00:01:29.773 to reach out to them. NOTE Confidence: 0.89862907 7ec7b4a2-32c9-4397-b5f0-d01f5457e73b 00:01:29.860 --> 00:01:34.018 An my job initially is to figure out whether it's going NOTE Confidence: 0.89862907 bef0f9c3-11ec-4336-a394-8a4f006f6eac 00:01:34.018 --> 00:01:38.932 to be a good fit for us or not OK, and um, that NOTE Confidence: 0.89862907 ce06e804-984d-49a4-8cc8-f6797c83f542 00:01:38.932 --> 00:01:43.090 obviously is the usual stuff like you know, do I think NOTE Confidence: 0.89862907 58f5ad40-e0f1-4cd8-bccd-d9e48bd6a6b3 00:01:43.090 --> 00:01:46.870 they have budget? Does their project, you know, is it NOTE Confidence: 0.89862907 bd549e23-f625-4b22-b279-3ef793979216 00:01:46.870 --> 00:01:52.540 going to be noise or is it is it? Is it really going to fit NOTE Confidence: 0.89862907 a93fbb77-6f7f-4a85-ac16-3b42c5422572 00:01:52.540 --> 00:01:53.674 what we do? NOTE Confidence: 0.9320791 50853978-a9ac-46a4-a2b1-a29d11dc4303 00:01:55.020 --> 00:01:58.950 No 'cause? Uh, that's that's kind of an important piece NOTE Confidence: 0.9320791 fe18b934-1aba-42bf-bffe-a88d7fe73344 00:01:58.950 --> 00:02:03.666 to the one thing I don't want to do is bring on NOTE Confidence: 0.9320791 e4c30b97-c305-42f9-b306-0aabf454da5f 00:02:03.666 --> 00:02:07.596 something that is just going to cause issues with the NOTE Confidence: 0.9320791 d13c1a1a-e3cc-41ad-aaae-5b2ea8024807 00:02:07.596 --> 00:02:11.133 team. And, um, whether that's it's. It's a project NOTE Confidence: 0.9320791 798fb757-60fe-421e-9eb6-7e7386cdf08f 00:02:11.133 --> 00:02:14.670 that really isn't in our wheelhouse. Or perhaps it NOTE Confidence: 0.9320791 c8914c95-4f4e-49ae-b751-78b18b1a814c 00:02:14.670 --> 00:02:18.600 seems like it's going to be somebody who possibly isn't NOTE Confidence: 0.9320791 1da170e2-3aaa-4178-bfdb-40d475a278fa 00:02:18.600 --> 00:02:20.172 easy to work with. NOTE Confidence: 0.9044008 58f7a657-2cd8-4959-82b1-294c9bec50cf 00:02:21.330 --> 00:02:25.170 Or there can be all kinds of little things and and nuances NOTE Confidence: 0.9044008 b37d3b31-de0c-49ef-b584-ac09a451eb64 00:02:25.170 --> 00:02:29.970 that I look for and I try to to find out initially when I'm when NOTE Confidence: 0.9044008 aaf75867-a9dc-4b7a-b30b-50e942374f21 00:02:29.970 --> 00:02:33.810 I'm talking to him, I get a sense of what the whole NOTE Confidence: 0.9035914 d636fe28-e27f-42bd-9636-803a9ae584d4 00:02:33.810 --> 00:02:39.610 situation is. And so you know, I basically kind of dissect what NOTE Confidence: 0.9035914 de6a5655-6ff2-4f67-bf65-b3c6955f0e85 00:02:39.610 --> 00:02:42.256 they're doing. Um, I do not. NOTE Confidence: 0.91629815 4f3235ba-b23d-4c7e-a400-4506c0c58b78 00:02:42.830 --> 00:02:46.187 Technically have any kind of a developers background. UM, NOTE Confidence: 0.91629815 c63c3e02-536c-4d54-bf2d-53435aa5cb64 00:02:46.187 --> 00:02:50.663 I, I just for fun on the side. Have over the years, NOTE Confidence: 0.91629815 a0e9bbc6-39c9-433e-983a-1e1122351830 00:02:50.663 --> 00:02:54.766 build sites and stuff like that, but for the most part, NOTE Confidence: 0.91629815 f89c7ca0-0a13-418b-88bf-ed0da3ff5c0b 00:02:54.766 --> 00:02:56.631 I'm not a true developer. NOTE Confidence: 0.8805729 87c62bf1-d532-4dda-a2be-b7f14ad966dd 00:02:57.740 --> 00:03:01.925 Even though I do like to learn so I you know, I do pick things NOTE Confidence: 0.8805729 3e67a113-b0af-4260-8b26-4a224e0385aa 00:03:01.925 --> 00:03:04.157 up in and, uh, you know I can, NOTE Confidence: 0.8956333 6ba5d675-3bfa-4f7b-bb64-0b1c2c71d55b 00:03:04.157 --> 00:03:09.592 you know? Talk to, you, know, a certain amount of things, uh, so NOTE Confidence: 0.8956333 5c58a7de-c5de-42ef-8e5d-ed755e69986c 00:03:09.592 --> 00:03:14.940 past that what I do is see what the, uh, see what the project NOTE Confidence: 0.8956333 f5cfd984-90ff-4aa4-a5a9-fb5b31db148c 00:03:14.940 --> 00:03:19.142 is. See if they might have budget. If everything looks to NOTE Confidence: 0.8956333 4ef8c7bf-6766-40f4-8175-604514d10d1d 00:03:19.142 --> 00:03:25.254 be a fit, then I'm going to flip it to a demo. And so I'll just NOTE Confidence: 0.8956333 a20882a6-f103-4a81-b056-4eac1e23e833 00:03:25.254 --> 00:03:30.220 say we're going to set that up for going to go through your NOTE Confidence: 0.8956333 83accda1-6823-4cfd-8ba5-fea403cc9f25 00:03:30.220 --> 00:03:34.040 scope. We're going to figure out what exactly you are. NOTE Confidence: 0.9168717 ba985ed5-549a-4d00-8d03-c7fcea460b1d 00:03:35.050 --> 00:03:38.858 What exactly your requirements are and from there? NOTE Confidence: 0.91804874 c9896c98-5aae-4ec5-a836-486535c02013 00:03:39.430 --> 00:03:42.274 We're going to take that information and we're going NOTE Confidence: 0.91804874 35187934-b66b-4e5f-a13c-a10d59954fb5 00:03:42.274 --> 00:03:45.434 to look to push it to actually giving you some NOTE Confidence: 0.91804874 97011b99-79a8-4af8-b77e-05096803e70f 00:03:45.434 --> 00:03:46.066 detailed estimates. NOTE Confidence: 0.42994535 0b814155-a0b0-46ec-ab9e-eb04ff7f7418 00:03:47.650 --> 00:03:48.290 So. NOTE Confidence: 0.88179266 16aa042f-0dd9-4735-840b-55eba6483640 00:03:49.310 --> 00:03:54.420 From there, so we're just going to kind of pick up from there an NOTE Confidence: 0.88179266 177c5f95-fa84-469f-bd79-4f29354315ef 00:03:54.420 --> 00:03:59.165 Ann look to talk. Kind of from that process going on. So we NOTE Confidence: 0.88179266 6c737a1a-a495-4706-9923-3f1b887d3c60 00:03:59.165 --> 00:04:03.545 were, uh, we're going to set up that demo call, and that's NOTE Confidence: 0.88179266 846d3d27-3c40-4026-91a4-f64b39b4df9d 00:04:03.545 --> 00:04:08.290 really the point where so Ron will come in and he will run. NOTE Confidence: 0.88179266 84aa39ab-ba5d-438a-91d7-ace6381d3728 00:04:08.290 --> 00:04:11.940 Those calls were really gonna in heavy detail revu there. NOTE Confidence: 0.91956073 f363d0df-204b-4284-9f50-793efb5ab3ab 00:04:12.520 --> 00:04:17.360 Requirements and roll through the scenario. Um, Ron will look NOTE Confidence: 0.91956073 3073a915-2bcc-4e83-9fc6-ef5ad5dd6fe1 00:04:17.360 --> 00:04:22.684 to a post. You know various questions asking him. Have you NOTE Confidence: 0.91956073 bc7845b0-8053-4d78-bebb-8657b970a974 00:04:22.684 --> 00:04:27.040 thought through this process? Have you thought through that NOTE Confidence: 0.91956073 aaac26bc-cabe-4a32-a64c-c74cd2f9ec74 00:04:27.040 --> 00:04:33.332 process and we do truly try to uncover as much as we can? NOTE Confidence: 0.8824759 febb5507-d49a-4fa8-94be-11138b457ea5 00:04:34.370 --> 00:04:38.429 On that front process, so we're definitely not just sprang some NOTE Confidence: 0.8824759 79f07aff-c109-4d47-a550-01461368eb3a 00:04:38.429 --> 00:04:42.119 estimates out there and Anna throwing into the team. That's NOTE Confidence: 0.8824759 3782468d-91f5-4edc-bbd6-207aa058da94 00:04:42.119 --> 00:04:44.702 not our style at all, and in NOTE Confidence: 0.8303042 684a8459-1a9e-4d3e-9de8-a2d241d802d1 00:04:44.702 --> 00:04:49.060 fact. Sometimes we are probably so honest that we lose deals. NOTE Confidence: 0.9121062 0c1c8816-06fd-47a3-86a2-8ac69bb08f2b 00:04:51.880 --> 00:04:57.424 But we're just not going to say it's 80 grain an it's really 200 NOTE Confidence: 0.9121062 094f646a-7cbc-4c3b-b654-fc5bad49d3ae 00:04:57.424 --> 00:05:02.176 you know, or 150. You know it's obviously projects do tend to NOTE Confidence: 0.9121062 297d500c-e71e-46cb-aa5e-d485431c71c9 00:05:02.176 --> 00:05:07.324 maybe go over a bit, but that's not necessarily always on us. A NOTE Confidence: 0.9121062 143f5969-2aa5-4d7b-b290-d2658507d762 00:05:07.324 --> 00:05:12.472 lot of times the client just in the process is going to figure NOTE Confidence: 0.9121062 6c6ff919-c6c0-4627-8eff-6e3d66cdc158 00:05:12.472 --> 00:05:14.452 stuff out right, yes, but. NOTE Confidence: 0.88020027 fc083b1c-a427-41ef-8aad-e6ef96209059 00:05:15.790 --> 00:05:22.330 So you know we we do try to look at that and kind of lock NOTE Confidence: 0.88020027 9a0c2a72-c00a-42d8-8a6e-076cdb23bf42 00:05:22.330 --> 00:05:27.562 down on their scope as best as possible and come in from NOTE Confidence: 0.88020027 eacfd15c-d4b9-4349-ad92-2c4ef5e2eebe 00:05:27.562 --> 00:05:32.358 that. We take some heavy notes on that call. We do NOTE Confidence: 0.88020027 42cd3dbf-3611-4163-9d06-e45a7fb8e6fd 00:05:32.358 --> 00:05:36.718 actually take those. Com notes an we will store those NOTE Confidence: 0.88020027 a5bf860d-61f7-4b50-b8b5-2ba87eb4ca3f 00:05:36.718 --> 00:05:41.078 within the uh, at that time the client proposed folder NOTE Confidence: 0.88020027 467aa5b9-8e1b-4dbd-84da-85bbc3c89564 00:05:41.078 --> 00:05:42.386 and that one. NOTE Confidence: 0.9011535 e48e6555-8211-4753-ac9d-75e402f3637c 00:05:44.170 --> 00:05:46.711 That one will stay there, so it's a nice thing if. NOTE Confidence: 0.87909526 64ce9185-b2d3-4cd1-bf4b-46e1bc55e400 00:05:47.630 --> 00:05:51.270 You know, as we start to on board it to the team, you NOTE Confidence: 0.87909526 9f852c5a-2cc6-437e-bb92-0e53d7791379 00:05:51.270 --> 00:05:54.350 actually do have those full nodes. If we do some call NOTE Confidence: 0.87909526 dd470a01-e3d9-4639-80f0-0bbfce4ce563 00:05:54.350 --> 00:05:57.150 recordings, we also have that in a folder for recordings, NOTE Confidence: 0.87909526 01cbcc4f-ad42-433a-9f2d-8eba72de5b4a 00:05:57.150 --> 00:06:00.790 so you'll have all that kind of stuff and so at least the NOTE Confidence: 0.87909526 83f1b40d-9b2e-4974-9fae-ad9c75cef26b 00:06:00.790 --> 00:06:01.910 PMS and such can. NOTE Confidence: 0.90524536 9fec78b6-c7df-423b-b656-150e3610f6c3 00:06:03.540 --> 00:06:05.650 Really review all that information. NOTE Confidence: 0.8874228 294e4521-dc9f-46bd-ab51-bc4afd72646a 00:06:06.680 --> 00:06:11.201 So it's really, it's, uh, definitely kind of helps on the NOTE Confidence: 0.8874228 2e95b7a7-4050-44ad-bcfc-4e2283b24e4b 00:06:11.201 --> 00:06:16.544 on boarding as well, so we take those heavy notes, Uh, and then NOTE Confidence: 0.8874228 af28da8a-31e9-4f66-a717-9a68803f5fff 00:06:16.544 --> 00:06:22.298 ran from there is going to look to create that scope out. So we NOTE Confidence: 0.8874228 fdd6f0d1-8c8e-41cd-9c7d-bb0708f6d482 00:06:22.298 --> 00:06:28.052 start in what, uh? What we use is a I'm going to guess that NOTE Confidence: 0.8874228 6c9ccd94-fdb1-45a5-a39a-196e80cb3390 00:06:28.052 --> 00:06:30.929 Ron probably already showed you this yesterday. NOTE Confidence: 0.91667765 5f80df11-1c28-4540-83be-5acc7ec12186 00:06:31.980 --> 00:06:39.316 Uh, no, so the This is where we start. And this is, uh, this NOTE Confidence: 0.91667765 79c33ea5-bb65-46c2-97ce-c6c50e6ea7ef 00:06:39.316 --> 00:06:41.936 is our initial project estimates NOTE Confidence: 0.9375467 bb036651-5645-4619-8d50-66370e5bc12e 00:06:41.936 --> 00:06:45.822 worksheet. Now honestly alot of NOTE Confidence: 0.91559356 088de74f-edea-4f93-8319-5a1e6128d929 00:06:45.822 --> 00:06:53.136 people just. Love this and they don't want me to put it in a NOTE Confidence: 0.91559356 011dfc80-95d3-4598-abfc-125ddfdce6d6 00:06:53.136 --> 00:06:59.058 nice pretty proposal, but a lot of times what happens is or or a NOTE Confidence: 0.91559356 863a278d-2676-4fc9-a0ef-74bce7b1bc3a 00:06:59.058 --> 00:07:04.980 number of times we will start here and we as you can see we NOTE Confidence: 0.91559356 c5f7ded7-1832-4661-bb2e-9e510f8395b4 00:07:04.980 --> 00:07:07.095 line item everything out that. NOTE Confidence: 0.9416667 974794ab-df51-4908-9897-c66c551b5023 00:07:07.900 --> 00:07:13.581 Is going to make up? That's gonna you know be the full scope NOTE Confidence: 0.9416667 78844eee-40a2-4945-be01-1333f2c4a50f 00:07:13.581 --> 00:07:19.699 of the project. So we are doing every bit of the tasks that we NOTE Confidence: 0.9416667 ab9c45c5-e908-4eb9-b011-3ea13439ac23 00:07:19.699 --> 00:07:24.069 believe it's going to take to actually complete the project. NOTE Confidence: 0.90299493 5314bf10-b051-4387-a7ce-aebd00ad3cc5 00:07:24.880 --> 00:07:30.690 An as many as we've done. I can run and I obviously have been NOTE Confidence: 0.90299493 5398c287-54c8-481f-acb8-84fa5e6ef691 00:07:30.690 --> 00:07:35.670 here for many years and have been involved in in many many, NOTE Confidence: 0.90299493 5693cb11-2790-47c6-aee1-a2bf083411b9 00:07:35.670 --> 00:07:41.065 many projects as well as I don't even know the number that we've NOTE Confidence: 0.90299493 bacae795-72f2-4c37-b55b-c6b9952c7503 00:07:41.065 --> 00:07:45.630 proposed for people. So we've gotten pretty good at this, and, NOTE Confidence: 0.90299493 8118e484-35f8-42cf-83dc-fec7ad00f0ed 00:07:45.630 --> 00:07:49.365 uh, where usually fairly confident, you know. Uhm, in, NOTE Confidence: 0.90299493 639793b6-6bc7-44d4-b858-f443e9ebb3bb 00:07:49.365 --> 00:07:53.515 uh, what we're what we're going out on these projects. NOTE Confidence: 0.8906487 d3aa4354-932d-46fa-8b0b-4f702255a825 00:07:54.390 --> 00:07:59.444 But we do try to as you see, be fairly detailed in what we're NOTE Confidence: 0.8906487 16e77f2f-7651-4ed8-af9c-1534a270aa2a 00:07:59.444 --> 00:08:04.498 doing and get a true scope. So what we do is we take this. NOTE Confidence: 0.9413128 a6503b2e-ab82-4544-aad1-b872eb4494cc 00:08:05.160 --> 00:08:10.750 We actually build this out and then I will reach back out to NOTE Confidence: 0.9086324 97f6d2fe-6d45-4721-9eb9-4d62051dcb7f 00:08:10.750 --> 00:08:15.976 them. Usually we take about, you know, uh, two to three days to NOTE Confidence: 0.9086324 3c5ae989-8e69-4ed3-998e-5128165eb59b 00:08:15.976 --> 00:08:21.271 get this done. And then, uh, I will reach out to him an I will NOTE Confidence: 0.9086324 bff347e0-35bb-4b38-bc38-ffaa469eda05 00:08:21.271 --> 00:08:23.389 set up in estimates review call. NOTE Confidence: 0.9206353 d74dabc1-db47-4780-bfec-c01cde60fc18 00:08:24.220 --> 00:08:28.279 And for that estimates review call, I'm just saying hey look, NOTE Confidence: 0.9206353 c460b66f-bb4a-4f6f-93d5-d086dce1e6d6 00:08:28.279 --> 00:08:33.814 um Mike, we want to jump in on a call we built out the initial NOTE Confidence: 0.9206353 7144de15-a026-4312-835d-d3e97cf8f661 00:08:33.814 --> 00:08:38.242 scope, but we want to roll through the line items with you NOTE Confidence: 0.9206353 27809ddd-c93d-4522-8815-5008b427e8a4 00:08:38.242 --> 00:08:42.670 and sure this meets your vision and is what you're looking for. NOTE Confidence: 0.9206353 76bdaa1d-7f52-4636-b341-4e53ea4fc420 00:08:42.670 --> 00:08:46.729 So we're going to answer all your questions and from that NOTE Confidence: 0.9206353 e35f3158-afbe-4793-a5f8-ffa4c9a39866 00:08:46.729 --> 00:08:50.419 feedback we're going to look to actually make any adjustments NOTE Confidence: 0.9206353 742ca292-809e-4d20-bdfd-723c9747188d 00:08:50.419 --> 00:08:54.478 that that may be necessary to even lock it in further. NOTE Confidence: 0.9232808 bc8d2b35-b920-404b-af66-728075ba60ed 00:08:55.370 --> 00:08:58.980 And from that we're going to go ahead and, uh. NOTE Confidence: 0.89430636 03ce4e68-568a-454c-8abe-7e0a63cf2b0e 00:08:59.770 --> 00:09:03.334 Have that called. We're gonna get a very good sense really. NOTE Confidence: 0.89430636 6e06e618-b49e-4b6a-97ca-606846424316 00:09:03.334 --> 00:09:06.898 From that point of whether it's a real deal or not. NOTE Confidence: 0.87366766 c4c9ad0e-3039-4df1-9d9e-c8bfe3861282 00:09:08.140 --> 00:09:13.223 An 'cause even though on that initial call we do try to drop NOTE Confidence: 0.87366766 12c5a26b-c573-4f18-b035-6273d4078829 00:09:13.223 --> 00:09:15.178 numbers and actually on my NOTE Confidence: 0.88207644 a2bd5e17-a07e-49a9-8dc0-d3aef060cf7a 00:09:15.178 --> 00:09:19.474 initial call. Um, sometimes he'll email communication just NOTE Confidence: 0.88207644 e129d619-bce8-4da1-85fb-220dc03acda5 00:09:19.474 --> 00:09:25.042 depending on the the person and how they respond. Yeah, but the NOTE Confidence: 0.88207644 cb7f396f-0b4c-41f3-9a57-8c405d5f3ecb 00:09:25.042 --> 00:09:31.074 uhm, you know, I'm I'm going to really kind of talk to some NOTE Confidence: 0.9066657 0395ad6c-2d8c-4c22-b54c-12e05b73f8f1 00:09:31.074 --> 00:09:37.908 numbers and. While I do want to get them into a demo cost so we NOTE Confidence: 0.9066657 22ac7a8b-6bd6-41a5-ab78-aebbd03734f7 00:09:37.908 --> 00:09:42.926 can establish that value at the same time I don't want to bring NOTE Confidence: 0.9066657 f1d71ef0-c5eb-4984-a46c-9a88ee30d1d9 00:09:42.926 --> 00:09:47.944 something in where a guy thinks it's gonna be 5 grand and it's NOTE Confidence: 0.9066657 6aa6c559-2e31-46a9-ac40-95f77ac4bad0 00:09:47.944 --> 00:09:53.734 really 80 grant. Yeah, so you know. So I what I tend to do is NOTE Confidence: 0.9066657 a7eee81b-06a4-4ef7-9e91-723f983ac658 00:09:53.734 --> 00:09:57.980 our base price on like our E Commerce implementation is about NOTE Confidence: 0.9066657 92e7017c-ef4a-4609-8158-bbccc9283d8b 00:09:57.980 --> 00:09:59.910 30 gram. That is, uh. NOTE Confidence: 0.88750327 50870cb0-392f-4990-a1c2-cf829599f3bb 00:10:00.460 --> 00:10:05.465 If we're standing up a store you know not really any NOTE Confidence: 0.88750327 9a35b263-e405-46b1-9d89-30680d4a0112 00:10:05.465 --> 00:10:10.470 customizations going on, uh, it's just going to be an upfront NOTE Confidence: 0.88750327 b3354348-13b7-463c-9836-f8c530bbb20c 00:10:10.470 --> 00:10:15.475 discovery up a standard design and we're going to build that NOTE Confidence: 0.88750327 fc556f89-a62f-4566-96b2-f1967232ce7a 00:10:15.475 --> 00:10:21.845 out. We're going to QA it. We're going to go live with it, and NOTE Confidence: 0.88750327 d3077419-403f-492d-a586-c920e8cbb4b9 00:10:21.845 --> 00:10:26.395 that pretty much would be about 30 grand e-commerce store. NOTE Confidence: 0.040408015 60444dbc-75ec-4dee-9dc7-0578ce95bb22 00:10:27.420 --> 00:10:28.320 Um? NOTE Confidence: 0.9110085 ee7b5179-e914-496a-b2e9-330681057f9c 00:10:29.400 --> 00:10:33.638 So what I typically do is I kinda take the base stuff. Now NOTE Confidence: 0.9110085 24d16afe-3aec-4b97-b6b9-87263a235493 00:10:33.638 --> 00:10:38.854 if the guy comes to me and he's like I need a store, but I also NOTE Confidence: 0.9110085 39e1f4da-e42a-4280-b760-b7cc4c3acd8d 00:10:38.854 --> 00:10:42.766 need an auction piece to it an I'm gonna need some drop NOTE Confidence: 0.9110085 614be8c9-cb26-4525-9e2a-79bbaa334df0 00:10:42.766 --> 00:10:47.004 shipping on this piece of it and I need to just getting all NOTE Confidence: 0.8949037 4088e68c-bf46-433d-9c01-76bb51abedac 00:10:47.004 --> 00:10:50.989 crazy. I'm going to then go OK. Well, let's see. That's another NOTE Confidence: 0.8949037 98e8fd90-3aba-4c73-a8e8-a25e37675f44 00:10:50.989 --> 00:10:54.058 10 grand. That's another 20 grand. That's another 30, so I NOTE Confidence: 0.8949037 f297f85f-2d2a-488e-a2cb-60eba51ff5ab 00:10:54.058 --> 00:10:58.243 will bump it up so I don't just say yeah, it starts at 30 grand NOTE Confidence: 0.8949037 15c07b0b-c24c-49d1-9d65-e6cd609ce7bb 00:10:58.243 --> 00:11:02.149 if I think the guys gonna be at like 80. But I might say NOTE Confidence: 0.8949037 e7eadef5-ba36-456d-bd10-e891b164c247 00:11:02.149 --> 00:11:05.497 listen, I think you sound like you could be around that like NOTE Confidence: 0.8949037 29232bf8-6389-40c5-b5e6-39208ad92d5a 00:11:05.497 --> 00:11:09.403 40 to 60 area. So I just try not to scare them away, yeah. NOTE Confidence: 0.8826202 a53305e6-1445-47f3-a119-3e2648e9758f 00:11:11.070 --> 00:11:17.258 So I kind of give more base numbers, uh, to to to move them NOTE Confidence: 0.8826202 bce9b411-d75b-4411-9430-099647babd35 00:11:17.258 --> 00:11:23.446 to that demo. Uhm, and an really just kind of bring him in so NOTE Confidence: 0.8826202 588db33e-240f-4683-9700-2f8b8f8d78bb 00:11:23.446 --> 00:11:28.308 they can learn more of why our architecture really has certain NOTE Confidence: 0.8826202 6615e159-5639-46a4-a871-bfa2fafa7eb0 00:11:28.308 --> 00:11:33.170 things over other products out there. And so from that point NOTE Confidence: 0.8826202 2044e8a0-3dd4-4bfb-b8de-c748002cdd3e 00:11:33.170 --> 00:11:38.916 which we do up front, a stab Lising that as well, which I NOTE Confidence: 0.8826202 5717a511-2532-4c83-b449-a4680e25ae3e 00:11:38.916 --> 00:11:41.126 didn't really touch on, but. NOTE Confidence: 0.87951773 5a7dd26a-18ce-4872-a604-af62026eced4 00:11:41.560 --> 00:11:46.213 Um, we do. Have you know certain things about our architecture? NOTE Confidence: 0.87951773 42d5747b-5b15-47da-99f0-e5b73c1f9b2e 00:11:46.213 --> 00:11:51.289 That's slightly different, and, um, the main piece of it is that NOTE Confidence: 0.87951773 c00dccdf-bbc4-45f7-b29a-9e594a73d427 00:11:51.289 --> 00:11:55.519 are the way that our architecture was billed as it's NOTE Confidence: 0.87951773 f8e7ae10-994a-405a-9061-b59a4152931e 00:11:55.519 --> 00:11:56.788 really gonna modular. NOTE Confidence: 0.9132793 7cc27d60-87ee-47cc-a7d7-2fa7009f082b 00:11:58.350 --> 00:12:03.762 Architecture where we can just plug in these, uh, these varying NOTE Confidence: 0.9132793 832bcadd-799f-4b7d-b760-c59f4088a2a0 00:12:03.762 --> 00:12:08.190 functionality pieces. So there's dashboards. There's a check out NOTE Confidence: 0.9132793 83cf1ed0-b0fe-4306-a260-6a09560b9a29 00:12:08.190 --> 00:12:13.110 there is reporting you know. So there's all these different NOTE Confidence: 0.9132793 0ebaf41f-b42e-4333-b4a3-c77f9282455e 00:12:13.110 --> 00:12:18.522 functionality pieces that we can just plug in like Legos and. NOTE Confidence: 0.93547964 5de9865d-877a-4b69-9e52-0a8cd84d20ce 00:12:19.440 --> 00:12:23.653 That way we can give the client whatever they're looking for NOTE Confidence: 0.93547964 0721ad9c-a7e4-4e36-aec8-94bc46fbbea8 00:12:23.653 --> 00:12:28.249 with our legos that fit to their specific project. And then the NOTE Confidence: 0.93547964 0ac33e14-7557-48e1-816d-1d18a75b7dc7 00:12:28.249 --> 00:12:32.462 beautiful thing about the architecture is if they all of a NOTE Confidence: 0.93547964 72ffc44f-95e7-446a-8d1f-47776a75b88d 00:12:32.462 --> 00:12:37.058 sudden a year or two later come back to us and say. NOTE Confidence: 0.91019064 2abd1282-1327-4c8c-a842-b6f62f43b3ee 00:12:37.760 --> 00:12:44.315 Oh Man, I need to add a you know, a bar code scanning in the NOTE Confidence: 0.91019064 e255b23a-6b23-4502-b48a-a2872596f8f6 00:12:44.315 --> 00:12:49.559 in shipping. Uhm and we just didn't have it. You know that NOTE Confidence: 0.91019064 47e214cb-90d3-4d56-834a-6a1d6aedfaae 00:12:49.559 --> 00:12:53.929 would be something we could actually build that module out NOTE Confidence: 0.91019064 a10a4df0-f6ed-4255-93b8-deefa065d611 00:12:53.929 --> 00:12:58.299 for them and just plug it into their existing store. NOTE Confidence: 0.90207446 da5b479b-b47e-49a3-86ae-10bcd1066ffb 00:12:59.890 --> 00:13:04.030 It allows us to be able to say listen, unlike a product NOTE Confidence: 0.90207446 f435f8ab-5c37-443d-b123-e9f352e9933d 00:13:04.030 --> 00:13:08.170 out there like a Shopify or or you know many other big NOTE Confidence: 0.90207446 77290460-2c65-4c71-9a3c-354bd98574e1 00:13:08.170 --> 00:13:11.275 comma, all kinds other products that are out there. NOTE Confidence: 0.917952 c57e07ae-d1ce-4a71-894e-468bf91b3714 00:13:12.580 --> 00:13:16.551 They mainly do what they do, so especially the sass models, NOTE Confidence: 0.917952 a6ff79be-2a9c-4533-b9ce-6d8ef81cb94f 00:13:16.551 --> 00:13:20.161 those system as a service. Models definitely do what they NOTE Confidence: 0.917952 e519fbea-6242-4554-9cab-6a2d801c76ee 00:13:20.161 --> 00:13:23.771 do. There is some minor customizations, but for the most NOTE Confidence: 0.917952 8dab9c55-bfd5-4e16-ab42-8048d7d0686c 00:13:23.771 --> 00:13:27.742 part you're getting them and they better just do what they're NOTE Confidence: 0.917952 88e66e82-ff44-4cd1-932b-db218f42f7ab 00:13:27.742 --> 00:13:31.352 gonna do and and cover all your business processes because NOTE Confidence: 0.917952 89268577-06f1-44dc-b002-41dbb4a6cea5 00:13:31.352 --> 00:13:32.796 that's what you're getting. NOTE Confidence: 0.9145415 c123f9b9-2f3b-4c0d-81be-d22b252a8add 00:13:34.000 --> 00:13:36.640 And it's rare that you're really going to be able to NOTE Confidence: 0.9145415 842c9ca4-5f01-4df1-8373-71922e3a31d5 00:13:36.640 --> 00:13:39.040 find any kind of, uh, you know other additional things NOTE Confidence: 0.9145415 46880973-478a-4ca5-a586-eb11c158b0a1 00:13:39.040 --> 00:13:40.480 that you can plug into it. NOTE Confidence: 0.9126359 bff18d21-f9f7-40bc-8a7c-34f220f4f4cb 00:13:42.040 --> 00:13:46.080 For Real functionality additions, anyway, so that is NOTE Confidence: 0.9126359 81eafd4d-5cb0-4089-ab15-f8631fcdb27a 00:13:46.080 --> 00:13:52.140 something where it allows us, and that's kind of the play that NOTE Confidence: 0.9126359 9bccffbf-7f46-4230-95d5-3f90769fe6bd 00:13:52.140 --> 00:13:57.695 we have. So you'll you know you'll find that our projects NOTE Confidence: 0.9126359 36f7233a-ad16-4295-b942-ec164e7054cc 00:13:57.695 --> 00:14:03.250 tend to be slightly customized, and that's what draws people to NOTE Confidence: 0.9126359 60dd7bc6-c3d0-449f-b6ba-ada4cc17acd0 00:14:03.250 --> 00:14:09.310 our E Commerce platform is the fact that they can customize to NOTE Confidence: 0.9126359 a38f1e99-cb2e-4451-80c1-d63413b8659c 00:14:09.310 --> 00:14:10.825 their specific business NOTE Confidence: 0.91007036 113f963c-d662-4fd7-9c1d-a491a1c4d540 00:14:10.825 --> 00:14:15.961 processes. Or user experience that they might need for their NOTE Confidence: 0.91007036 efd71f80-79d7-488c-b730-02e13abe5698 00:14:15.961 --> 00:14:20.251 for their business, and that's what makes our our architecture NOTE Confidence: 0.91007036 fa767e66-e11f-4baf-a7ed-f6b9cbbd7ae3 00:14:20.251 --> 00:14:25.399 quite a bit better than some of those other products out there. NOTE Confidence: 0.91007036 b2b1baaa-1f9c-4e73-8da6-376dc0f10128 00:14:25.399 --> 00:14:30.547 And it's just very expandable and allows them to do any kind NOTE Confidence: 0.91007036 4dedd534-bf3e-4215-b79f-e0cffbd614ce 00:14:30.547 --> 00:14:32.692 of custom workflows that they NOTE Confidence: 0.9138453 3ad0aaa8-257a-4622-8795-830cf02112d0 00:14:32.692 --> 00:14:36.937 might need. So from there, um, we you know, obviously establish NOTE Confidence: 0.9138453 a6c30782-0da0-4054-8157-a66522f9dedb 00:14:36.937 --> 00:14:41.006 all of that. But we're going to really look to get them into NOTE Confidence: 0.9138453 ec1ed37a-8848-49cc-a6dc-b3a7b6ecf8bc 00:14:41.006 --> 00:14:45.075 that demo phase to really add the value and show them some of NOTE Confidence: 0.9138453 d387fdbe-cb8b-4648-bdcd-80b95dedbf95 00:14:45.075 --> 00:14:46.953 the really cool things that we NOTE Confidence: 0.89819884 2f3c0219-4391-4e73-9146-1b74c8537178 00:14:46.953 --> 00:14:52.586 can do. And from there, if you know I've said its 40th 60 and NOTE Confidence: 0.89819884 8dc7f007-159b-4461-ae2c-227a3b662aaf 00:14:52.586 --> 00:14:58.031 we get on the call and it looks like it's gonna be you know 60 NOTE Confidence: 0.89819884 13770dde-61b2-489e-b6ce-78f58a12809b 00:14:58.031 --> 00:15:03.113 to 80. Uhm, we have at least shown the value of what we can NOTE Confidence: 0.89819884 ce0d151c-3916-4372-a0e8-bfbb68a8fa55 00:15:03.113 --> 00:15:08.195 do. So I'm not just telling them You know hey it's 80 grand any NOTE Confidence: 0.89819884 b14f7be3-763f-4963-982e-63c51a37ff9a 00:15:08.195 --> 00:15:12.188 day just Oh God no there's no way I'm paying that. NOTE Confidence: 0.9111195 7305bb72-7c94-4bc4-bd81-23c8e73ce660 00:15:13.950 --> 00:15:18.251 But you know the other nice piece about our, uh, our NOTE Confidence: 0.9111195 d08238be-d787-4543-85ec-0982913bf452 00:15:18.251 --> 00:15:22.552 offering as well is that we are just a one time NOTE Confidence: 0.9111195 196f5b7a-28fa-4b4b-88d5-2042ec46186d 00:15:22.552 --> 00:15:26.071 implementation cost. So we come in, we build it. NOTE Confidence: 0.9456447 9cac536c-4594-40f9-9b69-1fab9ff960a0 00:15:27.500 --> 00:15:33.404 Launch it for you and then there are no further ongoing required NOTE Confidence: 0.9456447 d8f613c8-336f-4056-9cbe-a7f75d788296 00:15:33.404 --> 00:15:37.832 costs or licensing fees or anything else from us. NOTE Confidence: 0.9415031 4c164a54-5dcf-43d4-bfe6-059bb061b552 00:15:38.740 --> 00:15:42.065 So a lot of products out there. NOTE Confidence: 0.88402456 f6a4e4a2-1be7-4d3d-83b0-008d0ed51f6e 00:15:42.660 --> 00:15:46.680 Do have ongoing licensing fees? Uhm, and that's something that NOTE Confidence: 0.88402456 28c1d0e4-db39-4764-aac3-be59a57a5994 00:15:46.680 --> 00:15:51.504 you know that you're going to have an. It's pretty common on NOTE Confidence: 0.88402456 0757e05d-de72-4a95-b7c2-b219a2b91a27 00:15:51.504 --> 00:15:53.514 on just about every product. NOTE Confidence: 0.9112929 fb2bd2af-5ec1-426e-9e8f-ee9fcbb69b63 00:15:54.100 --> 00:15:58.636 So that is also a plus with us, uh, in currently now, that might NOTE Confidence: 0.9112929 64bdc5b9-7b4e-4012-b682-fcf4dabd67c4 00:15:58.636 --> 00:16:00.580 change. At some point, you know, NOTE Confidence: 0.92132574 99f36164-813a-43fd-8fe7-cc7c6156c0db 00:16:00.580 --> 00:16:05.659 uhm? As we continue to kind of monetize some of our products NOTE Confidence: 0.92132574 97bd9061-55c3-41c1-80a0-a924fc4a5e5d 00:16:05.659 --> 00:16:09.828 but but definitely right now, that is something that we also NOTE Confidence: 0.87312675 f7962f18-ab88-4fe7-ab85-92bf94564379 00:16:09.828 --> 00:16:13.526 have a. You know something up on our competition. NOTE Confidence: 0.8868341 76128268-53c4-4df2-b27a-25297a732767 00:16:15.030 --> 00:16:18.966 So from there after we do this worksheet. NOTE Confidence: 0.9198941 03c852cd-8247-40d4-a80a-b92ef52bb286 00:16:20.480 --> 00:16:23.782 As I was mentioning, we're going to kind of lock down on this, NOTE Confidence: 0.9198941 4d4016e5-b9e5-4010-92e2-10331f48b110 00:16:23.782 --> 00:16:25.306 and then we're going to offer NOTE Confidence: 0.8614099 4de02745-b6d1-40ef-bfc4-613960f651e8 00:16:25.306 --> 00:16:32.610 them too. Um Vin send a proposal which I will build out NOTE Confidence: 0.8614099 ecd295ba-3d29-414c-88d1-36bbcb928915 00:16:32.610 --> 00:16:38.154 on a given uh, project and this one is. NOTE Confidence: 0.91873807 56a92798-9b75-46e9-b2d2-2fffbad84bd9 00:16:38.770 --> 00:16:43.837 It's going to be a lot prettier, more marketing NOTE Confidence: 0.91873807 372e61b2-5489-4f45-a5dc-276cfef0ba21 00:16:43.837 --> 00:16:46.089 based. It's gonna have. NOTE Confidence: 0.88931835 bd35b986-6d5c-4da1-b0d9-a9f2d8638dc9 00:16:48.350 --> 00:16:52.289 As you can see here, you know I'm going to obviously have the NOTE Confidence: 0.88931835 eb0f6025-7dc5-4414-b154-615a0fa6620c 00:16:52.289 --> 00:16:55.016 proposal line items. Any possible upgrades we might have, NOTE Confidence: 0.88931835 b02e598d-3814-4d31-bcb3-d83be2ce7d90 00:16:55.016 --> 00:16:58.955 which might a lot of times we cause like called like a phase NOTE Confidence: 0.88931835 48696543-d544-4ee8-a8d9-f077264ff2cc 00:16:58.955 --> 00:17:00.167 three type of thing. NOTE Confidence: 0.8536246 89fea3eb-2ad1-4f96-b722-46ad65f99d1e 00:17:01.850 --> 00:17:05.192 For future stuff and then case NOTE Confidence: 0.9127318 222eb292-98e3-435f-9e35-eee9d46c81d3 00:17:05.192 --> 00:17:09.647 studies. You know, designs that we've done and talk a NOTE Confidence: 0.9127318 3afdc8f3-9c40-462d-b98d-716516016329 00:17:09.647 --> 00:17:13.310 little bit about the team and kind of like our core NOTE Confidence: 0.9127318 17535138-adba-4012-b095-e9a59e27ed97 00:17:13.310 --> 00:17:16.640 competencies that we have with the team. So this goes NOTE Confidence: 0.9127318 11f60431-db93-47e3-8460-2d60178268a8 00:17:16.640 --> 00:17:20.636 into a lot more detail as well, though as you can see NOTE Confidence: 0.9127318 c0e2ae07-a569-47da-8802-359ef71f0d25 00:17:20.636 --> 00:17:21.968 on the line items. NOTE Confidence: 0.9219833 a6d7b806-f722-4cb6-a419-2be832a98e71 00:17:23.200 --> 00:17:27.140 We really spell out what these various line items that NOTE Confidence: 0.9219833 539619ec-33cd-47bc-8bc3-044488316dfb 00:17:27.140 --> 00:17:31.080 we were showing here. We really spell out exactly what NOTE Confidence: 0.9219833 aaa0ccd4-b1c9-49ea-b130-c11841e39bd5 00:17:31.080 --> 00:17:34.626 we're doing with each one of these line items. NOTE Confidence: 0.92274356 ef3fec61-dacc-44a3-86fe-bbf5c145584a 00:17:35.890 --> 00:17:41.038 So it's highly detailed at this point, and if you're going to go NOTE Confidence: 0.92274356 001fe8f5-18f8-420b-a0fe-ed30a348e793 00:17:41.038 --> 00:17:45.394 in, let's say pitch to upper management or do stuff like NOTE Confidence: 0.92274356 1b9bea8a-2740-4ff4-b8f1-b35a91f10141 00:17:45.394 --> 00:17:49.354 that, this is very helpful in that in those regards. NOTE Confidence: 0.87902534 e8969115-221a-4a20-a682-d22bd02b9fcf 00:17:50.630 --> 00:17:55.245 However, um, a lot of a lot of people don't require it, so NOTE Confidence: 0.87902534 ee7bdfae-78a5-48ee-8f39-8ec9e3615bb2 00:17:55.245 --> 00:17:59.150 yeah, they're just fine with the worksheet, they'll just say hey NOTE Confidence: 0.87902534 dc8a11c9-2c1d-440a-ac4e-eed2187151b6 00:17:59.150 --> 00:18:03.410 man, just send me the worksheet I I don't. I don't require NOTE Confidence: 0.87902534 20cf65ee-3570-4067-941b-b7f0ecac9770 00:18:03.410 --> 00:18:07.670 anything else, and that's kind of where you know that will go. NOTE Confidence: 0.9085651 9449e0ce-8e50-4c29-901e-f6bdf73b1e5e 00:18:08.750 --> 00:18:14.886 Um from there. So once we get to that phase, we've pretty much NOTE Confidence: 0.9085651 9223d1f0-3e28-480c-88ba-ed38156a8905 00:18:14.886 --> 00:18:20.550 locked in the scope initially. Uhm, and will then I will take NOTE Confidence: 0.9085651 bd26fd80-85d0-4c1b-8eee-15901fbba675 00:18:20.550 --> 00:18:26.214 it from that point and I will move it through the sales NOTE Confidence: 0.89853483 d6711bfc-00b5-49fb-be94-139b2d01d3d6 00:18:26.214 --> 00:18:32.840 funnel. And ultimately, look to close them and so, really it's NOTE Confidence: 0.89853483 1ac265f0-3c7b-4bee-be97-23b498a48b6f 00:18:32.840 --> 00:18:39.428 me engaging Ron coming in to determine and lock down on the NOTE Confidence: 0.9107278 c2cda52e-bc27-4bf3-a295-31488358878f 00:18:39.428 --> 00:18:43.392 scope. Building out those initial estimates worksheet than NOTE Confidence: 0.9107278 7803ea95-15e3-49c2-8e98-9a4d1e060690 00:18:43.392 --> 00:18:48.144 me taking it from there and looking to get into a proposal NOTE Confidence: 0.9107278 7f475f8e-e3de-437e-b685-6fe1a0d035f6 00:18:48.144 --> 00:18:52.500 if needed. Work with them to answer any further questions and NOTE Confidence: 0.9107278 e2581b70-2097-4bbb-b970-83e8954cfbf1 00:18:52.500 --> 00:18:57.252 all the the additional things to get them to close, which of NOTE Confidence: 0.9107278 2b07bbfd-47d9-4430-b4a0-978e6f0526c3 00:18:57.252 --> 00:19:02.004 course are. I do also go with the project agreement out to NOTE Confidence: 0.9107278 64bdcac1-9d44-4ba8-be1f-003af97ba8bb 00:19:02.004 --> 00:19:06.360 them. I negotiate that with them I basically do everything else NOTE Confidence: 0.9107278 93a54d09-bbe6-4e35-bebc-2bcc0c92aa0e 00:19:06.360 --> 00:19:10.716 up until on boarding or through on boarding to the team. NOTE Confidence: 0.9081865 7e26ce6c-a05e-4f07-9210-d8382436921d 00:19:11.450 --> 00:19:15.720 I do look to try to keep in touch with all clients that they NOTE Confidence: 0.9081865 288c1838-2b67-4bd8-836b-2360f8a407d0 00:19:15.720 --> 00:19:18.160 get on board as well, but as you NOTE Confidence: 0.8884133 e4a83304-2268-492e-b9df-50950fd4fd0f 00:19:18.160 --> 00:19:22.399 can imagine, uhm. That means that I'm following up with NOTE Confidence: 0.8884133 b51f5e6c-96d1-45d8-82ca-5fe2a99b113e 00:19:22.399 --> 00:19:26.436 every single client that we've ever had. And yeah, and uh, NOTE Confidence: 0.8884133 fb1c1229-b929-484a-9830-912677801b5c 00:19:26.436 --> 00:19:30.473 and I'm getting all incoming leads and working. I'm on all NOTE Confidence: 0.8884133 8ca26c61-34fd-45f9-ae51-b8ac27795660 00:19:30.473 --> 00:19:35.611 demos and so it's sometimes it can be a bit much and I do NOTE Confidence: 0.8884133 0198d228-7e55-43d6-9480-3ce8c18f63c9 00:19:35.611 --> 00:19:37.079 have to cherry pick. NOTE Confidence: 0.9169338 7b913479-2bb1-4666-a34d-724043f6f738 00:19:38.420 --> 00:19:41.876 And I am highly detailed oriented and do not like to mess NOTE Confidence: 0.9169338 f5c43ee7-d474-483e-b83d-618526a95e0d 00:19:41.876 --> 00:19:46.196 up. So, um, I you know being that way, it is hard for me not NOTE Confidence: 0.9169338 864fe104-24d4-4e47-8afb-4f175bceae86 00:19:46.196 --> 00:19:50.228 to see things that I'm not doing or not being able to pick up. NOTE Confidence: 0.9169338 96aa1501-743a-4a2f-b5f1-6447b68efdbd 00:19:50.228 --> 00:19:54.260 But it does happen in the one of the first things that I will NOTE Confidence: 0.9169338 ecd9869c-3f1f-4944-9ba1-c7ca86c48625 00:19:54.260 --> 00:19:55.700 just have to let go. NOTE Confidence: 0.8724928 82c00b6c-f254-45b3-b1e1-06d8b427d718 00:19:57.210 --> 00:19:59.150 Of is going to be. NOTE Confidence: 0.9018144 3feaa9fa-5bd9-496a-a5fa-dd8757c4c992 00:19:59.960 --> 00:20:04.765 The. Client follow up an, uh, when they're in the process of NOTE Confidence: 0.9018144 2e485048-ce71-4610-869e-5d3d8e45eb42 00:20:04.765 --> 00:20:10.160 the project. I usually if I can like to follow-up, say every 30 NOTE Confidence: 0.9018144 34fc7398-d537-4b0a-8f55-bbb43d9d024a 00:20:10.160 --> 00:20:14.725 to 45 days, a lot of our projects usually roll anywhere NOTE Confidence: 0.9018144 c4e0799c-6c7e-46d4-ad20-3d84a7308462 00:20:14.725 --> 00:20:20.120 from like 3 to 8 months, so I'll follow in following follow up NOTE Confidence: 0.9018144 d50e692e-0532-451d-8cf9-a7c83cc751c9 00:20:20.120 --> 00:20:24.685 with them. Say you know monthly while they're in that actual NOTE Confidence: 0.9018144 6d0d1917-d683-4b49-8231-f52d7f0f0587 00:20:24.685 --> 00:20:25.930 project development phase. NOTE Confidence: 0.9249651 ac286d63-1111-4bb0-b9f1-daf251636547 00:20:26.840 --> 00:20:31.280 And then, uh, I will also look to, uh, once they have NOTE Confidence: 0.9249651 c89161b5-7be2-4ea0-ba7c-202eb605cbb0 00:20:31.280 --> 00:20:34.240 launched follow-up, say, every three to four months NOTE Confidence: 0.9249651 0ec47ff2-c386-4e3b-8bb5-3dc04f1e5f59 00:20:34.240 --> 00:20:36.090 after that, just checking in. NOTE Confidence: 0.86089045 31465cdd-4f2e-4772-83ed-b9eacd554bc4 00:20:37.160 --> 00:20:42.154 And so that's the uh, that's the best worldview if you NOTE Confidence: 0.86089045 9097960d-5516-4816-a34e-6a0aa18ee814 00:20:42.154 --> 00:20:47.602 will. If I can actually get that that side of the stuff NOTE Confidence: 0.86089045 ec66b0f6-0123-4e1e-b915-0ea0e8250c97 00:20:47.602 --> 00:20:53.504 done the so past that when we move start to move to that NOTE Confidence: 0.86089045 3b8551aa-fc7d-44a0-8939-4b2d5435551a 00:20:53.504 --> 00:20:58.044 process where I'm looking to get him into two closing. NOTE Confidence: 0.9182942 c89e370e-91a4-45de-8392-92040974c5bc 00:20:59.600 --> 00:21:00.968 That's where I definitely. NOTE Confidence: 0.9445585 6ac014bf-9539-4901-97df-3279e2021371 00:21:01.630 --> 00:21:05.620 Search Blaine, all expectations. NOTE Confidence: 0.9255213 82592654-97b7-4aaa-a72d-3a6b262c5112 00:21:06.300 --> 00:21:11.424 Going into the process and so you know, I look to talk NOTE Confidence: 0.9255213 51b7a23e-22c8-4158-a913-079ed6f43ef4 00:21:11.424 --> 00:21:16.121 about, you know how they're going to get engaged to the NOTE Confidence: 0.9255213 76b99665-d23f-4f6e-96e6-9fcf11dcf47b 00:21:16.121 --> 00:21:17.829 to the development team. NOTE Confidence: 0.88690823 b57ffb35-359d-426c-a12e-967130a3b5f9 00:21:19.890 --> 00:21:24.908 And how that whole thing is going to work. So I liked also NOTE Confidence: 0.88690823 6eb25272-fa4b-4714-a60f-39d807847539 00:21:24.908 --> 00:21:29.540 talked to them about, uhm, when we go through like the review NOTE Confidence: 0.88690823 808a5ca3-006c-4429-b62a-7e5752f39e62 00:21:29.540 --> 00:21:31.470 that we've done up front. NOTE Confidence: 0.874346 e84f91b8-e9af-4868-b539-b82465c50b22 00:21:32.350 --> 00:21:35.864 That is not a lot in scope. NOTE Confidence: 0.9369376 eaa442b2-7731-4706-9ce8-498a69712f7f 00:21:36.550 --> 00:21:41.470 So we've done the best weekend, but we are not developers, So NOTE Confidence: 0.9369376 c907da58-5d4a-4ad7-8cd7-d1c22da9e7df 00:21:41.470 --> 00:21:46.390 what happens is once you begin, you will start with the upfront NOTE Confidence: 0.9369376 e86baa96-259d-4ec9-b014-cce2234a3ffa 00:21:46.390 --> 00:21:48.030 discovery and design phase. NOTE Confidence: 0.92798936 922b394b-e2f1-4730-9040-5239cc8dcdc3 00:21:48.980 --> 00:21:53.039 That is where our developers and designers are truly going to NOTE Confidence: 0.92798936 1e500f56-f80a-4f74-b010-00265c3b765d 00:21:53.039 --> 00:21:55.991 really take all of the requirements. Go through NOTE Confidence: 0.92798936 d6d39c2f-9862-403b-9572-32578e8b40d0 00:21:55.991 --> 00:21:58.943 everything that's been outlined, asked maybe further questions NOTE Confidence: 0.92798936 a02be4e3-0ca8-4691-b07a-d49b15a37276 00:21:58.943 --> 00:22:03.371 that Ron and I just didn't think above, or maybe work through NOTE Confidence: 0.92798936 1161ed8c-e468-4bbf-bd8d-731fb4b6e6c4 00:22:03.371 --> 00:22:08.168 some things and figure out, oh, you know what I don't think we NOTE Confidence: 0.92798936 042b9b9e-0faa-4025-87af-de062e52f43c 00:22:08.168 --> 00:22:12.965 really need to do this piece. We can actually just do this, or, NOTE Confidence: 0.92798936 c99fc3a2-5fc7-4857-bbb1-4bb76a2377c8 00:22:12.965 --> 00:22:16.655 you know, sometimes you know there's some line items that NOTE Confidence: 0.92798936 23b25dbb-0bd9-4006-a684-328b79252693 00:22:16.655 --> 00:22:18.869 might go down or go away. NOTE Confidence: 0.94025046 26452a7a-dabc-46c1-8c21-d04e0525601a 00:22:19.080 --> 00:22:22.100 Sometimes there's some line items that might need to be NOTE Confidence: 0.94025046 1d7e39b8-823a-4063-bf37-d7459810ad8c 00:22:22.100 --> 00:22:25.120 expanded because we just didn't catch that something was going NOTE Confidence: 0.94025046 b3a01006-931b-4dc0-81af-7149b036c703 00:22:25.120 --> 00:22:28.744 to be have a little more complexity to it, and so that's NOTE Confidence: 0.94025046 b837c7d4-93da-4279-925a-91d8cc875f89 00:22:28.744 --> 00:22:32.670 the type of things that will happen, and I will let him know NOTE Confidence: 0.94025046 8aa5c183-6c5a-4077-9b48-c4ec0ec64b72 00:22:32.670 --> 00:22:36.294 that you know. So that's when you get in there and you're NOTE Confidence: 0.94025046 7a8e7ac2-a5a5-4d83-958d-e46290deb4d9 00:22:36.294 --> 00:22:37.502 going through that process. NOTE Confidence: 0.93606645 65a83889-3bde-423a-8bf1-e716f0f2698d 00:22:38.250 --> 00:22:42.837 That is where you will actually lock down on the scope. NOTE Confidence: 0.96121037 53c5bbeb-52b3-4544-a9c0-c9ebac8bf4e7 00:22:43.430 --> 00:22:45.635 That's going to be fully NOTE Confidence: 0.91462773 5c26e1b5-5da4-49ed-a015-a4db4ce3a401 00:22:45.635 --> 00:22:50.310 documented. And will need to be approved off by the client NOTE Confidence: 0.91462773 6aee519c-eba8-4b2c-9598-1a8d5434d85f 00:22:50.310 --> 00:22:52.130 before it even moves forward. NOTE Confidence: 0.9488037 01556755-4cf0-4bd4-ad15-88867a2854ad 00:22:52.900 --> 00:22:55.760 Gotcha. And that's a very, very NOTE Confidence: 0.91876304 50384606-e7f8-4339-9285-f978d58123f0 00:22:55.760 --> 00:23:00.630 important piece. And then once that final document is spoken, NOTE Confidence: 0.91876304 66d83ace-9665-4e72-aa15-92539395abd0 00:23:00.630 --> 00:23:04.545 work is approved. We will then move into development. NOTE Confidence: 0.9212241 2fcbdfcd-44ce-497d-add3-11b173d284c5 00:23:05.970 --> 00:23:10.566 And then I will tell them from that point our team is NOTE Confidence: 0.9212241 eb3fec4c-836f-4260-9014-3191674de8c6 00:23:10.566 --> 00:23:14.779 going to do a, uh, a death site. They're going to NOTE Confidence: 0.9212241 d15acf36-db49-4f39-96f1-88597b633536 00:23:14.779 --> 00:23:18.226 install it outside, and we're going to bring you NOTE Confidence: 0.9212241 3f3b1037-8fa9-4b78-a2b9-45bf61ec27cf 00:23:18.226 --> 00:23:19.375 into that site. NOTE Confidence: 0.9465053 48adad4b-3bdd-4373-bc35-5cb9fbeec433 00:23:20.610 --> 00:23:24.086 And that you will be able to view that throughout the NOTE Confidence: 0.9465053 f0109df3-629c-4e05-8280-6eaac19ef39b 00:23:24.086 --> 00:23:24.718 entire project. NOTE Confidence: 0.9201215 518a14e2-f492-4662-87f4-3d64a0ff5d24 00:23:26.130 --> 00:23:30.792 Now the side note. Uhm, I do want to let you know, uh, one NOTE Confidence: 0.9201215 80ed3f48-f8c2-4be7-833c-a2c9fc505865 00:23:30.792 --> 00:23:34.122 thing to keep in mind is the downside of that. NOTE Confidence: 0.78616613 5865b1bc-c524-496f-af44-b22573ab4ec5 00:23:35.150 --> 00:23:37.030 Um can be that. NOTE Confidence: 0.90316796 c6b10adf-0e24-4cb5-b28e-800f5be69f78 00:23:37.780 --> 00:23:41.911 If there's some heavy customizations on the back end NOTE Confidence: 0.90316796 abebd259-d35a-4ecc-8254-d89a8e5e5655 00:23:41.911 --> 00:23:47.878 of a project, yeah, many clients tend to get extremely antsy at a NOTE Confidence: 0.90316796 745da62b-c345-4067-be75-abf6bd0b372a 00:23:47.878 --> 00:23:52.468 certain phase of project, so they will. They will believe NOTE Confidence: 0.90316796 51c46ea7-4fc7-4608-a8f6-58162c912f2f 00:23:52.468 --> 00:23:57.517 that they're not seeing any updates or changes to the site, NOTE Confidence: 0.90316796 401d5080-c83f-40e1-8c48-03cc9db05ed5 00:23:57.517 --> 00:24:03.025 so a common thing you might hear is a client contacting in NOTE Confidence: 0.90316796 d89c5353-dab1-466a-8eda-7da72f06f8a9 00:24:03.025 --> 00:24:08.533 saying, man I, I don't. I haven't seen. I mean, it's been. NOTE Confidence: 0.9201341 32a85eab-0f50-43c9-b821-1ca93ace38ab 00:24:08.640 --> 00:24:13.294 4 weeks and I don't think I've seen a thing changed. Yeah, you NOTE Confidence: 0.9201341 9f7ce5a2-daa3-4a34-9c0a-6ef111be0e2e 00:24:13.294 --> 00:24:17.948 know. And and then you know. In reality it might be because they NOTE Confidence: 0.9201341 90512b85-9e09-445a-816a-90e870fa1f50 00:24:17.948 --> 00:24:21.886 are heavily working on a back end integration. Peace to their NOTE Confidence: 0.9201341 150f6778-1cc2-4e6d-a4d4-d72d1447647b 00:24:21.886 --> 00:24:26.182 ERP system you know? Or you know there's a very custom dashboard NOTE Confidence: 0.9201341 9f2dbf58-d314-4f93-82fc-254748ceb869 00:24:26.182 --> 00:24:30.478 that's required to be wired up on the back end to everything NOTE Confidence: 0.9201341 e3aa002b-aa4c-4fc9-90b3-03b783812b4f 00:24:30.478 --> 00:24:35.490 that it is going to need to show on my dashboard. And so there's NOTE Confidence: 0.9201341 30d4a334-bcbb-4f2c-93b8-b5269b63a038 00:24:35.490 --> 00:24:39.428 all kinds of different things that can be happening on custom NOTE Confidence: 0.9201341 bb1601e8-aa73-45fb-83fb-fa31c7551e04 00:24:39.428 --> 00:24:42.650 workflows and things like that. They just can't see. NOTE Confidence: 0.9451383 f257a3c7-047f-4ee2-a6bf-65d3f2b9b883 00:24:42.930 --> 00:24:46.505 And, uh, so they can get a little antsy. Sometimes an NOTE Confidence: 0.9451383 6c58ff87-63ae-43ff-bbcd-d6abdd2d6e3b 00:24:46.505 --> 00:24:49.105 might get frustrated, and that's something that you'll NOTE Confidence: 0.9451383 59016d62-c26a-4cb6-b4cd-b3a8736b170f 00:24:49.105 --> 00:24:50.405 probably have to address. NOTE Confidence: 0.8126048 21d6f072-2391-4e11-89fa-03452c6fa884 00:24:51.600 --> 00:24:52.668 From time to time. NOTE Confidence: 0.8701267 dc299a3b-91c9-4b6f-9d67-13434102c6b0 00:24:54.210 --> 00:25:00.882 Side note on that, but you know I I do so I do try to kind NOTE Confidence: 0.8701267 feff4008-e94b-4f22-9e72-6dd627434e25 00:25:00.882 --> 00:25:05.469 of talk through that process. Try to give as best expectation NOTE Confidence: 0.8701267 14b9a80b-3a65-489d-b7a4-df83ca5c1bc0 00:25:05.469 --> 00:25:07.137 there is I can. NOTE Confidence: 0.9276581 682b2b73-1abb-4a18-afb0-606188ee93a7 00:25:08.750 --> 00:25:13.100 And we do also up front, you know we we try to let them know NOTE Confidence: 0.9276581 a31d4416-f86a-403c-b1da-2a6f3da624e2 00:25:13.100 --> 00:25:16.000 that listen, while we've done the best weekend on these NOTE Confidence: 0.90595746 22267c80-fabc-4ebe-9ca6-04841e7573a1 00:25:16.000 --> 00:25:21.080 estimates. It's very possible that we're we're 10 to 20% off NOTE Confidence: 0.90595746 f0b6f9b8-eb2c-494c-b41a-374461546d8b 00:25:21.080 --> 00:25:26.319 now, so you know there when we get in when you actually get NOTE Confidence: 0.90595746 80a62f3f-9d58-4264-8106-d7d743752e30 00:25:26.319 --> 00:25:30.349 into the development team in there really going into high NOTE Confidence: 0.90595746 3813999b-7787-419c-82d3-61a894ba8141 00:25:30.349 --> 00:25:34.379 detail to document out your exact precise scope, that that's NOTE Confidence: 0.90595746 35e80f91-3bce-434e-b028-b22761916fb4 00:25:34.379 --> 00:25:39.215 where it really will get locked down, and that might be slightly NOTE Confidence: 0.90595746 64c879ae-2248-4681-974a-d1ec51243402 00:25:39.215 --> 00:25:44.454 different than what we've seen. So we do try to let them know NOTE Confidence: 0.90595746 fa0c6890-fbdd-410f-8e35-b3ef07695322 00:25:44.454 --> 00:25:49.290 that you know we're not the end all here initially upfront with NOTE Confidence: 0.90595746 2f163365-8255-4e91-9b86-5a0126770a87 00:25:49.290 --> 00:25:50.902 what we've given you. NOTE Confidence: 0.85703266 eb94a8bf-cdf9-4ef2-8f56-53051e04ca41 00:25:51.370 --> 00:25:57.112 Um, if there is kind of something where we've say I. NOTE Confidence: 0.8980164 ed74ae49-88a1-4e41-ba58-572dffc025fa 00:25:57.900 --> 00:26:00.007 Really look to pull in a client. NOTE Confidence: 0.94922155 18b63a18-9671-430f-860b-eabea3478c12 00:26:00.790 --> 00:26:05.301 I know that they don't have a lot of play in the cost. NOTE Confidence: 0.94318444 40d5a75c-3cca-48a7-a328-5c47dc1751f3 00:26:05.880 --> 00:26:09.686 I'm gonna bring it in under those expectations to the team. NOTE Confidence: 0.9148946 8b691fa2-145f-47c2-b515-212fc86894d3 00:26:10.640 --> 00:26:14.140 So as part of my onboarding, I'm going to say. NOTE Confidence: 0.9324475 1087b39c-05e7-486b-9527-c03acf883f78 00:26:14.770 --> 00:26:18.820 OK look, I wanna let you know they're extremely price NOTE Confidence: 0.9460375 caba5918-8366-4d9d-8255-ac5962c3b1cd 00:26:18.820 --> 00:26:25.837 sensitive. So in that mode, you guys, instead of trying to be NOTE Confidence: 0.9460375 a1a9b279-2140-4da8-b88c-13d045e4bc9b 00:26:25.837 --> 00:26:31.107 very precise with getting every corner of the project, might NOTE Confidence: 0.9460375 a137435d-1075-496d-a070-8b10126d5ee6 00:26:31.107 --> 00:26:36.904 take a little different approach to wear if you're finding things NOTE Confidence: 0.9460375 4a75665f-be30-4c36-a317-64f7e2955db9 00:26:36.904 --> 00:26:41.647 that look like it will bring that cost up. NOTE Confidence: 0.9220885 99b9b234-c6ef-4086-a037-74ea243004fd 00:26:42.980 --> 00:26:47.114 You know the team might try to suggest a different way or might NOTE Confidence: 0.9220885 7119ad6b-39ed-45b0-b5fe-240f6ef0100b 00:26:47.114 --> 00:26:51.884 say what? If we move this piece out to a phase three or you know NOTE Confidence: 0.9220885 e019efbc-167a-430d-812f-69a91d4a4ccc 00:26:51.884 --> 00:26:56.654 that kind of thing, yeah? And so we just tried it so I do when NOTE Confidence: 0.9220885 007fa3e7-25db-4aca-8516-eda0528dcdd6 00:26:56.654 --> 00:27:01.106 I'm on boarding. Try to give as much sense of what I feel about NOTE Confidence: 0.9220885 c49c92b7-1941-4ef3-b787-0bd8691c1915 00:27:01.106 --> 00:27:04.922 the client as well as possible. And certainly if there is any NOTE Confidence: 0.9220885 9022c0ba-e217-4e5b-99e4-e06ddc079e45 00:27:04.922 --> 00:27:09.056 specific things like that that I've noted, I do try to on board NOTE Confidence: 0.9220885 d6c1b978-07ed-4370-b235-50e3d8539266 00:27:09.056 --> 00:27:13.190 with that and I I do have a hand off that I do. NOTE Confidence: 0.84630466 58998d19-ffb4-445f-a95c-670f54682276 00:27:13.270 --> 00:27:17.050 Uh, with the team initially usually goes to a Christian NOTE Confidence: 0.84630466 1c7db330-066d-4a77-8a9f-688094abcfee 00:27:17.050 --> 00:27:20.452 and Chris Reddick. Sorry 'cause we have like 19. NOTE Confidence: 0.84630466 9902f7e4-edd1-432e-bee1-5ebd7e86db3d 00:27:20.452 --> 00:27:21.964 Chris is our error. NOTE Confidence: 0.8891576 ebda5b05-200e-42ff-8c72-39d8db5cd8e2 00:27:25.550 --> 00:27:30.243 But we, uh, Chris, Chris, read it and then from there they are NOTE Confidence: 0.8891576 2ab5e5ae-3059-44e7-8946-ff301f407aae 00:27:30.243 --> 00:27:35.297 usually then assigning a PM an you know you know for all I know NOTE Confidence: 0.8891576 5772b946-7696-42ed-bf18-a6b105f918ee 00:27:35.297 --> 00:27:39.268 this could be something where I would think probably if you're NOTE Confidence: 0.8891576 083cb250-7672-49d3-912b-2f58966a320c 00:27:39.268 --> 00:27:44.322 going to be this liaison there, it could be a good idea for you NOTE Confidence: 0.8891576 df103934-2fbb-4def-8051-7212b691d61f 00:27:44.322 --> 00:27:48.293 to start to see these handoffs. Maybe you receive those and NOTE Confidence: 0.8891576 e89f7fd0-15c4-4b21-b2b5-cca6c31c8ce5 00:27:48.293 --> 00:27:52.264 that's something I'm sure that you know will talk further about NOTE Confidence: 0.8891576 b3fdec9a-8355-4dd6-832b-fa19cc454ced 00:27:52.264 --> 00:27:53.347 but that way. NOTE Confidence: 0.89611846 824c67b8-3464-4eef-b32a-bf7967854dc4 00:27:53.510 --> 00:27:58.856 Hum, you're seeing is these. I've also started to, uh, when NOTE Confidence: 0.89611846 7299de5a-6f0d-425e-9c4b-0ae5846c2f0e 00:27:58.856 --> 00:28:05.660 these get on boarded. I tend to send that hand off to the PM, NOTE Confidence: 0.89611846 24e742db-dae4-4522-a4cd-04fe6a3c9429 00:28:05.660 --> 00:28:10.034 especially now that we've gotten into the specific environment NOTE Confidence: 0.89611846 803d6a7c-89ae-4ef6-b393-e6cc55589a85 00:28:10.034 --> 00:28:11.978 we're in right now. NOTE Confidence: 0.8791492 c9d3abf9-95ec-4aea-b556-e0705d2f533f 00:28:13.420 --> 00:28:16.180 Where we are working remotely yeah this before they would NOTE Confidence: 0.8791492 de0d6f3d-9f9f-4c26-8c67-8ec82ec6fe45 00:28:16.180 --> 00:28:19.492 just come into my office and say yeah you wanna go over NOTE Confidence: 0.8791492 d28b1a75-a881-4f40-ab31-a2b0ca1fab5e 00:28:19.492 --> 00:28:22.804 and do a handoff or you know that so that doesn't happen. NOTE Confidence: 0.91824704 2d58f2da-5fc0-421c-87b9-aad31618ab5b 00:28:24.610 --> 00:28:27.151 So that is something where I usually do when I can. NOTE Confidence: 0.91824704 ce443fca-722f-4db6-b720-a99685f459c9 00:28:27.151 --> 00:28:29.230 Certainly, you know, will look to kind of establish NOTE Confidence: 0.91824704 c86ac686-5779-4e02-b3bd-ff7173e9b69c 00:28:29.230 --> 00:28:30.616 that as we move further here. NOTE Confidence: 0.9257666 92863ff8-5202-4607-a2b1-ba5f71c10385 00:28:31.720 --> 00:28:38.556 Buttom past that you know. So like I say I do try to give as NOTE Confidence: 0.9257666 35b5c1c9-6a1a-4ad6-8595-b0fdd146f8f3 00:28:38.556 --> 00:28:42.560 much upfront information in let them know you know, kind of NOTE Confidence: 0.9257666 679406ab-1a92-45fe-acda-a8ab0afb45c9 00:28:42.560 --> 00:28:46.928 what's happening there. I do talk to them about you know what NOTE Confidence: 0.9257666 782d17ea-f089-4c6a-bd50-ec6bf73e1d1f 00:28:46.928 --> 00:28:49.476 they can expect to about the PM. NOTE Confidence: 0.8977347 bc38d3de-b8f6-404c-a405-0d0a21f6691e 00:28:49.476 --> 00:28:56.592 Peace. So with a PM so a lot of the selling that I NOTE Confidence: 0.8977347 86b2d906-4471-4eba-8763-54a2ed5d4187 00:28:56.592 --> 00:29:01.993 that I also do is I talk about our total transparency. NOTE Confidence: 0.87157744 d5e198db-68fb-4c1d-883a-83ec768823cf 00:29:03.040 --> 00:29:04.748 So I tell them. NOTE Confidence: 0.92540514 2c13068a-646e-42e0-9e1b-a44e244b322c 00:29:05.710 --> 00:29:12.025 You know one of the things that we do is when we bring you on NOTE Confidence: 0.92540514 dff9d8e4-1901-4019-b70d-b5ad5fc6179c 00:29:12.025 --> 00:29:14.972 you have you get assigned to PM. NOTE Confidence: 0.9529173 71d95177-2817-495d-8987-9b3d9d7e74f3 00:29:15.790 --> 00:29:20.960 That PM is there for you to answer questions will help NOTE Confidence: 0.9529173 ebe0aa2f-9512-469b-8e17-fdb05f8e19c6 00:29:20.960 --> 00:29:22.370 facilitate communications between. NOTE Confidence: 0.88530236 73db73c0-c569-4a61-a70d-3cb59da9cc53 00:29:23.590 --> 00:29:29.260 The developers and yourself they will set up meetings. NOTE Confidence: 0.88530236 45461035-9124-43e2-9eb6-d5225eaa9757 00:29:29.260 --> 00:29:31.780 They can run demos. NOTE Confidence: 0.86378926 a81e7c88-7f12-4a6b-9f3d-1c7aa00b2f76 00:29:32.800 --> 00:29:37.696 They will also keep you in constant uhm. NOTE Confidence: 0.89689356 ec70da32-a4b6-4d30-a361-6e59a236f5ea 00:29:39.170 --> 00:29:41.250 Give you a constant status. NOTE Confidence: 0.9215836 cd2cd390-4470-427c-a0e7-384d25977cf0 00:29:41.940 --> 00:29:46.176 And I don't say constant, but will give you a regular status NOTE Confidence: 0.95317054 232c5ae8-019b-4959-9527-3813174b7a7b 00:29:46.176 --> 00:29:51.485 of. What's going on with the project, including a project NOTE Confidence: 0.9305837 e0dc6356-f15c-428a-b862-9560c5a1ec47 00:29:51.485 --> 00:29:55.268 status report? In this project, status report is NOTE Confidence: 0.9305837 a13b4984-7c1e-4d3e-af46-840be5f3079c 00:29:55.268 --> 00:29:59.206 going to show what hours are being used on the project. NOTE Confidence: 0.8991724 2f5740f0-3dc5-49c4-8309-cf820c1d4ebb 00:30:00.250 --> 00:30:05.854 What did those hours actually get used for, or what tasks they NOTE Confidence: 0.8991724 1d80157d-196a-4a1e-8914-13ba4fc76e8a 00:30:05.854 --> 00:30:10.057 were used towards? So this project status report is NOTE Confidence: 0.8991724 3f21027e-c74f-4b5b-a182-d3a1edfa60e9 00:30:10.057 --> 00:30:15.194 something where we're kind of a stab Lising More value there, NOTE Confidence: 0.8991724 fb057947-f396-4996-b447-a7a2d6897927 00:30:15.194 --> 00:30:17.996 and trying to show them that. NOTE Confidence: 0.93068683 1629bca8-09d0-469d-bce2-414d9dd1ae5d 00:30:18.980 --> 00:30:20.548 They're going to get. NOTE Confidence: 0.9464025 f7fd249e-537f-44a5-b306-4312fb9023cc 00:30:21.310 --> 00:30:25.020 Updates throughout the project because obviously a lot of what NOTE Confidence: 0.9464025 59858c31-70ab-4847-8050-5e87ef4f6da3 00:30:25.020 --> 00:30:28.730 you hear from from people that I talk to are. NOTE Confidence: 0.9325244 ca2c13ef-8457-4e57-a9e3-902fd6ed9b0b 00:30:29.790 --> 00:30:33.915 They're used to like in these projects, not having not knowing NOTE Confidence: 0.9325244 bcf87197-8488-4bf4-a979-cf9646ab7c3b 00:30:33.915 --> 00:30:39.165 what's going on. Yeah, and so I try to let them know that we're NOTE Confidence: 0.9325244 de564d1a-8962-4f29-bb0c-0d1489e08428 00:30:39.165 --> 00:30:42.915 going to be as transparent as possible, which includes not NOTE Confidence: 0.9325244 5b1a41f8-6747-4faf-b958-cd8ba57414cb 00:30:42.915 --> 00:30:47.040 only being able to constantly view the site to speak, built NOTE Confidence: 0.9325244 7cdbf6ad-b217-44f3-9d90-cead5d3e9a60 00:30:47.040 --> 00:30:52.290 out for you, but you're going to have full access to a PM and NOTE Confidence: 0.9325244 d4dace01-945f-4b17-9e51-8b8bb8fc606d 00:30:52.290 --> 00:30:56.415 you're going to get regular updates that will show you what NOTE Confidence: 0.9325244 2e5dadcd-4190-4a88-88c5-be474fda36c6 00:30:56.415 --> 00:30:59.415 hours being used and what they're going towards. NOTE Confidence: 0.8788936 caa3e356-bbc0-4c15-b226-c7a4bfbf2229 00:31:00.630 --> 00:31:06.342 So that's a really important piece as well that that I give NOTE Confidence: 0.8788936 fc88ab64-5c0e-4c0d-a263-509aad9d9e88 00:31:06.342 --> 00:31:13.482 up front and I do also explain to them that the PM is going to NOTE Confidence: 0.8788936 905bfb24-ac8e-422d-9a92-ace2d64ba1fd 00:31:13.482 --> 00:31:19.670 set up an account through base camp, which is what we use. It's NOTE Confidence: 0.8788936 61e9a76c-932c-4cf3-bd6b-b49cbc8fe704 00:31:19.670 --> 00:31:23.954 our secure online project management tool and that's going NOTE Confidence: 0.8788936 db4b4918-06a6-489a-9604-c039877e1e20 00:31:23.954 --> 00:31:26.810 to store all our messaging all NOTE Confidence: 0.89834106 fb34fefc-2afc-4e52-ace8-17dd1c52a0e1 00:31:26.810 --> 00:31:33.178 our files. They can, you know, ping any team member or all team NOTE Confidence: 0.89834106 cebb3b4c-631c-4e16-8602-3cf5969fdce8 00:31:33.178 --> 00:31:37.120 members that are on that project. Uhm, for communications NOTE Confidence: 0.89834106 69a5abe8-aa69-4af0-b961-d325454fac48 00:31:37.120 --> 00:31:41.938 of anything they might need to get done as well as. NOTE Confidence: 0.8888645 a56b2283-7a80-4646-8e32-2a64708084e4 00:31:43.310 --> 00:31:47.678 And even set up to do's, you know, for the for team member. NOTE Confidence: 0.8888645 66258990-f7cf-495b-a575-c2169a087e8f 00:31:47.678 --> 00:31:52.382 So that is, uh, something that I let them know that's going to be NOTE Confidence: 0.8888645 ec44c21d-7665-4e89-b43b-9c21e3fd7c89 00:31:52.382 --> 00:31:56.750 done as well. And so with that all those factors, I really try NOTE Confidence: 0.8888645 3c1eafcb-05b0-4218-a747-daabdc44a6fc 00:31:56.750 --> 00:32:00.782 to set the tone that we're really gonna try to bring them NOTE Confidence: 0.8888645 37234626-135e-4134-a212-a21650d67697 00:32:00.782 --> 00:32:04.478 in and include them in the project an it's not something NOTE Confidence: 0.8888645 ef049fa7-ec52-4f07-93df-7c100f59be9f 00:32:04.478 --> 00:32:08.846 where we're just going to start on the project and check in with NOTE Confidence: 0.8888645 60ecf44a-fd62-4ade-b9a5-7386a499a7c5 00:32:08.846 --> 00:32:10.862 them. You know, few times, yeah. NOTE Confidence: 0.8661733 93e7d50e-bb5f-4815-8c53-ea345921bd1b 00:32:12.270 --> 00:32:15.438 His money, they definitely want you did exactly exactly, and so NOTE Confidence: 0.8661733 8d7132e6-5c5e-4980-881d-59ce3506cb38 00:32:15.438 --> 00:32:18.606 that really I think, helps kind of come, you know, because NOTE Confidence: 0.8661733 ca90c1f1-4f78-4981-aea0-45c2c0bb693e 00:32:18.606 --> 00:32:22.638 obviously this is a big. It's a big thing and a lot of the NOTE Confidence: 0.8661733 8eed8cf2-d33f-4445-93f0-f2aa177b6686 00:32:22.638 --> 00:32:26.094 things you'll start to hear is, you know, how is the project NOTE Confidence: 0.8661733 cc6f1a68-f8ed-4c8d-9fa0-dad26e57e343 00:32:26.094 --> 00:32:30.702 going to go? I mean, how much work do I have to do? am I going NOTE Confidence: 0.8661733 26930891-809e-45a1-9872-c6494964899a 00:32:30.702 --> 00:32:32.430 to have to, you know, they NOTE Confidence: 0.9189882 da9dc167-a6a5-43dd-912a-405551aaf732 00:32:32.430 --> 00:32:36.780 almost get? You know there's anxiety towards what's going to NOTE Confidence: 0.9189882 898c25ee-c0e0-41eb-8970-e008fab4fd23 00:32:36.780 --> 00:32:42.405 be, what are they going to go through? An? So I try to be as NOTE Confidence: 0.9189882 def2a8e2-3304-44ad-898e-f68d0b18824c 00:32:42.405 --> 00:32:46.905 detailed as possible and kind of showing them, You know not to NOTE Confidence: 0.9189882 45f94428-4abe-4811-82c9-ba56e18b29ee 00:32:46.905 --> 00:32:52.155 worry. You know a lot of the work on your end is going to NOTE Confidence: 0.9189882 a9e82fcb-2b54-47d8-966d-b63b562aae3b 00:32:52.155 --> 00:32:56.655 mostly be kind of in that up front period where we're doing NOTE Confidence: 0.9189882 66e1d3b1-024f-41a7-a46b-cdd99ecd4f62 00:32:56.655 --> 00:33:00.405 the upfront discovery and design because we will need 'cause NOTE Confidence: 0.9189882 7aa334d1-7b06-4da3-837d-97a9fde097a8 00:33:00.405 --> 00:33:03.780 we're basically, especially with design, we are going completely. NOTE Confidence: 0.9287975 49bffdea-edbc-4c7e-bac4-db04f8e228cd 00:33:03.900 --> 00:33:07.944 Through your vision, how are you seeing this? What? How do you NOTE Confidence: 0.9287975 4e67a767-3d20-458a-ae6b-5c46cb74e186 00:33:07.944 --> 00:33:11.988 see the user experience in this area? This area? This area in NOTE Confidence: 0.9287975 e3b59c7e-9298-4da5-b331-1420ffd61ed0 00:33:11.988 --> 00:33:15.358 this area, and we're locking him down sometimes where Wireframing NOTE Confidence: 0.9287975 92fd2b29-7656-4e57-b110-d26fc8ac4990 00:33:15.358 --> 00:33:18.728 and sometimes you know we're doing stuff like that on NOTE Confidence: 0.8620521 5bb2a71a-9931-4397-bbe3-56cb430efea6 00:33:18.728 --> 00:33:22.931 specific. Uh, you guys? Um, you know, sometimes we're not NOTE Confidence: 0.8620521 88c7f00c-a463-4823-86ea-a2204dc98ac7 00:33:22.931 --> 00:33:27.119 a lot of clients will just, you know, hey, a standard UI NOTE Confidence: 0.8620521 5bf392cf-3c9f-40e6-a3ea-1620a8c254d5 00:33:27.119 --> 00:33:30.609 in that area is great. You know, no problem, your NOTE Confidence: 0.8620521 eb8f88f9-1fec-415d-bc7b-ecc2bb7c0d29 00:33:30.609 --> 00:33:34.099 dashboard perfect, you know whatever it might be, but so NOTE Confidence: 0.8620521 739dbbf4-586b-4096-ba51-1920fe16896a 00:33:34.099 --> 00:33:37.589 we do. You know they will really be fairly involved NOTE Confidence: 0.8620521 cbead5cb-cd89-4c88-b190-a7cfbcf1fb40 00:33:37.589 --> 00:33:39.334 there, and they will also. NOTE Confidence: 0.8927945 ad58c173-5d95-47aa-b281-944e7bc90f3c 00:33:40.950 --> 00:33:45.800 Technically, and usually there's a more technical person at a NOTE Confidence: 0.8927945 85329138-f6a6-4129-a548-c52f2c8c9a98 00:33:45.800 --> 00:33:50.650 given team up when we're doing an integration, that's another. NOTE Confidence: 0.8783044 dac3750e-09e2-4a65-a8f3-7277c932874d 00:33:52.020 --> 00:33:58.380 Piece that's going to take some, some, uh, some time with the NOTE Confidence: 0.8783044 7d9c2295-852c-4616-aae8-99ef488d65f4 00:33:58.380 --> 00:34:04.210 client, and usually it's there it person. Or they might even NOTE Confidence: 0.8783044 80682de6-2e10-4fac-bbde-257498befbef 00:34:04.210 --> 00:34:07.390 have an ERP specific person that NOTE Confidence: 0.90213174 546c075f-2308-4326-bbe4-8f1692cbc591 00:34:07.390 --> 00:34:12.460 helps. Running, run that in cooperation with the online NOTE Confidence: 0.90213174 47c1e2aa-cfea-46d9-b40b-a4098c2ca08a 00:34:12.460 --> 00:34:17.410 store, and sometimes they don't and they have a consultant. NOTE Confidence: 0.9193193 417cba65-aa19-4774-b740-1c7017c2d81e 00:34:18.000 --> 00:34:23.044 And but either way will have to have will need to work through NOTE Confidence: 0.9193193 0a36474f-d4f4-4a26-9fd4-e45d04cf4384 00:34:23.044 --> 00:34:26.924 OK, so we're connecting this to your ERP system so. NOTE Confidence: 0.928649 4172cab4-dc58-4826-a9e3-d5f36649017a 00:34:27.810 --> 00:34:31.684 Walk us through exactly the way you do. You need to do these NOTE Confidence: 0.928649 7a86f29b-f1b1-4d28-ae71-c3079ee4e870 00:34:31.684 --> 00:34:34.962 workflows. How are we going to automate all this for you? NOTE Confidence: 0.9113892 e1bf4ae5-16a3-4fc9-ad43-b3ad104b115c 00:34:35.850 --> 00:34:40.114 And that piece also will take a lot of engagement from them, but NOTE Confidence: 0.9113892 00b5b336-46c8-423c-bbc9-f4626ac937cf 00:34:40.114 --> 00:34:44.050 you know, those are the main pieces and what we get rolling NOTE Confidence: 0.9113892 fcaeb90f-f890-4adc-a8e8-8c2796925399 00:34:44.050 --> 00:34:47.330 and we have all those workflows worked out. The wireframing NOTE Confidence: 0.9113892 5fcae0bd-36bc-4873-ad09-a62d79b65233 00:34:47.330 --> 00:34:50.938 design mockups or worked out? Then we're just going to really NOTE Confidence: 0.9113892 e278bf47-89bc-4f5f-816b-46a779bcd3a2 00:34:50.938 --> 00:34:54.874 go and it's more of just checking in. Hey, we might need NOTE Confidence: 0.9113892 b0b3da0e-e4af-42cd-91ef-2f6fffcde63f 00:34:54.874 --> 00:34:58.482 this, you know, Hey, we're seeing this and you kind of NOTE Confidence: 0.9113892 2af0598c-ff23-444b-b210-bdb38af739e2 00:34:58.482 --> 00:35:02.746 explained it this way. But you know what? If we did this or NOTE Confidence: 0.9113892 38228b0e-7fea-4b46-b440-9adfd77284af 00:35:02.746 --> 00:35:06.026 we're seeing a problem and making this happen, you know? NOTE Confidence: 0.9113892 60228409-c285-48ac-8977-7e4a87009963 00:35:06.026 --> 00:35:08.322 And that kind of stuff. But you NOTE Confidence: 0.88515514 10edf163-d741-46a8-98f9-56eaaf4016cd 00:35:08.322 --> 00:35:12.009 know? A lot of it's going to be more of an upfront NOTE Confidence: 0.88515514 0238a6e7-72dc-4af0-b30b-fdfa64b817af 00:35:12.009 --> 00:35:14.102 engagement for their team than anything else. NOTE Confidence: 0.90014374 9eca562b-3e59-4bd0-b39f-80322338c93e 00:35:16.020 --> 00:35:19.478 And that's something that that that that I get a lot is, you NOTE Confidence: 0.90014374 25e97a69-178f-45ca-89ab-b9af52680c01 00:35:19.478 --> 00:35:22.404 know, people asking the amount of engagement that's going to be NOTE Confidence: 0.90014374 052b128a-21d4-4789-9abc-069ea48e8fc7 00:35:22.404 --> 00:35:24.000 required on their on their part. NOTE Confidence: 0.9052544 500f38fe-42be-4f0a-a108-ef51798501c8 00:35:25.050 --> 00:35:30.356 So, so those are kind of the, you know, the things that I try NOTE Confidence: 0.9052544 a92b4ab7-cf2c-443d-b8c6-88639fb7341f 00:35:30.356 --> 00:35:34.146 to explain up front dealing with, you know the project NOTE Confidence: 0.9052544 2a7a2187-8f44-435c-9e83-a40870341445 00:35:34.146 --> 00:35:38.315 management. You know how the team is going to engage with NOTE Confidence: 0.9052544 a367e9d6-a949-4c9c-b2d2-69e29973f48c 00:35:38.315 --> 00:35:42.105 them, the kind of transparency they're going to see and NOTE Confidence: 0.89648813 0450d938-eaf0-4d30-85d9-21df6911d26f 00:35:43.600 --> 00:35:46.386 And I and I and I basically try to paint that picture of the NOTE Confidence: 0.923539 abab22e7-a3a0-4b01-85d5-f847b69d4c3f 00:35:46.386 --> 00:35:52.680 best I can. The other big piece that I have to engage with NOTE Confidence: 0.923539 46bd1de3-ab46-4f19-af71-8ab4201af0c2 00:35:52.680 --> 00:35:54.600 upfront is the billing. NOTE Confidence: 0.85301834 fe106d04-9382-4363-b4cc-8e0ef1811e6d 00:35:55.890 --> 00:36:01.520 And besides the contractuel stuff, which is a whole other NOTE Confidence: 0.85301834 1379e1ec-3c30-454b-8300-198115042e48 00:36:01.520 --> 00:36:07.150 thing, is a whole other piece by itself, but the. NOTE Confidence: 0.92438734 fc508d16-c37d-4072-b7f4-fff129a1e6d6 00:36:08.460 --> 00:36:15.782 So as far as the billing goes, you know I. I just explain that, NOTE Confidence: 0.92438734 dd1bf09a-29f2-4875-bd95-6ff0f64f431d 00:36:15.782 --> 00:36:21.535 you know, look. Typically most all clients. I would say about NOTE Confidence: 0.92438734 df3c0c7a-a1df-44e9-b808-a41d8af15774 00:36:21.535 --> 00:36:26.765 97% of our clients all run on our prepaid model. NOTE Confidence: 0.90627265 74d15c55-9ce3-4286-ab1b-c5fa34078ef7 00:36:27.910 --> 00:36:33.058 And we have a pre pay in a post date. The prepaid is NOTE Confidence: 0.90627265 1d709616-c748-4e8b-b9b7-3ec71c55bca1 00:36:33.058 --> 00:36:37.810 where clients will pay before the work is done and we will NOTE Confidence: 0.90627265 8cd915d4-5493-4866-a9a7-c65d772b20a5 00:36:37.810 --> 00:36:41.374 invoice for specific block of hours to run through. NOTE Confidence: 0.90627265 b6fef88f-cfde-41c1-b845-1b7f029333a6 00:36:41.374 --> 00:36:43.750 Typically what is a monthly Sprint. NOTE Confidence: 0.93487823 cf762ff3-31fb-4f97-8cf9-c346cbd51bc4 00:36:44.840 --> 00:36:49.858 So I will tell him and just closeout on that. The post pay NOTE Confidence: 0.93487823 d40571ea-23a4-4eeb-af16-4569c997c2f8 00:36:49.858 --> 00:36:54.104 is obviously we're going to run through us work being done NOTE Confidence: 0.93487823 d9867998-0398-4b69-8cdf-a1af4d1e95bf 00:36:54.104 --> 00:36:59.122 within a 30 day period. We will invoice for the work that was NOTE Confidence: 0.93487823 48b4574f-b07e-404a-96d9-534df1f71675 00:36:59.122 --> 00:37:04.140 done in that 30 day period, but four doing it that way, we NOTE Confidence: 0.93487823 da8a5170-b8f2-4085-87f2-14c52c78b17f 00:37:04.140 --> 00:37:05.298 charge higher rates. NOTE Confidence: 0.9329118 2fe163da-140c-40f9-bb2d-489c2bc99612 00:37:05.920 --> 00:37:12.892 So whereas our our pre pay rates are $125 for front end work in NOTE Confidence: 0.9329118 3078549c-0c81-4473-b491-46d213ab1f5e 00:37:12.892 --> 00:37:15.382 $150 for back end work. NOTE Confidence: 0.919843 604a34f3-eb45-4889-983a-375c94a68da7 00:37:16.250 --> 00:37:21.229 The post pay is going to be 150 for front end in 175 NOTE Confidence: 0.919843 ce533054-9a4d-4c80-ad27-1a96adf37d1c 00:37:21.229 --> 00:37:22.378 for back end. NOTE Confidence: 0.89823484 34523e18-448f-4420-9d27-2eae5287a1d0 00:37:23.510 --> 00:37:28.918 So it also kind of helps drive people to the pre pay. That's NOTE Confidence: 0.89823484 5b69a1ab-f6de-4434-9930-bbd8d063874c 00:37:28.918 --> 00:37:33.494 obviously where we mostly want to be. We definitely want to. NOTE Confidence: 0.85296744 9dca856b-cb59-4383-805b-5d117bbef101 00:37:35.210 --> 00:37:39.490 To have people doing prepaid 'cause it just is makes NOTE Confidence: 0.85296744 7bf40669-5b43-4cfd-9c62-9d0e62dcbdf5 00:37:39.490 --> 00:37:43.770 everything very efficient. Um, with us in really with the NOTE Confidence: 0.85296744 e4110381-4429-4d14-b339-942bc70bc97c 00:37:43.770 --> 00:37:45.910 project in general, but the. NOTE Confidence: 0.8715091 c2f7738b-e035-483f-a8b5-de392ad3b4f4 00:37:47.330 --> 00:37:52.820 So what will do is I'll say listen, uh, as we you know we we NOTE Confidence: 0.8715091 999b23c0-531f-4fee-bf7c-9ca4eb0e7bf0 00:37:52.820 --> 00:37:56.480 usually are running on that prepaid model. We will invoice NOTE Confidence: 0.8715091 760bae8b-79d8-4cf2-99d0-11cfc8b1528e 00:37:56.480 --> 00:37:58.676 up front for a monthly Sprint. NOTE Confidence: 0.91308075 6d6fdbc3-042c-4f21-b278-ff759e0d07fb 00:37:59.990 --> 00:38:06.128 Upon receipt of that invoice, they'll need to pay that, and NOTE Confidence: 0.91308075 2fcb9508-bb70-413a-b4c8-9e9c1043318f 00:38:06.128 --> 00:38:11.708 then once those funds are received, we will start moving NOTE Confidence: 0.91308075 cbac2c8c-c2a6-415d-9b7d-8e80ea9b5149 00:38:11.708 --> 00:38:15.056 forward on the tasks for that NOTE Confidence: 0.9025063 724d3340-5271-4fa2-a6cb-cf7b0eb14d7d 00:38:15.056 --> 00:38:20.450 monthly Sprint. Gotcha, um, once we are, you know, getting NOTE Confidence: 0.9025063 b52944f5-5287-48bc-be70-3efd3a47ccea 00:38:20.450 --> 00:38:25.510 towards the end of that month lease print an typically those NOTE Confidence: 0.9025063 7c6e5a6e-64fd-47a0-8e29-2768c887b887 00:38:25.510 --> 00:38:30.570 hours are going to start to get lower. Uh, we're then NOTE Confidence: 0.9025063 bb527f5b-5631-41a3-b325-fab39bdc580b 00:38:30.570 --> 00:38:36.090 going to go ahead and invoice for the next month lease print NOTE Confidence: 0.9025063 8e92c379-50fe-43e8-a7a3-cc7c00d378df 00:38:36.090 --> 00:38:37.930 an in assigned tasks. NOTE Confidence: 0.9118183 a5814843-d0d0-4cdb-ac21-ff46c2419f63 00:38:39.000 --> 00:38:44.880 Um? And that will allow the client. And usually I'm talking NOTE Confidence: 0.9118183 38fcea10-609a-4987-ba88-8d82450f2d68 00:38:44.880 --> 00:38:50.314 to them saying and that's going to allow you to review, say, the NOTE Confidence: 0.9118183 3d5cf2aa-af21-48ad-8af9-7d56bc98cdf9 00:38:50.314 --> 00:38:54.076 project status report, review the site. Make sure you're NOTE Confidence: 0.9118183 1f92670b-eb1b-4703-b011-0ac30cf48653 00:38:54.076 --> 00:38:58.256 comfortable with everything that were that were showing you in NOTE Confidence: 0.9118183 ab21f37d-d30e-4d91-ba1f-0fb82d9cc1f2 00:38:58.256 --> 00:39:02.854 that everything were saying is being done, how the hours were NOTE Confidence: 0.9118183 6c262df7-104c-4ddd-9621-b0d01020f6a3 00:39:02.854 --> 00:39:07.870 allocated in such if everything looks great, all you do is pay NOTE Confidence: 0.9118183 2fdd6da9-19cb-4961-aa72-ee9fe477ecdb 00:39:07.870 --> 00:39:10.378 that next invoice. You fill the NOTE Confidence: 0.9014338 adc42b78-2a60-4624-87ed-3ca6422dc192 00:39:10.378 --> 00:39:14.197 coffers again. We then have those hours on hand and we NOTE Confidence: 0.9014338 71af4bbf-0ecc-46e9-9118-183b640f0a41 00:39:14.197 --> 00:39:16.564 just continue on with that next month lease print. NOTE Confidence: 0.8944582 7ce3c28a-33e7-4160-878f-e2dc350d0fda 00:39:18.440 --> 00:39:24.292 And so on and so on. And so that's basically how you know. I NOTE Confidence: 0.8944582 29ce59ed-f337-4b34-bf4f-1417ef67a738 00:39:24.292 --> 00:39:26.382 explained that out to them. NOTE Confidence: 0.9155818 3329b776-7c2c-4470-9914-35ec86559fbe 00:39:29.040 --> 00:39:34.305 If they ask and they're like, well, So what happens if you you NOTE Confidence: 0.9155818 8b44546a-3217-42ce-90bc-7f4b8a6df92f 00:39:34.305 --> 00:39:39.570 know if we're late on a payment you know, or something of that NOTE Confidence: 0.9155818 7cc6346f-33e0-43b2-9fa3-e28cd133547c 00:39:39.570 --> 00:39:44.025 nature? At that point, I will tell him, you know, listen. NOTE Confidence: 0.92412084 5e6f5e16-d2c7-476b-bc07-3e0d6b965176 00:39:45.040 --> 00:39:49.902 You know we, we don't try to. We were not necessarily going to NOTE Confidence: 0.92412084 f8a0d656-3ae6-4377-b242-9e8519f4b8ea 00:39:49.902 --> 00:39:54.390 just like stop everything. If you know we run out of hours, NOTE Confidence: 0.92412084 7150ccf7-282b-41fc-8b1a-9e57592f7036 00:39:54.390 --> 00:39:59.252 you know we were willing to give a little leeway in little time NOTE Confidence: 0.912857 7543e297-180d-424d-9a03-52da03360093 00:39:59.252 --> 00:40:05.384 there so. You know it's it's not just a concrete, but um, we do NOTE Confidence: 0.912857 62c3bfc4-5f85-42b6-a97e-9812a1f387b4 00:40:05.384 --> 00:40:10.026 prefer to continue to have hours positive on hand, but sometimes NOTE Confidence: 0.912857 d77fecc2-6650-49cd-8151-84839f76d50e 00:40:10.026 --> 00:40:15.090 we might get a little negative. You know, few hours hand Flowers NOTE Confidence: 0.912857 aa6b75a1-f306-4e74-a740-8989a93b924f 00:40:15.090 --> 00:40:20.154 as we know that payment is coming in. Yeah, and um, however NOTE Confidence: 0.912857 272f4faf-5627-455b-a733-cbb614df0f37 00:40:20.154 --> 00:40:26.062 there is a point where we will put a soft paws on a project NOTE Confidence: 0.912857 bd4975a8-4bec-4aa0-b6a2-5fcd7f1211ee 00:40:26.062 --> 00:40:31.126 until that payment is received, and so sometimes I have to have NOTE Confidence: 0.90513855 04e5dc9f-d790-4dff-add3-f453456d65b6 00:40:31.126 --> 00:40:37.056 that conversation. It is also you know, fairly uh spelled out NOTE Confidence: 0.90513855 703a12aa-47da-44c7-a15b-79f3c94aca6c 00:40:37.056 --> 00:40:39.192 on the on the. NOTE Confidence: 0.8297741 46009f34-4b17-4d79-930a-ab5c60039541 00:40:40.120 --> 00:40:44.692 Project agreement which are project agreement, is is Stout. NOTE Confidence: 0.8102719 6b293ab3-13b0-44f4-be5d-d77a402b30e7 00:40:46.250 --> 00:40:51.723 Say that so it's, uh, it. There's not a lot of you know. NOTE Confidence: 0.9174972 8663b9f7-3568-4e38-bbee-24045bf75dab 00:40:53.000 --> 00:40:55.700 You know it's it's. It's pretty straightforward on all NOTE Confidence: 0.9174972 a2299ca1-f35d-4736-80bf-428d3aa9a544 00:40:55.700 --> 00:40:59.300 the aspects of how our project will run in what's expected of NOTE Confidence: 0.9174972 556688e8-d380-4a51-a268-caa9c6751fff 00:40:59.300 --> 00:41:02.600 them, and what we will do if certain things aren't done. NOTE Confidence: 0.9251292 f9d5274b-0203-4a48-a8dd-e7d9acad4b63 00:41:04.400 --> 00:41:09.080 And so that that is, that is a piece where if it is brought up, NOTE Confidence: 0.9251292 aa794f71-8536-4dda-afa4-171cfc08ea20 00:41:09.080 --> 00:41:12.824 I will let him know, but you will probably be brought in NOTE Confidence: 0.9251292 ee164126-6bc5-47fb-b08f-79b7b4f4f1be 00:41:12.824 --> 00:41:15.944 times where you might have to send a note that. NOTE Confidence: 0.8901284 5217476d-30fb-46b9-8346-84d07a5e1f21 00:41:16.810 --> 00:41:20.495 You know, and there's going to be prior notes. You know NOTE Confidence: 0.8901284 fe9046a2-d7ee-4ca3-9367-d90f767af308 00:41:20.495 --> 00:41:23.845 that you're saying You know hey, hey guys, just checking NOTE Confidence: 0.8901284 2f0e7091-36ce-4a4e-8b8b-84c48d9d62f0 00:41:23.845 --> 00:41:24.850 on that check. NOTE Confidence: 0.84690684 e2138b61-b6b1-4e66-a035-1d91a31a2252 00:41:27.340 --> 00:41:30.662 But, uh, there there are times and usually it's a It's NOTE Confidence: 0.84690684 be0996c7-755d-4cb2-84ab-1aa0bbf75cda 00:41:30.662 --> 00:41:34.286 a PM on the account. You know that will have to say. NOTE Confidence: 0.9106125 b6871416-4655-4f62-b9ad-2fc307e5cff7 00:41:35.560 --> 00:41:39.577 No listen, we're going to have to put you on softpaws you know NOTE Confidence: 0.9106125 0a564c25-1fe3-457e-ac0c-669a4c8f0fd8 00:41:39.577 --> 00:41:43.594 as soon as we get that payment, we're ready to roll. But, um, NOTE Confidence: 0.9106125 c1093c80-293f-410c-a0da-aaff047d4b9c 00:41:43.594 --> 00:41:46.993 uh, right now, or you know, whatever you know, negative 15 NOTE Confidence: 0.9106125 a6eb6143-9da9-4a6a-a32b-cfc8ed094788 00:41:46.993 --> 00:41:51.319 hour's and we just need to know. and I will tell you though, for NOTE Confidence: 0.9106125 da08a7ca-2315-4d11-873a-3c27178fe1bc 00:41:51.319 --> 00:41:55.336 the most part we do try to work with clients. I mean sometimes NOTE Confidence: 0.9106125 c7d2662a-0ed0-4cca-8699-0e4675f9f685 00:41:55.336 --> 00:41:58.735 some of our clients do get fairly negative, and that's just NOTE Confidence: 0.9106125 1299583d-efa1-47eb-8dee-088818473e6e 00:41:58.735 --> 00:42:00.589 because we know we're going to NOTE Confidence: 0.93307185 31be86fd-42da-4744-9b49-d1087c13721a 00:42:00.589 --> 00:42:04.223 get payment. So we're given we're giving them the benefit of NOTE Confidence: 0.88742137 6ce0fca9-4a95-4afd-867e-0ed507a6b264 00:42:04.223 --> 00:42:08.036 the doubt. And Uhm, an we you know we're not looking NOTE Confidence: 0.88742137 c910ded3-29b7-4318-b22e-c5d16604a7af 00:42:08.036 --> 00:42:11.076 to try to be, you know, ridiculous about it and NOTE Confidence: 0.88742137 fab983eb-af59-4a2d-84cd-e48769a3ba7f 00:42:11.076 --> 00:42:14.724 stuff like that. So we do try to help as much as NOTE Confidence: 0.88742137 789c7c13-4f04-4373-b33d-5b22bbb9bd6f 00:42:14.724 --> 00:42:18.372 possible and be as flexible as we can. But we also do NOTE Confidence: 0.88742137 41c75764-cba6-4614-b243-65dd37e4f971 00:42:18.372 --> 00:42:19.588 gotta pay our bills. NOTE Confidence: 0.7873664 239fdfe6-fbc9-40cb-92cb-ec2399c2d9d3 00:42:20.930 --> 00:42:24.274 Is there like is there a cut off point for that? NOTE Confidence: 0.90101004 0b54736f-154e-4c90-9b0b-519f6314040a 00:42:25.760 --> 00:42:29.533 It gets to a certain point, negative hours, and it's just NOTE Confidence: 0.90101004 fb5f1829-32cc-47cb-b29b-25d7c62d2c87 00:42:29.533 --> 00:42:33.306 like, OK, we really can't be flexible anymore. That is a NOTE Confidence: 0.90101004 facbcbbb-aa99-4e6c-93aa-4d01acd78bc8 00:42:33.306 --> 00:42:37.765 good question and I wish I could tell you there was a a NOTE Confidence: 0.90101004 e9852293-05ed-4824-9ac5-c59165a71616 00:42:37.765 --> 00:42:41.538 hard stop. Yeah, but it really comes down to one. The NOTE Confidence: 0.90101004 8a6fb3d9-d20c-4666-b7e4-723868396ef4 00:42:41.538 --> 00:42:44.968 client who they are. If it's a difficult client, probably NOTE Confidence: 0.90101004 5e915a09-9b7d-4de4-bb59-adb46f60ae7d 00:42:44.968 --> 00:42:49.084 natoli away a lot of leeway is going to be given there. NOTE Confidence: 0.90359545 36707e4e-f2a4-463e-a77b-2b48d49fdfb6 00:42:50.650 --> 00:42:56.432 If if it is a long-term client or it's a real nice client to NOTE Confidence: 0.90359545 e70e1927-78c6-4051-99fd-1b75e357f3ac 00:42:56.432 --> 00:43:01.801 work with and and, uh, they roll with the punches really well and NOTE Confidence: 0.90359545 942e32ba-8e52-4f62-a023-5e257850ccc3 00:43:01.801 --> 00:43:06.757 just had been good, we will tend. We'll give him a little NOTE Confidence: 0.90359545 f79383dd-63c5-48fc-ac52-6627ec08cb16 00:43:06.757 --> 00:43:10.887 more room there, but ultimately it really comes down to. NOTE Confidence: 0.89835584 e047ebc8-fee1-4e66-b5ba-d05a421d22d2 00:43:12.200 --> 00:43:15.990 A lot of this is done, usually not with my NOTE Confidence: 0.89835584 e8c6dffe-09a9-4c18-bae7-6b5eae3d75c4 00:43:15.990 --> 00:43:18.264 knowledge and less sometimes Chris radical. NOTE Confidence: 0.89835584 63287f90-36d7-470b-8a25-0addbfccd9de 00:43:18.264 --> 00:43:21.675 Ask the time brought into certain situations, and of NOTE Confidence: 0.89835584 7a53691d-d13e-4aae-824d-b86bf51c0ac7 00:43:21.675 --> 00:43:23.191 course I'll jump in. NOTE Confidence: 0.8691948 b1b6175e-13f1-4b8c-9bb0-b436103da399 00:43:24.700 --> 00:43:29.656 For some reason, I don't know why, but when I when I jump in, NOTE Confidence: 0.8691948 3baf1a9d-49de-4246-a4d1-f8d41adf6597 00:43:29.656 --> 00:43:33.550 usually gets something resolved, but I think they feel like that NOTE Confidence: 0.8691948 a33e3a04-928b-4591-9787-1b48e76b61da 00:43:33.550 --> 00:43:37.798 oh God, now this other person is jumping into wait a second. NOTE Confidence: 0.9194848 cb6c155a-b079-40a9-a128-a9211f05fb43 00:43:39.350 --> 00:43:42.990 I don't know what's going on in in, you know, and I'm not even, NOTE Confidence: 0.9194848 914cfbb0-7078-4737-9041-9551737bdf1d 00:43:42.990 --> 00:43:46.370 you know, I don't even get crazy on anybody, but just, you know, NOTE Confidence: 0.9194848 4ddcafa4-abe9-4dae-afc0-21eb6bab0e09 00:43:46.370 --> 00:43:49.230 just me checking in sometimes will get things you know, just NOTE Confidence: 0.88835937 c166f157-e8c9-4451-8703-76e313b1d180 00:43:49.230 --> 00:43:54.637 unstuck. But uhm, but for the most part it's not usually. Uh, NOTE Confidence: 0.88835937 c49b6448-abc5-42d3-b94e-f52cbdb0a8e5 00:43:54.637 --> 00:43:59.521 the PM is usually handle that, uh, with along with Chris and NOTE Confidence: 0.88835937 0f553401-5b85-40b3-ae83-d95e9f55bca6 00:43:59.521 --> 00:44:03.591 Kristen, and I think pretty much Chris and Kristen. Usually. NOTE Confidence: 0.88835937 4a6d4aac-49ca-4968-bfad-522d68e64367 00:44:03.591 --> 00:44:05.219 Chris Redican Kristen usually NOTE Confidence: 0.8110617 7159de92-94ca-4b0d-98c9-c175191a98bb 00:44:05.219 --> 00:44:07.900 come. Are the. NOTE Confidence: 0.8709801 b4fecbd4-9dc8-4b66-bb85-45bda43c06d3 00:44:08.820 --> 00:44:13.084 People that will set that gate so it'll just be a point. Well NOTE Confidence: 0.8709801 ea1faf06-fdcd-4d0f-9976-b11648a5d45c 00:44:13.084 --> 00:44:14.396 Chris Radical. Just say. NOTE Confidence: 0.88587433 4e44c201-2303-4830-bfac-a8e3090f7027 00:44:15.250 --> 00:44:18.968 OK, we you know we we need enough is enough, you know we NOTE Confidence: 0.88587433 005c45ce-2de4-413f-85a8-88f5dd4b5afa 00:44:18.968 --> 00:44:22.686 they've said that the checks in the Mail 3 * 2 or whatever. NOTE Confidence: 0.8836889 624e4a20-eb35-4b95-ae6b-0ad8b60d9d5e 00:44:24.430 --> 00:44:28.226 So they'll be a certain point where he's just going to say now NOTE Confidence: 0.8836889 07c09116-9b75-4b58-93f0-3812b689ca34 00:44:28.226 --> 00:44:32.606 we need to really take some type of in action Ann and just do a NOTE Confidence: 0.8836889 0bd2e95e-cbd7-43db-a055-6f597d04d816 00:44:32.606 --> 00:44:36.110 shot across the bow and let him know we're for real so. NOTE Confidence: 0.9275231 bf24c7ad-dffc-4b3b-8671-b8167e8df9ec 00:44:37.290 --> 00:44:41.874 There isn't, to my knowledge, one, but I'll tell you as we NOTE Confidence: 0.9275231 64a12922-679c-48f3-8c4a-22662e88d01e 00:44:41.874 --> 00:44:47.222 really try. I mean, we're really trying to lock down on a lot of NOTE Confidence: 0.9275231 85f079be-a87e-4384-b6d5-0e6acdc36bf2 00:44:47.222 --> 00:44:51.806 stuff, and as we continue to grow we you know things like NOTE Confidence: 0.9275231 29dde128-ec24-45c5-b60d-3ff72790172f 00:44:51.806 --> 00:44:56.772 that probably should be set. You know? I mean, it's it's going to NOTE Confidence: 0.9275231 69b3a18c-800e-4bf5-a82b-56d0df5d2654 00:44:56.772 --> 00:45:00.592 be something where you know there's almost a trigger when NOTE Confidence: 0.9275231 97bfaf69-1e88-4077-8911-09215bec83c2 00:45:00.592 --> 00:45:04.794 you got negative five hours, there's a trigger that says, Hey NOTE Confidence: 0.9275231 bbf0245f-587a-47f7-a886-015510aa9afb 00:45:04.794 --> 00:45:06.704 guys, you know something like NOTE Confidence: 0.9038669 57465c81-3726-455b-882a-438eee554037 00:45:06.704 --> 00:45:13.480 that. May be seen in the future, but at this point it is kind of NOTE Confidence: 0.9038669 f84df979-01f8-4f88-9248-1e41b2472171 00:45:13.480 --> 00:45:18.485 the PMS meet every week to go through all the projects up with NOTE Confidence: 0.9038669 fb70744f-b2ec-44ed-8668-f2b128879fa5 00:45:18.485 --> 00:45:21.950 Chris Redican Kristen and they talked through everything and NOTE Confidence: 0.9038669 d3457497-30bd-452f-afba-642c1f30bf70 00:45:21.950 --> 00:45:26.185 you know some of these got negative 15 hours. I'm sure NOTE Confidence: 0.9038669 73cec9ca-3e52-4740-aa7e-b748e8f4641b 00:45:26.185 --> 00:45:28.495 Chris is asking what's going on. NOTE Confidence: 0.92417574 f8b79404-4602-4c93-8a77-fc898f55e5a1 00:45:30.820 --> 00:45:34.707 So I'm I'm. I'm betting you're going to be involved in in those NOTE Confidence: 0.92417574 94aa5e24-0951-4e62-9020-c2705b239e56 00:45:34.707 --> 00:45:36.501 meetings as well. Now I would NOTE Confidence: 0.43931612 555b9666-997e-4307-b912-219d03cfab01 00:45:36.501 --> 00:45:38.870 not be surprised. So. NOTE Confidence: 0.86799324 d8a463a9-fc91-4300-ad21-a0bd149d57ea 00:45:40.910 --> 00:45:44.870 You know, so that you know. I basically do talk through all NOTE Confidence: 0.86799324 06e4a5ec-ad38-45b9-9396-e4a5d4480dd2 00:45:44.870 --> 00:45:49.820 that on the on the prepaid the post pay I try to let him know NOTE Confidence: 0.86799324 ceeaf39a-cdf7-4e7d-8937-ddd810c29988 00:45:49.820 --> 00:45:54.440 you know this, we are going to be doing this up front and So NOTE Confidence: 0.86799324 3903f860-5861-4014-812f-d55064059d00 00:45:54.440 --> 00:45:56.420 what I do on my peace. NOTE Confidence: 0.77900356 6b116e88-56f7-41c8-852f-0494c7196af5 00:45:57.010 --> 00:45:57.910 When? NOTE Confidence: 0.7982977 cac96407-4277-47a3-ab69-8da36f43226f 00:45:58.930 --> 00:46:04.822 Which typically I set as pre pay when I'm on boarding this. NOTE Confidence: 0.8777485 cd404077-ee69-45f1-b5e6-58604ab91458 00:46:05.400 --> 00:46:07.320 My final step. NOTE Confidence: 0.91854304 08c41c9d-4c44-43a7-9bea-150532cc3f62 00:46:07.940 --> 00:46:12.597 With. The scope that we built out is to breakdown. NOTE Confidence: 0.64600295 3ae81489-6fc4-4a85-a6f2-2aee11024ca1 00:46:13.630 --> 00:46:14.400 The. NOTE Confidence: 0.9454601 e6e02d24-3785-4eca-8b3a-19ed3dcd2343 00:46:15.490 --> 00:46:17.200 The initial payment. NOTE Confidence: 0.8996328 d2fbaa76-3b1e-4bba-ae12-3f163f8032d8 00:46:18.050 --> 00:46:24.410 So I will, uh, when I'm sitting that a hand off I will have the NOTE Confidence: 0.8996328 c09b4753-ef1d-418d-ab5a-f3b1d2e8d80e 00:46:24.410 --> 00:46:27.802 initial payment spelled out or Kristen to invoice. NOTE Confidence: 0.9239189 71b9003e-2658-4ef1-b94d-79363ae8a313 00:46:28.660 --> 00:46:36.178 Just so you know, the way I do that is, let's say it's, um, NOTE Confidence: 0.9239189 bbedbfdb-04a5-40b7-83e3-220537ba3b42 00:46:36.178 --> 00:46:42.085 $100,000 projects and we believe it's going to take, you know, NOTE Confidence: 0.87157404 98b019ae-c31a-4598-8f77-076978dfa241 00:46:42.085 --> 00:46:47.650 four months. Um, I'm just going to say. NOTE Confidence: 0.93862975 7b08efee-2e95-4eba-a670-f6d42b1e61de 00:46:48.870 --> 00:46:52.720 I'm gonna take the timeline against what the cost of the NOTE Confidence: 0.93862975 421096a2-07ef-421a-af01-edb6f46f1edb 00:46:52.720 --> 00:46:57.270 project is and I'm pretty much going to say it's going to be. NOTE Confidence: 0.90627164 1f53681a-5a66-4496-a2af-38e2f9ef3b92 00:46:57.850 --> 00:47:01.050 Fairly equal installments every month. NOTE Confidence: 0.90838915 389af0ca-5325-4f5e-a21f-1c3543ebdbcd 00:47:02.670 --> 00:47:08.346 Now for me I know that with the first payment we're really NOTE Confidence: 0.90838915 f4739ebb-6c46-4dbb-8b2b-460462202701 00:47:08.346 --> 00:47:12.603 trying to basically get through the upfront discovery and NOTE Confidence: 0.90838915 0053f4e5-1b10-4986-bdbe-27143bbd0981 00:47:12.603 --> 00:47:17.806 Design. An will also likely if there's an integration piece to NOTE Confidence: 0.90838915 f8208fde-fe0e-459b-b08c-e63bfa47b556 00:47:17.806 --> 00:47:23.009 it wanting to start working with their technical person to figure NOTE Confidence: 0.90838915 ec1937d5-4b71-4158-835c-0ae650bbd041 00:47:23.009 --> 00:47:28.212 out the exact workflows, get the data, get the credentials, stuff NOTE Confidence: 0.90838915 9e033ff5-5da1-4561-b536-25c6c9c65bd3 00:47:28.212 --> 00:47:31.523 like that so that we can start NOTE Confidence: 0.86629355 92c3112a-8921-4f28-96e4-c1a7b56b47b7 00:47:31.523 --> 00:47:34.000 to. Dive into that a bit as NOTE Confidence: 0.94056314 8cdc0671-3a0f-42ec-9815-f3d2c470c713 00:47:34.000 --> 00:47:38.500 well. So I usually take line items that are associated in NOTE Confidence: 0.9190599 f49d475c-31b8-491b-8384-0b3e36c17abc 00:47:38.500 --> 00:47:43.058 those areas. And in the contract that I build out. NOTE Confidence: 0.9064515 55a2a46a-5a34-4316-90ee-dc547c9b1c42 00:47:43.770 --> 00:47:49.479 For the for the client, I'm spelling it out as their NOTE Confidence: 0.9064515 9f5497f8-372e-4818-aef5-0db762d2fc46 00:47:49.479 --> 00:47:51.036 first installment payment. NOTE Confidence: 0.9395146 054ded09-12bf-450f-925c-08f58bf11cc7 00:47:52.080 --> 00:47:56.252 However, all subsequent payments in that schedule NOTE Confidence: 0.9395146 0dd78e02-7b41-4fbd-837a-c827b0c32c39 00:47:56.252 --> 00:47:59.232 is going to be created. NOTE Confidence: 0.91562957 ca622198-7c15-475b-a0cb-dbe548b1ea3f 00:48:00.350 --> 00:48:04.904 Once the team is finishing up on the upfront discovery and NOTE Confidence: 0.91562957 44dcf50c-9ea3-42b4-b7d3-7e48a57d4eca 00:48:04.904 --> 00:48:09.458 design, so at the end of the upfront discovery where they're NOTE Confidence: 0.91562957 1f13e9a9-a6bc-4beb-a605-904214e8ec70 00:48:09.458 --> 00:48:11.528 going to document fully document NOTE Confidence: 0.9287205 4184fb51-4e78-479f-89d3-125b021df2fd 00:48:11.528 --> 00:48:17.274 disco. The other two pieces that they're going to do is also add NOTE Confidence: 0.9287205 bf7f2013-4d66-405f-8dee-3e4526c561d6 00:48:17.274 --> 00:48:18.450 in the timeline. NOTE Confidence: 0.8728219 b486e25a-d993-4a12-a367-7b3acc113e7f 00:48:19.050 --> 00:48:20.779 So they might get into it go. NOTE Confidence: 0.8961805 a935f3df-09a3-4a9b-91c8-c0adb9d0d111 00:48:21.520 --> 00:48:25.745 Man, this is gonna be four months. This is going to be 5 NOTE Confidence: 0.8961805 8a716d00-7816-42d7-88ac-7422e8349679 00:48:25.745 --> 00:48:29.645 months or whatever and so they so that so the schedule could NOTE Confidence: 0.8961805 4f5588d5-0286-4cdc-af08-581cd88ab0d6 00:48:29.645 --> 00:48:33.220 change as far as the payment schedule goes. So they're going NOTE Confidence: 0.8961805 5ff073e2-fc37-4ca3-ad8f-2c4785625c61 00:48:33.220 --> 00:48:37.120 to create that timeline. You're going to lock in on that scope, NOTE Confidence: 0.8961805 28b7b462-1d29-47e8-8989-5c6cff232265 00:48:37.120 --> 00:48:38.745 and then they're going to NOTE Confidence: 0.8901531 a7e21e82-cafd-4c26-bc24-6659a41f231a 00:48:38.745 --> 00:48:43.200 finish. With the actual payment schedule for the NOTE Confidence: 0.8901531 8a393674-222c-4ace-945a-c7f768d6812c 00:48:43.200 --> 00:48:45.080 rest of the project. NOTE Confidence: 0.8661752 41f60acb-a18c-4b18-a3ce-2f54ec91240f 00:48:46.690 --> 00:48:48.330 Based on those monthly Springs. NOTE Confidence: 0.8685099 819880de-6ba2-4020-8620-a93359edac61 00:48:49.280 --> 00:48:54.250 But for me, the way I set it up initially is just, you know, NOTE Confidence: 0.8685099 b349fe59-4c69-4e05-8ec8-1bd07520e4a8 00:48:54.250 --> 00:48:58.155 with 120 and six months equal payments basically needs to be NOTE Confidence: 0.8685099 9d5ef3c3-f3f9-4d00-90e8-f67acea7208f 00:48:58.155 --> 00:49:03.125 about this much and I'm going to cherry pick my line items that I NOTE Confidence: 0.8685099 ed054026-8b30-4a1d-8101-b00f52591de4 00:49:03.125 --> 00:49:07.385 knows probably are going to be the main ones that we're going NOTE Confidence: 0.8685099 2595640a-ea16-4b33-8502-cec06aac9e45 00:49:07.385 --> 00:49:12.000 to want to do for the for the first month lease print, and NOTE Confidence: 0.8685099 589d03a3-b86a-4837-9103-3501c85b8411 00:49:12.000 --> 00:49:14.840 then I on board that on as such. NOTE Confidence: 0.83130133 e88512b0-948d-4a3b-b40d-33d17ef38d55 00:49:16.450 --> 00:49:19.118 Yeah, so that's uh. NOTE Confidence: 0.9167062 ea3b35fa-ec4d-4c50-9e24-35fdb1409068 00:49:19.730 --> 00:49:24.150 You know, that's about that. Um, I you know, I pretty much wanted NOTE Confidence: 0.9167062 c7a3a562-9579-4930-8b9e-340a3a3979a0 00:49:24.150 --> 00:49:26.190 to just kind of get through. NOTE Confidence: 0.9201343 309fa699-f996-49b9-94df-22e960b563bb 00:49:27.720 --> 00:49:31.779 You know the kind of the expectations, piece of how I'm NOTE Confidence: 0.9201343 b38d0531-3eb7-4668-9da2-adab86bdf220 00:49:31.779 --> 00:49:35.838 on boarding, like what I'm saying to them, an all those NOTE Confidence: 0.9201343 7ef1c736-99aa-4c4a-8b38-5c3757ba2f2a 00:49:35.838 --> 00:49:38.421 type of stuff so you can you NOTE Confidence: 0.9388977 e34d27b7-11dc-4c29-a27f-15e87c95bb00 00:49:38.421 --> 00:49:42.904 can. Definitely see what I'm saying on this end. NOTE Confidence: 0.87245685 e0a7351f-8e86-454b-aa8d-313b00184ce0 00:49:44.010 --> 00:49:48.079 Yeah, uh, in and then that way it'll kinda help you. Um, 'cause NOTE Confidence: 0.87245685 0b1cd582-a0ab-485d-ba73-e0df1ffd180a 00:49:48.079 --> 00:49:52.461 I have seen at times and I don't know what the change has been NOTE Confidence: 0.87245685 65f45e19-9711-4f86-bb0c-d869ae2f6f90 00:49:52.461 --> 00:49:56.530 there, but I I do have clients that are that are that are NOTE Confidence: 0.87245685 0a80ea6f-0e52-4a73-853a-9cbaaec9de0b 00:49:56.530 --> 00:49:59.660 reaching out sometime and saying, hey, I haven't seen the NOTE Confidence: 0.51331836 eb8ea888-02a8-4b0c-aaf4-3d48aab33069 00:49:59.660 --> 00:50:01.370 projects at. Important while. NOTE Confidence: 0.8606464 783d4fd6-af56-40ae-a685-fa705b04a75c 00:50:04.490 --> 00:50:10.832 You know, so that the other thing that I do is I also I NOTE Confidence: 0.8606464 f61b0ae9-5852-4324-9c78-3b88b3d92c31 00:50:10.832 --> 00:50:13.097 I view all basecamp messages. NOTE Confidence: 0.91726696 7a534663-5282-449c-8b5d-95738171efcc 00:50:13.680 --> 00:50:17.784 So I'm going through all the base camp messages in. You know NOTE Confidence: 0.91726696 9018b133-f225-454a-b392-a464c4a21900 00:50:17.784 --> 00:50:22.572 I look for maybe some exchanges that I you know if I can help NOTE Confidence: 0.91726696 2e137854-603d-4c66-af20-edddeaca49ea 00:50:22.572 --> 00:50:27.702 with or or if I'm seeing maybe I need to contact the PM and be NOTE Confidence: 0.6739346 69286bc5-2c1a-45ff-bf23-c21d1602ed9a 00:50:27.702 --> 00:50:30.490 like. You know, hey, uh. NOTE Confidence: 0.8789943 8f1da245-da7a-4695-88e6-fd197a72c80a 00:50:32.030 --> 00:50:36.580 You need some help or is there something I can do here? Uh, you NOTE Confidence: 0.8789943 37d4c5ab-de88-4cb0-9a60-5ee4d8229da4 00:50:36.580 --> 00:50:41.455 know, it used to more so be you. Know some years back you know I, NOTE Confidence: 0.8789943 45138017-6e48-4a72-b829-465f07daabe6 00:50:41.455 --> 00:50:44.380 uh, uh, where I had to jump in a NOTE Confidence: 0.88486445 186c01cd-be7b-42f3-bf6c-25d264d2ff0e 00:50:44.380 --> 00:50:50.115 lot, but. Our team has really gotten a lot better an an, uh, NOTE Confidence: 0.88486445 6a8a9139-fdcf-44fb-bd0e-8852d67ce9fe 00:50:50.115 --> 00:50:55.785 uh, we have a we have a great team now and it's it's, uh. NOTE Confidence: 0.9017226 6deec889-735a-40a9-bd12-f38a70081b22 00:50:56.550 --> 00:51:01.750 You know they take on a lot and I don't have to do as much in NOTE Confidence: 0.9017226 cf265af2-f416-4f0c-a905-8a39b0759481 00:51:01.750 --> 00:51:05.650 that area, but I do still look through everything. Um, I looked NOTE Confidence: 0.9017226 8ad4c093-95ea-47c5-99f8-999f56e334ee 00:51:05.650 --> 00:51:09.225 sometimes if I've seen that somebody is reached out, but I NOTE Confidence: 0.9017226 91e8a50f-d36d-4654-bded-3355500a6208 00:51:09.225 --> 00:51:13.125 don't see that there's been a response. I might check in, you NOTE Confidence: 0.9017226 d567d47f-ff1d-4cd1-9c51-746aaf1098ff 00:51:13.125 --> 00:51:17.350 know, on that one, that kind of stuff. So I'm just. I'm just NOTE Confidence: 0.9017226 d66e54cc-0f85-420f-881f-0ed8c51cf32f 00:51:17.350 --> 00:51:20.275 always kind of seeing what's going on there, but. NOTE Confidence: 0.8803765 87001504-05c1-40a6-b126-3cb27364b90c 00:51:21.110 --> 00:51:25.179 That that's, uh, just kind of another piece set that I like to NOTE Confidence: 0.8803765 d4954648-b548-452d-8967-4371dd2c1cc3 00:51:25.179 --> 00:51:29.561 view and an, uh, make sure that all is going well on that in NOTE Confidence: 0.8809242 61c4ffa1-a3ab-404e-ab0d-f058e89654c4 00:51:29.561 --> 00:51:34.600 yeah, I guess. In the on, the chance that the team. NOTE Confidence: 0.88223964 6d186155-1716-48da-8aa4-c0bb4ababd88 00:51:35.180 --> 00:51:40.710 Finishes say a month early. Is that just it? I mean or and they NOTE Confidence: 0.88223964 8247c221-a22c-46ff-9fec-732c04f262d8 00:51:40.710 --> 00:51:45.055 you just re adjust the UM project costs and don't invoice NOTE Confidence: 0.88223964 731f17f1-713d-43ed-ae53-080bf7a99f36 00:51:45.055 --> 00:51:47.030 them for that last month. NOTE Confidence: 0.866122 8cc1e722-218f-4512-aeda-f5f6fe965674 00:51:48.680 --> 00:51:52.690 Well, uh, so if we're if we're doing pre pay. NOTE Confidence: 0.9155089 6cca3e4d-78d4-4eb9-92df-eaa742a20a88 00:51:53.300 --> 00:51:57.480 Uh, what will happen in that case is typically if we're NOTE Confidence: 0.9155089 e0d9df77-67f4-44a8-9442-fbcc1871331e 00:51:57.480 --> 00:52:01.660 moving that fast. Yeah, we're going to see that we're moving NOTE Confidence: 0.9155089 c5d9ca0c-3d0c-4d8a-b8cf-a6a25521aecf 00:52:01.660 --> 00:52:06.220 that fast. And obviously like, let's say you were in a monthly NOTE Confidence: 0.9155089 3df8c3a2-b227-4bcd-b10c-c4caea82ec48 00:52:06.220 --> 00:52:11.160 Sprint, right? You had build out for just say 100 hours and for NOTE Confidence: 0.9155089 616abf70-a6a6-416b-8294-22281fc06a94 00:52:11.160 --> 00:52:15.340 some reason I don't know. A couple other projects ended an NOTE Confidence: 0.9155089 959ce473-30f3-4596-9ff8-a9b6136e99f4 00:52:15.340 --> 00:52:19.140 we had more resources and they wanted to move faster. NOTE Confidence: 0.90922004 02ae677b-cf72-4fc3-a1c7-b63b2ce4749b 00:52:20.050 --> 00:52:25.174 All of a sudden we could do 160 hours that month. You know? OK, NOTE Confidence: 0.90922004 106a367b-1b8f-4cad-adca-da08030d08e8 00:52:25.174 --> 00:52:29.932 that is something where we would then have to go. Oh shoot, we're NOTE Confidence: 0.90922004 ebe69791-ae07-4414-9567-dc4c49d0b1d0 00:52:29.932 --> 00:52:33.958 you know we're going to run out of this 100 hours. NOTE Confidence: 0.91122866 d4aada5e-e284-4c3f-850b-9245c7f9c08b 00:52:34.660 --> 00:52:39.784 You know 2 three weeks into the month, we're probably going to NOTE Confidence: 0.91122866 9ae0971e-8657-4b27-87bb-d0e72622ff2e 00:52:39.784 --> 00:52:44.908 need to now adjust that an we would probably look to adjust NOTE Confidence: 0.91122866 674fc3be-2b7f-4af1-8c59-7f583770497d 00:52:44.908 --> 00:52:47.043 the next invoice and maybe NOTE Confidence: 0.73561126 0cf400ae-8f46-4fb1-9b57-e281a38a2d33 00:52:47.043 --> 00:52:50.470 subsequent invoices. Um, chew that run rate. NOTE Confidence: 0.8421602 ce22d7a0-a5d2-452b-bc37-d761eb61e41a 00:52:51.660 --> 00:52:54.775 Or what we commonly refer to as NOTE Confidence: 0.9113536 ad47fce6-c6e3-40b5-ae24-bfc04efe38cc 00:52:54.775 --> 00:52:59.770 burn rate? And so if we start burning through more hours were NOTE Confidence: 0.9113536 86582379-3497-46f1-a37a-6982b8601d5e 00:52:59.770 --> 00:53:04.177 going to look to adjust to it. 'cause again, we don't want to NOTE Confidence: 0.9113536 e00a9a9f-bcfb-40d1-9bf2-995487cc593e 00:53:04.177 --> 00:53:06.211 get negative on ours, but uhm. NOTE Confidence: 0.8706814 cc5b37a5-3859-4658-b464-a35a7ab18a26 00:53:06.850 --> 00:53:10.755 You know, you know, but that that is something where unless NOTE Confidence: 0.8706814 d160f9c6-6098-46a9-98a1-be6ecb91ef67 00:53:10.755 --> 00:53:14.305 they're doing post pay, we definitely don't have a final NOTE Confidence: 0.8706814 3c23685f-27e0-40f8-8879-880a4196e999 00:53:14.305 --> 00:53:17.500 invoice. It's more of in less there, you know. NOTE Confidence: 0.91376746 fe352de5-6902-4241-9f56-a5457be9c926 00:53:18.700 --> 00:53:24.030 We did, we did. The suppose it last invoice and then we just. NOTE Confidence: 0.9084856 58ac7e2d-dbd5-4695-8f7b-3c07bcfa76a0 00:53:24.820 --> 00:53:29.461 There is like some extra hours that we had help with. I don't NOTE Confidence: 0.9084856 c1857656-cc33-430c-bd20-4775a38dfe3b 00:53:29.461 --> 00:53:33.031 know training or you know, tidying up something, uh or NOTE Confidence: 0.9084856 ee0272ca-a5db-4c76-9f00-7942db43403e 00:53:33.031 --> 00:53:36.244 whatever it might be. Yeah, developing some kind of NOTE Confidence: 0.9084856 cf546b9c-f75c-4f3b-b0fc-357fa53b73f7 00:53:36.244 --> 00:53:39.814 documentation for them. You know there's various things that can NOTE Confidence: 0.9084856 74dc0ebb-9c84-4aa4-9248-0e55b5e9861e 00:53:39.814 --> 00:53:44.812 maybe come in the end, and then what will do is just say hey, NOTE Confidence: 0.9084856 f03ed760-1cb9-48f9-a965-83d8b1667697 00:53:44.812 --> 00:53:49.096 how about we go ahead and get some additional hours for this NOTE Confidence: 0.9084856 1162f918-e669-4278-8ec3-cdbfadd7dff2 00:53:49.096 --> 00:53:53.737 and will do like a final invoice for another ten 1520 hours, but NOTE Confidence: 0.9084856 c871b5d4-e651-4793-a2e4-a69a64f5c6a1 00:53:53.737 --> 00:53:55.879 that does bring me with one. NOTE Confidence: 0.9080182 e1c14f98-d39a-4cac-86f5-a273afbb1b96 00:53:55.960 --> 00:54:01.480 Extra point to close this out. OK, the other piece that is NOTE Confidence: 0.9080182 aebb124e-7f32-41df-bf04-1115cde4c948 00:54:01.480 --> 00:54:06.540 commonly asked about is support after launch, so as I mentioned NOTE Confidence: 0.9080182 c7ce0bae-a2e6-418e-8bbf-ec39d4212e70 00:54:06.540 --> 00:54:12.060 we have no required ongoing fees or costs or anything that we NOTE Confidence: 0.9080182 6e1c53f7-f172-4aee-ba13-06a40c3b4cf7 00:54:12.060 --> 00:54:18.500 that we have on a four client. So what I let them know though NOTE Confidence: 0.9080182 2cb48abc-1d64-4249-a871-f38cfb42a58a 00:54:18.500 --> 00:54:20.340 is I'll say but. NOTE Confidence: 0.919686 8ab1abb4-9a5d-4bc3-b724-16d04cc36a87 00:54:21.260 --> 00:54:26.426 We are here to support you in any way that you need now. If NOTE Confidence: 0.919686 cebe2d98-36ac-435b-a510-76f07ff5ba48 00:54:26.426 --> 00:54:30.116 you have in-house support or developers that can run with NOTE Confidence: 0.919686 0f5a6f6c-506a-4e82-89c3-152db739b1f2 00:54:30.116 --> 00:54:33.806 this and manage it to their heart's extent, no problem NOTE Confidence: 0.919686 7c4d8558-ebbe-4d94-b55b-949a4c24d3e2 00:54:33.806 --> 00:54:38.234 whatsoever, Yeah, but if you need our help and you need to NOTE Confidence: 0.919686 4f71c1e8-41b2-4b3c-8dd5-2e9c5ca92c64 00:54:38.234 --> 00:54:41.924 bring us in in certain situations, you simply reach out NOTE Confidence: 0.919686 841ea067-679c-4416-8f7c-97de5faf2fe8 00:54:41.924 --> 00:54:46.721 to us where a lot of our clients will typically just keep a NOTE Confidence: 0.919686 2c89f9ff-bd04-47c4-83a6-764242da6dcf 00:54:46.721 --> 00:54:51.518 certain amount of hours on hand with us so they have that on NOTE Confidence: 0.9196327 5a023e9c-3481-46c2-9c9a-008ed1faceb5 00:54:51.518 --> 00:54:56.426 account so. It could be 5 hours, it could be 20 hours. Some of NOTE Confidence: 0.9196327 11efbf65-f2d1-4f9d-a01b-a59075308e66 00:54:56.426 --> 00:55:00.808 our bigger clients that do a lot of ongoing work. My do like you NOTE Confidence: 0.90092254 9a685051-41f0-41e5-ab83-2ddb97315a3a 00:55:00.808 --> 00:55:05.451 know, 100 hours. But they will keep those on hand, and so NOTE Confidence: 0.90092254 ae2361e8-b15e-4c49-b448-49e171d52b4f 00:55:05.451 --> 00:55:08.741 anytime they need us, they're paying us in Basecamp and NOTE Confidence: 0.90092254 8a1a0231-4e09-403b-ae4e-ef189c739ca5 00:55:08.741 --> 00:55:13.347 saying, oh, hey Sam, I need to, uh, you know, go ahead and line NOTE Confidence: 0.90092254 8680db8d-0305-4212-8af9-53f43af48c47 00:55:13.347 --> 00:55:17.624 up doing this and this on the site will go OK? Yeah, that's NOTE Confidence: 0.90092254 83e08873-4106-4459-849d-2fb6c61feef8 00:55:17.624 --> 00:55:21.572 probably going to be, you know, this many hours this many hours NOTE Confidence: 0.90092254 c6fc82d1-ba75-4596-afe1-437d3f9b3d8c 00:55:21.572 --> 00:55:25.520 if it's smaller. If it's larger tasks where usually going to do NOTE Confidence: 0.90092254 16ddf448-d750-440b-84c5-eb56747b1996 00:55:25.520 --> 00:55:28.810 you know a worksheet you know something, sometimes they bring NOTE Confidence: 0.90092254 8daef74d-f8e5-45ab-9266-eb045e3f4f05 00:55:28.810 --> 00:55:32.429 us in, sometimes they don't, depending on what the task is. NOTE Confidence: 0.87522584 c44ea385-6660-48b6-b378-355c333a7783 00:55:32.520 --> 00:55:35.916 Yeah, and then they're going to. The PM is going to send NOTE Confidence: 0.87522584 4564193a-eff2-4409-8668-f550b156921c 00:55:35.916 --> 00:55:39.029 that out, um, and they're going to approve it. And then NOTE Confidence: 0.87522584 a51262cb-c72a-488d-8379-92a9b28e1e18 00:55:39.029 --> 00:55:42.142 we're going to get rolling, but there's not the process of NOTE Confidence: 0.87522584 8f3394a1-ed17-4847-852b-b837c463604c 00:55:42.142 --> 00:55:44.406 some clients. We have something where they'll go, NOTE Confidence: 0.87522584 5630c5bd-1aba-4054-96c8-93c837e46bad 00:55:44.406 --> 00:55:46.670 they'll contact us. So hey, I need to. NOTE Confidence: 0.9181667 66932ebe-9927-4351-becb-eee5fa5678d5 00:55:47.990 --> 00:55:51.250 You know, add a calendar function to my website so NOTE Confidence: 0.9181667 1ac2723a-cf59-4ffd-8be6-59722fba7bf3 00:55:51.250 --> 00:55:54.184 people can start scheduling appointments with us. Oh OK, NOTE Confidence: 0.9181667 60a3e866-b65d-414e-9821-26aba38052ab 00:55:54.184 --> 00:55:57.770 well that's probably gonna take us about like 8 to 12 NOTE Confidence: 0.9181667 a48b9039-82a5-4c8f-b588-41ca858ea679 00:55:57.770 --> 00:56:02.008 hours if you want to do that. That sounds good. Just let me NOTE Confidence: 0.9181667 3a28bb8f-a607-409e-a04e-ad106c22a401 00:56:02.008 --> 00:56:04.942 know. Yeah approved, please move forward. Great, I'm going NOTE Confidence: 0.9181667 b5ce4ed0-c968-4504-aa66-dd15f4dc25cd 00:56:04.942 --> 00:56:08.854 to send an invoice out. It's going to be for 12 hours. NOTE Confidence: 0.8907851 2424a19b-b1e3-4c3f-b3f2-d79b54e41b4b 00:56:10.200 --> 00:56:12.098 As soon as you pay that and we have the funds in, We're NOTE Confidence: 0.8907851 ae6eebc5-af5e-4249-bea5-e042d26e6ca1 00:56:12.098 --> 00:56:13.120 going to get to work for you.