Latest / #WisdomOfWomen Show / Navigating Financial Success: Strategies for Women Founders with Priya Chanduraj

Transcript

Navigating Financial Success: Strategies for Women Founders with Priya Chanduraj · #WisdomOfWomen Show

• 0:00
  Welcome
• 0:00
  to
• 0:01
  the
• 0:01
  Wisdom
• 0:01
  of
• 0:01
  Women
• 0:02
  Show.
• 0:02
  We
• 0:02
  are
• 0:03
  dedicated
• 0:03
  to
• 0:04
  amplifying
• 0:04
  the
• 0:05
  voice
• 0:05
  of
• 0:06
  women
• 0:06
  in
• 0:07
  business.
• 0:08
  A
• 0:08
  new
• 0:08
  model
• 0:09
  of
• 0:09
  leadership
• 0:09
  is
• 0:09
  emerging
• 0:10
  and
• 0:11
  we
• 0:11
  are
• 0:11
  here
• 0:11
  to
• 0:12
  amplify
• 0:12
  the
• 0:13
  voices
• 0:13
  of
• 0:14
  women
• 0:14
  leading
• 0:15
  the
• 0:15
  way.
• 0:15
  I
• 0:16
  am
• 0:16
  your
• 0:16
  host
• 0:16
  Coco
• 0:17
  Selman,
• 0:17
  five
• 0:17
  time
• 0:18
  founder
• 0:18
  and
• 0:18
  IMPACT
• 0:19
  investors.
• 0:20
  I
• 0:20
  thank
• 0:21
  you
• 0:21
  for
• 0:21
  joining
• 0:21
  us
• 0:22
  today
• 0:22
  as
• 0:22
  we
• 0:22
  illuminate
• 0:23
  the
• 0:23
  path
• 0:23
  to
• 0:23
  unlocking
• 0:24
  opportunities
• 0:25
  and
• 0:25
  prosperity
• 0:26
  for
• 0:26
  women
• 0:26
  led
• 0:27
  enterprises
• 0:28
  by
• 0:28
  amplifying
• 0:29
  the
• 0:29
  voice
• 0:30
  and
• 0:30
  wisdom
• 0:30
  of
• 0:31
  women.
• 0:32
  Today
• 0:34
  we
• 0:34
  have
• 0:34
  a
• 0:35
  guest
• 0:35
  that
• 0:35
  I
• 0:35
  have
• 0:36
  been
• 0:36
  wanting
• 0:36
  to
• 0:37
  get
• 0:37
  on
• 0:37
  the
• 0:37
  show
• 0:37
  for
• 0:38
  two
• 0:38
  years.
• 0:38
  I'm
• 0:39
  so
• 0:39
  excited
• 0:40
  to
• 0:41
  finally
• 0:42
  have
• 0:43
  Priya
• 0:44
  Chandaraj
• 0:45
  who
• 0:45
  is
• 0:45
  a
• 0:45
  visionary
• 0:46
  finance
• 0:47
  executive
• 0:48
  and
• 0:48
  transformational
• 0:49
  leader
• 0:49
  redefining
• 0:50
  financial
• 0:51
  services
• 0:52
  for
• 0:52
  small
• 0:53
  and
• 0:53
  medium
• 0:53
  sized
• 0:54
  businesses,
• 0:55
  startups
• 0:55
  and
• 0:56
  PE
• 0:56
  backed
• 0:57
  firms.
• 0:57
  As
• 0:58
  President
• 0:58
  and
• 0:59
  CEO
• 0:59
  of
• 1:00
  Finteam1,
• 1:02
  she
• 1:02
  is
• 1:02
  revolutionizing
• 1:03
  outsourced
• 1:05
  finance,
• 1:05
  making
• 1:06
  enterprise
• 1:06
  level
• 1:07
  finance
• 1:07
  strategy,
• 1:08
  CFO
• 1:09
  services
• 1:09
  and
• 1:09
  accounting
• 1:10
  accessible
• 1:12
  and
• 1:12
  scalable
• 1:13
  for
• 1:13
  growth
• 1:13
  focused
• 1:14
  businesses
• 1:15
  with
• 1:16
  20
• 1:17
  plus
• 1:17
  years
• 1:17
  of
• 1:18
  experience
• 1:18
  in
• 1:18
  finance
• 1:19
  transformation
• 1:20
  and
• 1:20
  advisory
• 1:21
  across
• 1:21
  Fortune
• 1:22
  500s
• 1:22
  and
• 1:23
  scaling
• 1:23
  companies
• 1:24
  re
• 1:25
  transactional
• 1:27
  finance
• 1:28
  and
• 1:28
  strategic
• 1:29
  foresight.
• 1:31
  Priya's
• 1:32
  mission
• 1:32
  empower
• 1:33
  100,000
• 1:34
  SMBs
• 1:35
  globally
• 1:36
  unlocking
• 1:37
  a
• 1:37
  trillion
• 1:37
  dollars
• 1:38
  in
• 1:38
  value
• 1:38
  through
• 1:39
  tech
• 1:39
  driven
• 1:40
  data
• 1:40
  informed
• 1:41
  financial
• 1:42
  leadership.
• 1:44
  Under
• 1:45
  her
• 1:45
  guidance,
• 1:45
  Finteam1
• 1:46
  is
• 1:47
  more
• 1:47
  than
• 1:47
  a
• 1:47
  firm,
• 1:48
  it's
• 1:48
  a
• 1:48
  catalyst
• 1:48
  for
• 1:49
  growth,
• 1:49
  transparency
• 1:50
  and
• 1:50
  operational
• 1:51
  excellence.
• 1:52
  Priya
• 1:52
  is
• 1:52
  serving
• 1:53
  as
• 1:54
  President
• 1:54
  of
• 1:55
  FEI
• 1:55
  Boston.
• 1:56
  She's
• 1:56
  a
• 1:56
  Trustee
• 1:57
  of
• 1:57
  Regis
• 1:57
  College.
• 1:58
  She's
• 1:59
  on
• 1:59
  the
• 1:59
  Finance
• 1:59
  Committee
• 2:00
  with
• 2:00
  the
• 2:00
  Salvation
• 2:01
  army
• 2:01
  in
• 2:01
  Boston.
• 2:02
  She
• 2:02
  is
• 2:02
  a
• 2:03
  sought
• 2:03
  after
• 2:03
  speaker
• 2:04
  on
• 2:04
  financial
• 2:04
  innovation
• 2:05
  and
• 2:05
  inclusive
• 2:06
  leadership,
• 2:06
  committed
• 2:07
  to
• 2:07
  driving
• 2:07
  impact
• 2:08
  through
• 2:08
  governance,
• 2:09
  financial
• 2:09
  empowerment
• 2:10
  and
• 2:10
  community
• 2:11
  stewardship.
• 2:13
  So
• 2:13
  delighted
• 2:14
  to
• 2:14
  have
• 2:14
  you
• 2:14
  here
• 2:15
  Priya.
• 2:17
  Thank
• 2:17
  you
• 2:17
  Coco.
• 2:18
  I'm
• 2:19
  so
• 2:19
  glad
• 2:19
  to
• 2:19
  be
• 2:19
  here.
• 2:20
  I
• 2:20
  think
• 2:20
  this
• 2:20
  is
• 2:21
  one
• 2:21
  of
• 2:21
  those
• 2:21
  possible
• 2:22
  podcast
• 2:22
  I've
• 2:23
  been
• 2:23
  wanting
• 2:23
  to
• 2:23
  be
• 2:23
  on.
• 2:24
  So
• 2:24
  it's
• 2:25
  taken
• 2:25
  a
• 2:25
  long
• 2:25
  time
• 2:26
  for
• 2:26
  me
• 2:26
  to
• 2:27
  have
• 2:27
  the
• 2:27
  courage
• 2:27
  to
• 2:28
  be
• 2:28
  on
• 2:28
  your
• 2:28
  show.
• 2:29
  So
• 2:29
  I'm
• 2:29
  so
• 2:30
  glad
• 2:30
  to
• 2:30
  be
• 2:31
  here
• 2:31
  and
• 2:32
  I
• 2:32
  love
• 2:32
  everything
• 2:32
  that
• 2:33
  you're
• 2:33
  doing
• 2:33
  so
• 2:34
  I'm
• 2:34
  a
• 2:34
  true
• 2:34
  fan.
• 2:35
  Oh
• 2:36
  you're
• 2:36
  a
• 2:36
  dear.
• 2:36
  And
• 2:37
  I
• 2:37
  Priya
• 2:38
  and
• 2:38
  I
• 2:38
  met
• 2:39
  a
• 2:39
  couple
• 2:39
  of
• 2:39
  years
• 2:39
  ago
• 2:40
  at
• 2:40
  a
• 2:40
  How
• 2:40
  Women
• 2:41
  Lead
• 2:41
  event
• 2:42
  in
• 2:42
  Boston.
• 2:43
  It
• 2:43
  was
• 2:43
  a
• 2:43
  get
• 2:43
  on
• 2:43
  board
• 2:43
  event
• 2:44
  and
• 2:44
  we
• 2:44
  had
• 2:44
  such
• 2:45
  a
• 2:45
  nice
• 2:45
  time.
• 2:45
  We
• 2:45
  just
• 2:46
  stayed
• 2:46
  in
• 2:46
  touch
• 2:46
  and
• 2:47
  it
• 2:47
  was
• 2:47
  at
• 2:47
  a
• 2:47
  time
• 2:47
  when
• 2:48
  Priya
• 2:48
  was
• 2:48
  transitioning.
• 2:49
  It's
• 2:50
  so
• 2:50
  good
• 2:50
  to
• 2:51
  see
• 2:51
  all
• 2:51
  of
• 2:52
  your
• 2:52
  success
• 2:53
  and
• 2:53
  all
• 2:53
  of
• 2:53
  the
• 2:54
  good
• 2:54
  stuff
• 2:54
  that
• 2:54
  you
• 2:55
  have
• 2:55
  created
• 2:56
  in
• 2:56
  that
• 2:56
  time.
• 2:57
  So
• 2:57
  as
• 2:57
  we
• 2:58
  get
• 2:58
  started,
• 2:58
  I'd
• 2:59
  love
• 2:59
  to
• 2:59
  hear
• 3:00
  for
• 3:00
  our
• 3:00
  icebreaker
• 3:01
  question.
• 3:01
  What
• 3:02
  is
• 3:02
  one
• 3:02
  book
• 3:03
  written
• 3:03
  by
• 3:03
  a
• 3:03
  woman
• 3:04
  that
• 3:04
  has
• 3:05
  significantly
• 3:05
  influenced
• 3:06
  your
• 3:07
  life?
• 3:09
  I
• 3:09
  think
• 3:09
  a
• 3:09
  book
• 3:10
  that
• 3:10
  has
• 3:10
  left
• 3:11
  A
• 3:11
  lasting
• 3:11
  impression
• 3:12
  on
• 3:13
  me
• 3:13
  is
• 3:13
  actually
• 3:14
  two.
• 3:14
  One
• 3:15
  is
• 3:15
  how
• 3:15
  women
• 3:15
  lead,
• 3:16
  but
• 3:16
  the
• 3:17
  other
• 3:17
  one
• 3:17
  that's
• 3:17
  more
• 3:18
  close
• 3:18
  and
• 3:18
  dear
• 3:18
  to
• 3:19
  me
• 3:19
  is
• 3:19
  My
• 3:20
  Life
• 3:20
  Is
• 3:20
  Full
• 3:21
  by
• 3:21
  Indra
• 3:22
  Nooney.
• 3:23
  And
• 3:24
  she's,
• 3:24
  she's
• 3:25
  an
• 3:25
  immigrant
• 3:25
  woman
• 3:26
  navigating
• 3:27
  leadership,
• 3:28
  building
• 3:28
  her
• 3:28
  legacy
• 3:29
  and
• 3:29
  her
• 3:30
  story
• 3:30
  just
• 3:31
  spoke
• 3:31
  straight
• 3:31
  from
• 3:32
  the
• 3:32
  soul.
• 3:32
  Like
• 3:33
  it
• 3:33
  was
• 3:33
  very
• 3:33
  impactful.
• 3:34
  She's,
• 3:35
  she's
• 3:35
  not
• 3:35
  just
• 3:35
  a
• 3:35
  former
• 3:36
  CEO
• 3:36
  of
• 3:36
  PepsiCo.
• 3:37
  She
• 3:38
  was
• 3:38
  such
• 3:38
  a
• 3:38
  trailblazer
• 3:39
  at
• 3:39
  her
• 3:39
  era
• 3:40
  and
• 3:41
  how
• 3:41
  she
• 3:41
  defined
• 3:42
  what
• 3:42
  leadership
• 3:43
  meant.
• 3:43
  She
• 3:44
  was,
• 3:44
  you
• 3:44
  know,
• 3:45
  she
• 3:45
  was
• 3:45
  super
• 3:46
  intelligent,
• 3:47
  you
• 3:47
  know,
• 3:47
  empathetic,
• 3:48
  she
• 3:48
  was
• 3:49
  relentless.
• 3:49
  She
• 3:49
  had
• 3:50
  like
• 3:50
  the
• 3:50
  grit
• 3:51
  and
• 3:52
  I
• 3:52
  think
• 3:52
  it
• 3:52
  was
• 3:53
  balancing
• 3:54
  family
• 3:55
  culture,
• 3:56
  corporate
• 3:56
  ambition.
• 3:58
  So
• 3:58
  much
• 3:58
  of
• 3:58
  that
• 3:59
  I
• 3:59
  say
• 3:59
  would
• 3:59
  like
• 4:00
  mirror
• 4:00
  so
• 4:00
  much
• 4:01
  of
• 4:01
  what
• 4:01
  I've
• 4:01
  been
• 4:01
  experiencing
• 4:02
  throughout
• 4:02
  my
• 4:03
  career.
• 4:03
  And
• 4:03
  also
• 4:04
  building
• 4:04
  finteam
• 4:05
  one,
• 4:05
  supporting
• 4:06
  other
• 4:06
  businesses,
• 4:07
  especially
• 4:07
  women
• 4:08
  led
• 4:08
  businesses
• 4:09
  I
• 4:09
  feel
• 4:09
  super
• 4:10
  passionate
• 4:10
  about
• 4:11
  that
• 4:11
  aligns
• 4:12
  with
• 4:12
  what
• 4:12
  I
• 4:12
  do.
• 4:13
  And
• 4:13
  I
• 4:13
  admire
• 4:14
  how
• 4:15
  she
• 4:15
  was
• 4:15
  so
• 4:15
  unapologetic,
• 4:16
  energetically
• 4:17
  a
• 4:17
  champion
• 4:18
  for
• 4:18
  what
• 4:18
  she
• 4:18
  did.
• 4:19
  Even
• 4:19
  now
• 4:19
  when
• 4:20
  I
• 4:20
  listen
• 4:20
  to
• 4:20
  Masterclass
• 4:21
  series
• 4:21
  I'm
• 4:22
  like
• 4:22
  ah,
• 4:22
  something
• 4:23
  came
• 4:23
  from
• 4:23
  a
• 4:23
  book
• 4:24
  and
• 4:24
  how
• 4:24
  she
• 4:24
  empowered
• 4:25
  the
• 4:25
  next
• 4:25
  generation.
• 4:26
  I
• 4:26
  feel
• 4:26
  like
• 4:27
  she
• 4:27
  gave,
• 4:27
  she
• 4:28
  like,
• 4:28
  you
• 4:28
  know,
• 4:28
  she
• 4:29
  created
• 4:29
  her
• 4:30
  own
• 4:30
  stage,
• 4:31
  her
• 4:31
  own
• 4:31
  yardstick.
• 4:32
  That
• 4:32
  really
• 4:33
  resonates
• 4:33
  a
• 4:33
  lot
• 4:33
  with
• 4:34
  me
• 4:34
  that
• 4:34
  you
• 4:35
  don't
• 4:35
  need
• 4:35
  to
• 4:35
  follow
• 4:36
  something.
• 4:36
  You
• 4:36
  can
• 4:37
  create
• 4:37
  your
• 4:37
  own
• 4:37
  path
• 4:38
  in
• 4:38
  the
• 4:38
  way
• 4:39
  you
• 4:39
  want
• 4:39
  to
• 4:39
  do
• 4:39
  it
• 4:39
  with
• 4:40
  your
• 4:40
  background
• 4:41
  and
• 4:41
  your
• 4:41
  innovative
• 4:42
  way.
• 4:42
  I
• 4:43
  really
• 4:43
  love
• 4:43
  that.
• 4:44
  Priya
• 4:44
  Life
• 4:44
  in
• 4:45
  Full.
• 4:45
  That
• 4:45
  is
• 4:46
  a
• 4:46
  wonderful
• 4:47
  book.
• 4:47
  I'm
• 4:48
  so
• 4:48
  glad,
• 4:48
  glad
• 4:48
  you
• 4:48
  brought
• 4:49
  it
• 4:49
  up.
• 4:50
  It's
• 4:50
  such
• 4:50
  a
• 4:50
  great
• 4:51
  example
• 4:52
  of
• 4:53
  a,
• 4:54
  you
• 4:54
  know,
• 4:54
  beautifully
• 4:55
  actualized
• 4:55
  woman
• 4:56
  and
• 4:56
  you
• 4:57
  know,
• 4:57
  leading
• 4:57
  PepsiCo
• 4:59
  former
• 4:59
  CEO.
• 5:00
  It's,
• 5:00
  it's,
• 5:01
  it's
• 5:01
  a
• 5:01
  she,
• 5:02
  she
• 5:02
  made,
• 5:02
  she
• 5:02
  really
• 5:03
  made
• 5:03
  such
• 5:03
  a
• 5:03
  difference.
• 5:04
  She
• 5:04
  transformed
• 5:05
  PepsiCo
• 5:06
  and
• 5:06
  her
• 5:06
  leadership
• 5:07
  actually
• 5:08
  really
• 5:09
  it's
• 5:09
  the,
• 5:09
  it's
• 5:09
  that
• 5:10
  wisdom
• 5:10
  of
• 5:10
  women
• 5:10
  we're
• 5:11
  talking
• 5:11
  about.
• 5:11
  A
• 5:12
  new
• 5:12
  style
• 5:12
  of
• 5:13
  leadership
• 5:13
  is
• 5:14
  creating
• 5:14
  different
• 5:15
  changes,
• 5:16
  just
• 5:16
  what
• 5:16
  we
• 5:16
  need
• 5:16
  in
• 5:17
  this
• 5:17
  world
• 5:17
  today.
• 5:18
  So
• 5:19
  you
• 5:19
  decided
• 5:20
  to
• 5:21
  make
• 5:21
  a
• 5:21
  big
• 5:21
  leap
• 5:22
  out
• 5:22
  of
• 5:22
  the
• 5:23
  big
• 5:23
  corporate
• 5:24
  and
• 5:24
  create
• 5:25
  your
• 5:25
  own
• 5:25
  company
• 5:26
  and
• 5:26
  start
• 5:27
  this
• 5:27
  beautiful
• 5:29
  finteam
• 5:30
  one
• 5:30
  which
• 5:30
  has
• 5:31
  such
• 5:31
  a
• 5:31
  big
• 5:32
  vision.
• 5:33
  You
• 5:33
  mentioned
• 5:33
  before
• 5:34
  about
• 5:35
  your
• 5:35
  journey,
• 5:36
  the
• 5:36
  immigrant
• 5:37
  journey.
• 5:38
  Share
• 5:39
  with
• 5:39
  us
• 5:39
  how
• 5:40
  you
• 5:40
  got
• 5:40
  to
• 5:41
  this
• 5:41
  day
• 5:41
  and
• 5:42
  how
• 5:42
  your
• 5:43
  experience
• 5:44
  as
• 5:44
  an
• 5:44
  immigrant
• 5:45
  shaped
• 5:46
  you
• 5:47
  to
• 5:47
  where
• 5:47
  you
• 5:47
  are
• 5:48
  as
• 5:48
  a
• 5:48
  founder.
• 5:49
  What
• 5:49
  makes
• 5:49
  your
• 5:50
  journey
• 5:51
  specifically
• 5:51
  unique
• 5:52
  as
• 5:52
  you've
• 5:52
  gone
• 5:53
  through
• 5:53
  all
• 5:53
  that
• 5:53
  you
• 5:53
  have
• 5:54
  from
• 5:54
  India
• 5:55
  to
• 5:55
  here
• 5:55
  in
• 5:55
  the
• 5:56
  States.
• 5:57
  Yeah,
• 5:58
  so
• 5:58
  to
• 5:58
  be
• 5:58
  honest,
• 5:59
  a
• 5:59
  lot
• 5:59
  came
• 5:59
  from
• 6:00
  my
• 6:00
  upbringing.
• 6:01
  My
• 6:01
  dad
• 6:01
  was
• 6:02
  an
• 6:02
  entrepreneur
• 6:02
  truly
• 6:03
  in
• 6:03
  heart
• 6:03
  and
• 6:03
  spirit.
• 6:04
  So
• 6:04
  I
• 6:04
  think
• 6:04
  there's
• 6:05
  definitely
• 6:05
  that
• 6:05
  thread
• 6:06
  in
• 6:06
  me
• 6:07
  even
• 6:07
  through
• 6:07
  My
• 6:08
  professional
• 6:08
  journey,
• 6:09
  being
• 6:09
  in
• 6:09
  the
• 6:09
  finance
• 6:10
  and
• 6:10
  accounting
• 6:11
  world.
• 6:11
  When
• 6:11
  I
• 6:12
  came
• 6:12
  here,
• 6:12
  I
• 6:12
  never
• 6:13
  really
• 6:13
  thought
• 6:13
  I
• 6:14
  would
• 6:14
  start
• 6:14
  something
• 6:14
  on
• 6:15
  my
• 6:15
  own.
• 6:15
  I
• 6:15
  was
• 6:16
  like,
• 6:16
  okay,
• 6:16
  I
• 6:16
  mean,
• 6:16
  I'm
• 6:17
  going
• 6:17
  to
• 6:17
  be.
• 6:17
  I
• 6:17
  was
• 6:17
  in
• 6:17
  a
• 6:18
  global
• 6:18
  company,
• 6:18
  as
• 6:18
  you
• 6:19
  know,
• 6:19
  like
• 6:19
  before.
• 6:20
  And
• 6:20
  I
• 6:20
  was
• 6:21
  always
• 6:21
  like,
• 6:21
  oh,
• 6:21
  I
• 6:22
  work
• 6:22
  on
• 6:22
  this
• 6:22
  market,
• 6:23
  I
• 6:23
  work
• 6:23
  in
• 6:23
  this
• 6:24
  segment,
• 6:24
  this
• 6:24
  vertical
• 6:25
  and
• 6:25
  which
• 6:25
  business
• 6:26
  group
• 6:26
  do
• 6:26
  I
• 6:26
  work
• 6:27
  in?
• 6:27
  That
• 6:27
  was
• 6:27
  always
• 6:27
  a
• 6:28
  big
• 6:28
  part
• 6:28
  of
• 6:28
  me.
• 6:29
  I
• 6:29
  took
• 6:29
  a
• 6:29
  role
• 6:30
  at
• 6:30
  a
• 6:30
  startup
• 6:31
  as
• 6:32
  a
• 6:32
  cfo
• 6:32
  and
• 6:33
  I
• 6:33
  really
• 6:33
  saw
• 6:34
  firsthand
• 6:35
  the
• 6:35
  challenges
• 6:36
  of
• 6:37
  a
• 6:37
  finance
• 6:38
  organization.
• 6:39
  And
• 6:39
  having
• 6:40
  done
• 6:40
  large
• 6:40
  transformations
• 6:41
  at
• 6:42
  global
• 6:42
  organizations
• 6:43
  and
• 6:43
  going
• 6:43
  into
• 6:44
  a
• 6:44
  smaller
• 6:45
  company
• 6:46
  and
• 6:46
  really
• 6:46
  understanding
• 6:47
  like
• 6:47
  how
• 6:47
  they
• 6:48
  operate,
• 6:48
  like
• 6:49
  the,
• 6:49
  the,
• 6:50
  the
• 6:51
  information
• 6:51
  that
• 6:52
  they
• 6:52
  didn't
• 6:52
  have
• 6:52
  that
• 6:53
  they
• 6:53
  should
• 6:53
  have
• 6:53
  had,
• 6:53
  the
• 6:54
  processes
• 6:54
  and
• 6:54
  controls
• 6:55
  that
• 6:55
  we
• 6:55
  should
• 6:55
  be
• 6:56
  building,
• 6:56
  the
• 6:57
  people.
• 6:57
  And
• 6:58
  that's
• 6:58
  where
• 6:58
  I
• 6:58
  got
• 6:59
  the
• 6:59
  idea.
• 6:59
  I
• 6:59
  was
• 7:00
  inspired
• 7:00
  by
• 7:01
  taking
• 7:01
  what
• 7:01
  I've
• 7:02
  built,
• 7:02
  centers
• 7:03
  of
• 7:03
  excellence
• 7:03
  across
• 7:04
  the
• 7:04
  world
• 7:04
  and
• 7:05
  creating
• 7:05
  that
• 7:06
  framework
• 7:06
  for
• 7:06
  smaller
• 7:07
  companies
• 7:07
  because
• 7:08
  then
• 7:08
  they're
• 7:08
  more
• 7:08
  competitive
• 7:09
  and
• 7:09
  can't
• 7:10
  do
• 7:10
  it
• 7:10
  themselves.
• 7:11
  There's
• 7:11
  so
• 7:11
  much
• 7:11
  hesitation.
• 7:13
  The
• 7:13
  other
• 7:13
  option
• 7:13
  is
• 7:14
  they
• 7:14
  go
• 7:14
  to
• 7:14
  larger
• 7:14
  organizations.
• 7:15
  It's
• 7:16
  the
• 7:16
  service,
• 7:16
  it's
• 7:17
  the,
• 7:17
  the
• 7:17
  model.
• 7:18
  And
• 7:18
  it's
• 7:18
  always
• 7:19
  challenging
• 7:19
  because
• 7:19
  they
• 7:20
  can't
• 7:20
  pay
• 7:20
  that
• 7:20
  price.
• 7:21
  So
• 7:21
  it's
• 7:22
  really
• 7:22
  finding
• 7:22
  the
• 7:23
  right
• 7:23
  solution.
• 7:23
  To
• 7:24
  me,
• 7:24
  that
• 7:24
  was
• 7:24
  my
• 7:24
  starting
• 7:25
  point.
• 7:26
  But
• 7:26
  also
• 7:27
  I
• 7:27
  think
• 7:27
  of
• 7:27
  the
• 7:27
  next
• 7:28
  generation
• 7:28
  of
• 7:29
  where
• 7:29
  we
• 7:29
  are
• 7:29
  going
• 7:30
  as
• 7:30
  an
• 7:31
  industry
• 7:32
  with
• 7:32
  technology
• 7:33
  enabling
• 7:33
  us.
• 7:34
  It
• 7:34
  is
• 7:34
  a
• 7:34
  global
• 7:34
  platform
• 7:35
  for
• 7:35
  people.
• 7:35
  Like
• 7:36
  when
• 7:36
  you
• 7:36
  use,
• 7:36
  when
• 7:37
  you
• 7:37
  go
• 7:37
  to
• 7:37
  even
• 7:37
  ChatGPT,
• 7:38
  go
• 7:38
  to
• 7:39
  some
• 7:39
  of
• 7:39
  these,
• 7:39
  explore
• 7:40
  GPT.
• 7:41
  People
• 7:41
  have
• 7:41
  built
• 7:42
  these
• 7:42
  from
• 7:42
  different
• 7:42
  parts
• 7:43
  of
• 7:43
  the
• 7:43
  world.
• 7:43
  You
• 7:43
  don't
• 7:43
  even
• 7:43
  know
• 7:44
  where
• 7:44
  they
• 7:44
  are,
• 7:44
  but
• 7:45
  you
• 7:45
  leverage
• 7:45
  them
• 7:45
  here
• 7:46
  today.
• 7:47
  Think
• 7:47
  about
• 7:47
  that
• 7:48
  same
• 7:48
  kind
• 7:49
  of
• 7:50
  revolution
• 7:50
  for
• 7:51
  financial
• 7:52
  services.
• 7:53
  And
• 7:53
  that's
• 7:53
  really
• 7:53
  where
• 7:54
  I've
• 7:54
  been
• 7:55
  really
• 7:55
  thinking
• 7:56
  more
• 7:56
  and
• 7:56
  more
• 7:56
  up
• 7:57
  and
• 7:57
  which
• 7:57
  was
• 7:58
  where
• 7:58
  I
• 7:59
  got
• 7:59
  the
• 7:59
  whole
• 8:00
  idea.
• 8:00
  And
• 8:00
  that
• 8:01
  excites
• 8:01
  me
• 8:01
  to
• 8:01
  push
• 8:02
  myself
• 8:02
  every
• 8:02
  day
• 8:03
  to
• 8:03
  be
• 8:03
  innovative,
• 8:04
  to
• 8:04
  really
• 8:05
  provide
• 8:05
  financial
• 8:06
  services
• 8:06
  across
• 8:07
  borders
• 8:09
  and
• 8:09
  make
• 8:09
  sure
• 8:10
  that
• 8:10
  companies
• 8:11
  get
• 8:11
  what
• 8:11
  they
• 8:11
  want
• 8:11
  to
• 8:12
  get,
• 8:12
  irrespective
• 8:13
  of
• 8:14
  where
• 8:14
  the
• 8:14
  talent
• 8:15
  is.
• 8:15
  Kind
• 8:15
  of
• 8:15
  go
• 8:16
  and
• 8:16
  find
• 8:16
  the
• 8:16
  right
• 8:17
  talent
• 8:17
  for
• 8:17
  what
• 8:18
  they
• 8:18
  need
• 8:18
  at
• 8:18
  the
• 8:18
  right
• 8:19
  time,
• 8:19
  they'd
• 8:20
  be
• 8:20
  able
• 8:20
  to
• 8:20
  be
• 8:20
  successful.
• 8:21
  Like,
• 8:22
  you
• 8:22
  know,
• 8:22
  you
• 8:23
  know
• 8:23
  the
• 8:23
  metrics.
• 8:24
  If
• 8:24
  companies
• 8:24
  don't
• 8:25
  have
• 8:25
  financial
• 8:26
  transparency
• 8:27
  and
• 8:27
  visibility,
• 8:28
  they
• 8:28
  make
• 8:29
  decisions
• 8:29
  more
• 8:30
  emotionally
• 8:30
  without
• 8:31
  that
• 8:31
  information.
• 8:32
  And
• 8:32
  that's
• 8:33
  not
• 8:33
  right,
• 8:33
  like,
• 8:33
  because
• 8:34
  then
• 8:34
  you
• 8:34
  know
• 8:34
  that
• 8:35
  they're
• 8:35
  not
• 8:35
  in
• 8:35
  a
• 8:35
  successful
• 8:36
  path
• 8:37
  and
• 8:37
  they
• 8:37
  feel,
• 8:37
  you
• 8:38
  know,
• 8:38
  so
• 8:38
  really
• 8:39
  if
• 8:39
  I
• 8:39
  can
• 8:39
  help
• 8:39
  even
• 8:40
  1%
• 8:40
  of
• 8:41
  our
• 8:42
  SMB
• 8:42
  market
• 8:43
  to
• 8:43
  make
• 8:43
  better
• 8:43
  decisions
• 8:44
  with
• 8:44
  the
• 8:45
  tools
• 8:45
  and
• 8:46
  more,
• 8:46
  you
• 8:46
  know,
• 8:46
  using
• 8:47
  financial
• 8:48
  data,
• 8:49
  I
• 8:49
  would
• 8:49
  feel
• 8:49
  accomplished
• 8:50
  so
• 8:50
  that's
• 8:51
  really
• 8:51
  the
• 8:51
  goal,
• 8:51
  to
• 8:52
  make
• 8:52
  sure
• 8:52
  that
• 8:52
  whatever
• 8:53
  decisions
• 8:53
  they
• 8:54
  make,
• 8:54
  they're
• 8:54
  using
• 8:55
  the
• 8:55
  right
• 8:55
  information
• 8:56
  at
• 8:56
  their
• 8:57
  fingertips
• 8:57
  to
• 8:57
  make
• 8:58
  those
• 8:58
  decisions.
• 8:59
  Well,
• 9:00
  I
• 9:00
  love
• 9:00
  that.
• 9:00
  Having
• 9:01
  worked
• 9:01
  with
• 9:01
  founders,
• 9:02
  having
• 9:02
  been
• 9:02
  a
• 9:03
  founder
• 9:03
  myself
• 9:03
  multiple
• 9:04
  times,
• 9:05
  I've
• 9:05
  come
• 9:05
  to
• 9:06
  really
• 9:06
  learn
• 9:07
  and
• 9:07
  appreciate
• 9:09
  the
• 9:09
  difference
• 9:09
  between
• 9:10
  a
• 9:11
  bookkeeper,
• 9:12
  an
• 9:13
  accountant,
• 9:14
  a
• 9:14
  controller
• 9:16
  and
• 9:16
  a
• 9:16
  cfo.
• 9:18
  Yes.
• 9:18
  Right.
• 9:19
  And
• 9:20
  maybe
• 9:20
  you
• 9:20
  want
• 9:20
  to
• 9:20
  say
• 9:21
  a
• 9:21
  little
• 9:21
  bit
• 9:21
  about
• 9:21
  that.
• 9:22
  Absolutely.
• 9:24
  And
• 9:24
  I,
• 9:24
  I
• 9:25
  will
• 9:25
  say
• 9:25
  something
• 9:26
  that
• 9:26
  is
• 9:26
  so
• 9:26
  funny
• 9:27
  because
• 9:27
  I
• 9:27
  always
• 9:27
  say
• 9:28
  you
• 9:28
  could
• 9:28
  have
• 9:29
  a
• 9:29
  Porsche
• 9:30
  and
• 9:31
  you
• 9:31
  could
• 9:31
  have
• 9:32
  a
• 9:32
  person
• 9:32
  who
• 9:33
  doesn't
• 9:33
  know
• 9:33
  how
• 9:33
  to
• 9:33
  drive
• 9:33
  it.
• 9:34
  Yes,
• 9:35
  yes.
• 9:36
  Right.
• 9:36
  So
• 9:37
  you
• 9:37
  would
• 9:37
  have
• 9:38
  this
• 9:38
  amazing
• 9:39
  thing
• 9:39
  which
• 9:39
  would
• 9:40
  be
• 9:40
  a
• 9:40
  company,
• 9:40
  but
• 9:41
  you
• 9:41
  don't
• 9:41
  have
• 9:41
  the
• 9:42
  right
• 9:42
  skill
• 9:43
  set
• 9:43
  to
• 9:43
  navigate
• 9:44
  that.
• 9:44
  Another
• 9:45
  example
• 9:45
  is
• 9:45
  a
• 9:45
  wrong
• 9:46
  marriage
• 9:46
  with
• 9:47
  a
• 9:47
  bookkeeper.
• 9:48
  Because
• 9:48
  a
• 9:48
  bookkeeper,
• 9:49
  if
• 9:49
  you
• 9:49
  think
• 9:49
  about
• 9:49
  it,
• 9:49
  it's
• 9:50
  really
• 9:50
  after
• 9:50
  the
• 9:51
  fact,
• 9:51
  you're
• 9:52
  kind
• 9:52
  of
• 9:52
  sending
• 9:52
  all
• 9:53
  the
• 9:53
  documents
• 9:53
  and
• 9:53
  saying,
• 9:54
  okay,
• 9:54
  go
• 9:54
  record
• 9:54
  this.
• 9:55
  I
• 9:56
  feel
• 9:56
  like
• 9:56
  they're
• 9:56
  not
• 9:57
  adding
• 9:57
  any
• 9:57
  value.
• 9:58
  Like
• 9:58
  they're
• 9:58
  basically
• 9:59
  doing
• 9:59
  everything.
• 10:00
  It's
• 10:00
  post
• 10:00
  mortem.
• 10:01
  Right.
• 10:01
  But
• 10:02
  you
• 10:02
  need
• 10:02
  information
• 10:03
  real
• 10:03
  time.
• 10:03
  You
• 10:04
  need
• 10:04
  more
• 10:04
  information
• 10:05
  upfront
• 10:05
  in
• 10:05
  order
• 10:06
  to
• 10:06
  make
• 10:06
  some
• 10:06
  futuristic
• 10:07
  decisions
• 10:08
  that
• 10:08
  impact
• 10:08
  your
• 10:09
  business
• 10:09
  or
• 10:10
  your
• 10:10
  company.
• 10:11
  And
• 10:11
  that's
• 10:12
  where
• 10:13
  the,
• 10:13
  you
• 10:13
  know,
• 10:14
  whether
• 10:14
  it's
• 10:14
  a
• 10:14
  controller,
• 10:15
  whether
• 10:15
  it's
• 10:15
  a
• 10:15
  cfo,
• 10:16
  like,
• 10:16
  you
• 10:16
  know,
• 10:17
  those
• 10:17
  roles
• 10:17
  really
• 10:18
  play
• 10:18
  a
• 10:18
  key
• 10:18
  role
• 10:19
  because
• 10:19
  they
• 10:19
  truly
• 10:20
  are
• 10:20
  your
• 10:20
  business
• 10:21
  partner.
• 10:21
  On
• 10:21
  the
• 10:22
  financial
• 10:22
  side,
• 10:22
  it's
• 10:23
  like,
• 10:23
  you
• 10:23
  know,
• 10:23
  you
• 10:23
  have
• 10:23
  a
• 10:24
  Chro
• 10:24
  or
• 10:25
  a
• 10:25
  CRO
• 10:26
  or
• 10:26
  a
• 10:26
  cmo.
• 10:27
  It's
• 10:27
  the
• 10:27
  same
• 10:27
  logic.
• 10:28
  You're
• 10:28
  having
• 10:29
  this.
• 10:29
  I
• 10:29
  think,
• 10:30
  like
• 10:30
  that's.
• 10:30
  Those
• 10:31
  are
• 10:31
  the
• 10:31
  two
• 10:31
  examples.
• 10:31
  And
• 10:32
  the
• 10:32
  next
• 10:32
  thing
• 10:32
  I'm
• 10:32
  going
• 10:32
  to
• 10:33
  say
• 10:33
  is
• 10:34
  I
• 10:34
  think
• 10:34
  people
• 10:35
  today
• 10:36
  are,
• 10:37
  they
• 10:37
  want
• 10:37
  to
• 10:37
  work
• 10:37
  in
• 10:38
  such
• 10:38
  a
• 10:38
  model
• 10:39
  that
• 10:39
  they
• 10:39
  are
• 10:39
  experts
• 10:40
  at
• 10:40
  certain
• 10:40
  things,
• 10:41
  but
• 10:41
  they
• 10:41
  don't
• 10:42
  want
• 10:42
  to
• 10:42
  do
• 10:43
  every
• 10:43
  single
• 10:43
  thing
• 10:44
  right.
• 10:45
  So
• 10:45
  even
• 10:45
  if
• 10:45
  you
• 10:45
  take
• 10:46
  like
• 10:46
  a
• 10:46
  fractional
• 10:47
  cfo,
• 10:47
  they
• 10:48
  want
• 10:48
  to
• 10:48
  do
• 10:48
  the
• 10:49
  most
• 10:49
  strategic,
• 10:50
  the
• 10:50
  value
• 10:50
  add
• 10:50
  type
• 10:51
  of
• 10:51
  work.
• 10:51
  They
• 10:52
  don't
• 10:52
  want
• 10:52
  to
• 10:52
  be
• 10:52
  your
• 10:53
  controller
• 10:53
  or
• 10:53
  a
• 10:53
  bookkeeper.
• 10:54
  Yeah.
• 10:55
  And
• 10:55
  that's
• 10:55
  where
• 10:56
  we
• 10:57
  are
• 10:57
  really,
• 10:57
  that
• 10:58
  distinction
• 10:58
  company,
• 10:59
  where
• 10:59
  we
• 10:59
  are
• 11:00
  really
• 11:00
  looking
• 11:00
  at
• 11:00
  what
• 11:01
  does
• 11:01
  a
• 11:01
  company
• 11:01
  really
• 11:02
  need.
• 11:03
  We
• 11:03
  kind
• 11:03
  of
• 11:03
  build
• 11:04
  your
• 11:05
  back
• 11:05
  office
• 11:07
  in
• 11:07
  order
• 11:08
  to
• 11:08
  support
• 11:08
  you.
• 11:09
  So
• 11:09
  we'll
• 11:09
  have
• 11:09
  an
• 11:10
  accountant,
• 11:10
  we'll
• 11:10
  have
• 11:10
  an
• 11:11
  FP
• 11:11
  and
• 11:11
  a
• 11:11
  person,
• 11:11
  we'll
• 11:12
  have
• 11:12
  a
• 11:12
  treasurer
• 11:13
  if
• 11:13
  required.
• 11:13
  Like,
• 11:14
  you
• 11:14
  know,
• 11:14
  we
• 11:14
  have
• 11:14
  the
• 11:15
  right
• 11:15
  skill
• 11:15
  set
• 11:16
  in
• 11:16
  order
• 11:16
  for
• 11:17
  companies
• 11:17
  to
• 11:17
  scale.
• 11:18
  And
• 11:18
  I
• 11:18
  think
• 11:18
  that's
• 11:19
  what
• 11:19
  will
• 11:19
  make
• 11:19
  us,
• 11:20
  it
• 11:20
  will
• 11:20
  make
• 11:21
  us
• 11:21
  distinct
• 11:21
  and
• 11:21
  different
• 11:22
  compared
• 11:23
  to
• 11:23
  like,
• 11:23
  you
• 11:23
  know,
• 11:23
  distinguish
• 11:24
  us
• 11:24
  compared
• 11:24
  to
• 11:25
  other
• 11:25
  companies,
• 11:25
  because
• 11:26
  it's
• 11:27
  not
• 11:27
  like
• 11:27
  we're
• 11:27
  we're
• 11:28
  not
• 11:28
  staff
• 11:29
  augmenting
• 11:29
  people.
• 11:30
  We're
• 11:30
  really
• 11:30
  looking
• 11:30
  at
• 11:31
  this
• 11:31
  model
• 11:31
  more
• 11:31
  like
• 11:32
  okay,
• 11:32
  it's
• 11:32
  a
• 11:32
  fractional
• 11:33
  service,
• 11:33
  but
• 11:34
  the
• 11:34
  right
• 11:34
  service
• 11:34
  for
• 11:35
  the
• 11:35
  right
• 11:35
  time.
• 11:36
  And
• 11:36
  then
• 11:36
  we
• 11:36
  take
• 11:37
  take
• 11:37
  the
• 11:37
  onus
• 11:37
  of
• 11:38
  ensuring
• 11:38
  it's
• 11:39
  all
• 11:39
  delivery
• 11:40
  based.
• 11:40
  So
• 11:40
  we
• 11:40
  will
• 11:41
  make
• 11:41
  sure
• 11:41
  that
• 11:41
  you
• 11:41
  have
• 11:42
  the
• 11:42
  information
• 11:43
  and
• 11:43
  the
• 11:44
  deliverables
• 11:45
  for
• 11:45
  each
• 11:45
  of
• 11:45
  these
• 11:45
  areas.
• 11:46
  So
• 11:46
  that's
• 11:46
  what's
• 11:47
  different.
• 11:48
  Great.
• 11:49
  So
• 11:49
  I've
• 11:49
  heard
• 11:49
  you
• 11:50
  talk
• 11:50
  a
• 11:50
  lot
• 11:50
  about
• 11:51
  financial
• 11:52
  leadership
• 11:53
  and
• 11:54
  redefining
• 11:55
  the
• 11:56
  CFO
• 11:57
  and
• 11:57
  what
• 11:58
  that
• 11:58
  means.
• 11:59
  Tell
• 11:59
  us
• 11:59
  why
• 12:00
  the
• 12:00
  future
• 12:01
  of
• 12:02
  finance
• 12:03
  is
• 12:03
  really
• 12:05
  female
• 12:06
  and
• 12:07
  also
• 12:08
  why
• 12:08
  it's
• 12:09
  human.
• 12:11
  I'll
• 12:12
  talk
• 12:12
  about
• 12:12
  female
• 12:12
  later,
• 12:13
  but
• 12:13
  more
• 12:13
  about
• 12:13
  human
• 12:14
  first.
• 12:14
  And
• 12:15
  I
• 12:15
  think
• 12:15
  because
• 12:16
  leadership,
• 12:17
  to
• 12:17
  be
• 12:18
  honest,
• 12:18
  no
• 12:18
  matter
• 12:19
  how
• 12:19
  much
• 12:19
  any
• 12:20
  technology
• 12:21
  comes,
• 12:21
  I
• 12:21
  know
• 12:21
  Gen,
• 12:22
  AI,
• 12:22
  AI,
• 12:23
  you
• 12:23
  know,
• 12:23
  whatever.
• 12:24
  Leaders
• 12:25
  are
• 12:26
  built
• 12:26
  based
• 12:26
  on
• 12:27
  scenarios
• 12:27
  and
• 12:28
  experience.
• 12:28
  So
• 12:28
  I
• 12:28
  look
• 12:29
  at
• 12:29
  three
• 12:29
  things.
• 12:29
  Education,
• 12:30
  exposure
• 12:31
  and
• 12:31
  experience.
• 12:33
  These
• 12:33
  three
• 12:33
  key
• 12:34
  things
• 12:34
  make
• 12:35
  someone
• 12:35
  human
• 12:35
  and
• 12:36
  a
• 12:36
  better
• 12:36
  leader.
• 12:37
  There
• 12:38
  could
• 12:38
  be
• 12:38
  productivity
• 12:39
  increases
• 12:39
  for
• 12:40
  people
• 12:40
  in
• 12:40
  certain
• 12:41
  areas
• 12:41
  and
• 12:42
  accelerate
• 12:42
  their
• 12:43
  exposure
• 12:43
  or
• 12:44
  even
• 12:44
  their
• 12:44
  education.
• 12:45
  But
• 12:45
  their
• 12:45
  experience
• 12:46
  and
• 12:46
  their
• 12:46
  background,
• 12:47
  I
• 12:48
  don't
• 12:48
  think
• 12:48
  technology
• 12:49
  will
• 12:49
  augment
• 12:50
  it
• 12:50
  immediately.
• 12:51
  And
• 12:51
  I
• 12:51
  think
• 12:51
  that
• 12:51
  that's
• 12:52
  one.
• 12:52
  And
• 12:52
  then
• 12:52
  also
• 12:52
  with
• 12:53
  all
• 12:53
  of
• 12:53
  these
• 12:54
  technology
• 12:55
  advancements,
• 12:55
  I
• 12:56
  don't
• 12:56
  think
• 12:56
  for
• 12:56
  finance
• 12:57
  we
• 12:57
  are
• 12:58
  there
• 12:58
  where
• 12:58
  we
• 12:58
  can
• 12:59
  hand
• 12:59
  over
• 12:59
  and
• 13:00
  just
• 13:00
  go
• 13:00
  online
• 13:00
  and
• 13:01
  say
• 13:01
  okay,
• 13:01
  do
• 13:01
  everything
• 13:02
  by
• 13:02
  itself.
• 13:02
  We're
• 13:03
  not
• 13:03
  there
• 13:03
  yet.
• 13:03
  We
• 13:04
  would
• 13:04
  to
• 13:04
  be
• 13:05
  there
• 13:05
  but
• 13:05
  we
• 13:05
  know
• 13:05
  we're
• 13:06
  not
• 13:06
  there
• 13:06
  because
• 13:06
  of
• 13:06
  the
• 13:07
  sensitivity
• 13:07
  in
• 13:07
  their
• 13:08
  data
• 13:08
  and
• 13:08
  a
• 13:08
  lot
• 13:09
  of
• 13:09
  other
• 13:09
  information.
• 13:10
  So
• 13:10
  I
• 13:10
  think
• 13:10
  that's
• 13:11
  where
• 13:11
  the
• 13:11
  human
• 13:12
  aspect
• 13:12
  is.
• 13:13
  And
• 13:13
  I
• 13:13
  feel
• 13:13
  like
• 13:14
  women,
• 13:15
  I
• 13:15
  think
• 13:16
  there's
• 13:16
  definitely
• 13:17
  a
• 13:17
  huge
• 13:18
  shift
• 13:18
  of
• 13:18
  women
• 13:21
  leaders
• 13:22
  more
• 13:22
  than
• 13:22
  leaders.
• 13:22
  I
• 13:23
  think
• 13:23
  women
• 13:23
  in
• 13:23
  finances
• 13:24
  now
• 13:24
  you,
• 13:25
  you
• 13:25
  see
• 13:25
  a
• 13:25
  lot
• 13:26
  more
• 13:26
  women
• 13:27
  creating
• 13:27
  funds,
• 13:28
  being
• 13:28
  involved
• 13:29
  in
• 13:29
  investing
• 13:30
  and
• 13:30
  understanding
• 13:31
  that
• 13:32
  somehow
• 13:32
  that
• 13:32
  was
• 13:33
  not
• 13:33
  the
• 13:33
  decades
• 13:34
  ago
• 13:35
  but
• 13:35
  now
• 13:35
  you
• 13:35
  see
• 13:36
  shift
• 13:36
  a
• 13:36
  lot
• 13:37
  more.
• 13:37
  In
• 13:37
  fact,
• 13:38
  I
• 13:38
  think
• 13:39
  how
• 13:40
  women
• 13:40
  lead
• 13:40
  like
• 13:41
  I
• 13:41
  think
• 13:41
  they
• 13:41
  did
• 13:41
  an
• 13:41
  article
• 13:42
  where
• 13:42
  in
• 13:42
  the
• 13:42
  next
• 13:43
  Generation
• 13:44
  will
• 13:44
  have
• 13:44
  50
• 13:44
  plus
• 13:45
  percentage
• 13:46
  of
• 13:46
  wealth
• 13:46
  transferring
• 13:47
  to
• 13:48
  women.
• 13:48
  So
• 13:49
  they
• 13:49
  are
• 13:49
  being
• 13:50
  more
• 13:50
  financially
• 13:51
  savvy.
• 13:51
  They
• 13:52
  are
• 13:52
  investing
• 13:53
  their
• 13:53
  time
• 13:53
  and
• 13:53
  effort
• 13:54
  to
• 13:54
  understand
• 13:55
  financial
• 13:55
  literacy.
• 13:56
  They
• 13:56
  know
• 13:56
  that
• 13:57
  they
• 13:57
  would
• 13:57
  be
• 13:58
  better
• 13:58
  managing
• 13:59
  them
• 13:59
  and
• 13:59
  they
• 13:59
  have
• 14:00
  and
• 14:00
  they
• 14:01
  will
• 14:01
  be
• 14:01
  managing
• 14:01
  this
• 14:02
  right.
• 14:02
  So
• 14:03
  there
• 14:03
  is
• 14:03
  a
• 14:04
  wealth
• 14:04
  transfer
• 14:05
  to
• 14:05
  more
• 14:05
  women
• 14:06
  now.
• 14:06
  So
• 14:07
  I
• 14:07
  think
• 14:07
  that
• 14:08
  aspect
• 14:08
  is
• 14:09
  helping.
• 14:09
  That's
• 14:09
  why
• 14:10
  understanding
• 14:10
  the
• 14:11
  bottom
• 14:11
  line
• 14:11
  is
• 14:11
  important.
• 14:12
  Making
• 14:13
  financial
• 14:13
  decisions
• 14:14
  is
• 14:14
  more
• 14:14
  important.
• 14:15
  Whereas
• 14:15
  before
• 14:16
  that
• 14:16
  was
• 14:16
  not
• 14:17
  the
• 14:17
  case.
• 14:18
  And
• 14:18
  so
• 14:18
  as
• 14:18
  you
• 14:19
  see
• 14:19
  this
• 14:19
  happening
• 14:20
  and
• 14:20
  women
• 14:21
  coming
• 14:21
  into
• 14:22
  more
• 14:22
  financial
• 14:23
  power,
• 14:24
  what
• 14:24
  are
• 14:25
  you
• 14:25
  seeing
• 14:25
  in
• 14:25
  terms
• 14:26
  of
• 14:26
  how
• 14:26
  women
• 14:27
  are
• 14:27
  coming
• 14:27
  into
• 14:28
  financial
• 14:28
  power
• 14:28
  and
• 14:29
  legacy
• 14:29
  and
• 14:29
  how
• 14:30
  they're
• 14:30
  breaking
• 14:31
  the
• 14:31
  molds
• 14:32
  I
• 14:32
  know
• 14:33
  you
• 14:33
  talk
• 14:33
  about
• 14:33
  money
• 14:33
  myths
• 14:34
  sometimes.
• 14:35
  Maybe
• 14:35
  you
• 14:35
  could
• 14:36
  share
• 14:36
  a
• 14:36
  little
• 14:36
  bit
• 14:36
  about
• 14:36
  that.
• 14:38
  So
• 14:38
  I
• 14:39
  think
• 14:39
  one
• 14:40
  is
• 14:40
  generational
• 14:41
  wealth
• 14:41
  that
• 14:42
  they
• 14:42
  have,
• 14:42
  like,
• 14:42
  if
• 14:42
  they
• 14:43
  inherited
• 14:43
  wealth
• 14:44
  as
• 14:44
  well.
• 14:44
  Right.
• 14:44
  They
• 14:44
  are
• 14:45
  taking
• 14:45
  it
• 14:45
  to
• 14:45
  the
• 14:45
  next
• 14:46
  level
• 14:46
  to
• 14:46
  make
• 14:47
  sure
• 14:47
  that
• 14:47
  what
• 14:47
  they
• 14:48
  have
• 14:48
  can
• 14:48
  grow
• 14:49
  and
• 14:49
  scale.
• 14:50
  I
• 14:50
  think
• 14:50
  their
• 14:51
  approach
• 14:51
  is
• 14:51
  very
• 14:52
  different
• 14:52
  compared
• 14:53
  to
• 14:53
  some
• 14:53
  of
• 14:53
  the
• 14:53
  other
• 14:53
  people.
• 14:54
  I
• 14:54
  see
• 14:54
  such
• 14:54
  a
• 14:55
  drastic
• 14:55
  shift.
• 14:55
  I
• 14:55
  was
• 14:56
  on
• 14:56
  a
• 14:56
  certain
• 14:56
  conference
• 14:57
  called
• 14:57
  Dealmakers
• 14:58
  a
• 14:58
  couple
• 14:58
  of
• 14:58
  years
• 14:59
  ago.
• 14:59
  I
• 14:59
  counted
• 15:00
  the
• 15:00
  number
• 15:00
  of
• 15:00
  women
• 15:01
  in
• 15:01
  that
• 15:01
  room,
• 15:01
  and
• 15:02
  there
• 15:02
  were
• 15:02
  no
• 15:02
  more
• 15:02
  than
• 15:03
  10%
• 15:04
  in
• 15:04
  that
• 15:04
  room
• 15:05
  compared
• 15:05
  to,
• 15:05
  you
• 15:06
  know,
• 15:06
  and
• 15:06
  this
• 15:07
  year
• 15:07
  I
• 15:07
  think
• 15:07
  there
• 15:08
  was
• 15:08
  more
• 15:08
  than
• 15:08
  40%
• 15:09
  to
• 15:10
  me.
• 15:10
  So,
• 15:10
  yeah,
• 15:11
  so
• 15:11
  that
• 15:11
  itself
• 15:12
  says.
• 15:12
  And
• 15:12
  they
• 15:12
  have
• 15:13
  a.
• 15:13
  They
• 15:13
  have
• 15:13
  a
• 15:14
  great
• 15:14
  way
• 15:14
  of
• 15:14
  showcasing.
• 15:15
  It's
• 15:15
  like
• 15:15
  one
• 15:15
  third
• 15:16
  practitioners,
• 15:16
  one
• 15:17
  third
• 15:17
  sponsors,
• 15:17
  and
• 15:18
  one
• 15:18
  third
• 15:18
  entrepreneurs
• 15:19
  and
• 15:19
  investors.
• 15:20
  So
• 15:21
  when
• 15:21
  you
• 15:21
  look
• 15:21
  at
• 15:21
  that
• 15:22
  pool
• 15:22
  and
• 15:22
  I'm
• 15:22
  like,
• 15:23
  okay,
• 15:23
  if
• 15:23
  I
• 15:24
  say
• 15:24
  in
• 15:24
  each
• 15:24
  category
• 15:25
  there
• 15:25
  was
• 15:25
  30%
• 15:26
  more,
• 15:27
  that
• 15:27
  clearly
• 15:28
  showcases
• 15:29
  that
• 15:29
  women
• 15:29
  are
• 15:30
  in
• 15:30
  center
• 15:30
  stage.
• 15:31
  More.
• 15:31
  Right.
• 15:32
  In
• 15:32
  all
• 15:32
  categories,
• 15:33
  not
• 15:33
  just
• 15:33
  one
• 15:33
  area,
• 15:34
  because
• 15:34
  they're
• 15:34
  being
• 15:35
  providers,
• 15:35
  they're
• 15:36
  being,
• 15:36
  you
• 15:36
  know,
• 15:36
  you
• 15:36
  know,
• 15:37
  entrepreneurs.
• 15:38
  There's
• 15:38
  a
• 15:38
  whole
• 15:38
  rise
• 15:39
  in
• 15:39
  them
• 15:39
  as
• 15:40
  also
• 15:40
  investors
• 15:41
  and
• 15:41
  PE
• 15:41
  firms
• 15:42
  are,
• 15:42
  you
• 15:42
  know,
• 15:44
  have
• 15:44
  a
• 15:44
  lot
• 15:44
  more
• 15:44
  women.
• 15:45
  So
• 15:45
  I
• 15:45
  wouldn't
• 15:46
  say
• 15:46
  there's
• 15:46
  one
• 15:47
  area
• 15:47
  that
• 15:47
  they
• 15:47
  specialize
• 15:48
  in.
• 15:48
  I
• 15:49
  think
• 15:49
  they're
• 15:50
  in
• 15:50
  my,
• 15:50
  in
• 15:50
  my
• 15:51
  view,
• 15:51
  they
• 15:51
  require
• 15:51
  in
• 15:52
  all
• 15:52
  areas,
• 15:53
  because
• 15:53
  then
• 15:54
  you
• 15:54
  build
• 15:54
  that
• 15:54
  ecosystem
• 15:55
  like
• 15:55
  a
• 15:56
  trusted
• 15:56
  women
• 15:56
  network
• 15:57
  that
• 15:57
  they
• 15:58
  work
• 15:58
  with.
• 15:58
  It's
• 15:59
  like
• 15:59
  the
• 15:59
  buddy
• 15:59
  system,
• 16:00
  right?
• 16:00
  Like
• 16:00
  we
• 16:00
  like,
• 16:00
  oh,
• 16:01
  Coco,
• 16:01
  I
• 16:01
  need
• 16:02
  help.
• 16:02
  Like,
• 16:02
  you
• 16:02
  know,
• 16:02
  that's
• 16:03
  what
• 16:03
  we
• 16:03
  want
• 16:03
  to
• 16:03
  be
• 16:04
  able
• 16:04
  to
• 16:04
  build.
• 16:05
  And
• 16:05
  I
• 16:05
  think
• 16:05
  that
• 16:05
  only
• 16:06
  comes
• 16:06
  when
• 16:06
  they're
• 16:06
  in
• 16:07
  all
• 16:07
  areas,
• 16:08
  not
• 16:08
  just
• 16:08
  a
• 16:08
  few
• 16:09
  areas,
• 16:09
  because
• 16:10
  then
• 16:10
  it's.
• 16:10
  It's
• 16:11
  like,
• 16:11
  you
• 16:11
  know,
• 16:11
  you
• 16:11
  have
• 16:11
  a
• 16:11
  banker
• 16:12
  who's
• 16:12
  a
• 16:12
  woman,
• 16:13
  you
• 16:13
  know,
• 16:13
  you
• 16:13
  have
• 16:13
  the
• 16:14
  entrepreneur
• 16:14
  who
• 16:14
  can
• 16:15
  understand,
• 16:15
  and
• 16:16
  maybe
• 16:16
  they're
• 16:16
  all
• 16:17
  juggling
• 16:17
  their
• 16:17
  kids
• 16:18
  and
• 16:18
  stuff
• 16:18
  like
• 16:18
  that.
• 16:18
  They
• 16:19
  still
• 16:19
  can
• 16:19
  go
• 16:19
  for
• 16:19
  a
• 16:19
  walk
• 16:19
  and
• 16:20
  talk
• 16:20
  and
• 16:20
  close
• 16:20
  a
• 16:21
  deal
• 16:21
  instead
• 16:21
  of
• 16:21
  being
• 16:21
  on
• 16:21
  a
• 16:22
  golf
• 16:22
  course,
• 16:22
  for
• 16:23
  example.
• 16:23
  So
• 16:23
  I
• 16:23
  think
• 16:24
  you'll
• 16:24
  see
• 16:24
  a
• 16:25
  lot
• 16:25
  of
• 16:25
  those,
• 16:25
  A
• 16:26
  lot
• 16:26
  of,
• 16:26
  lot
• 16:26
  of
• 16:27
  people
• 16:27
  I
• 16:27
  hear
• 16:28
  about,
• 16:28
  like
• 16:28
  yoga
• 16:29
  classes,
• 16:29
  they
• 16:30
  do
• 16:31
  yoga
• 16:31
  together,
• 16:31
  you
• 16:32
  know,
• 16:32
  so
• 16:33
  you,
• 16:33
  you.
• 16:33
  You'll
• 16:33
  see
• 16:34
  the
• 16:34
  trend
• 16:34
  changing
• 16:35
  in
• 16:35
  var
• 16:36
  and
• 16:36
  not
• 16:36
  being,
• 16:37
  you
• 16:37
  know,
• 16:38
  in
• 16:38
  just
• 16:38
  a
• 16:38
  certain
• 16:38
  way.
• 16:39
  That's
• 16:39
  great.
• 16:40
  And
• 16:41
  so
• 16:41
  as.
• 16:41
  As
• 16:42
  you're
• 16:42
  seeing
• 16:42
  it,
• 16:42
  you
• 16:43
  know,
• 16:43
  or
• 16:43
  you
• 16:44
  and
• 16:44
  I
• 16:44
  are
• 16:44
  on
• 16:44
  the
• 16:45
  same
• 16:45
  page
• 16:45
  of
• 16:45
  promoting
• 16:46
  financial
• 16:46
  literacy
• 16:47
  and
• 16:47
  wealth
• 16:47
  creation
• 16:48
  for
• 16:48
  women.
• 16:49
  When
• 16:50
  you
• 16:50
  start
• 16:50
  working
• 16:51
  with
• 16:51
  entrepreneurs
• 16:52
  and
• 16:53
  they're
• 16:54
  getting
• 16:55
  their
• 16:55
  ducks
• 16:55
  in
• 16:55
  a
• 16:56
  row
• 16:56
  by
• 16:57
  using
• 16:57
  your
• 16:57
  services,
• 16:59
  what
• 16:59
  do
• 16:59
  you
• 16:59
  see
• 17:00
  as
• 17:01
  the
• 17:01
  big
• 17:01
  things
• 17:02
  that
• 17:03
  are
• 17:04
  holding
• 17:04
  them
• 17:04
  back
• 17:06
  because
• 17:06
  they
• 17:06
  don't
• 17:07
  have
• 17:07
  proper
• 17:08
  financial
• 17:08
  operations.
• 17:09
  What
• 17:09
  are
• 17:09
  the
• 17:09
  big
• 17:10
  things
• 17:10
  that
• 17:10
  you
• 17:10
  see
• 17:11
  they're
• 17:11
  glaring
• 17:11
  at?
• 17:12
  Boy,
• 17:13
  that's
• 17:13
  what
• 17:13
  we've
• 17:14
  got
• 17:14
  to
• 17:14
  help
• 17:14
  them
• 17:14
  with.
• 17:16
  I
• 17:16
  normally
• 17:16
  see
• 17:17
  they
• 17:17
  have
• 17:17
  this
• 17:18
  barrier
• 17:18
  in
• 17:19
  their
• 17:19
  mind
• 17:19
  about
• 17:21
  just
• 17:22
  accepting
• 17:22
  where
• 17:23
  they
• 17:23
  are
• 17:23
  financially.
• 17:26
  I
• 17:27
  always
• 17:27
  have
• 17:28
  to
• 17:28
  take
• 17:28
  a
• 17:28
  step
• 17:28
  back
• 17:29
  and
• 17:29
  say,
• 17:29
  okay,
• 17:30
  it
• 17:30
  doesn't
• 17:30
  matter.
• 17:30
  You
• 17:31
  just
• 17:31
  need
• 17:31
  to
• 17:31
  know
• 17:31
  where
• 17:32
  you
• 17:32
  are
• 17:32
  and
• 17:32
  where
• 17:32
  you
• 17:33
  want
• 17:33
  to
• 17:33
  go.
• 17:34
  That's
• 17:34
  how
• 17:34
  you
• 17:35
  can
• 17:35
  path
• 17:35
  away
• 17:36
  to
• 17:36
  scale
• 17:37
  up
• 17:37
  or
• 17:38
  be
• 17:38
  stagnant
• 17:38
  or
• 17:39
  whatever
• 17:39
  you
• 17:39
  want
• 17:39
  to
• 17:39
  do.
• 17:40
  But
• 17:40
  if
• 17:40
  you
• 17:40
  don't
• 17:40
  even
• 17:41
  know
• 17:41
  where
• 17:41
  you
• 17:41
  are,
• 17:42
  you
• 17:42
  know,
• 17:42
  you're
• 17:43
  kind
• 17:43
  of
• 17:43
  driving
• 17:43
  without
• 17:44
  knowing
• 17:44
  where
• 17:45
  the
• 17:45
  road
• 17:45
  takes
• 17:45
  you.
• 17:46
  You
• 17:47
  kind
• 17:47
  of
• 17:47
  want
• 17:47
  to
• 17:47
  be
• 17:48
  in
• 17:48
  charge
• 17:48
  when
• 17:48
  you're
• 17:49
  driving,
• 17:49
  right?
• 17:50
  Otherwise,
• 17:50
  that's
• 17:51
  when
• 17:51
  accidents
• 17:51
  happen.
• 17:51
  You
• 17:52
  had
• 17:52
  stress.
• 17:53
  You
• 17:53
  have
• 17:53
  all
• 17:53
  of
• 17:53
  these
• 17:54
  things.
• 17:54
  So
• 17:55
  I
• 17:55
  always
• 17:55
  say,
• 17:55
  think
• 17:56
  about
• 17:56
  your
• 17:56
  financial
• 17:57
  status.
• 17:58
  Whether
• 17:58
  it's
• 17:58
  personal
• 17:59
  or
• 17:59
  business,
• 18:00
  it's
• 18:00
  always
• 18:02
  know
• 18:02
  where
• 18:02
  you
• 18:02
  are
• 18:02
  and
• 18:02
  where
• 18:03
  you
• 18:03
  want
• 18:03
  to
• 18:03
  go,
• 18:03
  and
• 18:04
  always
• 18:04
  put
• 18:04
  in
• 18:04
  your
• 18:05
  guardrails,
• 18:05
  make
• 18:06
  sure
• 18:06
  your
• 18:06
  mirrors
• 18:07
  are
• 18:07
  working,
• 18:07
  make
• 18:08
  sure
• 18:08
  you
• 18:08
  can
• 18:08
  see
• 18:09
  the
• 18:09
  back
• 18:09
  and
• 18:09
  things
• 18:09
  like
• 18:10
  that.
• 18:10
  It's
• 18:10
  very
• 18:10
  simple.
• 18:11
  But
• 18:11
  I
• 18:11
  think
• 18:12
  people
• 18:12
  somehow,
• 18:13
  when
• 18:13
  it's
• 18:13
  finances,
• 18:14
  they
• 18:14
  are
• 18:14
  like,
• 18:15
  oh,
• 18:15
  my
• 18:15
  God,
• 18:15
  I
• 18:15
  don't
• 18:16
  know
• 18:16
  where
• 18:16
  I
• 18:16
  am.
• 18:16
  I've
• 18:17
  never
• 18:17
  done
• 18:17
  this.
• 18:17
  Like,
• 18:17
  I,
• 18:18
  you
• 18:18
  know,
• 18:18
  I
• 18:18
  think
• 18:19
  that's
• 18:19
  what
• 18:19
  I
• 18:19
  see
• 18:19
  most.
• 18:20
  Like,
• 18:20
  yeah,
• 18:21
  yeah,
• 18:22
  I
• 18:22
  think
• 18:22
  I
• 18:22
  see
• 18:22
  that
• 18:23
  most.
• 18:23
  And
• 18:24
  the
• 18:24
  other
• 18:24
  thing
• 18:24
  is
• 18:25
  they
• 18:25
  don't
• 18:26
  think
• 18:26
  it's
• 18:26
  worth
• 18:27
  their
• 18:27
  time
• 18:27
  to
• 18:28
  spend
• 18:28
  and
• 18:28
  do
• 18:28
  that.
• 18:29
  That's
• 18:29
  the
• 18:29
  other
• 18:29
  thing.
• 18:30
  I
• 18:30
  feel
• 18:30
  it.
• 18:31
  They're
• 18:31
  like,
• 18:31
  oh,
• 18:31
  no,
• 18:31
  no,
• 18:32
  no,
• 18:32
  it's
• 18:32
  not
• 18:32
  important.
• 18:32
  And
• 18:33
  I'm
• 18:33
  like,
• 18:34
  if
• 18:34
  you
• 18:34
  go
• 18:34
  to
• 18:35
  an
• 18:35
  investor,
• 18:36
  it's
• 18:36
  important.
• 18:37
  Everything
• 18:38
  you're
• 18:39
  going
• 18:39
  to
• 18:39
  tell
• 18:40
  is
• 18:40
  based
• 18:40
  on
• 18:40
  your
• 18:41
  finances.
• 18:41
  That's
• 18:42
  the
• 18:42
  story
• 18:42
  you
• 18:43
  need
• 18:43
  to
• 18:43
  spin
• 18:43
  all
• 18:44
  the
• 18:44
  time.
• 18:45
  So
• 18:45
  pay
• 18:45
  attention
• 18:46
  to
• 18:46
  it
• 18:46
  and
• 18:47
  spend
• 18:47
  the
• 18:47
  right
• 18:47
  amount
• 18:48
  of
• 18:48
  money.
• 18:48
  If
• 18:48
  you're
• 18:49
  anywhere
• 18:50
  between
• 18:50
  3%
• 18:51
  to
• 18:51
  7%
• 18:52
  of
• 18:52
  your
• 18:53
  cost
• 18:53
  is
• 18:54
  your
• 18:54
  finance
• 18:54
  and
• 18:54
  admin
• 18:55
  cost
• 18:55
  in
• 18:55
  order
• 18:55
  to
• 18:55
  manage
• 18:56
  your
• 18:56
  accounting
• 18:57
  operations.
• 18:58
  And
• 18:58
  you
• 18:58
  should
• 18:58
  constantly
• 18:59
  be
• 18:59
  evaluating.
• 19:00
  It
• 19:00
  doesn't
• 19:00
  matter
• 19:01
  if
• 19:01
  they're.
• 19:02
  They
• 19:02
  have
• 19:03
  someone
• 19:03
  like
• 19:03
  us
• 19:03
  do
• 19:04
  it.
• 19:04
  It's
• 19:04
  still
• 19:05
  an
• 19:05
  activity
• 19:05
  that
• 19:06
  needs
• 19:06
  to
• 19:06
  be
• 19:06
  done.
• 19:06
  Once
• 19:07
  you
• 19:07
  create
• 19:07
  an
• 19:07
  entity.
• 19:08
  Well,
• 19:09
  and
• 19:09
  I
• 19:09
  think
• 19:09
  it's
• 19:10
  for
• 19:10
  them
• 19:10
  to
• 19:11
  accept
• 19:11
  that.
• 19:12
  Well,
• 19:12
  and
• 19:12
  I
• 19:13
  think
• 19:13
  it's
• 19:15
  what
• 19:15
  you're
• 19:15
  saying
• 19:15
  is
• 19:16
  very
• 19:16
  deep,
• 19:17
  right?
• 19:17
  To
• 19:17
  accept
• 19:18
  where
• 19:18
  you
• 19:18
  are,
• 19:19
  to
• 19:21
  not
• 19:21
  live
• 19:21
  in
• 19:22
  denial
• 19:23
  to.
• 19:24
  To
• 19:25
  be
• 19:26
  when.
• 19:26
  When
• 19:26
  you're
• 19:27
  okay
• 19:28
  with
• 19:28
  where
• 19:28
  you
• 19:28
  are,
• 19:29
  whatever
• 19:29
  it
• 19:29
  is,
• 19:30
  you
• 19:30
  feel
• 19:31
  a
• 19:31
  lot
• 19:31
  better
• 19:31
  about
• 19:31
  taking
• 19:32
  a
• 19:32
  next
• 19:32
  step.
• 19:32
  But
• 19:32
  if
• 19:33
  you're
• 19:33
  totally
• 19:33
  resistant
• 19:34
  to
• 19:34
  where
• 19:34
  you
• 19:35
  Are
• 19:36
  right,
• 19:36
  you
• 19:37
  can't.
• 19:38
  Right,
• 19:39
  you
• 19:39
  really
• 19:39
  don't
• 19:39
  know.
• 19:40
  You
• 19:40
  really
• 19:40
  can't
• 19:41
  imagine
• 19:41
  what
• 19:41
  the
• 19:41
  right
• 19:42
  next
• 19:42
  step
• 19:42
  is
• 19:42
  because
• 19:43
  you
• 19:43
  don't
• 19:43
  even
• 19:43
  know
• 19:43
  where
• 19:44
  you
• 19:44
  are.
• 19:44
  And
• 19:45
  so
• 19:45
  how
• 19:45
  do
• 19:45
  you
• 19:45
  help
• 19:46
  companies
• 19:47
  get
• 19:47
  through
• 19:48
  what's
• 19:48
  the
• 19:49
  physical
• 19:49
  journey
• 19:50
  and
• 19:50
  what's
• 19:50
  the
• 19:50
  emotional
• 19:51
  journey
• 19:52
  for
• 19:52
  the
• 19:53
  team?
• 19:53
  The
• 19:53
  physical
• 19:54
  journey
• 19:54
  for
• 19:54
  the
• 19:55
  team
• 19:55
  is
• 19:55
  minimal.
• 19:56
  It's
• 19:56
  mostly
• 19:57
  the
• 19:57
  emotional.
• 19:58
  Trust
• 19:58
  me.
• 19:58
  It's
• 19:59
  really
• 20:00
  pulling
• 20:00
  teeth
• 20:01
  for
• 20:01
  them
• 20:01
  to
• 20:02
  give
• 20:02
  you
• 20:02
  information.
• 20:03
  The
• 20:03
  minute
• 20:03
  we
• 20:04
  sign
• 20:04
  a
• 20:04
  contract,
• 20:05
  you're
• 20:05
  our
• 20:05
  trusted
• 20:06
  partner.
• 20:06
  Like
• 20:07
  we
• 20:07
  are
• 20:07
  your
• 20:07
  trusted
• 20:08
  partner
• 20:08
  as
• 20:08
  well.
• 20:09
  So
• 20:10
  you
• 20:10
  need
• 20:11
  to
• 20:12
  give
• 20:12
  information
• 20:14
  in
• 20:15
  order
• 20:15
  for
• 20:15
  us
• 20:15
  to
• 20:15
  do
• 20:16
  our
• 20:16
  job
• 20:16
  better.
• 20:17
  Right.
• 20:17
  So
• 20:18
  you
• 20:18
  work
• 20:18
  with
• 20:18
  them
• 20:18
  and
• 20:19
  help
• 20:19
  them
• 20:19
  start
• 20:20
  getting
• 20:20
  a
• 20:21
  sense
• 20:21
  of
• 20:21
  where
• 20:21
  they
• 20:21
  are.
• 20:23
  And
• 20:24
  once
• 20:24
  you
• 20:25
  have
• 20:25
  a
• 20:25
  sense
• 20:25
  of
• 20:25
  where
• 20:25
  you
• 20:25
  are,
• 20:26
  how
• 20:26
  do
• 20:26
  you
• 20:27
  then
• 20:27
  help
• 20:27
  guide
• 20:28
  them
• 20:28
  on
• 20:29
  going
• 20:29
  somewhere
• 20:30
  new?
• 20:31
  So
• 20:32
  I
• 20:32
  never
• 20:32
  start.
• 20:33
  I
• 20:33
  always
• 20:34
  start
• 20:34
  them
• 20:34
  when
• 20:35
  I
• 20:35
  talk
• 20:35
  to
• 20:35
  them,
• 20:35
  even
• 20:35
  through
• 20:36
  the
• 20:36
  sales
• 20:36
  process.
• 20:36
  So
• 20:37
  I'm
• 20:37
  not
• 20:37
  going
• 20:37
  to
• 20:37
  be
• 20:37
  very
• 20:38
  proud
• 20:38
  of
• 20:38
  my
• 20:38
  sales
• 20:39
  process
• 20:39
  right
• 20:39
  now
• 20:39
  because
• 20:40
  it
• 20:40
  sucks.
• 20:40
  And
• 20:41
  I'll
• 20:41
  be
• 20:41
  honest,
• 20:42
  because
• 20:43
  I'm
• 20:43
  more
• 20:43
  emotionally
• 20:44
  vested
• 20:45
  for
• 20:45
  them
• 20:46
  to
• 20:46
  be
• 20:46
  successful
• 20:47
  versus
• 20:47
  how
• 20:47
  much
• 20:48
  can
• 20:48
  I
• 20:48
  take
• 20:49
  right
• 20:49
  now?
• 20:50
  So
• 20:50
  the
• 20:50
  way
• 20:51
  I
• 20:51
  approach
• 20:51
  it
• 20:51
  always
• 20:52
  is
• 20:52
  where
• 20:52
  do
• 20:52
  they
• 20:52
  want
• 20:52
  to
• 20:52
  be?
• 20:54
  And
• 20:54
  so
• 20:54
  to
• 20:54
  me,
• 20:55
  the
• 20:55
  numbers
• 20:56
  should
• 20:56
  tell
• 20:56
  us
• 20:56
  a
• 20:56
  story
• 20:57
  that
• 20:57
  how
• 20:57
  can
• 20:57
  they
• 20:58
  get
• 20:58
  there?
• 20:58
  When
• 20:58
  I
• 20:58
  see
• 20:59
  if
• 20:59
  the
• 20:59
  numbers
• 20:59
  are
• 21:00
  not
• 21:00
  able
• 21:00
  to
• 21:00
  say
• 21:00
  that
• 21:01
  story,
• 21:01
  that's
• 21:02
  when
• 21:02
  I
• 21:02
  start
• 21:02
  asking
• 21:03
  the
• 21:03
  questions.
• 21:03
  When
• 21:04
  we
• 21:04
  look
• 21:04
  at
• 21:04
  that
• 21:04
  with
• 21:05
  a
• 21:05
  holistic
• 21:06
  lens,
• 21:06
  then
• 21:07
  we
• 21:07
  are
• 21:07
  able
• 21:08
  to
• 21:08
  say,
• 21:08
  okay,
• 21:09
  we
• 21:09
  need
• 21:09
  to
• 21:09
  clean
• 21:09
  this.
• 21:10
  Sometimes
• 21:10
  there
• 21:10
  is
• 21:10
  a
• 21:11
  little
• 21:11
  bit
• 21:11
  of
• 21:11
  upfront
• 21:12
  investment
• 21:12
  for
• 21:13
  them
• 21:13
  to
• 21:13
  do
• 21:13
  because
• 21:14
  they've
• 21:14
  not
• 21:14
  done
• 21:14
  this
• 21:15
  for
• 21:15
  so
• 21:15
  long.
• 21:15
  Catching
• 21:16
  up
• 21:16
  and
• 21:17
  then
• 21:17
  putting
• 21:17
  in
• 21:17
  the
• 21:17
  right
• 21:18
  processes
• 21:19
  and
• 21:19
  tools
• 21:20
  for
• 21:20
  them.
• 21:20
  That
• 21:21
  takes
• 21:21
  a
• 21:21
  little
• 21:21
  bit
• 21:21
  of
• 21:22
  effort.
• 21:22
  Sometimes
• 21:23
  you'll
• 21:23
  see
• 21:23
  a
• 21:23
  lot
• 21:23
  of
• 21:23
  risk.
• 21:24
  Oh,
• 21:24
  we
• 21:24
  don't
• 21:24
  need
• 21:24
  that.
• 21:25
  We're
• 21:25
  too
• 21:25
  small.
• 21:25
  And
• 21:25
  I'm
• 21:26
  like,
• 21:26
  no,
• 21:26
  you
• 21:26
  do.
• 21:26
  Because
• 21:27
  if
• 21:27
  you
• 21:27
  want
• 21:27
  to
• 21:28
  go
• 21:28
  where
• 21:28
  you
• 21:28
  are,
• 21:28
  it's
• 21:29
  just
• 21:29
  like
• 21:29
  how
• 21:29
  people
• 21:30
  tell
• 21:30
  you
• 21:30
  when
• 21:30
  you're
• 21:31
  manifesting,
• 21:31
  right?
• 21:31
  Like
• 21:32
  they'll
• 21:32
  be
• 21:32
  like,
• 21:32
  oh,
• 21:32
  think
• 21:32
  you're
• 21:33
  already
• 21:33
  there
• 21:33
  and
• 21:33
  start
• 21:34
  acting
• 21:34
  like
• 21:34
  that.
• 21:35
  If
• 21:35
  you
• 21:35
  want
• 21:35
  to
• 21:35
  go
• 21:36
  there,
• 21:36
  you
• 21:36
  got
• 21:36
  to
• 21:37
  have
• 21:37
  everything
• 21:38
  structured
• 21:38
  and
• 21:38
  a
• 21:39
  framework
• 21:39
  in
• 21:39
  place
• 21:39
  so
• 21:40
  you
• 21:40
  can
• 21:40
  scale
• 21:40
  and
• 21:41
  grow.
• 21:41
  But
• 21:42
  if
• 21:42
  you
• 21:42
  don't
• 21:42
  invest
• 21:42
  and
• 21:43
  do
• 21:43
  it
• 21:43
  right,
• 21:43
  then
• 21:44
  you're
• 21:44
  going
• 21:44
  to
• 21:44
  grow
• 21:44
  and
• 21:45
  then
• 21:45
  you're
• 21:45
  going
• 21:45
  to
• 21:45
  have
• 21:45
  all
• 21:45
  this
• 21:46
  pain
• 21:46
  and
• 21:46
  you're
• 21:46
  going
• 21:46
  to
• 21:47
  be
• 21:47
  like,
• 21:47
  you
• 21:47
  know,
• 21:48
  I
• 21:48
  feel
• 21:48
  like
• 21:49
  the
• 21:49
  change
• 21:49
  management
• 21:49
  to
• 21:50
  me
• 21:50
  is
• 21:50
  the
• 21:50
  biggest
• 21:51
  thing
• 21:51
  when
• 21:51
  I
• 21:51
  talk
• 21:51
  to
• 21:52
  people.
• 21:52
  It's
• 21:53
  like
• 21:53
  hand
• 21:53
  holding,
• 21:54
  emotionally
• 21:55
  working
• 21:55
  with
• 21:55
  them
• 21:56
  and
• 21:56
  letting
• 21:57
  go
• 21:57
  of
• 21:57
  their
• 21:57
  bad
• 21:58
  Habits.
• 21:58
  They
• 21:58
  won't
• 21:59
  have
• 21:59
  receipts,
• 21:59
  they
• 22:00
  won't
• 22:00
  do
• 22:00
  stuff
• 22:00
  and
• 22:01
  say,
• 22:01
  okay,
• 22:01
  you
• 22:01
  know,
• 22:02
  write
• 22:02
  up
• 22:02
  a
• 22:02
  simple
• 22:03
  one
• 22:03
  pager
• 22:03
  and
• 22:04
  just
• 22:04
  say,
• 22:04
  everybody
• 22:05
  needs
• 22:05
  to
• 22:05
  follow
• 22:05
  this,
• 22:06
  or
• 22:06
  tell
• 22:06
  your
• 22:06
  vendors
• 22:07
  this
• 22:07
  is
• 22:07
  what
• 22:07
  you
• 22:07
  need
• 22:07
  to
• 22:07
  do.
• 22:08
  I
• 22:08
  just
• 22:08
  feel
• 22:08
  like
• 22:09
  people
• 22:09
  are
• 22:09
  not
• 22:10
  like,
• 22:10
  they're
• 22:11
  like,
• 22:11
  oh,
• 22:11
  that's
• 22:11
  my
• 22:11
  friend.
• 22:12
  I
• 22:12
  just
• 22:12
  work
• 22:12
  with
• 22:12
  them
• 22:13
  and
• 22:13
  it's
• 22:13
  fine.
• 22:13
  But
• 22:14
  you
• 22:14
  can
• 22:14
  still
• 22:14
  have
• 22:14
  a
• 22:14
  policy.
• 22:15
  It
• 22:15
  doesn't
• 22:15
  hurt
• 22:15
  to.
• 22:16
  So
• 22:16
  things
• 22:17
  like
• 22:17
  that,
• 22:17
  I
• 22:17
  find,
• 22:18
  especially
• 22:18
  smaller
• 22:19
  companies,
• 22:19
  but
• 22:19
  when
• 22:20
  you
• 22:20
  go
• 22:20
  home,
• 22:21
  it's
• 22:21
  a
• 22:21
  little
• 22:21
  bit
• 22:22
  better,
• 22:22
  but
• 22:22
  also
• 22:22
  quite
• 22:23
  challenging,
• 22:24
  I
• 22:24
  would
• 22:24
  say.
• 22:24
  Mostly
• 22:25
  it's
• 22:25
  because
• 22:25
  they've
• 22:26
  done
• 22:26
  certain
• 22:26
  things
• 22:27
  in
• 22:27
  a
• 22:27
  certain
• 22:27
  manner
• 22:28
  and
• 22:28
  they've
• 22:29
  probably
• 22:29
  plateaued
• 22:30
  and
• 22:30
  they
• 22:30
  want
• 22:30
  to
• 22:30
  go
• 22:30
  to
• 22:31
  the
• 22:31
  next
• 22:31
  level
• 22:32
  and
• 22:33
  they
• 22:33
  have
• 22:33
  to
• 22:33
  really
• 22:34
  invest.
• 22:35
  They
• 22:35
  have
• 22:36
  to
• 22:36
  assess
• 22:36
  first
• 22:37
  and
• 22:37
  then
• 22:37
  reevaluate
• 22:38
  and
• 22:38
  then,
• 22:39
  you
• 22:39
  know,
• 22:39
  go.
• 22:39
  And
• 22:39
  again,
• 22:40
  I
• 22:40
  always
• 22:40
  say,
• 22:40
  okay,
• 22:41
  where
• 22:41
  do
• 22:41
  you
• 22:41
  want
• 22:41
  to
• 22:41
  be?
• 22:42
  Because
• 22:42
  that
• 22:42
  really
• 22:42
  sets
• 22:43
  the
• 22:43
  stage
• 22:43
  of
• 22:44
  how
• 22:44
  do
• 22:45
  we
• 22:45
  get
• 22:45
  you
• 22:45
  there.
• 22:46
  Right,
• 22:46
  right.
• 22:47
  And
• 22:47
  so
• 22:47
  it's
• 22:48
  not
• 22:48
  bookkeeping.
• 22:49
  Right.
• 22:49
  You're
• 22:49
  helping.
• 22:50
  So
• 22:50
  you,
• 22:50
  you're
• 22:51
  helping
• 22:51
  them
• 22:51
  cast
• 22:52
  the
• 22:52
  idea
• 22:52
  of
• 22:52
  what
• 22:53
  that
• 22:53
  forecast
• 22:53
  might
• 22:54
  be.
• 22:54
  Exactly.
• 22:55
  So
• 22:55
  here's
• 22:56
  how
• 22:56
  we're
• 22:56
  going
• 22:56
  to
• 22:56
  grow.
• 22:57
  How
• 22:57
  much
• 22:57
  you're
• 22:57
  going
• 22:58
  to
• 22:58
  grow
• 22:58
  next
• 22:58
  year
• 22:59
  and
• 22:59
  how
• 22:59
  much
• 22:59
  is
• 22:59
  that
• 23:00
  next
• 23:00
  first
• 23:00
  quarter,
• 23:01
  second
• 23:01
  quarter,
• 23:01
  third
• 23:02
  quarter.
• 23:02
  Right,
• 23:03
  Exactly.
• 23:03
  You're
• 23:04
  going
• 23:04
  to
• 23:04
  spend
• 23:04
  more
• 23:05
  in
• 23:05
  marketing.
• 23:05
  Right.
• 23:06
  How
• 23:06
  are
• 23:06
  you
• 23:07
  going
• 23:07
  to
• 23:07
  do
• 23:07
  that?
• 23:07
  Or
• 23:07
  you
• 23:07
  need
• 23:08
  to
• 23:08
  add
• 23:08
  a
• 23:08
  salesperson.
• 23:09
  Right.
• 23:10
  To
• 23:10
  build
• 23:11
  that
• 23:11
  out.
• 23:12
  Exactly.
• 23:13
  So,
• 23:13
  for
• 23:14
  example,
• 23:14
  if
• 23:15
  they
• 23:15
  want
• 23:15
  to
• 23:15
  exit
• 23:15
  in
• 23:15
  five
• 23:16
  years
• 23:16
  and
• 23:16
  say,
• 23:17
  great,
• 23:18
  these
• 23:18
  are
• 23:18
  the
• 23:18
  things
• 23:18
  you
• 23:19
  need
• 23:19
  to
• 23:19
  have.
• 23:20
  There
• 23:20
  are
• 23:20
  five
• 23:21
  key
• 23:21
  things.
• 23:21
  Make
• 23:21
  sure
• 23:22
  your
• 23:22
  EBITDA
• 23:22
  is
• 23:23
  15%,
• 23:24
  simple
• 23:24
  things,
• 23:25
  and
• 23:25
  say,
• 23:25
  okay,
• 23:26
  if
• 23:26
  we
• 23:26
  model
• 23:26
  that
• 23:27
  and
• 23:27
  if
• 23:28
  you
• 23:28
  want
• 23:28
  to
• 23:28
  exit,
• 23:29
  then
• 23:29
  let's
• 23:30
  go
• 23:30
  back
• 23:30
  and
• 23:30
  say,
• 23:31
  where
• 23:31
  are
• 23:31
  you
• 23:31
  today?
• 23:32
  And
• 23:33
  kind
• 23:33
  of
• 23:33
  build
• 23:34
  a
• 23:34
  map
• 23:34
  of
• 23:34
  how
• 23:35
  to
• 23:35
  get
• 23:35
  there.
• 23:35
  What
• 23:35
  do
• 23:35
  you
• 23:36
  need?
• 23:36
  Do
• 23:36
  you
• 23:36
  have
• 23:36
  excess
• 23:37
  baggage
• 23:37
  you
• 23:37
  need
• 23:37
  to
• 23:38
  cut
• 23:38
  off?
• 23:38
  What
• 23:38
  do
• 23:38
  you
• 23:39
  need
• 23:39
  to
• 23:39
  do?
• 23:40
  Look
• 23:40
  at
• 23:40
  the,
• 23:40
  the
• 23:40
  business
• 23:41
  risk
• 23:41
  overall
• 23:42
  and
• 23:42
  support
• 23:42
  them.
• 23:43
  Sometimes
• 23:44
  they're
• 23:44
  ready
• 23:44
  to
• 23:44
  hear
• 23:45
  it,
• 23:45
  and
• 23:45
  most
• 23:45
  of
• 23:46
  the
• 23:46
  time
• 23:46
  they're
• 23:46
  not.
• 23:46
  It's
• 23:47
  really
• 23:47
  looking
• 23:48
  at
• 23:48
  their
• 23:49
  key
• 23:49
  objective,
• 23:50
  saying,
• 23:50
  year
• 23:51
  one,
• 23:51
  this
• 23:52
  is
• 23:52
  what
• 23:52
  you
• 23:52
  want
• 23:52
  to
• 23:52
  do.
• 23:52
  Year
• 23:52
  two,
• 23:53
  you
• 23:53
  want
• 23:53
  to
• 23:53
  do
• 23:53
  this
• 23:53
  and
• 23:54
  kind
• 23:54
  of,
• 23:54
  you
• 23:54
  know,
• 23:54
  help
• 23:54
  them
• 23:55
  get
• 23:55
  there.
• 23:56
  Sometimes
• 23:56
  it's
• 23:57
  hard
• 23:57
  for
• 23:58
  especially
• 23:58
  entrepreneurs
• 23:59
  to
• 23:59
  hear
• 23:59
  it
• 24:00
  because
• 24:00
  they're
• 24:01
  so
• 24:02
  emotionally
• 24:02
  vested
• 24:03
  and
• 24:03
  they've
• 24:04
  always
• 24:04
  made
• 24:04
  decisions
• 24:05
  emotionally.
• 24:05
  They're
• 24:06
  like,
• 24:06
  I
• 24:06
  know,
• 24:06
  I
• 24:06
  know
• 24:07
  this
• 24:07
  is
• 24:07
  going
• 24:07
  to
• 24:07
  work.
• 24:07
  I'm
• 24:08
  like,
• 24:08
  I'm
• 24:08
  sure
• 24:08
  you
• 24:08
  know
• 24:08
  it's
• 24:09
  going
• 24:09
  to
• 24:09
  work.
• 24:09
  I'm
• 24:09
  just
• 24:09
  putting
• 24:10
  it
• 24:10
  in
• 24:10
  numbers
• 24:10
  and
• 24:11
  showing
• 24:11
  you
• 24:11
  how
• 24:11
  it
• 24:11
  works?
• 24:12
  Well,
• 24:12
  it
• 24:13
  is
• 24:13
  very
• 24:14
  powerful
• 24:14
  when
• 24:14
  you
• 24:14
  have
• 24:15
  the
• 24:15
  data
• 24:15
  in
• 24:15
  front
• 24:15
  of
• 24:15
  you
• 24:16
  and
• 24:16
  you
• 24:16
  can
• 24:16
  use
• 24:16
  it.
• 24:17
  It
• 24:17
  can
• 24:17
  be
• 24:17
  all
• 24:18
  sorts
• 24:18
  of
• 24:18
  numbers,
• 24:19
  whether
• 24:19
  it's
• 24:20
  your
• 24:20
  costs
• 24:20
  or
• 24:20
  your
• 24:21
  gross
• 24:21
  profit.
• 24:21
  Be
• 24:22
  able
• 24:22
  to
• 24:22
  compare
• 24:22
  it
• 24:23
  to
• 24:23
  what's
• 24:23
  happening
• 24:24
  in
• 24:24
  your
• 24:24
  industry
• 24:25
  and
• 24:25
  get
• 24:25
  a
• 24:26
  sense.
• 24:26
  So
• 24:26
  when
• 24:27
  you're
• 24:27
  talking
• 24:27
  with
• 24:27
  a
• 24:27
  founder,
• 24:28
  you're
• 24:28
  helping
• 24:28
  them
• 24:28
  grow,
• 24:29
  you're
• 24:30
  helping
• 24:30
  them
• 24:30
  increase
• 24:31
  their
• 24:31
  value.
• 24:32
  Right.
• 24:32
  As
• 24:32
  a,
• 24:33
  as
• 24:33
  a,
• 24:33
  as
• 24:33
  a
• 24:33
  company,
• 24:34
  you're
• 24:34
  helping
• 24:35
  them
• 24:35
  figure
• 24:35
  out
• 24:36
  to
• 24:36
  do
• 24:36
  with
• 24:36
  any
• 24:37
  equity,
• 24:38
  additional
• 24:38
  cash.
• 24:39
  Right.
• 24:40
  Whether
• 24:40
  they're
• 24:41
  going
• 24:41
  to
• 24:41
  reinvest
• 24:42
  it
• 24:42
  or
• 24:42
  pay
• 24:42
  them
• 24:42
  out.
• 24:43
  Talk
• 24:43
  through
• 24:43
  some
• 24:44
  of
• 24:44
  these
• 24:44
  things
• 24:44
  that
• 24:44
  you
• 24:45
  help
• 24:45
  people.
• 24:46
  Yes.
• 24:47
  Strategies
• 24:48
  through.
• 24:49
  So
• 24:49
  it
• 24:50
  really
• 24:50
  depends
• 24:50
  on
• 24:51
  like
• 24:51
  I
• 24:51
  always
• 24:52
  go,
• 24:52
  it's,
• 24:52
  it's
• 24:52
  not
• 24:53
  a
• 24:53
  one
• 24:53
  size
• 24:53
  fits
• 24:53
  all
• 24:54
  because
• 24:54
  it's
• 24:54
  such
• 24:55
  a
• 24:55
  personalized
• 24:55
  thing
• 24:56
  for
• 24:56
  a
• 24:56
  business.
• 24:56
  It
• 24:57
  has
• 24:57
  to
• 24:57
  be
• 24:57
  aligned
• 24:58
  with
• 24:58
  the
• 24:58
  business
• 24:58
  objective.
• 24:59
  Let's
• 24:59
  say
• 24:59
  they
• 25:00
  have
• 25:00
  debt,
• 25:00
  they
• 25:00
  want
• 25:01
  to
• 25:01
  pay
• 25:01
  down
• 25:01
  debt,
• 25:02
  then
• 25:02
  we
• 25:02
  say,
• 25:02
  okay,
• 25:03
  let's,
• 25:03
  that's
• 25:03
  an
• 25:03
  objective.
• 25:04
  Right?
• 25:05
  And
• 25:05
  let's
• 25:05
  say
• 25:06
  they
• 25:06
  want
• 25:06
  to,
• 25:06
  you
• 25:06
  know,
• 25:07
  get
• 25:07
  more
• 25:07
  equity,
• 25:08
  then
• 25:08
  that's
• 25:08
  an
• 25:08
  objective.
• 25:09
  There
• 25:10
  are
• 25:10
  different
• 25:11
  criteria
• 25:11
  we
• 25:11
  have
• 25:12
  to
• 25:12
  look
• 25:12
  at
• 25:12
  and
• 25:12
  then
• 25:13
  say,
• 25:13
  okay,
• 25:13
  what
• 25:13
  makes
• 25:14
  sense
• 25:14
  for
• 25:14
  you?
• 25:15
  What
• 25:15
  is
• 25:15
  realistic
• 25:16
  for
• 25:16
  us
• 25:16
  to
• 25:16
  achieve?
• 25:17
  What
• 25:17
  is
• 25:17
  our
• 25:18
  stretch
• 25:19
  goal
• 25:19
  that
• 25:19
  we
• 25:19
  want
• 25:19
  to
• 25:20
  do?
• 25:20
  How
• 25:20
  much
• 25:20
  do
• 25:20
  you
• 25:21
  want
• 25:21
  to
• 25:21
  really
• 25:21
  push?
• 25:22
  And
• 25:22
  I
• 25:22
  do
• 25:23
  love
• 25:23
  to
• 25:24
  work
• 25:24
  with
• 25:24
  companies
• 25:24
  that
• 25:25
  want
• 25:25
  to
• 25:25
  scale
• 25:25
  because
• 25:26
  that
• 25:26
  just
• 25:27
  puts
• 25:27
  me
• 25:27
  in
• 25:28
  this
• 25:28
  energy
• 25:29
  where
• 25:29
  I'm
• 25:29
  like,
• 25:30
  oh
• 25:30
  wow,
• 25:30
  this
• 25:30
  is
• 25:31
  what
• 25:31
  we
• 25:31
  want
• 25:31
  to
• 25:31
  do.
• 25:31
  Let's
• 25:32
  go
• 25:32
  do
• 25:32
  it.
• 25:32
  So
• 25:32
  I
• 25:33
  think
• 25:33
  that's
• 25:33
  where
• 25:33
  you
• 25:34
  get
• 25:34
  creative.
• 25:35
  You
• 25:35
  help
• 25:35
  them,
• 25:36
  them
• 25:36
  cautiously.
• 25:37
  You
• 25:37
  don't
• 25:37
  want
• 25:37
  them
• 25:38
  to
• 25:38
  take
• 25:38
  a
• 25:38
  huge
• 25:38
  risk
• 25:39
  where
• 25:39
  they
• 25:39
  have
• 25:39
  no
• 25:39
  return,
• 25:40
  but
• 25:40
  you
• 25:40
  want
• 25:40
  them
• 25:41
  to
• 25:41
  take
• 25:41
  cautiously
• 25:42
  risks
• 25:43
  where
• 25:43
  they
• 25:43
  do
• 25:43
  see
• 25:44
  return.
• 25:44
  But
• 25:44
  we
• 25:45
  mitigate
• 25:45
  the
• 25:46
  risks
• 25:46
  in
• 25:46
  certain
• 25:46
  ways.
• 25:47
  So
• 25:48
  I
• 25:48
  would
• 25:48
  say
• 25:48
  there
• 25:48
  are
• 25:49
  ways
• 25:49
  that
• 25:50
  every
• 25:50
  company
• 25:50
  we
• 25:50
  have
• 25:51
  to
• 25:51
  evaluate
• 25:51
  based
• 25:52
  on
• 25:52
  who's
• 25:52
  the
• 25:53
  equity
• 25:53
  partner.
• 25:53
  Are
• 25:54
  they
• 25:54
  planning
• 25:54
  to
• 25:54
  do
• 25:54
  an
• 25:54
  M
• 25:55
  and
• 25:55
  A,
• 25:55
  Are
• 25:55
  they
• 25:55
  planning
• 25:56
  to
• 25:56
  acquire
• 25:56
  a
• 25:56
  business?
• 25:57
  Are
• 25:57
  they
• 25:57
  planning
• 25:57
  to
• 25:58
  sell
• 25:58
  off
• 25:58
  their
• 25:58
  business
• 25:59
  or
• 25:59
  part
• 26:00
  of
• 26:00
  their
• 26:00
  business?
• 26:00
  Are
• 26:01
  they
• 26:01
  divesting
• 26:01
  their
• 26:02
  entire
• 26:02
  portfolio
• 26:03
  and
• 26:03
  really,
• 26:03
  you
• 26:03
  know,
• 26:04
  being
• 26:04
  more
• 26:04
  strategic
• 26:05
  in
• 26:05
  where
• 26:05
  they
• 26:05
  want
• 26:05
  to
• 26:06
  be.
• 26:06
  So
• 26:06
  there
• 26:06
  are
• 26:06
  so
• 26:07
  many
• 26:07
  different
• 26:08
  areas
• 26:08
  you,
• 26:08
  you
• 26:09
  can
• 26:09
  look
• 26:09
  at.
• 26:09
  And
• 26:10
  also
• 26:10
  some
• 26:10
  of
• 26:10
  the
• 26:10
  things
• 26:11
  I
• 26:11
  always
• 26:11
  look
• 26:12
  at
• 26:12
  when
• 26:12
  I
• 26:12
  look
• 26:12
  at
• 26:12
  companies
• 26:13
  is
• 26:13
  their
• 26:14
  service
• 26:14
  or
• 26:15
  product
• 26:15
  lines
• 26:15
  and
• 26:15
  look
• 26:16
  at,
• 26:16
  okay,
• 26:16
  can
• 26:16
  you
• 26:16
  do
• 26:16
  profitability
• 26:17
  by
• 26:18
  just
• 26:18
  certain
• 26:18
  segments?
• 26:19
  And
• 26:19
  then
• 26:19
  that
• 26:20
  way
• 26:20
  you
• 26:20
  can
• 26:20
  understand
• 26:21
  what
• 26:21
  that
• 26:22
  segment
• 26:22
  is
• 26:23
  really
• 26:23
  producing
• 26:24
  for
• 26:24
  you
• 26:24
  as
• 26:24
  a
• 26:24
  company.
• 26:25
  Like
• 26:25
  what's
• 26:26
  your
• 26:26
  gross
• 26:26
  margin?
• 26:26
  And
• 26:27
  do
• 26:27
  we
• 26:27
  have
• 26:27
  to
• 26:27
  calculate
• 26:28
  a
• 26:28
  net
• 26:28
  margin
• 26:29
  based
• 26:29
  on
• 26:29
  discounts?
• 26:30
  Just
• 26:30
  for
• 26:30
  that
• 26:31
  product
• 26:32
  and,
• 26:32
  and
• 26:32
  that
• 26:32
  way
• 26:33
  that
• 26:33
  gives
• 26:33
  them
• 26:34
  idea
• 26:34
  and
• 26:34
  saying,
• 26:34
  oh
• 26:35
  my
• 26:35
  God,
• 26:35
  like
• 26:35
  why
• 26:36
  am
• 26:36
  I
• 26:36
  spending
• 26:36
  so
• 26:36
  much
• 26:37
  on
• 26:37
  R
• 26:37
  and
• 26:37
  D
• 26:37
  when
• 26:37
  I'm
• 26:38
  getting
• 26:38
  nothing?
• 26:38
  You
• 26:38
  know,
• 26:39
  I
• 26:40
  product
• 26:40
  which
• 26:40
  is
• 26:40
  my
• 26:40
  most
• 26:41
  profitable
• 26:41
  product
• 26:42
  and
• 26:42
  I
• 26:42
  have
• 26:42
  a
• 26:42
  great
• 26:43
  go
• 26:43
  to
• 26:43
  market
• 26:43
  strategy
• 26:44
  for
• 26:44
  that.
• 26:45
  So
• 26:45
  things
• 26:45
  like
• 26:45
  that
• 26:46
  is
• 26:46
  where
• 26:46
  it
• 26:47
  adds
• 26:47
  value
• 26:48
  and
• 26:48
  it,
• 26:48
  it
• 26:49
  sometimes,
• 26:50
  you
• 26:50
  know,
• 26:50
  all
• 26:50
  of
• 26:50
  these
• 26:51
  things
• 26:51
  I
• 26:51
  say,
• 26:52
  I,
• 26:52
  I'm,
• 26:52
  I'm
• 26:52
  a
• 26:53
  total
• 26:53
  geeky
• 26:53
  geek
• 26:54
  and
• 26:54
  I
• 26:54
  love
• 26:54
  numbers
• 26:55
  and
• 26:55
  I
• 26:55
  will
• 26:55
  tell
• 26:55
  you
• 26:55
  that.
• 26:56
  But
• 26:56
  I
• 26:57
  also
• 26:57
  have
• 26:57
  realized
• 26:58
  that
• 26:58
  numbers
• 26:59
  only
• 26:59
  make
• 26:59
  sense
• 27:00
  when
• 27:00
  you're
• 27:00
  talking
• 27:00
  to
• 27:00
  the
• 27:01
  person.
• 27:01
  Like
• 27:01
  if
• 27:02
  you
• 27:02
  give
• 27:02
  me
• 27:02
  stuff
• 27:02
  and
• 27:03
  you
• 27:03
  ask
• 27:03
  me
• 27:03
  to
• 27:03
  read
• 27:04
  the
• 27:04
  trend,
• 27:04
  I
• 27:04
  will
• 27:05
  just
• 27:06
  glow
• 27:06
  and
• 27:06
  be
• 27:06
  my
• 27:07
  own
• 27:07
  glory.
• 27:07
  But
• 27:08
  that's
• 27:08
  not
• 27:08
  how
• 27:08
  everybody
• 27:09
  is.
• 27:10
  I
• 27:10
  have
• 27:10
  to
• 27:10
  work
• 27:10
  with
• 27:11
  leaders
• 27:11
  and
• 27:12
  owners
• 27:12
  and
• 27:12
  entrepreneurs
• 27:13
  who
• 27:14
  have
• 27:14
  a
• 27:14
  certain
• 27:15
  type
• 27:15
  of
• 27:15
  Persona
• 27:16
  and,
• 27:17
  and
• 27:18
  so
• 27:18
  it's
• 27:18
  always
• 27:18
  like,
• 27:19
  okay,
• 27:19
  understanding
• 27:20
  the
• 27:20
  personality
• 27:21
  behind
• 27:21
  it
• 27:22
  and
• 27:22
  then
• 27:22
  saying
• 27:23
  what
• 27:23
  is
• 27:23
  important
• 27:23
  for
• 27:24
  them,
• 27:24
  what
• 27:24
  is
• 27:25
  important
• 27:25
  for
• 27:25
  the
• 27:25
  company.
• 27:26
  There's
• 27:26
  a
• 27:26
  lot
• 27:27
  more
• 27:27
  emotional
• 27:28
  aspect
• 27:28
  we
• 27:29
  have
• 27:29
  to
• 27:29
  uncover
• 27:30
  and
• 27:30
  say,
• 27:30
  we
• 27:30
  understood
• 27:31
  you
• 27:31
  created
• 27:32
  this,
• 27:32
  it's
• 27:33
  your
• 27:33
  product.
• 27:33
  But
• 27:34
  if
• 27:34
  you
• 27:35
  break
• 27:35
  out
• 27:35
  the
• 27:36
  company
• 27:36
  into
• 27:36
  these
• 27:36
  segments,
• 27:37
  this
• 27:37
  is
• 27:37
  how
• 27:38
  the
• 27:38
  numbers
• 27:38
  would
• 27:38
  look.
• 27:39
  Where
• 27:39
  would
• 27:39
  you
• 27:39
  want
• 27:39
  to
• 27:39
  invest
• 27:40
  your
• 27:40
  time
• 27:40
  and
• 27:40
  energy
• 27:40
  in
• 27:41
  this?
• 27:41
  I
• 27:41
  really
• 27:42
  look
• 27:42
  at
• 27:42
  it
• 27:42
  in
• 27:43
  that
• 27:43
  way
• 27:43
  because
• 27:43
  it
• 27:44
  has
• 27:44
  to
• 27:44
  be
• 27:44
  personal
• 27:45
  to
• 27:45
  the
• 27:45
  leaders
• 27:46
  also.
• 27:46
  It
• 27:47
  should
• 27:47
  be
• 27:47
  for
• 27:48
  the
• 27:48
  company
• 27:48
  as
• 27:49
  well.
• 27:49
  We
• 27:49
  have
• 27:49
  to
• 27:49
  understand
• 27:50
  the
• 27:50
  dynamics
• 27:51
  of
• 27:51
  that
• 27:52
  in
• 27:52
  order
• 27:52
  to
• 27:52
  be
• 27:53
  a
• 27:53
  good.
• 27:53
  So
• 27:54
  I
• 27:54
  mean,
• 27:54
  think
• 27:55
  of
• 27:55
  me
• 27:55
  the
• 27:56
  way
• 27:56
  you
• 27:56
  would
• 27:56
  hire
• 27:57
  a
• 27:57
  finance
• 27:57
  person
• 27:58
  within
• 27:58
  your
• 27:59
  environment.
• 27:59
  Right.
• 27:59
  You
• 28:00
  look
• 28:00
  at
• 28:00
  your
• 28:00
  corporate
• 28:00
  culture
• 28:01
  and
• 28:01
  then
• 28:01
  say,
• 28:02
  okay,
• 28:03
  is
• 28:03
  this
• 28:03
  a
• 28:03
  right
• 28:03
  fit
• 28:04
  for
• 28:04
  us?
• 28:04
  I
• 28:04
  feel
• 28:05
  like
• 28:05
  that's
• 28:05
  what
• 28:05
  I
• 28:06
  do
• 28:06
  in
• 28:06
  order
• 28:06
  to
• 28:07
  address
• 28:07
  the
• 28:07
  problem
• 28:07
  for
• 28:08
  them
• 28:08
  and
• 28:08
  saying,
• 28:08
  okay,
• 28:09
  this
• 28:09
  is
• 28:09
  their
• 28:09
  corporate
• 28:10
  culture,
• 28:10
  this
• 28:11
  is
• 28:11
  their
• 28:11
  leader.
• 28:12
  What
• 28:12
  should
• 28:12
  we
• 28:12
  provide
• 28:13
  to
• 28:13
  them
• 28:14
  as
• 28:14
  a
• 28:14
  solution?
• 28:16
  Love
• 28:16
  it.
• 28:16
  It's
• 28:17
  a
• 28:17
  very
• 28:17
  reverse
• 28:17
  psychology
• 28:18
  mechanism
• 28:19
  that
• 28:19
  we
• 28:20
  are
• 28:20
  building.
• 28:21
  That's
• 28:21
  great.
• 28:22
  It
• 28:22
  makes
• 28:22
  sense
• 28:22
  that
• 28:23
  you
• 28:23
  have
• 28:23
  to
• 28:24
  meet
• 28:24
  people
• 28:24
  where
• 28:24
  they
• 28:24
  are.
• 28:25
  I've
• 28:25
  experienced
• 28:26
  that
• 28:26
  with
• 28:27
  where
• 28:27
  you
• 28:27
  start
• 28:28
  to
• 28:28
  with
• 28:28
  have
• 28:29
  any
• 28:29
  kind
• 28:29
  of
• 28:30
  dashboard.
• 28:31
  Teams
• 28:31
  that
• 28:31
  aren't
• 28:31
  used
• 28:31
  to
• 28:32
  numbers
• 28:33
  will
• 28:34
  start
• 28:34
  to
• 28:34
  feel
• 28:34
  a
• 28:34
  sense
• 28:35
  of
• 28:35
  judgment
• 28:36
  or
• 28:36
  blame
• 28:36
  or
• 28:37
  vulnerability
• 28:39
  when
• 28:39
  it
• 28:39
  comes
• 28:40
  to
• 28:40
  those
• 28:40
  numbers.
• 28:41
  I'm
• 28:41
  curious
• 28:42
  if
• 28:42
  you've
• 28:42
  ever
• 28:42
  had
• 28:42
  this
• 28:43
  experience
• 28:44
  maybe
• 28:44
  you
• 28:44
  could
• 28:44
  share
• 28:45
  where
• 28:46
  you
• 28:47
  finally
• 28:47
  get
• 28:48
  the
• 28:48
  team
• 28:49
  to
• 28:49
  look
• 28:49
  at
• 28:50
  numbers
• 28:50
  and
• 28:50
  collect
• 28:51
  numbers
• 28:51
  over
• 28:51
  time.
• 28:52
  And
• 28:53
  then
• 28:53
  there's
• 28:54
  this
• 28:55
  moment
• 28:56
  where
• 28:57
  what
• 28:58
  they
• 28:58
  assumed
• 28:59
  isn't
• 29:00
  true
• 29:01
  and
• 29:02
  suddenly
• 29:03
  the
• 29:04
  numbers
• 29:04
  tell
• 29:04
  a
• 29:04
  different
• 29:04
  story.
• 29:05
  And
• 29:05
  finally
• 29:06
  they
• 29:06
  can
• 29:06
  see
• 29:06
  it
• 29:08
  clearly.
• 29:09
  I
• 29:10
  used
• 29:10
  to
• 29:10
  see
• 29:10
  it
• 29:10
  all
• 29:10
  the
• 29:10
  time
• 29:11
  with
• 29:11
  our
• 29:11
  marketing
• 29:11
  and
• 29:12
  with
• 29:12
  our
• 29:12
  recruiting.
• 29:13
  Do
• 29:13
  you
• 29:13
  have
• 29:13
  any
• 29:13
  experiences
• 29:14
  like
• 29:14
  that.
• 29:15
  Absolutely.
• 29:16
  I
• 29:16
  think
• 29:16
  when
• 29:17
  they
• 29:17
  give
• 29:17
  you
• 29:17
  assumptions,
• 29:18
  for
• 29:18
  example,
• 29:19
  when
• 29:19
  you're
• 29:19
  trying
• 29:20
  to
• 29:20
  work
• 29:20
  with
• 29:20
  them
• 29:20
  and
• 29:20
  they
• 29:21
  have
• 29:21
  to
• 29:21
  give
• 29:21
  you
• 29:21
  some
• 29:21
  assumptions,
• 29:22
  they'll
• 29:22
  think
• 29:23
  that
• 29:23
  these
• 29:23
  assumptions
• 29:24
  won't
• 29:24
  push
• 29:24
  the
• 29:24
  needle
• 29:25
  that
• 29:25
  much.
• 29:25
  And
• 29:25
  I'm
• 29:25
  like,
• 29:26
  no,
• 29:26
  no,
• 29:26
  no,
• 29:26
  know,
• 29:27
  let's
• 29:27
  just
• 29:27
  have
• 29:28
  it.
• 29:28
  And
• 29:28
  then
• 29:29
  what
• 29:29
  would
• 29:29
  you
• 29:29
  want
• 29:29
  to
• 29:30
  rate
• 29:30
  it?
• 29:30
  How
• 29:31
  would
• 29:31
  you
• 29:31
  consider
• 29:31
  it?
• 29:32
  And
• 29:32
  then,
• 29:33
  you
• 29:33
  know,
• 29:33
  like
• 29:33
  it's
• 29:34
  just
• 29:34
  these
• 29:34
  smaller
• 29:35
  things
• 29:35
  that
• 29:36
  they
• 29:36
  don't
• 29:36
  think
• 29:37
  it's
• 29:37
  important
• 29:38
  will
• 29:39
  be
• 29:39
  big
• 29:39
  decision
• 29:39
  factors.
• 29:40
  Right.
• 29:41
  And
• 29:41
  they
• 29:41
  can
• 29:41
  see
• 29:42
  almost
• 29:42
  30
• 29:42
  to
• 29:43
  40%
• 29:43
  swing
• 29:44
  in
• 29:44
  the
• 29:44
  way
• 29:44
  the
• 29:45
  numbers
• 29:45
  look.
• 29:46
  Yes.
• 29:46
  And
• 29:46
  it's
• 29:47
  sometimes
• 29:47
  quantitative,
• 29:48
  but
• 29:48
  most
• 29:49
  of
• 29:49
  the
• 29:49
  time
• 29:49
  if
• 29:50
  is
• 29:50
  these
• 29:50
  qualitative
• 29:51
  factors
• 29:52
  that
• 29:52
  they
• 29:52
  haven't
• 29:52
  really
• 29:53
  considered
• 29:54
  that
• 29:54
  move
• 29:55
  the
• 29:55
  needle
• 29:55
  drastically
• 29:56
  for
• 29:57
  them.
• 29:57
  Yes,
• 29:57
  yes,
• 29:57
  yes,
• 29:58
  yes.
• 30:01
  And
• 30:01
  it
• 30:01
  depends
• 30:01
  obviously
• 30:02
  for
• 30:02
  every
• 30:02
  industry
• 30:03
  we
• 30:03
  have
• 30:03
  to
• 30:03
  go
• 30:03
  in
• 30:04
  and
• 30:04
  it's
• 30:04
  a
• 30:04
  scenario
• 30:05
  based
• 30:06
  aspect.
• 30:06
  That's
• 30:07
  why
• 30:07
  I
• 30:07
  take
• 30:07
  a
• 30:07
  look
• 30:07
  at
• 30:08
  it
• 30:08
  more
• 30:08
  holistically
• 30:09
  for
• 30:09
  them
• 30:09
  and
• 30:09
  say,
• 30:09
  tell
• 30:10
  me
• 30:10
  more.
• 30:10
  And
• 30:10
  I'm
• 30:10
  a
• 30:11
  really
• 30:11
  curious
• 30:11
  person.
• 30:12
  That
• 30:12
  helps
• 30:12
  when
• 30:12
  I
• 30:12
  ask
• 30:13
  all
• 30:13
  these
• 30:13
  questions
• 30:13
  and
• 30:14
  I'm
• 30:14
  like,
• 30:14
  have
• 30:14
  you
• 30:14
  considered
• 30:15
  about
• 30:15
  this?
• 30:15
  How
• 30:15
  do
• 30:16
  you
• 30:16
  factor
• 30:16
  this
• 30:16
  in
• 30:17
  your
• 30:17
  business?
• 30:17
  What
• 30:17
  do
• 30:17
  you
• 30:18
  do
• 30:18
  here?
• 30:18
  When
• 30:18
  we
• 30:18
  look
• 30:19
  at
• 30:19
  all
• 30:19
  of
• 30:19
  that
• 30:20
  and
• 30:20
  add
• 30:20
  in
• 30:21
  criteria
• 30:21
  like
• 30:22
  let's
• 30:22
  say
• 30:22
  we're
• 30:22
  building
• 30:23
  a
• 30:23
  revenue
• 30:23
  model
• 30:24
  and
• 30:25
  then
• 30:25
  we're
• 30:25
  saying,
• 30:26
  okay,
• 30:26
  what
• 30:26
  about
• 30:26
  this
• 30:26
  product
• 30:27
  line?
• 30:27
  Do
• 30:27
  you
• 30:27
  think
• 30:28
  in
• 30:28
  two
• 30:28
  years
• 30:28
  you're
• 30:29
  going
• 30:29
  to
• 30:29
  have
• 30:29
  this?
• 30:29
  How
• 30:29
  much
• 30:30
  team
• 30:30
  capacity
• 30:31
  can
• 30:31
  your
• 30:31
  product?
• 30:31
  Are
• 30:32
  we
• 30:32
  going
• 30:32
  to
• 30:32
  add
• 30:32
  more
• 30:33
  resources
• 30:33
  here?
• 30:34
  And
• 30:34
  when
• 30:35
  you
• 30:35
  ask
• 30:35
  them
• 30:35
  those
• 30:36
  questions,
• 30:36
  sometimes
• 30:36
  they're
• 30:37
  like,
• 30:37
  oh,
• 30:37
  we're
• 30:37
  fine
• 30:37
  here,
• 30:38
  but
• 30:38
  I
• 30:38
  think
• 30:39
  we
• 30:39
  can
• 30:39
  do
• 30:39
  here.
• 30:39
  And
• 30:40
  that's
• 30:40
  when
• 30:40
  they
• 30:41
  haven't
• 30:41
  really
• 30:41
  thought
• 30:41
  through
• 30:42
  that.
• 30:42
  Sometimes
• 30:43
  you're
• 30:43
  asking
• 30:43
  them
• 30:44
  these
• 30:44
  questions
• 30:44
  when
• 30:45
  you're
• 30:45
  modeling
• 30:45
  and
• 30:45
  saying,
• 30:45
  okay,
• 30:46
  and
• 30:46
  they're
• 30:46
  like,
• 30:46
  oh,
• 30:47
  we
• 30:47
  need
• 30:47
  to
• 30:47
  figure
• 30:47
  it
• 30:47
  out,
• 30:47
  let
• 30:48
  me
• 30:48
  call
• 30:48
  this
• 30:48
  guy.
• 30:48
  And
• 30:49
  then
• 30:49
  there's
• 30:49
  another
• 30:49
  person
• 30:50
  who's
• 30:50
  on
• 30:50
  the
• 30:50
  call,
• 30:51
  you
• 30:51
  know,
• 30:51
  and
• 30:51
  so
• 30:52
  I
• 30:52
  think,
• 30:54
  and
• 30:54
  most
• 30:54
  of
• 30:54
  the
• 30:54
  time
• 30:55
  when
• 30:55
  they
• 30:55
  rely
• 30:55
  on
• 30:56
  other
• 30:56
  people's
• 30:56
  input
• 30:57
  for
• 30:57
  us
• 30:57
  to
• 30:57
  build
• 30:58
  a
• 30:58
  financial
• 30:58
  model,
• 30:59
  I
• 30:59
  really
• 31:00
  feel
• 31:00
  we've
• 31:00
  done
• 31:00
  a
• 31:01
  great
• 31:01
  job
• 31:01
  because
• 31:02
  that's
• 31:02
  really
• 31:03
  critical
• 31:03
  for
• 31:04
  us
• 31:04
  looking
• 31:05
  at
• 31:05
  the
• 31:05
  company
• 31:05
  holistically
• 31:07
  and
• 31:07
  all
• 31:07
  the
• 31:08
  factors
• 31:08
  we
• 31:09
  put
• 31:09
  in.
• 31:09
  And
• 31:09
  when,
• 31:10
  even
• 31:10
  if
• 31:10
  it's
• 31:10
  a
• 31:11
  assumption,
• 31:11
  the
• 31:11
  assumption
• 31:12
  can
• 31:12
  be
• 31:12
  bad.
• 31:14
  But
• 31:14
  even
• 31:15
  having
• 31:15
  an
• 31:15
  assumption,
• 31:16
  even
• 31:16
  if
• 31:17
  it's
• 31:17
  a
• 31:17
  bad
• 31:17
  assumption,
• 31:18
  is
• 31:18
  better
• 31:18
  for
• 31:19
  me
• 31:19
  than
• 31:19
  not
• 31:19
  having
• 31:20
  an
• 31:20
  assumption.
• 31:21
  Because
• 31:21
  that
• 31:22
  clearly
• 31:23
  articulates
• 31:23
  that
• 31:24
  we
• 31:24
  are
• 31:24
  considering
• 31:25
  criterias
• 31:25
  that
• 31:26
  are
• 31:26
  outside
• 31:26
  of
• 31:26
  the
• 31:27
  nodal
• 31:27
  area.
• 31:28
  And
• 31:28
  that
• 31:29
  really
• 31:29
  helps
• 31:29
  us
• 31:30
  to
• 31:30
  say,
• 31:31
  okay,
• 31:31
  you
• 31:31
  know
• 31:31
  what,
• 31:32
  it
• 31:32
  was
• 31:32
  a
• 31:32
  Bad
• 31:32
  assumption.
• 31:33
  Okay,
• 31:33
  let's
• 31:34
  take
• 31:34
  it
• 31:34
  out.
• 31:36
  So
• 31:36
  now
• 31:36
  we
• 31:36
  can
• 31:36
  improve
• 31:37
  the
• 31:37
  assumption.
• 31:38
  Exactly.
• 31:38
  And
• 31:39
  I
• 31:39
  think
• 31:39
  about
• 31:39
  it,
• 31:40
  I'm
• 31:40
  more
• 31:40
  in
• 31:40
  the
• 31:40
  marketing
• 31:41
  and
• 31:41
  sales.
• 31:42
  That
• 31:42
  side
• 31:42
  is
• 31:43
  where
• 31:43
  I
• 31:43
  also
• 31:43
  look
• 31:43
  at
• 31:44
  my
• 31:44
  financial.
• 31:45
  But
• 31:45
  you
• 31:45
  can
• 31:45
  see
• 31:46
  it
• 31:46
  in
• 31:47
  I
• 31:48
  think
• 31:48
  about
• 31:48
  it.
• 31:48
  I'll
• 31:48
  tell
• 31:49
  you
• 31:49
  a
• 31:49
  story.
• 31:50
  We
• 31:50
  were
• 31:50
  at
• 31:51
  Illume
• 31:52
  and
• 31:52
  early
• 31:53
  on,
• 31:53
  you
• 31:53
  know,
• 31:54
  we
• 31:54
  were
• 31:54
  not
• 31:55
  profitable.
• 31:56
  And
• 31:56
  so
• 31:56
  we
• 31:56
  had
• 31:57
  a
• 31:57
  certain
• 31:57
  amount
• 31:57
  of
• 31:57
  cash
• 31:58
  every
• 31:58
  month.
• 31:59
  You're
• 31:59
  making
• 32:00
  sure
• 32:00
  you
• 32:00
  don't
• 32:00
  spend
• 32:01
  more
• 32:01
  cash
• 32:01
  than
• 32:02
  you're
• 32:02
  planning
• 32:02
  for
• 32:02
  because
• 32:03
  you
• 32:03
  only
• 32:04
  have
• 32:04
  so
• 32:04
  much
• 32:04
  cash
• 32:05
  before
• 32:05
  you
• 32:05
  run
• 32:06
  out.
• 32:06
  And
• 32:06
  then
• 32:06
  you
• 32:06
  need
• 32:07
  to
• 32:07
  either
• 32:07
  be
• 32:07
  profitable
• 32:08
  or
• 32:08
  you
• 32:09
  need
• 32:09
  to
• 32:09
  find
• 32:09
  another
• 32:09
  source
• 32:10
  of
• 32:10
  cash.
• 32:11
  Right,
• 32:11
  right.
• 32:12
  The
• 32:12
  difference
• 32:13
  for
• 32:13
  us
• 32:13
  was
• 32:13
  it
• 32:14
  was
• 32:14
  complicated
• 32:15
  to
• 32:15
  bill
• 32:15
  in
• 32:16
  our
• 32:16
  healthcare
• 32:17
  system.
• 32:17
  You
• 32:17
  had
• 32:17
  to
• 32:17
  do
• 32:18
  a
• 32:18
  whole
• 32:18
  bunch
• 32:18
  of
• 32:18
  things
• 32:19
  before
• 32:19
  you
• 32:19
  could
• 32:20
  bill.
• 32:20
  And
• 32:21
  so
• 32:21
  you
• 32:21
  had
• 32:21
  to
• 32:22
  get
• 32:22
  doctor's
• 32:22
  orders
• 32:23
  signed
• 32:23
  and
• 32:23
  you
• 32:23
  had
• 32:23
  to
• 32:23
  get
• 32:24
  documentation
• 32:24
  done
• 32:25
  and
• 32:25
  you
• 32:25
  had
• 32:25
  to
• 32:25
  have
• 32:25
  these
• 32:26
  specific
• 32:26
  paperwork
• 32:27
  if
• 32:27
  you
• 32:27
  didn't
• 32:28
  have
• 32:29
  the
• 32:29
  system
• 32:30
  to
• 32:31
  get
• 32:31
  those
• 32:31
  doctor's
• 32:32
  orders
• 32:32
  signed,
• 32:34
  actually
• 32:34
  changed
• 32:35
  us
• 32:35
  from
• 32:35
  being
• 32:35
  able
• 32:36
  to
• 32:36
  get
• 32:36
  paid.
• 32:37
  We
• 32:37
  were
• 32:37
  getting
• 32:37
  paid
• 32:38
  in
• 32:38
  like
• 32:38
  90
• 32:38
  days
• 32:39
  versus
• 32:39
  we
• 32:40
  brought
• 32:40
  it
• 32:40
  down
• 32:40
  to
• 32:41
  like
• 32:41
  28
• 32:41
  days.
• 32:42
  It
• 32:42
  was
• 32:42
  by
• 32:42
  focusing
• 32:43
  on
• 32:43
  this
• 32:43
  one
• 32:44
  thing
• 32:44
  of
• 32:45
  how
• 32:45
  do
• 32:45
  we
• 32:45
  get
• 32:46
  the
• 32:46
  doctors
• 32:46
  to
• 32:46
  sign
• 32:46
  the
• 32:46
  orders
• 32:47
  faster?
• 32:47
  Is
• 32:47
  it
• 32:47
  the
• 32:48
  doctor
• 32:48
  that's
• 32:48
  slow
• 32:49
  or
• 32:49
  we're
• 32:49
  just
• 32:50
  not
• 32:50
  getting
• 32:50
  it
• 32:50
  out
• 32:50
  fast
• 32:51
  enough?
• 32:51
  Are
• 32:51
  we
• 32:52
  not
• 32:52
  checking
• 32:52
  it
• 32:52
  fast
• 32:53
  enough?
• 32:53
  So
• 32:54
  it's
• 32:54
  these
• 32:54
  little
• 32:55
  things
• 32:55
  that
• 32:55
  you
• 32:55
  wouldn't
• 32:56
  think
• 32:57
  would
• 32:58
  make
• 32:58
  such
• 32:58
  a
• 32:58
  difference.
• 32:58
  But
• 32:59
  then
• 32:59
  if
• 32:59
  I
• 33:00
  have
• 33:01
  a
• 33:01
  whole
• 33:01
  other
• 33:02
  45
• 33:03
  days
• 33:04
  of
• 33:04
  cash
• 33:04
  or
• 33:05
  60
• 33:05
  days
• 33:05
  of
• 33:05
  cash,
• 33:06
  I
• 33:07
  don't
• 33:07
  need
• 33:07
  cash
• 33:07
  as
• 33:08
  soon
• 33:08
  my
• 33:09
  Runway
• 33:09
  to
• 33:09
  break
• 33:09
  even.
• 33:10
  So
• 33:11
  these
• 33:11
  are
• 33:11
  the
• 33:12
  things
• 33:12
  that
• 33:12
  you
• 33:12
  must
• 33:12
  see
• 33:13
  all
• 33:13
  the
• 33:13
  time,
• 33:13
  right?
• 33:14
  Yeah.
• 33:15
  And
• 33:15
  you
• 33:15
  know,
• 33:16
  I
• 33:16
  know
• 33:16
  you
• 33:16
  talked
• 33:16
  about
• 33:16
  the
• 33:17
  doctors
• 33:17
  and
• 33:17
  stuff
• 33:17
  like
• 33:17
  that.
• 33:18
  So
• 33:18
  biotech,
• 33:18
  for
• 33:19
  example,
• 33:19
  most
• 33:20
  of
• 33:20
  them
• 33:20
  doing
• 33:20
  R
• 33:20
  and
• 33:21
  D.
• 33:21
  Yes.
• 33:22
  They're
• 33:22
  very
• 33:22
  cash
• 33:23
  intensive.
• 33:24
  A
• 33:24
  burn
• 33:24
  rate
• 33:25
  is
• 33:25
  very
• 33:25
  important
• 33:25
  for
• 33:26
  them
• 33:26
  because
• 33:26
  they
• 33:27
  are
• 33:27
  either
• 33:27
  funding
• 33:28
  it
• 33:28
  or
• 33:29
  they
• 33:29
  have
• 33:29
  investors
• 33:30
  or
• 33:31
  there's
• 33:31
  a
• 33:31
  grant
• 33:31
  or
• 33:32
  you
• 33:32
  know,
• 33:32
  there's
• 33:33
  multiple
• 33:33
  ways
• 33:34
  where
• 33:34
  they
• 33:34
  have
• 33:34
  the
• 33:35
  money
• 33:35
  and
• 33:35
  they're
• 33:36
  trying
• 33:36
  to
• 33:36
  get
• 33:37
  into
• 33:37
  their
• 33:37
  next
• 33:38
  phase.
• 33:38
  And
• 33:39
  so
• 33:39
  critical
• 33:40
  for
• 33:40
  them
• 33:40
  to
• 33:40
  understand
• 33:41
  what
• 33:41
  their,
• 33:42
  you
• 33:42
  know,
• 33:43
  what
• 33:43
  is
• 33:43
  really
• 33:43
  their
• 33:44
  burn
• 33:44
  rate
• 33:44
  every
• 33:44
  month,
• 33:45
  where
• 33:45
  can
• 33:46
  they
• 33:46
  reduce,
• 33:46
  how
• 33:46
  do
• 33:47
  they
• 33:47
  look
• 33:47
  at
• 33:47
  it
• 33:47
  in
• 33:48
  six
• 33:48
  months
• 33:48
  and
• 33:49
  evaluate
• 33:49
  a
• 33:49
  13
• 33:50
  week
• 33:50
  cash
• 33:50
  flow
• 33:51
  forecast?
• 33:52
  These
• 33:52
  are
• 33:52
  things
• 33:53
  they
• 33:53
  probably
• 33:54
  haven't
• 33:54
  disciplined
• 33:55
  to
• 33:55
  be
• 33:55
  able
• 33:55
  to
• 33:55
  manage
• 33:56
  that.
• 33:56
  But
• 33:56
  then,
• 33:57
  you
• 33:57
  know,
• 33:57
  you
• 33:58
  know
• 33:58
  that's
• 33:58
  where
• 33:58
  we
• 33:58
  add
• 33:59
  value
• 33:59
  right
• 33:59
  away
• 34:00
  for
• 34:00
  that
• 34:00
  them.
• 34:01
  Yes,
• 34:01
  yes.
• 34:02
  And
• 34:02
  also
• 34:03
  sometimes
• 34:04
  you,
• 34:04
  you
• 34:05
  kind
• 34:05
  of
• 34:05
  look
• 34:05
  at
• 34:05
  it
• 34:05
  and
• 34:06
  sometimes
• 34:06
  you
• 34:06
  need
• 34:06
  to,
• 34:08
  you,
• 34:08
  you
• 34:08
  need
• 34:08
  to
• 34:08
  finance,
• 34:09
  I
• 34:09
  need
• 34:09
  a
• 34:09
  cfo.
• 34:10
  When
• 34:10
  you're
• 34:11
  growing,
• 34:11
  have
• 34:12
  a
• 34:12
  certain
• 34:12
  amount
• 34:12
  of
• 34:13
  cash
• 34:14
  and
• 34:14
  a
• 34:14
  strategy
• 34:15
  that
• 34:15
  is
• 34:15
  working,
• 34:15
  but
• 34:16
  how
• 34:16
  much
• 34:16
  should
• 34:17
  you
• 34:17
  spend
• 34:17
  and
• 34:18
  how
• 34:18
  fast
• 34:18
  should
• 34:19
  you
• 34:19
  grow?
• 34:20
  And
• 34:20
  so
• 34:20
  these
• 34:21
  are
• 34:22
  just.
• 34:22
  My
• 34:22
  gut
• 34:23
  says
• 34:23
  one
• 34:23
  thing,
• 34:24
  but
• 34:24
  numbers
• 34:25
  tell
• 34:25
  a
• 34:25
  different
• 34:25
  story.
• 34:26
  Right?
• 34:27
  Yeah.
• 34:28
  And
• 34:28
  also
• 34:28
  I
• 34:29
  know
• 34:29
  people
• 34:29
  think
• 34:29
  CFOs
• 34:30
  are
• 34:30
  only
• 34:30
  there
• 34:31
  to
• 34:31
  restrict
• 34:32
  spending.
• 34:32
  That's
• 34:32
  not
• 34:33
  the
• 34:33
  case
• 34:33
  at
• 34:33
  all.
• 34:34
  Because
• 34:34
  a
• 34:35
  lot
• 34:35
  of
• 34:35
  them
• 34:35
  say,
• 34:35
  oh,
• 34:35
  our
• 34:36
  fractional
• 34:36
  CFO
• 34:36
  said
• 34:37
  this.
• 34:37
  And
• 34:37
  I'm
• 34:37
  like,
• 34:37
  no.
• 34:38
  Their
• 34:38
  job
• 34:38
  is
• 34:39
  one
• 34:39
  fiduciary
• 34:40
  responsibility
• 34:40
  to
• 34:41
  ensure
• 34:41
  that
• 34:42
  the
• 34:42
  company
• 34:42
  is
• 34:42
  performing
• 34:43
  at
• 34:43
  the
• 34:43
  best
• 34:43
  level
• 34:44
  financially
• 34:44
  as
• 34:44
  well.
• 34:45
  But
• 34:45
  also
• 34:46
  they
• 34:46
  are
• 34:47
  an
• 34:47
  amazing
• 34:48
  partner
• 34:48
  to
• 34:48
  the
• 34:49
  company.
• 34:49
  In
• 34:50
  order
• 34:50
  for
• 34:50
  them
• 34:50
  to
• 34:51
  scale,
• 34:51
  they're
• 34:51
  really
• 34:52
  that
• 34:52
  strategic
• 34:53
  partner
• 34:53
  to
• 34:54
  enable
• 34:54
  you
• 34:54
  to,
• 34:54
  to
• 34:55
  scale
• 34:55
  successfully
• 34:56
  on
• 34:56
  the
• 34:56
  financial
• 34:57
  front,
• 34:57
  to
• 34:58
  make
• 34:59
  investors,
• 35:00
  make
• 35:01
  you
• 35:01
  look
• 35:01
  great
• 35:01
  in
• 35:01
  front
• 35:02
  of
• 35:02
  investors,
• 35:02
  to
• 35:03
  have
• 35:03
  the
• 35:03
  right
• 35:03
  set
• 35:03
  of
• 35:04
  guardrails.
• 35:05
  What
• 35:05
  do
• 35:05
  they
• 35:05
  look
• 35:05
  for?
• 35:06
  How
• 35:06
  should
• 35:06
  we,
• 35:07
  you
• 35:07
  know,
• 35:07
  ensure
• 35:08
  they're
• 35:08
  really
• 35:09
  your,
• 35:10
  I
• 35:10
  would
• 35:10
  say
• 35:10
  like
• 35:10
  a
• 35:10
  financial
• 35:11
  marketer
• 35:11
  for
• 35:12
  your
• 35:12
  company,
• 35:12
  you
• 35:13
  know,
• 35:13
  because
• 35:13
  they're
• 35:14
  looking
• 35:14
  at
• 35:14
  every
• 35:15
  aspect
• 35:15
  of
• 35:15
  the
• 35:15
  organization
• 35:16
  before
• 35:17
  it
• 35:17
  goes
• 35:17
  external,
• 35:18
  cleaning
• 35:19
  up,
• 35:19
  supporting
• 35:20
  everyone
• 35:21
  in
• 35:21
  order
• 35:21
  for
• 35:21
  them
• 35:22
  to
• 35:22
  be
• 35:22
  able
• 35:23
  to
• 35:24
  go
• 35:24
  to
• 35:25
  external
• 35:26
  people
• 35:26
  to
• 35:27
  evaluate
• 35:27
  and
• 35:27
  ask
• 35:28
  the
• 35:28
  exact
• 35:28
  same
• 35:28
  questions
• 35:29
  again.
• 35:30
  Right,
• 35:30
  exactly.
• 35:31
  Well,
• 35:32
  I
• 35:32
  think
• 35:32
  that's
• 35:32
  such
• 35:33
  a
• 35:33
  distinction
• 35:33
  that
• 35:34
  you
• 35:34
  made,
• 35:34
  Priya,
• 35:35
  that
• 35:35
  if
• 35:35
  all
• 35:35
  they're
• 35:36
  doing
• 35:36
  is
• 35:36
  looking
• 35:36
  at
• 35:37
  the
• 35:37
  past
• 35:38
  and
• 35:38
  telling
• 35:39
  you
• 35:39
  what
• 35:39
  you
• 35:39
  can't
• 35:40
  spend,
• 35:41
  then
• 35:41
  you
• 35:41
  don't
• 35:42
  really
• 35:42
  have
• 35:42
  a
• 35:42
  cfo.
• 35:44
  A
• 35:44
  CFO
• 35:45
  is
• 35:45
  helping
• 35:45
  you
• 35:45
  solve
• 35:46
  your
• 35:47
  challenges
• 35:48
  of
• 35:48
  growth,
• 35:49
  cash
• 35:49
  flow,
• 35:50
  funding
• 35:51
  and
• 35:52
  you
• 35:52
  know,
• 35:52
  so
• 35:53
  that's
• 35:53
  a
• 35:53
  big
• 35:53
  distinction.
• 35:54
  There
• 35:54
  should
• 35:54
  be
• 35:54
  a
• 35:55
  person
• 35:55
  who
• 35:55
  can
• 35:55
  help
• 35:55
  you
• 35:56
  figure
• 35:56
  out
• 35:57
  how
• 35:57
  to
• 35:57
  get
• 35:58
  to
• 35:58
  where
• 35:58
  you
• 35:58
  know,
• 35:58
  not
• 35:59
  tell
• 35:59
  you
• 35:59
  what
• 35:59
  you
• 35:59
  can
• 35:59
  and
• 36:00
  cannot
• 36:00
  do.
• 36:01
  Exactly.
• 36:02
  So
• 36:02
  Priya,
• 36:03
  as
• 36:03
  we
• 36:03
  move
• 36:03
  towards
• 36:04
  close
• 36:04
  here,
• 36:05
  what
• 36:05
  is
• 36:05
  a
• 36:06
  final
• 36:07
  word
• 36:07
  of
• 36:07
  wisdom
• 36:08
  that
• 36:08
  you
• 36:09
  would
• 36:09
  like
• 36:09
  to
• 36:09
  offer
• 36:10
  to
• 36:10
  women
• 36:11
  founders
• 36:12
  leading
• 36:13
  and
• 36:13
  growing
• 36:14
  visionary
• 36:15
  companies?
• 36:16
  Race.
• 36:18
  For
• 36:18
  me,
• 36:18
  I
• 36:19
  would
• 36:19
  say
• 36:19
  like
• 36:20
  every
• 36:20
  company,
• 36:20
  every
• 36:21
  business,
• 36:21
  no
• 36:22
  matter
• 36:22
  how
• 36:22
  small
• 36:23
  or
• 36:23
  how
• 36:23
  big,
• 36:24
  they
• 36:24
  really
• 36:25
  deserve
• 36:26
  to
• 36:26
  have
• 36:26
  financial
• 36:27
  clarity.
• 36:27
  You
• 36:28
  always
• 36:28
  should
• 36:28
  have
• 36:28
  financial
• 36:29
  clarity
• 36:29
  no
• 36:29
  matter
• 36:30
  what.
• 36:30
  And
• 36:30
  I
• 36:31
  think
• 36:31
  having
• 36:31
  the
• 36:32
  financial
• 36:32
  clarity,
• 36:33
  strategic
• 36:34
  insight
• 36:34
  and
• 36:34
  the
• 36:35
  tools
• 36:35
  for
• 36:35
  you
• 36:36
  to
• 36:36
  scale.
• 36:36
  But
• 36:37
  whatever
• 36:38
  you
• 36:38
  decide
• 36:38
  as
• 36:39
  a
• 36:39
  company
• 36:39
  objective,
• 36:41
  you
• 36:41
  should
• 36:41
  be
• 36:42
  confident
• 36:42
  with
• 36:42
  that,
• 36:43
  not
• 36:43
  be
• 36:43
  stressed,
• 36:44
  oh,
• 36:44
  I'm
• 36:44
  going
• 36:44
  to
• 36:44
  do
• 36:44
  this
• 36:44
  or
• 36:45
  not.
• 36:45
  I
• 36:45
  think
• 36:46
  that's
• 36:46
  the
• 36:46
  message
• 36:47
  I
• 36:47
  want
• 36:48
  world
• 36:48
  to
• 36:48
  take
• 36:48
  away.
• 36:48
  When
• 36:48
  you
• 36:49
  create
• 36:49
  a
• 36:49
  company,
• 36:50
  you
• 36:50
  have
• 36:50
  a
• 36:50
  financial
• 36:51
  obligation.
• 36:51
  You
• 36:52
  have
• 36:52
  to
• 36:52
  think
• 36:52
  of
• 36:52
  that
• 36:53
  as
• 36:53
  an
• 36:53
  entrepreneur.
• 36:54
  When
• 36:54
  you
• 36:54
  think
• 36:54
  of
• 36:55
  creating
• 36:55
  a
• 36:55
  company,
• 36:56
  not
• 36:56
  an
• 36:56
  idea
• 36:57
  to
• 36:57
  a
• 36:57
  company,
• 36:58
  you
• 36:58
  take
• 36:58
  on
• 36:59
  that
• 36:59
  financial
• 37:00
  responsibility,
• 37:01
  the
• 37:01
  compliance
• 37:02
  responsibility
• 37:03
  of
• 37:03
  being
• 37:03
  an
• 37:04
  entity.
• 37:04
  So
• 37:04
  to
• 37:05
  Me
• 37:05
  at
• 37:05
  that
• 37:05
  stage
• 37:06
  wear
• 37:07
  this
• 37:07
  hat
• 37:08
  as
• 37:08
  well
• 37:08
  as
• 37:08
  a
• 37:09
  responsibility.
• 37:10
  And
• 37:10
  I
• 37:10
  think
• 37:10
  when
• 37:10
  you
• 37:11
  do
• 37:11
  that,
• 37:11
  that's
• 37:12
  really
• 37:12
  a
• 37:12
  key
• 37:12
  message
• 37:13
  for
• 37:13
  people.
• 37:14
  I
• 37:14
  really
• 37:15
  believe
• 37:15
  that
• 37:15
  finance
• 37:16
  is
• 37:16
  not
• 37:16
  just
• 37:16
  about
• 37:17
  numbers.
• 37:17
  It's
• 37:18
  really
• 37:18
  about
• 37:18
  empower
• 37:19
  you
• 37:20
  to
• 37:20
  tell
• 37:20
  your
• 37:20
  story
• 37:21
  in
• 37:21
  the
• 37:22
  right
• 37:22
  way.
• 37:22
  Yes,
• 37:23
  yes.
• 37:23
  Using
• 37:24
  numbers.
• 37:25
  It's
• 37:26
  giving
• 37:26
  entrepreneurs,
• 37:27
  especially
• 37:28
  women
• 37:29
  and
• 37:29
  minority
• 37:30
  founders,
• 37:30
  that
• 37:31
  empowerment
• 37:32
  to
• 37:32
  use
• 37:32
  their
• 37:33
  company
• 37:35
  and
• 37:35
  share
• 37:36
  the
• 37:36
  story
• 37:37
  financially.
• 37:39
  Beautiful.
• 37:40
  I
• 37:40
  love
• 37:40
  that.
• 37:41
  And,
• 37:42
  and,
• 37:42
  and
• 37:42
  I
• 37:42
  think
• 37:42
  that
• 37:43
  has
• 37:43
  so
• 37:43
  I
• 37:43
  mean
• 37:44
  I
• 37:44
  can
• 37:44
  go
• 37:44
  on
• 37:44
  and
• 37:44
  on
• 37:44
  and
• 37:44
  on
• 37:45
  but
• 37:45
  really
• 37:45
  my
• 37:46
  vision
• 37:46
  is
• 37:47
  to
• 37:47
  revolutionize
• 37:48
  the
• 37:48
  way
• 37:48
  we
• 37:48
  scale
• 37:49
  SMBs
• 37:50
  to
• 37:50
  bring
• 37:51
  them
• 37:51
  the
• 37:51
  gap
• 37:51
  between
• 37:52
  operational
• 37:52
  chaos
• 37:53
  and
• 37:53
  just
• 37:53
  strategy
• 37:54
  with
• 37:54
  clarity.
• 37:56
  And
• 37:56
  I
• 37:56
  think
• 37:56
  so
• 37:57
  many
• 37:57
  leaders,
• 37:58
  as
• 37:58
  you
• 37:58
  can
• 37:58
  see,
• 37:59
  they
• 37:59
  rise
• 37:59
  boldly
• 38:00
  and
• 38:00
  they
• 38:00
  have
• 38:00
  created
• 38:01
  lasting
• 38:01
  legacies.
• 38:02
  It's
• 38:03
  really
• 38:03
  through
• 38:03
  financial
• 38:04
  and
• 38:04
  accounting
• 38:05
  to
• 38:05
  be
• 38:05
  honest,
• 38:05
  one
• 38:06
  on
• 38:06
  one.
• 38:06
  Once
• 38:07
  you
• 38:07
  understand
• 38:07
  that
• 38:08
  and
• 38:08
  you
• 38:08
  know
• 38:08
  what
• 38:08
  you
• 38:09
  need
• 38:09
  to
• 38:09
  do,
• 38:09
  it
• 38:09
  just
• 38:09
  makes
• 38:10
  it
• 38:10
  super
• 38:10
  easy
• 38:10
  for
• 38:11
  you.
• 38:11
  That's
• 38:12
  really
• 38:12
  the
• 38:12
  core
• 38:13
  of
• 38:13
  what
• 38:13
  I
• 38:13
  want
• 38:14
  to
• 38:14
  leave
• 38:14
  behind.
• 38:15
  And
• 38:15
  even
• 38:16
  finteam
• 38:16
  won
• 38:17
  as
• 38:17
  a
• 38:17
  company.
• 38:18
  Oh,
• 38:19
  I
• 38:19
  love
• 38:19
  it.
• 38:19
  And
• 38:20
  I
• 38:20
  was
• 38:20
  looking
• 38:20
  at
• 38:20
  your
• 38:21
  website
• 38:21
  and
• 38:22
  you
• 38:22
  have
• 38:22
  a
• 38:22
  very
• 38:23
  inspiring
• 38:25
  description
• 38:26
  for
• 38:26
  your
• 38:26
  vision.
• 38:27
  Let's
• 38:27
  see
• 38:28
  talks
• 38:29
  about.
• 38:31
  I'm
• 38:31
  getting
• 38:32
  my
• 38:32
  notes
• 38:32
  here.
• 38:32
  Where
• 38:33
  is
• 38:33
  it?
• 38:33
  Finteam
• 38:34
  1.
• 38:35
  Where
• 38:35
  is
• 38:35
  it?
• 38:35
  Vision
• 38:36
  is
• 38:36
  to
• 38:36
  transform
• 38:37
  the
• 38:38
  financial
• 38:39
  landscape
• 38:40
  for
• 38:40
  businesses
• 38:41
  of
• 38:41
  all
• 38:41
  sizes
• 38:42
  and
• 38:42
  bring
• 38:42
  the
• 38:43
  future
• 38:43
  of
• 38:44
  managed
• 38:44
  financial
• 38:45
  services
• 38:45
  to
• 38:46
  small
• 38:46
  to
• 38:46
  medium
• 38:47
  sized
• 38:47
  companies.
• 38:48
  Our
• 38:48
  mission
• 38:49
  is
• 38:49
  to
• 38:49
  empower
• 38:49
  businesses
• 38:50
  with
• 38:50
  the
• 38:51
  appropriate
• 38:51
  financial
• 38:52
  tools
• 38:52
  and
• 38:52
  expertise
• 38:53
  needed
• 38:53
  so
• 38:53
  they
• 38:54
  can
• 38:54
  perform
• 38:55
  wonders.
• 38:57
  Right.
• 38:57
  So
• 38:57
  that's
• 38:57
  what
• 38:57
  we're
• 38:58
  all
• 38:58
  here
• 38:58
  to
• 38:58
  do,
• 38:59
  is
• 38:59
  to
• 38:59
  perform
• 39:00
  wonders.
• 39:01
  And
• 39:01
  so
• 39:01
  how
• 39:02
  can
• 39:03
  listeners
• 39:04
  find
• 39:04
  your
• 39:04
  company?
• 39:05
  What's
• 39:05
  the
• 39:06
  best
• 39:06
  way
• 39:06
  to
• 39:06
  get
• 39:06
  in
• 39:06
  touch?
• 39:07
  How,
• 39:08
  how
• 39:08
  is
• 39:08
  the
• 39:08
  best
• 39:08
  way
• 39:09
  for
• 39:09
  them
• 39:09
  to
• 39:10
  experience
• 39:11
  the
• 39:12
  services
• 39:12
  of
• 39:13
  your
• 39:13
  company?
• 39:15
  So
• 39:15
  the
• 39:16
  best
• 39:16
  way
• 39:16
  to
• 39:16
  reach
• 39:16
  us
• 39:17
  is
• 39:17
  going
• 39:17
  on.
• 39:17
  Our
• 39:17
  website
• 39:18
  is
• 39:18
  www.finTeam.1.
• 39:21
  It
• 39:21
  is
• 39:22
  o
• 39:23
  n
• 39:24
  e
• 39:25
  not.com
• 39:26
  if
• 39:27
  you
• 39:27
  go
• 39:27
  to
• 39:27
  contact
• 39:28
  us
• 39:28
  and
• 39:28
  send
• 39:29
  us
• 39:29
  an
• 39:29
  email,
• 39:30
  it'll
• 39:30
  come
• 39:30
  to
• 39:30
  our
• 39:31
  team
• 39:31
  and
• 39:32
  we'll
• 39:32
  be
• 39:32
  happy
• 39:32
  to
• 39:33
  get
• 39:33
  in
• 39:33
  touch
• 39:33
  with
• 39:33
  you
• 39:34
  and
• 39:34
  support
• 39:34
  you
• 39:35
  guys.
• 39:35
  Wonderful.
• 39:36
  Wonderful.
• 39:37
  So
• 39:37
  helping
• 39:38
  you
• 39:38
  get
• 39:38
  your
• 39:38
  financial
• 39:39
  clarity
• 39:40
  in
• 39:40
  place
• 39:40
  so
• 39:41
  that
• 39:41
  you
• 39:41
  can
• 39:41
  work
• 39:42
  wonders.
• 39:43
  So
• 39:43
  thank
• 39:44
  you
• 39:44
  Priya.
• 39:44
  It's
• 39:45
  such
• 39:45
  a
• 39:45
  nice
• 39:45
  time
• 39:46
  to
• 39:46
  be
• 39:46
  with
• 39:46
  you.
• 39:46
  Thank
• 39:47
  you
• 39:47
  for
• 39:47
  joining
• 39:47
  us
• 39:48
  on
• 39:48
  the
• 39:48
  Wisdom
• 39:48
  of
• 39:48
  Women
• 39:49
  show
• 39:50
  and
• 39:50
  to
• 39:50
  all
• 39:51
  you
• 39:51
  trailblazing
• 39:52
  ladies
• 39:52
  and
• 39:53
  allies
• 39:53
  out
• 39:54
  there,
• 39:54
  please
• 39:55
  be
• 39:55
  sure
• 39:55
  to
• 39:55
  like,
• 39:56
  follow
• 39:57
  and
• 39:57
  share
• 39:57
  on
• 39:58
  the
• 39:58
  the
• 39:58
  Wisdom
• 39:58
  of
• 39:58
  Women
• 39:59
  show
• 39:59
  on
• 39:59
  whatever
• 39:59
  your
• 40:00
  favorite
• 40:00
  listening
• 40:00
  or
• 40:01
  viewing
• 40:01
  platform
• 40:01
  platform
• 40:02
  is.
• 40:02
  And
• 40:02
  don't
• 40:03
  forget
• 40:03
  to
• 40:03
  infuse
• 40:04
  more
• 40:04
  wisdom
• 40:04
  into
• 40:05
  your
• 40:06
  business.
• 40:06
  Take
• 40:06
  the
• 40:07
  Growth
• 40:07
  Readiness
• 40:08
  quiz
• 40:08
  at
• 40:08
  a
• 40:08
  Forceforgood
• 40:09
  biz
• 40:10
  quiz
• 40:11
  and
• 40:11
  uncover
• 40:12
  where
• 40:13
  your
• 40:13
  insight
• 40:14
  is
• 40:14
  needed
• 40:15
  most
• 40:15
  in
• 40:15
  your
• 40:15
  company.
• 40:17
  The
• 40:17
  world
• 40:17
  is
• 40:18
  made
• 40:18
  better
• 40:19
  by
• 40:19
  women
• 40:20
  led
• 40:20
  business.
• 40:21
  So
• 40:21
  let's
• 40:22
  all
• 40:22
  go
• 40:23
  make
• 40:23
  the
• 40:23
  world
• 40:23
  a
• 40:24
  better
• 40:24
  place.
• 40:25
  Thank
• 40:26
  you,
• 40:26
  thank
• 40:27
  you,
• 40:27
  thank
• 40:27
  you,
• 40:27
  Coco.