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Why Hiring Works More Like Sales Than HR · Private Equity Data Guy

• 0:00
  The
• 0:00
  same
• 0:00
  way
• 0:00
  you
• 0:00
  acquire
• 0:01
  clients
• 0:01
  is
• 0:02
  very
• 0:02
  similar
• 0:02
  to
• 0:02
  the
• 0:02
  way
• 0:02
  you
• 0:03
  want
• 0:03
  to
• 0:03
  acquire
• 0:03
  candidates.
• 0:04
  And
• 0:04
  just
• 0:04
  thinking
• 0:05
  about,
• 0:05
  like,
• 0:05
  how
• 0:05
  do
• 0:05
  we
• 0:05
  market
• 0:06
  it,
• 0:06
  how
• 0:06
  do
• 0:06
  we
• 0:06
  approach
• 0:07
  it
• 0:07
  as
• 0:07
  a
• 0:07
  sales
• 0:07
  funnel
• 0:08
  and
• 0:08
  work
• 0:09
  the
• 0:09
  lead
• 0:09
  quickly?
• 0:10
  As
• 0:10
  a
• 0:10
  recruiter,
• 0:10
  my
• 0:10
  job
• 0:11
  is
• 0:11
  to
• 0:11
  make
• 0:11
  sure
• 0:11
  it's
• 0:11
  a
• 0:11
  good
• 0:11
  experience
• 0:12
  for
• 0:12
  both
• 0:12
  the
• 0:12
  candidate
• 0:13
  and
• 0:13
  the
• 0:13
  hiring
• 0:14
  manager.
• 0:14
  If
• 0:14
  I
• 0:14
  see
• 0:14
  no
• 0:15
  metrics
• 0:15
  in
• 0:16
  like
• 0:16
  a
• 0:16
  leader's
• 0:16
  resume,
• 0:17
  I'm
• 0:17
  like,
• 0:17
  that's
• 0:17
  already
• 0:18
  a
• 0:18
  huge
• 0:18
  red
• 0:18
  flag
• 0:19
  because
• 0:19
  either
• 0:19
  you
• 0:20
  don't
• 0:20
  track
• 0:20
  it
• 0:21
  and
• 0:22
  that
• 0:22
  means
• 0:22
  you're
• 0:22
  not
• 0:22
  managing
• 0:23
  anything,
• 0:23
  or
• 0:23
  you
• 0:23
  don't
• 0:23
  know
• 0:24
  what's
• 0:24
  important.
• 0:24
  And
• 0:24
  I'm
• 0:24
  like,
• 0:24
  I
• 0:25
  don't
• 0:25
  know
• 0:25
  which
• 0:25
  is
• 0:25
  worse.
• 0:25
  But
• 0:26
  both
• 0:26
  are
• 0:26
  not
• 0:27
  what
• 0:27
  I'm
• 0:27
  looking
• 0:27
  for.
• 0:27
  I'd
• 0:27
  say
• 0:28
  the
• 0:28
  main
• 0:28
  thing
• 0:28
  I've
• 0:28
  ruled
• 0:28
  people
• 0:28
  out
• 0:29
  for
• 0:29
  that
• 0:29
  they
• 0:29
  can
• 0:29
  add
• 0:29
  is
• 0:30
  just
• 0:30
  better
• 0:30
  metrics.
• 0:31
  And
• 0:31
  then
• 0:31
  the
• 0:31
  people
• 0:31
  that
• 0:32
  caught
• 0:32
  my
• 0:32
  attention
• 0:32
  the
• 0:32
  most,
• 0:33
  which
• 0:33
  I
• 0:33
  don't
• 0:34
  like,
• 0:35
  send
• 0:35
  a
• 0:35
  message
• 0:36
  to
• 0:36
  the
• 0:36
  recruiter,
• 0:36
  give
• 0:36
  me
• 0:37
  the
• 0:37
  highlights,
• 0:37
  like
• 0:37
  why
• 0:37
  you're
• 0:38
  a
• 0:38
  fit
• 0:38
  in
• 0:38
  the
• 0:38
  email
• 0:38
  or
• 0:39
  the,
• 0:39
  the,
• 0:40
  the
• 0:40
  LinkedIn,
• 0:41
  like,
• 0:41
  it
• 0:42
  can
• 0:42
  help
• 0:42
  you
• 0:42
  get
• 0:43
  noticed.
• 0:43
  Behind
• 0:44
  every
• 0:44
  value
• 0:44
  creation
• 0:45
  plan,
• 0:45
  there's
• 0:46
  a
• 0:46
  data
• 0:46
  problem
• 0:46
  nobody
• 0:47
  wants
• 0:47
  to
• 0:47
  talk
• 0:47
  about.
• 0:48
  Fragmented
• 0:48
  systems,
• 0:49
  metrics
• 0:49
  nobody
• 0:50
  trusts,
• 0:50
  and
• 0:51
  decisions
• 0:51
  made
• 0:51
  on
• 0:51
  gut
• 0:52
  feel
• 0:52
  dressed
• 0:52
  up
• 0:52
  as
• 0:52
  analysis.
• 0:53
  Welcome
• 0:54
  to
• 0:54
  the
• 0:54
  PE
• 0:54
  Data
• 0:54
  Guy.
• 0:55
  Each
• 0:55
  week,
• 0:56
  host
• 0:56
  Graham
• 0:56
  Crawford
• 0:57
  talks
• 0:57
  to
• 0:57
  the
• 0:57
  operating
• 0:58
  partners,
• 0:58
  advisors
• 0:59
  and
• 0:59
  practitioners
• 1:00
  who
• 1:00
  are
• 1:00
  doing
• 1:00
  the
• 1:00
  work
• 1:01
  inside
• 1:01
  portfolio
• 1:02
  companies.
• 1:02
  If
• 1:02
  you
• 1:03
  care
• 1:03
  about
• 1:03
  what
• 1:03
  actually
• 1:03
  drives
• 1:04
  returns
• 1:04
  in
• 1:04
  the
• 1:05
  market,
• 1:05
  then
• 1:05
  you're
• 1:06
  in
• 1:06
  the
• 1:06
  right
• 1:06
  place.
• 1:06
  The
• 1:07
  PE
• 1:07
  Data
• 1:07
  Guy
• 1:08
  starts
• 1:08
  now.
• 1:10
  Frank
• 1:10
  the
• 1:10
  Tank
• 1:11
  has
• 1:11
  been
• 1:11
  in
• 1:11
  the
• 1:11
  talent
• 1:12
  game
• 1:12
  for
• 1:12
  eight
• 1:12
  years
• 1:12
  now.
• 1:13
  He
• 1:13
  started
• 1:13
  at
• 1:14
  a
• 1:14
  global
• 1:14
  recruiting
• 1:14
  firm,
• 1:15
  then
• 1:15
  he
• 1:15
  went
• 1:16
  on
• 1:16
  to
• 1:16
  acquisition.com,
• 1:17
  a
• 1:17
  private
• 1:17
  equity
• 1:18
  firm,
• 1:18
  as
• 1:18
  the
• 1:18
  founding
• 1:19
  recruiter.
• 1:20
  And
• 1:20
  he
• 1:20
  built
• 1:20
  the
• 1:20
  department
• 1:21
  and
• 1:21
  the
• 1:21
  team
• 1:21
  from
• 1:22
  12
• 1:22
  to
• 1:22
  over
• 1:22
  100
• 1:23
  people.
• 1:24
  Now
• 1:24
  Frank
• 1:24
  runs
• 1:25
  Tank
• 1:25
  Recruiting,
• 1:25
  where
• 1:26
  he
• 1:26
  helps
• 1:26
  founders
• 1:27
  scale
• 1:27
  their
• 1:27
  team.
• 1:28
  Frank
• 1:28
  focuses
• 1:29
  on
• 1:29
  executive
• 1:29
  recruitment
• 1:29
  and
• 1:30
  talent
• 1:30
  advisor
• 1:30
  support.
• 1:31
  And
• 1:31
  today
• 1:31
  what
• 1:31
  we're
• 1:32
  going
• 1:32
  to
• 1:32
  talk
• 1:32
  about
• 1:33
  is
• 1:33
  the
• 1:33
  people
• 1:33
  side
• 1:34
  of
• 1:34
  value
• 1:34
  creation
• 1:35
  in
• 1:35
  companies
• 1:35
  and
• 1:36
  how
• 1:36
  that
• 1:36
  generates
• 1:37
  return
• 1:37
  on
• 1:37
  investment.
• 1:38
  Frank,
• 1:38
  we've
• 1:39
  known
• 1:39
  each
• 1:39
  other
• 1:39
  for
• 1:39
  a
• 1:39
  while
• 1:39
  now.
• 1:40
  It's
• 1:40
  great
• 1:40
  to
• 1:40
  have
• 1:40
  you
• 1:40
  on.
• 1:41
  Thanks
• 1:41
  so
• 1:41
  much
• 1:41
  for
• 1:42
  coming
• 1:42
  in.
• 1:42
  I
• 1:42
  appreciate
• 1:43
  it.
• 1:43
  Looking
• 1:43
  forward
• 1:43
  to
• 1:43
  it.
• 1:44
  I
• 1:44
  know
• 1:44
  we've
• 1:44
  had
• 1:44
  several
• 1:45
  conversations
• 1:45
  around
• 1:45
  business
• 1:46
  and
• 1:46
  talent,
• 1:46
  so
• 1:47
  I'm
• 1:47
  looking
• 1:47
  forward
• 1:47
  to
• 1:47
  dive
• 1:48
  in.
• 1:48
  Yeah,
• 1:48
  many
• 1:49
  of
• 1:49
  them.
• 1:49
  And
• 1:49
  you've
• 1:49
  got
• 1:50
  so
• 1:50
  much,
• 1:50
  so
• 1:50
  much
• 1:50
  value
• 1:51
  to
• 1:51
  share
• 1:51
  with
• 1:52
  the
• 1:52
  audience.
• 1:52
  You
• 1:52
  know,
• 1:52
  I
• 1:52
  still
• 1:53
  remember
• 1:53
  our
• 1:53
  first
• 1:53
  conversation,
• 1:54
  I
• 1:54
  think
• 1:54
  coming
• 1:54
  up
• 1:54
  on
• 1:54
  a
• 1:55
  year
• 1:55
  now,
• 1:55
  right,
• 1:55
  since
• 1:55
  we,
• 1:56
  since
• 1:56
  we
• 1:56
  met
• 1:57
  at
• 1:57
  the,
• 1:57
  at
• 1:57
  the
• 1:57
  workshop
• 1:58
  and
• 1:58
  then,
• 1:58
  you
• 1:59
  know,
• 1:59
  got
• 1:59
  to
• 1:59
  enjoy
• 1:59
  that
• 2:00
  wonderful
• 2:01
  lunch
• 2:01
  in
• 2:01
  Vegas
• 2:01
  just
• 2:02
  Last
• 2:02
  month
• 2:02
  when
• 2:02
  I
• 2:02
  was
• 2:02
  over
• 2:03
  for
• 2:03
  the
• 2:03
  PE
• 2:03
  conference.
• 2:04
  So
• 2:04
  great
• 2:05
  to
• 2:05
  see
• 2:05
  you,
• 2:05
  and
• 2:05
  great
• 2:05
  to
• 2:06
  continue
• 2:06
  the
• 2:06
  conversation
• 2:07
  and
• 2:07
  even
• 2:07
  better
• 2:08
  to
• 2:08
  share
• 2:08
  it
• 2:08
  with,
• 2:08
  you
• 2:09
  know,
• 2:09
  everyone
• 2:09
  else,
• 2:09
  because
• 2:09
  I
• 2:10
  think
• 2:10
  there's
• 2:10
  a
• 2:10
  ton
• 2:10
  of
• 2:10
  value
• 2:10
  that
• 2:12
  that
• 2:12
  happens.
• 2:12
  We
• 2:13
  should
• 2:13
  have
• 2:13
  been
• 2:13
  selling
• 2:13
  tickets
• 2:13
  to
• 2:14
  that
• 2:14
  lunch.
• 2:17
  Next
• 2:17
  time.
• 2:18
  That's
• 2:18
  a
• 2:18
  thing
• 2:18
  I'm
• 2:19
  sure,
• 2:19
  like.
• 2:19
  Yeah.
• 2:20
  Oh,
• 2:20
  absolutely.
• 2:21
  Absolutely.
• 2:21
  I
• 2:21
  think
• 2:22
  if
• 2:22
  we
• 2:22
  just
• 2:22
  rebrand
• 2:23
  at
• 2:23
  a
• 2:23
  Fireside
• 2:23
  Chat
• 2:24
  and
• 2:24
  then,
• 2:24
  you
• 2:24
  know,
• 2:24
  other
• 2:25
  people
• 2:25
  can
• 2:25
  come
• 2:25
  and
• 2:25
  pay
• 2:25
  for
• 2:25
  our
• 2:25
  lunch,
• 2:26
  that'd
• 2:26
  be
• 2:26
  great.
• 2:27
  I
• 2:27
  love
• 2:27
  it.
• 2:27
  I
• 2:28
  love
• 2:28
  it.
• 2:28
  So,
• 2:29
  you
• 2:29
  know,
• 2:29
  tell
• 2:29
  me
• 2:29
  a
• 2:29
  bit
• 2:30
  more
• 2:30
  about
• 2:30
  the.
• 2:31
  Just
• 2:31
  to.
• 2:31
  Just
• 2:31
  to
• 2:31
  give
• 2:32
  people
• 2:32
  an
• 2:32
  extra
• 2:32
  layer
• 2:32
  of
• 2:33
  texture
• 2:33
  on
• 2:33
  your
• 2:33
  background.
• 2:34
  Like
• 2:34
  growing
• 2:34
  a
• 2:34
  team
• 2:34
  from
• 2:35
  12
• 2:35
  to
• 2:35
  over
• 2:35
  100
• 2:36
  people,
• 2:36
  like,
• 2:38
  where
• 2:38
  do
• 2:38
  you
• 2:38
  even
• 2:38
  start
• 2:39
  on
• 2:39
  that
• 2:39
  journey?
• 2:40
  And,
• 2:40
  you
• 2:40
  know,
• 2:40
  how
• 2:40
  do
• 2:41
  you
• 2:41
  get
• 2:41
  the
• 2:42
  best
• 2:42
  practices
• 2:43
  scaled
• 2:43
  at
• 2:43
  the
• 2:43
  point
• 2:44
  that
• 2:44
  they
• 2:44
  can
• 2:44
  work
• 2:44
  at
• 2:44
  the
• 2:45
  volume
• 2:45
  they
• 2:45
  have
• 2:46
  to
• 2:46
  to
• 2:46
  get
• 2:46
  to
• 2:46
  100
• 2:46
  folk?
• 2:47
  Yeah.
• 2:48
  So
• 2:48
  I'd
• 2:49
  say
• 2:49
  a
• 2:49
  lot
• 2:49
  of
• 2:49
  it
• 2:49
  comes
• 2:50
  down
• 2:50
  to
• 2:50
  reps.
• 2:52
  So
• 2:52
  the
• 2:52
  advantage
• 2:53
  I
• 2:53
  had
• 2:53
  working
• 2:54
  in
• 2:54
  that
• 2:54
  specific
• 2:55
  company
• 2:55
  is
• 2:56
  that
• 2:56
  I
• 2:56
  understood
• 2:56
  how
• 2:56
  to
• 2:56
  recruit.
• 2:57
  They
• 2:57
  understood
• 2:58
  what
• 2:58
  great
• 2:58
  talent
• 2:58
  looked
• 2:59
  like.
• 2:59
  And
• 2:59
  over
• 3:00
  time,
• 3:00
  we
• 3:01
  kind
• 3:01
  of.
• 3:01
  It
• 3:02
  kind
• 3:02
  of
• 3:02
  through
• 3:02
  osmosis,
• 3:03
  came
• 3:03
  down
• 3:03
  to.
• 3:03
  I
• 3:04
  understood
• 3:04
  what
• 3:04
  great
• 3:04
  talent
• 3:05
  looked
• 3:05
  like
• 3:05
  at
• 3:05
  the
• 3:05
  level
• 3:06
  of
• 3:06
  small
• 3:06
  business
• 3:06
  ownership.
• 3:07
  Like,
• 3:07
  small
• 3:08
  businesses,
• 3:08
  it's.
• 3:09
  It's
• 3:09
  beneficial
• 3:10
  to
• 3:10
  have
• 3:10
  really
• 3:11
  someone
• 3:11
  that
• 3:11
  understands
• 3:11
  what
• 3:12
  good
• 3:12
  looks
• 3:12
  like.
• 3:13
  Yeah.
• 3:13
  So
• 3:13
  I
• 3:13
  think
• 3:13
  when
• 3:14
  I
• 3:14
  started
• 3:14
  as
• 3:14
  employee
• 3:14
  number
• 3:15
  12,
• 3:15
  it
• 3:15
  was
• 3:15
  helpful
• 3:16
  because
• 3:16
  I
• 3:16
  knew
• 3:17
  how
• 3:17
  to
• 3:17
  find
• 3:17
  people.
• 3:18
  And
• 3:18
  then,
• 3:19
  you
• 3:19
  know,
• 3:19
  we
• 3:20
  have
• 3:20
  a
• 3:20
  high
• 3:20
  bar,
• 3:21
  and
• 3:21
  I
• 3:21
  think
• 3:21
  some
• 3:21
  people
• 3:22
  don't
• 3:22
  know
• 3:22
  what
• 3:22
  bar
• 3:22
  to
• 3:23
  set
• 3:23
  and
• 3:23
  what's
• 3:23
  realistic.
• 3:24
  And
• 3:24
  I
• 3:24
  think
• 3:24
  that's
• 3:25
  the
• 3:25
  first
• 3:25
  kind
• 3:25
  of
• 3:26
  approach
• 3:26
  when
• 3:26
  it
• 3:26
  comes
• 3:27
  to
• 3:27
  whether
• 3:27
  it's
• 3:28
  dating
• 3:28
  or
• 3:29
  looking
• 3:29
  for
• 3:29
  a
• 3:29
  talent
• 3:30
  out
• 3:30
  in
• 3:30
  the
• 3:30
  market
• 3:31
  for
• 3:31
  your
• 3:31
  hiring.
• 3:32
  It's
• 3:32
  like
• 3:32
  we.
• 3:32
  What
• 3:32
  is
• 3:33
  the
• 3:33
  bar
• 3:33
  we
• 3:33
  set?
• 3:33
  And
• 3:34
  then,
• 3:34
  like,
• 3:34
  how
• 3:34
  do
• 3:34
  we
• 3:34
  find
• 3:35
  these
• 3:35
  people
• 3:35
  and
• 3:35
  evaluate
• 3:36
  if
• 3:36
  they
• 3:36
  are
• 3:36
  actually
• 3:36
  meeting
• 3:37
  that
• 3:37
  bar?
• 3:37
  I'd
• 3:38
  say
• 3:38
  the
• 3:38
  biggest
• 3:38
  unlock
• 3:39
  for
• 3:39
  me
• 3:39
  is
• 3:39
  thinking
• 3:39
  about
• 3:40
  recruiting
• 3:41
  more
• 3:41
  like
• 3:41
  sales
• 3:42
  and
• 3:42
  marketing,
• 3:43
  and
• 3:43
  that
• 3:43
  it's
• 3:43
  something
• 3:44
  you've
• 3:44
  probably
• 3:44
  had
• 3:45
  experience
• 3:45
  doing
• 3:45
  before.
• 3:46
  The
• 3:46
  same
• 3:46
  way
• 3:46
  you
• 3:46
  acquire
• 3:47
  clients
• 3:47
  is
• 3:48
  very
• 3:48
  similar
• 3:48
  to
• 3:48
  the
• 3:48
  way
• 3:49
  you
• 3:49
  want
• 3:49
  to
• 3:49
  acquire
• 3:49
  candidates.
• 3:50
  And
• 3:50
  just
• 3:50
  thinking
• 3:51
  about,
• 3:51
  like,
• 3:51
  how
• 3:51
  do
• 3:51
  we
• 3:51
  market
• 3:52
  it?
• 3:52
  How
• 3:52
  do
• 3:52
  we
• 3:53
  approach
• 3:53
  it
• 3:53
  as
• 3:53
  a
• 3:53
  sales
• 3:54
  funnel
• 3:54
  and
• 3:54
  work
• 3:55
  the
• 3:55
  lead
• 3:55
  quickly?
• 3:56
  As
• 3:56
  a
• 3:57
  recruiter,
• 3:57
  my
• 3:57
  job
• 3:57
  is
• 3:57
  to
• 3:57
  make
• 3:57
  sure
• 3:58
  it's
• 3:58
  a
• 3:58
  good
• 3:58
  experience
• 3:58
  for
• 3:59
  both
• 3:59
  the
• 3:59
  candidate
• 3:59
  and
• 3:59
  the
• 4:00
  hiring
• 4:00
  manager.
• 4:01
  Yeah.
• 4:02
  And,
• 4:02
  you
• 4:02
  know,
• 4:02
  one
• 4:02
  of
• 4:02
  the
• 4:03
  sales
• 4:03
  reframes
• 4:04
  that
• 4:04
  actually
• 4:04
  the
• 4:04
  workshop
• 4:05
  helped
• 4:05
  me
• 4:05
  with
• 4:05
  is,
• 4:06
  hey,
• 4:06
  when
• 4:06
  we're
• 4:06
  selling
• 4:07
  something,
• 4:07
  we're
• 4:08
  not
• 4:08
  trying
• 4:08
  to
• 4:08
  get
• 4:09
  somebody
• 4:09
  to
• 4:09
  Say
• 4:09
  yes.
• 4:10
  We're
• 4:10
  trying
• 4:10
  to
• 4:10
  help
• 4:11
  someone
• 4:11
  make
• 4:11
  a
• 4:11
  decision
• 4:11
  whether
• 4:12
  to
• 4:12
  say
• 4:12
  yes
• 4:12
  or
• 4:12
  no.
• 4:12
  And
• 4:13
  I
• 4:13
  guess
• 4:13
  the
• 4:13
  same
• 4:13
  is
• 4:13
  true
• 4:14
  for
• 4:14
  candidates
• 4:14
  as
• 4:14
  well
• 4:14
  as
• 4:15
  clients
• 4:15
  in
• 4:15
  that
• 4:15
  regard
• 4:15
  as
• 4:16
  well.
• 4:16
  Right?
• 4:16
  Exactly.
• 4:17
  It's
• 4:17
  actually
• 4:18
  sometimes
• 4:18
  I
• 4:18
  try
• 4:18
  to
• 4:18
  explain
• 4:19
  to
• 4:19
  people,
• 4:19
  like,
• 4:20
  I
• 4:20
  don't
• 4:20
  understand
• 4:20
  why
• 4:20
  you
• 4:20
  would
• 4:21
  take
• 4:21
  this
• 4:21
  job.
• 4:21
  I
• 4:21
  don't
• 4:21
  think
• 4:21
  you
• 4:22
  should.
• 4:22
  And
• 4:22
  it's
• 4:23
  like
• 4:23
  sometimes
• 4:23
  not,
• 4:23
  like
• 4:24
  to
• 4:24
  try
• 4:24
  to
• 4:24
  get
• 4:24
  them
• 4:25
  to
• 4:25
  lean
• 4:25
  in.
• 4:25
  I'm
• 4:25
  like,
• 4:25
  if
• 4:26
  it
• 4:26
  doesn't
• 4:26
  make
• 4:26
  sense,
• 4:26
  like,
• 4:27
  let's
• 4:27
  pause
• 4:27
  now.
• 4:28
  Let's
• 4:28
  not
• 4:29
  run
• 4:29
  through
• 4:29
  this
• 4:29
  and
• 4:29
  like
• 4:30
  hire
• 4:30
  you.
• 4:30
  And
• 4:30
  then
• 4:31
  two
• 4:31
  months
• 4:31
  in,
• 4:31
  you're
• 4:31
  like,
• 4:31
  I
• 4:32
  want
• 4:32
  to
• 4:32
  quit.
• 4:32
  I'm
• 4:32
  like,
• 4:32
  I'd
• 4:33
  rather
• 4:33
  go
• 4:33
  slow
• 4:33
  on
• 4:33
  expectation
• 4:34
  aligning
• 4:34
  because
• 4:35
  it's
• 4:35
  a
• 4:35
  lot
• 4:35
  more
• 4:35
  painful
• 4:36
  to
• 4:36
  have
• 4:36
  to
• 4:37
  let
• 4:37
  someone
• 4:37
  go
• 4:38
  on
• 4:38
  the
• 4:38
  end.
• 4:38
  Yeah.
• 4:39
  You
• 4:39
  know,
• 4:40
  across
• 4:40
  both
• 4:40
  corporate
• 4:41
  and,
• 4:41
  you
• 4:41
  know,
• 4:42
  owning
• 4:42
  my
• 4:42
  own
• 4:42
  business,
• 4:43
  hiring
• 4:44
  badly
• 4:44
  is
• 4:44
  one
• 4:44
  of
• 4:45
  the
• 4:45
  most
• 4:45
  expensive
• 4:45
  mistakes
• 4:46
  that
• 4:46
  any
• 4:46
  company
• 4:47
  or
• 4:47
  individual
• 4:48
  could
• 4:48
  make.
• 4:48
  So
• 4:49
  I
• 4:49
  feel
• 4:49
  like
• 4:50
  we
• 4:50
  could
• 4:50
  do
• 4:50
  a
• 4:50
  whole
• 4:50
  podcast
• 4:51
  episode
• 4:51
  on
• 4:51
  the
• 4:52
  dating
• 4:52
  analogy
• 4:52
  that
• 4:53
  you
• 4:53
  just
• 4:53
  casually
• 4:53
  dropped
• 4:53
  in
• 4:54
  there
• 4:54
  of
• 4:54
  like,
• 4:56
  you
• 4:57
  know,
• 4:57
  we're
• 4:57
  not
• 4:57
  just
• 4:57
  swiping
• 4:58
  right
• 4:58
  on
• 4:58
  everybody
• 4:59
  to
• 4:59
  get
• 4:59
  somebody
• 4:59
  to
• 5:00
  say
• 5:00
  yes.
• 5:00
  Right.
• 5:01
  But
• 5:02
  maybe
• 5:02
  we'll
• 5:02
  come
• 5:02
  back
• 5:02
  to
• 5:02
  the
• 5:03
  dating
• 5:03
  analogy,
• 5:04
  you
• 5:04
  know,
• 5:04
  kind
• 5:04
  of
• 5:05
  late
• 5:05
  later
• 5:05
  in
• 5:05
  the
• 5:06
  episode.
• 5:06
  But
• 5:06
  it's,
• 5:07
  it's
• 5:07
  a
• 5:08
  wonderful
• 5:08
  one.
• 5:09
  So,
• 5:10
  you
• 5:10
  know,
• 5:10
  as
• 5:10
  part
• 5:11
  of
• 5:11
  acquisition.com,
• 5:12
  you've
• 5:12
  been
• 5:12
  through
• 5:12
  a
• 5:12
  number
• 5:12
  of
• 5:13
  acquisitions,
• 5:13
  right.
• 5:14
  So,
• 5:14
  you
• 5:15
  know,
• 5:15
  we
• 5:15
  have
• 5:15
  a
• 5:15
  PE
• 5:15
  audience
• 5:16
  here.
• 5:16
  So
• 5:17
  I
• 5:17
  want
• 5:17
  to
• 5:17
  walk
• 5:17
  through
• 5:17
  an
• 5:17
  example
• 5:18
  with
• 5:18
  you.
• 5:18
  So
• 5:18
  say
• 5:18
  a
• 5:19
  PE
• 5:19
  firm
• 5:19
  closes
• 5:20
  an
• 5:20
  acquisition
• 5:20
  and
• 5:20
  buys
• 5:21
  a
• 5:21
  company.
• 5:21
  We're
• 5:21
  on
• 5:21
  whole
• 5:22
  period.
• 5:22
  Day
• 5:22
  one
• 5:22
  or
• 5:23
  day
• 5:23
  zero
• 5:23
  is
• 5:23
  like,
• 5:24
  what's
• 5:24
  a
• 5:24
  day
• 5:24
  zero
• 5:24
  plan?
• 5:25
  And
• 5:25
  they've
• 5:26
  already
• 5:26
  identified
• 5:26
  during
• 5:27
  diligence
• 5:27
  they
• 5:27
  need
• 5:27
  to
• 5:27
  upgrade
• 5:28
  that
• 5:28
  leadership
• 5:29
  team
• 5:29
  and
• 5:30
  the
• 5:30
  default
• 5:31
  move.
• 5:31
  And
• 5:31
  there's
• 5:31
  a
• 5:31
  lot
• 5:31
  of
• 5:31
  people
• 5:32
  who
• 5:32
  naysay
• 5:32
  this
• 5:32
  now
• 5:33
  on
• 5:33
  LinkedIn
• 5:33
  and
• 5:33
  I
• 5:34
  see
• 5:34
  it
• 5:34
  all
• 5:34
  over
• 5:34
  the
• 5:34
  place
• 5:34
  of
• 5:35
  like,
• 5:35
  oh,
• 5:35
  I've
• 5:35
  got
• 5:35
  this
• 5:35
  golf
• 5:36
  buddy
• 5:36
  who
• 5:36
  used
• 5:37
  to
• 5:37
  work
• 5:37
  at
• 5:37
  GE
• 5:38
  and
• 5:38
  he'll
• 5:38
  be
• 5:38
  great.
• 5:39
  You
• 5:39
  know,
• 5:39
  he
• 5:39
  used
• 5:40
  to
• 5:40
  run
• 5:40
  a
• 5:40
  300
• 5:41
  person
• 5:41
  organization,
• 5:41
  so
• 5:42
  he'll
• 5:42
  be
• 5:42
  great
• 5:42
  for
• 5:42
  your
• 5:42
  12
• 5:43
  person
• 5:43
  h
• 5:43
  vac.
• 5:43
  And
• 5:44
  increasingly
• 5:44
  I
• 5:44
  think
• 5:44
  it's
• 5:45
  become
• 5:45
  accepted
• 5:45
  that
• 5:45
  that
• 5:45
  doesn't
• 5:46
  work.
• 5:46
  That's
• 5:46
  not
• 5:46
  the
• 5:46
  right
• 5:46
  person
• 5:47
  for
• 5:47
  the
• 5:48
  right
• 5:48
  business.
• 5:48
  And
• 5:49
  you've
• 5:49
  said
• 5:49
  that
• 5:50
  Haring
• 5:50
  is
• 5:50
  guessing
• 5:51
  to
• 5:52
  some
• 5:52
  extent.
• 5:52
  So
• 5:53
  why
• 5:53
  does
• 5:54
  that
• 5:54
  approach
• 5:55
  keep
• 5:55
  failing?
• 5:56
  Trust
• 5:56
  is
• 5:56
  something
• 5:57
  which
• 5:57
  is
• 5:57
  accelerating
• 5:58
  in
• 5:58
  value,
• 5:59
  I
• 5:59
  think
• 5:59
  at
• 5:59
  the
• 5:59
  minute
• 5:59
  with
• 6:00
  AI,
• 6:00
  someone
• 6:01
  that
• 6:01
  you
• 6:01
  know
• 6:01
  and
• 6:01
  trust,
• 6:01
  who
• 6:01
  you've
• 6:02
  met
• 6:02
  in
• 6:02
  real
• 6:02
  life,
• 6:02
  like
• 6:03
  us,
• 6:03
  is
• 6:03
  a
• 6:04
  very
• 6:04
  valuable
• 6:04
  thing.
• 6:05
  So
• 6:05
  why
• 6:05
  do
• 6:06
  you
• 6:06
  think
• 6:06
  that
• 6:06
  Rolodex
• 6:07
  first
• 6:07
  approach
• 6:08
  keeps
• 6:09
  failing.
• 6:09
  And
• 6:10
  what
• 6:10
  should
• 6:10
  portfolio
• 6:11
  companies
• 6:11
  actually
• 6:11
  do
• 6:12
  in
• 6:12
  that
• 6:12
  scenario?
• 6:13
  Yeah,
• 6:14
  so
• 6:14
  I
• 6:14
  think
• 6:15
  there's
• 6:15
  two
• 6:15
  things
• 6:15
  that
• 6:16
  they're
• 6:16
  battling
• 6:16
  against.
• 6:16
  Number
• 6:17
  one
• 6:17
  is
• 6:17
  bias,
• 6:18
  where
• 6:18
  it's
• 6:19
  like,
• 6:19
  I
• 6:19
  know
• 6:19
  them
• 6:19
  so
• 6:19
  therefore
• 6:20
  I'm
• 6:20
  familiar
• 6:20
  with
• 6:21
  them,
• 6:21
  which
• 6:21
  feels
• 6:21
  safer.
• 6:22
  And
• 6:22
  then
• 6:22
  second
• 6:23
  is
• 6:23
  like
• 6:23
  a,
• 6:24
  a,
• 6:25
  it
• 6:25
  will
• 6:26
  run
• 6:26
  out,
• 6:26
  so
• 6:26
  to
• 6:26
  speak.
• 6:27
  The
• 6:27
  well
• 6:27
  does
• 6:27
  run
• 6:27
  dry
• 6:28
  on
• 6:28
  that,
• 6:28
  that
• 6:29
  avenue.
• 6:31
  And
• 6:31
  the
• 6:31
  reason
• 6:32
  bias
• 6:32
  is
• 6:32
  so
• 6:32
  important
• 6:33
  is
• 6:33
  that
• 6:34
  in,
• 6:34
  in
• 6:35
  recruiting,
• 6:36
  our
• 6:36
  goal
• 6:36
  is
• 6:36
  to
• 6:37
  get
• 6:37
  as
• 6:37
  many
• 6:37
  different
• 6:38
  qualified
• 6:39
  candidates
• 6:39
  in
• 6:39
  the
• 6:39
  funnel.
• 6:40
  And
• 6:40
  if
• 6:40
  you
• 6:40
  just
• 6:41
  go
• 6:41
  through
• 6:41
  your
• 6:41
  Rolodex,
• 6:41
  you
• 6:42
  are
• 6:42
  very
• 6:42
  much
• 6:43
  limiting
• 6:43
  that,
• 6:44
  that
• 6:45
  aperture
• 6:45
  at
• 6:46
  which
• 6:46
  you
• 6:46
  can
• 6:46
  approach
• 6:46
  it.
• 6:46
  So
• 6:47
  I
• 6:47
  think
• 6:47
  the,
• 6:48
  the
• 6:49
  two
• 6:49
  things
• 6:49
  I'll
• 6:50
  answer
• 6:50
  is
• 6:50
  one,
• 6:51
  it's
• 6:52
  really
• 6:52
  low.
• 6:53
  How
• 6:54
  do
• 6:54
  I
• 6:54
  put
• 6:54
  this?
• 6:54
  It
• 6:54
  is
• 6:54
  not
• 6:55
  expensive
• 6:55
  for
• 6:56
  you
• 6:56
  to
• 6:56
  go
• 6:56
  and
• 6:57
  post
• 6:57
  it
• 6:57
  a
• 6:58
  few
• 6:58
  places
• 6:58
  and
• 6:58
  use
• 6:58
  some
• 6:58
  other
• 6:59
  levers
• 6:59
  aside
• 7:00
  from
• 7:00
  your
• 7:00
  Rolodex
• 7:00
  to
• 7:01
  get
• 7:01
  more
• 7:01
  talent
• 7:01
  flow.
• 7:02
  This
• 7:02
  will
• 7:02
  give
• 7:02
  you
• 7:03
  the
• 7:03
  volume
• 7:03
  to
• 7:03
  assess
• 7:04
  more
• 7:04
  people.
• 7:05
  And
• 7:05
  then
• 7:05
  the
• 7:06
  other
• 7:06
  side
• 7:06
  is
• 7:07
  I
• 7:07
  say
• 7:07
  as
• 7:07
  a
• 7:08
  recruiting
• 7:08
  person,
• 7:08
  which
• 7:09
  it's
• 7:09
  maybe
• 7:10
  not
• 7:11
  in
• 7:11
  my
• 7:11
  best
• 7:11
  interest,
• 7:11
  but
• 7:12
  I
• 7:12
  believe
• 7:12
  it
• 7:12
  is
• 7:12
  true,
• 7:13
  is
• 7:13
  that
• 7:13
  you
• 7:13
  are
• 7:13
  guessing
• 7:14
  when
• 7:14
  you
• 7:14
  are
• 7:14
  hiring.
• 7:15
  When
• 7:15
  I
• 7:16
  say
• 7:16
  that,
• 7:16
  it's
• 7:16
  like
• 7:16
  you
• 7:16
  are
• 7:17
  telling
• 7:17
  me
• 7:17
  something
• 7:17
  and
• 7:17
  I
• 7:17
  am
• 7:18
  telling
• 7:18
  you
• 7:18
  something.
• 7:18
  Now,
• 7:18
  if
• 7:18
  we
• 7:19
  can
• 7:19
  do
• 7:19
  a
• 7:19
  test
• 7:19
  trial
• 7:19
  period,
• 7:20
  that
• 7:20
  will
• 7:20
  be
• 7:21
  a
• 7:21
  little
• 7:21
  bit
• 7:21
  more
• 7:21
  of
• 7:21
  a
• 7:22
  proof
• 7:22
  case
• 7:22
  before
• 7:22
  I
• 7:23
  hire
• 7:23
  you.
• 7:23
  But
• 7:23
  we're
• 7:23
  just
• 7:23
  going
• 7:24
  off
• 7:24
  what
• 7:24
  we
• 7:24
  understand.
• 7:25
  And
• 7:25
  I
• 7:25
  always
• 7:25
  say
• 7:25
  past
• 7:26
  performance
• 7:27
  predicts
• 7:27
  future
• 7:28
  success.
• 7:29
  But
• 7:29
  I
• 7:29
  always
• 7:29
  say
• 7:29
  onboarding
• 7:30
  is
• 7:30
  where
• 7:30
  I
• 7:30
  really
• 7:31
  like.
• 7:32
  That's
• 7:32
  where
• 7:32
  I
• 7:32
  learn.
• 7:32
  If
• 7:32
  I
• 7:32
  hired
• 7:33
  the
• 7:33
  right
• 7:33
  person
• 7:33
  and
• 7:34
  I
• 7:34
  extend
• 7:34
  my
• 7:35
  recruiting
• 7:35
  practices
• 7:36
  into
• 7:36
  onboarding,
• 7:37
  and
• 7:38
  when
• 7:38
  I
• 7:38
  hire
• 7:39
  you,
• 7:39
  I'm
• 7:39
  like,
• 7:39
  I
• 7:39
  think
• 7:39
  you
• 7:39
  can
• 7:40
  do
• 7:40
  it.
• 7:40
  When
• 7:40
  you
• 7:40
  get
• 7:41
  started,
• 7:41
  I'm
• 7:41
  looking
• 7:41
  at
• 7:42
  you,
• 7:42
  I'm
• 7:42
  like,
• 7:42
  are
• 7:42
  you
• 7:42
  doing
• 7:43
  it?
• 7:43
  And
• 7:43
  we
• 7:43
  want
• 7:43
  to
• 7:44
  mitigate.
• 7:45
  I
• 7:45
  would
• 7:45
  say
• 7:45
  if
• 7:45
  someone's
• 7:46
  staying
• 7:46
  six
• 7:46
  months
• 7:46
  in
• 7:46
  the
• 7:46
  company
• 7:47
  and
• 7:48
  we
• 7:48
  fire
• 7:48
  them,
• 7:49
  we
• 7:49
  could
• 7:49
  have
• 7:49
  fired
• 7:49
  them
• 7:49
  at
• 7:50
  three
• 7:50
  months.
• 7:50
  There's
• 7:51
  no
• 7:51
  reason
• 7:51
  to
• 7:51
  wait.
• 7:52
  I've
• 7:52
  observed
• 7:52
  this
• 7:53
  in
• 7:53
  both
• 7:53
  big
• 7:53
  and
• 7:53
  small
• 7:54
  companies
• 7:54
  that
• 7:55
  people
• 7:55
  have
• 7:55
  probation
• 7:56
  period.
• 7:56
  Right.
• 7:57
  So
• 7:57
  of
• 7:57
  course
• 7:58
  candidates
• 7:59
  rightly
• 7:59
  object
• 8:00
  when
• 8:00
  you
• 8:00
  ask
• 8:01
  them
• 8:01
  to
• 8:01
  do
• 8:02
  pieces
• 8:02
  of
• 8:02
  work
• 8:04
  as
• 8:04
  part
• 8:04
  of
• 8:04
  the
• 8:05
  process.
• 8:05
  They're
• 8:05
  like,
• 8:05
  well,
• 8:06
  you
• 8:06
  should
• 8:06
  pay
• 8:06
  me
• 8:07
  for
• 8:07
  that.
• 8:07
  And
• 8:07
  I'm
• 8:07
  sure
• 8:07
  there
• 8:08
  are
• 8:08
  ways
• 8:08
  to
• 8:08
  compensate
• 8:09
  people
• 8:09
  for
• 8:09
  that.
• 8:10
  But
• 8:10
  I've
• 8:10
  found
• 8:11
  that
• 8:11
  once
• 8:11
  someone
• 8:11
  is
• 8:12
  on,
• 8:12
  regardless
• 8:12
  of
• 8:13
  how
• 8:13
  good
• 8:13
  or
• 8:13
  bad
• 8:13
  the
• 8:13
  onboarding
• 8:14
  is,
• 8:14
  that
• 8:14
  it's
• 8:15
  almost
• 8:15
  like
• 8:15
  a
• 8:15
  checkbox.
• 8:15
  This
• 8:16
  probation
• 8:16
  period,
• 8:16
  it's
• 8:17
  usually
• 8:17
  like
• 8:17
  90
• 8:17
  days,
• 8:17
  isn't
• 8:18
  it?
• 8:18
  Three
• 8:18
  months
• 8:18
  at
• 8:18
  a
• 8:18
  big
• 8:19
  corporation
• 8:19
  and
• 8:20
  people
• 8:20
  like,
• 8:20
  oh,
• 8:20
  they
• 8:21
  didn't
• 8:21
  throw
• 8:21
  red
• 8:21
  paint
• 8:22
  on
• 8:22
  the
• 8:22
  walls
• 8:22
  on
• 8:22
  day
• 8:23
  two,
• 8:23
  so
• 8:23
  therefore
• 8:24
  it's
• 8:24
  fine.
• 8:25
  Do
• 8:25
  you
• 8:25
  think
• 8:25
  companies
• 8:25
  should
• 8:25
  use
• 8:26
  that
• 8:26
  more
• 8:26
  stringently
• 8:27
  like
• 8:28
  the
• 8:28
  90
• 8:28
  day?
• 8:29
  The
• 8:29
  90
• 8:29
  day.
• 8:30
  Like
• 8:30
  again,
• 8:31
  communication
• 8:31
  is
• 8:31
  important
• 8:32
  so
• 8:32
  you'd
• 8:32
  have
• 8:32
  to
• 8:32
  open
• 8:33
  up
• 8:33
  with
• 8:33
  that.
• 8:33
  But
• 8:33
  do
• 8:33
  you
• 8:33
  think
• 8:34
  companies
• 8:34
  underuse
• 8:35
  that?
• 8:36
  From
• 8:37
  what
• 8:37
  I've
• 8:37
  seen,
• 8:37
  small
• 8:38
  businesses
• 8:38
  tend
• 8:39
  to,
• 8:39
  they
• 8:39
  usually
• 8:40
  on
• 8:41
  the
• 8:41
  fly,
• 8:41
  kind
• 8:41
  of
• 8:41
  just
• 8:42
  don't
• 8:42
  have
• 8:42
  a
• 8:42
  plan
• 8:43
  for
• 8:43
  the
• 8:43
  person
• 8:43
  starting.
• 8:44
  So
• 8:44
  we
• 8:44
  like
• 8:44
  to
• 8:44
  have
• 8:44
  that
• 8:45
  structure
• 8:45
  30,
• 8:45
  60,
• 8:46
  90.
• 8:46
  And
• 8:46
  I
• 8:46
  use
• 8:47
  it
• 8:47
  as
• 8:47
  a
• 8:47
  very
• 8:47
  like
• 8:49
  simple
• 8:49
  guideline
• 8:50
  of
• 8:50
  like,
• 8:50
  are
• 8:50
  they
• 8:51
  on
• 8:51
  track?
• 8:52
  Like
• 8:52
  just
• 8:52
  hitting
• 8:52
  the
• 8:52
  marks.
• 8:53
  Which
• 8:53
  means
• 8:53
  I
• 8:53
  probably
• 8:53
  hired
• 8:54
  the
• 8:54
  right
• 8:54
  person.
• 8:54
  They're
• 8:54
  achieving
• 8:55
  things
• 8:55
  at
• 8:55
  the
• 8:55
  times
• 8:55
  I
• 8:55
  expect
• 8:56
  them.
• 8:56
  Are
• 8:56
  they
• 8:57
  slow?
• 8:58
  And
• 8:58
  then
• 8:58
  that's
• 8:59
  already
• 8:59
  a
• 8:59
  red
• 8:59
  flag.
• 8:59
  It's
• 8:59
  like,
• 8:59
  is,
• 9:00
  are
• 9:00
  they
• 9:00
  off
• 9:00
  track
• 9:00
  or
• 9:01
  are
• 9:01
  they,
• 9:01
  are
• 9:02
  they
• 9:02
  blowing
• 9:02
  through
• 9:03
  the,
• 9:03
  the
• 9:03
  onboarding?
• 9:04
  Like,
• 9:04
  what
• 9:04
  I've
• 9:04
  seen
• 9:05
  is
• 9:05
  someone
• 9:05
  I
• 9:05
  hired
• 9:06
  in
• 9:06
  HR
• 9:06
  in
• 9:07
  the
• 9:07
  past.
• 9:07
  We
• 9:07
  hired
• 9:08
  them
• 9:08
  at
• 9:08
  the
• 9:08
  appropriate
• 9:09
  level,
• 9:09
  but
• 9:09
  we
• 9:09
  knew
• 9:09
  they
• 9:09
  had
• 9:10
  more
• 9:10
  experience,
• 9:11
  but
• 9:11
  we
• 9:11
  just
• 9:11
  didn't
• 9:12
  want
• 9:12
  to
• 9:12
  over
• 9:12
  title
• 9:12
  them.
• 9:12
  So
• 9:12
  we
• 9:13
  started
• 9:13
  a
• 9:13
  little
• 9:13
  lower.
• 9:14
  They
• 9:14
  went
• 9:14
  through
• 9:14
  the
• 9:14
  first
• 9:15
  90
• 9:15
  day
• 9:15
  onboarding
• 9:16
  and
• 9:16
  they
• 9:16
  finished
• 9:17
  it
• 9:17
  all
• 9:17
  in
• 9:17
  60
• 9:17
  days.
• 9:17
  They
• 9:18
  hit
• 9:18
  all
• 9:18
  the
• 9:18
  marks
• 9:18
  by
• 9:19
  day
• 9:19
  60.
• 9:19
  So
• 9:19
  it's
• 9:20
  like.
• 9:20
  And
• 9:20
  then
• 9:21
  in
• 9:21
  two
• 9:21
  months
• 9:22
  we
• 9:22
  promoted
• 9:22
  them
• 9:22
  to
• 9:23
  director
• 9:23
  instead
• 9:23
  of
• 9:23
  manager.
• 9:24
  And
• 9:24
  I
• 9:24
  think
• 9:24
  that
• 9:25
  you
• 9:25
  can,
• 9:26
  you
• 9:26
  can
• 9:26
  lean
• 9:27
  in
• 9:27
  more
• 9:27
  on
• 9:27
  those
• 9:27
  type
• 9:28
  of
• 9:28
  like,
• 9:28
  let's
• 9:29
  see
• 9:29
  them
• 9:29
  do
• 9:29
  the
• 9:29
  work
• 9:29
  and
• 9:30
  have
• 9:30
  them
• 9:30
  prove
• 9:30
  it.
• 9:32
  It's
• 9:32
  tougher
• 9:32
  transparently
• 9:33
  with
• 9:33
  executives
• 9:34
  though,
• 9:34
  because
• 9:34
  I
• 9:35
  always
• 9:35
  guide
• 9:35
  exec.
• 9:36
  Like
• 9:36
  if
• 9:36
  you're
• 9:36
  a
• 9:36
  director
• 9:36
  of
• 9:37
  something,
• 9:37
  I'm
• 9:37
  like,
• 9:37
  the
• 9:38
  first
• 9:38
  60
• 9:38
  days
• 9:38
  you
• 9:38
  should
• 9:39
  do
• 9:39
  no
• 9:39
  work.
• 9:40
  Like
• 9:40
  you
• 9:40
  shouldn't
• 9:41
  actually
• 9:41
  change
• 9:41
  things
• 9:41
  in
• 9:42
  the
• 9:42
  business.
• 9:42
  Your
• 9:42
  first
• 9:42
  30,
• 9:43
  60
• 9:43
  days
• 9:43
  is
• 9:43
  learning
• 9:43
  about
• 9:44
  what's
• 9:44
  what,
• 9:44
  decisions
• 9:45
  have
• 9:45
  been
• 9:45
  made.
• 9:46
  So
• 9:46
  it's
• 9:46
  hard
• 9:46
  to
• 9:46
  measure
• 9:47
  like
• 9:47
  any
• 9:47
  impact
• 9:48
  tangibly.
• 9:49
  It's
• 9:49
  more
• 9:49
  of
• 9:49
  like,
• 9:49
  are
• 9:49
  they,
• 9:50
  are
• 9:51
  they
• 9:51
  asking
• 9:52
  the
• 9:52
  right
• 9:52
  questions
• 9:52
  and
• 9:52
  uncovering
• 9:53
  things.
• 9:54
  Oh,
• 9:55
  here
• 9:55
  it
• 9:55
  is.
• 9:56
  Funny
• 9:56
  you
• 9:56
  mentioned
• 9:56
  that,
• 9:57
  like
• 9:57
  right
• 9:57
  on
• 9:57
  the
• 9:57
  shelf,
• 9:58
  this
• 9:58
  book.
• 9:58
  Have
• 9:58
  you
• 9:59
  seen
• 9:59
  this?
• 9:59
  The.
• 9:59
  Where
• 9:59
  is
• 10:00
  it?
• 10:00
  No,
• 10:02
  the
• 10:02
  first
• 10:02
  90
• 10:03
  days.
• 10:03
  So
• 10:03
  it's
• 10:03
  by
• 10:04
  Michael
• 10:05
  D.
• 10:05
  Watkins
• 10:06
  and
• 10:06
  I've
• 10:06
  used
• 10:07
  it
• 10:07
  a
• 10:07
  couple
• 10:07
  of
• 10:07
  times
• 10:07
  and
• 10:07
  I've
• 10:08
  bought
• 10:08
  it
• 10:08
  for
• 10:08
  other
• 10:08
  people
• 10:08
  actually
• 10:09
  who
• 10:09
  I've
• 10:10
  hired.
• 10:10
  And
• 10:11
  it
• 10:11
  says
• 10:11
  largely
• 10:12
  what
• 10:12
  you
• 10:12
  did.
• 10:13
  Like
• 10:13
  if
• 10:14
  you're
• 10:14
  a
• 10:14
  new
• 10:14
  leader
• 10:14
  in
• 10:14
  an
• 10:14
  organization,
• 10:15
  if
• 10:15
  you
• 10:16
  come
• 10:16
  in
• 10:16
  and
• 10:16
  change
• 10:16
  something
• 10:16
  in
• 10:17
  the
• 10:17
  first
• 10:17
  30
• 10:17
  days,
• 10:18
  the
• 10:18
  chances
• 10:18
  of
• 10:18
  it
• 10:19
  being
• 10:19
  the
• 10:19
  wrong
• 10:19
  thing
• 10:19
  to
• 10:19
  change
• 10:20
  are
• 10:20
  extremely
• 10:20
  high
• 10:20
  because
• 10:21
  you
• 10:21
  don't
• 10:21
  have
• 10:21
  enough
• 10:21
  context
• 10:22
  to
• 10:22
  be
• 10:22
  able
• 10:22
  to
• 10:23
  sort
• 10:23
  of
• 10:23
  make
• 10:23
  broad,
• 10:24
  sweeping
• 10:24
  strategic
• 10:25
  changes
• 10:25
  in
• 10:26
  that
• 10:26
  company.
• 10:26
  So
• 10:27
  it
• 10:27
  recommends
• 10:28
  something
• 10:28
  along
• 10:28
  the
• 10:28
  lines
• 10:28
  of
• 10:29
  30
• 10:29
  days
• 10:30
  gathering
• 10:30
  context.
• 10:31
  At
• 10:31
  the
• 10:31
  end
• 10:31
  of
• 10:31
  60,
• 10:32
  you
• 10:32
  should
• 10:32
  be
• 10:32
  going
• 10:32
  to
• 10:32
  your
• 10:32
  new
• 10:32
  boss
• 10:33
  and
• 10:33
  saying,
• 10:34
  here
• 10:34
  are
• 10:34
  the
• 10:34
  bones
• 10:34
  of
• 10:35
  what
• 10:35
  I
• 10:35
  think
• 10:35
  the
• 10:35
  strategy
• 10:36
  is
• 10:36
  with
• 10:36
  the
• 10:36
  aim
• 10:36
  of
• 10:36
  finalizing
• 10:37
  at
• 10:37
  the
• 10:37
  end
• 10:37
  of
• 10:37
  90.
• 10:38
  Yeah,
• 10:39
  exactly.
• 10:40
  I
• 10:40
  think
• 10:40
  I
• 10:41
  find
• 10:41
  that
• 10:41
  really
• 10:41
  successful.
• 10:42
  And
• 10:42
  back
• 10:42
  to
• 10:43
  your
• 10:43
  point
• 10:43
  though,
• 10:43
  of
• 10:43
  like,
• 10:43
  if
• 10:43
  you're
• 10:44
  firing
• 10:44
  someone
• 10:44
  after
• 10:44
  six
• 10:44
  months,
• 10:45
  you
• 10:45
  could
• 10:46
  have
• 10:46
  fired
• 10:46
  him
• 10:46
  after
• 10:46
  three.
• 10:47
  Like,
• 10:47
  have
• 10:48
  you
• 10:48
  done
• 10:48
  a
• 10:48
  lot
• 10:48
  of
• 10:48
  that?
• 10:48
  Have
• 10:48
  you,
• 10:49
  have
• 10:49
  you
• 10:49
  seen
• 10:50
  that
• 10:50
  go
• 10:50
  down
• 10:51
  like
• 10:53
  firing
• 10:53
  people
• 10:53
  at
• 10:53
  the
• 10:54
  end
• 10:54
  of
• 10:54
  a
• 10:55
  three
• 10:55
  roll
• 10:55
  and
• 10:55
  six?
• 10:58
  I
• 10:59
  would
• 10:59
  say
• 11:00
  we
• 11:00
  are
• 11:00
  quick
• 11:00
  to
• 11:00
  let
• 11:01
  people.
• 11:01
  Like
• 11:01
  I've
• 11:01
  seen,
• 11:01
  yes,
• 11:02
  we
• 11:02
  are
• 11:02
  quick
• 11:02
  if
• 11:02
  it
• 11:03
  is
• 11:03
  not
• 11:03
  working
• 11:03
  out
• 11:03
  to
• 11:03
  like
• 11:04
  make
• 11:04
  a
• 11:04
  change.
• 11:05
  But
• 11:05
  the
• 11:05
  main
• 11:05
  thing
• 11:05
  that
• 11:06
  I
• 11:06
  think
• 11:06
  people
• 11:06
  have
• 11:07
  benefited
• 11:07
  from
• 11:07
  is
• 11:08
  the
• 11:08
  clear
• 11:08
  communication.
• 11:09
  Like,
• 11:09
  this
• 11:09
  isn't
• 11:09
  going
• 11:10
  well.
• 11:10
  It's
• 11:10
  like
• 11:10
  they
• 11:11
  might
• 11:11
  wait
• 11:11
  six
• 11:11
  months
• 11:12
  to
• 11:12
  have
• 11:12
  the
• 11:12
  hard
• 11:12
  conversation.
• 11:13
  And
• 11:13
  I
• 11:14
  found
• 11:15
  initially
• 11:15
  great
• 11:16
  leaders
• 11:16
  take
• 11:16
  ownership
• 11:16
  and
• 11:17
  say,
• 11:17
  it's
• 11:17
  my
• 11:17
  fault.
• 11:18
  I
• 11:18
  probably
• 11:18
  didn't
• 11:19
  accept
• 11:19
  expectations.
• 11:19
  Here's
• 11:20
  what
• 11:20
  I
• 11:20
  want
• 11:20
  you
• 11:20
  to
• 11:20
  do.
• 11:21
  Is
• 11:21
  that
• 11:21
  clear?
• 11:22
  And
• 11:22
  do
• 11:22
  you
• 11:22
  know
• 11:22
  how
• 11:23
  to
• 11:23
  do
• 11:23
  it?
• 11:23
  And
• 11:23
  if.
• 11:24
  Yes.
• 11:24
  Now
• 11:24
  we've
• 11:25
  kind
• 11:25
  of
• 11:25
  drawn
• 11:25
  a
• 11:25
  line
• 11:25
  in
• 11:25
  the
• 11:25
  sand.
• 11:26
  It's
• 11:26
  like,
• 11:26
  okay,
• 11:26
  you.
• 11:27
  I
• 11:27
  open
• 11:27
  the
• 11:27
  door
• 11:27
  to
• 11:28
  make
• 11:28
  sure
• 11:28
  it's
• 11:28
  clear
• 11:28
  and
• 11:28
  that
• 11:28
  you
• 11:29
  know
• 11:29
  what
• 11:29
  to
• 11:29
  do.
• 11:29
  And
• 11:30
  then
• 11:30
  we
• 11:30
  just
• 11:30
  measure.
• 11:31
  And
• 11:31
  if
• 11:31
  you're
• 11:31
  not
• 11:32
  performing,
• 11:32
  it's
• 11:32
  like
• 11:33
  it
• 11:33
  could
• 11:33
  be
• 11:33
  month
• 11:33
  four.
• 11:34
  But
• 11:34
  the
• 11:34
  idea
• 11:35
  is
• 11:35
  like,
• 11:35
  if
• 11:35
  we're
• 11:35
  getting
• 11:35
  a
• 11:35
  pulse
• 11:36
  check,
• 11:36
  this
• 11:36
  is
• 11:36
  not
• 11:36
  working.
• 11:36
  Like,
• 11:37
  let's
• 11:37
  hit
• 11:37
  them
• 11:37
  between
• 11:37
  the
• 11:38
  eyes
• 11:38
  now
• 11:38
  with
• 11:39
  the
• 11:39
  truth.
• 11:40
  And
• 11:41
  the
• 11:41
  feedback
• 11:41
  cycle
• 11:42
  that
• 11:42
  I've
• 11:42
  seen
• 11:42
  that
• 11:42
  people
• 11:42
  delay,
• 11:43
  like,
• 11:43
  oh,
• 11:43
  it'll
• 11:43
  work
• 11:44
  out.
• 11:44
  And
• 11:44
  I
• 11:44
  really,
• 11:45
  instead
• 11:45
  of
• 11:45
  just
• 11:45
  like,
• 11:45
  it's
• 11:45
  a
• 11:46
  firing
• 11:46
  tactic,
• 11:47
  like
• 11:47
  three
• 11:47
  months,
• 11:47
  just
• 11:47
  let
• 11:48
  them
• 11:48
  go.
• 11:48
  It
• 11:48
  just.
• 11:49
  Where
• 11:50
  I
• 11:50
  see
• 11:50
  the
• 11:50
  problem
• 11:50
  with
• 11:50
  the
• 11:51
  six
• 11:51
  month
• 11:51
  mark
• 11:51
  is
• 11:51
  that
• 11:52
  most
• 11:52
  of
• 11:52
  the
• 11:52
  time
• 11:53
  people
• 11:53
  are
• 11:53
  like,
• 11:53
  I'm
• 11:53
  just
• 11:53
  fed
• 11:54
  up
• 11:54
  with
• 11:54
  them.
• 11:54
  Just
• 11:54
  like
• 11:54
  in
• 11:54
  a
• 11:54
  relationship,
• 11:55
  they're
• 11:55
  like,
• 11:55
  I
• 11:56
  never
• 11:56
  told
• 11:56
  you
• 11:56
  anything
• 11:56
  was
• 11:57
  wrong.
• 11:57
  I'm
• 11:57
  just
• 11:57
  upset
• 11:58
  with
• 11:58
  you.
• 11:58
  And
• 11:58
  now
• 11:58
  you're
• 11:58
  just
• 11:59
  gone.
• 11:59
  And
• 12:00
  a
• 12:00
  lot
• 12:00
  of
• 12:00
  the
• 12:01
  time
• 12:01
  that's
• 12:01
  a
• 12:01
  failure
• 12:01
  process.
• 12:02
  Not
• 12:03
  the
• 12:03
  people
• 12:04
  and
• 12:04
  leadership
• 12:04
  as
• 12:04
  well.
• 12:05
  Right?
• 12:05
  Yeah.
• 12:06
  Yeah.
• 12:07
  The
• 12:07
  scary
• 12:07
  thing
• 12:08
  is
• 12:08
  it
• 12:08
  just
• 12:08
  happens
• 12:08
  again.
• 12:09
  Like
• 12:09
  you
• 12:09
  hire
• 12:09
  another
• 12:09
  person,
• 12:10
  you
• 12:11
  put
• 12:11
  them
• 12:11
  in
• 12:11
  a
• 12:11
  seat
• 12:11
  and
• 12:11
  then
• 12:12
  like
• 12:12
  you
• 12:12
  never
• 12:12
  really
• 12:12
  coach
• 12:13
  them
• 12:13
  up,
• 12:13
  gave
• 12:13
  them
• 12:13
  feedback
• 12:14
  and
• 12:14
  it's
• 12:14
  like,
• 12:14
  you
• 12:14
  might
• 12:15
  get
• 12:15
  a
• 12:15
  very
• 12:15
  similar
• 12:16
  result.
• 12:16
  Yeah.
• 12:17
  You
• 12:17
  never
• 12:17
  tell
• 12:17
  them
• 12:18
  what's
• 12:18
  expected.
• 12:19
  There's
• 12:20
  an
• 12:20
  often
• 12:20
  quoted
• 12:21
  statistic
• 12:21
  in
• 12:21
  private
• 12:22
  equity
• 12:22
  that
• 12:22
  70%
• 12:23
  of
• 12:23
  CEOs
• 12:23
  don't
• 12:24
  make
• 12:24
  it
• 12:24
  to
• 12:24
  the
• 12:24
  end
• 12:24
  of
• 12:25
  the
• 12:25
  whole
• 12:26
  Period.
• 12:26
  Some
• 12:27
  of
• 12:27
  that's
• 12:27
  for
• 12:27
  good
• 12:27
  reason.
• 12:28
  Like
• 12:28
  some
• 12:28
  of
• 12:28
  that
• 12:28
  was
• 12:29
  this
• 12:29
  was
• 12:29
  always
• 12:29
  the
• 12:30
  plan
• 12:30
  and
• 12:30
  the
• 12:30
  CEO
• 12:30
  wanted
• 12:31
  out
• 12:31
  anyway.
• 12:32
  But
• 12:32
  some
• 12:32
  of
• 12:32
  that
• 12:32
  is
• 12:33
  like,
• 12:33
  oh,
• 12:33
  the
• 12:33
  founder
• 12:34
  wants
• 12:34
  to
• 12:34
  kind
• 12:34
  of
• 12:35
  try
• 12:35
  and
• 12:35
  stick
• 12:35
  around
• 12:35
  and
• 12:36
  maybe
• 12:36
  they
• 12:36
  can't
• 12:36
  scale
• 12:37
  with
• 12:37
  the
• 12:37
  business.
• 12:37
  I
• 12:38
  think
• 12:38
  I've
• 12:38
  heard
• 12:38
  it
• 12:38
  said
• 12:38
  before
• 12:39
  that,
• 12:39
  you
• 12:39
  know,
• 12:40
  the
• 12:40
  right
• 12:40
  leader
• 12:40
  of
• 12:40
  a
• 12:40
  million
• 12:41
  a
• 12:41
  year
• 12:41
  company
• 12:41
  might
• 12:42
  not
• 12:42
  be
• 12:42
  the
• 12:42
  same
• 12:42
  as
• 12:42
  the
• 12:42
  right
• 12:43
  leader
• 12:43
  for
• 12:43
  a
• 12:43
  10
• 12:43
  million
• 12:43
  or
• 12:44
  a
• 12:44
  right
• 12:44
  leader
• 12:44
  for
• 12:44
  100
• 12:44
  million.
• 12:45
  Like
• 12:45
  it
• 12:45
  requires
• 12:45
  different
• 12:46
  skills
• 12:47
  entirely.
• 12:47
  Like,
• 12:49
  so
• 12:49
  it
• 12:50
  might
• 12:50
  not
• 12:50
  necessarily
• 12:50
  be
• 12:50
  a
• 12:50
  bad
• 12:51
  thing
• 12:51
  because
• 12:51
  it's
• 12:51
  often
• 12:51
  quoted
• 12:51
  as
• 12:52
  a
• 12:52
  scary,
• 12:52
  oh,
• 12:52
  big
• 12:52
  bad
• 12:53
  private
• 12:53
  equity's
• 12:53
  in
• 12:53
  here
• 12:53
  and
• 12:54
  they
• 12:54
  chop
• 12:54
  70%
• 12:54
  of
• 12:55
  people.
• 12:55
  Like
• 12:55
  I'd
• 12:56
  say
• 12:56
  half
• 12:56
  of
• 12:56
  those
• 12:56
  people
• 12:56
  probably
• 12:57
  want
• 12:57
  it
• 12:57
  out
• 12:57
  anyway.
• 12:58
  Right.
• 12:59
  But
• 12:59
  the
• 13:00
  other
• 13:00
  half,
• 13:01
  Frank,
• 13:01
  do
• 13:02
  you
• 13:02
  think
• 13:02
  that
• 13:02
  comes
• 13:02
  from
• 13:02
  the
• 13:03
  same
• 13:03
  thing?
• 13:03
  Is
• 13:03
  it
• 13:03
  a
• 13:03
  failure
• 13:03
  to
• 13:04
  communicate
• 13:04
  usually?
• 13:04
  Or
• 13:05
  have
• 13:05
  you
• 13:05
  seen
• 13:05
  more
• 13:06
  PE
• 13:07
  comes
• 13:07
  in,
• 13:07
  successfully
• 13:08
  scales
• 13:09
  the
• 13:09
  company
• 13:09
  and
• 13:09
  scales
• 13:09
  it
• 13:10
  past
• 13:10
  the
• 13:10
  CEO's
• 13:10
  capabilities?
• 13:11
  It's
• 13:11
  that
• 13:12
  it's
• 13:12
  more
• 13:12
  the,
• 13:13
  the,
• 13:13
  the
• 13:13
  ladder
• 13:14
  I've
• 13:14
  seen
• 13:14
  that
• 13:15
  depends
• 13:15
  on
• 13:15
  the
• 13:15
  capacity
• 13:16
  and
• 13:16
  capability
• 13:16
  of
• 13:17
  the
• 13:17
  person.
• 13:17
  But
• 13:18
  some
• 13:18
  people
• 13:19
  can
• 13:19
  keep
• 13:19
  up
• 13:19
  with
• 13:19
  a
• 13:20
  very
• 13:20
  fast
• 13:20
  scaling
• 13:20
  company,
• 13:21
  but
• 13:21
  it
• 13:21
  is
• 13:22
  genuinely
• 13:22
  almost
• 13:23
  impossible.
• 13:24
  It's
• 13:25
  very,
• 13:25
  very
• 13:25
  hard
• 13:25
  if
• 13:26
  the
• 13:26
  company
• 13:26
  does
• 13:26
  go
• 13:27
  like
• 13:27
  asymmetric
• 13:27
  and
• 13:27
  just
• 13:28
  start
• 13:28
  to
• 13:28
  scale
• 13:28
  like
• 13:28
  crazy.
• 13:29
  Because
• 13:29
  if
• 13:29
  you
• 13:29
  go
• 13:30
  from
• 13:30
  ten
• 13:30
  to
• 13:31
  a
• 13:31
  hundred
• 13:31
  over
• 13:31
  a
• 13:32
  couple
• 13:32
  years,
• 13:32
  like
• 13:33
  how
• 13:33
  would
• 13:34
  you,
• 13:34
  it's
• 13:34
  like
• 13:34
  for
• 13:35
  you
• 13:35
  to
• 13:35
  have
• 13:35
  learned
• 13:35
  those
• 13:35
  skills
• 13:36
  to
• 13:36
  be
• 13:36
  able
• 13:36
  to
• 13:36
  manage
• 13:37
  that
• 13:37
  is
• 13:38
  it
• 13:39
  takes
• 13:39
  just
• 13:39
  time
• 13:39
  and
• 13:40
  you
• 13:40
  would
• 13:41
  be
• 13:41
  guessing
• 13:41
  a
• 13:41
  little
• 13:42
  bit.
• 13:42
  And
• 13:42
  that's
• 13:42
  where
• 13:42
  it
• 13:42
  gets.
• 13:43
  It
• 13:43
  is
• 13:43
  a
• 13:43
  higher
• 13:44
  risk
• 13:44
  to
• 13:44
  leave
• 13:44
  someone
• 13:44
  in
• 13:45
  that
• 13:45
  seat.
• 13:45
  Like
• 13:45
  very
• 13:46
  tangible
• 13:46
  marketing
• 13:47
  rules.
• 13:47
  Like
• 13:47
  if
• 13:48
  they
• 13:48
  haven't
• 13:48
  managed
• 13:48
  budgets
• 13:49
  of
• 13:49
  like
• 13:50
  let's
• 13:50
  say
• 13:50
  100
• 13:50
  million
• 13:51
  or
• 13:51
  let's
• 13:51
  say
• 13:52
  100,
• 13:52
  like
• 13:52
  10k,
• 13:53
  10k
• 13:53
  a
• 13:54
  day.
• 13:54
  It's
• 13:54
  like
• 13:55
  just
• 13:55
  going
• 13:56
  from
• 13:56
  5,
• 13:56
  $500
• 13:57
  a
• 13:57
  day
• 13:58
  to
• 13:58
  10k
• 13:58
  a
• 13:58
  day.
• 13:58
  It's
• 13:59
  like
• 13:59
  there's
• 13:59
  just
• 13:59
  a
• 13:59
  different
• 13:59
  level
• 14:00
  of,
• 14:00
  of
• 14:00
  complexity
• 14:01
  that
• 14:01
  comes
• 14:01
  with
• 14:01
  it
• 14:02
  and
• 14:02
  requirements
• 14:03
  and
• 14:04
  often
• 14:05
  most
• 14:05
  people
• 14:06
  can't
• 14:07
  keep
• 14:07
  up
• 14:07
  with
• 14:07
  that
• 14:07
  level
• 14:08
  of
• 14:08
  growth.
• 14:08
  If
• 14:09
  a
• 14:09
  company
• 14:09
  scales
• 14:09
  fast,
• 14:10
  slowly,
• 14:10
  yeah,
• 14:11
  you
• 14:11
  can
• 14:11
  have
• 14:11
  the
• 14:11
  time
• 14:12
  to
• 14:13
  let
• 14:13
  people
• 14:13
  grow.
• 14:14
  Yeah.
• 14:14
  I
• 14:14
  mean
• 14:15
  just
• 14:15
  in
• 14:15
  that
• 14:15
  marketing
• 14:15
  example,
• 14:16
  like
• 14:17
  as
• 14:17
  someone
• 14:17
  who's
• 14:17
  managed
• 14:18
  very
• 14:18
  large
• 14:19
  implementations,
• 14:19
  analytical
• 14:20
  implementations,
• 14:20
  like
• 14:20
  the
• 14:21
  level
• 14:21
  of
• 14:21
  rigor
• 14:21
  around
• 14:22
  the
• 14:22
  business
• 14:22
  intelligence
• 14:23
  for
• 14:24
  spending
• 14:25
  500
• 14:25
  vs
• 14:26
  10k
• 14:26
  a
• 14:26
  day
• 14:26
  in
• 14:27
  digital
• 14:27
  marketing
• 14:27
  is
• 14:28
  huge
• 14:28
  because
• 14:29
  you
• 14:29
  just
• 14:29
  can't
• 14:29
  possibly
• 14:29
  keep
• 14:30
  track
• 14:30
  manually
• 14:30
  of
• 14:31
  that
• 14:31
  much
• 14:31
  spend
• 14:31
  across
• 14:32
  that
• 14:32
  many
• 14:32
  ads
• 14:32
  across
• 14:32
  that
• 14:33
  many
• 14:33
  platforms
• 14:34
  unless
• 14:34
  you've
• 14:34
  got
• 14:34
  super
• 14:35
  sharp
• 14:35
  kind
• 14:35
  of
• 14:35
  business
• 14:36
  intelligence
• 14:37
  running
• 14:37
  underneath
• 14:37
  it.
• 14:38
  One
• 14:39
  of
• 14:39
  the
• 14:39
  Other
• 14:39
  things
• 14:39
  I
• 14:39
  think
• 14:39
  of.
• 14:39
  And
• 14:39
  this
• 14:40
  actually
• 14:40
  happened
• 14:40
  to
• 14:40
  me
• 14:40
  at
• 14:40
  the
• 14:40
  workshop.
• 14:41
  I
• 14:41
  wasn't
• 14:41
  talking
• 14:41
  to
• 14:41
  you,
• 14:41
  I
• 14:41
  was
• 14:41
  talking
• 14:42
  to
• 14:42
  somebody
• 14:42
  else.
• 14:43
  But
• 14:43
  they
• 14:44
  were
• 14:44
  talking
• 14:44
  about
• 14:44
  the
• 14:44
  growth
• 14:44
  of
• 14:44
  my
• 14:45
  company
• 14:45
  and
• 14:45
  saying,
• 14:46
  you're
• 14:46
  probably
• 14:46
  only
• 14:46
  a
• 14:47
  year
• 14:47
  away
• 14:47
  and
• 14:47
  then
• 14:47
  suddenly
• 14:48
  your
• 14:48
  main
• 14:48
  focus
• 14:48
  is
• 14:49
  going
• 14:49
  to
• 14:49
  be
• 14:50
  hiring
• 14:50
  and
• 14:51
  firing
• 14:51
  people.
• 14:51
  And
• 14:51
  it's
• 14:52
  a
• 14:52
  good
• 14:52
  thing
• 14:52
  to
• 14:52
  raise
• 14:53
  because
• 14:53
  in
• 14:53
  year
• 14:54
  one
• 14:54
  of
• 14:54
  a
• 14:55
  company
• 14:55
  it's
• 14:55
  all
• 14:55
  about
• 14:55
  product,
• 14:56
  market
• 14:56
  fit.
• 14:56
  Like
• 14:57
  how
• 14:57
  good
• 14:57
  a
• 14:57
  product
• 14:57
  manager
• 14:58
  are
• 14:58
  you,
• 14:58
  how
• 14:58
  good
• 14:59
  are
• 14:59
  you
• 14:59
  at
• 14:59
  selling
• 14:59
  and
• 14:59
  marketing
• 15:00
  and
• 15:00
  then
• 15:01
  you
• 15:01
  become
• 15:01
  successful.
• 15:02
  And
• 15:02
  this
• 15:02
  is
• 15:03
  the
• 15:03
  phase
• 15:03
  I'm
• 15:03
  in
• 15:03
  now,
• 15:03
  right.
• 15:03
  It
• 15:04
  becomes
• 15:05
  a
• 15:05
  recruitment,
• 15:05
  hiring,
• 15:06
  talent
• 15:07
  game.
• 15:07
  Right.
• 15:08
  I'm
• 15:08
  lucky
• 15:09
  because
• 15:09
  of
• 15:09
  big
• 15:10
  corporate
• 15:10
  experience
• 15:10
  before,
• 15:11
  I've
• 15:11
  done
• 15:12
  all
• 15:12
  of
• 15:12
  that.
• 15:12
  But
• 15:12
  I
• 15:12
  can
• 15:12
  imagine
• 15:13
  the
• 15:13
  shift
• 15:13
  for
• 15:13
  like
• 15:14
  if
• 15:14
  I'm
• 15:14
  a
• 15:14
  first
• 15:14
  time
• 15:15
  CEO
• 15:15
  and
• 15:15
  I've,
• 15:16
  you
• 15:16
  know,
• 15:16
  found
• 15:16
  a
• 15:16
  banger
• 15:17
  of
• 15:17
  a
• 15:17
  product
• 15:17
  and
• 15:17
  I
• 15:18
  know
• 15:18
  I'm
• 15:18
  just
• 15:18
  out
• 15:18
  of
• 15:18
  college,
• 15:19
  in
• 15:19
  my
• 15:19
  early
• 15:19
  20s,
• 15:20
  I've
• 15:20
  had
• 15:20
  to
• 15:20
  learn
• 15:21
  how
• 15:21
  to
• 15:21
  sell
• 15:21
  and
• 15:21
  market
• 15:22
  and
• 15:22
  then
• 15:22
  suddenly
• 15:23
  like
• 15:23
  I've
• 15:23
  done
• 15:24
  so
• 15:24
  well
• 15:24
  that
• 15:24
  now
• 15:25
  my
• 15:25
  job
• 15:25
  is
• 15:25
  hiring
• 15:25
  and
• 15:26
  talent.
• 15:26
  Like
• 15:27
  what?
• 15:28
  And
• 15:29
  the
• 15:29
  whole
• 15:29
  game
• 15:29
  changes,
• 15:30
  right?
• 15:30
  And
• 15:30
  I'm
• 15:30
  sure
• 15:30
  the
• 15:30
  game
• 15:30
  changes
• 15:31
  again
• 15:31
  once
• 15:31
  you
• 15:31
  hit
• 15:32
  once
• 15:32
  you
• 15:32
  get
• 15:32
  to
• 15:32
  100
• 15:33
  million.
• 15:33
  Right.
• 15:33
  Like
• 15:33
  we
• 15:34
  said
• 15:34
  before.
• 15:34
  Yeah,
• 15:35
  I.
• 15:36
  It's
• 15:36
  well
• 15:36
  said.
• 15:36
  It's
• 15:37
  like
• 15:37
  an
• 15:37
  evolution
• 15:37
  as
• 15:38
  the
• 15:38
  business
• 15:38
  evolves
• 15:38
  that
• 15:39
  the
• 15:39
  priorities
• 15:39
  for
• 15:40
  you
• 15:40
  evolve.
• 15:40
  And
• 15:41
  at
• 15:42
  the
• 15:42
  highest
• 15:42
  level
• 15:42
  it
• 15:42
  probably
• 15:42
  just
• 15:43
  comes
• 15:43
  down
• 15:43
  to
• 15:43
  people,
• 15:43
  management
• 15:44
  and
• 15:44
  decision
• 15:44
  making.
• 15:45
  It's
• 15:45
  like
• 15:46
  quality
• 15:46
  decision
• 15:46
  making
• 15:47
  and
• 15:47
  good
• 15:47
  leadership
• 15:48
  of
• 15:48
  like
• 15:48
  vision
• 15:48
  and
• 15:48
  people
• 15:49
  and.
• 15:49
  Corralling
• 15:50
  ship
• 15:50
  and
• 15:51
  allocation
• 15:51
  of
• 15:51
  resources.
• 15:52
  Yeah,
• 15:53
  exactly.
• 15:53
  Yeah,
• 15:54
  yeah,
• 15:54
  absolutely,
• 15:55
  absolutely.
• 15:56
  I
• 15:56
  been
• 15:57
  dying
• 15:57
  to
• 15:57
  get
• 15:57
  into
• 15:57
  this
• 15:57
  question
• 15:57
  because
• 15:58
  I
• 15:58
  love
• 15:58
  a
• 15:58
  good
• 15:58
  framework
• 15:59
  and
• 15:59
  you've
• 15:59
  got
• 15:59
  one
• 15:59
  called
• 16:00
  the
• 16:00
  seven
• 16:00
  Deadly
• 16:00
  Sins
• 16:01
  of
• 16:01
  recruiting,
• 16:01
  which
• 16:02
  I've
• 16:02
  been
• 16:02
  super
• 16:02
  excited
• 16:02
  to
• 16:03
  dig
• 16:03
  into
• 16:03
  you
• 16:03
  with.
• 16:03
  So,
• 16:04
  you
• 16:04
  know,
• 16:04
  if
• 16:04
  someone's
• 16:04
  looking
• 16:04
  after
• 16:05
  looking
• 16:05
  after,
• 16:06
  you've
• 16:06
  got
• 16:06
  an
• 16:06
  operating
• 16:06
  partner
• 16:07
  that's
• 16:07
  across
• 16:07
  maybe
• 16:08
  five
• 16:08
  or
• 16:08
  six
• 16:08
  different
• 16:08
  portfolio
• 16:09
  companies
• 16:10
  and
• 16:10
  they're
• 16:10
  wondering
• 16:11
  why,
• 16:11
  you
• 16:11
  know,
• 16:12
  hiring
• 16:13
  is
• 16:14
  a
• 16:14
  constant
• 16:14
  suck
• 16:15
  on
• 16:15
  time
• 16:15
  and
• 16:15
  money.
• 16:15
  Which
• 16:16
  of
• 16:16
  these
• 16:16
  sins
• 16:16
  show
• 16:17
  up
• 16:17
  the
• 16:17
  most
• 16:17
  of
• 16:17
  your
• 16:18
  seven
• 16:18
  deadly
• 16:18
  sins?
• 16:18
  Like
• 16:19
  which
• 16:19
  are
• 16:19
  most
• 16:19
  prevalent
• 16:20
  in
• 16:20
  a
• 16:20
  PE
• 16:20
  environment?
• 16:21
  Yeah.
• 16:22
  So
• 16:22
  I'd
• 16:22
  say
• 16:23
  most
• 16:23
  for
• 16:24
  pe,
• 16:24
  I'd
• 16:25
  say
• 16:25
  it's
• 16:25
  probably
• 16:25
  the
• 16:26
  leaning
• 16:27
  in
• 16:27
  on
• 16:27
  the
• 16:27
  referrals
• 16:28
  and
• 16:28
  centers
• 16:29
  of
• 16:29
  influence.
• 16:29
  Which
• 16:29
  is
• 16:29
  funny
• 16:30
  because
• 16:30
  you
• 16:30
  talked
• 16:30
  about
• 16:30
  the
• 16:31
  Rolodex.
• 16:33
  The
• 16:33
  thing
• 16:33
  is
• 16:33
  though,
• 16:33
  there's
• 16:34
  two
• 16:34
  levels
• 16:34
  to
• 16:35
  like
• 16:35
  I
• 16:35
  always
• 16:35
  think
• 16:36
  about
• 16:37
  when
• 16:37
  you
• 16:37
  market
• 16:38
  a
• 16:38
  position,
• 16:38
  you
• 16:39
  have
• 16:39
  different
• 16:40
  social
• 16:40
  posts
• 16:40
  you
• 16:41
  can
• 16:41
  make.
• 16:41
  So
• 16:41
  go
• 16:41
  on
• 16:41
  online
• 16:42
  and
• 16:42
  social
• 16:42
  media,
• 16:43
  you
• 16:43
  can
• 16:43
  go
• 16:43
  on
• 16:44
  platforms
• 16:44
  like
• 16:45
  LinkedIn.
• 16:45
  Indeed.
• 16:46
  And
• 16:46
  then
• 16:46
  you
• 16:47
  have
• 16:47
  other
• 16:47
  people
• 16:48
  now
• 16:49
  I've
• 16:49
  seen
• 16:50
  a
• 16:50
  lot
• 16:50
  of
• 16:50
  benefits
• 16:50
  to
• 16:51
  depending
• 16:51
  on
• 16:51
  the
• 16:51
  type
• 16:51
  of
• 16:52
  company.
• 16:52
  Internal
• 16:53
  referral,
• 16:54
  like
• 16:54
  systems
• 16:55
  where
• 16:55
  you
• 16:55
  have
• 16:56
  referral
• 16:56
  bonuses
• 16:57
  and
• 16:57
  teaching
• 16:58
  your
• 16:58
  team
• 16:58
  how,
• 16:59
  how
• 16:59
  to
• 16:59
  recruit
• 17:00
  in
• 17:00
  a
• 17:00
  way
• 17:00
  that
• 17:01
  is
• 17:01
  like,
• 17:01
  here's
• 17:01
  what
• 17:01
  we're
• 17:02
  looking
• 17:02
  for
• 17:02
  and
• 17:02
  how
• 17:02
  to
• 17:02
  go
• 17:03
  out
• 17:03
  to
• 17:03
  ask
• 17:03
  your,
• 17:04
  your
• 17:04
  network.
• 17:04
  Then
• 17:05
  there's
• 17:05
  also
• 17:05
  teaching
• 17:06
  your,
• 17:06
  your
• 17:06
  audience
• 17:07
  and
• 17:07
  whoever
• 17:07
  your
• 17:07
  client
• 17:07
  tells
• 17:08
  like
• 17:08
  that
• 17:08
  you're
• 17:08
  hiring
• 17:08
  and
• 17:08
  announcing
• 17:09
  it.
• 17:09
  Aside
• 17:10
  from
• 17:10
  also
• 17:10
  going
• 17:10
  to
• 17:11
  the,
• 17:11
  what
• 17:11
  I
• 17:11
  call
• 17:11
  the
• 17:11
  center
• 17:12
  of
• 17:12
  influence,
• 17:12
  which
• 17:12
  is
• 17:12
  like,
• 17:12
  who's
• 17:13
  one
• 17:13
  person
• 17:14
  that
• 17:14
  knows
• 17:14
  all
• 17:14
  my
• 17:14
  people?
• 17:15
  And
• 17:15
  that's
• 17:15
  been
• 17:16
  like
• 17:16
  some
• 17:16
  of
• 17:16
  the
• 17:16
  fastest
• 17:16
  ways
• 17:17
  to
• 17:17
  fill
• 17:17
  talent
• 17:18
  which
• 17:18
  going
• 17:18
  back
• 17:19
  to
• 17:19
  your,
• 17:19
  your
• 17:19
  first
• 17:19
  point
• 17:20
  about
• 17:20
  the
• 17:20
  Rolodex,
• 17:21
  some
• 17:21
  of
• 17:21
  these
• 17:21
  people
• 17:22
  do
• 17:22
  have
• 17:22
  a
• 17:22
  Rolodex,
• 17:23
  but
• 17:23
  they
• 17:23
  might
• 17:23
  be
• 17:23
  misusing
• 17:24
  it
• 17:24
  to,
• 17:25
  to
• 17:25
  hire
• 17:25
  that
• 17:25
  one
• 17:25
  person.
• 17:26
  Say
• 17:26
  I'm
• 17:26
  going
• 17:26
  to
• 17:26
  take
• 17:26
  you
• 17:27
  and
• 17:27
  hire
• 17:27
  you
• 17:27
  versus
• 17:28
  like
• 17:28
  whose
• 17:29
  people
• 17:29
  you
• 17:29
  know
• 17:30
  that
• 17:31
  know
• 17:31
  your,
• 17:31
  let's
• 17:32
  say
• 17:32
  ideal
• 17:33
  candidate.
• 17:33
  And
• 17:34
  either
• 17:34
  they're
• 17:34
  teachers
• 17:35
  of
• 17:35
  them
• 17:35
  or
• 17:36
  they're
• 17:36
  just
• 17:36
  maybe
• 17:37
  someone
• 17:37
  that's
• 17:37
  retired
• 17:37
  that
• 17:37
  knows
• 17:38
  a
• 17:38
  bunch
• 17:38
  of
• 17:38
  them.
• 17:38
  It's
• 17:38
  like
• 17:39
  those
• 17:39
  people
• 17:40
  have
• 17:40
  like
• 17:40
  the
• 17:40
  little
• 17:40
  pockets
• 17:41
  of
• 17:41
  they
• 17:41
  just
• 17:42
  know
• 17:42
  50
• 17:42
  people
• 17:42
  and
• 17:42
  can
• 17:42
  introduce
• 17:43
  you
• 17:43
  right
• 17:43
  away.
• 17:43
  And
• 17:45
  I've
• 17:45
  seen
• 17:45
  that
• 17:45
  that's
• 17:46
  a
• 17:46
  lever
• 17:46
  most
• 17:47
  companies
• 17:47
  just
• 17:47
  don't
• 17:47
  pull
• 17:48
  in
• 17:48
  that
• 17:48
  way.
• 17:48
  It's
• 17:49
  like,
• 17:49
  oh,
• 17:49
  interesting.
• 17:49
  That's
• 17:50
  the
• 17:50
  question
• 17:50
  after
• 17:50
  the
• 17:50
  meeting.
• 17:50
  It's
• 17:50
  like,
• 17:51
  who
• 17:51
  do
• 17:51
  you
• 17:51
  know?
• 17:51
  Who's
• 17:52
  the
• 17:52
  best
• 17:52
  person
• 17:52
  you
• 17:52
  know
• 17:53
  in
• 17:53
  this
• 17:53
  space?
• 17:54
  Just
• 17:54
  going
• 17:54
  down
• 17:54
  that
• 17:55
  rabbit
• 17:55
  hole.
• 17:55
  That
• 17:56
  is
• 17:56
  interesting.
• 17:56
  And
• 17:56
  because
• 17:57
  I
• 17:57
  lean
• 17:57
  quite
• 17:58
  heavily
• 17:58
  on
• 17:58
  that
• 17:58
  one,
• 17:58
  I
• 17:58
  would
• 17:58
  say
• 17:59
  in
• 17:59
  my
• 17:59
  business,
• 18:00
  finding
• 18:00
  good
• 18:00
  data
• 18:01
  people
• 18:01
  who
• 18:01
  are
• 18:01
  also
• 18:01
  good
• 18:02
  with
• 18:02
  portfolio
• 18:03
  company
• 18:03
  executives,
• 18:04
  it's
• 18:05
  not
• 18:05
  a
• 18:05
  common
• 18:05
  mix,
• 18:06
  but
• 18:06
  those
• 18:06
  people
• 18:07
  often
• 18:07
  hang
• 18:07
  out
• 18:07
  together
• 18:09
  in
• 18:10
  the
• 18:10
  same
• 18:10
  places.
• 18:11
  And
• 18:11
  one
• 18:11
  of
• 18:11
  the
• 18:11
  reasons
• 18:12
  I
• 18:12
  rely
• 18:12
  so
• 18:12
  heavily
• 18:13
  on
• 18:13
  that,
• 18:14
  Frank,
• 18:15
  I'm
• 18:15
  terrified
• 18:15
  to
• 18:16
  open
• 18:16
  a
• 18:16
  job
• 18:16
  rack,
• 18:16
  indeed,
• 18:17
  LinkedIn,
• 18:17
  whatever
• 18:18
  it
• 18:18
  might
• 18:18
  be.
• 18:19
  By
• 18:20
  the
• 18:20
  way,
• 18:20
  I'll
• 18:21
  level
• 18:21
  with
• 18:21
  you
• 18:21
  here.
• 18:21
  I
• 18:22
  have
• 18:22
  no
• 18:22
  sympathy
• 18:22
  with
• 18:23
  recruiters
• 18:23
  on,
• 18:23
  or
• 18:24
  people
• 18:24
  in
• 18:24
  the
• 18:24
  recruitment
• 18:24
  industry
• 18:25
  on
• 18:25
  this
• 18:25
  because
• 18:25
  they
• 18:25
  started
• 18:26
  it
• 18:26
  with
• 18:26
  the
• 18:27
  AI
• 18:27
  kind
• 18:28
  of.
• 18:28
  What's
• 18:28
  the
• 18:28
  system
• 18:28
  called?
• 18:29
  The
• 18:29
  application
• 18:30
  tracking.
• 18:30
  The
• 18:30
  Application
• 18:31
  Tracking
• 18:31
  System,
• 18:31
  ats.
• 18:33
  So
• 18:33
  of
• 18:33
  course,
• 18:34
  you
• 18:34
  know,
• 18:34
  the,
• 18:34
  the
• 18:35
  people
• 18:35
  behave
• 18:36
  differently
• 18:36
  when
• 18:36
  they're
• 18:36
  being
• 18:36
  monitored.
• 18:37
  So
• 18:37
  of
• 18:37
  course
• 18:37
  the
• 18:39
  job
• 18:39
  seekers
• 18:40
  react
• 18:40
  to
• 18:40
  that.
• 18:41
  And
• 18:42
  you
• 18:42
  know,
• 18:42
  from
• 18:43
  what
• 18:43
  I
• 18:43
  can
• 18:44
  gather
• 18:45
  now,
• 18:45
  like
• 18:45
  you
• 18:45
  open
• 18:45
  a
• 18:46
  record,
• 18:46
  you
• 18:46
  open
• 18:46
  a
• 18:47
  job
• 18:47
  rec
• 18:47
  on
• 18:47
  LinkedIn
• 18:48
  which
• 18:48
  by
• 18:48
  the
• 18:48
  way,
• 18:49
  you
• 18:49
  have
• 18:49
  to
• 18:49
  pay
• 18:49
  per
• 18:49
  applicant
• 18:50
  and
• 18:50
  suddenly
• 18:50
  you're
• 18:51
  like
• 18:51
  buried
• 18:51
  in
• 18:51
  a
• 18:51
  thousand
• 18:52
  applications
• 18:52
  and
• 18:52
  you
• 18:53
  have
• 18:53
  no
• 18:53
  good
• 18:53
  way
• 18:53
  to
• 18:53
  discern
• 18:54
  quality
• 18:55
  and
• 18:55
  you
• 18:55
  need
• 18:55
  a
• 18:55
  system
• 18:55
  just
• 18:56
  to
• 18:56
  Even
• 18:56
  read
• 18:56
  a
• 18:56
  thousand
• 18:57
  resumes.
• 18:57
  So
• 18:57
  how
• 18:58
  do
• 18:58
  you
• 18:58
  suggest
• 18:58
  people
• 18:59
  deal
• 18:59
  with
• 19:00
  the
• 19:00
  way
• 19:00
  the
• 19:00
  recruitment
• 19:01
  market
• 19:01
  is
• 19:01
  currently
• 19:02
  and
• 19:02
  still
• 19:02
  getting
• 19:03
  value
• 19:03
  out
• 19:03
  of
• 19:03
  those
• 19:03
  platforms?
• 19:04
  Yeah,
• 19:05
  so
• 19:05
  the
• 19:06
  first
• 19:07
  thing
• 19:07
  I'll
• 19:07
  say
• 19:07
  is
• 19:08
  you
• 19:08
  do
• 19:09
  need
• 19:09
  a
• 19:09
  process
• 19:09
  to
• 19:10
  review
• 19:10
  resumes
• 19:10
  quickly.
• 19:11
  I
• 19:11
  remember
• 19:11
  when
• 19:11
  I
• 19:11
  was
• 19:11
  getting
• 19:12
  thousands
• 19:12
  of
• 19:12
  resumes
• 19:13
  the
• 19:14
  well
• 19:14
  I'll
• 19:15
  say
• 19:15
  two
• 19:15
  things.
• 19:15
  One
• 19:15
  is
• 19:16
  testing
• 19:17
  on
• 19:17
  like
• 19:17
  the
• 19:17
  platform.
• 19:18
  So
• 19:18
  I
• 19:18
  found
• 19:18
  changing
• 19:19
  and
• 19:19
  doing
• 19:19
  different
• 19:20
  job
• 19:20
  titles
• 19:21
  increases
• 19:21
  the
• 19:22
  likelihood
• 19:22
  I
• 19:22
  get
• 19:22
  more
• 19:22
  exposure
• 19:23
  to
• 19:23
  different
• 19:23
  talent.
• 19:24
  So
• 19:24
  like
• 19:24
  obviously
• 19:25
  coo,
• 19:25
  just
• 19:26
  post
• 19:26
  coo,
• 19:26
  there's
• 19:27
  only
• 19:27
  one
• 19:27
  title.
• 19:27
  But
• 19:27
  if
• 19:28
  you're
• 19:28
  hiring
• 19:28
  let's
• 19:28
  say
• 19:29
  like
• 19:29
  a
• 19:29
  tax
• 19:29
  manager,
• 19:30
  like
• 19:31
  senior
• 19:31
  tax
• 19:32
  manager,
• 19:32
  tax
• 19:33
  planner,
• 19:33
  like
• 19:34
  there,
• 19:34
  there's
• 19:34
  just
• 19:35
  different
• 19:35
  titles
• 19:35
  you
• 19:35
  can
• 19:36
  put
• 19:36
  out
• 19:36
  to
• 19:36
  market
• 19:37
  that
• 19:37
  people
• 19:37
  have
• 19:38
  job
• 19:38
  alerts
• 19:38
  for
• 19:39
  and
• 19:39
  sometimes
• 19:40
  spending,
• 19:41
  trying
• 19:41
  to
• 19:41
  spend
• 19:41
  500
• 19:42
  a
• 19:42
  day
• 19:42
  or
• 19:43
  a
• 19:43
  lot
• 19:43
  of
• 19:43
  money.
• 19:44
  On
• 19:44
  my
• 19:44
  post
• 19:45
  I'll
• 19:45
  spend
• 19:45
  the
• 19:45
  least
• 19:45
  amount
• 19:46
  possible
• 19:46
  because
• 19:46
  I've
• 19:47
  learned
• 19:47
  from
• 19:47
  speaking
• 19:47
  to
• 19:48
  people
• 19:48
  at
• 19:48
  these
• 19:48
  companies
• 19:49
  it's
• 19:49
  like
• 19:49
  I'm
• 19:50
  not
• 19:50
  going
• 19:50
  to
• 19:50
  outbid
• 19:51
  Google.
• 19:51
  I'm
• 19:52
  not
• 19:52
  going
• 19:52
  to
• 19:52
  out
• 19:52
  like.
• 19:53
  So
• 19:53
  it's
• 19:53
  like
• 19:53
  I'm
• 19:53
  not
• 19:53
  going
• 19:54
  to
• 19:54
  try
• 19:54
  to
• 19:54
  outbid
• 19:54
  them
• 19:54
  and
• 19:54
  win
• 19:55
  the
• 19:55
  money
• 19:55
  game.
• 19:55
  I'm
• 19:55
  going
• 19:56
  to
• 19:56
  try
• 19:56
  to
• 19:56
  just
• 19:56
  do
• 19:56
  different
• 19:56
  titles
• 19:57
  to
• 19:57
  kind
• 19:57
  of
• 19:58
  different
• 19:58
  nodes
• 19:58
  to
• 19:58
  apply
• 19:59
  to.
• 20:00
  And
• 20:01
  when
• 20:01
  I
• 20:02
  look
• 20:02
  at
• 20:02
  applications
• 20:03
  I'm
• 20:03
  trying
• 20:03
  to
• 20:03
  think
• 20:03
  about
• 20:03
  it
• 20:04
  as
• 20:04
  how
• 20:04
  do
• 20:05
  I
• 20:05
  rule
• 20:05
  them
• 20:05
  out,
• 20:06
  not
• 20:06
  how
• 20:06
  do
• 20:07
  I
• 20:07
  rule
• 20:07
  them
• 20:07
  in.
• 20:07
  So
• 20:07
  it's
• 20:08
  like
• 20:08
  I
• 20:08
  was
• 20:08
  able
• 20:08
  to
• 20:09
  review
• 20:09
  a
• 20:09
  hundred
• 20:09
  resumes
• 20:09
  or
• 20:10
  100
• 20:10
  applications
• 20:10
  in,
• 20:11
  in
• 20:11
  an
• 20:11
  hour
• 20:12
  and
• 20:12
  it
• 20:12
  still
• 20:13
  takes
• 20:13
  that
• 20:13
  time
• 20:13
  because
• 20:14
  I
• 20:14
  had
• 20:14
  kind
• 20:14
  of
• 20:14
  like
• 20:14
  almost
• 20:14
  like
• 20:15
  a
• 20:15
  panning
• 20:15
  for
• 20:15
  gold
• 20:16
  approach
• 20:17
  where
• 20:17
  if
• 20:17
  you
• 20:18
  don't
• 20:18
  patch
• 20:18
  the
• 20:18
  first
• 20:19
  filter,
• 20:19
  which
• 20:19
  is
• 20:20
  usually
• 20:20
  knockout
• 20:21
  questions,
• 20:21
  like
• 20:21
  questions
• 20:22
  that
• 20:22
  if
• 20:22
  you
• 20:22
  don't
• 20:22
  answer
• 20:22
  correctly
• 20:22
  you're
• 20:23
  already
• 20:23
  out,
• 20:23
  then
• 20:24
  I'm
• 20:24
  not
• 20:24
  going
• 20:24
  to
• 20:24
  even
• 20:25
  proceed
• 20:25
  to
• 20:25
  the
• 20:25
  next
• 20:25
  step.
• 20:26
  What's
• 20:27
  an
• 20:27
  example
• 20:27
  of
• 20:27
  a
• 20:27
  knockout
• 20:27
  question?
• 20:29
  So
• 20:29
  like
• 20:29
  let's
• 20:29
  say
• 20:29
  you're
• 20:30
  looking
• 20:30
  for
• 20:30
  someone
• 20:30
  with
• 20:30
  five
• 20:31
  years
• 20:31
  experience
• 20:31
  doing
• 20:32
  like
• 20:32
  let's
• 20:32
  say
• 20:32
  a
• 20:33
  COO
• 20:33
  to
• 20:33
  like
• 20:33
  oversee
• 20:34
  your
• 20:36
  $20
• 20:36
  million
• 20:37
  company.
• 20:37
  You
• 20:37
  can
• 20:38
  ask
• 20:38
  specifically
• 20:38
  what's
• 20:39
  like
• 20:39
  the
• 20:39
  largest
• 20:40
  company
• 20:40
  or
• 20:40
  a
• 20:41
  small
• 20:41
  business
• 20:41
  company
• 20:41
  you've
• 20:41
  ran
• 20:42
  as
• 20:42
  far
• 20:42
  as
• 20:42
  revenue
• 20:43
  and
• 20:43
  then
• 20:43
  if
• 20:43
  they
• 20:44
  say
• 20:44
  anything,
• 20:45
  if
• 20:45
  they
• 20:45
  could
• 20:45
  do
• 20:45
  it,
• 20:46
  LinkedIn's
• 20:46
  limiting
• 20:47
  which
• 20:47
  I
• 20:47
  don't
• 20:47
  like
• 20:47
  because
• 20:48
  it
• 20:48
  just
• 20:48
  makes
• 20:48
  it
• 20:49
  numerical
• 20:49
  or
• 20:50
  yes,
• 20:50
  no
• 20:50
  in
• 20:50
  that
• 20:51
  indeed
• 20:51
  is
• 20:51
  a
• 20:52
  little
• 20:52
  bit
• 20:52
  more
• 20:52
  open
• 20:52
  ended
• 20:53
  but
• 20:53
  something
• 20:54
  to
• 20:54
  the
• 20:54
  example
• 20:54
  of
• 20:54
  like
• 20:54
  how
• 20:55
  many
• 20:55
  years
• 20:55
  have
• 20:55
  you
• 20:55
  been
• 20:55
  a
• 20:56
  CEO
• 20:57
  for
• 20:57
  a
• 20:57
  small
• 20:57
  business
• 20:58
  or
• 20:59
  what
• 20:59
  size
• 20:59
  of
• 21:00
  small
• 21:00
  business
• 21:00
  have
• 21:00
  you
• 21:01
  managed
• 21:01
  and
• 21:01
  scaled?
• 21:02
  And
• 21:02
  it's
• 21:02
  like
• 21:03
  that
• 21:03
  number
• 21:03
  say
• 21:03
  they
• 21:04
  say
• 21:04
  200
• 21:04
  million.
• 21:05
  It's
• 21:05
  like
• 21:05
  you're
• 21:05
  first
• 21:06
  off,
• 21:06
  that's
• 21:06
  not
• 21:06
  a
• 21:06
  small
• 21:06
  business.
• 21:07
  You're
• 21:08
  already
• 21:08
  too
• 21:08
  high.
• 21:08
  Or
• 21:09
  maybe
• 21:09
  they're
• 21:09
  say
• 21:09
  5
• 21:09
  million.
• 21:10
  It's
• 21:10
  like
• 21:10
  you
• 21:10
  haven't
• 21:10
  been
• 21:10
  where
• 21:10
  we're
• 21:11
  playing.
• 21:11
  So
• 21:11
  I'm
• 21:11
  not
• 21:11
  gonna
• 21:12
  even
• 21:12
  entertain
• 21:13
  it.
• 21:14
  So
• 21:14
  it's
• 21:14
  like
• 21:14
  a
• 21:14
  quick
• 21:14
  like,
• 21:15
  yeah,
• 21:16
  that
• 21:16
  makes
• 21:16
  sense.
• 21:16
  Having
• 21:17
  sat
• 21:17
  in
• 21:17
  that
• 21:17
  seat
• 21:17
  panning
• 21:18
  for
• 21:18
  gold
• 21:18
  across
• 21:18
  thousands
• 21:19
  of
• 21:19
  resumes.
• 21:19
  Like,
• 21:20
  what
• 21:20
  advice
• 21:20
  would
• 21:20
  you
• 21:20
  give
• 21:20
  to
• 21:21
  folks?
• 21:22
  And
• 21:22
  there
• 21:23
  are
• 21:23
  many
• 21:23
  of
• 21:23
  them
• 21:23
  actually
• 21:24
  like
• 21:24
  looking
• 21:24
  for,
• 21:24
  looking
• 21:25
  for
• 21:25
  roles
• 21:25
  with
• 21:25
  companies
• 21:26
  right
• 21:26
  now.
• 21:26
  Like,
• 21:26
  how
• 21:26
  do
• 21:27
  you,
• 21:27
  how
• 21:27
  do
• 21:27
  you
• 21:27
  get
• 21:27
  panned?
• 21:28
  How
• 21:28
  do
• 21:28
  you
• 21:28
  stay
• 21:28
  in
• 21:29
  the
• 21:29
  gold
• 21:29
  Frank's
• 21:29
  gold
• 21:29
  pan
• 21:30
  when
• 21:30
  it's
• 21:31
  good
• 21:31
  question.
• 21:32
  I'd
• 21:32
  say
• 21:33
  number
• 21:33
  one,
• 21:33
  especially
• 21:33
  if
• 21:34
  you're
• 21:34
  higher
• 21:34
  level,
• 21:34
  like
• 21:35
  put
• 21:36
  like
• 21:36
  actual
• 21:37
  metrics
• 21:37
  in
• 21:37
  your
• 21:37
  resume.
• 21:38
  So
• 21:38
  I
• 21:39
  always
• 21:39
  say
• 21:39
  speak
• 21:39
  to
• 21:40
  the
• 21:40
  idea
• 21:40
  of
• 21:40
  like,
• 21:41
  what
• 21:42
  have
• 21:42
  you
• 21:42
  done?
• 21:43
  Put
• 21:43
  a
• 21:43
  number
• 21:44
  then
• 21:44
  how
• 21:44
  you
• 21:44
  did.
• 21:44
  It's
• 21:45
  like
• 21:45
  I
• 21:45
  increased
• 21:45
  this
• 21:46
  by
• 21:46
  X
• 21:46
  by
• 21:46
  doing
• 21:47
  this.
• 21:47
  I
• 21:47
  think
• 21:48
  there's
• 21:48
  just
• 21:48
  a
• 21:48
  lot
• 21:48
  of
• 21:48
  value
• 21:48
  in
• 21:49
  a
• 21:49
  really
• 21:49
  like
• 21:49
  putting
• 21:50
  a
• 21:50
  lot
• 21:50
  of
• 21:50
  metrics.
• 21:50
  If
• 21:50
  I
• 21:50
  see
• 21:51
  no
• 21:51
  metrics
• 21:51
  in
• 21:52
  like
• 21:52
  a
• 21:52
  leader's
• 21:52
  resume,
• 21:53
  I'm
• 21:53
  like,
• 21:53
  that's
• 21:54
  already
• 21:54
  a
• 21:54
  huge
• 21:54
  red
• 21:54
  flag
• 21:55
  because
• 21:55
  either
• 21:56
  you
• 21:56
  don't
• 21:56
  track
• 21:56
  it
• 21:57
  and
• 21:58
  that
• 21:58
  means
• 21:58
  you
• 21:58
  don't
• 21:59
  know
• 21:59
  how
• 21:59
  you're
• 21:59
  not
• 21:59
  managing
• 22:00
  anything,
• 22:00
  or
• 22:00
  you
• 22:00
  don't
• 22:00
  know
• 22:00
  what's
• 22:01
  important.
• 22:01
  And
• 22:01
  I'm
• 22:01
  like,
• 22:01
  I
• 22:02
  don't
• 22:02
  know
• 22:02
  which
• 22:02
  is
• 22:02
  worse.
• 22:02
  But
• 22:03
  both
• 22:03
  are
• 22:03
  not
• 22:03
  what
• 22:04
  I'm
• 22:04
  looking
• 22:04
  for.
• 22:06
  I'd
• 22:06
  say
• 22:07
  the
• 22:07
  main
• 22:07
  thing
• 22:07
  I've
• 22:07
  ruled
• 22:07
  people
• 22:07
  out
• 22:08
  for
• 22:08
  that
• 22:08
  they
• 22:08
  can
• 22:08
  add
• 22:08
  is
• 22:09
  just
• 22:09
  better
• 22:09
  metrics.
• 22:10
  And
• 22:10
  then
• 22:11
  the
• 22:11
  people
• 22:11
  that
• 22:11
  caught
• 22:12
  my
• 22:12
  attention
• 22:12
  the
• 22:12
  most,
• 22:12
  which
• 22:13
  I
• 22:13
  don't
• 22:14
  like,
• 22:15
  send
• 22:15
  a
• 22:15
  message
• 22:15
  to
• 22:16
  the
• 22:16
  recruiter.
• 22:16
  Now
• 22:17
  granted
• 22:17
  I
• 22:18
  want
• 22:18
  to
• 22:18
  like
• 22:18
  be
• 22:18
  thoughtful.
• 22:18
  Like
• 22:19
  there's
• 22:19
  good
• 22:19
  ways
• 22:19
  to
• 22:20
  send
• 22:20
  a
• 22:20
  message
• 22:20
  and
• 22:20
  there's
• 22:20
  bad
• 22:20
  ways
• 22:21
  to
• 22:21
  send
• 22:21
  a
• 22:21
  message,
• 22:21
  but
• 22:21
  mainly
• 22:22
  just
• 22:22
  like
• 22:22
  give
• 22:22
  me
• 22:22
  the
• 22:23
  highlights,
• 22:23
  like
• 22:23
  why
• 22:23
  you're
• 22:23
  a
• 22:24
  fit
• 22:24
  in
• 22:24
  the
• 22:24
  email
• 22:24
  or
• 22:24
  the,
• 22:25
  the
• 22:26
  LinkedIn.
• 22:27
  Like
• 22:27
  it
• 22:28
  can
• 22:28
  help
• 22:28
  you
• 22:28
  get
• 22:29
  noticed.
• 22:29
  Like,
• 22:30
  and
• 22:30
  also
• 22:30
  anything
• 22:31
  optional,
• 22:31
  I
• 22:32
  would
• 22:32
  recommend
• 22:32
  doing
• 22:32
  it.
• 22:32
  So
• 22:32
  like
• 22:33
  I.
• 22:33
  There
• 22:33
  was
• 22:33
  an
• 22:33
  optional
• 22:34
  video
• 22:35
  I
• 22:35
  would
• 22:35
  like.
• 22:35
  If
• 22:36
  you
• 22:36
  actually
• 22:36
  care
• 22:36
  about
• 22:36
  the
• 22:36
  opportunity,
• 22:37
  I
• 22:37
  would
• 22:37
  recommend
• 22:38
  putting
• 22:38
  that
• 22:39
  video
• 22:39
  or
• 22:39
  sending.
• 22:40
  Sending
• 22:40
  the
• 22:41
  note.
• 22:42
  Just
• 22:42
  the
• 22:42
  extra
• 22:42
  touch
• 22:43
  helps
• 22:43
  to
• 22:43
  stand
• 22:43
  out.
• 22:44
  But
• 22:44
  from
• 22:44
  a
• 22:44
  resume
• 22:45
  standpoint,
• 22:45
  metrics.
• 22:46
  I
• 22:46
  use
• 22:46
  this
• 22:47
  example
• 22:47
  all
• 22:47
  the
• 22:47
  time.
• 22:48
  My
• 22:48
  wife
• 22:48
  came
• 22:48
  out
• 22:49
  of
• 22:49
  education.
• 22:49
  She
• 22:50
  was
• 22:50
  a
• 22:50
  teacher
• 22:50
  for
• 22:51
  a
• 22:51
  long
• 22:51
  time.
• 22:51
  She
• 22:51
  now
• 22:52
  works
• 22:52
  in
• 22:52
  the
• 22:52
  trade
• 22:52
  association.
• 22:53
  She
• 22:53
  works
• 22:53
  in
• 22:53
  the
• 22:53
  bakery
• 22:54
  industry
• 22:54
  and
• 22:54
  she
• 22:54
  was
• 22:55
  really
• 22:55
  excited
• 22:55
  about
• 22:55
  this
• 22:55
  job
• 22:56
  when
• 22:56
  she
• 22:56
  saw
• 22:56
  it.
• 22:56
  So
• 22:56
  she
• 22:57
  created
• 22:57
  a
• 22:57
  whole
• 22:58
  bread
• 22:59
  themed
• 22:59
  PDF
• 23:00
  on
• 23:00
  Canva
• 23:01
  with
• 23:01
  like
• 23:01
  bread
• 23:01
  puns.
• 23:02
  And,
• 23:03
  you
• 23:04
  know,
• 23:04
  rather
• 23:05
  than
• 23:05
  text
• 23:05
  boxes,
• 23:06
  she
• 23:06
  had
• 23:06
  like
• 23:07
  metrics
• 23:08
  in
• 23:08
  like
• 23:09
  slices
• 23:09
  of
• 23:09
  bread
• 23:10
  and
• 23:10
  various
• 23:10
  other
• 23:11
  things.
• 23:11
  And
• 23:12
  I'm
• 23:12
  convinced
• 23:12
  that
• 23:13
  that's
• 23:13
  the
• 23:13
  sort
• 23:13
  of
• 23:13
  thing
• 23:15
  that
• 23:15
  can
• 23:15
  make
• 23:15
  a
• 23:15
  difference
• 23:16
  as
• 23:16
  well,
• 23:16
  because
• 23:16
  you
• 23:17
  can.
• 23:17
  I'll
• 23:17
  send
• 23:17
  check
• 23:18
  this
• 23:18
  advice
• 23:18
  now,
• 23:18
  Frank,
• 23:19
  because
• 23:19
  I
• 23:19
  know
• 23:19
  some
• 23:19
  people
• 23:19
  who
• 23:19
  are
• 23:19
  looking
• 23:19
  for
• 23:20
  jobs
• 23:20
  and
• 23:20
  I
• 23:20
  will
• 23:20
  say
• 23:21
  to
• 23:21
  them,
• 23:21
  as
• 23:21
  a
• 23:22
  data
• 23:22
  person,
• 23:22
  you've
• 23:22
  got
• 23:22
  to
• 23:22
  pick
• 23:23
  the
• 23:23
  right
• 23:23
  KPI.
• 23:23
  And
• 23:23
  if
• 23:24
  they
• 23:24
  come
• 23:24
  and
• 23:24
  say
• 23:24
  to
• 23:24
  me,
• 23:25
  well,
• 23:25
  I
• 23:25
  had
• 23:25
  a
• 23:25
  successful
• 23:26
  week
• 23:26
  because
• 23:26
  I
• 23:26
  applied
• 23:26
  for
• 23:27
  20
• 23:27
  jobs
• 23:27
  on
• 23:27
  LinkedIn,
• 23:28
  I'd
• 23:28
  be
• 23:28
  like,
• 23:29
  the
• 23:29
  wrong
• 23:29
  KPI.
• 23:30
  Right.
• 23:32
  And
• 23:32
  my
• 23:32
  thesis,
• 23:33
  and
• 23:33
  I'd
• 23:33
  love
• 23:34
  to
• 23:34
  run
• 23:34
  it
• 23:34
  past
• 23:34
  you,
• 23:34
  is
• 23:35
  LinkedIn
• 23:35
  Easy
• 23:36
  Apply
• 23:36
  button.
• 23:36
  You
• 23:37
  may
• 23:37
  as
• 23:37
  well
• 23:37
  like
• 23:38
  toss
• 23:38
  your
• 23:38
  resume
• 23:38
  out
• 23:39
  the
• 23:39
  window
• 23:39
  and
• 23:39
  hope
• 23:39
  that
• 23:39
  it
• 23:40
  lands
• 23:40
  on
• 23:40
  the
• 23:40
  executive
• 23:41
  desk
• 23:41
  as
• 23:41
  do
• 23:42
  a
• 23:42
  LinkedIn
• 23:42
  Easy
• 23:42
  apply.
• 23:44
  I
• 23:44
  agree.
• 23:44
  I
• 23:45
  think
• 23:45
  you
• 23:45
  still
• 23:45
  want
• 23:45
  to
• 23:45
  do
• 23:46
  it.
• 23:46
  I
• 23:46
  just
• 23:46
  think
• 23:46
  there's.
• 23:47
  You
• 23:47
  have
• 23:47
  to
• 23:47
  take
• 23:47
  other
• 23:48
  approaches
• 23:48
  too,
• 23:48
  if
• 23:48
  you
• 23:49
  really
• 23:49
  care
• 23:49
  about
• 23:49
  that
• 23:49
  opportunity.
• 23:50
  Yeah.
• 23:50
  You
• 23:51
  have
• 23:51
  to
• 23:51
  show
• 23:51
  that
• 23:51
  you
• 23:51
  care
• 23:51
  because,
• 23:52
  you
• 23:52
  know,
• 23:53
  it
• 23:53
  is
• 23:53
  not
• 23:53
  a.
• 23:55
  It
• 23:55
  is
• 23:56
  not
• 23:56
  a
• 23:56
  new
• 23:56
  trick.
• 23:56
  It's
• 23:57
  not
• 23:57
  a
• 23:57
  unique
• 23:57
  trick
• 23:57
  to
• 23:58
  say,
• 23:58
  here's
• 23:58
  my
• 23:58
  resume,
• 23:59
  here's
• 23:59
  a
• 23:59
  job
• 23:59
  description.
• 24:00
  Here
• 24:00
  you
• 24:00
  go.
• 24:00
  Chat
• 24:00
  GPT,
• 24:01
  fix
• 24:02
  my
• 24:02
  resume
• 24:02
  for
• 24:03
  this
• 24:03
  job
• 24:03
  description.
• 24:03
  I'm
• 24:04
  like,
• 24:04
  I
• 24:04
  can
• 24:04
  spot
• 24:05
  this
• 24:05
  in
• 24:05
  my
• 24:05
  life.
• 24:05
  I'm
• 24:05
  sure
• 24:05
  you
• 24:06
  can
• 24:06
  even
• 24:06
  more
• 24:06
  so
• 24:06
  as
• 24:06
  well.
• 24:07
  Right.
• 24:07
  And
• 24:07
  that
• 24:07
  doesn't
• 24:07
  show
• 24:07
  care
• 24:08
  about
• 24:08
  the
• 24:08
  job,
• 24:08
  does
• 24:08
  it?
• 24:09
  No,
• 24:09
  no.
• 24:10
  Yeah.
• 24:11
  I
• 24:11
  think
• 24:11
  the.
• 24:12
  The
• 24:12
  metric
• 24:12
  to
• 24:12
  track,
• 24:13
  in
• 24:13
  my
• 24:13
  opinion,
• 24:13
  I
• 24:13
  love
• 24:14
  your
• 24:14
  pushback
• 24:14
  on
• 24:14
  it
• 24:14
  is
• 24:14
  like
• 24:15
  first
• 24:15
  interviews.
• 24:16
  Like
• 24:16
  how
• 24:16
  many
• 24:16
  first,
• 24:17
  like
• 24:17
  the
• 24:17
  main
• 24:17
  one
• 24:17
  is
• 24:17
  how
• 24:17
  many
• 24:18
  interview
• 24:18
  screenings
• 24:19
  Are
• 24:19
  you
• 24:19
  getting
• 24:20
  past
• 24:21
  that?
• 24:21
  There's
• 24:21
  a
• 24:21
  lot
• 24:21
  of
• 24:22
  other.
• 24:22
  Obviously
• 24:22
  it's
• 24:22
  like
• 24:22
  second
• 24:23
  interview,
• 24:23
  obviously
• 24:24
  the
• 24:24
  funnel
• 24:24
  metrics.
• 24:24
  But
• 24:25
  that
• 24:25
  first
• 24:25
  interview
• 24:26
  is
• 24:26
  what
• 24:26
  I'd
• 24:26
  be
• 24:26
  aiming
• 24:27
  for
• 24:27
  because
• 24:28
  most
• 24:28
  people
• 24:28
  just
• 24:28
  want
• 24:28
  to
• 24:28
  talk
• 24:29
  about
• 24:29
  their
• 24:29
  experience.
• 24:29
  And
• 24:31
  that's
• 24:31
  the
• 24:32
  real.
• 24:32
  That's
• 24:32
  the
• 24:32
  opportunity,
• 24:34
  the
• 24:34
  recruiter
• 24:35
  screen.
• 24:35
  Because
• 24:37
  that's
• 24:37
  the
• 24:38
  measure
• 24:38
  of
• 24:38
  success
• 24:38
  of
• 24:39
  how
• 24:39
  good
• 24:39
  is
• 24:39
  my
• 24:40
  application.
• 24:42
  And
• 24:42
  if
• 24:42
  that's
• 24:43
  sitting
• 24:43
  on
• 24:43
  zero,
• 24:43
  your
• 24:44
  application's
• 24:44
  not
• 24:44
  very
• 24:44
  good.
• 24:46
  Or
• 24:46
  it
• 24:47
  is
• 24:47
  and
• 24:47
  you're
• 24:47
  not
• 24:47
  doing
• 24:47
  enough
• 24:48
  to
• 24:48
  get
• 24:48
  attention,
• 24:49
  which
• 24:49
  is
• 24:49
  what
• 24:49
  you're
• 24:49
  alluding
• 24:50
  to.
• 24:50
  It's
• 24:50
  just
• 24:50
  applying
• 24:51
  is
• 24:51
  not
• 24:51
  enough
• 24:51
  these
• 24:51
  days.
• 24:53
  I
• 24:54
  want
• 24:54
  to
• 24:54
  come
• 24:54
  back
• 24:54
  to
• 24:54
  the
• 24:54
  seven
• 24:55
  deadly
• 24:55
  sins.
• 24:55
  So
• 24:56
  you
• 24:56
  talked
• 24:56
  about
• 24:56
  the
• 24:56
  Rolodex
• 24:57
  sin.
• 24:58
  I
• 24:58
  don't
• 24:58
  have
• 24:58
  the
• 24:58
  full
• 24:58
  list,
• 24:58
  by
• 24:59
  the
• 24:59
  way.
• 25:00
  I'd
• 25:00
  love
• 25:00
  to
• 25:00
  talk
• 25:00
  about
• 25:01
  any
• 25:01
  ones
• 25:02
  that
• 25:02
  you
• 25:02
  want
• 25:02
  to
• 25:02
  talk
• 25:02
  about,
• 25:03
  but
• 25:03
  we
• 25:04
  talked
• 25:04
  about
• 25:04
  the
• 25:04
  ones
• 25:04
  that
• 25:05
  PE
• 25:05
  companies
• 25:06
  are
• 25:06
  most
• 25:06
  guilty
• 25:06
  of.
• 25:07
  Which
• 25:07
  ones
• 25:08
  do
• 25:08
  you
• 25:08
  think
• 25:08
  are
• 25:08
  most
• 25:08
  impactful
• 25:09
  to
• 25:09
  the
• 25:09
  Value
• 25:09
  of
• 25:10
  the
• 25:10
  company
• 25:10
  at
• 25:10
  exit.
• 25:10
  So
• 25:11
  say
• 25:11
  a
• 25:12
  firm
• 25:12
  is
• 25:12
  acquired
• 25:12
  and
• 25:12
  they're
• 25:13
  planning
• 25:13
  to
• 25:13
  hold
• 25:13
  for
• 25:13
  four
• 25:14
  or
• 25:14
  five
• 25:14
  years
• 25:14
  or
• 25:14
  whatever.
• 25:15
  Which
• 25:16
  of
• 25:16
  the
• 25:16
  seven
• 25:16
  recruitment
• 25:17
  sins
• 25:17
  is
• 25:17
  the
• 25:17
  most
• 25:18
  deadly
• 25:18
  in
• 25:18
  terms
• 25:18
  of
• 25:19
  value
• 25:19
  at
• 25:19
  exit?
• 25:23
  There's
• 25:23
  so
• 25:23
  many
• 25:23
  angles
• 25:23
  to
• 25:24
  go
• 25:24
  at
• 25:24
  it,
• 25:24
  which
• 25:25
  I'd
• 25:25
  say,
• 25:25
  like,
• 25:26
  my
• 25:27
  thought
• 25:27
  is
• 25:27
  the.
• 25:28
  Is
• 25:29
  the
• 25:29
  qualification
• 25:29
  one,
• 25:30
  which
• 25:30
  is
• 25:30
  the
• 25:30
  second
• 25:30
  one.
• 25:31
  So
• 25:31
  your
• 25:32
  ability
• 25:32
  to
• 25:33
  actually
• 25:33
  document
• 25:34
  what
• 25:34
  you're
• 25:34
  looking
• 25:34
  for
• 25:34
  and
• 25:35
  like
• 25:35
  the
• 25:35
  process
• 25:36
  itself.
• 25:39
  I'll
• 25:39
  say
• 25:39
  it
• 25:39
  like
• 25:39
  this,
• 25:40
  where
• 25:41
  the
• 25:42
  second
• 25:42
  step
• 25:43
  is
• 25:43
  to
• 25:43
  make
• 25:43
  sure
• 25:43
  we're
• 25:43
  aligned
• 25:44
  and
• 25:44
  understand
• 25:44
  what
• 25:45
  we're
• 25:45
  looking
• 25:45
  for
• 25:45
  in
• 25:45
  the
• 25:46
  market
• 25:46
  before
• 25:46
  we
• 25:47
  go
• 25:47
  out
• 25:47
  to
• 25:47
  the
• 25:47
  market.
• 25:48
  Very
• 25:48
  similar
• 25:49
  to,
• 25:49
  like,
• 25:49
  dating,
• 25:50
  where
• 25:50
  instead
• 25:51
  of
• 25:51
  trying
• 25:51
  to
• 25:51
  go
• 25:51
  look
• 25:51
  for
• 25:51
  a
• 25:52
  girlfriend
• 25:52
  and
• 25:52
  going
• 25:53
  out
• 25:53
  to
• 25:53
  the
• 25:53
  market
• 25:53
  and
• 25:53
  then
• 25:53
  bring
• 25:54
  some
• 25:54
  back
• 25:54
  and
• 25:54
  be
• 25:54
  like,
• 25:54
  hey,
• 25:55
  mom,
• 25:55
  is
• 25:55
  this
• 25:55
  the
• 25:55
  one
• 25:55
  you
• 25:55
  think
• 25:55
  I
• 25:56
  should
• 25:56
  date?
• 25:56
  It's
• 25:56
  like,
• 25:57
  no,
• 25:57
  like,
• 25:57
  you're
• 25:58
  missing
• 25:58
  this,
• 25:58
  this,
• 25:58
  and
• 25:58
  this.
• 25:58
  Like,
• 25:59
  oh,
• 25:59
  dang,
• 25:59
  okay.
• 25:59
  Like,
• 25:59
  let
• 26:00
  me
• 26:00
  go
• 26:00
  back
• 26:00
  out.
• 26:01
  I
• 26:01
  rather
• 26:02
  started
• 26:02
  with
• 26:02
  the
• 26:02
  rubric,
• 26:03
  and
• 26:03
  I
• 26:03
  feel
• 26:03
  like
• 26:04
  from
• 26:05
  my
• 26:05
  experience,
• 26:05
  it
• 26:05
  is
• 26:06
  not
• 26:06
  a
• 26:06
  step
• 26:06
  people
• 26:07
  care
• 26:07
  about,
• 26:08
  but
• 26:08
  they
• 26:08
  do
• 26:08
  care
• 26:08
  about
• 26:09
  it
• 26:09
  and
• 26:09
  value
• 26:09
  it
• 26:09
  highly.
• 26:10
  When
• 26:10
  you're
• 26:10
  now
• 26:10
  looking,
• 26:11
  say,
• 26:11
  cool,
• 26:11
  like,
• 26:11
  when
• 26:11
  I
• 26:12
  want
• 26:12
  to
• 26:12
  go
• 26:12
  hire
• 26:12
  more
• 26:12
  of
• 26:12
  these
• 26:13
  after,
• 26:13
  you
• 26:13
  know,
• 26:13
  buying
• 26:13
  your
• 26:14
  company,
• 26:14
  do
• 26:14
  you
• 26:14
  have,
• 26:14
  like,
• 26:14
  any
• 26:15
  documents
• 26:16
  or
• 26:17
  standards
• 26:18
  that
• 26:18
  you
• 26:18
  guys
• 26:18
  have
• 26:18
  upheld
• 26:19
  that
• 26:19
  I
• 26:19
  can
• 26:19
  go
• 26:19
  out
• 26:19
  to
• 26:19
  the
• 26:20
  market
• 26:20
  with
• 26:21
  it?
• 26:21
  Just,
• 26:21
  like,
• 26:21
  it
• 26:21
  speeds
• 26:22
  up,
• 26:22
  like,
• 26:22
  within,
• 26:24
  let's
• 26:24
  say,
• 26:24
  a
• 26:24
  portfolio
• 26:25
  company
• 26:25
  we
• 26:25
  worked
• 26:25
  with.
• 26:25
  It's
• 26:26
  like,
• 26:26
  for
• 26:26
  hiring
• 26:26
  sales
• 26:27
  salespeople.
• 26:28
  Here's
• 26:28
  the
• 26:28
  sales
• 26:29
  people
• 26:29
  that
• 26:29
  fit
• 26:29
  our
• 26:29
  company.
• 26:30
  And
• 26:30
  this
• 26:30
  resource
• 26:31
  is
• 26:31
  always
• 26:32
  evolving.
• 26:33
  And
• 26:33
  what
• 26:33
  that
• 26:34
  means
• 26:34
  is
• 26:34
  that
• 26:35
  we'd
• 26:35
  actually
• 26:35
  go
• 26:35
  out
• 26:35
  of
• 26:36
  our
• 26:36
  way
• 26:36
  to,
• 26:36
  like,
• 26:36
  update
• 26:37
  it
• 26:37
  when
• 26:37
  we
• 26:37
  hire
• 26:37
  more
• 26:38
  talent.
• 26:39
  So
• 26:39
  it's
• 26:40
  an
• 26:40
  iterative.
• 26:40
  Like,
• 26:41
  we
• 26:41
  learn
• 26:41
  from
• 26:41
  interviewing,
• 26:42
  we
• 26:42
  learn
• 26:42
  from
• 26:43
  firing.
• 26:43
  We
• 26:43
  update
• 26:44
  the
• 26:44
  document
• 26:44
  to
• 26:44
  refine.
• 26:45
  Like,
• 26:45
  this
• 26:45
  is
• 26:45
  the
• 26:45
  level
• 26:46
  of
• 26:46
  candidate
• 26:47
  we're
• 26:47
  looking
• 26:47
  for
• 26:47
  for
• 26:48
  our
• 26:48
  specific
• 26:48
  company
• 26:49
  that
• 26:49
  will
• 26:49
  scale.
• 26:50
  I
• 26:51
  think
• 26:51
  I
• 26:51
  shared
• 26:52
  to
• 26:52
  go
• 26:52
  on
• 26:52
  that.
• 26:53
  That.
• 26:53
  That
• 26:53
  rubric
• 26:55
  to
• 26:55
  pull
• 26:55
  on
• 26:55
  the
• 26:55
  rubric
• 26:56
  thread.
• 26:56
  I'm
• 26:56
  going
• 26:56
  to
• 26:56
  come
• 26:56
  back
• 26:56
  to
• 26:56
  dating,
• 26:57
  by
• 26:57
  the
• 26:57
  way.
• 26:57
  Like,
• 26:57
  you've
• 26:58
  mentioned
• 26:58
  it
• 26:58
  twice
• 26:58
  now.
• 26:58
  I'm
• 26:58
  going
• 26:58
  to
• 26:59
  walk
• 26:59
  through
• 26:59
  the
• 26:59
  door
• 27:00
  in
• 27:00
  a
• 27:00
  minute
• 27:01
  because
• 27:01
  I
• 27:01
  think
• 27:01
  there's
• 27:01
  some
• 27:01
  good
• 27:01
  parallels,
• 27:02
  and
• 27:03
  I'm
• 27:03
  loving
• 27:03
  the
• 27:03
  analogy.
• 27:04
  I
• 27:04
  had
• 27:04
  someone
• 27:04
  on
• 27:04
  the
• 27:04
  podcast
• 27:05
  a
• 27:05
  couple
• 27:05
  of
• 27:05
  months
• 27:05
  ago,
• 27:05
  Jacob,
• 27:06
  his
• 27:06
  name
• 27:06
  was,
• 27:06
  and
• 27:07
  he
• 27:07
  runs
• 27:07
  a
• 27:07
  company
• 27:07
  called
• 27:08
  higherlined.
• 27:08
  I
• 27:08
  think
• 27:09
  you
• 27:09
  and
• 27:09
  I
• 27:09
  talked
• 27:09
  about
• 27:09
  this
• 27:10
  at
• 27:10
  lunch.
• 27:11
  And
• 27:11
  what
• 27:11
  he
• 27:12
  does
• 27:12
  is
• 27:12
  he
• 27:12
  tries
• 27:13
  to
• 27:13
  find
• 27:13
  ways
• 27:13
  by
• 27:14
  interviewing
• 27:14
  people
• 27:15
  at
• 27:15
  the
• 27:15
  company
• 27:15
  who
• 27:16
  have
• 27:16
  been
• 27:16
  successful
• 27:17
  to
• 27:17
  quantify
• 27:18
  or
• 27:18
  create
• 27:18
  a
• 27:19
  rubric
• 27:19
  for
• 27:19
  the
• 27:19
  culture
• 27:20
  of
• 27:20
  that
• 27:20
  company,
• 27:20
  which
• 27:21
  typically
• 27:22
  is
• 27:22
  a
• 27:22
  hard
• 27:22
  thing
• 27:23
  to
• 27:24
  quantify
• 27:24
  or
• 27:24
  boil
• 27:25
  down
• 27:25
  into
• 27:25
  some
• 27:25
  questions.
• 27:26
  But
• 27:26
  he's
• 27:27
  shown
• 27:27
  amazing
• 27:27
  results
• 27:28
  in
• 27:28
  terms
• 27:28
  of
• 27:28
  retention.
• 27:29
  So
• 27:30
  typically
• 27:30
  he's
• 27:30
  working
• 27:31
  with
• 27:31
  companies
• 27:31
  with
• 27:32
  high
• 27:32
  turnovers
• 27:33
  like
• 27:33
  security
• 27:33
  guards
• 27:34
  or
• 27:34
  sales
• 27:34
  development
• 27:34
  reps
• 27:35
  or
• 27:35
  whatever.
• 27:36
  They're
• 27:36
  typically
• 27:37
  dealing
• 27:37
  with,
• 27:38
  you
• 27:38
  know,
• 27:38
  30
• 27:39
  plus
• 27:39
  percent
• 27:39
  attrition
• 27:40
  on
• 27:40
  an
• 27:40
  annualized
• 27:41
  basis.
• 27:42
  And
• 27:42
  by
• 27:42
  doing
• 27:42
  that,
• 27:43
  he
• 27:43
  then
• 27:43
  changes
• 27:43
  the
• 27:44
  interview
• 27:44
  questions
• 27:44
  that
• 27:44
  get
• 27:44
  asked
• 27:45
  to
• 27:45
  increase
• 27:45
  the
• 27:46
  quality
• 27:46
  of
• 27:46
  the
• 27:46
  candidate.
• 27:47
  And
• 27:47
  he's
• 27:47
  consistently
• 27:48
  showing
• 27:48
  like
• 27:50
  kicking
• 27:50
  down
• 27:50
  attrition
• 27:51
  rates
• 27:52
  significantly,
• 27:52
  which
• 27:53
  as
• 27:53
  you
• 27:54
  know,
• 27:54
  doesn't
• 27:54
  always
• 27:54
  show
• 27:54
  up
• 27:55
  directly
• 27:55
  on
• 27:55
  the
• 27:55
  balance
• 27:55
  sheet,
• 27:56
  but
• 27:56
  is
• 27:56
  of
• 27:56
  huge
• 27:56
  value
• 27:56
  to
• 27:57
  a
• 27:58
  company.
• 27:58
  Yes.
• 27:59
  There's
• 28:00
  a
• 28:00
  lot
• 28:00
  of
• 28:00
  cost
• 28:00
  that
• 28:01
  people
• 28:01
  don't
• 28:01
  think
• 28:01
  about
• 28:01
  for
• 28:02
  mishiring
• 28:03
  or
• 28:03
  having
• 28:03
  to
• 28:03
  fire
• 28:04
  somebody.
• 28:04
  So
• 28:04
  like
• 28:05
  right
• 28:05
  off
• 28:05
  the
• 28:05
  bat
• 28:05
  it's
• 28:06
  30%
• 28:06
  of
• 28:06
  their
• 28:06
  salary.
• 28:07
  And
• 28:07
  that's
• 28:07
  not
• 28:07
  even
• 28:08
  including
• 28:08
  any
• 28:09
  of
• 28:09
  the
• 28:09
  things
• 28:09
  they
• 28:09
  did
• 28:10
  wrong
• 28:10
  that
• 28:10
  increase
• 28:10
  risk
• 28:11
  or
• 28:11
  people
• 28:11
  they
• 28:11
  trained
• 28:12
  or
• 28:12
  culture
• 28:12
  that
• 28:13
  they
• 28:13
  tarnished.
• 28:14
  So
• 28:15
  it
• 28:15
  can
• 28:15
  get.
• 28:15
  Or
• 28:16
  big
• 28:16
  initiatives
• 28:16
  that
• 28:16
  they
• 28:17
  delayed
• 28:17
  or.
• 28:18
  Yeah,
• 28:19
  exactly.
• 28:19
  We're
• 28:19
  gonna
• 28:19
  have
• 28:19
  to
• 28:20
  start
• 28:20
  this
• 28:20
  again
• 28:20
  with
• 28:20
  a
• 28:20
  new
• 28:21
  leader
• 28:21
  all
• 28:21
  over
• 28:21
  again
• 28:22
  after
• 28:22
  we
• 28:23
  hire
• 28:23
  them.
• 28:23
  And
• 28:23
  that's
• 28:23
  going
• 28:23
  to
• 28:23
  take
• 28:24
  three
• 28:24
  months.
• 28:24
  Exactly.
• 28:25
  Yeah.
• 28:26
  And
• 28:26
  that
• 28:26
  doesn't
• 28:26
  show
• 28:26
  up
• 28:26
  directly
• 28:27
  on
• 28:27
  the
• 28:27
  balance
• 28:27
  sheet.
• 28:28
  That's
• 28:28
  always
• 28:29
  a
• 28:29
  tricky
• 28:29
  one.
• 28:29
  And
• 28:30
  as
• 28:30
  a
• 28:30
  fellow
• 28:31
  business
• 28:31
  owner,
• 28:31
  Frank,
• 28:32
  in
• 28:32
  terms
• 28:32
  of
• 28:32
  selling
• 28:33
  your
• 28:33
  service,
• 28:33
  how
• 28:33
  do
• 28:33
  you
• 28:34
  position
• 28:34
  that
• 28:34
  in
• 28:34
  terms
• 28:34
  of
• 28:34
  roi?
• 28:36
  Because
• 28:36
  you
• 28:36
  know,
• 28:36
  reduced
• 28:37
  attrition
• 28:37
  isn't
• 28:38
  necessarily
• 28:38
  directly
• 28:39
  going
• 28:39
  to
• 28:39
  show
• 28:39
  up
• 28:39
  on
• 28:39
  the
• 28:39
  balance
• 28:40
  sheet.
• 28:40
  So
• 28:40
  how
• 28:40
  do
• 28:40
  you,
• 28:40
  how
• 28:41
  do
• 28:41
  you
• 28:41
  position
• 28:41
  it
• 28:41
  when
• 28:41
  you're
• 28:42
  selling
• 28:42
  your
• 28:42
  services?
• 28:43
  Yeah,
• 28:43
  so
• 28:44
  I
• 28:44
  focus
• 28:44
  on
• 28:44
  more
• 28:45
  when
• 28:45
  I
• 28:46
  hear
• 28:46
  that
• 28:46
  they
• 28:46
  are
• 28:46
  mishiring
• 28:47
  or
• 28:47
  they're
• 28:48
  struggling
• 28:48
  to
• 28:48
  hire.
• 28:48
  We
• 28:49
  try
• 28:49
  to
• 28:49
  get
• 28:49
  underneath
• 28:50
  the
• 28:50
  hood
• 28:50
  of
• 28:50
  like,
• 28:50
  what
• 28:50
  is
• 28:51
  this
• 28:51
  preventing
• 28:51
  you
• 28:52
  from
• 28:52
  doing?
• 28:52
  And
• 28:52
  that's
• 28:53
  the
• 28:53
  whether
• 28:53
  it's
• 28:53
  like
• 28:54
  an
• 28:54
  accountant
• 28:55
  where
• 28:55
  hey,
• 28:56
  like
• 28:56
  if
• 28:56
  we
• 28:56
  don't
• 28:56
  hire
• 28:56
  this
• 28:56
  accountant,
• 28:57
  we
• 28:57
  can't
• 28:57
  accept
• 28:57
  more
• 28:58
  business.
• 28:58
  So
• 28:58
  there's
• 28:59
  supply
• 28:59
  constraint
• 28:59
  or
• 29:00
  it's
• 29:00
  maybe
• 29:00
  on
• 29:00
  a
• 29:00
  marketing
• 29:00
  side.
• 29:01
  It's
• 29:01
  like
• 29:01
  if
• 29:01
  we
• 29:01
  don't
• 29:01
  hire
• 29:01
  this
• 29:02
  really
• 29:02
  good
• 29:02
  director
• 29:02
  marketing,
• 29:03
  we
• 29:03
  can't,
• 29:04
  we
• 29:04
  can't
• 29:04
  hit
• 29:04
  the
• 29:04
  marks
• 29:05
  of
• 29:05
  hitting,
• 29:05
  you
• 29:05
  know,
• 29:06
  let's
• 29:06
  say
• 29:06
  20
• 29:06
  million
• 29:07
  this
• 29:07
  year.
• 29:07
  And
• 29:08
  I'm
• 29:08
  more
• 29:08
  positioned
• 29:08
  as
• 29:09
  like
• 29:09
  if
• 29:09
  you
• 29:09
  want
• 29:09
  to
• 29:10
  recruit
• 29:10
  that
• 29:10
  person
• 29:10
  and
• 29:11
  the
• 29:11
  right
• 29:11
  person.
• 29:11
  So
• 29:11
  you
• 29:12
  do
• 29:12
  hit
• 29:12
  those
• 29:12
  things.
• 29:12
  It's,
• 29:13
  it's
• 29:13
  position
• 29:13
  against
• 29:13
  the
• 29:13
  opportunity
• 29:14
  gained
• 29:15
  from
• 29:15
  the
• 29:15
  right
• 29:15
  person
• 29:15
  versus
• 29:16
  that's,
• 29:17
  that's
• 29:17
  kind
• 29:17
  of
• 29:17
  like
• 29:17
  the
• 29:17
  focus
• 29:18
  and
• 29:18
  like
• 29:18
  the
• 29:18
  risk.
• 29:18
  You
• 29:19
  don't,
• 29:19
  which
• 29:19
  is
• 29:20
  like
• 29:20
  you
• 29:20
  miss
• 29:20
  your
• 29:20
  targets,
• 29:21
  it
• 29:21
  costs
• 29:21
  you
• 29:21
  more
• 29:21
  money.
• 29:23
  Yeah.
• 29:23
  Or
• 29:23
  in
• 29:24
  terms
• 29:24
  you
• 29:25
  have
• 29:25
  an
• 29:25
  exit
• 29:25
  window
• 29:26
  that
• 29:26
  you
• 29:26
  had
• 29:26
  planned
• 29:27
  for
• 29:27
  your
• 29:27
  investors,
• 29:28
  and
• 29:29
  you're
• 29:29
  risking
• 29:29
  not
• 29:29
  hitting
• 29:30
  that
• 29:30
  exit
• 29:30
  window
• 29:30
  if
• 29:30
  you
• 29:31
  don't
• 29:31
  make
• 29:31
  the
• 29:31
  right
• 29:31
  hires
• 29:32
  because
• 29:32
  you're
• 29:32
  not
• 29:32
  going
• 29:32
  to
• 29:32
  scale,
• 29:33
  you're
• 29:33
  not
• 29:33
  going
• 29:33
  to
• 29:33
  get
• 29:33
  them
• 29:33
  multiple.
• 29:34
  You're
• 29:34
  not
• 29:34
  going
• 29:34
  to
• 29:34
  get
• 29:34
  that
• 29:34
  EBITDA
• 29:35
  that
• 29:35
  you
• 29:35
  need
• 29:36
  in
• 29:36
  order
• 29:36
  to.
• 29:37
  In
• 29:37
  order
• 29:37
  to
• 29:37
  get
• 29:37
  that.
• 29:38
  That's
• 29:38
  great.
• 29:38
  I
• 29:38
  promise.
• 29:39
  We
• 29:39
  come
• 29:39
  back
• 29:39
  to
• 29:39
  dating
• 29:39
  and
• 29:39
  here
• 29:40
  we
• 29:40
  are.
• 29:41
  I
• 29:42
  actually
• 29:43
  think
• 29:43
  it's
• 29:43
  a
• 29:43
  great.
• 29:44
  One
• 29:44
  of
• 29:44
  the
• 29:44
  reasons
• 29:44
  that
• 29:44
  hit
• 29:45
  with
• 29:45
  me
• 29:45
  is
• 29:45
  a
• 29:45
  great
• 29:45
  analogy
• 29:46
  is
• 29:46
  people
• 29:46
  are
• 29:46
  trying
• 29:46
  to
• 29:46
  do
• 29:46
  that.
• 29:46
  And
• 29:47
  again,
• 29:47
  I
• 29:47
  think
• 29:47
  about
• 29:47
  advice
• 29:48
  I
• 29:48
  give
• 29:48
  to
• 29:48
  people
• 29:48
  seeking
• 29:49
  jobs.
• 29:49
  And
• 29:49
  I
• 29:49
  always
• 29:50
  say
• 29:50
  to
• 29:50
  them,
• 29:52
  once
• 29:52
  you,
• 29:52
  like,
• 29:53
  once
• 29:53
  you
• 29:53
  get
• 29:53
  past
• 29:53
  that
• 29:53
  recruitment
• 29:54
  screen
• 29:54
  and
• 29:54
  you're
• 29:54
  speaking
• 29:54
  to
• 29:54
  someone
• 29:54
  who's
• 29:55
  actually
• 29:55
  hiring,
• 29:56
  you
• 29:56
  need
• 29:56
  to
• 29:56
  focus
• 29:56
  on
• 29:57
  what
• 29:57
  problem
• 29:57
  it
• 29:57
  is
• 29:57
  they're
• 29:58
  trying
• 29:58
  to
• 29:58
  solve,
• 29:58
  right?
• 29:59
  They
• 30:00
  have
• 30:00
  an
• 30:00
  open
• 30:00
  role
• 30:01
  for
• 30:01
  a
• 30:01
  reason
• 30:01
  because
• 30:01
  they
• 30:02
  have
• 30:02
  a
• 30:02
  problem
• 30:02
  they're
• 30:02
  trying
• 30:02
  to
• 30:02
  solve.
• 30:03
  And
• 30:03
  you
• 30:03
  need
• 30:03
  to
• 30:04
  make
• 30:04
  the
• 30:04
  focus
• 30:04
  of
• 30:04
  that
• 30:04
  conversation
• 30:05
  the
• 30:05
  open
• 30:05
  role.
• 30:06
  But
• 30:06
  what
• 30:06
  often
• 30:06
  happens,
• 30:07
  especially
• 30:07
  people
• 30:07
  who've
• 30:07
  been
• 30:07
  out
• 30:08
  of
• 30:08
  work
• 30:08
  for
• 30:08
  a
• 30:08
  while,
• 30:09
  use
• 30:09
  the
• 30:09
  recruitment
• 30:10
  process
• 30:10
  as
• 30:10
  an
• 30:11
  opportunity
• 30:11
  to
• 30:11
  validate
• 30:11
  themselves
• 30:12
  as
• 30:12
  someone
• 30:12
  valuable.
• 30:13
  And
• 30:13
  the
• 30:13
  same
• 30:13
  thing
• 30:14
  happens
• 30:14
  in
• 30:14
  dating,
• 30:14
  right?
• 30:15
  People
• 30:16
  don't
• 30:16
  apply
• 30:16
  that
• 30:17
  rubric
• 30:17
  on
• 30:18
  Tinder
• 30:19
  or
• 30:19
  Hinge
• 30:19
  or
• 30:19
  Date
• 30:20
  one
• 30:20
  or
• 30:20
  Date
• 30:20
  two
• 30:20
  or
• 30:20
  whatever
• 30:21
  it
• 30:21
  is
• 30:21
  because
• 30:22
  actually
• 30:22
  their
• 30:22
  primary
• 30:22
  concern
• 30:23
  is
• 30:23
  validating
• 30:23
  themselves
• 30:24
  as
• 30:24
  someone
• 30:24
  who's
• 30:24
  worthy
• 30:25
  of
• 30:25
  dating.
• 30:25
  Right?
• 30:26
  And
• 30:27
  it's
• 30:27
  a
• 30:27
  very
• 30:28
  natural.
• 30:29
  It's
• 30:29
  a
• 30:29
  very
• 30:29
  natural
• 30:30
  human
• 30:30
  thing,
• 30:30
  but
• 30:31
  something
• 30:31
  that
• 30:31
  your
• 30:32
  skill
• 30:32
  has
• 30:32
  to
• 30:32
  fight
• 30:33
  past
• 30:33
  because
• 30:34
  you're
• 30:34
  actually
• 30:34
  trying
• 30:34
  to
• 30:35
  shift
• 30:35
  the
• 30:35
  conversation
• 30:35
  to,
• 30:36
  I
• 30:36
  have
• 30:36
  a
• 30:36
  problem
• 30:36
  in
• 30:36
  my
• 30:36
  company
• 30:37
  and
• 30:37
  how
• 30:37
  can
• 30:37
  I
• 30:37
  solve
• 30:37
  it?
• 30:38
  Yeah,
• 30:38
  exactly.
• 30:39
  What
• 30:40
  came
• 30:40
  to
• 30:40
  mind
• 30:40
  is
• 30:41
  be
• 30:41
  interested.
• 30:41
  Not
• 30:42
  interesting.
• 30:43
  It's
• 30:43
  very
• 30:43
  similar
• 30:43
  to
• 30:44
  dating,
• 30:44
  but
• 30:45
  it's
• 30:45
  an
• 30:45
  approach
• 30:45
  that
• 30:46
  helps
• 30:46
  when
• 30:46
  you
• 30:46
  are
• 30:47
  preparing
• 30:47
  for
• 30:47
  an
• 30:48
  interview.
• 30:48
  Because
• 30:48
  if
• 30:48
  you
• 30:48
  spend
• 30:49
  the
• 30:49
  time
• 30:49
  to
• 30:49
  understand,
• 30:50
  like
• 30:50
  you
• 30:50
  said,
• 30:51
  the
• 30:51
  role,
• 30:51
  the
• 30:52
  pain,
• 30:52
  you're
• 30:52
  actually
• 30:53
  more
• 30:53
  able
• 30:54
  to.
• 30:55
  To
• 30:55
  then
• 30:56
  hit
• 30:56
  the
• 30:56
  points
• 30:57
  you
• 30:57
  need
• 30:57
  in
• 30:57
  the
• 30:57
  recruiting.
• 30:58
  For
• 30:59
  the
• 30:59
  recruiting,
• 30:59
  like
• 30:59
  check
• 31:00
  marks,
• 31:01
  there's
• 31:01
  so
• 31:01
  much
• 31:01
  value
• 31:02
  in
• 31:02
  like
• 31:02
  learning
• 31:03
  from
• 31:03
  the
• 31:03
  interview
• 31:04
  process,
• 31:04
  seeing
• 31:04
  what
• 31:04
  you
• 31:04
  can
• 31:05
  get
• 31:05
  out
• 31:05
  of
• 31:05
  the
• 31:05
  recruiter,
• 31:06
  seeing
• 31:06
  what
• 31:06
  you
• 31:06
  can
• 31:06
  learn
• 31:07
  from
• 31:07
  the
• 31:07
  hiring
• 31:07
  manager,
• 31:08
  because
• 31:08
  then
• 31:09
  it
• 31:09
  helps
• 31:09
  you
• 31:09
  make
• 31:09
  a
• 31:10
  better,
• 31:10
  better
• 31:11
  case
• 31:11
  for
• 31:11
  why
• 31:12
  you're
• 31:12
  a
• 31:12
  fit.
• 31:12
  Or
• 31:12
  you
• 31:12
  realize,
• 31:13
  like,
• 31:13
  dude,
• 31:13
  this
• 31:13
  is
• 31:13
  what
• 31:13
  they're
• 31:14
  dealing
• 31:14
  with.
• 31:14
  Nah,
• 31:15
  this
• 31:15
  is
• 31:15
  not
• 31:15
  what
• 31:15
  I
• 31:16
  like.
• 31:16
  You
• 31:16
  learn
• 31:16
  more
• 31:16
  like,
• 31:17
  this
• 31:17
  is
• 31:17
  not.
• 31:17
  This
• 31:17
  is
• 31:18
  the
• 31:18
  crazy
• 31:18
  X
• 31:18
  that
• 31:19
  I'm
• 31:19
  going
• 31:19
  to
• 31:19
  have
• 31:19
  down
• 31:19
  the
• 31:19
  line.
• 31:19
  Let
• 31:20
  me
• 31:20
  just
• 31:20
  not
• 31:20
  go
• 31:20
  that
• 31:20
  route.
• 31:22
  So
• 31:23
  curiosity
• 31:23
  first.
• 31:24
  And
• 31:24
  I
• 31:25
  have
• 31:25
  a.
• 31:25
  I
• 31:26
  talk
• 31:26
  about
• 31:26
  this
• 31:26
  very
• 31:26
  openly.
• 31:27
  I
• 31:27
  Have
• 31:27
  a
• 31:27
  custom
• 31:28
  Claude
• 31:29
  model
• 31:29
  that
• 31:29
  I
• 31:29
  run
• 31:29
  on.
• 31:30
  Claude
• 31:30
  code
• 31:31
  for
• 31:31
  me
• 31:31
  doing
• 31:31
  sales.
• 31:32
  And
• 31:32
  it
• 31:32
  rips
• 31:32
  me
• 31:32
  to
• 31:32
  pieces.
• 31:33
  Often
• 31:33
  it's
• 31:34
  like,
• 31:35
  stop
• 31:35
  trying
• 31:36
  to
• 31:36
  validate
• 31:36
  yourself
• 31:36
  on
• 31:37
  sales
• 31:37
  calls.
• 31:37
  You're
• 31:38
  already
• 31:38
  validated
• 31:38
  or
• 31:39
  they
• 31:39
  wouldn't
• 31:39
  be
• 31:39
  on
• 31:39
  the
• 31:39
  phone
• 31:39
  to
• 31:39
  you.
• 31:40
  Ask
• 31:40
  more
• 31:41
  questions
• 31:41
  about
• 31:41
  the
• 31:41
  problem
• 31:42
  that
• 31:42
  they're
• 31:42
  trying
• 31:42
  to
• 31:42
  solve,
• 31:42
  please.
• 31:43
  So
• 31:44
  there's
• 31:44
  my
• 31:44
  confession.
• 31:45
  And
• 31:45
  before
• 31:45
  we
• 31:45
  move
• 31:45
  on
• 31:46
  to
• 31:46
  the
• 31:46
  next
• 31:46
  question,
• 31:47
  when,
• 31:47
  when
• 31:47
  you
• 31:47
  were
• 31:47
  dating
• 31:48
  Frank,
• 31:48
  like,
• 31:48
  what
• 31:49
  was
• 31:49
  your
• 31:49
  rubric
• 31:49
  for
• 31:50
  looking
• 31:50
  for
• 31:50
  a
• 31:50
  girlfriend?
• 31:50
  Like,
• 31:51
  what
• 31:51
  was
• 31:51
  high
• 31:51
  on
• 31:51
  your
• 31:51
  list?
• 31:52
  I
• 31:52
  mean,
• 31:53
  number
• 31:53
  one
• 31:53
  is
• 31:54
  like
• 31:54
  good
• 31:54
  human.
• 31:54
  Like,
• 31:55
  I
• 31:55
  need
• 31:55
  to
• 31:55
  inherently
• 31:56
  see
• 31:56
  that.
• 31:56
  Like
• 31:57
  when
• 31:57
  I
• 31:57
  see
• 31:57
  that
• 31:57
  you're
• 31:58
  interacting
• 31:59
  with
• 31:59
  others
• 31:59
  and
• 32:00
  you're
• 32:00
  kind
• 32:01
  to
• 32:01
  the
• 32:01
  waiter,
• 32:01
  just
• 32:01
  generally
• 32:02
  kind.
• 32:02
  Because
• 32:02
  I'm.
• 32:03
  That's.
• 32:03
  That's
• 32:04
  number
• 32:04
  one.
• 32:04
  I
• 32:04
  like
• 32:04
  that.
• 32:04
  I
• 32:04
  get
• 32:05
  that
• 32:05
  from
• 32:05
  you
• 32:05
  for
• 32:05
  sure.
• 32:06
  Yeah,
• 32:06
  I
• 32:06
  just,
• 32:07
  I
• 32:07
  wouldn't
• 32:07
  be
• 32:07
  able
• 32:07
  to
• 32:08
  deal
• 32:08
  with
• 32:08
  somebody
• 32:09
  if
• 32:09
  they're
• 32:09
  not
• 32:09
  because.
• 32:09
  So
• 32:10
  like,
• 32:10
  yeah,
• 32:10
  kind
• 32:11
  is
• 32:11
  definitely
• 32:11
  up
• 32:11
  there.
• 32:11
  And
• 32:13
  I've
• 32:14
  broken
• 32:14
  up
• 32:14
  relationships
• 32:15
  for
• 32:15
  drive.
• 32:15
  I'd
• 32:15
  say
• 32:15
  it's
• 32:16
  hard
• 32:16
  to
• 32:16
  assess
• 32:17
  that
• 32:17
  initially
• 32:17
  on
• 32:17
  the
• 32:18
  first
• 32:18
  interview,
• 32:18
  unless
• 32:19
  I'm
• 32:19
  actually
• 32:19
  being
• 32:19
  a
• 32:20
  recruiter,
• 32:20
  which
• 32:20
  I've
• 32:20
  gotten
• 32:21
  feedback.
• 32:21
  Are
• 32:22
  you
• 32:22
  interviewing
• 32:22
  me
• 32:23
  or
• 32:23
  is
• 32:23
  this.
• 32:23
  Oh,
• 32:24
  it's
• 32:24
  not
• 32:24
  just
• 32:24
  an
• 32:24
  analogy
• 32:25
  for
• 32:25
  you.
• 32:25
  You
• 32:25
  do
• 32:25
  overlap
• 32:26
  it.
• 32:26
  I
• 32:26
  see
• 32:27
  a
• 32:27
  little
• 32:27
  bit.
• 32:27
  What's
• 32:28
  my
• 32:28
  tenant?
• 32:28
  I'm
• 32:28
  a
• 32:28
  curious
• 32:29
  cat.
• 32:29
  So
• 32:30
  in
• 32:30
  interviewing
• 32:30
  and
• 32:31
  in
• 32:31
  dating,
• 32:31
  it's
• 32:32
  like
• 32:33
  I'm
• 32:33
  leaning
• 32:33
  in
• 32:34
  just
• 32:34
  interested
• 32:34
  to
• 32:34
  learn
• 32:35
  about
• 32:35
  the
• 32:35
  person.
• 32:36
  Back
• 32:36
  to
• 32:36
  private
• 32:36
  equity.
• 32:38
  Thanks
• 32:38
  for
• 32:38
  indulging
• 32:39
  me
• 32:39
  on
• 32:39
  that
• 32:39
  one.
• 32:40
  So
• 32:40
  as
• 32:40
  you
• 32:40
  said,
• 32:40
  people
• 32:40
  are
• 32:40
  playing
• 32:41
  placement
• 32:41
  fees
• 32:42
  30%
• 32:42
  typically
• 32:43
  and
• 32:44
  especially
• 32:44
  for
• 32:44
  a
• 32:45
  senior
• 32:45
  hire,
• 32:45
  that
• 32:45
  can
• 32:46
  stack
• 32:46
  up
• 32:46
  pretty
• 32:46
  fast
• 32:47
  over
• 32:47
  a
• 32:47
  four
• 32:47
  or
• 32:47
  five
• 32:48
  year
• 32:48
  hold
• 32:48
  period.
• 32:49
  Rather
• 32:50
  than
• 32:50
  like
• 32:50
  focusing
• 32:51
  on
• 32:51
  individual
• 32:51
  hires,
• 32:52
  you,
• 32:53
  through
• 32:53
  tank
• 32:53
  recruiting,
• 32:54
  install
• 32:54
  a
• 32:54
  recruitment
• 32:55
  operating
• 32:55
  system.
• 32:55
  Can
• 32:55
  you
• 32:56
  just
• 32:56
  talk
• 32:56
  me
• 32:56
  through
• 32:56
  like
• 32:56
  what
• 32:56
  that
• 32:57
  is?
• 32:57
  What
• 32:57
  does
• 32:57
  it
• 32:57
  look
• 32:57
  and
• 32:58
  feel
• 32:58
  like
• 32:58
  and
• 32:58
  why
• 32:58
  it's
• 32:59
  different
• 32:59
  from
• 32:59
  like
• 32:59
  headhunting
• 33:00
  or
• 33:00
  focusing
• 33:01
  on
• 33:01
  an
• 33:01
  individual
• 33:01
  hire.
• 33:02
  Yeah.
• 33:03
  So
• 33:04
  what
• 33:04
  I
• 33:04
  found
• 33:05
  is
• 33:05
  that
• 33:05
  some
• 33:05
  companies,
• 33:06
  depending
• 33:06
  on
• 33:07
  where
• 33:07
  you
• 33:07
  are,
• 33:07
  if
• 33:07
  you
• 33:07
  don't
• 33:08
  have
• 33:08
  any
• 33:08
  understanding
• 33:09
  of
• 33:09
  recruiting
• 33:09
  or
• 33:10
  you've
• 33:10
  kind
• 33:10
  of
• 33:10
  cobbled
• 33:10
  it
• 33:11
  together,
• 33:11
  you're
• 33:12
  missing
• 33:12
  a
• 33:12
  key
• 33:12
  step
• 33:13
  that
• 33:13
  your
• 33:13
  talent
• 33:14
  is
• 33:14
  using
• 33:14
  to
• 33:15
  assess
• 33:15
  you.
• 33:16
  So
• 33:16
  what
• 33:16
  I
• 33:16
  mean
• 33:16
  by
• 33:16
  that
• 33:17
  is
• 33:17
  like,
• 33:17
  if
• 33:17
  the
• 33:17
  interview
• 33:17
  process
• 33:18
  is
• 33:18
  clunky,
• 33:19
  they're
• 33:19
  gonna
• 33:20
  assume
• 33:20
  you
• 33:20
  run
• 33:20
  a
• 33:20
  clunky
• 33:21
  company
• 33:21
  and
• 33:21
  you
• 33:21
  might
• 33:21
  miss
• 33:22
  out
• 33:22
  on
• 33:22
  candidates
• 33:24
  because
• 33:24
  usually
• 33:25
  the
• 33:25
  best
• 33:25
  talents
• 33:25
  off
• 33:26
  the
• 33:26
  market
• 33:26
  in
• 33:26
  a
• 33:26
  few
• 33:26
  days.
• 33:27
  So
• 33:27
  where
• 33:28
  I
• 33:28
  kind
• 33:28
  of
• 33:28
  created
• 33:29
  my
• 33:29
  arbitrage
• 33:29
  is
• 33:30
  that
• 33:30
  most
• 33:30
  recruiting
• 33:31
  firms
• 33:31
  will
• 33:31
  fish
• 33:32
  for
• 33:32
  you
• 33:32
  and
• 33:33
  that's
• 33:33
  great.
• 33:33
  They'll
• 33:33
  take
• 33:33
  the
• 33:34
  you
• 33:34
  know
• 33:34
  the
• 33:34
  role
• 33:34
  you
• 33:34
  need
• 33:34
  and
• 33:35
  go
• 33:35
  hire
• 33:35
  it,
• 33:35
  but
• 33:35
  you
• 33:35
  have
• 33:36
  no
• 33:36
  idea
• 33:36
  how
• 33:36
  they
• 33:36
  did
• 33:36
  it
• 33:36
  and
• 33:36
  then
• 33:37
  now
• 33:37
  you
• 33:37
  become
• 33:37
  dependent
• 33:37
  on
• 33:38
  them.
• 33:39
  And
• 33:39
  my
• 33:40
  aim
• 33:40
  is
• 33:40
  to
• 33:40
  help
• 33:40
  the
• 33:41
  companies
• 33:41
  I
• 33:41
  work
• 33:41
  with
• 33:42
  understand
• 33:42
  how
• 33:43
  to
• 33:43
  fish
• 33:43
  for
• 33:43
  themselves
• 33:44
  so
• 33:44
  they
• 33:44
  first
• 33:45
  can
• 33:45
  continue
• 33:45
  to
• 33:46
  get
• 33:46
  that
• 33:46
  skill
• 33:46
  in
• 33:47
  their
• 33:47
  own
• 33:47
  company
• 33:47
  and
• 33:48
  not
• 33:48
  have
• 33:48
  to
• 33:48
  pay
• 33:49
  out
• 33:49
  these,
• 33:49
  these
• 33:49
  fees.
• 33:51
  The
• 33:51
  approach
• 33:51
  is
• 33:52
  really
• 33:52
  I
• 33:52
  think
• 33:52
  about
• 33:52
  as
• 33:52
  like
• 33:53
  three
• 33:53
  steps
• 33:53
  which
• 33:54
  is
• 33:54
  like
• 33:54
  qualifying
• 33:55
  the
• 33:55
  position,
• 33:56
  amplifying
• 33:57
  it
• 33:57
  and
• 33:57
  then
• 33:58
  like
• 33:58
  evaluation
• 33:59
  which
• 33:59
  ties
• 34:00
  into
• 34:00
  closing.
• 34:00
  So
• 34:01
  really
• 34:01
  it's
• 34:01
  like
• 34:01
  how
• 34:02
  do
• 34:02
  we
• 34:02
  understand
• 34:02
  what
• 34:02
  we're
• 34:03
  looking
• 34:03
  for
• 34:03
  which
• 34:03
  going
• 34:04
  from
• 34:04
  forecasting
• 34:05
  to
• 34:05
  prioritizing
• 34:06
  the
• 34:06
  right
• 34:06
  position
• 34:07
  to
• 34:07
  hire
• 34:07
  to
• 34:08
  then
• 34:08
  making
• 34:08
  sure
• 34:08
  we
• 34:08
  defined
• 34:09
  it
• 34:09
  before
• 34:09
  we
• 34:10
  go
• 34:10
  out
• 34:10
  to
• 34:10
  the
• 34:10
  market
• 34:10
  like
• 34:11
  the
• 34:11
  scorecards,
• 34:11
  etc.
• 34:12
  Then
• 34:13
  amplifying
• 34:13
  it
• 34:13
  which
• 34:14
  is
• 34:14
  like
• 34:14
  how
• 34:14
  do
• 34:14
  we
• 34:14
  pull
• 34:14
  all
• 34:15
  our
• 34:15
  levers,
• 34:15
  all
• 34:16
  the
• 34:16
  levers
• 34:16
  at
• 34:16
  our
• 34:16
  disposal
• 34:17
  to
• 34:17
  get
• 34:17
  this
• 34:17
  out
• 34:18
  and
• 34:18
  fill
• 34:18
  up
• 34:18
  a
• 34:19
  funnel
• 34:19
  of
• 34:19
  talent.
• 34:20
  And
• 34:20
  then
• 34:20
  the
• 34:20
  last
• 34:20
  is
• 34:21
  like
• 34:21
  curating
• 34:21
  an
• 34:21
  interview
• 34:22
  process
• 34:22
  is
• 34:22
  both
• 34:22
  quick
• 34:23
  but
• 34:23
  effective
• 34:23
  and
• 34:24
  then
• 34:24
  ideally
• 34:25
  the
• 34:25
  offer
• 34:26
  call.
• 34:26
  So
• 34:27
  what
• 34:28
  I've
• 34:28
  seen
• 34:28
  when
• 34:28
  working
• 34:28
  with
• 34:28
  companies,
• 34:29
  they
• 34:29
  just
• 34:29
  lack
• 34:30
  the
• 34:31
  process
• 34:31
  like
• 34:31
  the
• 34:31
  scripting,
• 34:32
  the
• 34:32
  scorecards,
• 34:33
  the
• 34:33
  know
• 34:33
  how
• 34:34
  like
• 34:34
  hey,
• 34:34
  you
• 34:34
  can
• 34:34
  hire
• 34:34
  someone
• 34:35
  in
• 34:35
  eight
• 34:35
  days.
• 34:35
  You
• 34:35
  don't
• 34:36
  need
• 34:36
  to,
• 34:36
  you
• 34:36
  don't
• 34:37
  need
• 34:37
  to
• 34:37
  make
• 34:37
  it
• 34:37
  a
• 34:37
  20
• 34:38
  day
• 34:38
  like
• 34:39
  holding
• 34:39
  period.
• 34:39
  If
• 34:39
  you
• 34:40
  like
• 34:40
  them
• 34:40
  like
• 34:40
  and
• 34:40
  you
• 34:40
  think
• 34:40
  they're
• 34:41
  great
• 34:41
  and
• 34:41
  they
• 34:41
  meet
• 34:41
  the
• 34:41
  requirements
• 34:42
  like
• 34:42
  just,
• 34:43
  it's
• 34:43
  just.
• 34:43
  Which
• 34:44
  by
• 34:44
  the
• 34:44
  way
• 34:44
  is
• 34:44
  the
• 34:44
  other
• 34:44
  candidate
• 34:45
  complaint
• 34:45
  I
• 34:45
  hear
• 34:46
  very
• 34:46
  all
• 34:47
  the
• 34:47
  time
• 34:47
  at
• 34:47
  the
• 34:47
  minute
• 34:48
  of
• 34:49
  I
• 34:49
  had,
• 34:49
  I
• 34:50
  had
• 34:50
  to
• 34:50
  go
• 34:50
  through
• 34:50
  six
• 34:50
  or
• 34:50
  seven
• 34:51
  rounds
• 34:51
  of
• 34:51
  interviews
• 34:51
  across
• 34:52
  eight
• 34:52
  weeks
• 34:53
  and
• 34:53
  they
• 34:53
  still
• 34:53
  said
• 34:53
  no.
• 34:54
  And
• 34:54
  now
• 34:54
  I'm
• 34:54
  all
• 34:54
  pissed
• 34:55
  off.
• 34:56
  Yeah,
• 34:57
  I
• 34:57
  think
• 34:57
  candidate
• 34:57
  experience
• 34:57
  is
• 34:58
  super
• 34:58
  important,
• 34:58
  especially
• 34:59
  you're.
• 35:01
  The
• 35:01
  amount
• 35:01
  of
• 35:02
  times
• 35:02
  I've
• 35:02
  gone
• 35:02
  back
• 35:02
  to
• 35:03
  my
• 35:03
  second
• 35:03
  person
• 35:04
  maybe
• 35:04
  like
• 35:05
  six
• 35:05
  months
• 35:05
  later
• 35:05
  because
• 35:06
  we
• 35:06
  need
• 35:06
  to
• 35:06
  hire
• 35:06
  another
• 35:06
  person.
• 35:07
  And
• 35:07
  they
• 35:08
  said,
• 35:08
  they're
• 35:08
  like,
• 35:08
  you
• 35:08
  know
• 35:08
  what
• 35:08
  Frank?
• 35:09
  That
• 35:09
  was
• 35:09
  a
• 35:09
  good
• 35:09
  experience.
• 35:09
  I'm
• 35:10
  open.
• 35:10
  Or
• 35:10
  like
• 35:11
  just
• 35:11
  years
• 35:11
  later
• 35:12
  I
• 35:12
  still
• 35:12
  have
• 35:12
  good
• 35:12
  relationships
• 35:13
  with
• 35:13
  a
• 35:13
  talent
• 35:13
  that
• 35:14
  did
• 35:14
  I
• 35:14
  said
• 35:14
  no
• 35:14
  to.
• 35:14
  Because
• 35:15
  you
• 35:15
  say
• 35:15
  yes
• 35:15
  to
• 35:15
  one,
• 35:15
  you
• 35:16
  say
• 35:16
  no
• 35:16
  to
• 35:16
  like
• 35:16
  the
• 35:16
  other
• 35:17
  hundreds.
• 35:17
  Of
• 35:17
  course
• 35:18
  it's
• 35:18
  important
• 35:18
  to
• 35:18
  make
• 35:18
  sure
• 35:19
  they'll
• 35:19
  still
• 35:20
  speak
• 35:20
  about
• 35:20
  you
• 35:21
  after.
• 35:21
  And
• 35:21
  you
• 35:21
  will,
• 35:22
  hopefully
• 35:22
  it's
• 35:22
  good
• 35:22
  or
• 35:23
  will
• 35:23
  think
• 35:23
  about
• 35:23
  you
• 35:23
  or
• 35:23
  take
• 35:24
  your.
• 35:24
  Call
• 35:25
  right
• 35:25
  place
• 35:25
  at
• 35:25
  the
• 35:25
  right
• 35:25
  time.
• 35:26
  Right.
• 35:26
  And
• 35:26
  you
• 35:26
  know,
• 35:27
  you
• 35:27
  mentioned,
• 35:28
  you
• 35:28
  mentioned
• 35:28
  the
• 35:28
  four
• 35:28
  steps
• 35:29
  of
• 35:29
  the
• 35:29
  operating
• 35:30
  system.
• 35:30
  And
• 35:30
  one,
• 35:30
  one
• 35:31
  of
• 35:31
  that
• 35:31
  stuck
• 35:32
  with
• 35:32
  me
• 35:32
  from
• 35:33
  the
• 35:33
  time
• 35:33
  I
• 35:33
  spent
• 35:33
  with
• 35:33
  you
• 35:34
  a
• 35:34
  year
• 35:34
  ago
• 35:35
  was
• 35:35
  this
• 35:36
  concept
• 35:36
  of
• 35:37
  thinking
• 35:37
  very
• 35:38
  carefully
• 35:38
  about
• 35:38
  job
• 35:38
  descriptions
• 35:39
  and
• 35:39
  understanding.
• 35:40
  It's
• 35:40
  a
• 35:40
  big
• 35:40
  responsibility
• 35:41
  to
• 35:42
  Communicate
• 35:42
  very
• 35:42
  clearly
• 35:43
  about
• 35:43
  what
• 35:43
  you
• 35:43
  want.
• 35:43
  Because
• 35:44
  many
• 35:44
  places
• 35:45
  it
• 35:45
  just
• 35:45
  reads
• 35:46
  generic.
• 35:46
  Like,
• 35:47
  much
• 35:47
  as
• 35:47
  candidates
• 35:48
  put
• 35:48
  in
• 35:48
  shitty
• 35:49
  generic
• 35:49
  AI,
• 35:49
  CVS
• 35:51
  companies
• 35:51
  are
• 35:51
  just
• 35:52
  as
• 35:52
  guilty
• 35:52
  of
• 35:52
  putting
• 35:52
  shitty
• 35:53
  generic
• 35:53
  AI
• 35:53
  job
• 35:53
  descriptions
• 35:54
  out
• 35:54
  there
• 35:54
  as
• 35:54
  well.
• 35:55
  I
• 35:55
  agree.
• 35:56
  So
• 35:57
  how
• 35:57
  do
• 35:57
  you
• 35:57
  go
• 35:57
  about
• 35:57
  building.
• 35:58
  How
• 35:58
  would
• 35:58
  a
• 35:58
  portfolio
• 35:59
  company
• 35:59
  go
• 35:59
  about
• 35:59
  building
• 35:59
  a
• 35:59
  good
• 36:00
  one?
• 36:00
  Yeah.
• 36:01
  So
• 36:01
  I
• 36:01
  use
• 36:02
  a
• 36:02
  rubric
• 36:02
  that
• 36:02
  I
• 36:02
  learned
• 36:03
  in
• 36:03
  private
• 36:03
  equity,
• 36:03
  which
• 36:04
  is
• 36:04
  not
• 36:04
  a
• 36:04
  rubric,
• 36:05
  a
• 36:05
  framework
• 36:05
  of
• 36:05
  the
• 36:05
  four
• 36:06
  Rs
• 36:06
  and
• 36:07
  three,
• 36:07
  you're
• 36:07
  going
• 36:07
  to
• 36:08
  be
• 36:08
  more
• 36:08
  common.
• 36:08
  With
• 36:08
  one
• 36:08
  you're
• 36:09
  like,
• 36:09
  oh,
• 36:09
  that's
• 36:09
  important
• 36:10
  to
• 36:10
  probably
• 36:10
  point
• 36:10
  out.
• 36:10
  And
• 36:10
  it
• 36:11
  helps
• 36:11
  you
• 36:11
  understand
• 36:11
  your
• 36:12
  role
• 36:12
  yourself
• 36:12
  so
• 36:12
  you
• 36:12
  can
• 36:13
  communicate
• 36:13
  it.
• 36:13
  So
• 36:13
  it
• 36:13
  forces
• 36:14
  you
• 36:14
  to
• 36:14
  get
• 36:14
  clear
• 36:15
  on
• 36:15
  the
• 36:15
  role.
• 36:15
  But
• 36:15
  the
• 36:16
  four
• 36:16
  are
• 36:16
  the
• 36:17
  role.
• 36:17
  So
• 36:17
  you
• 36:17
  start
• 36:17
  with
• 36:18
  what
• 36:18
  the
• 36:18
  role
• 36:18
  is.
• 36:18
  Yeah,
• 36:19
  the
• 36:19
  responsibilities.
• 36:20
  Everyone
• 36:20
  knows
• 36:21
  what
• 36:21
  that
• 36:21
  one
• 36:21
  is.
• 36:22
  The
• 36:22
  results
• 36:23
  is
• 36:23
  the
• 36:23
  one
• 36:23
  most
• 36:23
  people
• 36:23
  don't
• 36:24
  put
• 36:24
  out,
• 36:24
  which
• 36:24
  is
• 36:24
  like,
• 36:25
  what
• 36:25
  am
• 36:25
  I
• 36:25
  expecting
• 36:25
  you
• 36:25
  to
• 36:25
  accomplish?
• 36:26
  And
• 36:26
  then
• 36:27
  the
• 36:27
  requirements.
• 36:28
  So
• 36:28
  I
• 36:28
  like
• 36:28
  to
• 36:28
  have
• 36:29
  those
• 36:29
  as
• 36:29
  well
• 36:29
  as
• 36:30
  logistics
• 36:30
  outlined.
• 36:32
  But
• 36:32
  in
• 36:32
  the
• 36:32
  start
• 36:33
  is
• 36:33
  where
• 36:33
  I
• 36:33
  kind
• 36:33
  of
• 36:34
  feel
• 36:34
  like
• 36:34
  I
• 36:34
  make
• 36:34
  the
• 36:34
  most
• 36:34
  impact.
• 36:35
  So
• 36:35
  is
• 36:36
  how
• 36:36
  do
• 36:36
  I
• 36:36
  hook
• 36:37
  the
• 36:37
  person?
• 36:38
  So
• 36:38
  that
• 36:38
  first
• 36:38
  sentence,
• 36:39
  there's
• 36:39
  really
• 36:40
  two
• 36:40
  ways
• 36:40
  to
• 36:41
  approach
• 36:41
  it.
• 36:42
  Which
• 36:42
  is
• 36:42
  the
• 36:43
  person
• 36:43
  I'm
• 36:43
  looking
• 36:43
  for,
• 36:44
  what
• 36:44
  pain
• 36:45
  are
• 36:45
  they
• 36:45
  trying
• 36:45
  to
• 36:46
  run
• 36:46
  away
• 36:46
  from?
• 36:47
  Like
• 36:47
  the.
• 36:47
  Like
• 36:48
  an
• 36:48
  accountant
• 36:48
  that's
• 36:48
  like,
• 36:48
  I
• 36:48
  hate
• 36:49
  doing
• 36:49
  this
• 36:49
  type
• 36:49
  of
• 36:49
  work.
• 36:50
  It's
• 36:50
  like,
• 36:50
  maybe
• 36:50
  that's
• 36:51
  something
• 36:51
  they
• 36:51
  don't
• 36:51
  have
• 36:51
  to
• 36:51
  do
• 36:51
  here
• 36:52
  and
• 36:52
  I
• 36:52
  can
• 36:52
  sell
• 36:52
  to
• 36:52
  that.
• 36:53
  Or
• 36:53
  they
• 36:53
  have
• 36:53
  no
• 36:53
  growth
• 36:53
  opportunity,
• 36:55
  pain
• 36:56
  or
• 36:56
  motivation,
• 36:57
  or
• 36:57
  ideally
• 36:57
  both.
• 36:58
  Like,
• 36:58
  what
• 36:58
  are
• 36:58
  they
• 36:58
  running
• 36:58
  towards
• 36:58
  or
• 36:59
  away
• 36:59
  from?
• 36:59
  Try
• 37:00
  to
• 37:00
  hook
• 37:00
  them
• 37:00
  in
• 37:00
  the
• 37:00
  first
• 37:01
  sentence
• 37:01
  and
• 37:02
  then
• 37:02
  make
• 37:02
  sure
• 37:02
  that
• 37:02
  that
• 37:02
  role
• 37:03
  description
• 37:03
  is
• 37:03
  trying
• 37:03
  to
• 37:04
  describe
• 37:04
  both
• 37:05
  a
• 37:05
  little
• 37:05
  bit
• 37:05
  about
• 37:05
  your
• 37:05
  company
• 37:06
  and
• 37:06
  then,
• 37:07
  like,
• 37:07
  the
• 37:07
  opportunity
• 37:08
  for
• 37:08
  them.
• 37:08
  Like,
• 37:09
  what
• 37:09
  would
• 37:09
  they
• 37:09
  get
• 37:10
  the
• 37:10
  chance
• 37:10
  to
• 37:10
  do?
• 37:10
  And
• 37:11
  also,
• 37:11
  like,
• 37:11
  grow
• 37:12
  into
• 37:12
  potentially.
• 37:12
  Yeah.
• 37:13
  If
• 37:13
  they
• 37:13
  had
• 37:13
  those.
• 37:14
  If
• 37:14
  they
• 37:14
  hit
• 37:15
  those
• 37:15
  results
• 37:15
  that
• 37:15
  you're
• 37:16
  saying
• 37:16
  that
• 37:16
  you
• 37:16
  want
• 37:16
  from
• 37:16
  them.
• 37:17
  Yeah,
• 37:17
  yeah.
• 37:17
  So
• 37:18
  I
• 37:18
  try
• 37:18
  to
• 37:18
  make
• 37:18
  sure
• 37:18
  I'm
• 37:18
  at,
• 37:18
  like,
• 37:19
  my
• 37:20
  most
• 37:20
  important
• 37:20
  thing
• 37:20
  when
• 37:20
  I,
• 37:21
  When
• 37:21
  I
• 37:21
  write
• 37:21
  it
• 37:21
  and
• 37:21
  then
• 37:22
  give
• 37:22
  it
• 37:22
  to
• 37:22
  the
• 37:22
  team.
• 37:22
  Is
• 37:23
  like,
• 37:23
  is
• 37:23
  this
• 37:23
  accurate
• 37:24
  and
• 37:24
  clear?
• 37:24
  Because,
• 37:25
  like,
• 37:25
  we
• 37:25
  don't
• 37:25
  want
• 37:25
  to
• 37:25
  oversell
• 37:26
  it
• 37:26
  and
• 37:26
  we
• 37:26
  don't
• 37:26
  want
• 37:26
  to
• 37:26
  undersell
• 37:27
  it.
• 37:27
  But,
• 37:27
  like,
• 37:27
  is
• 37:27
  this
• 37:27
  actually
• 37:28
  what
• 37:28
  they're
• 37:28
  doing?
• 37:29
  And
• 37:29
  then
• 37:29
  I
• 37:29
  try
• 37:30
  to
• 37:30
  write
• 37:31
  the
• 37:31
  bullet
• 37:31
  points
• 37:32
  as
• 37:34
  I
• 37:35
  try
• 37:35
  to
• 37:35
  frame
• 37:35
  it
• 37:35
  as
• 37:35
  opportunity
• 37:36
  versus,
• 37:37
  like,
• 37:37
  work.
• 37:38
  Like,
• 37:38
  you
• 37:38
  have
• 37:39
  the
• 37:39
  opportunity,
• 37:39
  like,
• 37:39
  ownership
• 37:40
  of
• 37:40
  this
• 37:40
  thing.
• 37:41
  Just
• 37:42
  like
• 37:42
  when
• 37:42
  someone
• 37:42
  reads
• 37:43
  it,
• 37:43
  if
• 37:43
  you
• 37:43
  write
• 37:43
  it,
• 37:43
  if
• 37:44
  you
• 37:44
  actually
• 37:44
  take
• 37:44
  the
• 37:44
  time
• 37:44
  to
• 37:45
  write
• 37:45
  it,
• 37:45
  the
• 37:45
  ideal
• 37:46
  candidate
• 37:46
  will
• 37:46
  read
• 37:46
  it
• 37:47
  and
• 37:47
  be
• 37:47
  like,
• 37:47
  this
• 37:47
  feels
• 37:48
  like
• 37:48
  it's
• 37:48
  written
• 37:48
  for
• 37:48
  me.
• 37:49
  And
• 37:49
  that's
• 37:49
  some
• 37:49
  of
• 37:49
  the
• 37:49
  best
• 37:50
  people
• 37:50
  I've
• 37:50
  ever
• 37:50
  hired
• 37:50
  in
• 37:51
  my
• 37:51
  life
• 37:51
  is
• 37:51
  they
• 37:51
  started
• 37:52
  the
• 37:52
  interview
• 37:52
  like,
• 37:52
  I
• 37:52
  feel
• 37:52
  like
• 37:52
  this
• 37:53
  role
• 37:53
  is
• 37:53
  written
• 37:54
  for
• 37:54
  me.
• 37:54
  It's
• 37:55
  like,
• 37:55
  that's
• 37:55
  good.
• 37:56
  Yeah,
• 37:56
  it's
• 37:57
  like
• 37:57
  great
• 37:57
  marketing
• 37:57
  copy.
• 37:58
  Right?
• 37:58
  It's.
• 37:58
  Yeah.
• 37:59
  It
• 37:59
  feels
• 37:59
  like
• 37:59
  a
• 38:00
  product
• 38:00
  that
• 38:00
  was
• 38:00
  built
• 38:00
  for
• 38:00
  someone
• 38:01
  specific.
• 38:02
  Yep.
• 38:03
  People.
• 38:04
  Most
• 38:04
  people
• 38:04
  won't
• 38:04
  read
• 38:04
  it
• 38:05
  right
• 38:05
  at
• 38:05
  the
• 38:05
  start
• 38:05
  this
• 38:05
  easy
• 38:06
  apply,
• 38:06
  but
• 38:06
  they
• 38:06
  will
• 38:07
  100%
• 38:07
  read
• 38:07
  it
• 38:08
  right
• 38:08
  before
• 38:08
  they
• 38:08
  get
• 38:08
  to
• 38:09
  the
• 38:09
  interview.
• 38:10
  Like,
• 38:10
  and
• 38:11
  like
• 38:11
  that
• 38:11
  will
• 38:11
  either
• 38:11
  help
• 38:12
  them
• 38:12
  understand
• 38:12
  what
• 38:12
  they're
• 38:13
  looking
• 38:13
  for
• 38:13
  and
• 38:13
  get
• 38:13
  more
• 38:13
  excited
• 38:14
  or
• 38:14
  they're
• 38:14
  like,
• 38:15
  they
• 38:15
  kind
• 38:16
  of
• 38:16
  come
• 38:16
  in
• 38:16
  flat.
• 38:17
  Yeah.
• 38:17
  Like,
• 38:18
  I
• 38:18
  don't
• 38:18
  really
• 38:18
  want
• 38:18
  to
• 38:18
  be
• 38:18
  here.
• 38:19
  I'm
• 38:19
  doing
• 38:19
  it
• 38:19
  because
• 38:19
  my.
• 38:20
  Yeah,
• 38:20
  I'm
• 38:20
  doing
• 38:20
  it
• 38:20
  because
• 38:21
  my
• 38:21
  KPI
• 38:21
  is
• 38:21
  first
• 38:21
  run
• 38:22
  interviews.
• 38:24
  See,
• 38:25
  every
• 38:25
  KPI's
• 38:25
  got
• 38:25
  a
• 38:25
  flaw.
• 38:26
  Right.
• 38:27
  I
• 38:27
  got
• 38:27
  a
• 38:27
  ton
• 38:28
  of
• 38:28
  first
• 38:28
  round
• 38:28
  interviews
• 38:28
  for
• 38:28
  jobs
• 38:29
  I'm
• 38:29
  never
• 38:29
  interested
• 38:29
  in
• 38:29
  taking.
• 38:30
  So
• 38:31
  I
• 38:31
  want
• 38:31
  to
• 38:31
  come
• 38:31
  on
• 38:31
  to
• 38:32
  talk
• 38:32
  about
• 38:32
  something
• 38:32
  else
• 38:32
  that
• 38:33
  you
• 38:33
  describe
• 38:33
  as
• 38:33
  discretionary
• 38:34
  effort.
• 38:35
  So
• 38:35
  again,
• 38:36
  go
• 38:36
  back
• 38:36
  to
• 38:36
  classic
• 38:37
  PE
• 38:37
  model,
• 38:38
  or
• 38:38
  at
• 38:38
  least
• 38:38
  the
• 38:38
  outsider's
• 38:39
  view
• 38:39
  of
• 38:39
  it.
• 38:39
  As
• 38:39
  P
• 38:40
  buys,
• 38:40
  the
• 38:40
  company
• 38:41
  guts
• 38:41
  the
• 38:41
  company
• 38:41
  for
• 38:42
  every
• 38:42
  efficiency
• 38:42
  gain
• 38:43
  it
• 38:43
  can
• 38:43
  get,
• 38:43
  including
• 38:44
  as
• 38:44
  many
• 38:44
  people
• 38:44
  as
• 38:45
  it
• 38:45
  can
• 38:45
  get
• 38:45
  rid
• 38:45
  of.
• 38:46
  And
• 38:46
  you
• 38:46
  know,
• 38:46
  all
• 38:46
  the
• 38:46
  time
• 38:46
  I
• 38:47
  spent
• 38:47
  working
• 38:48
  with
• 38:48
  private
• 38:48
  equity,
• 38:48
  I
• 38:48
  found
• 38:48
  out
• 38:49
  that's
• 38:49
  not
• 38:49
  true.
• 38:50
  Right.
• 38:50
  Largely.
• 38:51
  And
• 38:51
  it's
• 38:51
  not
• 38:51
  the.
• 38:52
  It's
• 38:52
  not
• 38:52
  actually
• 38:52
  the
• 38:52
  norm
• 38:53
  and
• 38:53
  usually
• 38:53
  there's
• 38:53
  a
• 38:53
  lot
• 38:54
  of
• 38:54
  good
• 38:54
  reasons
• 38:54
  for
• 38:54
  it.
• 38:55
  But
• 38:56
  in
• 38:56
  terms
• 38:56
  of
• 38:56
  optimizing
• 38:57
  EBITDA,
• 38:58
  rather
• 38:58
  than
• 38:59
  trimming
• 38:59
  the
• 38:59
  fat
• 39:00
  and
• 39:00
  reducing
• 39:01
  the
• 39:01
  headcount,
• 39:01
  discretionary
• 39:02
  effort
• 39:02
  is
• 39:03
  a
• 39:03
  way
• 39:03
  to
• 39:03
  get
• 39:03
  a
• 39:03
  lot
• 39:03
  more
• 39:04
  out
• 39:04
  of
• 39:04
  the
• 39:04
  current
• 39:04
  headcount
• 39:05
  that
• 39:05
  you've
• 39:05
  got.
• 39:05
  And
• 39:06
  recruiting
• 39:06
  is
• 39:06
  one
• 39:06
  of
• 39:06
  the
• 39:07
  channels
• 39:07
  into
• 39:07
  that.
• 39:07
  So
• 39:08
  can
• 39:08
  you
• 39:08
  talk
• 39:08
  a
• 39:08
  bit
• 39:08
  more
• 39:08
  about
• 39:09
  what
• 39:09
  you
• 39:09
  mean
• 39:09
  by
• 39:10
  discretionary
• 39:10
  effort?
• 39:11
  Which
• 39:11
  is
• 39:11
  something
• 39:11
  I
• 39:11
  know
• 39:11
  I've
• 39:12
  seen
• 39:12
  you
• 39:12
  put
• 39:12
  in
• 39:12
  something
• 39:12
  I
• 39:13
  know
• 39:13
  that
• 39:13
  I've
• 39:13
  put
• 39:13
  in
• 39:13
  in
• 39:14
  my
• 39:14
  career
• 39:14
  and
• 39:15
  the
• 39:15
  magic
• 39:15
  that
• 39:16
  is
• 39:16
  unlocked
• 39:17
  if
• 39:17
  you
• 39:17
  have
• 39:17
  the
• 39:17
  right
• 39:17
  candidate.
• 39:19
  Yes.
• 39:19
  So
• 39:20
  it
• 39:20
  starts
• 39:21
  with
• 39:21
  like
• 39:21
  the
• 39:21
  alignment
• 39:22
  of
• 39:22
  both
• 39:22
  the
• 39:23
  company
• 39:23
  and
• 39:24
  the
• 39:24
  role
• 39:24
  that
• 39:24
  they're
• 39:24
  hiring
• 39:24
  for
• 39:25
  and
• 39:25
  the
• 39:25
  person.
• 39:26
  So
• 39:26
  it's
• 39:26
  very
• 39:26
  hard
• 39:27
  to
• 39:27
  get
• 39:27
  discretionary
• 39:27
  effort
• 39:28
  out
• 39:28
  of
• 39:28
  somebody
• 39:28
  if
• 39:28
  like
• 39:28
  they're
• 39:29
  doing
• 39:29
  it
• 39:29
  just
• 39:29
  for
• 39:29
  the
• 39:29
  paycheck,
• 39:30
  which
• 39:30
  is
• 39:31
  where
• 39:31
  the
• 39:32
  they
• 39:32
  have
• 39:32
  something
• 39:33
  that
• 39:33
  you're
• 39:33
  offering
• 39:34
  and
• 39:34
  that
• 39:35
  they
• 39:35
  will
• 39:35
  work
• 39:35
  harder
• 39:36
  for.
• 39:36
  So
• 39:37
  it
• 39:37
  starts
• 39:37
  in
• 39:37
  recruiting,
• 39:38
  but
• 39:38
  it
• 39:38
  definitely
• 39:38
  extends
• 39:39
  into
• 39:39
  like
• 39:39
  how
• 39:39
  you
• 39:39
  manage
• 39:40
  the
• 39:40
  person.
• 39:41
  So
• 39:41
  in
• 39:41
  the
• 39:41
  recruiting
• 39:42
  side,
• 39:42
  it's
• 39:43
  thinking
• 39:43
  genuinely
• 39:44
  of
• 39:44
  like
• 39:44
  in
• 39:44
  two
• 39:45
  to
• 39:45
  three
• 39:45
  years,
• 39:45
  what
• 39:45
  type
• 39:46
  of
• 39:46
  person
• 39:46
  could
• 39:46
  this
• 39:47
  person
• 39:47
  become
• 39:48
  or
• 39:49
  career
• 39:49
  paths
• 39:49
  could
• 39:50
  they
• 39:50
  have.
• 39:50
  And
• 39:50
  then
• 39:50
  you
• 39:51
  can
• 39:51
  allude
• 39:51
  to
• 39:51
  that
• 39:51
  in
• 39:51
  the
• 39:51
  interview.
• 39:51
  It's
• 39:52
  like,
• 39:52
  hey,
• 39:52
  you
• 39:52
  actually
• 39:52
  have
• 39:52
  a
• 39:52
  couple
• 39:52
  different
• 39:53
  paths
• 39:53
  here.
• 39:53
  You
• 39:53
  can
• 39:54
  stay
• 39:54
  as
• 39:54
  a,
• 39:54
  you
• 39:54
  know,
• 39:54
  individual
• 39:55
  contributor,
• 39:55
  go
• 39:55
  to
• 39:55
  manager.
• 39:56
  Eventually,
• 39:57
  you
• 39:57
  know,
• 39:57
  if
• 39:57
  things
• 39:57
  work
• 39:58
  out
• 39:58
  even
• 39:58
  better
• 39:58
  than
• 39:58
  expected,
• 39:59
  you
• 39:59
  can,
• 39:59
  you
• 39:59
  know,
• 39:59
  do
• 39:59
  xyz
• 40:01
  and
• 40:01
  then
• 40:01
  like,
• 40:01
  but
• 40:01
  what
• 40:01
  is
• 40:02
  your
• 40:02
  goal?
• 40:02
  Because
• 40:02
  if
• 40:02
  this
• 40:02
  is
• 40:03
  not
• 40:03
  aligned,
• 40:03
  like,
• 40:03
  there's
• 40:03
  no
• 40:03
  reason
• 40:04
  to.
• 40:05
  Yeah.
• 40:05
  What
• 40:05
  you're
• 40:06
  looking
• 40:06
  for.
• 40:06
  And
• 40:06
  sometimes
• 40:06
  I
• 40:07
  just
• 40:07
  ask
• 40:07
  them
• 40:07
  simply
• 40:08
  based
• 40:08
  on
• 40:09
  what
• 40:09
  your
• 40:09
  understanding
• 40:09
  of
• 40:09
  the
• 40:09
  job
• 40:10
  is
• 40:10
  and
• 40:10
  the
• 40:10
  opportunity
• 40:11
  or
• 40:11
  why
• 40:11
  is
• 40:11
  this
• 40:11
  interesting
• 40:12
  for
• 40:12
  you?
• 40:13
  Like,
• 40:13
  I
• 40:13
  just
• 40:13
  want
• 40:13
  to
• 40:13
  make
• 40:13
  it
• 40:14
  like.
• 40:14
  And
• 40:14
  you
• 40:14
  just
• 40:14
  play
• 40:14
  kind
• 40:15
  of
• 40:15
  dumb
• 40:15
  and
• 40:15
  like,
• 40:16
  I
• 40:16
  want
• 40:16
  to
• 40:16
  hear
• 40:16
  you
• 40:16
  explain
• 40:17
  it
• 40:17
  to
• 40:17
  me.
• 40:17
  Like,
• 40:17
  sometimes
• 40:18
  they'll
• 40:18
  say
• 40:18
  stuff
• 40:18
  like
• 40:18
  that's
• 40:19
  not
• 40:19
  what
• 40:19
  we're
• 40:19
  going
• 40:19
  to
• 40:19
  do
• 40:19
  here
• 40:20
  or
• 40:20
  that
• 40:20
  it
• 40:20
  sounds
• 40:21
  aligned.
• 40:22
  But
• 40:22
  then
• 40:23
  when
• 40:23
  you
• 40:23
  hire
• 40:24
  them
• 40:24
  is
• 40:24
  where
• 40:24
  I
• 40:24
  think
• 40:25
  the,
• 40:25
  the
• 40:25
  real,
• 40:26
  like
• 40:26
  after
• 40:26
  the
• 40:26
  60,
• 40:27
  90
• 40:27
  days,
• 40:27
  like,
• 40:28
  that's
• 40:28
  when
• 40:28
  you
• 40:28
  start
• 40:28
  to
• 40:28
  create
• 40:29
  this
• 40:29
  like
• 40:29
  stretch
• 40:29
  assignments.
• 40:30
  And
• 40:31
  I
• 40:31
  have
• 40:31
  like
• 40:31
  this
• 40:31
  framework
• 40:32
  of
• 40:32
  like,
• 40:32
  understand
• 40:33
  their
• 40:33
  goals,
• 40:33
  give
• 40:34
  them
• 40:34
  work
• 40:34
  that
• 40:35
  will
• 40:35
  help
• 40:35
  them
• 40:35
  achieve
• 40:36
  their
• 40:36
  goals,
• 40:36
  and
• 40:36
  also
• 40:36
  gets
• 40:37
  you
• 40:37
  stuff
• 40:38
  done
• 40:38
  for
• 40:38
  the
• 40:38
  company,
• 40:38
  give
• 40:39
  feedback
• 40:39
  and
• 40:39
  then
• 40:39
  reward
• 40:40
  development.
• 40:41
  And
• 40:41
  I
• 40:41
  feel
• 40:41
  like
• 40:41
  when
• 40:41
  you
• 40:41
  have
• 40:42
  like
• 40:43
  this
• 40:43
  approach
• 40:43
  of
• 40:44
  developing
• 40:44
  your
• 40:45
  team
• 40:45
  towards
• 40:45
  this,
• 40:46
  this
• 40:46
  goal,
• 40:46
  when
• 40:47
  you
• 40:47
  pour
• 40:47
  in,
• 40:47
  they
• 40:48
  often
• 40:48
  pour
• 40:48
  in
• 40:48
  back
• 40:49
  to
• 40:50
  the
• 40:50
  company
• 40:50
  because
• 40:50
  there's
• 40:50
  a
• 40:51
  reason
• 40:51
  to.
• 40:53
  And
• 40:54
  I
• 40:54
  just
• 40:54
  say
• 40:54
  if
• 40:54
  you
• 40:55
  don't,
• 40:55
  if
• 40:55
  your
• 40:55
  prayer,
• 40:55
  if
• 40:55
  your
• 40:55
  teammate
• 40:56
  doesn't
• 40:56
  have
• 40:56
  something
• 40:57
  they're
• 40:57
  chasing,
• 40:57
  where
• 40:58
  your
• 40:58
  employees
• 40:58
  have
• 40:58
  something
• 40:58
  they're
• 40:59
  working
• 40:59
  towards,
• 41:00
  it's
• 41:00
  hard
• 41:00
  for
• 41:01
  you
• 41:01
  to
• 41:01
  like,
• 41:02
  you
• 41:02
  don't.
• 41:02
  I
• 41:02
  don't
• 41:02
  think
• 41:02
  that's
• 41:03
  the
• 41:03
  right
• 41:03
  approach
• 41:03
  from
• 41:03
  a
• 41:04
  people
• 41:04
  management
• 41:04
  side
• 41:04
  because
• 41:05
  there's
• 41:05
  higher
• 41:05
  risk
• 41:05
  of
• 41:06
  like
• 41:06
  they're
• 41:07
  going
• 41:07
  to
• 41:07
  leave
• 41:07
  and
• 41:08
  what
• 41:08
  are
• 41:08
  they
• 41:09
  like,
• 41:09
  what
• 41:09
  is
• 41:09
  their
• 41:09
  discretion
• 41:10
  effort
• 41:10
  for?
• 41:11
  So
• 41:11
  I
• 41:11
  always
• 41:11
  like
• 41:12
  to
• 41:12
  kind
• 41:12
  of.
• 41:12
  Sound,
• 41:13
  they
• 41:13
  need
• 41:13
  to,
• 41:13
  they
• 41:13
  need
• 41:13
  to
• 41:13
  feel
• 41:14
  to
• 41:15
  some
• 41:15
  extent.
• 41:15
  So
• 41:15
  what
• 41:16
  that.
• 41:16
  Yeah,
• 41:17
  let's
• 41:17
  shift
• 41:17
  it
• 41:17
  into
• 41:18
  a
• 41:18
  PE
• 41:18
  example.
• 41:19
  So
• 41:19
  PE
• 41:19
  firm
• 41:19
  has
• 41:20
  just
• 41:20
  bought
• 41:20
  a
• 41:20
  company.
• 41:21
  Typically
• 41:21
  in
• 41:21
  that
• 41:22
  situation,
• 41:22
  employees
• 41:23
  correctly
• 41:23
  or
• 41:23
  incorrectly
• 41:24
  feel
• 41:24
  a
• 41:24
  little
• 41:24
  precarious
• 41:25
  in
• 41:25
  their
• 41:25
  positions.
• 41:26
  What
• 41:27
  could
• 41:27
  a
• 41:27
  PE
• 41:27
  firm
• 41:28
  do?
• 41:28
  And
• 41:28
  you
• 41:29
  know,
• 41:29
  even,
• 41:29
  even
• 41:30
  to
• 41:30
  the
• 41:30
  extent
• 41:30
  of
• 41:30
  adjusting
• 41:31
  compensation
• 41:31
  packages
• 41:32
  or
• 41:32
  rewriting
• 41:33
  job
• 41:33
  descriptions,
• 41:33
  whatever
• 41:34
  it
• 41:34
  might
• 41:34
  be.
• 41:34
  What
• 41:34
  are
• 41:34
  some
• 41:35
  of
• 41:35
  the
• 41:35
  things
• 41:35
  that
• 41:35
  a
• 41:35
  PE
• 41:35
  firm
• 41:35
  could
• 41:36
  do
• 41:36
  to
• 41:37
  transform
• 41:37
  that
• 41:38
  from
• 41:38
  like
• 41:38
  a
• 41:38
  feeling
• 41:39
  of
• 41:39
  precariousness
• 41:40
  into
• 41:40
  a
• 41:40
  feeling
• 41:40
  of
• 41:41
  I
• 41:41
  want
• 41:41
  to
• 41:41
  pour
• 41:41
  a
• 41:41
  discretionary
• 41:42
  effort
• 41:42
  into
• 41:42
  this.
• 41:42
  Even
• 41:43
  if
• 41:43
  they
• 41:43
  know
• 41:43
  the
• 41:43
  plan
• 41:44
  is
• 41:44
  in
• 41:44
  four
• 41:44
  or
• 41:44
  five
• 41:44
  years,
• 41:44
  this
• 41:44
  PE
• 41:45
  firm
• 41:45
  wants
• 41:45
  to
• 41:45
  sell
• 41:45
  the
• 41:45
  company
• 41:46
  on
• 41:46
  it.
• 41:46
  Yeah,
• 41:47
  I
• 41:47
  think
• 41:47
  the
• 41:47
  fastest
• 41:48
  thing
• 41:48
  to
• 41:48
  do
• 41:48
  that
• 41:49
  is
• 41:49
  the
• 41:49
  most
• 41:49
  impactful
• 41:49
  is
• 41:50
  have
• 41:50
  a.
• 41:50
  It's
• 41:51
  going
• 41:51
  to
• 41:51
  be
• 41:51
  a
• 41:51
  little
• 41:51
  bit
• 41:51
  complicated
• 41:52
  for
• 41:52
  the
• 41:52
  one
• 41:52
  reason
• 41:53
  you
• 41:53
  need
• 41:53
  someone
• 41:53
  internally
• 41:54
  that
• 41:54
  is
• 41:54
  a
• 41:54
  champion
• 41:55
  to
• 41:55
  champion
• 41:55
  what
• 41:56
  I'm
• 41:56
  about
• 41:56
  to
• 41:56
  say.
• 41:56
  Otherwise
• 41:57
  it
• 41:57
  will
• 41:57
  feel
• 41:58
  like
• 41:59
  some
• 41:59
  external
• 42:00
  person
• 42:00
  is
• 42:00
  coming
• 42:00
  in
• 42:00
  just
• 42:01
  telling
• 42:01
  you
• 42:01
  what
• 42:01
  to
• 42:01
  do.
• 42:02
  But
• 42:02
  I
• 42:02
  would
• 42:02
  have
• 42:02
  some
• 42:03
  type
• 42:03
  of
• 42:03
  vision
• 42:03
  like
• 42:04
  meeting
• 42:04
  like
• 42:05
  basically
• 42:06
  all
• 42:06
  hands
• 42:07
  meeting
• 42:07
  where
• 42:07
  you're
• 42:07
  going
• 42:08
  to
• 42:08
  establish
• 42:08
  where
• 42:08
  the
• 42:09
  company
• 42:09
  was.
• 42:10
  Reward
• 42:10
  everything
• 42:11
  that's
• 42:11
  been
• 42:11
  done.
• 42:12
  Don't
• 42:12
  poo
• 42:12
  poo
• 42:13
  the
• 42:13
  past.
• 42:14
  That's
• 42:14
  no,
• 42:14
  there's
• 42:14
  no
• 42:14
  value
• 42:15
  in
• 42:15
  that.
• 42:16
  Yeah.
• 42:17
  As
• 42:17
  I
• 42:17
  always
• 42:18
  say
• 42:18
  to
• 42:18
  people
• 42:18
  when
• 42:19
  I'm
• 42:19
  talking
• 42:19
  to
• 42:19
  them
• 42:19
  during.
• 42:20
  I
• 42:20
  often
• 42:20
  talk
• 42:20
  to
• 42:20
  employees
• 42:21
  during
• 42:21
  diligence
• 42:22
  or
• 42:22
  just
• 42:22
  post
• 42:22
  close
• 42:23
  in
• 42:23
  portfolio
• 42:23
  companies
• 42:24
  and
• 42:24
  I'll
• 42:25
  say
• 42:25
  to
• 42:25
  them
• 42:25
  like
• 42:25
  this
• 42:25
  must
• 42:26
  be
• 42:26
  a
• 42:26
  great
• 42:26
  company
• 42:26
  or
• 42:26
  it
• 42:26
  wouldn't
• 42:27
  have
• 42:27
  got
• 42:27
  acquired.
• 42:27
  Like
• 42:28
  so
• 42:28
  let's,
• 42:29
  let's
• 42:29
  be
• 42:29
  real.
• 42:30
  Yeah,
• 42:30
  like
• 42:31
  exactly.
• 42:32
  Well
• 42:32
  said.
• 42:32
  So
• 42:33
  like
• 42:33
  the,
• 42:34
  the
• 42:34
  high
• 42:34
  level
• 42:34
  is
• 42:35
  I
• 42:35
  would
• 42:35
  have
• 42:35
  a
• 42:35
  meeting
• 42:36
  where
• 42:36
  you're
• 42:36
  going
• 42:36
  to
• 42:36
  forecast
• 42:37
  the
• 42:37
  vision
• 42:37
  of
• 42:37
  this
• 42:37
  company
• 42:38
  and
• 42:38
  like
• 42:38
  explain
• 42:39
  to
• 42:39
  them
• 42:39
  where
• 42:39
  we're
• 42:40
  going
• 42:40
  to
• 42:40
  take
• 42:40
  this
• 42:40
  as
• 42:40
  a
• 42:40
  team.
• 42:41
  So
• 42:41
  you
• 42:41
  rally
• 42:41
  the
• 42:42
  troops
• 42:42
  and
• 42:42
  then
• 42:43
  the
• 42:43
  sections
• 42:43
  are,
• 42:44
  you
• 42:44
  know,
• 42:45
  reward
• 42:45
  the
• 42:45
  like,
• 42:46
  praise
• 42:46
  the
• 42:46
  past,
• 42:48
  set
• 42:49
  a
• 42:49
  new
• 42:49
  future,
• 42:50
  go
• 42:51
  over
• 42:51
  the
• 42:51
  tangible
• 42:52
  like
• 42:53
  things
• 42:53
  that
• 42:53
  you're
• 42:53
  trying
• 42:54
  to
• 42:54
  accomplish
• 42:55
  and
• 42:55
  then
• 42:56
  explain
• 42:56
  the
• 42:56
  behaviors
• 42:57
  that
• 42:57
  would
• 42:57
  need
• 42:57
  to
• 42:58
  happen
• 42:59
  for
• 42:59
  that
• 42:59
  to
• 42:59
  occur.
• 43:00
  So
• 43:01
  this
• 43:01
  will
• 43:01
  allow
• 43:01
  you
• 43:01
  to
• 43:02
  kind
• 43:02
  of
• 43:02
  reset
• 43:02
  like
• 43:02
  an
• 43:02
  expectation
• 43:03
  and
• 43:04
  rally
• 43:04
  the
• 43:04
  troops
• 43:04
  around.
• 43:05
  Whatever
• 43:06
  you
• 43:06
  believe
• 43:06
  as
• 43:06
  a
• 43:07
  leader
• 43:07
  is
• 43:07
  like
• 43:07
  the
• 43:07
  initiatives
• 43:08
  or
• 43:09
  behavior
• 43:09
  is
• 43:09
  trying
• 43:10
  to
• 43:10
  remind
• 43:10
  people
• 43:11
  to
• 43:11
  do.
• 43:11
  Whether
• 43:12
  it's
• 43:14
  just,
• 43:14
  I
• 43:14
  think
• 43:15
  the
• 43:15
  behavior
• 43:15
  part,
• 43:16
  ideally
• 43:16
  you
• 43:16
  want
• 43:16
  to
• 43:17
  get
• 43:17
  people
• 43:17
  bought
• 43:17
  into
• 43:17
  this
• 43:17
  vision
• 43:18
  and
• 43:18
  have
• 43:18
  a
• 43:19
  set
• 43:19
  of
• 43:19
  behaviors
• 43:20
  that
• 43:20
  you
• 43:20
  want
• 43:20
  them
• 43:20
  to
• 43:20
  implement
• 43:21
  when
• 43:21
  you're
• 43:21
  not
• 43:21
  around.
• 43:23
  Yeah.
• 43:23
  And
• 43:24
  it
• 43:24
  could
• 43:24
  go
• 43:24
  one
• 43:24
  of
• 43:24
  two
• 43:24
  ways.
• 43:25
  Right.
• 43:25
  Because
• 43:26
  I
• 43:26
  imagine
• 43:26
  being
• 43:28
  the
• 43:28
  CEO,
• 43:28
  maybe
• 43:28
  a
• 43:28
  new
• 43:29
  CEO
• 43:29
  or
• 43:29
  an
• 43:29
  operating
• 43:30
  partner
• 43:30
  from
• 43:31
  a
• 43:31
  P
• 43:31
  firm
• 43:32
  and
• 43:32
  going
• 43:32
  in
• 43:32
  and
• 43:32
  saying
• 43:32
  hey,
• 43:33
  it's
• 43:33
  our
• 43:33
  vision
• 43:34
  to
• 43:34
  improve
• 43:34
  this,
• 43:36
  this
• 43:36
  business
• 43:36
  in
• 43:36
  these
• 43:36
  three
• 43:37
  tangible
• 43:37
  ways
• 43:37
  without
• 43:38
  poo
• 43:38
  pooing
• 43:38
  the
• 43:38
  past.
• 43:39
  And
• 43:40
  that's
• 43:40
  going
• 43:40
  to
• 43:40
  involve
• 43:40
  a
• 43:41
  really
• 43:41
  high
• 43:41
  focus
• 43:42
  on
• 43:43
  sales
• 43:43
  or
• 43:43
  recruitment
• 43:44
  or
• 43:44
  whatever
• 43:44
  it
• 43:44
  might
• 43:44
  be
• 43:45
  right
• 43:45
  for
• 43:45
  the
• 43:45
  next
• 43:45
  four
• 43:45
  years.
• 43:46
  And
• 43:46
  then
• 43:46
  our
• 43:47
  plan
• 43:47
  is
• 43:47
  to
• 43:47
  sell
• 43:47
  it
• 43:47
  again.
• 43:48
  And
• 43:48
  if
• 43:48
  that
• 43:48
  makes
• 43:48
  someone
• 43:49
  uncomfortable
• 43:49
  and
• 43:49
  they
• 43:50
  can't
• 43:50
  get
• 43:50
  behind
• 43:50
  that
• 43:51
  vision
• 43:51
  or
• 43:52
  it's
• 43:52
  not
• 43:52
  what
• 43:52
  they
• 43:53
  want
• 43:53
  to
• 43:53
  spend
• 43:53
  their
• 43:53
  time
• 43:53
  doing,
• 43:54
  then
• 43:54
  that
• 43:55
  gives
• 43:55
  them
• 43:55
  the
• 43:55
  clarity
• 43:55
  to
• 43:56
  know
• 43:56
  that
• 43:56
  walking
• 43:56
  is
• 43:56
  the
• 43:56
  right
• 43:56
  thing
• 43:57
  to
• 43:57
  do
• 43:58
  if
• 43:58
  they
• 43:58
  want
• 43:58
  to
• 43:58
  do
• 43:58
  it.
• 43:58
  And
• 43:59
  that's
• 43:59
  often
• 44:00
  like
• 44:00
  going
• 44:00
  back
• 44:00
  to
• 44:01
  dating.
• 44:01
  That
• 44:01
  is
• 44:01
  the
• 44:01
  best
• 44:02
  thing
• 44:02
  to
• 44:02
  do
• 44:03
  when
• 44:03
  people
• 44:04
  realize
• 44:04
  early.
• 44:05
  So
• 44:05
  you're
• 44:05
  Right.
• 44:05
  That
• 44:05
  vision
• 44:06
  meeting
• 44:06
  is
• 44:06
  really
• 44:06
  about
• 44:06
  putting
• 44:07
  cards
• 44:07
  on
• 44:07
  the
• 44:07
  table
• 44:07
  of
• 44:08
  like,
• 44:08
  here
• 44:08
  are
• 44:08
  my
• 44:08
  intentions
• 44:09
  with
• 44:09
  this
• 44:10
  company
• 44:10
  that
• 44:10
  I'm
• 44:10
  asking
• 44:11
  you
• 44:11
  to
• 44:11
  be
• 44:11
  a
• 44:11
  part
• 44:11
  of.
• 44:12
  And
• 44:12
  this
• 44:12
  is
• 44:12
  what
• 44:12
  success
• 44:13
  means.
• 44:13
  And
• 44:13
  it
• 44:14
  just
• 44:14
  gives
• 44:14
  people
• 44:15
  that
• 44:15
  clarity.
• 44:16
  And
• 44:16
  I
• 44:16
  think
• 44:16
  there's
• 44:16
  always
• 44:16
  temptation
• 44:17
  to
• 44:17
  try
• 44:17
  and
• 44:17
  be
• 44:17
  a
• 44:17
  bit
• 44:18
  cloak
• 44:18
  and
• 44:18
  dagger
• 44:18
  about
• 44:18
  it
• 44:19
  and
• 44:19
  like
• 44:19
  pretend
• 44:19
  there's
• 44:20
  some
• 44:20
  secret
• 44:20
  sauce
• 44:21
  going
• 44:21
  on
• 44:22
  and
• 44:22
  actually
• 44:22
  just
• 44:22
  alienates
• 44:23
  people.
• 44:23
  I
• 44:23
  think
• 44:23
  more
• 44:23
  often
• 44:24
  than
• 44:24
  not.
• 44:25
  Yeah.
• 44:25
  I
• 44:26
  think
• 44:26
  one
• 44:26
  of
• 44:26
  the
• 44:26
  best
• 44:26
  things,
• 44:26
  any
• 44:27
  leader,
• 44:27
  which
• 44:27
  is
• 44:27
  in
• 44:28
  technically
• 44:28
  private
• 44:28
  equity,
• 44:29
  when
• 44:29
  they
• 44:29
  come
• 44:29
  in,
• 44:29
  they
• 44:29
  are
• 44:29
  like
• 44:29
  pseudo
• 44:30
  leader.
• 44:30
  In
• 44:30
  that
• 44:30
  moment,
• 44:31
  they're
• 44:31
  like,
• 44:31
  we
• 44:31
  own
• 44:31
  the
• 44:32
  company
• 44:32
  or
• 44:32
  a
• 44:32
  big
• 44:33
  part
• 44:33
  of
• 44:33
  it
• 44:34
  is
• 44:34
  to
• 44:34
  get
• 44:34
  in
• 44:34
  front
• 44:35
  of
• 44:35
  the
• 44:35
  people
• 44:35
  immediately.
• 44:36
  Not
• 44:36
  so
• 44:36
  you
• 44:36
  can
• 44:37
  write
• 44:37
  the
• 44:37
  story.
• 44:37
  So
• 44:37
  the
• 44:37
  story
• 44:38
  is
• 44:38
  not
• 44:38
  written
• 44:38
  about
• 44:38
  you.
• 44:39
  And
• 44:39
  I
• 44:39
  think,
• 44:41
  I
• 44:42
  think
• 44:42
  it's
• 44:43
  invaluable.
• 44:43
  Even
• 44:43
  if
• 44:44
  you
• 44:44
  have
• 44:44
  one
• 44:44
  on
• 44:44
  ones
• 44:45
  with
• 44:45
  individual
• 44:45
  people.
• 44:46
  I
• 44:46
  think
• 44:46
  it's
• 44:46
  a
• 44:46
  very
• 44:46
  important
• 44:47
  thing
• 44:47
  to
• 44:47
  get
• 44:48
  your
• 44:49
  story
• 44:49
  out
• 44:50
  there
• 44:50
  first.
• 44:50
  And
• 44:51
  these
• 44:51
  type
• 44:52
  of
• 44:52
  meetings,
• 44:52
  if
• 44:52
  you
• 44:52
  can
• 44:52
  explain
• 44:53
  how
• 44:53
  it
• 44:53
  benefits
• 44:53
  them,
• 44:53
  it's
• 44:54
  like,
• 44:54
  hey,
• 44:54
  this
• 44:54
  will
• 44:54
  help
• 44:55
  individually,
• 44:56
  everyone
• 44:57
  here,
• 44:57
  people
• 44:58
  want
• 44:58
  to
• 44:58
  win
• 44:58
  and
• 44:58
  people
• 44:58
  want
• 44:59
  to
• 44:59
  be
• 44:59
  on
• 44:59
  a
• 44:59
  winning
• 44:59
  team.
• 44:59
  So
• 44:59
  if
• 44:59
  you
• 45:00
  can
• 45:00
  say
• 45:00
  this
• 45:00
  will
• 45:00
  be
• 45:00
  a
• 45:01
  career
• 45:01
  making
• 45:01
  opportunity
• 45:02
  or
• 45:02
  financially
• 45:03
  worth
• 45:03
  it
• 45:03
  for
• 45:04
  you
• 45:04
  at
• 45:04
  the
• 45:04
  end
• 45:04
  when
• 45:04
  we
• 45:04
  do
• 45:05
  this,
• 45:05
  it's
• 45:05
  like,
• 45:05
  now
• 45:06
  there's
• 45:06
  something
• 45:06
  that
• 45:07
  people
• 45:07
  are
• 45:07
  going
• 45:07
  towards,
• 45:08
  like
• 45:08
  working
• 45:08
  towards.
• 45:09
  Absolutely.
• 45:09
  And
• 45:09
  I've
• 45:10
  advised
• 45:10
  many
• 45:11
  leadership
• 45:11
  teams
• 45:11
  on
• 45:11
  this
• 45:11
  in
• 45:11
  my
• 45:12
  career,
• 45:12
  mainly
• 45:12
  in
• 45:12
  corporate.
• 45:13
  The
• 45:14
  team
• 45:14
  can
• 45:14
  tell
• 45:14
  when
• 45:14
  you're
• 45:14
  adjusting
• 45:15
  the
• 45:15
  strategy
• 45:15
  because
• 45:15
  you
• 45:15
  stop
• 45:16
  disappearing
• 45:16
  into
• 45:16
  the
• 45:16
  rooms
• 45:17
  and
• 45:17
  the
• 45:17
  blinds
• 45:18
  close
• 45:18
  and
• 45:18
  whatever
• 45:18
  else.
• 45:19
  Like,
• 45:19
  people
• 45:20
  have
• 45:20
  eyes
• 45:20
  and
• 45:21
  they've
• 45:21
  seen
• 45:21
  this,
• 45:22
  they've
• 45:22
  seen
• 45:22
  this
• 45:22
  movie
• 45:23
  before.
• 45:23
  If
• 45:23
  you
• 45:24
  don't
• 45:24
  tell
• 45:24
  them
• 45:24
  what
• 45:25
  the
• 45:25
  plan
• 45:25
  is,
• 45:25
  they
• 45:26
  will
• 45:26
  always
• 45:26
  assume
• 45:26
  the
• 45:26
  worst,
• 45:27
  both
• 45:27
  in
• 45:27
  terms
• 45:27
  of
• 45:27
  the
• 45:28
  company
• 45:28
  as
• 45:28
  well
• 45:28
  as,
• 45:28
  you
• 45:28
  know,
• 45:29
  their
• 45:29
  role
• 45:30
  in
• 45:30
  it.
• 45:30
  And
• 45:30
  then
• 45:31
  it
• 45:31
  becomes
• 45:31
  a
• 45:31
  harder.
• 45:32
  A
• 45:32
  harder
• 45:32
  thing
• 45:33
  to.
• 45:33
  To
• 45:33
  rescue.
• 45:34
  So,
• 45:35
  yeah,
• 45:36
  big,
• 45:36
  big
• 45:36
  fan
• 45:37
  of
• 45:37
  clarity
• 45:37
  of
• 45:38
  strategy
• 45:38
  and
• 45:39
  leadership.
• 45:40
  Even
• 45:40
  if.
• 45:41
  And
• 45:41
  it
• 45:41
  all
• 45:41
  comes
• 45:42
  back
• 45:42
  to.
• 45:42
  There's
• 45:43
  a
• 45:43
  theme
• 45:43
  developing
• 45:43
  here,
• 45:43
  Frank,
• 45:44
  of
• 45:44
  like,
• 45:44
  approaching
• 45:45
  the
• 45:45
  difficult
• 45:46
  conversations
• 45:46
  and
• 45:46
  not
• 45:46
  avoiding
• 45:47
  them.
• 45:47
  Because
• 45:47
  it
• 45:47
  could
• 45:48
  be
• 45:48
  a
• 45:48
  difficult
• 45:48
  conversation
• 45:49
  if
• 45:49
  the
• 45:49
  employees
• 45:49
  don't
• 45:49
  like
• 45:49
  where
• 45:49
  you're
• 45:50
  taking
• 45:50
  the
• 45:50
  company.
• 45:51
  But
• 45:51
  better
• 45:51
  to
• 45:51
  have
• 45:51
  that
• 45:52
  now
• 45:52
  so
• 45:53
  that
• 45:53
  we
• 45:53
  can
• 45:54
  be
• 45:54
  clear
• 45:54
  about
• 45:54
  who's
• 45:54
  a
• 45:54
  match
• 45:55
  and
• 45:55
  who's
• 45:55
  not
• 45:55
  a
• 45:55
  match
• 45:55
  on
• 45:55
  both
• 45:56
  sides
• 45:56
  and
• 45:56
  then
• 45:57
  act
• 45:57
  appropriately
• 45:58
  on
• 45:58
  it.
• 45:59
  I
• 45:59
  want
• 45:59
  to
• 46:00
  be
• 46:01
  respectful
• 46:01
  of
• 46:01
  your
• 46:01
  time
• 46:02
  and
• 46:02
  get
• 46:02
  to
• 46:02
  a
• 46:03
  kind
• 46:03
  of
• 46:03
  golden
• 46:03
  question
• 46:03
  thing,
• 46:04
  because
• 46:04
  I've
• 46:04
  got
• 46:04
  a
• 46:04
  golden
• 46:04
  question
• 46:04
  that
• 46:05
  I
• 46:05
  share
• 46:05
  from
• 46:05
  the
• 46:05
  world
• 46:06
  of
• 46:06
  data,
• 46:06
  and
• 46:07
  that
• 46:07
  is
• 46:08
  when
• 46:08
  my
• 46:08
  teams
• 46:09
  are
• 46:09
  sitting
• 46:09
  side
• 46:09
  by
• 46:09
  side
• 46:09
  with
• 46:10
  People
• 46:10
  and
• 46:10
  they're
• 46:10
  showing
• 46:10
  how
• 46:11
  they
• 46:11
  pull
• 46:11
  the
• 46:11
  monthly
• 46:11
  KPIs
• 46:12
  or
• 46:12
  the
• 46:13
  quarterly
• 46:13
  board
• 46:13
  report
• 46:13
  or
• 46:14
  whatever
• 46:14
  it
• 46:14
  might
• 46:14
  be.
• 46:15
  Often
• 46:15
  they'll
• 46:15
  open
• 46:15
  a
• 46:16
  spreadsheet,
• 46:16
  they'll
• 46:17
  paste
• 46:17
  that
• 46:17
  somebody
• 46:18
  else's,
• 46:18
  they'll
• 46:19
  control
• 46:19
  csl,
• 46:20
  and
• 46:20
  then
• 46:20
  they'll
• 46:20
  control
• 46:20
  via
• 46:21
  into
• 46:21
  their
• 46:21
  own
• 46:21
  spreadsheet
• 46:22
  or
• 46:22
  into
• 46:22
  a
• 46:22
  PowerPoint
• 46:22
  or
• 46:23
  whatever
• 46:23
  else.
• 46:24
  So
• 46:24
  the
• 46:24
  goal
• 46:24
  in
• 46:24
  question
• 46:24
  of
• 46:25
  Data
• 46:25
  Advisory
• 46:26
  is
• 46:27
  how
• 46:27
  do
• 46:27
  you
• 46:27
  know
• 46:27
  that
• 46:27
  number
• 46:27
  is
• 46:28
  correct?
• 46:30
  Right.
• 46:31
  And
• 46:31
  usually
• 46:32
  it's
• 46:32
  a
• 46:32
  bit
• 46:32
  of
• 46:32
  a
• 46:32
  showstopper
• 46:33
  and
• 46:33
  usually
• 46:34
  gets
• 46:34
  to
• 46:34
  some
• 46:34
  of
• 46:35
  the
• 46:35
  issues
• 46:35
  that
• 46:35
  are
• 46:35
  going
• 46:35
  on
• 46:35
  in
• 46:35
  the
• 46:36
  company.
• 46:36
  What
• 46:37
  is
• 46:37
  the
• 46:37
  equivalent
• 46:37
  in
• 46:38
  recruitment?
• 46:38
  So
• 46:38
  say
• 46:39
  there's
• 46:39
  an
• 46:39
  operating
• 46:39
  partner
• 46:40
  sitting
• 46:40
  in
• 46:40
  a
• 46:40
  board
• 46:40
  meeting
• 46:40
  right
• 46:41
  now
• 46:41
  and
• 46:42
  portfolio
• 46:42
  companies
• 46:42
  behind
• 46:43
  on
• 46:43
  value
• 46:43
  creation,
• 46:44
  and
• 46:45
  they
• 46:45
  know
• 46:45
  that
• 46:45
  people
• 46:46
  is
• 46:46
  a
• 46:46
  problem,
• 46:46
  but
• 46:46
  they
• 46:47
  can't
• 46:47
  prove
• 46:47
  it
• 46:47
  and
• 46:47
  can't
• 46:48
  quite
• 46:48
  make
• 46:48
  it
• 46:48
  tangible.
• 46:49
  Like,
• 46:49
  what
• 46:49
  are
• 46:49
  some
• 46:50
  of
• 46:50
  the
• 46:50
  questions
• 46:51
  that
• 46:51
  they
• 46:51
  should
• 46:51
  be
• 46:52
  asking
• 46:52
  that
• 46:52
  you
• 46:52
  would
• 46:53
  ask
• 46:53
  a
• 46:53
  CEO
• 46:53
  that
• 46:53
  they're
• 46:54
  probably
• 46:54
  not
• 46:54
  asking
• 46:54
  themselves?
• 46:57
  I
• 46:57
  would
• 46:58
  say
• 46:58
  from
• 46:59
  a
• 46:59
  data
• 46:59
  side,
• 47:00
  the
• 47:00
  data
• 47:00
  side.
• 47:01
  The
• 47:01
  first
• 47:01
  thing
• 47:01
  that
• 47:01
  most
• 47:01
  people
• 47:01
  don't
• 47:02
  measure
• 47:02
  is
• 47:02
  the
• 47:03
  quality
• 47:03
  of
• 47:03
  hire,
• 47:04
  which
• 47:05
  is
• 47:05
  like,
• 47:05
  60
• 47:05
  days
• 47:06
  in.
• 47:06
  Did
• 47:06
  we
• 47:07
  get
• 47:07
  a
• 47:07
  snapshot
• 47:07
  of,
• 47:07
  like,
• 47:07
  how
• 47:08
  good
• 47:08
  this
• 47:08
  person
• 47:08
  is
• 47:08
  based
• 47:08
  on
• 47:09
  feedback
• 47:09
  from
• 47:09
  them
• 47:09
  and
• 47:10
  the
• 47:10
  hiring
• 47:10
  manager?
• 47:13
  I
• 47:13
  wouldn't
• 47:13
  understand.
• 47:14
  Like,
• 47:14
  how
• 47:14
  do
• 47:14
  we.
• 47:15
  Yeah,
• 47:15
  I
• 47:15
  think,
• 47:15
  like,
• 47:16
  that
• 47:16
  actually
• 47:16
  that's
• 47:16
  what
• 47:17
  I
• 47:17
  was
• 47:17
  held
• 47:17
  to
• 47:17
  as
• 47:17
  a
• 47:17
  recruiter.
• 47:18
  It's
• 47:18
  like,
• 47:18
  it's
• 47:18
  not
• 47:19
  that
• 47:19
  we
• 47:19
  hired
• 47:19
  him,
• 47:19
  it's
• 47:20
  like,
• 47:20
  how
• 47:20
  did
• 47:20
  that
• 47:20
  work
• 47:20
  out?
• 47:21
  60
• 47:21
  days
• 47:21
  in,
• 47:22
  and
• 47:22
  what
• 47:22
  did
• 47:22
  we
• 47:22
  learn?
• 47:23
  Yeah,
• 47:24
  how
• 47:24
  do
• 47:24
  we
• 47:24
  measure
• 47:24
  quality
• 47:25
  of
• 47:25
  hire?
• 47:25
  I
• 47:26
  think
• 47:26
  that's
• 47:26
  a
• 47:26
  great
• 47:26
  question
• 47:26
  because
• 47:27
  I
• 47:27
  think
• 47:27
  in
• 47:28
  most
• 47:28
  cases,
• 47:28
  again,
• 47:29
  to
• 47:29
  go
• 47:29
  back
• 47:29
  to
• 47:29
  where
• 47:29
  we
• 47:29
  started,
• 47:30
  it
• 47:30
  would
• 47:30
  be,
• 47:30
  well,
• 47:31
  they
• 47:31
  pass
• 47:31
  probation
• 47:31
  and
• 47:32
  it's
• 47:32
  a
• 47:32
  binary
• 47:32
  yes
• 47:32
  or
• 47:33
  no.
• 47:33
  And
• 47:34
  actually
• 47:34
  it's
• 47:34
  a
• 47:34
  lot
• 47:34
  more
• 47:34
  nuanced
• 47:35
  than
• 47:35
  that
• 47:35
  per
• 47:35
  all
• 47:36
  the
• 47:36
  conversation
• 47:36
  that
• 47:36
  we've
• 47:37
  had
• 47:37
  so
• 47:37
  far
• 47:37
  in
• 47:37
  this
• 47:37
  episode.
• 47:38
  Yes.
• 47:39
  And
• 47:39
  oftentimes
• 47:40
  I
• 47:40
  like
• 47:40
  to
• 47:40
  have
• 47:40
  data
• 47:41
  leading
• 47:41
  up
• 47:41
  to
• 47:41
  that,
• 47:41
  which
• 47:41
  is
• 47:42
  like,
• 47:42
  check
• 47:42
  in.
• 47:42
  Like,
• 47:42
  how
• 47:42
  do
• 47:43
  we
• 47:43
  check
• 47:43
  in?
• 47:43
  How
• 47:43
  do
• 47:43
  we
• 47:43
  onboard
• 47:44
  and
• 47:44
  check
• 47:44
  in
• 47:44
  on,
• 47:45
  like,
• 47:45
  I
• 47:45
  have
• 47:46
  my
• 47:46
  leaders
• 47:46
  every
• 47:47
  Friday.
• 47:47
  They'd
• 47:48
  fill
• 47:48
  out,
• 47:48
  like,
• 47:48
  basically
• 47:48
  red,
• 47:48
  yellow,
• 47:49
  green.
• 47:49
  So
• 47:49
  I
• 47:49
  just,
• 47:50
  like,
• 47:50
  I
• 47:50
  don't
• 47:50
  need
• 47:50
  you
• 47:50
  to
• 47:50
  do
• 47:50
  a
• 47:50
  lot
• 47:51
  just
• 47:51
  on
• 47:51
  culture
• 47:51
  and
• 47:51
  skill.
• 47:52
  Like,
• 47:52
  how
• 47:52
  is
• 47:52
  this
• 47:52
  person
• 47:53
  performing?
• 47:53
  If
• 47:53
  I
• 47:54
  see
• 47:54
  a
• 47:54
  bunch
• 47:54
  of
• 47:54
  reds,
• 47:54
  I'm
• 47:55
  like,
• 47:55
  that's
• 47:55
  alarming.
• 47:56
  Yellows
• 47:56
  are
• 47:56
  not
• 47:56
  very
• 47:56
  good
• 47:57
  either.
• 47:57
  But
• 47:57
  green
• 47:58
  means,
• 47:58
  like,
• 47:58
  we're
• 47:59
  all
• 47:59
  good.
• 47:59
  And
• 48:00
  this
• 48:00
  is
• 48:00
  how
• 48:00
  you
• 48:00
  can
• 48:00
  proactively.
• 48:01
  It's
• 48:01
  like
• 48:01
  when
• 48:02
  you
• 48:02
  get
• 48:02
  to
• 48:02
  day
• 48:02
  60,
• 48:02
  it's
• 48:03
  like
• 48:03
  they
• 48:03
  mark
• 48:03
  them
• 48:03
  like,
• 48:03
  yeah,
• 48:03
  they're
• 48:04
  eight
• 48:04
  out
• 48:04
  of
• 48:04
  ten.
• 48:04
  I'm
• 48:04
  like,
• 48:04
  you
• 48:04
  have
• 48:05
  four
• 48:05
  reds
• 48:05
  over
• 48:05
  the
• 48:06
  past
• 48:06
  two
• 48:06
  months.
• 48:07
  Like,
• 48:07
  how
• 48:07
  are
• 48:07
  they?
• 48:08
  How
• 48:08
  are
• 48:09
  they
• 48:09
  an
• 48:09
  eight
• 48:09
  out
• 48:09
  of
• 48:09
  ten
• 48:10
  on
• 48:10
  the
• 48:11
  score?
• 48:11
  I
• 48:12
  love
• 48:12
  it.
• 48:12
  Yeah.
• 48:13
  You're
• 48:13
  a
• 48:13
  data
• 48:13
  guy
• 48:13
  as
• 48:13
  well,
• 48:13
  Frank,
• 48:14
  obviously.
• 48:14
  Because
• 48:14
  it's
• 48:15
  like,
• 48:15
  it's
• 48:16
  the
• 48:16
  same
• 48:16
  thing
• 48:16
  for
• 48:16
  me,
• 48:16
  right?
• 48:17
  Business
• 48:17
  KPIs
• 48:18
  for
• 48:18
  how
• 48:18
  you're
• 48:18
  measuring
• 48:19
  a
• 48:19
  business.
• 48:19
  Like,
• 48:19
  like,
• 48:20
  too
• 48:20
  often
• 48:20
  people
• 48:20
  aren't
• 48:20
  measuring
• 48:21
  the
• 48:21
  right
• 48:21
  things
• 48:22
  in
• 48:22
  the
• 48:22
  first
• 48:22
  place.
• 48:23
  And
• 48:23
  quality
• 48:23
  of
• 48:24
  hiring,
• 48:24
  if
• 48:24
  the
• 48:25
  answer
• 48:25
  is
• 48:25
  did
• 48:25
  they
• 48:25
  pass
• 48:25
  probation
• 48:26
  or
• 48:26
  not,
• 48:26
  then
• 48:27
  that's
• 48:28
  very
• 48:29
  low
• 48:29
  sensitivity
• 48:30
  for
• 48:31
  such
• 48:31
  a
• 48:31
  critical
• 48:32
  thing.
• 48:32
  Such
• 48:32
  a
• 48:32
  critical
• 48:33
  thing
• 48:33
  in
• 48:33
  a
• 48:33
  company.
• 48:34
  I
• 48:34
  agree.
• 48:35
  Yeah.
• 48:35
  I
• 48:35
  love
• 48:35
  it.
• 48:36
  I
• 48:36
  love
• 48:36
  it.
• 48:36
  So,
• 48:37
  Frank,
• 48:37
  thanks
• 48:37
  so
• 48:37
  much
• 48:38
  for
• 48:38
  coming
• 48:39
  on.
• 48:39
  I
• 48:39
  think
• 48:39
  there's
• 48:39
  a
• 48:39
  bunch
• 48:39
  of
• 48:40
  PE
• 48:40
  operating
• 48:40
  partners
• 48:41
  and
• 48:41
  PE
• 48:42
  firms
• 48:42
  that
• 48:42
  are
• 48:42
  going
• 48:42
  to
• 48:42
  be
• 48:42
  super
• 48:42
  interested
• 48:43
  in
• 48:43
  what
• 48:43
  you've
• 48:43
  got
• 48:43
  to
• 48:43
  say.
• 48:44
  Any
• 48:45
  route
• 48:45
  to
• 48:45
  value
• 48:45
  creation
• 48:46
  is
• 48:46
  a
• 48:46
  good
• 48:46
  one,
• 48:46
  but
• 48:47
  something
• 48:47
  critical
• 48:48
  as
• 48:48
  people,
• 48:49
  I
• 48:49
  think
• 48:49
  there
• 48:50
  are
• 48:50
  nowhere
• 48:50
  near
• 48:51
  enough
• 48:51
  experts
• 48:51
  in
• 48:51
  the
• 48:51
  world
• 48:52
  and
• 48:52
  I
• 48:53
  doubt
• 48:53
  that
• 48:53
  many
• 48:53
  companies
• 48:54
  are
• 48:54
  even
• 48:54
  measuring
• 48:54
  quality
• 48:55
  of
• 48:55
  high,
• 48:55
  never
• 48:55
  mind
• 48:55
  all
• 48:56
  the
• 48:56
  other
• 48:56
  great
• 48:56
  stuff
• 48:56
  that
• 48:57
  you
• 48:58
  do.
• 48:58
  So
• 48:58
  I'm
• 48:58
  very
• 48:58
  grateful
• 48:58
  for
• 48:59
  you
• 48:59
  coming
• 48:59
  on
• 48:59
  and
• 48:59
  sharing
• 48:59
  all
• 49:00
  those
• 49:00
  insights
• 49:01
  with
• 49:02
  the
• 49:02
  audience.
• 49:03
  For
• 49:03
  people
• 49:03
  that
• 49:03
  want
• 49:04
  to
• 49:04
  find
• 49:04
  you
• 49:05
  afterwards,
• 49:06
  where
• 49:06
  should
• 49:06
  they
• 49:07
  go
• 49:07
  to
• 49:07
  hear
• 49:07
  more
• 49:07
  about
• 49:08
  what
• 49:08
  Frank
• 49:08
  the
• 49:09
  Tank
• 49:09
  is
• 49:09
  up
• 49:09
  to
• 49:09
  and
• 49:09
  how
• 49:10
  Tank
• 49:10
  Recruiting
• 49:10
  can
• 49:10
  help
• 49:10
  the
• 49:11
  PE
• 49:11
  firm?
• 49:12
  Yeah,
• 49:12
  tankrecruiting.com
• 49:13
  would
• 49:14
  be
• 49:14
  for
• 49:15
  the
• 49:15
  website
• 49:15
  and
• 49:15
  then
• 49:16
  There
• 49:16
  is
• 49:16
  on
• 49:16
  YouTube
• 49:17
  under
• 49:18
  tank
• 49:18
  recruiting,
• 49:18
  there
• 49:18
  is
• 49:19
  a
• 49:19
  like
• 49:19
  a
• 49:20
  resource
• 49:20
  that
• 49:20
  we
• 49:20
  put
• 49:21
  together
• 49:21
  to
• 49:21
  walk
• 49:21
  through
• 49:21
  our
• 49:22
  whole
• 49:22
  process.
• 49:22
  It's
• 49:23
  37
• 49:23
  minutes,
• 49:24
  but
• 49:24
  if
• 49:24
  anyone
• 49:25
  wanted
• 49:25
  to
• 49:25
  send
• 49:25
  it
• 49:25
  to
• 49:25
  their
• 49:25
  HR
• 49:26
  leaders
• 49:26
  to
• 49:26
  develop
• 49:27
  them,
• 49:27
  that'd
• 49:27
  be
• 49:27
  a
• 49:27
  good
• 49:27
  introduction
• 49:28
  to
• 49:29
  how
• 49:29
  we
• 49:29
  operate.
• 49:30
  Yeah.
• 49:30
  And
• 49:30
  from
• 49:30
  what
• 49:30
  I
• 49:31
  know
• 49:31
  about
• 49:31
  your
• 49:31
  approach
• 49:32
  and,
• 49:32
  you
• 49:33
  know,
• 49:33
  your
• 49:33
  own
• 49:33
  discretionary
• 49:34
  effort,
• 49:34
  Frank,
• 49:34
  I've
• 49:34
  no
• 49:35
  doubt
• 49:35
  that
• 49:35
  that
• 49:35
  37
• 49:35
  minutes
• 49:36
  is
• 49:36
  packed
• 49:36
  full
• 49:36
  of
• 49:36
  a
• 49:36
  whole
• 49:37
  lot
• 49:37
  of
• 49:37
  free
• 49:37
  value
• 49:37
  for
• 49:37
  people
• 49:38
  as
• 49:38
  well.
• 49:38
  So
• 49:39
  we
• 49:39
  also
• 49:40
  provided
• 49:40
  a
• 49:40
  free
• 49:40
  workbook.
• 49:41
  So,
• 49:41
  like.
• 49:41
  Yes.
• 49:42
  But
• 49:42
  I
• 49:42
  appreciate
• 49:42
  you
• 49:42
  saying
• 49:42
  that.
• 49:43
  We
• 49:43
  tried
• 49:43
  our
• 49:43
  best
• 49:44
  to
• 49:44
  put
• 49:44
  everything
• 49:44
  we
• 49:45
  know
• 49:45
  out
• 49:45
  there
• 49:45
  for
• 49:46
  you
• 49:46
  to
• 49:46
  follow.
• 49:47
  So
• 49:47
  love
• 49:47
  it.
• 49:47
  Love
• 49:48
  the
• 49:48
  approach.
• 49:48
  I'm
• 49:48
  a
• 49:49
  big
• 49:49
  fan
• 49:49
  and
• 49:49
  follower
• 49:49
  of
• 49:49
  it
• 49:50
  myself.
• 49:50
  So
• 49:50
  we'll
• 49:51
  make
• 49:51
  sure
• 49:51
  that
• 49:51
  we
• 49:51
  link
• 49:51
  it
• 49:52
  down
• 49:52
  below
• 49:52
  in
• 49:53
  the
• 49:53
  episode
• 49:53
  description.
• 49:54
  But
• 49:54
  thanks
• 49:54
  so
• 49:55
  much
• 49:55
  for
• 49:55
  coming
• 49:55
  on
• 49:56
  and
• 49:56
  for,
• 49:56
  as
• 49:56
  always,
• 49:57
  an
• 49:57
  awesome
• 49:57
  chat
• 49:57
  and
• 49:57
  I
• 49:57
  look
• 49:57
  forward
• 49:58
  to
• 49:58
  talking
• 49:58
  to
• 49:58
  you
• 49:58
  again
• 49:58
  very
• 49:58
  soon.
• 49:59
  Thank
• 49:59
  you.
• 49:59
  It
• 50:00
  was
• 50:00
  a
• 50:00
  pleasure.
• 50:00
  All
• 50:00
  right,
• 50:01
  take
• 50:01
  care,
• 50:01
  Frank.
• 50:02
  You
• 50:02
  too.
• 50:02
  See
• 50:02
  ya.
• 50:03
  Thanks
• 50:03
  for
• 50:03
  listening
• 50:04
  to
• 50:04
  the
• 50:04
  PE
• 50:04
  Data
• 50:05
  guy.
• 50:05
  The
• 50:06
  place
• 50:06
  where
• 50:06
  private
• 50:06
  Equity
• 50:07
  meets
• 50:07
  data.
• 50:08
  Please
• 50:08
  forward
• 50:08
  this
• 50:09
  episode
• 50:09
  to
• 50:09
  your
• 50:09
  favorite
• 50:10
  private
• 50:10
  equity
• 50:10
  friend.
• 50:11
  Thanks
• 50:12
  for
• 50:12
  listening.
• 50:13
  See
• 50:13
  you
• 50:13
  next
• 50:13
  time.