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Data Doesn't Win Wars—This Does · Private Equity Data Guy

• 0:00
  That's
• 0:00
  not
• 0:00
  expected
• 0:01
  and
• 0:01
  it
• 0:01
  shouldn't
• 0:02
  be
• 0:02
  expected,
• 0:02
  quite
• 0:03
  frankly.
• 0:03
  We
• 0:03
  give
• 0:04
  leaders
• 0:04
  what
• 0:05
  they
• 0:05
  need
• 0:05
  to
• 0:06
  be
• 0:06
  able
• 0:06
  to
• 0:06
  fish,
• 0:07
  to
• 0:07
  be
• 0:07
  able
• 0:08
  to
• 0:08
  find
• 0:08
  solutions
• 0:09
  on
• 0:09
  their
• 0:09
  own.
• 0:10
  In
• 0:10
  many
• 0:10
  cases,
• 0:10
  you
• 0:11
  have
• 0:11
  to
• 0:11
  be
• 0:11
  clever
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  enough
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  to
• 0:12
  realize
• 0:13
  that
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  you
• 0:13
  should
• 0:13
  be
• 0:13
  capturing
• 0:14
  it
• 0:14
  right
• 0:15
  now
• 0:15
  because
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  tomorrow
• 0:16
  there's
• 0:16
  going
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  to
• 0:17
  be
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  a
• 0:17
  decision
• 0:18
  and
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  if
• 0:18
  you
• 0:18
  didn't
• 0:18
  capture
• 0:19
  it
• 0:19
  today,
• 0:20
  it's
• 0:20
  gone.
• 0:20
  Yeah.
• 0:21
  We
• 0:21
  can't
• 0:21
  go
• 0:21
  back
• 0:21
  in
• 0:21
  time
• 0:22
  and
• 0:22
  start
• 0:22
  logging
• 0:22
  it.
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  Something
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  that's
• 0:23
  very
• 0:24
  much
• 0:24
  expected
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  from
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  everybody
• 0:25
  that's
• 0:25
  in
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  the
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  military
• 0:27
  is
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  that
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  you're
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  willing
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  to
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  put
• 0:28
  the
• 0:29
  needs
• 0:29
  of
• 0:29
  the
• 0:29
  organization
• 0:30
  in
• 0:30
  front
• 0:30
  of
• 0:30
  your
• 0:30
  own
• 0:31
  personal
• 0:31
  needs,
• 0:32
  even
• 0:32
  if
• 0:32
  it
• 0:32
  means
• 0:32
  that
• 0:33
  you're
• 0:33
  going
• 0:33
  to
• 0:33
  pay
• 0:33
  the
• 0:33
  ultimate
• 0:34
  sacrifice
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  in
• 0:34
  doing
• 0:34
  that.
• 0:35
  Behind
• 0:35
  every
• 0:36
  value
• 0:36
  creation
• 0:36
  plan,
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  there's
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  a
• 0:37
  data
• 0:38
  problem
• 0:38
  nobody
• 0:38
  wants
• 0:38
  to
• 0:39
  talk
• 0:39
  about.
• 0:39
  Fragmented
• 0:40
  systems,
• 0:41
  metrics
• 0:41
  nobody
• 0:41
  trusts,
• 0:42
  and
• 0:42
  decisions
• 0:43
  made
• 0:43
  on
• 0:43
  gut
• 0:43
  feel
• 0:43
  dressed
• 0:44
  up
• 0:44
  as
• 0:44
  analysis.
• 0:45
  Welcome
• 0:45
  to
• 0:45
  the
• 0:45
  PE
• 0:46
  Data
• 0:46
  Guy.
• 0:47
  Each
• 0:47
  week,
• 0:47
  host
• 0:48
  Graham
• 0:48
  Crawford
• 0:48
  talks
• 0:49
  to
• 0:49
  the
• 0:49
  operating
• 0:49
  partners,
• 0:50
  advisors
• 0:50
  and
• 0:51
  practitioners
• 0:51
  who
• 0:51
  are
• 0:52
  doing
• 0:52
  the
• 0:52
  work
• 0:52
  inside
• 0:53
  portfolio
• 0:53
  companies.
• 0:54
  If
• 0:54
  you
• 0:54
  care
• 0:54
  about
• 0:55
  what
• 0:55
  actually
• 0:55
  drives
• 0:55
  returns
• 0:56
  in
• 0:56
  the
• 0:56
  market,
• 0:57
  then
• 0:57
  you're
• 0:57
  in
• 0:57
  the
• 0:57
  right
• 0:58
  place.
• 0:58
  The
• 0:58
  PE
• 0:58
  Data
• 0:59
  Guy
• 0:59
  starts
• 1:00
  now.
• 1:00
  Most
• 1:00
  people
• 1:01
  think
• 1:01
  private
• 1:02
  equity
• 1:02
  is
• 1:02
  about
• 1:02
  buying
• 1:03
  companies.
• 1:03
  My
• 1:04
  guess
• 1:04
  today
• 1:04
  would
• 1:05
  say
• 1:05
  it's
• 1:05
  really
• 1:05
  about
• 1:05
  buying
• 1:05
  decision
• 1:06
  systems.
• 1:07
  Paul
• 1:07
  Evangelista
• 1:08
  is
• 1:08
  the
• 1:08
  Chief
• 1:08
  Data
• 1:08
  Officer
• 1:09
  at
• 1:09
  the
• 1:09
  United
• 1:10
  States
• 1:10
  Military
• 1:10
  Academy
• 1:11
  at
• 1:11
  West
• 1:11
  Point,
• 1:12
  where
• 1:12
  leadership
• 1:12
  is
• 1:12
  forged
• 1:13
  under
• 1:13
  pressure.
• 1:14
  And
• 1:14
  the
• 1:14
  cost
• 1:14
  of
• 1:14
  a
• 1:14
  bad
• 1:15
  decision
• 1:15
  isn't
• 1:15
  a
• 1:15
  misquoter,
• 1:16
  it's
• 1:16
  the
• 1:16
  lives
• 1:17
  of
• 1:17
  your
• 1:17
  fellow
• 1:17
  soldiers.
• 1:18
  He
• 1:19
  spent
• 1:19
  decades
• 1:19
  in
• 1:19
  operations
• 1:20
  research
• 1:20
  and
• 1:21
  decision
• 1:21
  science
• 1:22
  and
• 1:22
  now
• 1:22
  sits
• 1:22
  at
• 1:22
  the
• 1:22
  intersection
• 1:23
  of
• 1:23
  data
• 1:23
  command
• 1:24
  and
• 1:24
  execution.
• 1:25
  Today
• 1:26
  we're
• 1:26
  talking
• 1:26
  about
• 1:26
  why
• 1:27
  decision
• 1:27
  literacy
• 1:28
  comes
• 1:28
  before
• 1:28
  data
• 1:28
  literacy.
• 1:29
  What
• 1:30
  PE
• 1:30
  firms
• 1:30
  miss
• 1:31
  when
• 1:31
  diligence
• 1:31
  focuses
• 1:32
  only
• 1:32
  on
• 1:32
  numbers
• 1:33
  and
• 1:33
  how
• 1:34
  enterprise
• 1:34
  value
• 1:35
  is
• 1:35
  ultimately
• 1:35
  a
• 1:35
  function
• 1:36
  of
• 1:36
  how
• 1:36
  fast
• 1:36
  and
• 1:37
  how
• 1:37
  truthfully
• 1:38
  an
• 1:38
  organization
• 1:38
  can
• 1:39
  make
• 1:39
  decisions.
• 1:40
  Paul,
• 1:40
  welcome
• 1:41
  to
• 1:41
  the
• 1:41
  show.
• 1:41
  It's
• 1:41
  such
• 1:41
  an
• 1:41
  honor
• 1:42
  to
• 1:42
  have
• 1:42
  you
• 1:42
  on
• 1:42
  here.
• 1:42
  Thank
• 1:43
  you
• 1:43
  for
• 1:43
  coming.
• 1:43
  Thank
• 1:43
  you.
• 1:43
  Thank
• 1:44
  you,
• 1:44
  Graham.
• 1:44
  No,
• 1:44
  it's
• 1:44
  a
• 1:44
  pleasure
• 1:45
  to
• 1:45
  be
• 1:45
  here.
• 1:45
  So
• 1:45
  we
• 1:46
  were
• 1:46
  introduced
• 1:46
  by
• 1:46
  a
• 1:46
  mutual
• 1:47
  friend
• 1:47
  and
• 1:47
  I
• 1:47
  was
• 1:47
  immediately
• 1:48
  fascinated
• 1:48
  by
• 1:49
  not
• 1:49
  only
• 1:49
  your
• 1:49
  background,
• 1:50
  but
• 1:50
  also
• 1:50
  your
• 1:50
  role.
• 1:50
  Can
• 1:51
  you
• 1:51
  go
• 1:51
  a
• 1:51
  little
• 1:52
  more
• 1:52
  into
• 1:52
  what
• 1:53
  you
• 1:53
  currently
• 1:53
  do
• 1:53
  and
• 1:53
  what's
• 1:54
  involved
• 1:54
  in
• 1:54
  it
• 1:54
  and
• 1:55
  the
• 1:55
  path
• 1:55
  you
• 1:55
  took
• 1:55
  to
• 1:55
  get
• 1:56
  there?
• 1:56
  Yes,
• 1:56
  no,
• 1:57
  I'd
• 1:57
  be
• 1:57
  happy
• 1:57
  to.
• 1:58
  So
• 1:59
  currently
• 2:00
  the
• 2:00
  Chief
• 2:00
  Data
• 2:01
  Officer
• 2:01
  for
• 2:01
  the
• 2:01
  United
• 2:02
  States
• 2:02
  Military
• 2:02
  Academy.
• 2:03
  Really?
• 2:03
  I
• 2:03
  would
• 2:03
  frame
• 2:04
  it
• 2:04
  as
• 2:04
  the
• 2:04
  Chief
• 2:04
  Data
• 2:05
  and
• 2:05
  Analytics
• 2:05
  Officer
• 2:06
  because
• 2:06
  it
• 2:06
  gets
• 2:07
  into
• 2:07
  a
• 2:07
  ton
• 2:07
  of
• 2:07
  different
• 2:08
  analytics
• 2:09
  types
• 2:09
  of
• 2:10
  activities.
• 2:10
  Our
• 2:10
  office
• 2:11
  is
• 2:11
  actually
• 2:11
  called
• 2:12
  the
• 2:12
  Office
• 2:12
  of
• 2:13
  Data
• 2:13
  and
• 2:13
  Analytics.
• 2:14
  But
• 2:15
  before
• 2:15
  I
• 2:15
  get
• 2:15
  into
• 2:15
  the
• 2:16
  actual
• 2:16
  office
• 2:16
  and
• 2:17
  what
• 2:17
  we
• 2:17
  do,
• 2:17
  I'll
• 2:17
  just
• 2:18
  give
• 2:18
  you
• 2:18
  kind
• 2:18
  of
• 2:18
  a
• 2:18
  brief
• 2:19
  background
• 2:19
  on,
• 2:20
  you
• 2:20
  know,
• 2:20
  your
• 2:20
  question
• 2:20
  about
• 2:21
  how
• 2:21
  it
• 2:22
  came
• 2:22
  about
• 2:22
  and
• 2:23
  my
• 2:23
  path
• 2:23
  to
• 2:23
  get
• 2:23
  there.
• 2:24
  So
• 2:24
  I've
• 2:24
  been
• 2:25
  an
• 2:25
  army
• 2:25
  officer
• 2:25
  for
• 2:26
  30
• 2:26
  years.
• 2:27
  I'm
• 2:27
  getting
• 2:27
  ready
• 2:27
  to
• 2:28
  transition
• 2:28
  this
• 2:28
  spring
• 2:29
  into
• 2:30
  a
• 2:30
  different
• 2:30
  career.
• 2:31
  During
• 2:31
  that
• 2:31
  30
• 2:32
  year
• 2:32
  experience,
• 2:33
  I
• 2:33
  started
• 2:33
  off
• 2:34
  as
• 2:34
  a
• 2:35
  engineer
• 2:35
  officer.
• 2:36
  That's
• 2:36
  what
• 2:36
  I
• 2:36
  was
• 2:36
  commissioned
• 2:37
  as.
• 2:37
  So
• 2:37
  it's
• 2:37
  operations,
• 2:38
  you
• 2:39
  know,
• 2:39
  everything
• 2:39
  that
• 2:40
  people
• 2:40
  think
• 2:40
  of
• 2:40
  when
• 2:41
  they
• 2:41
  think
• 2:41
  of
• 2:41
  the
• 2:41
  army,
• 2:42
  you
• 2:42
  know,
• 2:42
  troop
• 2:42
  leading,
• 2:43
  going
• 2:43
  to
• 2:43
  the
• 2:43
  field,
• 2:44
  you
• 2:44
  know,
• 2:45
  all
• 2:45
  that,
• 2:45
  all
• 2:45
  that
• 2:45
  kind
• 2:46
  of
• 2:46
  stuff.
• 2:47
  Deployed
• 2:47
  as
• 2:47
  a
• 2:48
  company
• 2:48
  commander
• 2:48
  to
• 2:48
  Iraq
• 2:49
  in
• 2:49
  2003,
• 2:50
  and
• 2:51
  then
• 2:51
  shortly
• 2:51
  after
• 2:51
  that,
• 2:51
  I
• 2:52
  was
• 2:52
  given
• 2:52
  an
• 2:52
  opportunity
• 2:52
  to
• 2:52
  go
• 2:53
  to
• 2:53
  graduate
• 2:53
  school
• 2:54
  and
• 2:54
  really
• 2:55
  change
• 2:55
  my
• 2:55
  career
• 2:56
  path
• 2:56
  in
• 2:56
  the
• 2:57
  Army.
• 2:57
  So
• 2:58
  I
• 2:58
  changed
• 2:58
  my
• 2:58
  career
• 2:58
  path
• 2:59
  at
• 2:59
  that
• 2:59
  time
• 2:59
  to
• 2:59
  a
• 3:00
  field
• 3:00
  that's
• 3:00
  called
• 3:00
  Operations
• 3:01
  Research
• 3:02
  and
• 3:02
  Systems
• 3:02
  Analysis.
• 3:04
  And
• 3:04
  in
• 3:05
  that
• 3:05
  career
• 3:05
  path,
• 3:06
  I
• 3:06
  was
• 3:06
  given
• 3:06
  the
• 3:07
  opportunity
• 3:07
  to
• 3:07
  do
• 3:08
  a
• 3:08
  variety
• 3:08
  of
• 3:08
  things,
• 3:09
  everything
• 3:09
  from
• 3:09
  serving
• 3:09
  as
• 3:10
  an
• 3:10
  instructor
• 3:10
  at
• 3:10
  West
• 3:11
  Point
• 3:11
  to
• 3:11
  deploying
• 3:12
  to
• 3:12
  Afghanistan
• 3:13
  a
• 3:13
  couple
• 3:13
  of
• 3:13
  different
• 3:14
  times,
• 3:14
  and
• 3:15
  serving
• 3:15
  as
• 3:15
  an
• 3:15
  operations
• 3:16
  research
• 3:16
  analyst
• 3:17
  in
• 3:17
  theater,
• 3:17
  and
• 3:18
  then
• 3:18
  ultimately
• 3:18
  coming
• 3:19
  back
• 3:19
  to
• 3:19
  West
• 3:19
  Point
• 3:20
  for
• 3:20
  the.
• 3:20
  The
• 3:21
  final
• 3:21
  part
• 3:21
  of
• 3:21
  my
• 3:21
  career.
• 3:22
  During
• 3:22
  that
• 3:23
  second
• 3:23
  tour
• 3:24
  at
• 3:24
  West
• 3:24
  Point,
• 3:24
  I
• 3:25
  was
• 3:25
  fortunate
• 3:26
  enough
• 3:26
  to
• 3:26
  be
• 3:26
  selected
• 3:26
  as
• 3:26
  what
• 3:26
  they
• 3:27
  call
• 3:27
  an
• 3:27
  academy
• 3:27
  professor
• 3:28
  in
• 3:28
  the
• 3:28
  Department
• 3:28
  of
• 3:28
  Systems
• 3:29
  Engineering.
• 3:30
  So
• 3:30
  I've
• 3:31
  taught
• 3:31
  almost
• 3:31
  every
• 3:31
  course
• 3:32
  within
• 3:32
  that
• 3:33
  department.
• 3:33
  And
• 3:33
  then
• 3:34
  in
• 3:34
  2020,
• 3:35
  Covid
• 3:35
  hit.
• 3:36
  So
• 3:37
  when
• 3:37
  Covid
• 3:38
  hit,
• 3:38
  they
• 3:38
  stood
• 3:39
  up
• 3:39
  a
• 3:39
  small
• 3:40
  team
• 3:40
  of
• 3:40
  operations
• 3:40
  research
• 3:41
  analysts
• 3:41
  and
• 3:41
  I
• 3:42
  had
• 3:42
  to
• 3:42
  good
• 3:42
  fortune
• 3:43
  of
• 3:43
  being
• 3:43
  part
• 3:43
  of
• 3:43
  that
• 3:44
  team.
• 3:44
  And
• 3:44
  we
• 3:44
  led
• 3:45
  a
• 3:45
  number
• 3:45
  of
• 3:45
  different
• 3:47
  studies
• 3:47
  that
• 3:47
  supported
• 3:48
  decisions
• 3:49
  for
• 3:49
  the
• 3:49
  leadership
• 3:49
  here.
• 3:50
  Some
• 3:50
  of
• 3:50
  the
• 3:50
  big
• 3:50
  decisions
• 3:51
  that
• 3:51
  had
• 3:51
  to
• 3:51
  be
• 3:52
  made
• 3:52
  were,
• 3:52
  you
• 3:52
  know,
• 3:52
  when
• 3:53
  would
• 3:53
  we
• 3:53
  bring
• 3:53
  cadets
• 3:54
  back?
• 3:54
  We
• 3:54
  had
• 3:55
  to
• 3:55
  do
• 3:55
  predictive
• 3:55
  analysis
• 3:56
  on
• 3:56
  how
• 3:57
  many
• 3:57
  cadets
• 3:57
  we
• 3:58
  expected
• 3:58
  to
• 3:58
  be
• 3:58
  infected
• 3:59
  by
• 3:59
  the
• 3:59
  disease,
• 4:00
  because
• 4:00
  that
• 4:00
  had
• 4:00
  all
• 4:00
  kinds
• 4:01
  of
• 4:01
  implications
• 4:01
  regarding
• 4:02
  infrastructure,
• 4:03
  regarding
• 4:04
  potential
• 4:06
  infections
• 4:06
  of
• 4:07
  the
• 4:07
  community
• 4:07
  and
• 4:08
  making
• 4:08
  these
• 4:08
  decisions
• 4:09
  to
• 4:09
  bring
• 4:09
  cadets
• 4:10
  back.
• 4:10
  And
• 4:10
  again,
• 4:11
  that
• 4:11
  had
• 4:11
  implications
• 4:12
  for
• 4:12
  infrastructure,
• 4:13
  had
• 4:13
  implications
• 4:14
  for
• 4:15
  potential
• 4:15
  infections
• 4:16
  in
• 4:16
  the
• 4:16
  community.
• 4:16
  But
• 4:16
  it
• 4:17
  was
• 4:17
  that
• 4:17
  experience
• 4:18
  that
• 4:19
  gave
• 4:19
  me
• 4:19
  an
• 4:19
  opportunity
• 4:20
  to
• 4:20
  interact
• 4:20
  with
• 4:21
  a
• 4:21
  lot
• 4:21
  of
• 4:21
  the
• 4:21
  senior
• 4:22
  leaders.
• 4:22
  About
• 4:23
  that
• 4:23
  time,
• 4:23
  they
• 4:23
  were
• 4:24
  starting
• 4:24
  to
• 4:24
  think
• 4:24
  a
• 4:25
  lot
• 4:25
  more
• 4:25
  serious
• 4:25
  about
• 4:26
  data
• 4:26
  at
• 4:26
  the
• 4:26
  academy,
• 4:27
  and
• 4:27
  they
• 4:27
  wanted
• 4:28
  a
• 4:28
  chief
• 4:28
  data
• 4:28
  officer.
• 4:29
  So
• 4:29
  they
• 4:29
  offered
• 4:30
  me
• 4:30
  the
• 4:30
  job.
• 4:31
  It
• 4:31
  was
• 4:31
  a
• 4:31
  great
• 4:31
  opportunity.
• 4:33
  And
• 4:33
  that
• 4:33
  was
• 4:33
  in
• 4:34
  the
• 4:34
  spring
• 4:34
  of
• 4:34
  2021.
• 4:35
  And
• 4:36
  it
• 4:36
  was
• 4:36
  a
• 4:36
  totally
• 4:37
  new
• 4:37
  start.
• 4:37
  One
• 4:38
  of
• 4:38
  the
• 4:38
  more
• 4:38
  unsettling
• 4:39
  aspects
• 4:39
  of
• 4:40
  the
• 4:40
  job
• 4:40
  was
• 4:41
  when
• 4:41
  I
• 4:41
  started,
• 4:42
  like,
• 4:42
  nobody
• 4:42
  could
• 4:42
  tell
• 4:42
  me
• 4:43
  what
• 4:43
  to
• 4:43
  do.
• 4:43
  They
• 4:44
  didn't
• 4:44
  really
• 4:44
  understand
• 4:45
  what
• 4:45
  should
• 4:45
  somebody
• 4:46
  that
• 4:47
  we
• 4:47
  call
• 4:47
  a
• 4:47
  chief
• 4:47
  data
• 4:47
  officer
• 4:48
  do?
• 4:48
  So
• 4:49
  they
• 4:49
  gave
• 4:49
  me
• 4:49
  a
• 4:49
  team.
• 4:49
  I
• 4:50
  was
• 4:50
  able
• 4:50
  to
• 4:50
  name
• 4:50
  the
• 4:50
  office
• 4:51
  we
• 4:51
  call
• 4:51
  it
• 4:51
  the
• 4:51
  office
• 4:51
  of
• 4:52
  data
• 4:52
  and
• 4:52
  analytics.
• 4:53
  And
• 4:53
  I
• 4:53
  was
• 4:53
  able
• 4:54
  to
• 4:54
  actually
• 4:54
  define
• 4:54
  the
• 4:55
  functions
• 4:56
  of
• 4:56
  the
• 4:56
  office.
• 4:56
  And
• 4:57
  there's
• 4:57
  three
• 4:57
  functions
• 4:58
  that
• 4:58
  we
• 4:58
  settled
• 4:58
  on.
• 4:59
  The
• 4:59
  first
• 4:59
  function
• 5:00
  is
• 5:00
  empowering
• 5:00
  leaders
• 5:01
  at
• 5:01
  all
• 5:01
  levels
• 5:02
  with
• 5:02
  data
• 5:02
  and
• 5:02
  analytics.
• 5:03
  And
• 5:03
  I
• 5:04
  oftentimes
• 5:04
  tell
• 5:05
  people
• 5:05
  that's
• 5:05
  about
• 5:06
  trying
• 5:06
  to
• 5:06
  make
• 5:06
  sure
• 5:07
  that
• 5:07
  we
• 5:07
  give
• 5:08
  leaders
• 5:08
  what
• 5:09
  they
• 5:09
  need
• 5:09
  to
• 5:10
  be
• 5:10
  able
• 5:10
  to
• 5:10
  fish
• 5:11
  to,
• 5:11
  to
• 5:11
  be
• 5:12
  able
• 5:12
  to
• 5:12
  find
• 5:12
  solutions
• 5:13
  on
• 5:13
  their
• 5:13
  own.
• 5:13
  There's
• 5:14
  many
• 5:14
  instances
• 5:14
  where
• 5:15
  we
• 5:15
  actually
• 5:15
  give
• 5:16
  them
• 5:16
  the
• 5:16
  analysis
• 5:17
  or
• 5:17
  the
• 5:17
  data
• 5:17
  they
• 5:18
  need.
• 5:18
  But
• 5:18
  our
• 5:19
  preference
• 5:19
  is
• 5:20
  to
• 5:20
  develop
• 5:20
  a
• 5:21
  system
• 5:21
  and
• 5:22
  with
• 5:22
  that
• 5:22
  information
• 5:23
  system
• 5:23
  they
• 5:24
  can
• 5:24
  actually
• 5:25
  develop
• 5:25
  the
• 5:25
  answers
• 5:26
  to
• 5:26
  questions
• 5:26
  that
• 5:27
  they
• 5:27
  have.
• 5:27
  The
• 5:28
  second
• 5:28
  function
• 5:28
  that
• 5:29
  we
• 5:29
  support
• 5:29
  is
• 5:30
  kind
• 5:30
  of
• 5:31
  a
• 5:31
  classic
• 5:31
  function
• 5:31
  of
• 5:32
  operations
• 5:32
  research
• 5:33
  and
• 5:33
  that's
• 5:33
  underpinning
• 5:34
  the
• 5:34
  strategic
• 5:34
  decisions
• 5:35
  of
• 5:35
  the
• 5:35
  academy
• 5:35
  with
• 5:36
  data
• 5:36
  and
• 5:36
  analytics.
• 5:37
  And
• 5:37
  those
• 5:37
  are
• 5:37
  kind
• 5:37
  of
• 5:37
  like
• 5:37
  the
• 5:37
  special
• 5:38
  one
• 5:38
  offs,
• 5:38
  you
• 5:38
  know,
• 5:39
  the
• 5:39
  unique
• 5:40
  problems
• 5:40
  that
• 5:40
  come
• 5:41
  to
• 5:41
  the
• 5:41
  academy
• 5:42
  where
• 5:42
  they
• 5:42
  think
• 5:43
  data
• 5:43
  and
• 5:43
  analytics
• 5:43
  can,
• 5:44
  can
• 5:44
  help.
• 5:44
  What's
• 5:45
  some
• 5:45
  examples
• 5:45
  of
• 5:45
  those?
• 5:46
  Can
• 5:46
  you
• 5:46
  share
• 5:46
  any?
• 5:46
  Sure,
• 5:47
  I'd
• 5:47
  be
• 5:47
  happy
• 5:47
  to
• 5:48
  share.
• 5:48
  There's
• 5:49
  been
• 5:49
  questions
• 5:50
  about
• 5:50
  whether
• 5:50
  or
• 5:50
  not
• 5:51
  we
• 5:51
  should
• 5:51
  scramble
• 5:52
  the
• 5:52
  cadets.
• 5:52
  And
• 5:52
  what
• 5:52
  that
• 5:52
  means
• 5:53
  is
• 5:53
  when
• 5:53
  you
• 5:54
  come
• 5:54
  in
• 5:54
  as
• 5:54
  a
• 5:54
  cohort
• 5:55
  and
• 5:55
  you're
• 5:55
  organized
• 5:55
  into
• 5:56
  your
• 5:56
  units,
• 5:57
  do
• 5:57
  you
• 5:57
  stay
• 5:58
  with
• 5:58
  that
• 5:58
  unit
• 5:58
  or
• 5:59
  do
• 5:59
  you
• 5:59
  scramble
• 6:00
  out
• 6:00
  of
• 6:00
  that
• 6:00
  unit
• 6:01
  at
• 6:01
  some
• 6:01
  part,
• 6:02
  some
• 6:02
  point?
• 6:03
  There's
• 6:03
  been
• 6:03
  a
• 6:03
  lot
• 6:03
  of
• 6:03
  questions
• 6:04
  about
• 6:05
  the
• 6:05
  effects
• 6:05
  of
• 6:06
  various
• 6:06
  types
• 6:07
  of
• 6:07
  training
• 6:07
  experiences.
• 6:08
  Those
• 6:08
  can
• 6:08
  be
• 6:09
  really
• 6:09
  tough
• 6:10
  questions
• 6:10
  to
• 6:11
  answer
• 6:11
  because
• 6:12
  there's
• 6:12
  no,
• 6:13
  you
• 6:13
  know,
• 6:13
  structured
• 6:14
  experimental
• 6:14
  design
• 6:15
  that
• 6:15
  goes
• 6:16
  into
• 6:16
  those
• 6:16
  training
• 6:16
  experiences.
• 6:17
  Multiple
• 6:18
  variables
• 6:18
  as
• 6:18
  well,
• 6:19
  I'm
• 6:19
  sure.
• 6:19
  Yeah,
• 6:19
  there's
• 6:19
  all
• 6:20
  kinds
• 6:20
  of
• 6:20
  confounding
• 6:21
  variables
• 6:21
  and
• 6:22
  you
• 6:22
  know,
• 6:22
  it
• 6:23
  can
• 6:23
  be
• 6:23
  very
• 6:23
  messy.
• 6:24
  So
• 6:24
  you're
• 6:24
  using
• 6:25
  a
• 6:25
  lot
• 6:25
  of
• 6:25
  subject
• 6:26
  matter
• 6:26
  expertise,
• 6:27
  you're
• 6:27
  trying
• 6:27
  to
• 6:28
  formulate
• 6:28
  as
• 6:29
  much
• 6:29
  of
• 6:29
  a
• 6:29
  factual
• 6:30
  background
• 6:30
  as
• 6:30
  you
• 6:31
  can
• 6:31
  so
• 6:31
  that
• 6:31
  people
• 6:32
  understood
• 6:32
  exactly
• 6:32
  what
• 6:33
  it
• 6:33
  is
• 6:34
  that
• 6:34
  happened.
• 6:34
  And
• 6:34
  then
• 6:35
  you're
• 6:35
  just
• 6:35
  trying
• 6:35
  to
• 6:35
  do
• 6:35
  the
• 6:36
  best
• 6:36
  you
• 6:36
  can
• 6:36
  to,
• 6:36
  to
• 6:36
  make
• 6:37
  an
• 6:37
  assessment.
• 6:37
  And
• 6:37
  then
• 6:38
  I
• 6:38
  would
• 6:38
  say
• 6:38
  probably
• 6:38
  the.
• 6:39
  Some
• 6:39
  of
• 6:39
  the
• 6:40
  most
• 6:40
  important
• 6:40
  work
• 6:41
  that
• 6:41
  we
• 6:41
  have
• 6:41
  done
• 6:42
  really
• 6:42
  has
• 6:43
  centered
• 6:43
  on
• 6:44
  trying
• 6:44
  to
• 6:44
  understand
• 6:45
  how
• 6:45
  well
• 6:45
  our
• 6:46
  cadets
• 6:47
  do
• 6:47
  in
• 6:47
  the
• 6:47
  army.
• 6:48
  And
• 6:48
  that's
• 6:48
  been
• 6:49
  a
• 6:49
  new
• 6:50
  start
• 6:50
  as
• 6:50
  well.
• 6:51
  Where
• 6:51
  what
• 6:52
  we've
• 6:52
  done
• 6:52
  is
• 6:52
  we've
• 6:53
  been
• 6:53
  able
• 6:53
  to
• 6:53
  pull
• 6:54
  data
• 6:54
  from
• 6:55
  the
• 6:55
  army,
• 6:55
  a
• 6:55
  lot
• 6:55
  of
• 6:56
  it's
• 6:56
  performance
• 6:56
  related
• 6:57
  data
• 6:57
  and
• 6:58
  other
• 6:58
  other
• 6:58
  types
• 6:59
  as
• 6:59
  well.
• 6:59
  And
• 7:00
  based
• 7:00
  upon
• 7:01
  that
• 7:01
  information,
• 7:03
  based
• 7:03
  upon
• 7:04
  their
• 7:04
  performance
• 7:05
  records
• 7:05
  as
• 7:06
  a
• 7:06
  cadet,
• 7:07
  and
• 7:07
  then
• 7:07
  also
• 7:07
  trying
• 7:08
  to
• 7:08
  understand
• 7:08
  where
• 7:09
  they
• 7:09
  stood
• 7:10
  from
• 7:10
  an
• 7:10
  admissions
• 7:11
  standpoint.
• 7:11
  That
• 7:12
  whole
• 7:12
  storyline,
• 7:12
  from
• 7:13
  admissions
• 7:13
  to
• 7:13
  cadet
• 7:13
  performance
• 7:14
  to
• 7:14
  graduation
• 7:14
  and
• 7:15
  beyond.
• 7:15
  Can
• 7:15
  you
• 7:16
  detect
• 7:16
  patterns
• 7:17
  or
• 7:17
  trends
• 7:18
  that
• 7:18
  give
• 7:18
  us
• 7:18
  the
• 7:19
  ability
• 7:19
  to
• 7:19
  do
• 7:20
  a
• 7:20
  few
• 7:20
  things?
• 7:20
  One
• 7:20
  is
• 7:21
  pick
• 7:21
  the
• 7:21
  best
• 7:22
  candidates
• 7:23
  possible
• 7:23
  to
• 7:23
  come
• 7:24
  here
• 7:24
  to
• 7:24
  the
• 7:25
  academy.
• 7:25
  Secondly,
• 7:27
  you
• 7:27
  know,
• 7:27
  try
• 7:27
  to
• 7:28
  tailor
• 7:28
  the
• 7:28
  best
• 7:29
  training
• 7:29
  experience
• 7:30
  as
• 7:30
  possible
• 7:31
  for
• 7:31
  these
• 7:31
  cadets
• 7:32
  as
• 7:32
  they
• 7:33
  move
• 7:33
  through
• 7:33
  the
• 7:33
  academy.
• 7:34
  And
• 7:34
  then
• 7:34
  also,
• 7:35
  you
• 7:35
  know,
• 7:35
  what
• 7:35
  types
• 7:36
  of
• 7:36
  things
• 7:36
  do
• 7:36
  we
• 7:36
  need
• 7:36
  to
• 7:37
  change
• 7:37
  at
• 7:37
  the
• 7:38
  academy
• 7:38
  in
• 7:39
  order
• 7:39
  to,
• 7:40
  you
• 7:40
  know,
• 7:40
  create
• 7:40
  the
• 7:40
  best
• 7:41
  officers
• 7:41
  possible?
• 7:42
  So
• 7:42
  that's
• 7:43
  a
• 7:43
  little
• 7:43
  bit
• 7:43
  about
• 7:43
  the
• 7:44
  journey
• 7:44
  and
• 7:44
  a
• 7:45
  little
• 7:45
  bit
• 7:45
  about
• 7:45
  the
• 7:46
  office
• 7:46
  and
• 7:47
  what
• 7:47
  it
• 7:47
  is
• 7:47
  that
• 7:47
  we
• 7:47
  focus
• 7:48
  on.
• 7:48
  Yeah.
• 7:48
  What
• 7:49
  an
• 7:49
  incredible
• 7:49
  journey.
• 7:49
  And
• 7:50
  I'm
• 7:50
  sure
• 7:51
  the
• 7:51
  impact
• 7:51
  you've
• 7:51
  had
• 7:52
  across
• 7:52
  those
• 7:52
  years
• 7:53
  has
• 7:53
  been
• 7:53
  way
• 7:54
  beyond
• 7:54
  what
• 7:54
  you've
• 7:54
  described.
• 7:55
  So
• 7:55
  certainly,
• 7:56
  thank
• 7:56
  you
• 7:56
  very
• 7:56
  much
• 7:57
  for
• 7:57
  your
• 7:57
  service.
• 7:58
  Very
• 7:58
  much
• 7:58
  appreciated
• 7:59
  over
• 7:59
  here.
• 8:00
  And
• 8:00
  you
• 8:00
  know,
• 8:00
  on
• 8:00
  behalf
• 8:01
  of
• 8:01
  anyone
• 8:01
  who's
• 8:01
  listening
• 8:01
  as
• 8:01
  well,
• 8:03
  for
• 8:03
  sure,
• 8:03
  it's,
• 8:04
  it's
• 8:04
  a,
• 8:04
  it's
• 8:05
  a
• 8:05
  big
• 8:05
  chunk
• 8:05
  of
• 8:05
  your
• 8:06
  life
• 8:06
  you've
• 8:06
  devoted
• 8:07
  to
• 8:07
  serving
• 8:07
  the
• 8:08
  country.
• 8:08
  So
• 8:08
  thank
• 8:09
  you
• 8:09
  for
• 8:09
  that.
• 8:09
  I'm
• 8:09
  interested
• 8:10
  by
• 8:10
  the
• 8:10
  data
• 8:11
  set
• 8:11
  you
• 8:11
  described
• 8:11
  about
• 8:12
  the
• 8:12
  cadet
• 8:12
  performance,
• 8:13
  like
• 8:13
  in.
• 8:13
  In
• 8:14
  my
• 8:14
  idealistic
• 8:14
  mind
• 8:15
  here,
• 8:15
  because
• 8:15
  people
• 8:16
  are
• 8:16
  in
• 8:16
  the
• 8:17
  job
• 8:17
  for
• 8:17
  a
• 8:17
  fixed
• 8:17
  period
• 8:17
  of
• 8:18
  time
• 8:18
  and,
• 8:18
  you
• 8:18
  know,
• 8:18
  that's
• 8:19
  other
• 8:19
  than
• 8:20
  exceptional
• 8:20
  circumstances,
• 8:21
  that's
• 8:21
  going
• 8:21
  to
• 8:22
  be
• 8:22
  a
• 8:22
  fixed
• 8:22
  period
• 8:22
  of
• 8:22
  time.
• 8:23
  There's
• 8:23
  an
• 8:23
  opportunity
• 8:24
  there
• 8:24
  to
• 8:25
  track
• 8:25
  data
• 8:25
  all
• 8:26
  the
• 8:26
  way
• 8:26
  through,
• 8:26
  as
• 8:26
  you
• 8:27
  say,
• 8:27
  admissions,
• 8:27
  training,
• 8:28
  and
• 8:28
  then
• 8:28
  further
• 8:28
  into.
• 8:29
  Into
• 8:29
  career.
• 8:31
  Is
• 8:31
  that
• 8:31
  data
• 8:31
  in
• 8:32
  good
• 8:32
  shape,
• 8:32
  easy
• 8:33
  to
• 8:33
  get
• 8:33
  to
• 8:33
  in
• 8:34
  one
• 8:34
  centralized
• 8:35
  place?
• 8:35
  Like.
• 8:35
  I
• 8:35
  don't
• 8:36
  know,
• 8:36
  Please
• 8:36
  tell
• 8:36
  me
• 8:36
  it
• 8:36
  works
• 8:36
  perfectly
• 8:37
  somewhere.
• 8:37
  Oh,
• 8:38
  it's.
• 8:39
  I
• 8:39
  mean,
• 8:39
  that
• 8:39
  has
• 8:39
  really
• 8:40
  been
• 8:40
  a
• 8:41
  huge
• 8:41
  part
• 8:41
  of
• 8:41
  the
• 8:41
  job.
• 8:42
  You
• 8:42
  know,
• 8:42
  I
• 8:42
  don't
• 8:42
  know
• 8:42
  if
• 8:42
  I
• 8:43
  actually
• 8:43
  mentioned
• 8:43
  that
• 8:43
  the
• 8:44
  third
• 8:44
  function,
• 8:44
  managing
• 8:45
  data
• 8:45
  risk,
• 8:46
  we
• 8:46
  got
• 8:46
  into
• 8:47
  really
• 8:47
  this,
• 8:47
  this
• 8:48
  what
• 8:48
  the
• 8:48
  second
• 8:48
  function
• 8:49
  was,
• 8:49
  which
• 8:49
  was
• 8:49
  underpinning
• 8:50
  the
• 8:50
  third
• 8:51
  function
• 8:52
  I
• 8:52
  mentioned.
• 8:52
  There's.
• 8:52
  There's
• 8:52
  three
• 8:53
  of
• 8:53
  them,
• 8:53
  is
• 8:53
  managing
• 8:54
  data
• 8:54
  risk.
• 8:55
  And
• 8:55
  really
• 8:56
  that's
• 8:57
  the
• 8:57
  function
• 8:57
  where
• 8:58
  I
• 8:58
  talk
• 8:58
  to
• 8:59
  the
• 8:59
  team
• 8:59
  about
• 9:00
  exactly
• 9:00
  that
• 9:00
  question
• 9:01
  and
• 9:01
  making
• 9:02
  sure
• 9:02
  that
• 9:02
  the
• 9:03
  data
• 9:03
  is
• 9:03
  in
• 9:04
  the
• 9:04
  best
• 9:04
  condition
• 9:05
  possible
• 9:06
  to
• 9:07
  support
• 9:07
  everything
• 9:07
  it
• 9:08
  is
• 9:08
  that
• 9:08
  we
• 9:08
  need
• 9:08
  to
• 9:09
  do.
• 9:09
  And
• 9:09
  that
• 9:09
  goes
• 9:10
  from
• 9:10
  making
• 9:11
  sure
• 9:11
  that
• 9:11
  it's.
• 9:11
  That
• 9:12
  it's
• 9:12
  obviously
• 9:13
  very
• 9:13
  well
• 9:13
  organized,
• 9:14
  that
• 9:15
  there's
• 9:15
  not
• 9:15
  some
• 9:16
  kind
• 9:16
  of
• 9:16
  perishability
• 9:18
  risk
• 9:18
  that
• 9:18
  we're
• 9:18
  facing
• 9:19
  with
• 9:19
  the
• 9:19
  data.
• 9:20
  In
• 9:20
  addition
• 9:20
  to
• 9:20
  that,
• 9:20
  a
• 9:21
  huge
• 9:21
  part
• 9:21
  of
• 9:22
  that
• 9:22
  is
• 9:22
  anticipating
• 9:24
  the
• 9:24
  data
• 9:24
  that
• 9:24
  you're
• 9:24
  going
• 9:24
  to
• 9:25
  need
• 9:25
  tomorrow.
• 9:25
  Right.
• 9:26
  Because
• 9:26
  you
• 9:26
  can't
• 9:26
  grow
• 9:26
  that
• 9:27
  data
• 9:27
  immediately.
• 9:28
  In
• 9:28
  many
• 9:28
  cases,
• 9:28
  you
• 9:29
  have
• 9:29
  to
• 9:29
  be
• 9:29
  clever
• 9:30
  enough
• 9:30
  to
• 9:30
  realize
• 9:31
  that
• 9:31
  you
• 9:31
  should
• 9:31
  be
• 9:32
  capturing
• 9:32
  it
• 9:32
  right
• 9:33
  now
• 9:33
  because
• 9:34
  tomorrow
• 9:34
  there's
• 9:34
  going
• 9:34
  to
• 9:35
  be
• 9:35
  a
• 9:35
  decision.
• 9:36
  And
• 9:36
  if
• 9:36
  you
• 9:36
  didn't
• 9:36
  capture
• 9:37
  it
• 9:37
  today,
• 9:38
  it's
• 9:38
  gone.
• 9:38
  Yeah.
• 9:39
  We
• 9:39
  can't
• 9:39
  go
• 9:39
  back
• 9:39
  in
• 9:39
  time
• 9:40
  and
• 9:40
  start.
• 9:42
  So
• 9:42
  there's
• 9:42
  Been
• 9:43
  just
• 9:43
  a
• 9:43
  tremendous
• 9:44
  amount
• 9:44
  of
• 9:45
  work
• 9:45
  to
• 9:45
  build
• 9:46
  out
• 9:46
  a
• 9:46
  structured
• 9:47
  data
• 9:47
  set
• 9:48
  that
• 9:48
  gives
• 9:49
  us
• 9:49
  the
• 9:49
  ability
• 9:49
  to
• 9:50
  tell
• 9:50
  the
• 9:50
  story
• 9:51
  that
• 9:51
  we
• 9:51
  want
• 9:51
  to
• 9:52
  tell
• 9:52
  about
• 9:53
  our
• 9:53
  cadets.
• 9:53
  And
• 9:54
  then
• 9:54
  there's
• 9:54
  also
• 9:54
  sensitive
• 9:55
  data
• 9:55
  that,
• 9:56
  you
• 9:56
  know,
• 9:56
  we
• 9:56
  end
• 9:56
  up,
• 9:57
  we've,
• 9:57
  we've
• 9:57
  been
• 9:57
  able
• 9:58
  to
• 9:58
  gain
• 9:58
  access
• 9:58
  to.
• 9:59
  It's
• 9:59
  inside
• 9:59
  of
• 10:00
  really
• 10:00
  a
• 10:00
  secure
• 10:00
  computing
• 10:01
  enclave.
• 10:01
  But
• 10:02
  that's
• 10:02
  given
• 10:02
  us
• 10:02
  great
• 10:03
  insights
• 10:03
  as
• 10:03
  well
• 10:04
  because
• 10:04
  that's
• 10:04
  where
• 10:04
  a
• 10:04
  lot
• 10:04
  of
• 10:05
  the,
• 10:05
  the
• 10:05
  army
• 10:06
  performance
• 10:06
  data
• 10:07
  is
• 10:07
  kept.
• 10:08
  So
• 10:09
  to
• 10:09
  answer
• 10:09
  your
• 10:09
  question,
• 10:10
  it's,
• 10:11
  you
• 10:11
  know,
• 10:11
  I
• 10:11
  was
• 10:12
  actually
• 10:12
  impressed
• 10:13
  with
• 10:13
  the
• 10:13
  state
• 10:13
  of
• 10:13
  the
• 10:14
  data
• 10:14
  when
• 10:14
  I
• 10:14
  took
• 10:14
  the
• 10:14
  job.
• 10:15
  It
• 10:15
  has
• 10:15
  been
• 10:16
  a
• 10:16
  long
• 10:16
  evolution
• 10:17
  where
• 10:17
  I
• 10:18
  think
• 10:18
  it
• 10:18
  was
• 10:18
  maybe
• 10:19
  in
• 10:19
  the
• 10:19
  late
• 10:20
  90s,
• 10:20
  early
• 10:20
  2000s.
• 10:22
  It's,
• 10:22
  you
• 10:22
  know,
• 10:22
  a
• 10:23
  lot
• 10:23
  of
• 10:23
  the
• 10:23
  structured
• 10:23
  data
• 10:23
  started
• 10:24
  off
• 10:24
  as
• 10:24
  a
• 10:24
  Microsoft
• 10:25
  Access
• 10:25
  database.
• 10:26
  It
• 10:26
  eventually
• 10:26
  matured
• 10:27
  into,
• 10:28
  you
• 10:28
  know,
• 10:28
  a
• 10:28
  Microsoft
• 10:29
  SQL
• 10:29
  Server
• 10:30
  database.
• 10:30
  And
• 10:30
  then
• 10:31
  today
• 10:31
  we're
• 10:31
  an
• 10:32
  Azure
• 10:32
  based
• 10:33
  office.
• 10:34
  You
• 10:34
  know,
• 10:34
  we
• 10:34
  use
• 10:34
  databricks.
• 10:35
  You
• 10:36
  know,
• 10:36
  we
• 10:36
  can
• 10:36
  reach
• 10:36
  into
• 10:36
  all
• 10:37
  sorts
• 10:37
  of
• 10:37
  different
• 10:37
  army
• 10:38
  data
• 10:38
  sets.
• 10:39
  And
• 10:39
  I
• 10:40
  feel
• 10:40
  like
• 10:40
  we're
• 10:40
  pretty
• 10:41
  well
• 10:41
  equipped
• 10:41
  right
• 10:41
  now.
• 10:42
  And
• 10:42
  our
• 10:42
  structured
• 10:43
  data
• 10:43
  that
• 10:44
  describes
• 10:44
  that
• 10:44
  cadet
• 10:45
  experience
• 10:45
  is
• 10:45
  in
• 10:45
  pretty
• 10:46
  good
• 10:46
  shape.
• 10:46
  We're
• 10:46
  starting
• 10:46
  to
• 10:47
  actually
• 10:47
  pivot
• 10:47
  it
• 10:47
  a
• 10:47
  little
• 10:47
  bit
• 10:48
  into
• 10:48
  our
• 10:48
  unstructured
• 10:49
  data
• 10:49
  at
• 10:49
  this
• 10:49
  point.
• 10:50
  That's,
• 10:50
  that's
• 10:51
  our
• 10:51
  new
• 10:51
  focus.
• 10:52
  What
• 10:52
  sort
• 10:53
  of
• 10:53
  unstructured
• 10:53
  data
• 10:53
  are
• 10:53
  you
• 10:54
  collecting?
• 10:54
  Unstructured
• 10:54
  data
• 10:55
  always
• 10:55
  fascinates
• 10:55
  me.
• 10:56
  Again,
• 10:56
  I
• 10:56
  think
• 10:56
  in
• 10:57
  the
• 10:57
  modern
• 10:57
  age,
• 10:57
  as
• 10:57
  technology
• 10:58
  continues
• 10:58
  to
• 10:58
  advance,
• 10:59
  the
• 10:59
  opportunities
• 11:00
  from
• 11:00
  unstructured
• 11:01
  data
• 11:01
  continue
• 11:01
  to
• 11:02
  grow.
• 11:02
  I
• 11:02
  remember
• 11:02
  the
• 11:03
  big
• 11:03
  data
• 11:03
  revolution
• 11:04
  back
• 11:04
  in
• 11:04
  the
• 11:04
  sort
• 11:04
  of
• 11:05
  early
• 11:05
  2010s,
• 11:05
  I
• 11:06
  think
• 11:06
  around
• 11:07
  then,
• 11:07
  when
• 11:07
  it
• 11:07
  was
• 11:08
  we
• 11:08
  can
• 11:08
  just
• 11:08
  store
• 11:09
  much
• 11:09
  more
• 11:09
  than
• 11:09
  we
• 11:09
  used
• 11:09
  to.
• 11:10
  But
• 11:10
  now
• 11:10
  the
• 11:10
  opportunity,
• 11:11
  especially
• 11:11
  with
• 11:11
  AI,
• 11:12
  to
• 11:12
  fill
• 11:13
  in
• 11:13
  the
• 11:13
  blanks
• 11:13
  and
• 11:14
  cut
• 11:14
  across
• 11:14
  some
• 11:14
  of
• 11:15
  the
• 11:15
  lack
• 11:15
  of
• 11:15
  structure
• 11:15
  and
• 11:16
  turn
• 11:16
  it
• 11:16
  into
• 11:16
  useful
• 11:17
  stuff.
• 11:17
  What
• 11:17
  sort
• 11:18
  of
• 11:18
  unstructured
• 11:18
  data
• 11:18
  are
• 11:19
  you
• 11:19
  collecting?
• 11:19
  As
• 11:20
  you
• 11:20
  would
• 11:20
  imagine,
• 11:21
  at
• 11:21
  a
• 11:21
  place
• 11:21
  like
• 11:21
  this,
• 11:22
  where
• 11:22
  you
• 11:22
  have
• 11:23
  fully
• 11:23
  operational
• 11:24
  university
• 11:25
  type
• 11:25
  of
• 11:26
  function
• 11:26
  that's
• 11:26
  going
• 11:27
  on,
• 11:27
  all
• 11:27
  of
• 11:28
  the
• 11:28
  data
• 11:28
  that
• 11:28
  encompasses
• 11:29
  that.
• 11:30
  So
• 11:30
  you
• 11:30
  have
• 11:31
  all
• 11:31
  sorts
• 11:31
  of
• 11:32
  policy
• 11:32
  decisions,
• 11:34
  you
• 11:34
  have
• 11:35
  personnel
• 11:35
  decisions,
• 11:37
  you
• 11:37
  have
• 11:38
  historical
• 11:39
  artifacts,
• 11:40
  you
• 11:40
  have
• 11:40
  research
• 11:40
  artifacts.
• 11:41
  Those
• 11:42
  are
• 11:42
  all
• 11:42
  the
• 11:42
  different
• 11:43
  types
• 11:43
  of
• 11:44
  unstructured
• 11:44
  data
• 11:45
  that
• 11:45
  exists
• 11:46
  across
• 11:46
  the
• 11:47
  entire
• 11:47
  enterprise.
• 11:48
  It
• 11:48
  is
• 11:49
  tremendously
• 11:50
  decentralized.
• 11:51
  It
• 11:52
  is
• 11:52
  organized
• 11:52
  in
• 11:53
  just
• 11:53
  a
• 11:53
  number
• 11:54
  of
• 11:54
  different
• 11:54
  ways.
• 11:55
  So
• 11:55
  what
• 11:55
  we're
• 11:56
  doing
• 11:56
  is
• 11:56
  we
• 11:56
  are
• 11:57
  attempting
• 11:57
  to
• 11:58
  use
• 11:58
  the
• 11:58
  technology
• 11:59
  that
• 11:59
  we
• 11:59
  have
• 11:59
  and
• 12:00
  then
• 12:00
  also
• 12:00
  use
• 12:00
  the
• 12:01
  army
• 12:01
  systems
• 12:02
  that
• 12:02
  we,
• 12:02
  we
• 12:02
  need
• 12:03
  to
• 12:03
  be
• 12:03
  following
• 12:03
  and
• 12:04
  moving
• 12:04
  through
• 12:04
  a
• 12:05
  process
• 12:05
  of
• 12:06
  trying
• 12:06
  to
• 12:06
  get
• 12:06
  that
• 12:07
  information
• 12:07
  organized,
• 12:08
  labeled,
• 12:09
  trying
• 12:09
  to
• 12:09
  get
• 12:10
  retention
• 12:10
  policies
• 12:12
  put
• 12:12
  in
• 12:12
  place.
• 12:13
  And
• 12:14
  as
• 12:14
  I've
• 12:14
  oftentimes
• 12:16
  said
• 12:16
  to
• 12:16
  the
• 12:16
  team,
• 12:17
  let's
• 12:17
  not
• 12:17
  try
• 12:17
  to
• 12:18
  boil
• 12:18
  the
• 12:18
  ocean
• 12:19
  of
• 12:19
  unstructured
• 12:20
  data
• 12:20
  that's
• 12:20
  out
• 12:20
  there
• 12:21
  because
• 12:21
  it's,
• 12:21
  it's,
• 12:21
  it
• 12:22
  would
• 12:22
  overwhelm
• 12:22
  us.
• 12:23
  But
• 12:23
  let's
• 12:23
  make
• 12:24
  sure
• 12:24
  we
• 12:24
  understand
• 12:25
  the
• 12:25
  big
• 12:26
  fish
• 12:26
  that
• 12:26
  are
• 12:26
  in
• 12:27
  that
• 12:27
  ocean,
• 12:27
  the
• 12:27
  really
• 12:27
  precious
• 12:28
  unstructured
• 12:28
  data
• 12:29
  that's
• 12:29
  in
• 12:29
  there.
• 12:30
  Make
• 12:30
  sure
• 12:30
  that
• 12:30
  is
• 12:31
  first
• 12:31
  and
• 12:32
  foremost
• 12:32
  well
• 12:32
  preserved,
• 12:34
  safe.
• 12:35
  And
• 12:35
  then
• 12:36
  we
• 12:36
  start
• 12:36
  growing,
• 12:36
  you
• 12:37
  know,
• 12:37
  out
• 12:37
  from
• 12:37
  there.
• 12:38
  So
• 12:38
  this
• 12:38
  is
• 12:39
  the
• 12:39
  journey
• 12:39
  we're
• 12:39
  on
• 12:39
  right
• 12:39
  now.
• 12:40
  It's
• 12:40
  a,
• 12:40
  it's,
• 12:40
  it's
• 12:40
  a
• 12:40
  tough
• 12:41
  one.
• 12:41
  Yeah,
• 12:41
  the,
• 12:41
  the,
• 12:42
  you're
• 12:42
  right
• 12:42
  about
• 12:42
  the
• 12:42
  big
• 12:43
  fish.
• 12:43
  And
• 12:43
  I
• 12:43
  often
• 12:43
  say
• 12:43
  this
• 12:44
  to
• 12:44
  people
• 12:44
  as
• 12:44
  well,
• 12:44
  like
• 12:45
  data
• 12:45
  in
• 12:45
  itself
• 12:45
  can
• 12:45
  never
• 12:45
  be
• 12:46
  a
• 12:46
  business
• 12:46
  case.
• 12:46
  Right.
• 12:46
  There
• 12:47
  has
• 12:47
  to
• 12:47
  be
• 12:47
  a
• 12:47
  reason.
• 12:48
  And
• 12:49
  if
• 12:49
  you're
• 12:49
  going
• 12:50
  fishing
• 12:50
  in
• 12:50
  the,
• 12:50
  the
• 12:51
  ocean
• 12:51
  of
• 12:51
  unstructured
• 12:52
  fish,
• 12:53
  it's,
• 12:53
  it's
• 12:53
  particularly
• 12:54
  tricky
• 12:54
  conditions.
• 12:55
  Right.
• 12:55
  And
• 12:55
  the,
• 12:55
  the
• 12:55
  effort
• 12:56
  and
• 12:56
  the
• 12:56
  technology
• 12:56
  and
• 12:57
  the
• 12:57
  time
• 12:57
  taken
• 12:58
  to,
• 12:58
  to
• 12:58
  put
• 12:58
  the
• 12:58
  net
• 12:59
  around
• 12:59
  that
• 12:59
  and
• 12:59
  turn
• 12:59
  it
• 12:59
  into,
• 13:00
  and
• 13:00
  put
• 13:00
  it
• 13:01
  on
• 13:01
  the
• 13:01
  plate.
• 13:01
  Right.
• 13:02
  Is,
• 13:02
  it
• 13:02
  is
• 13:02
  often
• 13:02
  a
• 13:02
  lot
• 13:03
  more.
• 13:03
  So
• 13:03
  even
• 13:04
  more
• 13:04
  is
• 13:04
  the
• 13:04
  case
• 13:05
  that
• 13:05
  we
• 13:05
  need
• 13:05
  to
• 13:05
  understand
• 13:06
  why
• 13:06
  we're
• 13:06
  doing
• 13:06
  this
• 13:06
  before
• 13:07
  we,
• 13:07
  before
• 13:07
  we,
• 13:08
  you
• 13:08
  know,
• 13:08
  set
• 13:09
  off
• 13:09
  from
• 13:09
  the
• 13:09
  dock.
• 13:09
  And
• 13:10
  I
• 13:10
  enjoy
• 13:10
  a
• 13:10
  good
• 13:11
  analogy.
• 13:11
  It's
• 13:11
  a
• 13:11
  wonderful
• 13:12
  time
• 13:12
  as,
• 13:12
  you
• 13:12
  know,
• 13:13
  like
• 13:13
  there's
• 13:13
  a
• 13:13
  PE
• 13:13
  focus
• 13:14
  to
• 13:14
  the
• 13:14
  podcast
• 13:14
  and
• 13:15
  listeners
• 13:15
  are
• 13:15
  involved
• 13:16
  in
• 13:16
  that
• 13:16
  area.
• 13:16
  I'm
• 13:17
  fascinated
• 13:17
  by
• 13:17
  the
• 13:18
  similarities
• 13:18
  and
• 13:19
  differences
• 13:19
  here
• 13:19
  because
• 13:20
  in
• 13:20
  my
• 13:21
  uneducated,
• 13:21
  from
• 13:22
  the
• 13:22
  outside
• 13:22
  mind
• 13:22
  in
• 13:23
  the
• 13:23
  military,
• 13:23
  decisions
• 13:24
  more
• 13:24
  often
• 13:24
  have
• 13:24
  immediate
• 13:25
  consequence
• 13:26
  and
• 13:26
  the
• 13:26
  price
• 13:26
  of
• 13:26
  hesitation
• 13:27
  could
• 13:27
  be
• 13:27
  higher
• 13:27
  and
• 13:28
  the
• 13:28
  price
• 13:28
  of
• 13:28
  incorrect
• 13:29
  decisions
• 13:29
  could
• 13:30
  be
• 13:30
  higher.
• 13:31
  As
• 13:31
  I
• 13:32
  work
• 13:32
  in
• 13:32
  private
• 13:32
  equity
• 13:33
  and
• 13:33
  compare
• 13:33
  it
• 13:33
  to
• 13:33
  the
• 13:33
  rest
• 13:33
  of
• 13:34
  the
• 13:34
  private
• 13:34
  sector,
• 13:35
  I
• 13:35
  find
• 13:35
  that
• 13:36
  comparatively
• 13:37
  decisions
• 13:37
  compress
• 13:38
  a
• 13:38
  lot
• 13:38
  more
• 13:38
  quickly
• 13:39
  and
• 13:39
  there's
• 13:39
  a
• 13:39
  lot
• 13:39
  more
• 13:39
  accountability
• 13:40
  in
• 13:40
  a
• 13:40
  private
• 13:41
  equity
• 13:41
  situation,
• 13:42
  especially
• 13:42
  either
• 13:42
  side
• 13:42
  of
• 13:43
  a
• 13:43
  liquidity
• 13:43
  event,
• 13:43
  when
• 13:44
  enterprise
• 13:45
  value
• 13:45
  is
• 13:45
  on
• 13:46
  the
• 13:46
  line,
• 13:46
  when
• 13:47
  any
• 13:47
  investment
• 13:48
  in
• 13:48
  technology,
• 13:48
  data
• 13:49
  or
• 13:49
  anything
• 13:49
  else
• 13:49
  in
• 13:49
  fact
• 13:50
  needs
• 13:50
  to
• 13:50
  have
• 13:50
  super
• 13:50
  clear
• 13:51
  return
• 13:51
  on
• 13:51
  investment
• 13:51
  before
• 13:52
  we
• 13:52
  do
• 13:52
  it
• 13:53
  and
• 13:53
  there's
• 13:53
  much
• 13:53
  less
• 13:53
  room
• 13:54
  for
• 13:54
  theater.
• 13:55
  Would
• 13:56
  you
• 13:57
  see
• 13:57
  private
• 13:58
  equities
• 13:58
  kind
• 13:58
  of
• 13:59
  like
• 13:59
  the
• 13:59
  closest,
• 14:00
  but
• 14:00
  not
• 14:00
  quite
• 14:00
  there,
• 14:01
  the
• 14:01
  closest
• 14:01
  civilian
• 14:02
  analog
• 14:03
  to
• 14:03
  command
• 14:04
  work.
• 14:05
  So,
• 14:05
  you
• 14:06
  know,
• 14:06
  I
• 14:06
  don't
• 14:06
  know
• 14:06
  if
• 14:06
  I
• 14:06
  could
• 14:07
  make
• 14:07
  an
• 14:07
  assessment
• 14:08
  and
• 14:08
  say
• 14:08
  that
• 14:08
  it's
• 14:09
  the
• 14:09
  closest.
• 14:10
  But
• 14:10
  what
• 14:10
  I
• 14:11
  can
• 14:11
  do
• 14:11
  for
• 14:11
  you
• 14:12
  is
• 14:12
  I
• 14:12
  can,
• 14:12
  I
• 14:12
  can
• 14:12
  tell
• 14:13
  you
• 14:13
  what
• 14:13
  some
• 14:13
  of
• 14:13
  the
• 14:13
  similarities
• 14:14
  are.
• 14:14
  Private
• 14:14
  equity
• 14:15
  is
• 14:15
  something
• 14:15
  that
• 14:15
  I've
• 14:16
  studied
• 14:16
  for
• 14:17
  a
• 14:17
  little
• 14:17
  over
• 14:17
  the
• 14:18
  last
• 14:18
  year
• 14:18
  and
• 14:18
  I've
• 14:19
  talked
• 14:19
  to
• 14:19
  a
• 14:19
  number
• 14:19
  of
• 14:20
  different
• 14:20
  leaders
• 14:21
  that
• 14:21
  are
• 14:21
  in
• 14:21
  that
• 14:21
  space
• 14:22
  gaining
• 14:23
  an
• 14:23
  appreciation
• 14:23
  for
• 14:24
  the
• 14:24
  variety
• 14:24
  of
• 14:25
  different
• 14:25
  business
• 14:25
  models.
• 14:26
  And
• 14:26
  one
• 14:26
  relatively
• 14:27
  generic
• 14:28
  business
• 14:28
  model
• 14:29
  that
• 14:29
  they,
• 14:29
  obviously,
• 14:29
  they
• 14:30
  all
• 14:30
  pursue.
• 14:31
  One
• 14:31
  thing
• 14:31
  that
• 14:31
  does
• 14:32
  strike
• 14:32
  me
• 14:32
  is
• 14:33
  that
• 14:33
  the
• 14:33
  way
• 14:34
  that
• 14:34
  these
• 14:35
  PE
• 14:35
  firms
• 14:36
  organize
• 14:37
  and
• 14:37
  the
• 14:37
  way
• 14:37
  that
• 14:38
  they
• 14:38
  establish
• 14:39
  relationships
• 14:40
  with
• 14:40
  their
• 14:40
  portfolio
• 14:41
  companies,
• 14:42
  it
• 14:42
  does
• 14:43
  remind
• 14:43
  me
• 14:43
  a
• 14:44
  lot
• 14:44
  of
• 14:45
  what
• 14:45
  we
• 14:45
  often
• 14:45
  refer
• 14:46
  to
• 14:46
  as
• 14:47
  combined
• 14:47
  arms
• 14:48
  maneuver
• 14:48
  in
• 14:49
  the
• 14:49
  military.
• 14:49
  And
• 14:50
  by
• 14:50
  combined
• 14:50
  arms
• 14:51
  maneuver,
• 14:51
  what
• 14:51
  that
• 14:51
  means
• 14:52
  is
• 14:52
  you're
• 14:53
  taking
• 14:53
  military
• 14:54
  units
• 14:55
  of
• 14:55
  different
• 14:56
  types.
• 14:56
  You
• 14:57
  know,
• 14:57
  you
• 14:57
  could
• 14:57
  be
• 14:57
  aviation
• 14:58
  unit,
• 14:59
  it
• 14:59
  could
• 14:59
  be
• 15:00
  an
• 15:00
  engineer
• 15:00
  unit,
• 15:01
  could
• 15:01
  be
• 15:01
  a
• 15:01
  logistics
• 15:02
  unit,
• 15:03
  a
• 15:04
  field
• 15:04
  artillery
• 15:04
  unit,
• 15:05
  and
• 15:05
  you're
• 15:06
  bringing
• 15:06
  that
• 15:06
  together
• 15:07
  as
• 15:07
  one
• 15:07
  team,
• 15:08
  right?
• 15:08
  And
• 15:09
  then
• 15:09
  that
• 15:09
  one
• 15:09
  team
• 15:10
  needs
• 15:11
  to
• 15:11
  focus
• 15:11
  on
• 15:12
  a
• 15:12
  singular
• 15:13
  mission.
• 15:13
  It's
• 15:13
  a
• 15:13
  singular,
• 15:14
  overarching
• 15:15
  mission.
• 15:16
  But
• 15:16
  then
• 15:16
  within
• 15:17
  the
• 15:17
  team,
• 15:18
  each
• 15:19
  one
• 15:19
  of
• 15:19
  those
• 15:19
  combined
• 15:20
  arms
• 15:21
  members,
• 15:22
  they
• 15:22
  also,
• 15:23
  they
• 15:23
  have
• 15:23
  their
• 15:23
  own
• 15:24
  unique
• 15:24
  mission,
• 15:24
  they
• 15:25
  have
• 15:25
  their
• 15:25
  own
• 15:25
  unique
• 15:26
  functions,
• 15:27
  they
• 15:27
  have
• 15:27
  their
• 15:27
  own
• 15:28
  unique
• 15:28
  competencies.
• 15:30
  But
• 15:31
  the
• 15:32
  reason
• 15:32
  that
• 15:32
  we
• 15:32
  do
• 15:32
  it
• 15:33
  is
• 15:33
  for
• 15:33
  synergy,
• 15:34
  because
• 15:35
  by
• 15:36
  bringing
• 15:36
  all
• 15:36
  of
• 15:36
  that
• 15:37
  together,
• 15:38
  you're
• 15:38
  going
• 15:38
  to
• 15:38
  get
• 15:38
  a
• 15:38
  synergistic
• 15:39
  effect
• 15:40
  and
• 15:40
  you're
• 15:40
  going
• 15:40
  to
• 15:40
  get
• 15:40
  the
• 15:40
  tools
• 15:41
  that
• 15:41
  you
• 15:41
  need
• 15:41
  that
• 15:42
  can
• 15:42
  help
• 15:42
  the
• 15:42
  overall
• 15:43
  team
• 15:44
  to
• 15:44
  pursue.
• 15:44
  And
• 15:45
  presumably
• 15:45
  you
• 15:45
  design
• 15:45
  those
• 15:46
  individual
• 15:46
  objectives
• 15:47
  in
• 15:47
  such
• 15:47
  a
• 15:47
  way
• 15:47
  that
• 15:48
  none
• 15:48
  of
• 15:48
  them
• 15:48
  in
• 15:48
  a
• 15:49
  contrarian
• 15:49
  way
• 15:50
  to
• 15:50
  any
• 15:50
  of
• 15:50
  the
• 15:50
  others,
• 15:50
  the
• 15:51
  idea
• 15:51
  is
• 15:51
  that
• 15:51
  they're
• 15:51
  all
• 15:52
  contributing
• 15:53
  in
• 15:53
  their
• 15:53
  own
• 15:53
  unique
• 15:53
  way
• 15:54
  towards
• 15:54
  the
• 15:54
  overall
• 15:54
  goal.
• 15:54
  Right?
• 15:55
  Yes,
• 15:55
  you
• 15:55
  absolutely
• 15:55
  are
• 15:56
  trying.
• 15:57
  And
• 15:57
  that's
• 15:58
  something
• 15:58
  that
• 15:58
  you
• 15:58
  definitely
• 15:59
  need
• 15:59
  to
• 16:00
  make
• 16:00
  sure
• 16:01
  you.
• 16:01
  One
• 16:01
  of
• 16:01
  the
• 16:01
  principles
• 16:02
  that
• 16:02
  we
• 16:02
  support
• 16:03
  and
• 16:03
  embrace
• 16:04
  is
• 16:04
  called
• 16:04
  adjacent
• 16:05
  unit
• 16:05
  coordination.
• 16:06
  So
• 16:06
  coordinating
• 16:07
  with,
• 16:07
  you
• 16:07
  know,
• 16:08
  your
• 16:08
  unit
• 16:08
  to
• 16:08
  your
• 16:08
  left,
• 16:09
  your
• 16:09
  unit
• 16:09
  to
• 16:09
  your
• 16:09
  right,
• 16:09
  is
• 16:10
  something
• 16:10
  that
• 16:10
  is
• 16:10
  very,
• 16:11
  very
• 16:11
  much
• 16:12
  encouraged.
• 16:13
  But,
• 16:13
  you
• 16:13
  know,
• 16:13
  when
• 16:14
  you
• 16:14
  talk
• 16:14
  about,
• 16:14
  like,
• 16:15
  the
• 16:15
  command
• 16:15
  and
• 16:15
  control
• 16:16
  structure
• 16:16
  of
• 16:17
  a
• 16:17
  PE
• 16:17
  firm
• 16:18
  and
• 16:18
  what
• 16:18
  they're
• 16:18
  doing,
• 16:19
  it
• 16:20
  reminded
• 16:20
  me
• 16:20
  a
• 16:20
  lot
• 16:21
  of
• 16:21
  this
• 16:21
  concept
• 16:22
  that
• 16:22
  we
• 16:22
  have
• 16:22
  in
• 16:23
  the
• 16:23
  military
• 16:23
  that's
• 16:23
  called
• 16:24
  mission
• 16:24
  command.
• 16:25
  And
• 16:25
  really
• 16:25
  what,
• 16:26
  what
• 16:26
  mission
• 16:26
  command
• 16:27
  is
• 16:27
  about
• 16:28
  is
• 16:28
  it's
• 16:28
  about
• 16:29
  a,
• 16:30
  a
• 16:30
  centralized
• 16:31
  intent,
• 16:32
  again,
• 16:32
  a
• 16:33
  centralized
• 16:33
  mission
• 16:35
  with
• 16:35
  decentralized
• 16:36
  execution
• 16:38
  and
• 16:39
  how
• 16:40
  to
• 16:40
  achieve
• 16:41
  that
• 16:41
  and
• 16:41
  what
• 16:41
  kind
• 16:42
  of
• 16:42
  principles
• 16:42
  you
• 16:43
  need
• 16:43
  to
• 16:43
  reinforce.
• 16:43
  There's
• 16:44
  actually,
• 16:44
  there's
• 16:44
  seven
• 16:45
  principles.
• 16:45
  And
• 16:45
  this
• 16:46
  is,
• 16:46
  you
• 16:46
  know,
• 16:46
  one
• 16:47
  aspect
• 16:47
  that
• 16:47
  I
• 16:47
  wanted
• 16:47
  to
• 16:48
  make
• 16:48
  sure
• 16:48
  I
• 16:48
  got
• 16:48
  right
• 16:48
  and
• 16:48
  I,
• 16:49
  I
• 16:49
  thought
• 16:49
  through
• 16:49
  before
• 16:50
  this,
• 16:51
  this
• 16:51
  discussion.
• 16:53
  So
• 16:53
  competence
• 16:54
  is
• 16:54
  a
• 16:54
  huge
• 16:54
  one.
• 16:55
  And
• 16:55
  that's
• 16:55
  obviously,
• 16:56
  you
• 16:56
  know,
• 16:56
  every
• 16:57
  member
• 16:57
  of
• 16:57
  the
• 16:57
  team,
• 16:58
  you
• 16:58
  know,
• 16:58
  needs
• 16:59
  to
• 16:59
  be
• 17:00
  capable
• 17:01
  of
• 17:01
  doing
• 17:01
  what
• 17:01
  it
• 17:01
  is
• 17:02
  they
• 17:02
  say
• 17:02
  they
• 17:02
  can
• 17:03
  do.
• 17:03
  And
• 17:03
  if
• 17:03
  they
• 17:04
  can't,
• 17:04
  they
• 17:04
  got
• 17:04
  to
• 17:04
  have
• 17:05
  the,
• 17:05
  the
• 17:05
  courage
• 17:06
  to
• 17:06
  come
• 17:06
  forward
• 17:06
  and
• 17:06
  say,
• 17:07
  hey,
• 17:07
  you
• 17:07
  know,
• 17:08
  I
• 17:08
  can't.
• 17:08
  And
• 17:08
  here's
• 17:09
  why.
• 17:09
  That's
• 17:09
  a
• 17:09
  limit
• 17:10
  that
• 17:10
  I
• 17:10
  have.
• 17:10
  Is
• 17:10
  there
• 17:11
  more
• 17:11
  room
• 17:11
  for
• 17:11
  that
• 17:11
  in
• 17:11
  the,
• 17:12
  in
• 17:12
  the
• 17:13
  military
• 17:13
  compared
• 17:13
  to,
• 17:13
  I
• 17:14
  Mean,
• 17:14
  that's.
• 17:14
  As
• 17:14
  a
• 17:15
  former,
• 17:15
  you
• 17:15
  know,
• 17:15
  private
• 17:16
  sector
• 17:16
  employee,
• 17:16
  that's
• 17:17
  a
• 17:17
  great
• 17:17
  way
• 17:17
  to
• 17:17
  sign
• 17:17
  your
• 17:17
  death
• 17:17
  warrant.
• 17:18
  Like
• 17:18
  in
• 17:18
  terms
• 17:18
  of
• 17:19
  your
• 17:19
  employment
• 17:19
  at
• 17:19
  the,
• 17:20
  at
• 17:20
  the
• 17:20
  company,
• 17:21
  which
• 17:21
  speaks,
• 17:22
  I
• 17:22
  think,
• 17:22
  to
• 17:22
  a
• 17:22
  little
• 17:22
  bit
• 17:23
  differences
• 17:23
  that
• 17:23
  I'm.
• 17:23
  That
• 17:24
  were.
• 17:24
  That
• 17:24
  were.
• 17:25
  Yeah.
• 17:26
  So
• 17:26
  the
• 17:26
  competence
• 17:27
  factor,
• 17:27
  it's
• 17:28
  something
• 17:28
  that
• 17:28
  you
• 17:29
  have
• 17:29
  to
• 17:29
  grow
• 17:29
  it
• 17:29
  over
• 17:30
  time
• 17:30
  and
• 17:30
  you
• 17:31
  earn
• 17:31
  it
• 17:31
  in
• 17:31
  the
• 17:31
  military.
• 17:32
  You
• 17:32
  really
• 17:32
  do.
• 17:34
  And
• 17:34
  one
• 17:35
  of
• 17:35
  the
• 17:35
  battalion
• 17:35
  commanders
• 17:36
  that
• 17:36
  I
• 17:36
  worked
• 17:37
  for
• 17:37
  that
• 17:38
  really
• 17:38
  kind
• 17:38
  of
• 17:38
  embraced
• 17:39
  this
• 17:39
  mission
• 17:39
  command
• 17:40
  principle.
• 17:40
  What
• 17:41
  he
• 17:41
  was
• 17:41
  most
• 17:42
  ruthless
• 17:42
  about
• 17:44
  was
• 17:45
  when
• 17:45
  you
• 17:45
  didn't
• 17:45
  come
• 17:46
  clean
• 17:47
  for
• 17:48
  a
• 17:48
  shortcoming.
• 17:49
  He
• 17:49
  didn't
• 17:49
  care
• 17:49
  if
• 17:49
  you
• 17:50
  had
• 17:50
  a
• 17:50
  shortcoming.
• 17:51
  He
• 17:51
  didn't.
• 17:51
  I
• 17:52
  mean,
• 17:52
  he
• 17:52
  did.
• 17:52
  And
• 17:53
  it
• 17:53
  would
• 17:53
  need
• 17:53
  to
• 17:53
  be
• 17:53
  addressed
• 17:54
  or,
• 17:54
  you
• 17:54
  know,
• 17:54
  if
• 17:55
  there
• 17:55
  was
• 17:55
  something
• 17:55
  that
• 17:55
  you
• 17:55
  were
• 17:56
  tasked
• 17:57
  to
• 17:57
  do
• 17:57
  and
• 17:57
  if
• 17:57
  you
• 17:58
  came
• 17:58
  up
• 17:58
  short,
• 17:59
  it
• 18:00
  was
• 18:00
  more
• 18:00
  about,
• 18:01
  you
• 18:01
  got
• 18:02
  to
• 18:02
  get
• 18:02
  to
• 18:02
  him
• 18:02
  quickly,
• 18:03
  you
• 18:03
  got
• 18:04
  to
• 18:04
  tell
• 18:04
  him
• 18:05
  why
• 18:05
  you
• 18:05
  came
• 18:05
  up
• 18:06
  short
• 18:06
  and
• 18:07
  then
• 18:07
  come
• 18:07
  with
• 18:08
  recommendations
• 18:08
  on
• 18:09
  how
• 18:09
  you're
• 18:09
  going
• 18:09
  to
• 18:10
  overcome
• 18:10
  it
• 18:10
  if
• 18:11
  you
• 18:11
  hid
• 18:11
  that,
• 18:12
  which
• 18:12
  some
• 18:12
  people
• 18:13
  tried
• 18:13
  to
• 18:13
  do.
• 18:13
  He
• 18:14
  was
• 18:14
  ruthless,
• 18:14
  Absolutely
• 18:15
  ruthless.
• 18:16
  That's
• 18:16
  probably,
• 18:16
  in
• 18:17
  my
• 18:17
  opinion,
• 18:18
  one
• 18:18
  of
• 18:18
  the
• 18:18
  good
• 18:19
  ways
• 18:19
  that
• 18:19
  I
• 18:19
  saw,
• 18:20
  you
• 18:20
  know,
• 18:20
  competence
• 18:21
  being,
• 18:21
  you
• 18:22
  know,
• 18:22
  reinforced.
• 18:23
  So
• 18:23
  competence
• 18:24
  is
• 18:24
  huge.
• 18:24
  Trust.
• 18:25
  It's
• 18:25
  so,
• 18:26
  so
• 18:26
  important.
• 18:26
  I
• 18:27
  can
• 18:27
  only
• 18:27
  imagine.
• 18:27
  Yeah,
• 18:27
  I
• 18:28
  think
• 18:28
  it
• 18:28
  is.
• 18:28
  It's
• 18:29
  the,
• 18:29
  the
• 18:29
  most
• 18:29
  important
• 18:30
  ingredient
• 18:31
  for
• 18:31
  any
• 18:32
  type
• 18:32
  of
• 18:32
  meaningful
• 18:33
  relationship.
• 18:33
  You
• 18:34
  know,
• 18:34
  if
• 18:34
  trust
• 18:34
  doesn't
• 18:35
  exist
• 18:36
  or
• 18:36
  if
• 18:36
  there's
• 18:36
  a
• 18:36
  breach,
• 18:38
  you're
• 18:38
  never
• 18:38
  going
• 18:38
  to
• 18:39
  get
• 18:39
  that
• 18:39
  synergy
• 18:40
  that
• 18:40
  you
• 18:40
  need.
• 18:41
  And
• 18:41
  then
• 18:41
  shared
• 18:42
  understanding
• 18:42
  is
• 18:43
  another
• 18:43
  big
• 18:43
  piece.
• 18:44
  Understanding
• 18:44
  your
• 18:44
  entire
• 18:45
  environment
• 18:45
  and
• 18:46
  having
• 18:46
  a
• 18:46
  shared
• 18:47
  appreciation
• 18:47
  of
• 18:48
  that
• 18:49
  across
• 18:49
  the.
• 18:49
  The
• 18:50
  organization.
• 18:51
  Commander's
• 18:51
  intent
• 18:52
  is
• 18:52
  another
• 18:52
  huge
• 18:53
  piece
• 18:53
  of,
• 18:53
  of
• 18:54
  mission
• 18:54
  command.
• 18:55
  And
• 18:55
  that's
• 18:55
  where,
• 18:55
  you
• 18:56
  know,
• 18:56
  at
• 18:56
  the
• 18:56
  top
• 18:57
  level,
• 18:57
  the
• 18:58
  commander
• 18:58
  describes
• 19:00
  what
• 19:00
  the
• 19:00
  overall
• 19:01
  overarching
• 19:02
  goal
• 19:02
  is.
• 19:02
  And
• 19:03
  the
• 19:03
  reason
• 19:03
  that
• 19:03
  that's
• 19:04
  so
• 19:04
  important
• 19:05
  is
• 19:05
  because
• 19:06
  it,
• 19:06
  it
• 19:07
  cascades
• 19:07
  into
• 19:08
  the.
• 19:09
  The
• 19:09
  remaining
• 19:09
  principles.
• 19:10
  So
• 19:10
  one
• 19:10
  is
• 19:11
  mission
• 19:12
  orders.
• 19:12
  That's
• 19:13
  telling
• 19:13
  people
• 19:13
  what
• 19:13
  to
• 19:14
  do
• 19:14
  without
• 19:14
  telling
• 19:14
  them
• 19:14
  how
• 19:15
  to
• 19:15
  do
• 19:15
  it.
• 19:16
  Yeah,
• 19:16
  underwriting
• 19:17
  disciplined
• 19:17
  initiative.
• 19:18
  So
• 19:18
  again,
• 19:18
  you
• 19:18
  go
• 19:19
  back
• 19:19
  to
• 19:19
  that
• 19:19
  intent
• 19:20
  principle
• 19:20
  where
• 19:21
  you're.
• 19:21
  You're
• 19:21
  communicated
• 19:22
  clear
• 19:22
  intent.
• 19:23
  And
• 19:24
  then
• 19:24
  what
• 19:24
  you're
• 19:24
  not
• 19:25
  just
• 19:25
  hoping
• 19:25
  for,
• 19:25
  but
• 19:26
  what
• 19:26
  you're
• 19:26
  expecting
• 19:27
  is
• 19:28
  that
• 19:28
  your
• 19:28
  subordinates
• 19:29
  are
• 19:29
  going
• 19:29
  to.
• 19:29
  They're
• 19:30
  going
• 19:30
  to
• 19:30
  exercise
• 19:31
  initiative,
• 19:31
  they're
• 19:32
  going
• 19:32
  to
• 19:32
  see
• 19:32
  opportunities,
• 19:33
  they're
• 19:33
  going
• 19:33
  to
• 19:33
  seize
• 19:34
  them
• 19:34
  because
• 19:35
  they
• 19:35
  see
• 19:35
  that
• 19:35
  that
• 19:35
  opportunity
• 19:36
  is
• 19:36
  consistent
• 19:37
  with
• 19:37
  the
• 19:37
  intent.
• 19:38
  And
• 19:38
  then
• 19:38
  lastly,
• 19:39
  you
• 19:39
  have
• 19:39
  to
• 19:39
  have
• 19:40
  leadership
• 19:40
  that's
• 19:40
  willing
• 19:41
  to
• 19:41
  underwrite
• 19:41
  risk.
• 19:42
  I
• 19:42
  mean,
• 19:42
  they
• 19:42
  have
• 19:42
  to
• 19:42
  be
• 19:42
  able
• 19:43
  to
• 19:43
  accept
• 19:43
  it.
• 19:43
  They
• 19:44
  have
• 19:44
  to
• 19:44
  be
• 19:44
  able
• 19:44
  to
• 19:44
  know
• 19:45
  that
• 19:45
  sometimes
• 19:45
  negative
• 19:46
  consequences
• 19:47
  will
• 19:47
  happen.
• 19:48
  And
• 19:49
  you
• 19:49
  do
• 19:49
  the
• 19:49
  best
• 19:49
  you
• 19:49
  can
• 19:50
  to
• 19:50
  manage
• 19:50
  them,
• 19:50
  to
• 19:51
  mitigate
• 19:51
  against
• 19:51
  them.
• 19:52
  But
• 19:52
  at
• 19:53
  the
• 19:53
  same
• 19:53
  time
• 19:53
  too,
• 19:54
  you
• 19:54
  have
• 19:54
  to
• 19:54
  be
• 19:55
  able
• 19:55
  to
• 19:55
  accept
• 19:55
  the
• 19:56
  potential
• 19:57
  risk.
• 19:58
  That
• 19:58
  sums
• 19:58
  up
• 19:58
  leadership
• 19:59
  for
• 19:59
  me,
• 19:59
  and
• 19:59
  it's
• 19:59
  the
• 19:59
  way
• 19:59
  I've
• 19:59
  always
• 20:00
  thought
• 20:00
  about
• 20:00
  it.
• 20:00
  Like
• 20:01
  the
• 20:01
  art
• 20:01
  of
• 20:01
  leadership
• 20:01
  is
• 20:01
  effectively
• 20:02
  the
• 20:02
  art
• 20:02
  of
• 20:02
  making
• 20:04
  decisions
• 20:05
  based
• 20:05
  on
• 20:05
  incomplete
• 20:06
  information
• 20:06
  and
• 20:07
  having
• 20:07
  to
• 20:07
  accept
• 20:07
  that
• 20:07
  you'll
• 20:08
  never
• 20:08
  truly
• 20:08
  be
• 20:08
  able
• 20:08
  to
• 20:08
  know
• 20:09
  if
• 20:09
  you
• 20:09
  made
• 20:09
  the
• 20:09
  right
• 20:09
  or
• 20:09
  wrong
• 20:10
  decision
• 20:10
  because
• 20:10
  you
• 20:10
  didn't
• 20:10
  walk
• 20:11
  down
• 20:11
  the
• 20:11
  other
• 20:11
  path.
• 20:13
  Right.
• 20:13
  It's
• 20:13
  one
• 20:14
  of
• 20:14
  the
• 20:14
  hardest
• 20:14
  things
• 20:14
  to
• 20:14
  deal
• 20:14
  with
• 20:16
  from
• 20:16
  a
• 20:17
  leadership
• 20:17
  perspective,
• 20:17
  for
• 20:18
  sure.
• 20:18
  And
• 20:19
  the
• 20:19
  commander's
• 20:19
  intent
• 20:20
  actually
• 20:20
  sprung
• 20:20
  to
• 20:20
  mind.
• 20:21
  I
• 20:21
  spent
• 20:21
  a
• 20:21
  chunk
• 20:22
  of
• 20:22
  my
• 20:22
  career
• 20:22
  at
• 20:23
  Capital
• 20:23
  One
• 20:23
  and
• 20:23
  one
• 20:23
  of
• 20:23
  the
• 20:24
  things
• 20:24
  that
• 20:24
  they
• 20:24
  did
• 20:24
  really
• 20:24
  well,
• 20:25
  and
• 20:25
  it
• 20:25
  helps
• 20:26
  that
• 20:26
  the
• 20:26
  CEO
• 20:26
  was
• 20:27
  the
• 20:27
  founder.
• 20:27
  It's
• 20:28
  rare
• 20:28
  to
• 20:28
  have
• 20:28
  a
• 20:29
  founder
• 20:29
  led
• 20:29
  company
• 20:29
  of
• 20:30
  that
• 20:30
  size.
• 20:30
  He
• 20:30
  would
• 20:31
  take
• 20:31
  one
• 20:31
  week
• 20:32
  every
• 20:32
  year
• 20:33
  to
• 20:33
  tell
• 20:33
  everybody
• 20:34
  in
• 20:34
  the
• 20:34
  company
• 20:34
  firsthand,
• 20:35
  in
• 20:35
  his
• 20:35
  own
• 20:35
  words.
• 20:36
  It
• 20:37
  used
• 20:38
  to
• 20:38
  be
• 20:38
  an
• 20:38
  in
• 20:38
  person.
• 20:38
  And
• 20:39
  then
• 20:39
  during
• 20:39
  COVID
• 20:40
  it
• 20:40
  transitioned
• 20:40
  to
• 20:41
  a
• 20:41
  series
• 20:41
  of
• 20:41
  virtual
• 20:42
  sessions
• 20:42
  across
• 20:42
  a
• 20:43
  week,
• 20:43
  which
• 20:43
  actually
• 20:44
  scales
• 20:44
  a
• 20:44
  lot
• 20:44
  better.
• 20:45
  So
• 20:45
  he
• 20:45
  ended
• 20:45
  up
• 20:45
  keeping
• 20:45
  afterwards,
• 20:46
  but
• 20:46
  he
• 20:47
  would
• 20:47
  take
• 20:47
  the
• 20:47
  time,
• 20:47
  a
• 20:48
  whole
• 20:48
  week
• 20:48
  out
• 20:48
  of
• 20:48
  his
• 20:49
  diary
• 20:50
  so
• 20:51
  that
• 20:51
  everyone
• 20:51
  in
• 20:51
  the
• 20:51
  company
• 20:52
  could
• 20:52
  hear
• 20:52
  directly
• 20:52
  from
• 20:53
  him.
• 20:54
  Here
• 20:54
  is
• 20:54
  my
• 20:54
  overall
• 20:54
  intent.
• 20:55
  This
• 20:55
  is
• 20:55
  where
• 20:55
  I
• 20:56
  think
• 20:56
  the
• 20:56
  world
• 20:56
  is
• 20:56
  going.
• 20:56
  This
• 20:57
  is
• 20:57
  how
• 20:57
  I
• 20:57
  think
• 20:57
  I'm
• 20:57
  moving
• 20:58
  the
• 20:58
  company
• 20:58
  to
• 20:58
  get
• 20:58
  there.
• 20:58
  And
• 20:59
  here's
• 20:59
  what's
• 20:59
  important
• 20:59
  to
• 20:59
  me.
• 21:00
  And
• 21:00
  it
• 21:00
  cut
• 21:00
  out
• 21:01
  so
• 21:01
  much
• 21:01
  of
• 21:01
  the
• 21:01
  telephone
• 21:02
  game,
• 21:02
  like
• 21:02
  through
• 21:03
  the
• 21:03
  ranks
• 21:03
  that
• 21:03
  I've
• 21:03
  seen
• 21:04
  at
• 21:04
  other
• 21:04
  companies.
• 21:05
  Right?
• 21:05
  Yeah.
• 21:06
  It's
• 21:06
  hugely
• 21:07
  important,
• 21:07
  hugely
• 21:08
  incredibly
• 21:08
  valuable.
• 21:09
  And
• 21:09
  it
• 21:10
  helps
• 21:10
  people
• 21:10
  make
• 21:11
  better
• 21:11
  decisions
• 21:11
  independently.
• 21:12
  I
• 21:12
  think,
• 21:12
  as
• 21:12
  you
• 21:13
  were,
• 21:13
  as
• 21:13
  you
• 21:13
  were
• 21:14
  saying,
• 21:14
  and
• 21:14
  many
• 21:15
  companies
• 21:16
  don't
• 21:16
  do
• 21:16
  that
• 21:17
  and
• 21:17
  as
• 21:17
  a
• 21:17
  result
• 21:18
  kind
• 21:18
  of
• 21:18
  drift
• 21:18
  with
• 21:18
  that
• 21:18
  consequence
• 21:19
  because
• 21:19
  other
• 21:19
  things
• 21:20
  come
• 21:20
  in
• 21:20
  that
• 21:21
  dilute
• 21:21
  the
• 21:21
  mission.
• 21:21
  And
• 21:22
  I'm
• 21:22
  sure
• 21:22
  PE
• 21:22
  firms
• 21:23
  find
• 21:23
  this
• 21:23
  a
• 21:24
  lot
• 21:24
  of
• 21:24
  times
• 21:24
  in
• 21:24
  portfolio
• 21:25
  companies.
• 21:25
  If
• 21:25
  lack
• 21:26
  of
• 21:26
  clear
• 21:26
  commander's
• 21:27
  intent
• 21:27
  is
• 21:27
  there,
• 21:28
  if
• 21:28
  lack
• 21:28
  of
• 21:28
  clear
• 21:29
  objectives
• 21:29
  are
• 21:29
  there,
• 21:30
  if
• 21:30
  teams
• 21:30
  aren't
• 21:31
  strategically
• 21:32
  aligned
• 21:32
  for
• 21:32
  that
• 21:32
  synchronistic
• 21:33
  output
• 21:34
  that
• 21:34
  you
• 21:34
  talk
• 21:34
  about,
• 21:35
  then
• 21:35
  companies
• 21:35
  just
• 21:36
  drift.
• 21:37
  And
• 21:37
  it
• 21:37
  doesn't
• 21:38
  mean
• 21:38
  they
• 21:38
  drift
• 21:38
  into
• 21:38
  bankruptcy
• 21:39
  or
• 21:39
  they
• 21:39
  drift
• 21:39
  into
• 21:40
  failure,
• 21:40
  because
• 21:40
  it's
• 21:41
  perfectly
• 21:41
  possible
• 21:41
  for
• 21:42
  a
• 21:43
  company
• 21:43
  without
• 21:43
  the
• 21:43
  right
• 21:43
  setup,
• 21:44
  without
• 21:44
  the
• 21:44
  right
• 21:44
  data,
• 21:45
  right.
• 21:45
  To
• 21:45
  profitably
• 21:46
  drift
• 21:47
  for
• 21:48
  ages
• 21:49
  and
• 21:49
  not
• 21:49
  see
• 21:50
  the
• 21:50
  missed
• 21:50
  opportunities
• 21:51
  that
• 21:51
  are
• 21:51
  sitting
• 21:51
  under
• 21:52
  their
• 21:52
  noses.
• 21:52
  But
• 21:53
  so
• 21:54
  there's
• 21:54
  a
• 21:55
  whole
• 21:55
  bunch
• 21:55
  of
• 21:55
  similarities
• 21:56
  in
• 21:56
  there.
• 21:56
  Can
• 21:56
  we
• 21:57
  talk
• 21:57
  about
• 21:57
  some
• 21:57
  differences
• 21:58
  other
• 21:58
  ways?
• 21:58
  Like
• 21:59
  you
• 21:59
  said,
• 21:59
  you've
• 21:59
  been
• 21:59
  spending
• 22:00
  time
• 22:00
  with
• 22:00
  people
• 22:00
  in
• 22:01
  PE
• 22:01
  and
• 22:01
  other
• 22:02
  private
• 22:02
  sector
• 22:02
  folks
• 22:03
  as
• 22:03
  well.
• 22:03
  What
• 22:03
  do
• 22:03
  you
• 22:04
  think
• 22:04
  are
• 22:04
  some
• 22:04
  of
• 22:04
  the
• 22:04
  biggest
• 22:05
  things
• 22:05
  that
• 22:06
  the
• 22:06
  private
• 22:06
  sector
• 22:07
  could
• 22:07
  learn
• 22:07
  from
• 22:08
  military
• 22:09
  and
• 22:09
  do
• 22:09
  better
• 22:09
  by
• 22:11
  adapting.
• 22:12
  So,
• 22:13
  I
• 22:13
  mean,
• 22:13
  I
• 22:13
  think
• 22:14
  it
• 22:14
  runs
• 22:14
  both
• 22:15
  ways.
• 22:15
  I
• 22:15
  mean,
• 22:15
  I
• 22:16
  think
• 22:16
  that
• 22:16
  the
• 22:16
  private
• 22:17
  sector
• 22:17
  could
• 22:17
  probably
• 22:18
  stand
• 22:18
  to
• 22:18
  benefit,
• 22:19
  you
• 22:19
  know,
• 22:20
  from
• 22:20
  a
• 22:20
  number
• 22:20
  of
• 22:20
  lessons
• 22:21
  from,
• 22:21
  from
• 22:22
  the
• 22:22
  military.
• 22:22
  But
• 22:23
  I
• 22:23
  also
• 22:23
  think
• 22:23
  too,
• 22:23
  that
• 22:24
  the
• 22:24
  military
• 22:24
  could
• 22:24
  examine
• 22:25
  the,
• 22:25
  the
• 22:25
  private
• 22:26
  sector
• 22:26
  and
• 22:26
  try
• 22:27
  to
• 22:27
  gain,
• 22:27
  gain
• 22:27
  an
• 22:28
  appreciation
• 22:29
  from
• 22:29
  them
• 22:29
  as
• 22:29
  well.
• 22:30
  Yeah,
• 22:30
  absolutely.
• 22:30
  Because
• 22:31
  I
• 22:31
  know
• 22:31
  for,
• 22:31
  for
• 22:31
  example.
• 22:32
  I'll
• 22:32
  get
• 22:33
  back
• 22:33
  to
• 22:33
  that
• 22:33
  question,
• 22:33
  but
• 22:34
  just
• 22:34
  to
• 22:34
  talk
• 22:34
  for
• 22:35
  a
• 22:35
  minute
• 22:35
  about
• 22:35
  what
• 22:36
  the
• 22:36
  military
• 22:36
  can
• 22:37
  learn
• 22:37
  from
• 22:38
  the
• 22:38
  private
• 22:39
  sector
• 22:39
  is
• 22:40
  that
• 22:40
  the
• 22:40
  military
• 22:42
  a
• 22:43
  very
• 22:43
  hierarchical
• 22:44
  system.
• 22:44
  I
• 22:45
  mean,
• 22:45
  and
• 22:45
  you,
• 22:45
  you
• 22:46
  actually
• 22:46
  wear
• 22:47
  your
• 22:47
  rank
• 22:48
  I'm
• 22:48
  not
• 22:48
  wearing
• 22:48
  right
• 22:49
  now.
• 22:49
  You
• 22:49
  wear
• 22:50
  it,
• 22:50
  you
• 22:50
  see
• 22:51
  it
• 22:51
  like
• 22:51
  so
• 22:51
  you
• 22:52
  know
• 22:52
  where
• 22:53
  exactly
• 22:54
  where
• 22:54
  everybody
• 22:55
  stands
• 22:56
  in
• 22:56
  the
• 22:56
  hierarchy.
• 22:57
  And
• 22:57
  then
• 22:57
  you're
• 22:58
  given
• 22:58
  a
• 22:58
  position
• 22:58
  in
• 22:58
  the
• 22:59
  hierarchy
• 22:59
  that
• 22:59
  gives
• 23:00
  you
• 23:00
  a
• 23:01
  certain
• 23:01
  ability
• 23:01
  to
• 23:02
  direct,
• 23:03
  communicate,
• 23:04
  privilege
• 23:04
  to
• 23:05
  communicate
• 23:06
  to
• 23:06
  senior
• 23:07
  leaders
• 23:07
  that
• 23:07
  are,
• 23:07
  you
• 23:08
  know,
• 23:08
  your
• 23:08
  immediate
• 23:08
  bosses.
• 23:10
  So
• 23:10
  it's
• 23:10
  hierarchical,
• 23:11
  it's
• 23:11
  very
• 23:13
  formal.
• 23:13
  Has
• 23:14
  been
• 23:14
  that
• 23:14
  way
• 23:14
  for
• 23:14
  a
• 23:15
  very
• 23:15
  long
• 23:15
  time.
• 23:15
  There's
• 23:16
  a
• 23:16
  lot
• 23:16
  of
• 23:16
  traditions
• 23:16
  that
• 23:16
  relate
• 23:17
  to
• 23:17
  that.
• 23:17
  But
• 23:18
  one
• 23:18
  of
• 23:18
  the
• 23:18
  things
• 23:19
  that
• 23:19
  the
• 23:19
  military
• 23:20
  has
• 23:21
  realized
• 23:22
  is
• 23:22
  that
• 23:22
  sometimes
• 23:23
  that
• 23:24
  strict
• 23:24
  hierarchy
• 23:25
  can
• 23:26
  actually
• 23:26
  stymie
• 23:27
  initiative.
• 23:28
  It
• 23:29
  can
• 23:29
  stymie
• 23:29
  free
• 23:30
  thinking.
• 23:30
  And
• 23:31
  if
• 23:31
  you
• 23:32
  truly
• 23:32
  want
• 23:33
  a
• 23:33
  learning
• 23:33
  organization,
• 23:34
  which
• 23:35
  I
• 23:35
  know
• 23:36
  that
• 23:36
  every
• 23:37
  business
• 23:37
  leader,
• 23:38
  every
• 23:38
  military
• 23:39
  leader
• 23:40
  wants
• 23:40
  a
• 23:40
  learning
• 23:41
  organization,
• 23:41
  that's
• 23:42
  what
• 23:42
  they're
• 23:42
  hoping
• 23:43
  to
• 23:43
  ultimately
• 23:44
  achieve.
• 23:46
  You
• 23:46
  have
• 23:46
  to
• 23:46
  find
• 23:47
  ways
• 23:47
  to
• 23:48
  flatten.
• 23:49
  You
• 23:49
  have
• 23:49
  to
• 23:49
  find
• 23:50
  ways
• 23:50
  to
• 23:50
  open
• 23:50
  up
• 23:51
  lines
• 23:51
  of
• 23:52
  communication.
• 23:53
  I
• 23:54
  would
• 23:54
  say
• 23:54
  that
• 23:54
  that
• 23:54
  is
• 23:55
  probably
• 23:56
  the
• 23:57
  one
• 23:57
  thing
• 23:57
  that
• 23:57
  I
• 23:58
  have
• 23:58
  personally
• 23:59
  seen
• 24:00
  the
• 24:00
  military
• 24:00
  embrace
• 24:02
  over
• 24:02
  and
• 24:03
  over.
• 24:04
  And,
• 24:04
  and,
• 24:05
  and
• 24:05
  there's
• 24:05
  certain
• 24:06
  units
• 24:06
  that
• 24:06
  do
• 24:06
  it
• 24:07
  really,
• 24:07
  really
• 24:07
  well
• 24:08
  and,
• 24:09
  and
• 24:09
  have
• 24:09
  always
• 24:09
  done
• 24:10
  it
• 24:10
  really
• 24:10
  well.
• 24:10
  Special
• 24:11
  Forces
• 24:11
  units,
• 24:12
  they
• 24:12
  completely
• 24:12
  flatten.
• 24:13
  They
• 24:14
  are
• 24:14
  on
• 24:14
  a
• 24:15
  first
• 24:15
  name
• 24:15
  basis,
• 24:15
  you
• 24:16
  know,
• 24:16
  so
• 24:16
  they
• 24:16
  try
• 24:16
  to
• 24:17
  get
• 24:17
  rid
• 24:17
  of
• 24:17
  that
• 24:18
  rank
• 24:18
  barrier
• 24:19
  and
• 24:20
  they
• 24:20
  operate
• 24:20
  much
• 24:21
  more
• 24:21
  is
• 24:22
  a,
• 24:22
  as
• 24:22
  a
• 24:22
  team
• 24:22
  of,
• 24:23
  of
• 24:23
  very
• 24:24
  highly
• 24:24
  trained
• 24:24
  and
• 24:25
  highly
• 24:25
  professional
• 24:25
  colleagues.
• 24:26
  It's
• 24:27
  just
• 24:27
  the
• 24:27
  way
• 24:27
  it's
• 24:27
  in
• 24:27
  their
• 24:28
  culture.
• 24:28
  So
• 24:28
  that's
• 24:28
  one
• 24:29
  thing
• 24:29
  that
• 24:29
  I've
• 24:29
  actually
• 24:30
  seen
• 24:30
  the
• 24:30
  military
• 24:31
  learn
• 24:31
  from
• 24:32
  honestly
• 24:33
  our
• 24:33
  civilian
• 24:34
  counterparts.
• 24:35
  But
• 24:35
  I
• 24:35
  guess
• 24:35
  on
• 24:35
  the
• 24:35
  flip
• 24:36
  side
• 24:36
  of
• 24:36
  that.
• 24:36
  So
• 24:37
  going
• 24:37
  back
• 24:37
  to
• 24:38
  what
• 24:38
  can
• 24:39
  the
• 24:39
  private
• 24:39
  sector
• 24:39
  potentially,
• 24:40
  you
• 24:41
  know,
• 24:41
  learn
• 24:41
  from
• 24:42
  the
• 24:43
  military?
• 24:44
  I
• 24:44
  definitely
• 24:45
  think
• 24:45
  that
• 24:45
  mission
• 24:45
  command
• 24:46
  concept
• 24:46
  is
• 24:47
  such
• 24:47
  a,
• 24:48
  a
• 24:48
  strong
• 24:49
  leadership
• 24:50
  model
• 24:50
  that
• 24:51
  is
• 24:51
  something
• 24:51
  that
• 24:52
  our
• 24:52
  civilian
• 24:52
  counterparts
• 24:53
  could,
• 24:53
  could
• 24:54
  stand
• 24:54
  to
• 24:54
  benefit
• 24:54
  from.
• 24:55
  I
• 24:55
  think
• 24:55
  there's
• 24:56
  very
• 24:56
  strong
• 24:56
  emphasis
• 24:57
  in
• 24:57
  the,
• 24:57
  the
• 24:58
  military
• 24:58
  on
• 24:59
  values.
• 25:00
  What
• 25:00
  are
• 25:00
  your
• 25:00
  values?
• 25:01
  What
• 25:01
  are
• 25:01
  the
• 25:02
  core
• 25:02
  values
• 25:03
  of
• 25:04
  your
• 25:04
  organization?
• 25:05
  I
• 25:06
  can
• 25:06
  tell
• 25:06
  you
• 25:06
  that
• 25:06
  is
• 25:07
  something
• 25:07
  that
• 25:08
  we
• 25:08
  hold
• 25:09
  to
• 25:09
  be
• 25:09
  very
• 25:09
  dear
• 25:10
  and
• 25:10
  it's
• 25:11
  important
• 25:12
  to
• 25:12
  us
• 25:13
  and
• 25:14
  we
• 25:14
  always
• 25:14
  strive
• 25:14
  to
• 25:15
  pursue
• 25:15
  our
• 25:15
  values.
• 25:16
  And
• 25:16
  you'll
• 25:16
  oftentimes
• 25:17
  see
• 25:18
  when
• 25:18
  somebody
• 25:19
  makes
• 25:19
  a
• 25:19
  mistake,
• 25:20
  somebody's
• 25:20
  talking
• 25:20
  to
• 25:21
  them
• 25:21
  about
• 25:21
  the
• 25:21
  mistake
• 25:22
  and
• 25:22
  trying
• 25:22
  to
• 25:22
  rehabilitate.
• 25:23
  They'll
• 25:24
  often
• 25:24
  reinforce,
• 25:25
  you
• 25:25
  know,
• 25:25
  the
• 25:26
  values,
• 25:26
  you
• 25:26
  know,
• 25:26
  what,
• 25:27
  what
• 25:27
  are
• 25:27
  the
• 25:27
  values
• 25:28
  that
• 25:28
  we
• 25:29
  have?
• 25:29
  How
• 25:29
  did
• 25:30
  your
• 25:30
  actions,
• 25:30
  you
• 25:31
  know,
• 25:31
  reflect
• 25:31
  those,
• 25:32
  those
• 25:32
  values?
• 25:33
  You
• 25:33
  know,
• 25:33
  the
• 25:34
  one
• 25:34
  thing
• 25:34
  that
• 25:34
  I
• 25:35
  don't
• 25:35
  know
• 25:35
  how
• 25:35
  you
• 25:35
  could
• 25:35
  ever
• 25:36
  expect
• 25:36
  this
• 25:37
  from
• 25:38
  the
• 25:38
  civilian
• 25:38
  sector,
• 25:39
  but
• 25:39
  it's
• 25:39
  something
• 25:40
  that's
• 25:40
  very
• 25:40
  much
• 25:40
  expected
• 25:41
  from
• 25:41
  everybody
• 25:42
  that's,
• 25:42
  that's
• 25:43
  in
• 25:43
  the
• 25:43
  military,
• 25:44
  is
• 25:44
  that
• 25:45
  you're
• 25:45
  willing
• 25:45
  to
• 25:45
  put
• 25:46
  the
• 25:46
  needs
• 25:46
  of
• 25:46
  the
• 25:46
  organization
• 25:47
  in
• 25:47
  front
• 25:47
  of
• 25:47
  your
• 25:47
  own
• 25:48
  personal
• 25:48
  needs.
• 25:48
  Even
• 25:49
  if
• 25:49
  it
• 25:49
  means
• 25:49
  that,
• 25:50
  you
• 25:50
  know
• 25:50
  you're
• 25:50
  going
• 25:50
  to
• 25:50
  pay
• 25:50
  the
• 25:51
  ultimate
• 25:51
  sacrifice
• 25:51
  in
• 25:52
  doing
• 25:52
  that.
• 25:52
  That's
• 25:53
  not
• 25:53
  expected
• 25:53
  and
• 25:54
  it
• 25:54
  shouldn't
• 25:54
  be
• 25:54
  expected,
• 25:55
  quite
• 25:55
  frankly.
• 25:55
  I
• 25:56
  mean,
• 25:56
  that
• 25:56
  would
• 25:56
  be
• 25:56
  kind
• 25:57
  of,
• 25:57
  kind
• 25:57
  of
• 25:57
  crazy.
• 25:58
  But
• 25:58
  how
• 25:58
  do
• 25:59
  you
• 25:59
  create
• 26:00
  the
• 26:00
  type
• 26:00
  of
• 26:01
  trust,
• 26:01
  camaraderie
• 26:02
  and
• 26:03
  really
• 26:03
  value
• 26:04
  centric
• 26:05
  behavior
• 26:06
  that
• 26:06
  you're,
• 26:06
  that
• 26:07
  you're
• 26:07
  after?
• 26:07
  Because
• 26:08
  I
• 26:08
  know
• 26:08
  actually
• 26:09
  that
• 26:09
  when
• 26:10
  you
• 26:10
  can
• 26:10
  get
• 26:10
  that,
• 26:11
  when
• 26:11
  you
• 26:11
  can
• 26:12
  get
• 26:12
  to
• 26:12
  that
• 26:12
  point
• 26:13
  across
• 26:13
  an
• 26:13
  organization,
• 26:15
  that's
• 26:16
  when
• 26:16
  you're
• 26:16
  going
• 26:16
  to
• 26:16
  truly
• 26:16
  be
• 26:17
  able
• 26:17
  to
• 26:17
  start
• 26:17
  hitting
• 26:17
  your
• 26:18
  potential.
• 26:19
  You
• 26:19
  know,
• 26:19
  until
• 26:19
  you
• 26:19
  get
• 26:19
  to
• 26:20
  that
• 26:20
  point,
• 26:20
  you're
• 26:21
  always
• 26:21
  limited.
• 26:22
  You're
• 26:22
  always
• 26:23
  operating
• 26:23
  at
• 26:23
  something
• 26:24
  that
• 26:24
  is
• 26:24
  beneath
• 26:25
  the
• 26:25
  true
• 26:25
  potential
• 26:25
  of
• 26:26
  your
• 26:26
  organization.
• 26:27
  You
• 26:28
  just
• 26:28
  are.
• 26:29
  Yeah,
• 26:29
  absolutely.
• 26:30
  Fair
• 26:30
  enough.
• 26:30
  It's
• 26:30
  funny,
• 26:30
  I
• 26:31
  throw
• 26:31
  my
• 26:32
  mind
• 26:32
  back
• 26:32
  to
• 26:33
  various,
• 26:33
  like,
• 26:35
  tough
• 26:35
  situations
• 26:36
  that
• 26:36
  happened
• 26:36
  across
• 26:36
  the
• 26:36
  private
• 26:37
  sector.
• 26:37
  And
• 26:37
  you
• 26:37
  know,
• 26:38
  sometimes
• 26:38
  it's
• 26:38
  not
• 26:38
  uncommon
• 26:39
  for
• 26:39
  someone
• 26:39
  to,
• 26:40
  in
• 26:41
  an
• 26:41
  attempt
• 26:41
  to
• 26:41
  lower
• 26:41
  the
• 26:41
  temperature
• 26:42
  of
• 26:42
  the
• 26:42
  room,
• 26:43
  say,
• 26:43
  okay,
• 26:43
  well,
• 26:44
  we're
• 26:44
  not
• 26:44
  saving
• 26:44
  lives
• 26:45
  here
• 26:45
  or
• 26:45
  lives
• 26:46
  on
• 26:46
  the
• 26:46
  stake
• 26:46
  here.
• 26:47
  So
• 26:47
  that's,
• 26:49
  it's
• 26:49
  a
• 26:49
  pressure
• 26:50
  release
• 26:50
  valve
• 26:50
  that
• 26:50
  isn't
• 26:51
  always
• 26:51
  available
• 26:52
  to
• 26:52
  you
• 26:53
  in
• 26:53
  your
• 26:53
  line
• 26:53
  of
• 26:53
  work.
• 26:53
  So
• 26:54
  it's
• 26:54
  certainly
• 26:54
  something
• 26:55
  that
• 26:55
  people
• 26:55
  remind
• 26:56
  themselves
• 26:56
  of.
• 26:57
  On
• 26:57
  the
• 26:57
  flip
• 26:57
  side,
• 26:57
  I
• 26:58
  will
• 26:58
  say
• 26:58
  I
• 26:58
  was
• 26:58
  speaking
• 26:58
  to
• 26:59
  an
• 26:59
  endocrinologist
• 27:00
  a
• 27:00
  couple
• 27:00
  of
• 27:00
  years
• 27:00
  back
• 27:01
  and
• 27:01
  he
• 27:01
  was
• 27:02
  talking
• 27:02
  about
• 27:03
  in
• 27:03
  particular
• 27:04
  stress
• 27:04
  induced
• 27:05
  thyroid
• 27:06
  conditions.
• 27:07
  And
• 27:07
  he
• 27:07
  was
• 27:07
  observing
• 27:08
  to
• 27:08
  me,
• 27:08
  this
• 27:08
  guy
• 27:08
  was,
• 27:09
  I
• 27:09
  think
• 27:09
  he's
• 27:09
  in
• 27:09
  his
• 27:09
  70s,
• 27:10
  like
• 27:10
  close
• 27:10
  to
• 27:10
  a
• 27:10
  time
• 27:10
  he
• 27:10
  was
• 27:11
  just
• 27:11
  talking
• 27:11
  about
• 27:12
  the
• 27:12
  general
• 27:12
  state
• 27:12
  of
• 27:13
  the
• 27:13
  world.
• 27:13
  He
• 27:13
  said
• 27:14
  to
• 27:14
  me,
• 27:14
  citing
• 27:15
  some
• 27:15
  research,
• 27:15
  that
• 27:15
  there's
• 27:16
  five
• 27:16
  times
• 27:16
  as
• 27:16
  many
• 27:17
  stress
• 27:17
  induced
• 27:17
  thorough
• 27:18
  conditions
• 27:19
  as
• 27:19
  they
• 27:19
  used
• 27:19
  to
• 27:19
  be
• 27:20
  and
• 27:21
  corporate
• 27:21
  America
• 27:23
  is
• 27:23
  the
• 27:23
  cause
• 27:23
  of
• 27:23
  most
• 27:24
  of
• 27:24
  them
• 27:25
  in
• 27:25
  his
• 27:25
  book.
• 27:26
  And
• 27:26
  he
• 27:26
  said
• 27:28
  30
• 27:29
  years
• 27:29
  ago
• 27:29
  the
• 27:30
  only
• 27:30
  people
• 27:30
  who
• 27:30
  would
• 27:31
  come
• 27:31
  to
• 27:31
  him
• 27:31
  with
• 27:31
  stress
• 27:31
  induced
• 27:32
  thorough
• 27:32
  conditions
• 27:33
  were
• 27:33
  people
• 27:34
  who
• 27:34
  returned
• 27:34
  from
• 27:34
  the
• 27:34
  Gulf.
• 27:35
  And
• 27:36
  now
• 27:37
  it's
• 27:38
  people
• 27:38
  down
• 27:38
  the
• 27:39
  road
• 27:39
  in
• 27:39
  the
• 27:39
  Corporate
• 27:39
  offices
• 27:40
  are
• 27:41
  coming.
• 27:41
  I'm
• 27:41
  not
• 27:41
  suggesting,
• 27:42
  I'm
• 27:42
  not
• 27:42
  trying
• 27:43
  to
• 27:43
  draw
• 27:43
  comparisons
• 27:43
  or
• 27:44
  suggest
• 27:44
  equivalence
• 27:45
  in
• 27:45
  any
• 27:46
  way,
• 27:46
  but
• 27:46
  it's
• 27:46
  something
• 27:46
  I
• 27:47
  always
• 27:47
  had
• 27:47
  back
• 27:47
  of
• 27:47
  mind,
• 27:48
  you
• 27:48
  know,
• 27:48
  even
• 27:48
  when,
• 27:49
  when
• 27:49
  private
• 27:49
  sector's
• 27:50
  hitting
• 27:50
  that
• 27:50
  pressure
• 27:50
  release
• 27:50
  valve
• 27:51
  of
• 27:51
  like,
• 27:51
  oh,
• 27:51
  at
• 27:51
  least
• 27:51
  we're
• 27:51
  not
• 27:51
  saving
• 27:52
  lives
• 27:52
  here.
• 27:52
  Sometimes
• 27:53
  physiologically
• 27:53
  they're
• 27:54
  reacting
• 27:54
  as
• 27:54
  if
• 27:55
  their
• 27:55
  life
• 27:55
  is
• 27:55
  under
• 27:55
  threat,
• 27:56
  interestingly,
• 27:57
  such
• 27:57
  as
• 27:57
  become
• 27:57
  the
• 27:58
  kind
• 27:58
  of
• 27:58
  stress
• 27:58
  and
• 27:58
  strain
• 27:59
  and
• 27:59
  the.
• 27:59
  Sure.
• 28:00
  Well,
• 28:00
  it
• 28:00
  could
• 28:00
  certainly
• 28:01
  be
• 28:01
  their
• 28:01
  way
• 28:01
  of
• 28:01
  life,
• 28:01
  their
• 28:01
  quality
• 28:02
  of
• 28:02
  life.
• 28:03
  I
• 28:03
  mean,
• 28:03
  there's
• 28:03
  no
• 28:03
  doubt
• 28:03
  about
• 28:04
  it.
• 28:04
  I
• 28:04
  mean
• 28:04
  that's,
• 28:04
  that's
• 28:05
  real.
• 28:05
  Yeah,
• 28:06
  there's
• 28:06
  pressure.
• 28:07
  Like
• 28:07
  I
• 28:07
  said,
• 28:07
  absolutely
• 28:08
  not
• 28:08
  equivalent.
• 28:08
  But
• 28:09
  there's
• 28:09
  definitely
• 28:10
  been
• 28:10
  a
• 28:10
  shift
• 28:11
  in
• 28:11
  people's
• 28:11
  experience
• 28:13
  in
• 28:13
  the
• 28:13
  private
• 28:14
  sector.
• 28:14
  Two
• 28:14
  of
• 28:14
  the
• 28:15
  things
• 28:15
  that
• 28:15
  I
• 28:15
  see
• 28:15
  in
• 28:16
  portfolio
• 28:17
  companies
• 28:17
  can
• 28:18
  be
• 28:18
  a
• 28:18
  cause
• 28:18
  of
• 28:18
  either
• 28:19
  missed
• 28:19
  opportunity
• 28:19
  or
• 28:20
  carrying
• 28:20
  risk.
• 28:21
  One
• 28:21
  of
• 28:21
  them
• 28:22
  is
• 28:22
  fuzzy
• 28:22
  strategy.
• 28:23
  And
• 28:23
  then
• 28:24
  regardless
• 28:24
  of
• 28:24
  the
• 28:24
  data
• 28:24
  you've
• 28:24
  got
• 28:25
  underneath
• 28:25
  it,
• 28:26
  you're
• 28:26
  then
• 28:26
  going
• 28:26
  to
• 28:26
  start
• 28:26
  struggling.
• 28:27
  The
• 28:27
  second
• 28:28
  is
• 28:28
  companies
• 28:29
  with
• 28:29
  clear
• 28:29
  strategy
• 28:30
  but
• 28:30
  that
• 28:30
  lack
• 28:31
  insufficient
• 28:31
  data
• 28:31
  to
• 28:32
  be
• 28:32
  able
• 28:32
  to
• 28:32
  measure
• 28:33
  progress
• 28:33
  against
• 28:34
  that
• 28:34
  clear
• 28:35
  strategy.
• 28:35
  So
• 28:35
  you've
• 28:35
  got
• 28:35
  fuzzy
• 28:36
  strategy
• 28:36
  with
• 28:36
  good
• 28:36
  data
• 28:37
  or
• 28:38
  clear
• 28:38
  strategy
• 28:39
  with
• 28:39
  fuzzy
• 28:39
  data.
• 28:40
  Which
• 28:40
  of
• 28:40
  those
• 28:40
  do
• 28:40
  you
• 28:40
  think
• 28:40
  is,
• 28:41
  is
• 28:41
  worse
• 28:42
  or
• 28:42
  can
• 28:43
  you
• 28:43
  see
• 28:43
  having
• 28:43
  more
• 28:44
  kind
• 28:44
  of
• 28:44
  causing
• 28:45
  more
• 28:45
  issues?
• 28:45
  I
• 28:45
  would
• 28:46
  be
• 28:46
  very
• 28:46
  concerned.
• 28:47
  The
• 28:48
  one
• 28:48
  that
• 28:48
  would
• 28:48
  scare
• 28:48
  me
• 28:48
  the
• 28:48
  most
• 28:49
  would
• 28:49
  be
• 28:49
  the
• 28:49
  fuzzy
• 28:49
  strategy,
• 28:50
  quite
• 28:50
  frankly,
• 28:51
  because
• 28:51
  the
• 28:51
  other
• 28:51
  one
• 28:51
  I
• 28:52
  know
• 28:52
  you
• 28:52
  can
• 28:52
  fix,
• 28:53
  you
• 28:53
  get
• 28:54
  a
• 28:54
  clear
• 28:54
  strategy
• 28:55
  but
• 28:55
  you're,
• 28:55
  you
• 28:55
  have
• 28:56
  a
• 28:56
  bit
• 28:56
  of
• 28:56
  a
• 28:56
  data
• 28:56
  problem.
• 28:57
  I
• 28:57
  can
• 28:57
  very
• 28:57
  clearly
• 28:58
  see
• 28:58
  the
• 28:58
  way
• 28:59
  that
• 28:59
  that
• 28:59
  could
• 29:00
  get
• 29:00
  fixed,
• 29:01
  especially
• 29:02
  if
• 29:02
  the
• 29:02
  strategies
• 29:03
  sound,
• 29:03
  the
• 29:04
  business
• 29:04
  model
• 29:04
  sound.
• 29:05
  When
• 29:05
  you
• 29:06
  have
• 29:06
  a
• 29:06
  fuzzy
• 29:06
  strategy,
• 29:07
  you
• 29:07
  know,
• 29:08
  that
• 29:08
  implies
• 29:09
  to
• 29:09
  me
• 29:09
  that
• 29:10
  you
• 29:10
  may
• 29:10
  not
• 29:10
  have
• 29:11
  a
• 29:11
  sound
• 29:12
  business
• 29:12
  strategy.
• 29:13
  And
• 29:13
  if
• 29:13
  you
• 29:14
  don't
• 29:14
  have
• 29:14
  a
• 29:14
  sound
• 29:14
  business
• 29:15
  strategy,
• 29:17
  that's
• 29:17
  bad.
• 29:18
  That's
• 29:18
  where
• 29:19
  you
• 29:19
  end
• 29:19
  up
• 29:19
  with,
• 29:20
  you
• 29:20
  know,
• 29:20
  a
• 29:20
  business
• 29:21
  that's
• 29:21
  potentially
• 29:21
  fragile
• 29:22
  to,
• 29:22
  you
• 29:23
  know,
• 29:23
  some
• 29:23
  sort
• 29:24
  of
• 29:24
  a
• 29:24
  environmental
• 29:25
  condition,
• 29:25
  something
• 29:26
  that,
• 29:26
  that
• 29:26
  occurs
• 29:27
  that
• 29:27
  you
• 29:28
  didn't
• 29:28
  expect,
• 29:28
  you
• 29:29
  end
• 29:29
  up
• 29:29
  in
• 29:29
  a
• 29:29
  bad
• 29:29
  spot.
• 29:30
  I
• 29:30
  would
• 29:30
  pick
• 29:30
  the
• 29:30
  clear
• 29:31
  strategy,
• 29:32
  bad
• 29:32
  data,
• 29:33
  because
• 29:33
  I
• 29:33
  think
• 29:33
  you
• 29:33
  can
• 29:33
  fix
• 29:34
  it.
• 29:34
  Me
• 29:34
  too.
• 29:35
  And
• 29:35
  I
• 29:35
  think
• 29:35
  I
• 29:36
  would
• 29:36
  find
• 29:36
  that
• 29:36
  a
• 29:36
  whole
• 29:36
  lot
• 29:36
  easier
• 29:37
  to
• 29:37
  fix
• 29:37
  as
• 29:38
  well.
• 29:38
  And
• 29:39
  to
• 29:39
  some
• 29:39
  extent,
• 29:39
  I
• 29:40
  think
• 29:40
  in
• 29:40
  that
• 29:40
  first
• 29:40
  situation,
• 29:41
  it's
• 29:41
  almost
• 29:41
  like
• 29:42
  a
• 29:42
  false
• 29:42
  situation
• 29:43
  I'm
• 29:43
  presenting
• 29:43
  because
• 29:44
  I
• 29:44
  don't
• 29:44
  think
• 29:44
  fuzzy
• 29:44
  strategy
• 29:45
  clear
• 29:45
  data
• 29:45
  actually
• 29:46
  exists.
• 29:46
  Because
• 29:47
  where
• 29:47
  I've
• 29:47
  seen
• 29:48
  fuzzy
• 29:48
  strategy
• 29:49
  data,
• 29:49
  teams
• 29:50
  often
• 29:50
  end
• 29:50
  up
• 29:50
  running
• 29:51
  around
• 29:51
  and
• 29:51
  they
• 29:51
  just
• 29:51
  collect
• 29:52
  everything
• 29:52
  because
• 29:52
  they
• 29:52
  don't
• 29:53
  even
• 29:53
  have
• 29:54
  enough
• 29:54
  clarity
• 29:54
  about
• 29:54
  what's
• 29:55
  important.
• 29:55
  So
• 29:55
  that's
• 29:56
  actually
• 29:56
  when
• 29:56
  you
• 29:56
  get
• 29:56
  data
• 29:57
  that's
• 29:57
  Most
• 29:57
  fragmented
• 29:58
  and
• 29:58
  most
• 29:58
  just
• 29:58
  all
• 29:59
  over
• 29:59
  the
• 29:59
  place
• 30:00
  because
• 30:00
  they're
• 30:00
  desperately
• 30:01
  trying
• 30:01
  to
• 30:01
  assume
• 30:02
  strategy.
• 30:02
  And
• 30:03
  as
• 30:03
  you
• 30:03
  know,
• 30:03
  when
• 30:03
  you
• 30:03
  bring
• 30:03
  assumption
• 30:04
  in,
• 30:04
  like
• 30:04
  people
• 30:04
  walk
• 30:05
  down
• 30:05
  many
• 30:05
  different
• 30:05
  paths
• 30:06
  either
• 30:06
  as
• 30:06
  individuals
• 30:07
  or
• 30:08
  collectively
• 30:08
  and
• 30:08
  then,
• 30:10
  and
• 30:10
  then
• 30:10
  come
• 30:10
  out
• 30:11
  the
• 30:11
  other
• 30:11
  side
• 30:11
  with
• 30:12
  like
• 30:13
  vomited
• 30:14
  dashboards
• 30:14
  all
• 30:15
  over,
• 30:15
  like
• 30:15
  just
• 30:16
  vomit
• 30:16
  dashboards
• 30:16
  everywhere.
• 30:17
  Like
• 30:17
  I'm
• 30:17
  trying
• 30:17
  desperately
• 30:18
  to
• 30:18
  have
• 30:18
  some
• 30:18
  impact
• 30:18
  because
• 30:19
  I
• 30:19
  can't
• 30:19
  work
• 30:19
  out
• 30:19
  what's
• 30:20
  important.
• 30:21
  So
• 30:21
  here's.
• 30:22
  That's
• 30:23
  often
• 30:23
  a
• 30:23
  situation
• 30:23
  where
• 30:24
  you
• 30:24
  get
• 30:24
  these
• 30:24
  data
• 30:24
  products
• 30:25
  which
• 30:25
  have
• 30:26
  like,
• 30:26
  I
• 30:26
  don't
• 30:26
  know,
• 30:27
  100
• 30:27
  different
• 30:27
  views
• 30:28
  or
• 30:28
  charts
• 30:28
  on
• 30:28
  them
• 30:29
  because,
• 30:29
  you
• 30:29
  know,
• 30:29
  if
• 30:29
  you're
• 30:30
  blindfolding
• 30:30
  me
• 30:31
  before
• 30:31
  putting
• 30:32
  me
• 30:32
  in
• 30:32
  front
• 30:32
  of
• 30:32
  the
• 30:32
  dartboard,
• 30:33
  then
• 30:34
  my
• 30:34
  strategy
• 30:34
  to
• 30:35
  hedge
• 30:35
  against
• 30:35
  that
• 30:35
  is
• 30:35
  I'm
• 30:35
  going
• 30:35
  to
• 30:36
  throw
• 30:36
  hundreds
• 30:36
  of
• 30:37
  darts
• 30:38
  in
• 30:38
  the
• 30:38
  hope
• 30:38
  that
• 30:38
  I
• 30:38
  hope
• 30:39
  that
• 30:39
  one
• 30:39
  of
• 30:39
  them
• 30:39
  hits.
• 30:40
  Yeah,
• 30:40
  it's
• 30:40
  wonderful.
• 30:41
  I
• 30:41
  want
• 30:41
  to
• 30:41
  come
• 30:42
  back
• 30:42
  to
• 30:42
  trust
• 30:42
  and
• 30:43
  which
• 30:43
  you
• 30:43
  said
• 30:43
  was
• 30:44
  the
• 30:44
  most
• 30:44
  important
• 30:45
  thing.
• 30:45
  And
• 30:45
  trust
• 30:46
  in
• 30:46
  the
• 30:46
  military
• 30:46
  is
• 30:46
  built
• 30:47
  with,
• 30:47
  you
• 30:48
  know,
• 30:48
  repeated
• 30:48
  performance
• 30:48
  under
• 30:49
  stress
• 30:49
  with
• 30:49
  a
• 30:50
  similar
• 30:50
  group
• 30:50
  of
• 30:50
  people
• 30:51
  and
• 30:51
  a
• 30:51
  clear
• 30:51
  set
• 30:51
  of
• 30:52
  guidelines
• 30:52
  and
• 30:52
  values.
• 30:53
  In
• 30:53
  private
• 30:53
  equity
• 30:54
  world,
• 30:54
  you
• 30:54
  don't
• 30:54
  always
• 30:54
  have
• 30:55
  that,
• 30:55
  especially
• 30:55
  not
• 30:55
  quickly.
• 30:57
  You
• 30:57
  know,
• 30:57
  I've
• 30:57
  been
• 30:57
  in
• 30:57
  situations
• 30:58
  where
• 30:58
  a
• 30:59
  company's
• 30:59
  acquired
• 31:00
  PE
• 31:00
  comes
• 31:00
  in,
• 31:01
  they
• 31:01
  bring
• 31:01
  people
• 31:01
  in.
• 31:02
  Trust
• 31:02
  is
• 31:02
  not
• 31:02
  at
• 31:03
  all
• 31:03
  time
• 31:03
  highs,
• 31:03
  let
• 31:04
  me
• 31:04
  just
• 31:04
  say
• 31:05
  when
• 31:05
  that's
• 31:05
  happened.
• 31:05
  So
• 31:06
  are
• 31:06
  there
• 31:06
  some
• 31:07
  tips
• 31:07
  that
• 31:07
  presumably
• 31:08
  during
• 31:08
  the
• 31:08
  military,
• 31:08
  like
• 31:08
  new
• 31:09
  leaders
• 31:09
  are
• 31:09
  introduced
• 31:10
  or
• 31:10
  new
• 31:10
  leadership
• 31:10
  or
• 31:10
  new
• 31:11
  objectives
• 31:11
  are
• 31:11
  introduced,
• 31:12
  like
• 31:12
  what
• 31:12
  are
• 31:12
  some
• 31:12
  of
• 31:13
  the
• 31:13
  methods
• 31:13
  that
• 31:13
  PE
• 31:14
  firms
• 31:14
  might
• 31:14
  deploy
• 31:14
  in
• 31:15
  that
• 31:15
  space
• 31:15
  when
• 31:16
  it
• 31:16
  might
• 31:16
  even
• 31:16
  be
• 31:16
  a
• 31:17
  hostile
• 31:17
  environment
• 31:17
  that
• 31:17
  they're
• 31:18
  coming
• 31:18
  into
• 31:18
  because
• 31:19
  the
• 31:20
  previous
• 31:20
  or
• 31:20
  the
• 31:20
  current
• 31:21
  employees
• 31:21
  of
• 31:21
  the
• 31:22
  company
• 31:22
  are
• 31:22
  not
• 31:22
  always
• 31:22
  assuming
• 31:23
  good
• 31:23
  intent.
• 31:24
  I
• 31:24
  think
• 31:25
  one
• 31:25
  of
• 31:25
  the
• 31:25
  most
• 31:25
  important
• 31:25
  things
• 31:26
  you
• 31:26
  can
• 31:26
  do
• 31:26
  to
• 31:26
  build
• 31:27
  trust
• 31:27
  is
• 31:28
  to
• 31:28
  establish
• 31:28
  clear
• 31:29
  expectations
• 31:31
  and
• 31:33
  continue
• 31:33
  to
• 31:33
  revisit
• 31:34
  and
• 31:34
  make
• 31:35
  sure
• 31:35
  that
• 31:35
  those
• 31:36
  expectations
• 31:38
  are
• 31:38
  understood.
• 31:40
  I
• 31:40
  had
• 31:40
  a
• 31:40
  boss
• 31:40
  one
• 31:41
  time
• 31:41
  who
• 31:41
  said
• 31:42
  all
• 31:42
  of
• 31:42
  life's
• 31:43
  frustration
• 31:43
  can
• 31:44
  be
• 31:44
  attributed
• 31:44
  to
• 31:45
  an
• 31:45
  unfulfilled
• 31:46
  expectation.
• 31:47
  You
• 31:47
  expected
• 31:47
  something
• 31:48
  to
• 31:48
  occur,
• 31:50
  it
• 31:50
  didn't.
• 31:51
  And,
• 31:51
  and
• 31:51
  it,
• 31:51
  and
• 31:52
  it
• 31:52
  makes
• 31:52
  you
• 31:52
  upset.
• 31:53
  And
• 31:53
  I
• 31:53
  think
• 31:54
  it
• 31:54
  is,
• 31:54
  it
• 31:54
  is,
• 31:54
  is
• 31:55
  very
• 31:55
  true.
• 31:56
  So
• 31:56
  in
• 31:57
  pursuing
• 31:57
  that
• 31:57
  and
• 31:57
  trying
• 31:58
  to
• 31:58
  understand
• 31:58
  what
• 31:59
  are
• 31:59
  the
• 31:59
  expectations,
• 32:00
  one
• 32:00
  thing
• 32:00
  that
• 32:01
  I
• 32:01
  know
• 32:01
  that
• 32:01
  every
• 32:02
  leader
• 32:02
  that
• 32:02
  I've
• 32:03
  been,
• 32:03
  ever
• 32:03
  been
• 32:03
  around
• 32:04
  in
• 32:04
  the,
• 32:04
  in
• 32:04
  the
• 32:04
  military,
• 32:06
  they
• 32:06
  write
• 32:06
  them
• 32:06
  down
• 32:06
  and
• 32:07
  they
• 32:07
  communicate
• 32:07
  them.
• 32:08
  They
• 32:08
  think
• 32:08
  about
• 32:08
  them
• 32:08
  really
• 32:08
  hard.
• 32:09
  It's
• 32:09
  not
• 32:09
  a
• 32:10
  tome,
• 32:10
  it's
• 32:10
  usually
• 32:11
  one
• 32:11
  to
• 32:11
  two
• 32:11
  pages
• 32:12
  where
• 32:13
  they
• 32:13
  clearly
• 32:13
  lay
• 32:14
  out
• 32:15
  specific
• 32:15
  expectations
• 32:16
  for
• 32:16
  the
• 32:16
  organization.
• 32:18
  They
• 32:18
  may
• 32:18
  supplement
• 32:19
  that
• 32:19
  also
• 32:19
  with
• 32:19
  a.
• 32:20
  Some
• 32:20
  sort
• 32:20
  of
• 32:20
  a
• 32:21
  leadership
• 32:21
  philosophy.
• 32:22
  And
• 32:23
  I
• 32:23
  don't
• 32:23
  want
• 32:23
  to
• 32:23
  use
• 32:24
  the
• 32:24
  word
• 32:24
  rules
• 32:24
  of
• 32:25
  Engagement.
• 32:25
  I
• 32:25
  kind
• 32:25
  of
• 32:26
  think
• 32:26
  of
• 32:26
  it
• 32:26
  that
• 32:26
  way.
• 32:26
  But
• 32:26
  maybe,
• 32:27
  maybe,
• 32:27
  you
• 32:27
  know,
• 32:28
  just
• 32:28
  some,
• 32:28
  some
• 32:28
  general
• 32:29
  operating
• 32:30
  rules,
• 32:31
  you
• 32:31
  know,
• 32:31
  that
• 32:31
  you're,
• 32:32
  you're,
• 32:32
  you're
• 32:32
  going
• 32:32
  to
• 32:33
  adhere
• 32:33
  to,
• 32:34
  you
• 32:34
  know,
• 32:34
  in
• 32:34
  terms
• 32:34
  of
• 32:35
  maybe
• 32:35
  like
• 32:35
  accessibility
• 32:36
  to
• 32:36
  leaders,
• 32:37
  processes
• 32:38
  for
• 32:38
  decision
• 32:38
  making,
• 32:39
  you
• 32:39
  know,
• 32:40
  respect
• 32:40
  for
• 32:40
  others
• 32:40
  opinions
• 32:41
  and
• 32:41
  so
• 32:42
  forth.
• 32:42
  When
• 32:42
  you
• 32:42
  establish,
• 32:43
  I
• 32:43
  think,
• 32:43
  those
• 32:44
  expectations
• 32:45
  and
• 32:45
  when
• 32:45
  you
• 32:45
  clearly
• 32:46
  communicate
• 32:47
  the
• 32:47
  philosophy,
• 32:48
  and
• 32:48
  then
• 32:49
  the
• 32:49
  most
• 32:49
  important
• 32:50
  part
• 32:50
  is
• 32:51
  then
• 32:51
  your
• 32:51
  actions
• 32:52
  have
• 32:52
  to
• 32:52
  follow
• 32:52
  through
• 32:53
  and
• 32:53
  follow
• 32:54
  what's
• 32:54
  actually
• 32:55
  been
• 32:55
  written
• 32:55
  on
• 32:55
  paper.
• 32:56
  You
• 32:57
  know,
• 32:57
  so
• 32:57
  your,
• 32:58
  your,
• 32:58
  your
• 32:58
  operational
• 32:59
  behavior
• 32:59
  has
• 33:00
  to
• 33:00
  match
• 33:00
  your
• 33:00
  declarative
• 33:01
  behavior.
• 33:01
  That's
• 33:02
  hugely,
• 33:02
  hugely
• 33:03
  important.
• 33:04
  That's
• 33:05
  when
• 33:05
  I
• 33:05
  have
• 33:05
  seen
• 33:06
  trust
• 33:07
  emerge.
• 33:09
  Because
• 33:09
  even
• 33:09
  though
• 33:09
  something
• 33:10
  maybe
• 33:11
  disappointing
• 33:12
  it,
• 33:13
  if
• 33:13
  you've
• 33:14
  told
• 33:14
  somebody
• 33:14
  that's
• 33:15
  what
• 33:15
  the
• 33:15
  expectation
• 33:16
  is,
• 33:16
  you
• 33:16
  know,
• 33:17
  it's,
• 33:17
  it's
• 33:18
  very
• 33:18
  difficult
• 33:18
  to
• 33:18
  come
• 33:19
  back
• 33:19
  and
• 33:19
  say,
• 33:19
  hey,
• 33:19
  I
• 33:20
  didn't,
• 33:20
  I
• 33:20
  didn't
• 33:20
  know
• 33:20
  that
• 33:21
  rule.
• 33:22
  You
• 33:22
  go
• 33:22
  back
• 33:22
  to
• 33:22
  the
• 33:23
  point
• 33:23
  that
• 33:23
  you
• 33:23
  made
• 33:23
  about
• 33:24
  fuzzy
• 33:24
  strategy.
• 33:25
  I
• 33:25
  mean,
• 33:25
  the
• 33:25
  reason
• 33:25
  why
• 33:26
  a
• 33:26
  fuzzy
• 33:26
  strategy
• 33:27
  can
• 33:27
  be
• 33:27
  so
• 33:27
  damning
• 33:28
  is
• 33:28
  that
• 33:29
  the
• 33:29
  expectations
• 33:30
  are
• 33:30
  completely
• 33:31
  unclear.
• 33:32
  You
• 33:32
  know,
• 33:33
  so
• 33:33
  you,
• 33:33
  you
• 33:33
  have
• 33:33
  people
• 33:34
  marching
• 33:34
  in
• 33:34
  a
• 33:34
  whole
• 33:35
  bunch
• 33:35
  of
• 33:35
  different
• 33:35
  directions.
• 33:36
  They
• 33:36
  don't
• 33:37
  understand
• 33:37
  what
• 33:37
  objectives
• 33:38
  they
• 33:38
  should
• 33:38
  be
• 33:39
  pursuing
• 33:40
  or
• 33:40
  how
• 33:40
  they
• 33:41
  should
• 33:41
  be
• 33:41
  pursuing
• 33:41
  them.
• 33:43
  And
• 33:44
  that
• 33:44
  becomes
• 33:45
  very
• 33:45
  problematic.
• 33:46
  That
• 33:46
  would
• 33:46
  be
• 33:47
  my
• 33:47
  recommendation.
• 33:48
  Just
• 33:49
  communicate
• 33:50
  clearly
• 33:51
  and
• 33:51
  very
• 33:51
  clearly
• 33:52
  communicate
• 33:52
  the
• 33:52
  expectations
• 33:53
  and
• 33:53
  the
• 33:53
  philosophy.
• 33:55
  Yeah.
• 33:55
  And
• 33:55
  I
• 33:55
  think
• 33:56
  again,
• 33:56
  in
• 33:56
  the
• 33:56
  fear
• 33:56
  based
• 33:57
  economy
• 33:57
  that
• 33:57
  we're
• 33:58
  in,
• 33:58
  always
• 33:59
  people's
• 33:59
  immediate
• 33:59
  fear
• 33:59
  is
• 34:00
  my
• 34:01
  job.
• 34:01
  Right.
• 34:02
  What's
• 34:03
  going
• 34:03
  to
• 34:03
  happen
• 34:03
  here?
• 34:03
  And
• 34:04
  I've
• 34:04
  been
• 34:04
  in
• 34:04
  various
• 34:04
  situations
• 34:05
  where
• 34:05
  the
• 34:05
  questions
• 34:06
  have
• 34:06
  been
• 34:06
  asked.
• 34:07
  In
• 34:07
  the
• 34:07
  private
• 34:07
  sector,
• 34:07
  you
• 34:08
  can
• 34:08
  never
• 34:08
  give
• 34:08
  the
• 34:08
  answer
• 34:09
  of
• 34:09
  like,
• 34:10
  there
• 34:10
  will
• 34:10
  never
• 34:10
  be
• 34:10
  layoffs.
• 34:11
  Right.
• 34:11
  Because
• 34:11
  there
• 34:12
  will
• 34:12
  always
• 34:12
  be
• 34:12
  layoffs.
• 34:13
  Right.
• 34:14
  Or
• 34:14
  reorganization
• 34:15
  or
• 34:15
  whatever
• 34:15
  it
• 34:16
  might
• 34:16
  be.
• 34:16
  Those
• 34:16
  things
• 34:16
  will
• 34:16
  always
• 34:17
  happen.
• 34:17
  But
• 34:17
  one
• 34:18
  thing
• 34:18
  that
• 34:18
  can
• 34:18
  be
• 34:18
  really
• 34:18
  powerful
• 34:19
  to
• 34:19
  offer
• 34:19
  is
• 34:19
  say
• 34:19
  I'm
• 34:20
  not
• 34:20
  immediately
• 34:20
  planning
• 34:21
  any
• 34:22
  redundancies
• 34:23
  or
• 34:23
  I'm
• 34:23
  not
• 34:23
  immediately
• 34:24
  planning
• 34:24
  any
• 34:24
  layoffs
• 34:25
  in
• 34:25
  the
• 34:25
  next
• 34:25
  three,
• 34:25
  four
• 34:26
  months,
• 34:26
  whatever
• 34:26
  it
• 34:26
  might
• 34:26
  be.
• 34:26
  And
• 34:27
  then
• 34:27
  you,
• 34:27
  at
• 34:27
  least
• 34:27
  you
• 34:28
  give
• 34:28
  people
• 34:28
  a
• 34:28
  window
• 34:28
  of
• 34:29
  some
• 34:29
  certainty
• 34:29
  or
• 34:29
  some,
• 34:30
  which
• 34:30
  is
• 34:30
  good,
• 34:31
  and
• 34:31
  as
• 34:31
  you
• 34:31
  say,
• 34:31
  underlining
• 34:32
  what
• 34:32
  they're
• 34:32
  there
• 34:32
  to
• 34:32
  do,
• 34:33
  like
• 34:33
  private
• 34:33
  equity
• 34:34
  can
• 34:34
  have
• 34:34
  a
• 34:34
  bad
• 34:35
  reputation.
• 34:36
  And
• 34:36
  I
• 34:36
  think
• 34:37
  part
• 34:37
  of
• 34:37
  that
• 34:37
  is
• 34:38
  in
• 34:38
  what
• 34:39
  I
• 34:39
  talked
• 34:39
  about
• 34:39
  before,
• 34:39
  like
• 34:39
  people
• 34:40
  hedge
• 34:40
  against
• 34:40
  the
• 34:40
  volatility
• 34:41
  of
• 34:41
  losing
• 34:41
  their
• 34:41
  job
• 34:41
  and
• 34:42
  they
• 34:42
  do
• 34:42
  so
• 34:42
  by
• 34:42
  like
• 34:43
  building
• 34:43
  alliances,
• 34:44
  withholding
• 34:45
  information,
• 34:45
  like
• 34:46
  basically
• 34:46
  insulating
• 34:47
  themselves
• 34:47
  a
• 34:47
  little
• 34:47
  bit.
• 34:48
  And
• 34:48
  typically
• 34:48
  in
• 34:48
  an
• 34:48
  acquisition
• 34:49
  scenario
• 34:49
  that
• 34:49
  all
• 34:50
  gets
• 34:50
  cut
• 34:50
  away
• 34:50
  and
• 34:50
  people
• 34:50
  feel
• 34:51
  very
• 34:51
  exposed.
• 34:52
  I
• 34:52
  think
• 34:52
  that's
• 34:52
  part
• 34:52
  of
• 34:52
  the
• 34:52
  reason
• 34:53
  PE
• 34:53
  has
• 34:53
  a
• 34:53
  bad
• 34:53
  reputation
• 34:54
  in
• 34:54
  some
• 34:54
  circles,
• 34:55
  but
• 34:55
  ultimately
• 34:56
  no
• 34:57
  PE
• 34:57
  firm
• 34:57
  Is
• 34:57
  acquiring
• 34:58
  a
• 34:58
  company
• 34:58
  to
• 34:58
  run
• 34:59
  it
• 34:59
  into
• 34:59
  the
• 34:59
  ground
• 35:00
  or
• 35:00
  to
• 35:00
  make
• 35:00
  it
• 35:00
  worse
• 35:01
  or
• 35:01
  to
• 35:01
  make
• 35:01
  it
• 35:01
  less
• 35:01
  profitable
• 35:02
  or
• 35:02
  to
• 35:02
  bring
• 35:03
  less
• 35:03
  clear
• 35:03
  strategy.
• 35:04
  There's
• 35:04
  often
• 35:04
  a
• 35:04
  lot
• 35:04
  of
• 35:05
  value,
• 35:05
  I
• 35:05
  think,
• 35:05
  in
• 35:06
  being
• 35:06
  open
• 35:06
  about
• 35:07
  out,
• 35:07
  hey,
• 35:07
  should
• 35:08
  we
• 35:08
  acquire
• 35:08
  this
• 35:08
  company
• 35:09
  or
• 35:09
  now
• 35:09
  that
• 35:09
  we've
• 35:09
  acquired
• 35:10
  this
• 35:10
  company,
• 35:10
  here
• 35:10
  are
• 35:11
  our
• 35:11
  intentions.
• 35:12
  Right?
• 35:13
  Even
• 35:13
  if,
• 35:13
  even
• 35:14
  if
• 35:14
  those
• 35:14
  the
• 35:14
  incumbent
• 35:15
  employees
• 35:15
  don't
• 35:15
  necessarily
• 35:16
  agree
• 35:16
  with
• 35:16
  or
• 35:16
  do
• 35:17
  I
• 35:17
  think
• 35:17
  there's
• 35:17
  a
• 35:17
  lot
• 35:17
  of
• 35:17
  value
• 35:18
  in
• 35:18
  just
• 35:18
  being
• 35:19
  straightforward
• 35:19
  with
• 35:19
  the
• 35:21
  intentions,
• 35:21
  particularly
• 35:22
  when
• 35:22
  they
• 35:22
  send
• 35:22
  people
• 35:22
  like
• 35:22
  me
• 35:23
  in
• 35:23
  to
• 35:23
  say,
• 35:23
  give
• 35:24
  me
• 35:24
  all
• 35:24
  your
• 35:24
  data,
• 35:25
  I'm
• 35:25
  going
• 35:25
  to
• 35:25
  look
• 35:25
  at
• 35:25
  it.
• 35:27
  You
• 35:27
  know,
• 35:27
  that's
• 35:28
  certainly
• 35:28
  something
• 35:28
  I
• 35:28
  always
• 35:29
  look
• 35:29
  to
• 35:29
  do
• 35:29
  with
• 35:30
  clients
• 35:30
  and
• 35:30
  clients
• 35:31
  portcos
• 35:32
  is
• 35:32
  to
• 35:32
  build
• 35:32
  that
• 35:33
  psychological
• 35:34
  safety
• 35:34
  and
• 35:35
  the
• 35:35
  only
• 35:35
  way
• 35:35
  to
• 35:35
  build
• 35:36
  that
• 35:36
  psychological
• 35:37
  safety
• 35:37
  and
• 35:37
  trust
• 35:38
  is
• 35:38
  to
• 35:38
  say
• 35:39
  this
• 35:39
  is
• 35:39
  actually
• 35:39
  what
• 35:39
  I'm
• 35:40
  here
• 35:40
  to
• 35:40
  do.
• 35:41
  And
• 35:41
  often
• 35:41
  the
• 35:41
  case
• 35:41
  for
• 35:42
  me
• 35:42
  is
• 35:42
  I'm
• 35:42
  here
• 35:42
  to
• 35:42
  make
• 35:43
  your
• 35:43
  job
• 35:43
  easier.
• 35:44
  I'm
• 35:44
  here
• 35:44
  to
• 35:44
  make
• 35:44
  you
• 35:45
  more
• 35:45
  efficient.
• 35:45
  I'm
• 35:45
  here
• 35:46
  so
• 35:46
  you
• 35:46
  can
• 35:46
  focus
• 35:46
  more
• 35:47
  of
• 35:47
  your
• 35:47
  time
• 35:47
  on
• 35:47
  higher
• 35:48
  value
• 35:48
  tasks
• 35:48
  and
• 35:49
  not
• 35:49
  spending
• 35:50
  16
• 35:51
  hours
• 35:51
  a
• 35:51
  week
• 35:51
  running
• 35:51
  around
• 35:52
  combining
• 35:52
  Excel
• 35:52
  spreadsheets
• 35:53
  with
• 35:53
  each
• 35:53
  other
• 35:53
  and
• 35:54
  then
• 35:54
  figuring
• 35:54
  why
• 35:55
  the
• 35:55
  formula
• 35:55
  that
• 35:56
  somebody
• 35:56
  else
• 35:56
  who
• 35:56
  left
• 35:56
  the
• 35:57
  company
• 35:57
  two
• 35:57
  years
• 35:57
  ago
• 35:57
  that
• 35:58
  has
• 35:58
  written
• 35:58
  doesn't
• 35:58
  work
• 35:59
  anymore.
• 36:00
  That's
• 36:01
  not
• 36:02
  the
• 36:02
  best
• 36:02
  use
• 36:03
  of
• 36:03
  time
• 36:03
  for
• 36:03
  a
• 36:03
  talented
• 36:03
  analyst.
• 36:04
  Trust.
• 36:05
  So,
• 36:05
  you
• 36:05
  know,
• 36:05
  often
• 36:06
  that's
• 36:06
  the,
• 36:06
  the
• 36:06
  will
• 36:07
  and,
• 36:07
  and
• 36:08
  I've
• 36:08
  found
• 36:08
  being
• 36:08
  able
• 36:08
  to
• 36:09
  engender
• 36:09
  that
• 36:09
  trust
• 36:10
  by
• 36:10
  being
• 36:10
  more
• 36:10
  open
• 36:11
  about
• 36:11
  what
• 36:11
  we're
• 36:11
  trying
• 36:11
  to
• 36:11
  do.
• 36:12
  Pastor's
• 36:12
  new
• 36:12
  have
• 36:12
  you
• 36:13
  got
• 36:13
  anything
• 36:13
  in
• 36:13
  mind
• 36:13
  that
• 36:13
  you're,
• 36:14
  that
• 36:14
  you're
• 36:14
  thinking
• 36:14
  about,
• 36:14
  anything
• 36:15
  that
• 36:15
  you're
• 36:15
  finding
• 36:15
  exciting
• 36:16
  as
• 36:16
  you
• 36:16
  kind
• 36:16
  of
• 36:17
  look
• 36:17
  to
• 36:17
  the
• 36:17
  other,
• 36:17
  other
• 36:18
  side
• 36:18
  of
• 36:18
  the
• 36:18
  fence?
• 36:19
  Yeah,
• 36:19
  there's
• 36:20
  a
• 36:20
  lot
• 36:20
  of
• 36:20
  excitement
• 36:21
  for
• 36:21
  sure.
• 36:22
  I
• 36:22
  mean
• 36:22
  it's
• 36:22
  an
• 36:22
  interesting
• 36:23
  period
• 36:23
  of
• 36:23
  time.
• 36:23
  I've,
• 36:24
  you
• 36:24
  know,
• 36:24
  I've
• 36:24
  just,
• 36:24
  I've
• 36:25
  got
• 36:25
  a
• 36:25
  matter
• 36:25
  of
• 36:25
  weeks
• 36:25
  left
• 36:26
  where
• 36:26
  the
• 36:26
  transition
• 36:27
  will
• 36:27
  be
• 36:28
  quite,
• 36:28
  quite
• 36:29
  imminent
• 36:29
  for
• 36:29
  sure.
• 36:30
  How
• 36:30
  does
• 36:30
  that
• 36:31
  feel
• 36:31
  after
• 36:31
  30
• 36:31
  years?
• 36:32
  You
• 36:32
  know,
• 36:33
  there's
• 36:33
  a
• 36:33
  part
• 36:33
  of
• 36:33
  it
• 36:33
  that's,
• 36:34
  I
• 36:34
  feel
• 36:35
  satisfied.
• 36:37
  Sometimes
• 36:37
  I
• 36:37
  feel
• 36:37
  like
• 36:38
  there's
• 36:38
  new
• 36:38
  freedom
• 36:39
  that
• 36:40
  will,
• 36:41
  you
• 36:41
  know,
• 36:41
  be
• 36:41
  emerging.
• 36:43
  There's,
• 36:43
  there's,
• 36:44
  there's
• 36:44
  things
• 36:44
  I
• 36:44
  know
• 36:45
  that
• 36:45
  I'll
• 36:45
  miss,
• 36:45
  you
• 36:46
  know,
• 36:46
  about
• 36:46
  being,
• 36:47
  being
• 36:47
  in
• 36:47
  the
• 36:47
  military
• 36:48
  and,
• 36:48
  and
• 36:49
  you
• 36:50
  know,
• 36:50
  being
• 36:50
  around,
• 36:50
  you
• 36:51
  know,
• 36:51
  like
• 36:51
  minded
• 36:52
  people.
• 36:52
  But
• 36:53
  at
• 36:53
  the,
• 36:53
  at
• 36:53
  the
• 36:53
  same
• 36:54
  point
• 36:54
  too,
• 36:55
  it's,
• 36:56
  it's
• 36:56
  inevitable.
• 36:57
  I
• 36:57
  mean
• 36:57
  everybody,
• 36:58
  nobody,
• 36:58
  nobody's
• 36:58
  a,
• 36:59
  a
• 36:59
  member
• 37:00
  of
• 37:00
  the
• 37:00
  military
• 37:00
  for
• 37:01
  life.
• 37:01
  It's
• 37:01
  not
• 37:01
  designed
• 37:02
  to
• 37:02
  work
• 37:02
  that
• 37:02
  way.
• 37:02
  You
• 37:03
  know,
• 37:03
  you
• 37:03
  can
• 37:03
  spend
• 37:03
  a
• 37:04
  pretty
• 37:04
  good
• 37:04
  chunk
• 37:04
  of
• 37:04
  time
• 37:05
  doing
• 37:06
  it.
• 37:06
  But,
• 37:06
  you
• 37:07
  know,
• 37:07
  it's,
• 37:07
  it's
• 37:08
  just
• 37:08
  not
• 37:08
  designed
• 37:08
  that
• 37:09
  way.
• 37:09
  I'm,
• 37:09
  I'm
• 37:10
  very
• 37:10
  grateful,
• 37:11
  very,
• 37:11
  very
• 37:12
  grateful
• 37:12
  for
• 37:13
  the
• 37:13
  opportunities
• 37:13
  that
• 37:14
  I've
• 37:14
  been
• 37:14
  given,
• 37:14
  you
• 37:14
  know,
• 37:14
  both
• 37:15
  in
• 37:15
  terms
• 37:15
  of
• 37:15
  education
• 37:16
  as
• 37:16
  well
• 37:17
  as
• 37:17
  the,
• 37:18
  you
• 37:18
  know,
• 37:18
  jobs
• 37:18
  that
• 37:19
  I've
• 37:19
  been
• 37:19
  exposed
• 37:19
  to.
• 37:20
  You
• 37:20
  know,
• 37:20
  I've
• 37:20
  been
• 37:20
  able
• 37:21
  to
• 37:21
  do
• 37:22
  everything
• 37:22
  with
• 37:23
  regards
• 37:23
  to
• 37:23
  operations
• 37:24
  research
• 37:24
  and
• 37:25
  systems
• 37:25
  engineering
• 37:26
  and
• 37:26
  data
• 37:26
  science
• 37:27
  and
• 37:27
  data
• 37:28
  leadership
• 37:29
  and
• 37:29
  do
• 37:29
  that
• 37:30
  in
• 37:30
  support
• 37:30
  of
• 37:30
  the
• 37:30
  military
• 37:31
  mission.
• 37:32
  You
• 37:32
  know,
• 37:32
  that's,
• 37:32
  I
• 37:32
  just
• 37:33
  feel
• 37:33
  very,
• 37:33
  very
• 37:34
  fortunate
• 37:34
  that,
• 37:35
  you
• 37:35
  know,
• 37:36
  they
• 37:36
  gave
• 37:36
  me
• 37:36
  that
• 37:36
  opportunity
• 37:37
  and
• 37:37
  trusted
• 37:38
  me
• 37:38
  to,
• 37:38
  to
• 37:39
  serve
• 37:39
  in
• 37:39
  that,
• 37:40
  those
• 37:40
  capacities,
• 37:41
  whether
• 37:42
  that
• 37:42
  was
• 37:42
  as
• 37:42
  a
• 37:43
  analyst,
• 37:43
  as
• 37:44
  a
• 37:44
  instructor,
• 37:45
  as
• 37:45
  a
• 37:45
  professor
• 37:46
  that
• 37:46
  was
• 37:46
  leading,
• 37:47
  you
• 37:47
  know,
• 37:47
  an
• 37:47
  academic
• 37:48
  program
• 37:48
  or
• 37:48
  in
• 37:49
  my
• 37:49
  current
• 37:49
  job
• 37:50
  now
• 37:50
  as
• 37:50
  the
• 37:51
  Chief
• 37:51
  Data
• 37:51
  Officer
• 37:52
  for
• 37:52
  the
• 37:52
  Academy.
• 37:54
  So,
• 37:54
  yeah,
• 37:54
  just
• 37:54
  feel
• 37:55
  very
• 37:55
  grateful
• 37:56
  as
• 37:56
  well,
• 37:57
  but
• 37:57
  then,
• 37:58
  you
• 37:58
  know,
• 37:58
  just
• 37:58
  excited
• 37:59
  for,
• 37:59
  for
• 37:59
  the
• 38:00
  future,
• 38:00
  you
• 38:00
  know,
• 38:00
  at
• 38:00
  the.
• 38:02
  The
• 38:02
  thing
• 38:02
  that
• 38:02
  excites
• 38:03
  me
• 38:03
  the
• 38:03
  most,
• 38:03
  quite
• 38:04
  honestly,
• 38:05
  is
• 38:06
  the
• 38:06
  opportunity
• 38:08
  to
• 38:08
  get
• 38:08
  around
• 38:09
  leader
• 38:09
  business
• 38:10
  leaders
• 38:11
  that
• 38:12
  are
• 38:13
  interested
• 38:14
  and
• 38:14
  passionate
• 38:15
  about
• 38:15
  making
• 38:16
  better
• 38:16
  decisions
• 38:16
  from
• 38:17
  data
• 38:17
  and
• 38:18
  analytics.
• 38:18
  I
• 38:19
  mean,
• 38:19
  that's
• 38:19
  the
• 38:19
  place
• 38:19
  where
• 38:20
  I
• 38:20
  would
• 38:20
  like
• 38:20
  to
• 38:21
  find
• 38:21
  myself.
• 38:22
  And,
• 38:23
  you
• 38:23
  know,
• 38:24
  I'm
• 38:24
  excited
• 38:24
  to
• 38:24
  see,
• 38:26
  you
• 38:26
  know,
• 38:26
  what
• 38:26
  that
• 38:26
  brings
• 38:27
  and
• 38:27
  what
• 38:28
  types
• 38:28
  of
• 38:28
  decisions
• 38:29
  those
• 38:29
  are,
• 38:30
  you
• 38:31
  know,
• 38:31
  and
• 38:31
  a
• 38:31
  lot
• 38:32
  of
• 38:32
  what
• 38:32
  I've
• 38:32
  done,
• 38:32
  I've
• 38:32
  studied,
• 38:33
  I've
• 38:33
  researched,
• 38:34
  I've
• 38:34
  learned,
• 38:35
  and
• 38:36
  I'm
• 38:36
  excited
• 38:37
  to
• 38:37
  see
• 38:37
  it
• 38:37
  applied.
• 38:38
  Yeah,
• 38:39
  from
• 38:39
  my
• 38:39
  perspective,
• 38:40
  there's
• 38:40
  a
• 38:40
  great
• 38:40
  need
• 38:40
  for,
• 38:41
  for
• 38:41
  those
• 38:41
  abilities
• 38:43
  in
• 38:44
  the
• 38:44
  private
• 38:44
  sector.
• 38:44
  And
• 38:44
  I
• 38:44
  know
• 38:45
  we've
• 38:45
  just,
• 38:45
  we've
• 38:46
  only
• 38:46
  just
• 38:46
  scratched
• 38:46
  the,
• 38:47
  the
• 38:47
  surface
• 38:47
  today.
• 38:48
  Of
• 38:49
  all
• 38:49
  the
• 38:49
  many
• 38:49
  things
• 38:49
  that
• 38:49
  you've
• 38:50
  been
• 38:50
  involved
• 38:50
  in
• 38:50
  and,
• 38:51
  and
• 38:51
  all
• 38:51
  the
• 38:51
  many
• 38:52
  great
• 38:53
  successes
• 38:53
  you
• 38:53
  have
• 38:54
  that
• 38:54
  would
• 38:54
  transfer
• 38:55
  so
• 38:56
  well
• 38:56
  across
• 38:56
  to
• 38:57
  the
• 38:57
  private
• 38:58
  sector.
• 38:58
  So
• 39:00
  I
• 39:01
  serve
• 39:01
  as
• 39:01
  no
• 39:01
  ambassador
• 39:02
  of
• 39:02
  the
• 39:02
  private
• 39:02
  sector,
• 39:03
  but
• 39:03
  still
• 39:04
  look
• 39:04
  forward
• 39:04
  to
• 39:04
  welcoming
• 39:05
  skills
• 39:06
  and
• 39:06
  talents
• 39:07
  like
• 39:07
  yours
• 39:08
  into
• 39:08
  the
• 39:08
  fray.
• 39:09
  And
• 39:09
  thanks
• 39:10
  so
• 39:10
  much
• 39:10
  for
• 39:10
  spending
• 39:11
  the
• 39:11
  time.
• 39:11
  I
• 39:11
  know
• 39:11
  you
• 39:12
  have
• 39:12
  a
• 39:12
  lot
• 39:12
  on
• 39:13
  still,
• 39:13
  even
• 39:13
  in
• 39:14
  your
• 39:14
  closing
• 39:14
  weeks,
• 39:14
  so
• 39:14
  I
• 39:15
  appreciate
• 39:15
  you
• 39:15
  taking
• 39:15
  the
• 39:16
  time
• 39:16
  to
• 39:17
  share
• 39:18
  your
• 39:18
  story
• 39:18
  and
• 39:18
  share
• 39:19
  your
• 39:19
  insights
• 39:19
  with
• 39:19
  me
• 39:20
  and
• 39:20
  with
• 39:20
  the
• 39:20
  listeners
• 39:21
  today.
• 39:21
  And
• 39:22
  this
• 39:22
  won't
• 39:22
  be
• 39:22
  the
• 39:22
  last
• 39:22
  time
• 39:23
  we
• 39:23
  talk,
• 39:23
  I'm
• 39:23
  sure.
• 39:23
  I'm
• 39:23
  looking
• 39:24
  forward
• 39:24
  to
• 39:24
  staying
• 39:25
  connected
• 39:25
  as
• 39:25
  we
• 39:26
  both
• 39:26
  continue
• 39:26
  our
• 39:26
  journeys.
• 39:27
  Yes,
• 39:27
  thank
• 39:27
  you,
• 39:28
  Graham.
• 39:28
  It's
• 39:28
  been
• 39:28
  a
• 39:28
  pleasure.
• 39:29
  Take
• 39:30
  care.
• 39:30
  All
• 39:30
  the
• 39:30
  best.
• 39:30
  Okay,
• 39:31
  thanks
• 39:32
  for
• 39:32
  listening
• 39:32
  to
• 39:32
  the
• 39:32
  PE
• 39:33
  Data
• 39:33
  guy.
• 39:34
  The
• 39:34
  place
• 39:34
  where
• 39:34
  private
• 39:35
  equity
• 39:35
  meets
• 39:36
  data.
• 39:36
  Please
• 39:37
  forward
• 39:37
  this
• 39:37
  episode
• 39:37
  to
• 39:38
  your
• 39:38
  favorite
• 39:38
  private
• 39:38
  equity
• 39:39
  friend.
• 39:40
  Thanks
• 39:40
  for
• 39:40
  listening.
• 39:41
  See
• 39:41
  you
• 39:41
  next
• 39:42
  time.