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How To Stop Wasting Six Figures On Hires Who Look Perfect On Paper · Private Equity Data Guy

• 0:00
  When
• 0:00
  I
• 0:00
  pushed
• 0:00
  back
• 0:01
  on
• 0:01
  things,
• 0:01
  I
• 0:01
  almost
• 0:01
  got
• 0:02
  fired
• 0:03
  because
• 0:04
  it
• 0:04
  was
• 0:04
  like,
• 0:04
  well,
• 0:05
  it
• 0:05
  didn't
• 0:05
  fit
• 0:05
  what
• 0:05
  they
• 0:06
  believed
• 0:06
  was
• 0:06
  true
• 0:07
  about
• 0:07
  the
• 0:07
  world,
• 0:07
  even
• 0:07
  when
• 0:08
  I
• 0:08
  showed
• 0:08
  up
• 0:08
  with
• 0:08
  data.
• 0:09
  Whereas
• 0:09
  in
• 0:09
  my
• 0:09
  first
• 0:10
  job,
• 0:10
  when
• 0:11
  I
• 0:11
  was
• 0:11
  leaving,
• 0:11
  my
• 0:12
  boss
• 0:12
  said,
• 0:12
  hey,
• 0:12
  look,
• 0:13
  you
• 0:13
  know,
• 0:13
  I
• 0:13
  loved
• 0:14
  working
• 0:14
  with
• 0:14
  you,
• 0:14
  but
• 0:14
  I
• 0:15
  just
• 0:15
  need
• 0:15
  you
• 0:15
  to
• 0:15
  know,
• 0:15
  like,
• 0:15
  I
• 0:16
  saved
• 0:16
  you
• 0:16
  from
• 0:16
  being
• 0:17
  fired
• 0:17
  like
• 0:17
  five
• 0:17
  times.
• 0:19
  Wow.
• 0:19
  Because
• 0:19
  they
• 0:19
  were
• 0:19
  like,
• 0:20
  this
• 0:20
  guy
• 0:20
  took
• 0:20
  too
• 0:20
  long
• 0:21
  to
• 0:21
  respond.
• 0:22
  They
• 0:22
  don't
• 0:22
  do
• 0:22
  a
• 0:22
  lot
• 0:22
  of
• 0:23
  their
• 0:23
  job
• 0:23
  because
• 0:23
  the
• 0:23
  software
• 0:24
  does
• 0:24
  almost
• 0:25
  all
• 0:25
  of
• 0:25
  the
• 0:25
  screening
• 0:26
  and
• 0:26
  understanding.
• 0:27
  I
• 0:27
  mean,
• 0:27
  the
• 0:28
  world
• 0:28
  of
• 0:28
  recruitment
• 0:28
  is
• 0:28
  just
• 0:29
  a
• 0:29
  massive
• 0:29
  AI
• 0:29
  driven
• 0:30
  shit
• 0:30
  show
• 0:30
  right
• 0:30
  now.
• 0:31
  Yes,
• 0:32
  it's
• 0:32
  inflation
• 0:33
  on
• 0:33
  both
• 0:33
  sides
• 0:34
  in
• 0:34
  terms
• 0:35
  of,
• 0:35
  you
• 0:35
  know,
• 0:36
  tons
• 0:36
  of
• 0:36
  automated
• 0:37
  applicants,
• 0:38
  tons
• 0:38
  of
• 0:39
  automated
• 0:39
  screening,
• 0:40
  which
• 0:40
  the
• 0:40
  large
• 0:40
  majority
• 0:41
  of
• 0:41
  it
• 0:41
  is
• 0:42
  still
• 0:42
  just
• 0:42
  keyword
• 0:43
  matching.
• 0:44
  You're
• 0:44
  listening
• 0:44
  to
• 0:44
  the
• 0:44
  Transformed
• 0:45
  with
• 0:45
  Data
• 0:46
  podcast
• 0:46
  with
• 0:46
  Graham
• 0:47
  Crawford,
• 0:47
  CEO
• 0:48
  of
• 0:48
  Crawford
• 0:49
  McMillan.
• 0:49
  Graham
• 0:50
  is
• 0:50
  here
• 0:50
  to
• 0:50
  share
• 0:50
  something
• 0:51
  he's
• 0:51
  genuinely
• 0:51
  passionate
• 0:52
  about.
• 0:52
  He's
• 0:52
  going
• 0:53
  to
• 0:53
  show
• 0:53
  you
• 0:53
  how
• 0:53
  data
• 0:54
  can
• 0:54
  completely
• 0:54
  change
• 0:55
  the
• 0:55
  outcome
• 0:55
  for
• 0:55
  both
• 0:56
  people
• 0:56
  and
• 0:56
  businesses.
• 0:57
  In
• 0:57
  each
• 0:57
  episode,
• 0:58
  he
• 0:58
  sits
• 0:58
  down
• 0:58
  with
• 0:59
  real
• 0:59
  people
• 0:59
  who've
• 0:59
  done
• 1:00
  incredible
• 1:00
  things
• 1:00
  with
• 1:00
  data.
• 1:01
  But
• 1:01
  don't
• 1:02
  worry,
• 1:02
  these
• 1:02
  aren't
• 1:03
  your
• 1:03
  typical
• 1:03
  dry
• 1:04
  case
• 1:04
  studies.
• 1:04
  Graham
• 1:05
  and
• 1:05
  his
• 1:05
  guests
• 1:06
  bring
• 1:06
  you
• 1:06
  stories
• 1:06
  about
• 1:07
  leaders
• 1:07
  and
• 1:07
  innovators
• 1:08
  who
• 1:08
  saw
• 1:08
  something
• 1:08
  in
• 1:08
  their
• 1:09
  data
• 1:09
  that
• 1:09
  sparked
• 1:10
  a
• 1:10
  brand
• 1:10
  new
• 1:10
  reality.
• 1:11
  These
• 1:11
  are
• 1:12
  changes
• 1:12
  that
• 1:12
  tore
• 1:12
  through
• 1:13
  entire
• 1:13
  industries,
• 1:14
  upended
• 1:14
  company
• 1:15
  cultures,
• 1:15
  and
• 1:16
  sometimes
• 1:16
  even
• 1:17
  changed
• 1:17
  lives.
• 1:18
  So
• 1:18
  whether
• 1:18
  you're
• 1:19
  a
• 1:19
  data
• 1:19
  enthusiast
• 1:20
  or
• 1:20
  just
• 1:20
  curious
• 1:21
  about
• 1:21
  how
• 1:21
  to
• 1:22
  find
• 1:22
  the
• 1:22
  truth
• 1:22
  in
• 1:22
  your
• 1:23
  data,
• 1:23
  join
• 1:23
  Graham
• 1:24
  as
• 1:24
  he
• 1:24
  discovers
• 1:25
  how
• 1:25
  data
• 1:25
  becomes
• 1:26
  more
• 1:26
  than
• 1:26
  just
• 1:27
  numbers.
• 1:28
  It
• 1:28
  becomes
• 1:28
  the
• 1:28
  spark
• 1:29
  that
• 1:29
  ignites
• 1:29
  real,
• 1:30
  meaningful
• 1:31
  changes.
• 1:32
  Let's
• 1:32
  get
• 1:32
  started.
• 1:33
  Thanks
• 1:33
  for
• 1:33
  listening.
• 1:34
  Most
• 1:34
  companies
• 1:34
  say
• 1:35
  people
• 1:35
  are
• 1:35
  their
• 1:36
  greatest
• 1:36
  asset.
• 1:37
  But
• 1:37
  in
• 1:38
  diligence,
• 1:38
  culture
• 1:39
  is
• 1:39
  usually
• 1:39
  a
• 1:39
  footnote,
• 1:39
  measured
• 1:40
  with
• 1:40
  vibes,
• 1:41
  interviews,
• 1:41
  and
• 1:42
  a
• 1:42
  dash
• 1:43
  of
• 1:43
  optimism.
• 1:44
  And
• 1:44
  then
• 1:44
  six
• 1:44
  months
• 1:44
  after
• 1:45
  a
• 1:45
  deal
• 1:45
  closes,
• 1:45
  attrition
• 1:46
  spikes,
• 1:46
  execution
• 1:47
  slows,
• 1:47
  and
• 1:48
  everyone
• 1:48
  acts
• 1:48
  surprised.
• 1:49
  My
• 1:49
  guest
• 1:50
  today
• 1:50
  believes
• 1:50
  that's
• 1:50
  a
• 1:51
  data
• 1:51
  problem.
• 1:51
  Jacob
• 1:52
  is
• 1:52
  the
• 1:52
  founder
• 1:52
  of
• 1:52
  Hirelined,
• 1:53
  a
• 1:53
  company
• 1:53
  using
• 1:53
  AI
• 1:54
  to
• 1:54
  turn
• 1:54
  culture
• 1:54
  and
• 1:54
  team
• 1:55
  alignment
• 1:55
  into
• 1:56
  something
• 1:56
  measurable,
• 1:56
  comparable,
• 1:57
  and
• 1:57
  usable
• 1:58
  in
• 1:58
  real
• 1:58
  business
• 1:58
  decisions.
• 1:59
  Instead
• 1:59
  of
• 1:59
  guessing
• 2:00
  whether
• 2:00
  someone's
• 2:00
  a
• 2:00
  good
• 2:01
  fit,
• 2:01
  his
• 2:01
  team
• 2:01
  maps
• 2:02
  what
• 2:02
  a
• 2:02
  culture
• 2:02
  actually
• 2:02
  looks
• 2:03
  like
• 2:03
  and
• 2:03
  shows
• 2:04
  how
• 2:04
  closely
• 2:04
  people
• 2:05
  align
• 2:05
  with
• 2:05
  that
• 2:05
  culture
• 2:06
  before
• 2:06
  the
• 2:06
  damage
• 2:07
  is
• 2:07
  done.
• 2:08
  So
• 2:08
  today
• 2:08
  we're
• 2:08
  talking
• 2:09
  about
• 2:09
  what
• 2:09
  culture
• 2:09
  data
• 2:10
  really
• 2:10
  reveals.
• 2:11
  How
• 2:11
  misalignment
• 2:12
  shows
• 2:12
  up
• 2:12
  before
• 2:12
  it
• 2:12
  hits
• 2:13
  bottom
• 2:13
  line,
• 2:13
  and
• 2:14
  why
• 2:14
  treating
• 2:14
  hiring
• 2:15
  as
• 2:15
  a
• 2:15
  gut
• 2:15
  decision
• 2:16
  is
• 2:16
  one
• 2:16
  of
• 2:16
  the
• 2:16
  most
• 2:17
  expensive
• 2:17
  habits
• 2:18
  that
• 2:18
  companies
• 2:18
  still
• 2:19
  have
• 2:19
  and
• 2:19
  still
• 2:19
  defend.
• 2:21
  So
• 2:21
  welcome
• 2:21
  to
• 2:21
  the
• 2:22
  show,
• 2:22
  Jacob.
• 2:23
  Thanks
• 2:24
  for
• 2:24
  having
• 2:24
  me
• 2:24
  on.
• 2:24
  I'm
• 2:25
  super
• 2:25
  excited
• 2:25
  to
• 2:25
  be
• 2:25
  here.
• 2:26
  Today,
• 2:26
  how
• 2:26
  you
• 2:26
  do.
• 2:27
  Do
• 2:27
  I
• 2:27
  do
• 2:27
  you
• 2:27
  justice
• 2:27
  in
• 2:27
  that
• 2:28
  description
• 2:28
  there?
• 2:28
  Like,
• 2:29
  is
• 2:29
  there
• 2:29
  anything
• 2:29
  you
• 2:29
  would
• 2:29
  add
• 2:30
  about
• 2:30
  what
• 2:30
  Higher
• 2:30
  Line
• 2:31
  does
• 2:31
  from
• 2:31
  your
• 2:31
  perspective?
• 2:32
  That
• 2:32
  was,
• 2:33
  as
• 2:33
  you
• 2:33
  were
• 2:33
  talking,
• 2:33
  I
• 2:34
  thought,
• 2:34
  man,
• 2:34
  this
• 2:34
  is.
• 2:35
  This
• 2:35
  is
• 2:35
  the,
• 2:36
  the
• 2:36
  most
• 2:36
  theatrical.
• 2:37
  This
• 2:37
  is
• 2:37
  the
• 2:38
  best.
• 2:38
  You
• 2:38
  know,
• 2:38
  I.
• 2:39
  If
• 2:39
  I'm
• 2:39
  ever
• 2:39
  going
• 2:40
  to
• 2:40
  enter
• 2:40
  a
• 2:40
  main
• 2:40
  stage,
• 2:41
  I
• 2:41
  want
• 2:41
  you
• 2:41
  being
• 2:42
  the
• 2:42
  voiceover.
• 2:43
  Oh,
• 2:43
  yeah.
• 2:44
  It's
• 2:44
  not
• 2:45
  on
• 2:45
  the
• 2:45
  website,
• 2:45
  Jacob,
• 2:46
  but
• 2:46
  I
• 2:46
  am
• 2:46
  available
• 2:47
  for
• 2:47
  MC
• 2:48
  duties.
• 2:49
  I
• 2:50
  have
• 2:50
  a
• 2:50
  sparkly
• 2:50
  white
• 2:51
  jacket
• 2:51
  in
• 2:51
  the
• 2:51
  wardrobe.
• 2:52
  You
• 2:52
  just
• 2:52
  say
• 2:52
  the
• 2:52
  word
• 2:52
  and
• 2:53
  I'll
• 2:53
  be
• 2:53
  there.
• 2:54
  Oh,
• 2:54
  perfect.
• 2:55
  No,
• 2:55
  that.
• 2:56
  That's
• 2:56
  great.
• 2:57
  Yeah.
• 2:58
  The
• 2:58
  aim
• 2:59
  is
• 2:59
  we
• 2:59
  like
• 2:59
  to
• 2:59
  look
• 3:00
  at
• 3:00
  a
• 3:00
  lot
• 3:00
  of
• 3:00
  numbers
• 3:01
  and
• 3:02
  a
• 3:02
  lot
• 3:02
  of
• 3:02
  the
• 3:03
  times
• 3:03
  we
• 3:03
  look
• 3:04
  at
• 3:04
  numbers
• 3:04
  just
• 3:04
  to
• 3:05
  say
• 3:05
  we
• 3:05
  have
• 3:05
  numbers
• 3:06
  that
• 3:06
  we're
• 3:06
  looking
• 3:06
  at
• 3:07
  and
• 3:07
  we
• 3:07
  don't
• 3:07
  actually
• 3:08
  use
• 3:08
  them.
• 3:09
  And
• 3:10
  the
• 3:10
  human
• 3:10
  side
• 3:11
  of
• 3:11
  things
• 3:11
  that
• 3:11
  almost
• 3:12
  is
• 3:12
  never
• 3:12
  reflected
• 3:13
  in
• 3:13
  the
• 3:13
  data,
• 3:14
  in
• 3:14
  the
• 3:14
  numbers
• 3:14
  that
• 3:15
  people
• 3:15
  are
• 3:15
  looking
• 3:15
  at
• 3:16
  has
• 3:16
  a
• 3:16
  massive
• 3:17
  impact.
• 3:17
  Right.
• 3:17
  When
• 3:17
  it
• 3:18
  all
• 3:18
  comes
• 3:18
  down
• 3:18
  to
• 3:18
  a
• 3:18
  business
• 3:18
  is
• 3:19
  people.
• 3:20
  It's
• 3:20
  the
• 3:20
  people
• 3:20
  that
• 3:20
  you
• 3:20
  can
• 3:21
  rally
• 3:21
  around
• 3:21
  an
• 3:21
  idea
• 3:22
  and
• 3:22
  if
• 3:23
  you
• 3:23
  can
• 3:23
  do
• 3:23
  that
• 3:23
  effectively,
• 3:24
  it
• 3:24
  works
• 3:25
  great
• 3:25
  and
• 3:25
  people
• 3:25
  are
• 3:26
  happy
• 3:26
  and
• 3:26
  they
• 3:26
  love
• 3:27
  it.
• 3:27
  If
• 3:27
  you
• 3:28
  can't,
• 3:28
  you
• 3:29
  feel
• 3:29
  it.
• 3:30
  Oh,
• 3:30
  for
• 3:30
  sure.
• 3:31
  Especially
• 3:31
  over
• 3:32
  time.
• 3:32
  And
• 3:33
  yeah,
• 3:34
  there's
• 3:35
  you.
• 3:35
  You
• 3:35
  did
• 3:35
  a
• 3:36
  great
• 3:36
  job
• 3:36
  describing
• 3:36
  it.
• 3:37
  Yeah.
• 3:37
  I've
• 3:37
  been
• 3:37
  in.
• 3:38
  I've
• 3:38
  been
• 3:38
  in
• 3:38
  all
• 3:38
  types
• 3:38
  of
• 3:39
  cultures
• 3:40
  across
• 3:40
  my
• 3:41
  career
• 3:42
  and
• 3:42
  typically
• 3:42
  in
• 3:42
  data
• 3:43
  organizations.
• 3:43
  So
• 3:43
  I'm
• 3:44
  particularly
• 3:44
  intrigued
• 3:44
  by
• 3:45
  this
• 3:45
  concept
• 3:46
  of
• 3:46
  measuring
• 3:47
  something
• 3:47
  which
• 3:48
  most
• 3:48
  people,
• 3:48
  including
• 3:49
  me,
• 3:49
  would
• 3:49
  think
• 3:49
  of
• 3:50
  as
• 3:50
  being
• 3:50
  intangible
• 3:51
  or
• 3:52
  ethereal
• 3:52
  or
• 3:53
  difficult
• 3:53
  to
• 3:53
  put
• 3:54
  numbers
• 3:54
  or
• 3:55
  vectors
• 3:56
  around.
• 3:56
  So
• 3:56
  can
• 3:56
  you
• 3:57
  a
• 3:57
  bit
• 3:57
  more
• 3:57
  about
• 3:58
  how
• 3:58
  you
• 3:58
  came
• 3:59
  up
• 3:59
  with
• 3:59
  the
• 3:59
  concept
• 4:00
  and
• 4:00
  how
• 4:00
  you
• 4:00
  deliver
• 4:01
  that?
• 4:01
  Yeah.
• 4:02
  So
• 4:03
  I'll
• 4:03
  kind
• 4:03
  of,
• 4:03
  kind
• 4:04
  of
• 4:04
  talk
• 4:04
  through
• 4:04
  my
• 4:04
  journey.
• 4:04
  So
• 4:05
  I
• 4:05
  have
• 4:06
  worked
• 4:06
  in
• 4:06
  data
• 4:06
  science.
• 4:07
  Right.
• 4:07
  AI
• 4:08
  before.
• 4:08
  It
• 4:08
  was
• 4:08
  cool.
• 4:09
  You
• 4:09
  know,
• 4:09
  you're
• 4:09
  in
• 4:09
  data
• 4:09
  though,
• 4:10
  so
• 4:10
  you
• 4:10
  know
• 4:10
  that
• 4:11
  the.
• 4:12
  Really
• 4:13
  the.
• 4:14
  Prior
• 4:15
  to
• 4:15
  like
• 4:15
  2020,
• 4:16
  2021,
• 4:18
  you
• 4:18
  have
• 4:19
  in
• 4:19
  terms
• 4:19
  of
• 4:19
  natural
• 4:20
  language,
• 4:20
  right.
• 4:20
  Words
• 4:21
  and
• 4:21
  what
• 4:22
  you
• 4:22
  can
• 4:22
  do
• 4:22
  with
• 4:22
  it.
• 4:23
  Natural
• 4:23
  language
• 4:24
  processing
• 4:24
  is
• 4:24
  what
• 4:24
  they.
• 4:25
  They
• 4:25
  call
• 4:25
  the
• 4:25
  field
• 4:26
  really.
• 4:26
  The.
• 4:26
  The
• 4:27
  most
• 4:27
  you
• 4:27
  could
• 4:27
  do
• 4:27
  is
• 4:27
  like
• 4:28
  sentiment
• 4:29
  analysis
• 4:30
  is,
• 4:30
  hey,
• 4:30
  was
• 4:30
  this
• 4:31
  positive
• 4:31
  or
• 4:31
  negative?
• 4:32
  And
• 4:34
  that
• 4:34
  doesn't
• 4:34
  end
• 4:35
  like
• 4:35
  word
• 4:35
  clouds.
• 4:36
  And
• 4:36
  even
• 4:36
  that
• 4:37
  was.
• 4:37
  Even
• 4:37
  that
• 4:38
  was
• 4:38
  quite
• 4:38
  unreliable
• 4:39
  from,
• 4:39
  if
• 4:39
  I
• 4:39
  remember
• 4:40
  back
• 4:40
  as
• 4:40
  far
• 4:40
  as
• 4:40
  2021.
• 4:42
  Yeah,
• 4:42
  it
• 4:42
  wasn't
• 4:43
  great.
• 4:43
  We
• 4:43
  did,
• 4:44
  we
• 4:44
  did
• 4:44
  the
• 4:44
  in.
• 4:45
  In
• 4:45
  2015,
• 4:47
  2016.
• 4:49
  I.
• 4:49
  A
• 4:49
  capstone
• 4:50
  course
• 4:50
  in
• 4:51
  college.
• 4:52
  We
• 4:52
  were
• 4:52
  working
• 4:53
  with
• 4:53
  an
• 4:53
  investment
• 4:53
  bank.
• 4:54
  Most
• 4:54
  of
• 4:54
  your
• 4:54
  listeners
• 4:55
  probably
• 4:55
  know
• 4:55
  what
• 4:55
  a
• 4:55
  SIM
• 4:55
  is,
• 4:56
  right.
• 4:56
  Confidential
• 4:57
  Information
• 4:57
  Information
• 4:58
  Memo
• 4:58
  memorandum.
• 4:59
  And
• 5:00
  they
• 5:00
  were
• 5:00
  spending
• 5:00
  hours
• 5:01
  and
• 5:01
  hours
• 5:01
  and
• 5:01
  hours
• 5:01
  reading
• 5:02
  through
• 5:02
  them
• 5:02
  pulling
• 5:03
  out
• 5:03
  key
• 5:03
  facts
• 5:04
  as
• 5:04
  they
• 5:04
  were
• 5:04
  brokering
• 5:05
  these
• 5:05
  deals.
• 5:06
  I
• 5:06
  mean
• 5:06
  these
• 5:06
  things
• 5:06
  are
• 5:06
  hundreds
• 5:07
  of
• 5:07
  pages,
• 5:07
  right?
• 5:07
  They're
• 5:07
  hu,
• 5:08
  they're
• 5:08
  huge.
• 5:08
  Yeah,
• 5:10
  it's
• 5:10
  not
• 5:10
  a
• 5:10
  short
• 5:10
  thing.
• 5:12
  Especially,
• 5:12
  you
• 5:13
  know,
• 5:13
  the
• 5:13
  bigger
• 5:13
  the
• 5:13
  company,
• 5:13
  the
• 5:14
  bigger,
• 5:14
  the
• 5:14
  bigger
• 5:15
  the
• 5:15
  packet.
• 5:15
  And
• 5:16
  we
• 5:16
  looked
• 5:16
  at
• 5:16
  it
• 5:17
  and
• 5:17
  the
• 5:17
  whole
• 5:18
  idea
• 5:18
  was,
• 5:18
  hey,
• 5:18
  can
• 5:18
  we
• 5:19
  process
• 5:19
  this
• 5:19
  faster?
• 5:21
  And
• 5:21
  essentially
• 5:22
  what
• 5:22
  we
• 5:22
  ended
• 5:22
  up
• 5:22
  doing,
• 5:22
  which
• 5:23
  didn't
• 5:24
  work
• 5:24
  very
• 5:24
  well,
• 5:24
  but
• 5:25
  worked
• 5:25
  way
• 5:25
  better
• 5:25
  than
• 5:26
  they
• 5:26
  did,
• 5:26
  is
• 5:26
  you
• 5:26
  know,
• 5:27
  they
• 5:27
  could
• 5:27
  input
• 5:28
  it
• 5:28
  in,
• 5:28
  they
• 5:28
  run
• 5:29
  a
• 5:29
  Python
• 5:29
  script
• 5:30
  right
• 5:30
  on
• 5:30
  their
• 5:30
  computer.
• 5:31
  We
• 5:31
  literally
• 5:31
  had
• 5:31
  to
• 5:32
  take
• 5:32
  this
• 5:32
  non
• 5:32
  technical
• 5:32
  guy
• 5:33
  and
• 5:33
  train
• 5:33
  him
• 5:33
  how
• 5:33
  to
• 5:33
  use
• 5:34
  like
• 5:34
  the
• 5:34
  terminal
• 5:35
  because
• 5:35
  we
• 5:35
  couldn't
• 5:35
  build
• 5:36
  it
• 5:36
  into
• 5:36
  something
• 5:36
  real.
• 5:37
  And
• 5:37
  then
• 5:37
  it
• 5:37
  would
• 5:38
  pull
• 5:38
  out,
• 5:38
  it
• 5:38
  would
• 5:39
  output
• 5:39
  a
• 5:39
  spreadsheet
• 5:40
  that
• 5:40
  had
• 5:41
  competitors
• 5:42
  and
• 5:42
  you
• 5:43
  know,
• 5:43
  industries.
• 5:43
  And
• 5:44
  it
• 5:44
  was
• 5:44
  just
• 5:44
  looking
• 5:44
  for
• 5:45
  words
• 5:46
  that
• 5:46
  were
• 5:46
  close
• 5:46
  to
• 5:47
  nouns.
• 5:48
  And
• 5:49
  so
• 5:49
  it
• 5:49
  was
• 5:49
  very
• 5:49
  kind
• 5:50
  of
• 5:50
  rule
• 5:50
  based,
• 5:50
  but
• 5:51
  it
• 5:51
  was
• 5:52
  elementary.
• 5:53
  So
• 5:54
  my
• 5:54
  whole
• 5:54
  time
• 5:54
  working
• 5:55
  in
• 5:55
  data
• 5:55
  and
• 5:55
  then
• 5:56
  I
• 5:56
  went
• 5:56
  and
• 5:56
  worked
• 5:57
  in
• 5:57
  WI
• 5:58
  fi,
• 5:58
  radio
• 5:59
  hardware
• 5:59
  manufacturer,
• 6:00
  then
• 6:00
  was
• 6:00
  at
• 6:01
  a
• 6:01
  venture
• 6:01
  research
• 6:01
  firm
• 6:01
  that
• 6:02
  got
• 6:02
  acquired
• 6:02
  by
• 6:02
  UnitedHealth
• 6:03
  Group
• 6:03
  and
• 6:03
  spent
• 6:03
  a
• 6:03
  lot
• 6:03
  of
• 6:03
  time
• 6:04
  in
• 6:04
  R
• 6:04
  and
• 6:04
  D.
• 6:05
  The
• 6:05
  whole
• 6:05
  time
• 6:05
  I
• 6:05
  was
• 6:05
  thinking
• 6:06
  like
• 6:06
  working
• 6:07
  around,
• 6:07
  okay,
• 6:07
  how
• 6:07
  do
• 6:07
  we
• 6:07
  actually
• 6:08
  make
• 6:08
  this
• 6:08
  useful?
• 6:09
  We
• 6:09
  can
• 6:09
  build
• 6:10
  a
• 6:10
  lot
• 6:10
  of
• 6:10
  really
• 6:10
  cool
• 6:11
  shiny
• 6:11
  data
• 6:12
  products.
• 6:12
  Right.
• 6:13
  With
• 6:14
  all,
• 6:14
  you
• 6:14
  know,
• 6:14
  great,
• 6:15
  the
• 6:15
  newest
• 6:15
  machine
• 6:16
  learning
• 6:16
  things
• 6:16
  and
• 6:17
  really
• 6:17
  cool
• 6:18
  obscure
• 6:18
  ways
• 6:18
  of
• 6:19
  modeling
• 6:19
  that
• 6:20
  people
• 6:20
  get
• 6:20
  excited
• 6:20
  about
• 6:21
  because
• 6:21
  they've
• 6:21
  never
• 6:21
  heard
• 6:21
  about
• 6:21
  it
• 6:21
  before.
• 6:22
  But
• 6:22
  if
• 6:22
  it's
• 6:22
  not
• 6:22
  useful,
• 6:24
  then
• 6:24
  it,
• 6:25
  it's
• 6:25
  kind
• 6:26
  of
• 6:26
  pointless.
• 6:26
  Yeah.
• 6:27
  Data
• 6:27
  and
• 6:27
  tech
• 6:28
  are
• 6:28
  never
• 6:28
  a
• 6:28
  business
• 6:28
  case
• 6:29
  in
• 6:29
  isolation
• 6:29
  or
• 6:29
  the
• 6:30
  own.
• 6:30
  Right.
• 6:30
  I've
• 6:31
  said
• 6:31
  that
• 6:31
  line
• 6:31
  many
• 6:32
  times.
• 6:32
  Yeah.
• 6:33
  And
• 6:33
  so
• 6:34
  there
• 6:35
  was
• 6:35
  one
• 6:35
  point
• 6:35
  at,
• 6:37
  when
• 6:37
  I
• 6:37
  was
• 6:38
  at
• 6:38
  UnitedHealth
• 6:38
  Group
• 6:39
  that,
• 6:39
  you
• 6:39
  know,
• 6:39
  mass,
• 6:40
  absolutely
• 6:40
  massive
• 6:41
  company,
• 6:41
  three
• 6:41
  hundred
• 6:41
  and
• 6:42
  some
• 6:42
  thousand
• 6:42
  employees.
• 6:42
  And
• 6:43
  I
• 6:43
  was
• 6:43
  there.
• 6:43
  I
• 6:43
  think
• 6:43
  there's
• 6:43
  more
• 6:43
  now
• 6:44
  there
• 6:44
  I
• 6:44
  was
• 6:44
  talking
• 6:45
  with
• 6:45
  one
• 6:45
  of
• 6:45
  our
• 6:45
  executives
• 6:46
  and
• 6:47
  he
• 6:47
  had
• 6:48
  just
• 6:48
  been
• 6:48
  to
• 6:48
  this
• 6:48
  big
• 6:48
  AI
• 6:49
  conference
• 6:50
  internally
• 6:51
  and
• 6:51
  they
• 6:51
  were
• 6:52
  talking
• 6:52
  about
• 6:52
  how
• 6:53
  they
• 6:53
  had
• 6:53
  just
• 6:53
  created
• 6:54
  this
• 6:54
  amazing
• 6:55
  new
• 6:55
  model
• 6:55
  to
• 6:56
  tell
• 6:56
  people
• 6:56
  when
• 6:56
  they
• 6:56
  should
• 6:57
  go
• 6:57
  get
• 6:57
  a
• 6:57
  colonoscopy.
• 6:58
  And
• 6:58
  it
• 6:58
  said
• 6:58
  that
• 6:59
  it
• 6:59
  was
• 6:59
  when
• 6:59
  they
• 7:00
  were
• 7:00
  40.
• 7:00
  That
• 7:01
  was
• 7:01
  the
• 7:01
  average
• 7:01
  result
• 7:02
  for
• 7:02
  men.
• 7:02
  And
• 7:03
  it's
• 7:03
  like,
• 7:03
  well,
• 7:03
  that
• 7:04
  is
• 7:04
  literally
• 7:05
  what
• 7:05
  doctors
• 7:06
  have
• 7:06
  been
• 7:06
  saying
• 7:06
  for
• 7:07
  forever.
• 7:07
  So
• 7:08
  we
• 7:08
  spent
• 7:08
  $5
• 7:08
  million
• 7:10
  putting
• 7:10
  a
• 7:10
  Lamborghini
• 7:11
  engine
• 7:11
  on
• 7:11
  a
• 7:12
  lawnmower.
• 7:13
  It
• 7:13
  was
• 7:13
  a
• 7:13
  cool
• 7:14
  exercise,
• 7:15
  but
• 7:15
  did
• 7:15
  not
• 7:15
  bring
• 7:16
  any
• 7:16
  value.
• 7:17
  And
• 7:17
  the
• 7:17
  amount
• 7:17
  of
• 7:17
  time
• 7:18
  it
• 7:18
  took
• 7:18
  to
• 7:18
  install
• 7:18
  the
• 7:18
  engine.
• 7:19
  You
• 7:19
  could
• 7:19
  have
• 7:19
  already
• 7:19
  cut
• 7:19
  the
• 7:19
  grass.
• 7:20
  Yeah,
• 7:20
  oh,
• 7:21
  100%.
• 7:22
  And,
• 7:22
  and
• 7:23
  so
• 7:23
  that,
• 7:23
  that's
• 7:23
  kind
• 7:24
  of
• 7:24
  stuck
• 7:24
  with
• 7:24
  me.
• 7:24
  And
• 7:25
  so
• 7:25
  as
• 7:25
  it
• 7:25
  comes
• 7:25
  to
• 7:26
  measuring
• 7:26
  Culture.
• 7:28
  I
• 7:28
  wish
• 7:28
  there
• 7:29
  was
• 7:29
  a
• 7:29
  better
• 7:29
  word
• 7:29
  than
• 7:29
  culture
• 7:30
  and
• 7:30
  maybe
• 7:30
  we'll
• 7:30
  land
• 7:31
  on
• 7:31
  it
• 7:31
  sometime
• 7:31
  because
• 7:31
  culture
• 7:32
  is
• 7:32
  a
• 7:32
  very
• 7:33
  overused
• 7:33
  word
• 7:34
  and
• 7:35
  is
• 7:35
  often
• 7:36
  weapon
• 7:37
  who
• 7:37
  are
• 7:38
  trying
• 7:38
  to
• 7:38
  convince
• 7:39
  people
• 7:39
  that
• 7:39
  they
• 7:39
  have
• 7:40
  great
• 7:40
  culture
• 7:40
  when
• 7:40
  really
• 7:41
  it's
• 7:41
  toxic.
• 7:42
  And
• 7:42
  so
• 7:43
  people,
• 7:43
  you
• 7:43
  know,
• 7:43
  have
• 7:44
  adverse
• 7:44
  reactions
• 7:45
  to
• 7:45
  the
• 7:45
  word.
• 7:46
  But
• 7:46
  our
• 7:46
  definition
• 7:47
  of
• 7:47
  culture
• 7:47
  is
• 7:47
  that
• 7:48
  it's
• 7:48
  the
• 7:48
  shared
• 7:48
  beliefs
• 7:49
  and
• 7:49
  experiences
• 7:50
  of.
• 7:50
  A
• 7:50
  group
• 7:50
  of
• 7:51
  people.
• 7:51
  And
• 7:52
  so
• 7:52
  if
• 7:53
  you
• 7:53
  walk
• 7:53
  into
• 7:54
  the
• 7:54
  office
• 7:54
  and
• 7:55
  you
• 7:55
  know,
• 7:55
  somebody
• 7:56
  has
• 7:56
  garbage
• 7:56
  all
• 7:57
  over
• 7:57
  their
• 7:57
  desk
• 7:57
  and
• 7:58
  everybody's
• 7:58
  okay
• 7:59
  with
• 7:59
  it,
• 7:59
  and
• 7:59
  it's
• 7:59
  like
• 8:00
  that
• 8:00
  for
• 8:00
  a
• 8:00
  long
• 8:00
  time
• 8:00
  that
• 8:01
  becomes
• 8:01
  part
• 8:01
  of
• 8:01
  the
• 8:01
  culture
• 8:02
  is,
• 8:02
  hey,
• 8:03
  that's
• 8:03
  okay.
• 8:05
  If
• 8:05
  when
• 8:05
  you
• 8:06
  make
• 8:06
  a
• 8:06
  mistake,
• 8:08
  nobody,
• 8:08
  you
• 8:09
  know,
• 8:09
  nobody
• 8:10
  says
• 8:10
  anything
• 8:10
  for
• 8:11
  good
• 8:11
  or
• 8:11
  for
• 8:11
  bad
• 8:12
  to
• 8:12
  try
• 8:12
  to
• 8:12
  help
• 8:12
  you
• 8:12
  be
• 8:12
  better.
• 8:13
  Like
• 8:13
  that's
• 8:13
  part
• 8:13
  of
• 8:14
  the
• 8:14
  culture.
• 8:15
  If,
• 8:15
  if,
• 8:15
  you
• 8:16
  know,
• 8:16
  you
• 8:16
  pretend
• 8:16
  that
• 8:17
  there's
• 8:17
  not
• 8:17
  things
• 8:17
  that
• 8:17
  are
• 8:17
  wrong
• 8:18
  instead
• 8:18
  of
• 8:18
  addressing
• 8:19
  them,
• 8:19
  it's
• 8:20
  part
• 8:20
  of
• 8:20
  the
• 8:20
  culture.
• 8:21
  So
• 8:21
  that
• 8:21
  really
• 8:22
  is
• 8:22
  kind
• 8:22
  of
• 8:22
  the,
• 8:22
  the
• 8:23
  foundation
• 8:23
  of
• 8:24
  how,
• 8:25
  how
• 8:26
  we
• 8:26
  look
• 8:26
  at
• 8:26
  culture.
• 8:27
  There's
• 8:27
  lots
• 8:28
  of
• 8:28
  different
• 8:28
  frameworks
• 8:29
  where
• 8:29
  people
• 8:29
  will
• 8:31
  try
• 8:31
  to
• 8:31
  use
• 8:31
  psychometric
• 8:32
  measurements
• 8:33
  to
• 8:33
  get
• 8:33
  at
• 8:33
  culture,
• 8:34
  often
• 8:35
  flirting
• 8:35
  with
• 8:35
  kind
• 8:36
  of
• 8:36
  personality
• 8:36
  test
• 8:37
  type
• 8:37
  measures,
• 8:38
  psychological
• 8:39
  safety
• 8:39
  type
• 8:39
  things.
• 8:39
  Yeah,
• 8:40
  yeah.
• 8:40
  Or
• 8:40
  where
• 8:40
  it's
• 8:41
  like,
• 8:41
  hey,
• 8:41
  here's
• 8:41
  a
• 8:41
  hundred
• 8:42
  words.
• 8:42
  Pick
• 8:42
  the
• 8:42
  ones
• 8:43
  that
• 8:43
  you
• 8:43
  identify
• 8:43
  with,
• 8:45
  which
• 8:45
  is
• 8:46
  a
• 8:46
  beast.
• 8:47
  I,
• 8:48
  I
• 8:48
  always
• 8:48
  skip
• 8:49
  through
• 8:49
  those
• 8:49
  because
• 8:49
  I
• 8:49
  don't
• 8:50
  want
• 8:50
  to
• 8:50
  read
• 8:50
  through
• 8:51
  that
• 8:51
  many
• 8:51
  words.
• 8:52
  But
• 8:53
  we
• 8:53
  get,
• 8:53
  instead
• 8:53
  we
• 8:54
  get
• 8:54
  people
• 8:54
  to
• 8:54
  tell
• 8:54
  stories.
• 8:55
  And
• 8:56
  so
• 8:56
  the
• 8:56
  data
• 8:56
  that
• 8:56
  we
• 8:57
  collect
• 8:57
  is
• 8:57
  all
• 8:58
  behavioral,
• 8:58
  interview
• 8:59
  based.
• 9:00
  So
• 9:01
  which,
• 9:01
  which
• 9:02
  helps
• 9:02
  us
• 9:02
  to
• 9:02
  understand
• 9:03
  what
• 9:03
  people
• 9:04
  believe
• 9:04
  and
• 9:05
  being
• 9:05
  able
• 9:05
  to
• 9:05
  read
• 9:05
  between
• 9:06
  the
• 9:06
  lines
• 9:06
  of
• 9:06
  what
• 9:06
  they
• 9:07
  say
• 9:07
  and
• 9:08
  then
• 9:08
  also
• 9:09
  what
• 9:09
  they've
• 9:09
  experienced.
• 9:10
  And
• 9:10
  so
• 9:10
  the
• 9:11
  way
• 9:11
  that
• 9:11
  we
• 9:11
  collect
• 9:11
  that
• 9:12
  is
• 9:12
  We've
• 9:12
  built
• 9:13
  an
• 9:13
  AI
• 9:14
  tool
• 9:14
  that
• 9:15
  feels
• 9:15
  like
• 9:15
  you're
• 9:15
  talking
• 9:16
  with
• 9:16
  ChatGPT,
• 9:17
  but
• 9:17
  it
• 9:17
  is
• 9:17
  administering
• 9:18
  an
• 9:18
  interview
• 9:19
  where
• 9:19
  it's
• 9:19
  asking,
• 9:20
  tell
• 9:20
  me
• 9:20
  about
• 9:20
  a
• 9:21
  time
• 9:21
  you
• 9:21
  went
• 9:21
  above
• 9:22
  and
• 9:22
  beyond
• 9:22
  in
• 9:22
  your
• 9:22
  job
• 9:23
  and
• 9:23
  how
• 9:24
  was
• 9:24
  it
• 9:24
  recognized?
• 9:25
  If
• 9:26
  somebody
• 9:26
  says,
• 9:27
  yeah,
• 9:28
  well,
• 9:28
  I
• 9:28
  stayed
• 9:29
  late
• 9:29
  to
• 9:29
  meet
• 9:29
  a
• 9:29
  deadline
• 9:30
  and
• 9:31
  like
• 9:31
  we
• 9:31
  had
• 9:31
  a
• 9:31
  pizza
• 9:32
  party,
• 9:33
  that's
• 9:33
  great.
• 9:34
  If
• 9:34
  somebody
• 9:35
  says,
• 9:35
  I
• 9:36
  noticed
• 9:36
  that
• 9:37
  this
• 9:37
  could
• 9:37
  be
• 9:38
  done
• 9:38
  better
• 9:38
  and
• 9:39
  I
• 9:39
  tried
• 9:39
  it
• 9:39
  and
• 9:40
  I
• 9:40
  failed,
• 9:41
  and
• 9:41
  then
• 9:41
  I
• 9:41
  figured
• 9:42
  it
• 9:42
  out
• 9:42
  and
• 9:42
  then
• 9:43
  they
• 9:43
  like,
• 9:43
  they,
• 9:44
  we
• 9:44
  used
• 9:44
  it.
• 9:46
  That's
• 9:46
  awesome
• 9:47
  to
• 9:47
  see.
• 9:47
  And
• 9:48
  those
• 9:48
  are
• 9:48
  two
• 9:49
  very
• 9:49
  different
• 9:50
  types
• 9:50
  of
• 9:50
  people.
• 9:52
  And
• 9:52
  you
• 9:52
  can
• 9:53
  learn
• 9:53
  both
• 9:53
  how
• 9:53
  that
• 9:54
  individual
• 9:54
  is
• 9:54
  and,
• 9:55
  and
• 9:55
  how
• 9:56
  the,
• 9:56
  how
• 9:56
  the
• 9:56
  organization
• 9:57
  and
• 9:57
  culture
• 9:58
  recognize
• 9:58
  it
• 9:59
  through
• 10:00
  these
• 10:00
  stories.
• 10:01
  And
• 10:01
  then
• 10:02
  as
• 10:02
  now
• 10:03
  with
• 10:03
  the
• 10:03
  advent
• 10:03
  of
• 10:03
  large
• 10:04
  language
• 10:04
  models,
• 10:05
  we're
• 10:05
  able
• 10:06
  to
• 10:06
  pull
• 10:07
  out
• 10:08
  what
• 10:08
  the,
• 10:09
  what
• 10:09
  the
• 10:09
  existing
• 10:10
  culture
• 10:10
  is.
• 10:11
  Right.
• 10:11
  The,
• 10:11
  the
• 10:12
  synthesis
• 10:13
  and
• 10:13
  aggregate
• 10:14
  of
• 10:14
  the
• 10:15
  experiences
• 10:16
  of
• 10:16
  a
• 10:16
  team
• 10:17
  and
• 10:17
  be
• 10:17
  able
• 10:18
  to
• 10:18
  pull
• 10:18
  out.
• 10:18
  And
• 10:18
  we
• 10:18
  bucket
• 10:19
  it
• 10:19
  into
• 10:19
  three
• 10:19
  categories
• 10:20
  to
• 10:20
  make
• 10:20
  it
• 10:20
  just
• 10:21
  stupid.
• 10:21
  Simple
• 10:22
  purpose,
• 10:23
  people
• 10:23
  and
• 10:23
  priorities.
• 10:24
  And
• 10:25
  those
• 10:25
  as
• 10:26
  well.
• 10:26
  I
• 10:26
  like
• 10:26
  that.
• 10:26
  Yeah.
• 10:26
  That's
• 10:27
  what
• 10:27
  defines
• 10:27
  as
• 10:28
  culture.
• 10:29
  Right.
• 10:30
  Harvard,
• 10:31
  20
• 10:31
  years
• 10:31
  ago,
• 10:32
  came
• 10:32
  out
• 10:32
  with
• 10:32
  a
• 10:32
  study
• 10:32
  about
• 10:34
  what
• 10:34
  causes
• 10:35
  people
• 10:35
  to
• 10:35
  be
• 10:35
  fulfilled
• 10:36
  on
• 10:36
  teams
• 10:36
  at
• 10:37
  work.
• 10:38
  They
• 10:38
  had
• 10:38
  six
• 10:38
  or
• 10:39
  seven
• 10:39
  things.
• 10:40
  Some
• 10:40
  of
• 10:40
  them
• 10:40
  were
• 10:40
  positive,
• 10:41
  some
• 10:41
  of
• 10:41
  them
• 10:41
  were
• 10:42
  adverse.
• 10:43
  And
• 10:43
  we
• 10:44
  went
• 10:44
  with
• 10:45
  a
• 10:45
  remix
• 10:46
  of
• 10:46
  the
• 10:46
  positives
• 10:48
  as
• 10:48
  our
• 10:48
  framework,
• 10:49
  which
• 10:50
  really
• 10:50
  helps
• 10:51
  people
• 10:51
  understand.
• 10:52
  You
• 10:52
  could
• 10:52
  have
• 10:52
  a
• 10:54
  organizational
• 10:55
  psychologist
• 10:55
  reading,
• 10:56
  reading
• 10:57
  about
• 10:57
  what
• 10:57
  the
• 10:57
  culture
• 10:57
  is,
• 10:58
  or
• 10:58
  you
• 10:58
  could
• 10:58
  have
• 10:58
  the
• 10:59
  front
• 10:59
  desk
• 11:00
  person
• 11:01
  at
• 11:01
  a
• 11:01
  plumbing
• 11:02
  wholesale
• 11:02
  store
• 11:03
  reading
• 11:04
  it
• 11:04
  and
• 11:04
  they
• 11:04
  both
• 11:04
  understand
• 11:05
  it
• 11:05
  makes
• 11:06
  sense
• 11:06
  to
• 11:06
  them.
• 11:06
  Oh
• 11:06
  yeah.
• 11:07
  And
• 11:07
  then
• 11:07
  the.
• 11:08
  Right.
• 11:08
  That,
• 11:08
  that's
• 11:08
  kind
• 11:09
  of
• 11:09
  the
• 11:09
  magic
• 11:09
  is
• 11:10
  in
• 11:10
  order
• 11:10
  to
• 11:10
  do
• 11:10
  this,
• 11:10
  we
• 11:11
  capture
• 11:11
  the.
• 11:12
  The
• 11:12
  culture
• 11:12
  on
• 11:12
  the
• 11:13
  existing
• 11:13
  team
• 11:14
  and
• 11:14
  then
• 11:15
  with
• 11:15
  that,
• 11:15
  do
• 11:16
  two
• 11:16
  things.
• 11:16
  One,
• 11:17
  as
• 11:17
  you're
• 11:18
  hiring,
• 11:19
  we
• 11:19
  can
• 11:19
  stack
• 11:20
  rank
• 11:20
  applicants
• 11:21
  based
• 11:21
  off
• 11:21
  of
• 11:22
  how
• 11:22
  well
• 11:22
  they
• 11:22
  align
• 11:23
  with
• 11:23
  your
• 11:23
  existing
• 11:24
  culture.
• 11:26
  And
• 11:26
  then
• 11:26
  two,
• 11:27
  identify
• 11:27
  how
• 11:28
  well
• 11:28
  the
• 11:28
  team
• 11:28
  is
• 11:29
  living
• 11:29
  up
• 11:29
  to
• 11:30
  the
• 11:30
  core
• 11:30
  values,
• 11:31
  the
• 11:31
  aspirational
• 11:32
  culture
• 11:32
  that
• 11:33
  the
• 11:33
  leader
• 11:34
  says
• 11:34
  that
• 11:34
  it
• 11:35
  is
• 11:35
  is
• 11:35
  there,
• 11:36
  which.
• 11:36
  Could
• 11:37
  be
• 11:37
  different
• 11:37
  from
• 11:37
  what
• 11:37
  it
• 11:37
  actually
• 11:37
  is.
• 11:38
  Yeah.
• 11:39
  Oh,
• 11:39
  it
• 11:39
  always
• 11:39
  is.
• 11:40
  It
• 11:40
  always
• 11:40
  is.
• 11:41
  But
• 11:41
  it
• 11:41
  becomes
• 11:42
  super
• 11:42
  powerful
• 11:42
  because
• 11:42
  you,
• 11:44
  number
• 11:44
  one,
• 11:44
  avoid.
• 11:47
  You
• 11:47
  know,
• 11:48
  when
• 11:48
  I
• 11:48
  say
• 11:48
  good
• 11:48
  or
• 11:49
  bad,
• 11:49
  it's
• 11:49
  not
• 11:49
  that,
• 11:50
  you
• 11:50
  know,
• 11:51
  it's
• 11:51
  like
• 11:51
  morally
• 11:51
  good
• 11:52
  or
• 11:52
  bad,
• 11:52
  but
• 11:52
  just
• 11:52
  a
• 11:53
  bad
• 11:53
  fit
• 11:53
  or
• 11:54
  not
• 11:54
  useful.
• 11:55
  I've
• 11:55
  hired
• 11:55
  people
• 11:56
  who
• 11:56
  cost
• 11:57
  a
• 11:57
  million
• 11:57
  dollars
• 11:58
  over
• 11:58
  six
• 11:59
  months
• 11:59
  until
• 12:00
  we
• 12:00
  could
• 12:00
  get
• 12:00
  rid
• 12:00
  of
• 12:01
  them.
• 12:01
  Because
• 12:01
  we
• 12:02
  hired
• 12:02
  them,
• 12:03
  they
• 12:03
  were
• 12:03
  motivated
• 12:04
  by
• 12:04
  entirely
• 12:05
  different
• 12:05
  things.
• 12:05
  They
• 12:05
  liked
• 12:06
  to
• 12:06
  work
• 12:06
  in
• 12:06
  ways
• 12:07
  that
• 12:07
  we
• 12:07
  had
• 12:07
  no
• 12:08
  idea.
• 12:09
  And
• 12:10
  it,
• 12:10
  you
• 12:10
  know,
• 12:10
  tanked
• 12:11
  the
• 12:11
  productivity
• 12:11
  of
• 12:12
  a
• 12:12
  whole
• 12:12
  engineering
• 12:12
  team
• 12:13
  for
• 12:13
  six
• 12:13
  months.
• 12:14
  And
• 12:15
  yeah,
• 12:15
  that
• 12:15
  makes.
• 12:15
  That
• 12:16
  hurts.
• 12:18
  Yeah,
• 12:18
  yeah,
• 12:18
  it
• 12:18
  hurts
• 12:19
  the
• 12:19
  bottom
• 12:19
  line
• 12:19
  as
• 12:19
  well
• 12:19
  as
• 12:20
  hurting
• 12:20
  the
• 12:20
  culture
• 12:20
  and
• 12:21
  various
• 12:21
  other
• 12:22
  things.
• 12:24
  A
• 12:25
  couple
• 12:25
  of
• 12:25
  things
• 12:25
  I'm.
• 12:26
  I
• 12:26
  want
• 12:26
  to
• 12:26
  come
• 12:26
  back
• 12:27
  to
• 12:27
  that.
• 12:27
  I
• 12:28
  super
• 12:29
  aligned
• 12:29
  with
• 12:29
  you
• 12:29
  on
• 12:29
  something
• 12:30
  and
• 12:30
  then.
• 12:30
  And
• 12:30
  then
• 12:31
  I
• 12:31
  want
• 12:31
  to
• 12:31
  push
• 12:31
  you
• 12:31
  on
• 12:31
  something
• 12:32
  different.
• 12:33
  So
• 12:33
  first
• 12:34
  I
• 12:34
  think
• 12:34
  you,
• 12:34
  I
• 12:34
  think
• 12:34
  you
• 12:34
  get
• 12:34
  to
• 12:35
  the
• 12:35
  heart
• 12:35
  of
• 12:35
  it
• 12:35
  with
• 12:36
  what
• 12:37
  culture
• 12:37
  is
• 12:37
  like.
• 12:38
  Culture
• 12:38
  is
• 12:39
  driven
• 12:39
  almost
• 12:39
  entire
• 12:40
  exclusively
• 12:40
  from
• 12:41
  what
• 12:41
  behavior
• 12:42
  is
• 12:42
  incentivized
• 12:42
  and,
• 12:43
  or
• 12:43
  rewarded
• 12:43
  and,
• 12:44
  or
• 12:44
  punished.
• 12:45
  And
• 12:45
  that's,
• 12:45
  that's
• 12:46
  what
• 12:46
  drives
• 12:46
  the
• 12:46
  culture.
• 12:47
  And
• 12:48
  you
• 12:48
  know,
• 12:48
  I've
• 12:48
  been,
• 12:48
  like
• 12:49
  I
• 12:49
  said,
• 12:49
  I've
• 12:49
  been
• 12:49
  a
• 12:49
  part
• 12:49
  of
• 12:49
  many
• 12:50
  different
• 12:50
  cultures
• 12:50
  in
• 12:50
  my
• 12:50
  time
• 12:52
  and
• 12:52
  coached
• 12:53
  a
• 12:53
  number
• 12:53
  of
• 12:53
  people
• 12:53
  sort
• 12:54
  of
• 12:54
  more
• 12:54
  junior
• 12:54
  in
• 12:54
  their
• 12:54
  careers
• 12:55
  than
• 12:55
  I
• 12:55
  am.
• 12:55
  And
• 12:55
  one
• 12:56
  of
• 12:56
  the
• 12:56
  things
• 12:56
  I
• 12:56
  often
• 12:56
  say
• 12:56
  to
• 12:57
  them
• 12:57
  is
• 12:58
  the
• 12:58
  mistake
• 12:58
  people
• 12:59
  make
• 12:59
  is
• 13:00
  it's
• 13:01
  January.
• 13:01
  This
• 13:02
  is
• 13:02
  great
• 13:02
  timing
• 13:02
  for
• 13:02
  this
• 13:02
  It's
• 13:03
  January,
• 13:03
  so
• 13:03
  loads
• 13:03
  of
• 13:03
  teams
• 13:04
  and
• 13:04
  departments
• 13:04
  out
• 13:04
  there
• 13:04
  will
• 13:04
  be
• 13:05
  saying,
• 13:05
  here
• 13:05
  are
• 13:05
  three
• 13:06
  pillars
• 13:06
  of
• 13:06
  objectives
• 13:07
  for
• 13:07
  the
• 13:07
  year.
• 13:08
  Like,
• 13:08
  here
• 13:08
  are
• 13:08
  objectives.
• 13:09
  Like,
• 13:09
  these
• 13:09
  are
• 13:09
  the
• 13:09
  things
• 13:09
  that
• 13:10
  are
• 13:10
  important.
• 13:11
  And
• 13:11
  actually,
• 13:11
  in
• 13:11
  terms
• 13:11
  of
• 13:12
  career
• 13:12
  progression,
• 13:13
  especially
• 13:13
  in
• 13:13
  larger
• 13:13
  corporations,
• 13:15
  the
• 13:15
  secret
• 13:16
  sauce
• 13:16
  is
• 13:16
  figuring
• 13:17
  out
• 13:17
  what
• 13:17
  the
• 13:18
  objectives
• 13:19
  actually
• 13:19
  are.
• 13:20
  And
• 13:20
  they're
• 13:21
  not
• 13:21
  always
• 13:21
  written
• 13:22
  on
• 13:22
  the.
• 13:23
  They're
• 13:23
  not
• 13:23
  always
• 13:24
  the
• 13:24
  objectives
• 13:24
  that
• 13:24
  are
• 13:24
  written
• 13:25
  on
• 13:25
  the
• 13:25
  page.
• 13:25
  And
• 13:25
  you
• 13:26
  can
• 13:26
  only
• 13:26
  figure
• 13:26
  that
• 13:26
  out
• 13:27
  by
• 13:27
  observing
• 13:27
  around
• 13:27
  you
• 13:28
  what
• 13:28
  is
• 13:28
  intensified,
• 13:28
  rewarded
• 13:29
  and
• 13:29
  punished.
• 13:29
  And
• 13:29
  of
• 13:30
  course,
• 13:30
  it
• 13:30
  adjusts
• 13:31
  everybody's.
• 13:32
  Adjusts
• 13:33
  everybody's
• 13:33
  behavior.
• 13:34
  And
• 13:34
  of
• 13:34
  course,
• 13:34
  you
• 13:34
  mustn't
• 13:35
  forget
• 13:35
  to
• 13:35
  add
• 13:35
  a
• 13:36
  sprinkling
• 13:36
  in
• 13:36
  there
• 13:37
  of
• 13:37
  making
• 13:37
  my
• 13:38
  boss
• 13:38
  look
• 13:38
  good.
• 13:38
  And
• 13:38
  improving
• 13:39
  their
• 13:39
  career
• 13:39
  is
• 13:39
  obviously
• 13:40
  always
• 13:40
  one
• 13:40
  of
• 13:40
  your
• 13:40
  objectives,
• 13:41
  whether
• 13:41
  or
• 13:41
  not
• 13:42
  you
• 13:42
  think
• 13:42
  it
• 13:42
  should
• 13:42
  be.
• 13:42
  Is
• 13:44
  it?
• 13:44
  Absolutely
• 13:45
  is.
• 13:45
  So
• 13:46
  that's
• 13:46
  one
• 13:47
  of
• 13:47
  the
• 13:47
  places
• 13:48
  I
• 13:48
  go,
• 13:48
  people.
• 13:48
  So
• 13:50
  I
• 13:50
  think
• 13:50
  your
• 13:50
  focus
• 13:51
  on
• 13:51
  what's
• 13:51
  incentivized
• 13:52
  and
• 13:52
  rewarded
• 13:53
  is
• 13:53
  the
• 13:53
  perfect
• 13:53
  sweet
• 13:54
  spot
• 13:55
  for
• 13:55
  where
• 13:55
  it
• 13:55
  is
• 13:57
  the
• 13:57
  pushback
• 13:57
  I
• 13:57
  wanted
• 13:58
  to
• 13:58
  give.
• 13:58
  And
• 13:58
  this
• 13:58
  came
• 13:58
  from
• 13:58
  a
• 13:59
  leader
• 13:59
  that
• 13:59
  I
• 13:59
  used
• 13:59
  to
• 13:59
  work
• 14:00
  with.
• 14:00
  And
• 14:00
  I
• 14:01
  used
• 14:01
  to
• 14:01
  toss
• 14:02
  this
• 14:02
  around
• 14:02
  in
• 14:02
  my
• 14:02
  head
• 14:03
  of
• 14:03
  like,
• 14:03
  oh,
• 14:03
  I
• 14:04
  don't
• 14:04
  know
• 14:04
  if
• 14:04
  this
• 14:04
  is
• 14:04
  a
• 14:04
  good
• 14:04
  or
• 14:05
  bad
• 14:05
  hiring
• 14:06
  practice,
• 14:07
  but
• 14:07
  what
• 14:07
  they
• 14:07
  would
• 14:08
  do
• 14:08
  is
• 14:08
  actually
• 14:08
  seek
• 14:08
  people
• 14:09
  who
• 14:09
  are
• 14:09
  counterculture
• 14:10
  as
• 14:10
  hires
• 14:11
  in
• 14:11
  the
• 14:11
  name
• 14:11
  of
• 14:12
  one,
• 14:12
  diversity
• 14:13
  and
• 14:13
  two,
• 14:14
  diversity
• 14:14
  of
• 14:14
  thought.
• 14:16
  If
• 14:16
  this
• 14:16
  person
• 14:16
  thinks
• 14:17
  differently,
• 14:17
  then
• 14:17
  it
• 14:18
  will
• 14:18
  be
• 14:18
  additive
• 14:18
  to
• 14:18
  the
• 14:19
  organization
• 14:19
  and.
• 14:19
  Or
• 14:20
  the
• 14:20
  team
• 14:20
  as
• 14:20
  a
• 14:20
  whole,
• 14:21
  which
• 14:22
  I
• 14:22
  think
• 14:22
  are
• 14:22
  by
• 14:22
  the
• 14:22
  logic
• 14:23
  of.
• 14:23
  And
• 14:24
  yet
• 14:24
  it's
• 14:24
  dependent
• 14:25
  on
• 14:26
  the
• 14:26
  culture
• 14:26
  being
• 14:26
  accepting
• 14:27
  of
• 14:27
  different
• 14:28
  diverse
• 14:29
  thinking
• 14:29
  patterns.
• 14:30
  Right.
• 14:30
  There's
• 14:30
  a
• 14:30
  couple
• 14:31
  of
• 14:31
  things
• 14:31
  there.
• 14:31
  Often
• 14:32
  when
• 14:32
  we
• 14:32
  think
• 14:32
  of
• 14:32
  culture,
• 14:33
  we
• 14:33
  think
• 14:33
  of
• 14:34
  like
• 14:34
  water
• 14:34
  cooler
• 14:35
  conversations
• 14:36
  where
• 14:37
  it's
• 14:37
  like,
• 14:37
  what
• 14:37
  sports
• 14:38
  teams
• 14:38
  do?
• 14:38
  You
• 14:38
  like,
• 14:39
  it's
• 14:39
  very
• 14:40
  high
• 14:40
  level.
• 14:40
  And
• 14:41
  then
• 14:41
  you
• 14:41
  have
• 14:41
  like
• 14:42
  the
• 14:42
  deeper
• 14:42
  unspoken
• 14:43
  culture
• 14:43
  almost
• 14:44
  that.
• 14:45
  Right.
• 14:46
  If
• 14:46
  we
• 14:46
  were
• 14:46
  to
• 14:46
  go
• 14:46
  walk
• 14:47
  into
• 14:47
  a
• 14:48
  bank
• 14:48
  and
• 14:49
  ask
• 14:49
  the
• 14:49
  loan
• 14:50
  officer,
• 14:50
  like,
• 14:50
  hey,
• 14:51
  you
• 14:51
  know,
• 14:51
  why
• 14:51
  are
• 14:51
  you
• 14:52
  working?
• 14:52
  What
• 14:52
  motivates
• 14:53
  you?
• 14:53
  Like,
• 14:53
  what
• 14:53
  makes
• 14:54
  you
• 14:54
  happy?
• 14:55
  I
• 14:55
  bet
• 14:55
  a
• 14:56
  hundred
• 14:56
  dollars
• 14:56
  they
• 14:56
  cannot
• 14:57
  describe
• 14:57
  that,
• 14:58
  you
• 14:59
  know,
• 14:59
  that
• 14:59
  they
• 14:59
  have
• 15:00
  no
• 15:00
  idea.
• 15:01
  Yeah,
• 15:02
  they'll
• 15:02
  likely
• 15:02
  say,
• 15:03
  you
• 15:03
  know,
• 15:03
  generic
• 15:04
  boilerplate
• 15:05
  answers
• 15:05
  when
• 15:05
  in
• 15:06
  reality
• 15:06
  they
• 15:06
  could
• 15:06
  be
• 15:06
  doing
• 15:07
  the
• 15:07
  same
• 15:07
  job
• 15:07
  because
• 15:08
  they
• 15:08
  want
• 15:08
  to
• 15:09
  have
• 15:09
  financial
• 15:09
  stability
• 15:10
  for
• 15:10
  their
• 15:10
  family.
• 15:11
  They
• 15:11
  want
• 15:11
  to,
• 15:12
  you
• 15:12
  know,
• 15:12
  excel
• 15:13
  and
• 15:13
  be
• 15:13
  noticed
• 15:13
  and
• 15:13
  be
• 15:14
  promoted.
• 15:14
  They
• 15:15
  want
• 15:15
  to.
• 15:15
  They
• 15:16
  think
• 15:16
  that
• 15:16
  help
• 15:17
  people
• 15:17
  who
• 15:17
  are
• 15:18
  in
• 15:18
  tough
• 15:18
  financial
• 15:18
  spots
• 15:19
  is
• 15:19
  net
• 15:20
  positive
• 15:20
  to
• 15:20
  the
• 15:20
  world.
• 15:21
  There's
• 15:21
  all
• 15:21
  these
• 15:21
  different
• 15:22
  motivations
• 15:23
  and
• 15:23
  if
• 15:23
  we
• 15:24
  can
• 15:24
  get
• 15:24
  at
• 15:24
  those
• 15:24
  deeper
• 15:25
  things,
• 15:25
  we
• 15:25
  actually
• 15:26
  totally
• 15:27
  skirt
• 15:27
  around
• 15:28
  the
• 15:28
  idea
• 15:29
  of
• 15:30
  often,
• 15:30
  like,
• 15:30
  how
• 15:31
  do
• 15:31
  we
• 15:31
  create
• 15:31
  and
• 15:32
  empower
• 15:32
  diversity?
• 15:34
  Because
• 15:35
  you're
• 15:35
  getting
• 15:35
  past
• 15:36
  what
• 15:36
  you
• 15:36
  usually
• 15:37
  would
• 15:37
  think
• 15:37
  as
• 15:38
  diverse.
• 15:40
  I
• 15:40
  do
• 15:40
  think
• 15:40
  it
• 15:40
  is
• 15:41
  super
• 15:41
  useful
• 15:42
  in
• 15:42
  some
• 15:42
  organizations
• 15:43
  where
• 15:43
  the
• 15:43
  culture
• 15:44
  is,
• 15:44
  hey,
• 15:44
  we
• 15:44
  need
• 15:45
  contrarians,
• 15:47
  then
• 15:47
  that
• 15:47
  is
• 15:48
  great.
• 15:49
  In
• 15:49
  the
• 15:50
  example
• 15:50
  that,
• 15:50
  that
• 15:51
  I
• 15:51
  was
• 15:51
  mentioning
• 15:51
  before,
• 15:52
  this
• 15:52
  individual
• 15:52
  thought
• 15:53
  very
• 15:53
  differently
• 15:55
  and
• 15:55
  it,
• 15:55
  it
• 15:56
  almost
• 15:56
  ruined
• 15:57
  the
• 15:57
  company.
• 15:58
  Yeah.
• 15:58
  Contrarians
• 15:59
  have
• 15:59
  to
• 15:59
  be
• 15:59
  accepted
• 16:00
  and
• 16:00
  encouraged
• 16:00
  if
• 16:00
  it's
• 16:01
  going
• 16:01
  to
• 16:01
  work.
• 16:01
  Right?
• 16:02
  Yeah.
• 16:02
  The
• 16:02
  way
• 16:02
  that
• 16:03
  the
• 16:03
  work
• 16:03
  is.
• 16:03
  And
• 16:04
  I
• 16:04
  think
• 16:04
  it's,
• 16:04
  you
• 16:04
  know,
• 16:04
  at
• 16:05
  a
• 16:05
  massive
• 16:05
  company
• 16:06
  where,
• 16:07
  you
• 16:07
  know,
• 16:07
  it
• 16:07
  can,
• 16:07
  it
• 16:08
  can
• 16:08
  survive
• 16:08
  a
• 16:09
  team
• 16:09
  being
• 16:10
  slower.
• 16:12
  That's
• 16:12
  great.
• 16:13
  You
• 16:13
  know,
• 16:13
  and
• 16:13
  they
• 16:13
  need
• 16:13
  that
• 16:14
  because
• 16:14
  they
• 16:14
  need
• 16:14
  the,
• 16:15
  like,
• 16:16
  they're,
• 16:17
  they,
• 16:17
  they
• 16:18
  don't
• 16:18
  have
• 16:18
  the
• 16:18
  natural
• 16:19
  kind
• 16:19
  of
• 16:19
  storming
• 16:20
  and
• 16:21
  conf.
• 16:21
  Like
• 16:21
  intellectual
• 16:22
  conflict
• 16:22
  that
• 16:23
  happens
• 16:23
  because
• 16:23
  everybody's
• 16:24
  settled.
• 16:25
  But
• 16:25
  then
• 16:25
  the
• 16:25
  bringing
• 16:26
  in
• 16:26
  somebody
• 16:26
  differently
• 16:27
  definitely
• 16:27
  helps.
• 16:28
  I'm
• 16:28
  not
• 16:28
  opposed
• 16:28
  to
• 16:29
  that
• 16:29
  idea
• 16:29
  at
• 16:29
  all.
• 16:30
  I
• 16:30
  think
• 16:30
  it
• 16:30
  is.
• 16:32
  It
• 16:33
  definitely
• 16:33
  depends
• 16:34
  on
• 16:34
  the
• 16:34
  team.
• 16:35
  It
• 16:36
  depends
• 16:36
  what
• 16:36
  you
• 16:36
  want.
• 16:36
  Right.
• 16:38
  And
• 16:39
  as
• 16:39
  you
• 16:39
  say
• 16:39
  that
• 16:40
  people
• 16:41
  can.
• 16:41
  Leaders
• 16:42
  can
• 16:42
  say
• 16:42
  they
• 16:42
  want
• 16:42
  diversity
• 16:43
  of
• 16:43
  thought,
• 16:43
  but
• 16:43
  do
• 16:43
  they
• 16:44
  actually
• 16:44
  reward
• 16:44
  it?
• 16:45
  It's
• 16:45
  a
• 16:45
  good
• 16:45
  thing
• 16:45
  to
• 16:46
  say.
• 16:46
  It's
• 16:47
  a
• 16:47
  good
• 16:47
  sound
• 16:47
  bite
• 16:48
  to
• 16:48
  be
• 16:48
  quoted
• 16:48
  on
• 16:49
  of
• 16:49
  like,
• 16:49
  oh,
• 16:50
  what
• 16:50
  an
• 16:50
  inclusive,
• 16:51
  progressive
• 16:52
  leader.
• 16:52
  But
• 16:53
  also
• 16:54
  you
• 16:54
  have
• 16:55
  to
• 16:55
  put
• 16:55
  your
• 16:55
  money
• 16:56
  where
• 16:56
  your
• 16:56
  mouth
• 16:56
  is
• 16:56
  and
• 16:56
  back
• 16:56
  that
• 16:57
  up
• 16:57
  when
• 16:57
  the
• 16:57
  consenting,
• 16:58
  the
• 16:58
  dissenting
• 16:59
  opinions
• 16:59
  actually
• 16:59
  show
• 16:59
  up.
• 17:00
  Yeah.
• 17:01
  The
• 17:01
  two
• 17:02
  leaders
• 17:02
  that
• 17:02
  I've
• 17:02
  had
• 17:02
  who
• 17:03
  said
• 17:03
  that,
• 17:03
  they
• 17:03
  love
• 17:03
  that
• 17:04
  when
• 17:04
  I
• 17:05
  pushed
• 17:05
  back
• 17:05
  on
• 17:05
  things,
• 17:05
  I
• 17:06
  almost
• 17:06
  got
• 17:06
  fired
• 17:08
  because
• 17:08
  it
• 17:08
  was
• 17:08
  like,
• 17:09
  well,
• 17:09
  it
• 17:09
  didn't
• 17:09
  fit
• 17:10
  what
• 17:10
  they
• 17:10
  believed
• 17:11
  was
• 17:11
  true
• 17:11
  about
• 17:11
  the
• 17:11
  world,
• 17:12
  even
• 17:12
  when
• 17:12
  I
• 17:12
  showed
• 17:12
  up
• 17:12
  with
• 17:13
  data.
• 17:14
  It's
• 17:14
  just,
• 17:15
  it's
• 17:15
  fascinating.
• 17:16
  Exactly.
• 17:17
  And
• 17:17
  this
• 17:18
  is
• 17:18
  a
• 17:18
  perfect
• 17:18
  example
• 17:18
  of
• 17:19
  what
• 17:19
  I
• 17:19
  was
• 17:19
  talking
• 17:19
  about
• 17:19
  before
• 17:20
  because
• 17:20
  it
• 17:20
  would
• 17:21
  very
• 17:21
  well
• 17:22
  appear
• 17:22
  on
• 17:22
  a,
• 17:23
  you
• 17:24
  know,
• 17:24
  forget
• 17:24
  specific
• 17:25
  objectives,
• 17:25
  but
• 17:26
  like
• 17:26
  cultural
• 17:26
  objectives.
• 17:27
  We
• 17:28
  want
• 17:28
  inclusive
• 17:30
  leaders
• 17:30
  who
• 17:30
  are
• 17:30
  not
• 17:30
  afraid
• 17:31
  to
• 17:31
  be
• 17:31
  challenged
• 17:32
  when
• 17:32
  what
• 17:32
  they
• 17:33
  actually
• 17:33
  want
• 17:33
  is
• 17:33
  people
• 17:33
  who
• 17:34
  appear
• 17:34
  to
• 17:34
  be
• 17:34
  inclusive
• 17:35
  but
• 17:35
  actually
• 17:35
  protect.
• 17:37
  So
• 17:37
  the
• 17:38
  appearance
• 17:38
  of
• 17:38
  one
• 17:38
  thing
• 17:38
  or
• 17:39
  the
• 17:39
  other.
• 17:40
  Which
• 17:40
  leads
• 17:40
  me
• 17:40
  to
• 17:40
  an
• 17:41
  interesting
• 17:41
  question.
• 17:41
  You
• 17:41
  pointed
• 17:42
  out
• 17:42
  yourself
• 17:43
  that
• 17:44
  people
• 17:44
  don't
• 17:44
  always
• 17:45
  say
• 17:45
  what
• 17:45
  they
• 17:45
  actually
• 17:45
  mean
• 17:46
  or
• 17:46
  people
• 17:46
  don't
• 17:46
  always
• 17:46
  say
• 17:46
  what
• 17:47
  they
• 17:47
  actually
• 17:47
  feel.
• 17:47
  And
• 17:48
  I
• 17:48
  can
• 17:48
  imagine
• 17:48
  a
• 17:49
  subject
• 17:51
  of
• 17:51
  one
• 17:51
  of
• 17:51
  your
• 17:51
  clients
• 17:51
  or
• 17:52
  one
• 17:52
  of
• 17:52
  the
• 17:52
  employees
• 17:52
  of
• 17:52
  one
• 17:53
  of
• 17:53
  your
• 17:53
  clients
• 17:53
  when
• 17:54
  they're
• 17:54
  answering
• 17:54
  the
• 17:54
  questions
• 17:55
  from
• 17:56
  your
• 17:56
  software,
• 17:58
  they're
• 17:58
  juggling
• 17:59
  how
• 17:59
  do
• 17:59
  I
• 17:59
  really
• 17:59
  feel
• 18:00
  versus
• 18:01
  what
• 18:02
  am
• 18:02
  I
• 18:02
  supposed
• 18:02
  to
• 18:02
  say
• 18:03
  versus
• 18:03
  what
• 18:03
  will
• 18:04
  make
• 18:04
  my
• 18:04
  manager
• 18:04
  look
• 18:04
  good
• 18:05
  if
• 18:05
  I
• 18:05
  say,
• 18:06
  how
• 18:06
  do
• 18:06
  you
• 18:06
  sort
• 18:07
  through
• 18:07
  the.
• 18:07
  What
• 18:08
  people
• 18:08
  say
• 18:08
  versus
• 18:08
  what
• 18:09
  they
• 18:09
  really
• 18:09
  mean?
• 18:09
  Yeah,
• 18:10
  we've
• 18:10
  been
• 18:10
  really
• 18:10
  intentional
• 18:11
  in
• 18:11
  the
• 18:11
  questions
• 18:12
  that
• 18:12
  are
• 18:12
  asked
• 18:13
  when
• 18:14
  we
• 18:14
  say
• 18:14
  it's
• 18:14
  a,
• 18:14
  you
• 18:15
  know,
• 18:15
  an
• 18:15
  AI
• 18:15
  interview
• 18:16
  Often
• 18:17
  people
• 18:17
  think,
• 18:17
  okay,
• 18:18
  well,
• 18:18
  AI
• 18:18
  is
• 18:18
  coming
• 18:18
  up
• 18:19
  with
• 18:19
  the
• 18:19
  questions
• 18:19
  on
• 18:19
  the
• 18:20
  spot
• 18:20
  then.
• 18:20
  And
• 18:21
  it's
• 18:21
  very
• 18:21
  scripted.
• 18:22
  We
• 18:22
  have.
• 18:24
  Even
• 18:25
  between
• 18:25
  totally
• 18:26
  different
• 18:26
  industries
• 18:27
  with
• 18:27
  our
• 18:27
  clients,
• 18:27
  they
• 18:28
  use
• 18:28
  almost
• 18:28
  the
• 18:28
  exact
• 18:28
  same
• 18:29
  questions
• 18:30
  to
• 18:30
  ask
• 18:30
  because
• 18:31
  we
• 18:31
  want
• 18:31
  to
• 18:31
  ask
• 18:31
  things
• 18:32
  where
• 18:32
  there's
• 18:32
  no
• 18:33
  right
• 18:33
  or
• 18:33
  wrong
• 18:33
  answer.
• 18:35
  And
• 18:35
  it's.
• 18:35
  Even
• 18:36
  if
• 18:36
  you
• 18:36
  try
• 18:36
  to
• 18:37
  think
• 18:37
  of
• 18:38
  if.
• 18:38
  If
• 18:38
  you
• 18:39
  are
• 18:39
  really
• 18:39
  trying
• 18:39
  to
• 18:40
  game
• 18:40
  the
• 18:40
  system
• 18:41
  and
• 18:41
  you
• 18:41
  know
• 18:42
  what
• 18:42
  would
• 18:42
  be
• 18:43
  rewarded,
• 18:44
  you
• 18:44
  could
• 18:44
  answer
• 18:45
  it
• 18:45
  in
• 18:46
  a
• 18:46
  certain
• 18:46
  way.
• 18:47
  Like,
• 18:48
  if
• 18:48
  there's
• 18:48
  creativity
• 18:49
  at
• 18:49
  an
• 18:49
  organization
• 18:50
  is
• 18:50
  rewarded,
• 18:50
  you
• 18:51
  could
• 18:51
  answer
• 18:51
  things
• 18:52
  with
• 18:52
  that
• 18:53
  angle.
• 18:53
  But
• 18:53
  it's
• 18:54
  also
• 18:54
  truly,
• 18:55
  totally
• 18:55
  anonymous.
• 18:56
  From
• 18:56
  the
• 18:56
  team
• 18:56
  side.
• 18:56
  We
• 18:57
  don't
• 18:57
  know
• 18:57
  who
• 18:57
  took
• 18:58
  it.
• 18:58
  And
• 18:58
  we've
• 18:59
  gotten
• 18:59
  a
• 18:59
  lot
• 18:59
  of
• 18:59
  pushback
• 19:00
  from
• 19:00
  customers
• 19:01
  and
• 19:01
  said,
• 19:01
  you
• 19:02
  know,
• 19:02
  you
• 19:02
  lose
• 19:02
  power
• 19:03
  in
• 19:04
  honesty
• 19:04
  when
• 19:04
  it.
• 19:05
  When
• 19:05
  we
• 19:05
  can
• 19:06
  identify
• 19:06
  who
• 19:06
  did
• 19:06
  it.
• 19:07
  Even
• 19:07
  if
• 19:07
  it's
• 19:07
  like,
• 19:08
  hey,
• 19:08
  you're
• 19:08
  sending
• 19:09
  an
• 19:09
  automatic
• 19:09
  email
• 19:10
  saying,
• 19:10
  you
• 19:10
  know,
• 19:10
  hey,
• 19:11
  Jacob,
• 19:11
  you
• 19:11
  haven't
• 19:12
  taken
• 19:12
  it
• 19:12
  yet.
• 19:12
  Please
• 19:13
  take
• 19:13
  it.
• 19:14
  We,
• 19:14
  you
• 19:14
  know,
• 19:15
  then
• 19:15
  people
• 19:15
  know,
• 19:16
  right?
• 19:16
  People
• 19:16
  aren't
• 19:16
  dumb.
• 19:17
  Even
• 19:17
  with
• 19:17
  this
• 19:17
  way,
• 19:18
  people
• 19:18
  are
• 19:18
  like,
• 19:18
  oh,
• 19:18
  you
• 19:18
  still
• 19:18
  know
• 19:19
  who
• 19:19
  it
• 19:19
  is.
• 19:19
  And
• 19:19
  I'm
• 19:19
  like,
• 19:20
  I
• 19:20
  literally
• 19:20
  can
• 19:21
  show
• 19:21
  you.
• 19:21
  You're
• 19:22
  an
• 19:22
  id.
• 19:23
  Yeah,
• 19:23
  you're
• 19:23
  an
• 19:23
  ID
• 19:24
  in
• 19:24
  the
• 19:24
  database.
• 19:25
  That's
• 19:25
  what
• 19:25
  I
• 19:25
  was
• 19:25
  going
• 19:26
  to
• 19:26
  say.
• 19:26
  I'm
• 19:26
  sure
• 19:26
  you
• 19:26
  still
• 19:26
  get
• 19:27
  that.
• 19:27
  I'm
• 19:28
  sure
• 19:28
  you
• 19:28
  still
• 19:28
  get
• 19:28
  the.
• 19:28
  Pushed
• 19:31
  a
• 19:31
  hashed
• 19:31
  number
• 19:33
  of
• 19:34
  a
• 19:34
  collection
• 19:34
  of
• 19:35
  figures.
• 19:35
  So
• 19:35
  on
• 19:36
  the
• 19:36
  flip
• 19:36
  side
• 19:36
  of
• 19:36
  it,
• 19:37
  for
• 19:38
  the
• 19:38
  leaders
• 19:38
  that
• 19:38
  you've
• 19:38
  no
• 19:38
  doubt
• 19:39
  come
• 19:39
  across
• 19:39
  who
• 19:39
  say,
• 19:39
  like,
• 19:39
  you
• 19:40
  probably
• 19:40
  get
• 19:40
  to
• 19:40
  centers
• 19:41
  within
• 19:41
  a
• 19:41
  leadership
• 19:41
  team
• 19:42
  saying,
• 19:42
  oh,
• 19:42
  we
• 19:42
  already
• 19:42
  know
• 19:42
  what
• 19:43
  the
• 19:43
  culture
• 19:43
  is
• 19:43
  here.
• 19:43
  We're
• 19:43
  like,
• 19:44
  we
• 19:44
  don't
• 19:44
  need
• 19:44
  you
• 19:44
  to
• 19:44
  tell
• 19:44
  us
• 19:44
  what
• 19:44
  it
• 19:45
  is.
• 19:45
  What
• 19:45
  are
• 19:45
  some
• 19:46
  of
• 19:46
  the
• 19:46
  surprises
• 19:47
  that
• 19:47
  those
• 19:48
  folks
• 19:48
  get?
• 19:49
  Typically?
• 19:50
  Yeah,
• 19:50
  I
• 19:51
  mean,
• 19:51
  we've
• 19:51
  lost
• 19:51
  a
• 19:52
  handful
• 19:52
  of
• 19:52
  deals
• 19:52
  because
• 19:53
  of
• 19:53
  leaders
• 19:53
  like
• 19:54
  that
• 19:54
  who
• 19:54
  are
• 19:55
  very
• 19:55
  adamant
• 19:55
  of
• 19:56
  what
• 19:56
  the
• 19:56
  culture
• 19:56
  is
• 19:56
  and
• 19:57
  they
• 19:57
  don't
• 19:57
  want
• 19:57
  to
• 19:57
  be
• 19:57
  told
• 19:58
  something
• 19:58
  else,
• 20:00
  the
• 20:00
  sweet
• 20:00
  spot
• 20:01
  is.
• 20:02
  That's
• 20:02
  an
• 20:02
  interesting
• 20:02
  insight
• 20:03
  into
• 20:03
  the
• 20:03
  culture
• 20:03
  of
• 20:03
  that
• 20:03
  organization
• 20:04
  without
• 20:04
  you
• 20:04
  even
• 20:05
  doing
• 20:05
  the
• 20:05
  test,
• 20:05
  by
• 20:05
  the
• 20:05
  way.
• 20:06
  Just
• 20:06
  to
• 20:07
  interrupt
• 20:07
  there
• 20:07
  quickly.
• 20:10
  Yeah,
• 20:10
  we've
• 20:10
  had
• 20:10
  a
• 20:11
  few,
• 20:11
  like,
• 20:11
  number
• 20:11
  twos.
• 20:12
  The
• 20:13
  leader
• 20:13
  is
• 20:13
  always
• 20:13
  correct.
• 20:14
  Okay.
• 20:15
  Yeah,
• 20:16
  we've
• 20:16
  had
• 20:16
  a
• 20:16
  few
• 20:16
  number
• 20:17
  twos
• 20:17
  that
• 20:17
  are
• 20:17
  like,
• 20:17
  oh,
• 20:18
  they
• 20:18
  demo
• 20:19
  it.
• 20:19
  They
• 20:19
  like,
• 20:19
  you
• 20:20
  know,
• 20:20
  have
• 20:20
  their
• 20:20
  team
• 20:20
  go
• 20:21
  through
• 20:21
  this
• 20:21
  and
• 20:21
  then
• 20:21
  they're
• 20:22
  like,
• 20:22
  oh,
• 20:22
  this
• 20:23
  is
• 20:23
  so
• 20:23
  true
• 20:24
  and
• 20:24
  super
• 20:24
  useful.
• 20:25
  And
• 20:25
  our
• 20:26
  CEO
• 20:26
  would
• 20:26
  be
• 20:26
  furious
• 20:27
  if
• 20:27
  he
• 20:27
  saw
• 20:27
  this.
• 20:29
  They're
• 20:30
  like,
• 20:30
  sorry,
• 20:30
  I
• 20:30
  have
• 20:31
  bigger
• 20:31
  battles
• 20:31
  to
• 20:31
  fight.
• 20:32
  Like,
• 20:32
  I'm
• 20:32
  not
• 20:32
  pushing
• 20:32
  for
• 20:32
  this
• 20:33
  right
• 20:33
  now.
• 20:33
  I'm
• 20:33
  like,
• 20:34
  yeah,
• 20:35
  yeah,
• 20:36
  that's
• 20:37
  a
• 20:37
  fork
• 20:37
  in
• 20:37
  the
• 20:37
  road.
• 20:37
  You
• 20:38
  decide
• 20:38
  which
• 20:38
  one
• 20:38
  you,
• 20:39
  which
• 20:39
  one
• 20:39
  you
• 20:39
  want
• 20:39
  to
• 20:39
  walk.
• 20:40
  Yeah,
• 20:40
  you
• 20:40
  got
• 20:40
  to
• 20:40
  do
• 20:41
  it.
• 20:42
  But
• 20:42
  the,
• 20:43
  it
• 20:43
  essentially
• 20:44
  plays
• 20:45
  a
• 20:45
  different
• 20:45
  angle
• 20:45
  on
• 20:46
  employee
• 20:47
  engagement
• 20:47
  and
• 20:47
  insight
• 20:48
  where
• 20:48
  you're
• 20:48
  getting
• 20:49
  understanding
• 20:50
  into
• 20:50
  how
• 20:51
  people,
• 20:52
  you
• 20:53
  know,
• 20:53
  work
• 20:53
  and
• 20:53
  align
• 20:54
  and
• 20:54
  believe,
• 20:56
  especially
• 20:56
  in
• 20:56
  relation
• 20:57
  to
• 20:57
  your
• 20:57
  core
• 20:58
  values.
• 20:59
  If
• 20:59
  you
• 20:59
  said
• 21:00
  that,
• 21:00
  you
• 21:00
  know,
• 21:01
  accountability
• 21:02
  is
• 21:02
  one
• 21:02
  of
• 21:03
  your
• 21:03
  core
• 21:03
  values,
• 21:05
  you
• 21:05
  get
• 21:05
  insight
• 21:06
  into,
• 21:06
  okay,
• 21:06
  well,
• 21:06
  what
• 21:07
  stories
• 21:08
  show
• 21:08
  that
• 21:08
  this
• 21:09
  works
• 21:09
  or
• 21:09
  what
• 21:09
  things
• 21:10
  show
• 21:10
  that,
• 21:10
  hey,
• 21:10
  maybe
• 21:10
  there's
• 21:11
  room
• 21:11
  for
• 21:11
  improvement
• 21:11
  and
• 21:12
  what
• 21:12
  things
• 21:12
  could
• 21:12
  you
• 21:13
  do
• 21:13
  differently?
• 21:14
  Where
• 21:14
  it,
• 21:15
  where
• 21:16
  it
• 21:16
  becomes
• 21:16
  really
• 21:16
  powerful,
• 21:17
  I
• 21:17
  think
• 21:17
  is
• 21:17
  there's,
• 21:18
  I
• 21:19
  believe
• 21:19
  there's
• 21:19
  no
• 21:19
  such
• 21:19
  thing
• 21:20
  as
• 21:20
  good
• 21:20
  or
• 21:20
  bad
• 21:20
  culture.
• 21:21
  It's
• 21:22
  just
• 21:22
  do
• 21:22
  people
• 21:23
  align
• 21:23
  with
• 21:23
  it
• 21:23
  or
• 21:23
  not?
• 21:24
  Right.
• 21:24
  I
• 21:24
  would
• 21:25
  not
• 21:25
  be
• 21:25
  a
• 21:25
  good
• 21:25
  fit
• 21:26
  for
• 21:27
  Tesla
• 21:27
  during
• 21:27
  the
• 21:28
  days
• 21:28
  of
• 21:28
  Elon
• 21:28
  Musk
• 21:29
  sleeping
• 21:29
  on
• 21:29
  the
• 21:29
  factory
• 21:30
  floor.
• 21:31
  I
• 21:31
  love
• 21:31
  being
• 21:32
  at
• 21:32
  home
• 21:32
  with
• 21:32
  my
• 21:33
  family
• 21:33
  in
• 21:33
  the
• 21:33
  evenings
• 21:34
  and
• 21:34
  my
• 21:34
  wife
• 21:35
  really
• 21:35
  likes
• 21:35
  me
• 21:35
  being
• 21:36
  home
• 21:36
  with
• 21:36
  our
• 21:36
  family
• 21:37
  in
• 21:37
  the
• 21:37
  evenings.
• 21:38
  Yeah,
• 21:39
  good.
• 21:39
  That
• 21:39
  sounds
• 21:39
  healthy.
• 21:40
  And
• 21:40
  so
• 21:40
  like
• 21:41
  it
• 21:41
  wouldn't
• 21:42
  work
• 21:42
  for
• 21:42
  me.
• 21:43
  So
• 21:44
  I
• 21:44
  just
• 21:44
  don't
• 21:44
  fit
• 21:45
  and
• 21:45
  I
• 21:45
  don't
• 21:46
  align.
• 21:46
  And
• 21:46
  there's
• 21:47
  nothing
• 21:47
  wrong
• 21:47
  with
• 21:47
  that.
• 21:48
  Some
• 21:48
  people
• 21:48
  would
• 21:48
  say
• 21:48
  that
• 21:49
  talk
• 21:49
  that
• 21:50
  culture
• 21:50
  is
• 21:50
  toxic.
• 21:51
  It
• 21:51
  may
• 21:51
  be,
• 21:52
  but
• 21:52
  if
• 21:52
  there's
• 21:52
  a
• 21:52
  bunch
• 21:53
  of
• 21:53
  people
• 21:53
  who
• 21:53
  all
• 21:53
  want
• 21:54
  to
• 21:54
  live
• 21:54
  that
• 21:54
  way,
• 21:55
  it
• 21:55
  works
• 21:56
  wonderfully
• 21:56
  and
• 21:56
  they
• 21:57
  get
• 21:57
  a
• 21:57
  ton
• 21:57
  done.
• 21:58
  And
• 21:58
  on
• 21:58
  the
• 21:58
  flip
• 21:58
  side,
• 21:59
  if
• 21:59
  there's
• 21:59
  a
• 21:59
  culture
• 22:00
  where
• 22:00
  people
• 22:00
  are
• 22:00
  really
• 22:00
  lovey
• 22:01
  dovey
• 22:01
  and
• 22:01
  you
• 22:02
  know,
• 22:02
  talking
• 22:02
  about
• 22:02
  their
• 22:02
  feelings
• 22:03
  and
• 22:03
  different
• 22:03
  like
• 22:04
  that
• 22:04
  works
• 22:05
  great
• 22:05
  if
• 22:06
  you
• 22:06
  can
• 22:06
  find
• 22:06
  people
• 22:06
  who
• 22:07
  align
• 22:07
  with
• 22:07
  it.
• 22:08
  And
• 22:08
  so
• 22:09
  where
• 22:09
  the
• 22:09
  most
• 22:09
  important
• 22:10
  part
• 22:10
  of
• 22:10
  this
• 22:10
  is
• 22:11
  just
• 22:11
  being
• 22:11
  accurate
• 22:12
  and
• 22:12
  being
• 22:13
  willing
• 22:13
  to
• 22:13
  be
• 22:13
  honest
• 22:14
  about
• 22:15
  where
• 22:15
  you're
• 22:15
  at.
• 22:16
  Because
• 22:17
  if
• 22:17
  you
• 22:17
  can't
• 22:18
  do
• 22:18
  that,
• 22:18
  you
• 22:18
  can't
• 22:19
  improve
• 22:19
  or
• 22:20
  even
• 22:20
  address
• 22:21
  a
• 22:21
  situation
• 22:22
  from
• 22:22
  a
• 22:22
  spot
• 22:22
  of
• 22:23
  having
• 22:23
  the
• 22:24
  right
• 22:24
  data
• 22:25
  and
• 22:25
  understanding
• 22:26
  where
• 22:26
  it
• 22:26
  is.
• 22:27
  Leaders
• 22:27
  will
• 22:27
  often
• 22:28
  try
• 22:28
  to
• 22:28
  do
• 22:28
  things
• 22:29
  to
• 22:29
  help
• 22:29
  teams
• 22:30
  and
• 22:30
  to
• 22:30
  improve
• 22:30
  morale
• 22:31
  or
• 22:31
  right.
• 22:32
  If
• 22:32
  you
• 22:32
  think
• 22:32
  of
• 22:32
  in
• 22:33
  the
• 22:33
  example
• 22:34
  of
• 22:34
  teams
• 22:34
  coming
• 22:35
  together
• 22:35
  or
• 22:36
  a
• 22:36
  different
• 22:36
  owner
• 22:37
  being
• 22:37
  brought
• 22:37
  in,
• 22:38
  you
• 22:38
  know,
• 22:38
  if
• 22:38
  in
• 22:38
  one
• 22:39
  of
• 22:39
  these
• 22:40
  sims
• 22:41
  it
• 22:41
  talks
• 22:41
  about
• 22:41
  how
• 22:42
  wonderful
• 22:42
  the
• 22:42
  culture
• 22:43
  is
• 22:43
  in
• 22:43
  a
• 22:43
  way
• 22:43
  that
• 22:43
  it's
• 22:44
  not,
• 22:45
  somebody
• 22:45
  comes
• 22:45
  and
• 22:45
  buys
• 22:46
  the
• 22:46
  company,
• 22:47
  they
• 22:47
  start
• 22:47
  working
• 22:48
  and
• 22:48
  they
• 22:48
  thought
• 22:48
  everybody
• 22:49
  loved
• 22:49
  their
• 22:49
  jobs
• 22:50
  and
• 22:50
  was
• 22:50
  collaborative
• 22:50
  and
• 22:51
  it
• 22:51
  really
• 22:51
  turns
• 22:51
  out
• 22:51
  they're
• 22:52
  a
• 22:52
  bunch
• 22:52
  of
• 22:52
  backstabbing
• 22:53
  gossipers,
• 22:54
  like
• 22:55
  it's
• 22:56
  going
• 22:56
  to
• 22:56
  be
• 22:56
  really
• 22:56
  hard
• 22:56
  and
• 22:57
  everybody's
• 22:57
  going
• 22:57
  to
• 22:57
  leave
• 22:58
  because
• 22:58
  they're
• 22:58
  going
• 22:58
  to
• 22:58
  treat
• 22:58
  them
• 22:58
  differently.
• 22:59
  Yeah,
• 23:00
  then,
• 23:00
  yeah,
• 23:01
  yeah,
• 23:01
  absolutely.
• 23:01
  That's,
• 23:02
  that's
• 23:02
  absolutely
• 23:03
  true.
• 23:03
  I,
• 23:04
  the
• 23:05
  point
• 23:05
  about
• 23:05
  adaptation
• 23:06
  to
• 23:06
  culture
• 23:06
  is
• 23:07
  important
• 23:07
  as
• 23:07
  well.
• 23:07
  And
• 23:07
  I
• 23:07
  think
• 23:08
  that's,
• 23:09
  you
• 23:09
  know,
• 23:10
  your
• 23:10
  clients
• 23:10
  are
• 23:10
  the
• 23:11
  businesses
• 23:11
  Right.
• 23:11
  But
• 23:11
  actually
• 23:12
  you're
• 23:12
  providing
• 23:12
  a
• 23:12
  really
• 23:12
  interesting
• 23:13
  service
• 23:13
  to
• 23:13
  the
• 23:13
  individuals
• 23:14
  as
• 23:14
  well,
• 23:14
  or
• 23:14
  protection
• 23:15
  to
• 23:15
  individuals
• 23:16
  who
• 23:16
  might,
• 23:16
  who
• 23:16
  might
• 23:16
  have
• 23:17
  otherwise
• 23:17
  ended
• 23:17
  up
• 23:17
  joining
• 23:18
  that
• 23:18
  organization.
• 23:18
  And
• 23:19
  I've
• 23:20
  managed
• 23:20
  many,
• 23:21
  many
• 23:21
  people
• 23:22
  in
• 23:22
  my
• 23:22
  career
• 23:22
  and
• 23:23
  come
• 23:23
  across
• 23:23
  a
• 23:23
  number
• 23:23
  of
• 23:23
  people
• 23:24
  who,
• 23:25
  who
• 23:25
  are
• 23:25
  suffering
• 23:26
  from
• 23:26
  performance
• 23:26
  issues.
• 23:27
  Like,
• 23:28
  you
• 23:28
  know,
• 23:28
  their
• 23:29
  contributions,
• 23:30
  as
• 23:30
  valiant
• 23:30
  and
• 23:30
  full
• 23:30
  of
• 23:31
  effort
• 23:31
  as
• 23:31
  they
• 23:31
  are,
• 23:32
  are
• 23:32
  not
• 23:32
  attracting
• 23:33
  the
• 23:33
  level
• 23:33
  of
• 23:34
  app
• 23:36
  recognition
• 23:36
  that
• 23:37
  they
• 23:37
  might
• 23:37
  think.
• 23:39
  And
• 23:40
  actually
• 23:40
  the
• 23:40
  natural
• 23:41
  human
• 23:41
  reaction,
• 23:41
  I
• 23:41
  think,
• 23:41
  especially
• 23:42
  with,
• 23:44
  especially
• 23:44
  with
• 23:44
  folks
• 23:45
  who
• 23:45
  are
• 23:45
  more
• 23:45
  recently
• 23:46
  out
• 23:46
  of
• 23:46
  college
• 23:46
  who've
• 23:47
  had
• 23:47
  always
• 23:47
  had
• 23:48
  a
• 23:48
  very
• 23:48
  stable
• 23:48
  and
• 23:49
  reliable
• 23:50
  rubric
• 23:50
  for
• 23:50
  performance
• 23:51
  being
• 23:51
  assessed
• 23:52
  and
• 23:52
  who've
• 23:52
  always
• 23:53
  been
• 23:53
  told
• 23:53
  they're
• 23:53
  super
• 23:53
  successful,
• 23:54
  like,
• 23:54
  really
• 23:54
  struggle
• 23:55
  with
• 23:55
  this.
• 23:56
  And
• 23:56
  it's
• 23:57
  like,
• 23:58
  you
• 23:58
  can,
• 23:58
  I'm
• 23:58
  telling
• 23:59
  you
• 23:59
  what
• 23:59
  is
• 23:59
  incentivized
• 24:00
  and
• 24:00
  rewarded.
• 24:01
  You
• 24:01
  can
• 24:01
  disagree
• 24:02
  with
• 24:02
  me
• 24:02
  and
• 24:02
  say,
• 24:03
  oh,
• 24:03
  it
• 24:03
  shouldn't
• 24:03
  be
• 24:04
  that.
• 24:04
  It
• 24:04
  should
• 24:04
  be
• 24:04
  this
• 24:04
  thing
• 24:05
  that
• 24:05
  I'm
• 24:05
  doing
• 24:05
  instead,
• 24:06
  but
• 24:06
  it's
• 24:06
  not
• 24:06
  going
• 24:07
  to
• 24:07
  get
• 24:07
  you
• 24:07
  anywhere.
• 24:08
  Like,
• 24:09
  and
• 24:10
  the,
• 24:10
  the
• 24:10
  other
• 24:10
  thing
• 24:11
  I
• 24:11
  would
• 24:11
  often
• 24:11
  say
• 24:11
  to
• 24:12
  people,
• 24:12
  people
• 24:12
  on
• 24:12
  the
• 24:12
  way
• 24:12
  out
• 24:12
  of
• 24:13
  companies.
• 24:13
  Right.
• 24:13
  They'd
• 24:13
  be
• 24:14
  managing
• 24:14
  it
• 24:14
  for
• 24:14
  performance
• 24:14
  reasons
• 24:15
  or
• 24:15
  whatever
• 24:15
  else.
• 24:16
  And
• 24:16
  it's
• 24:16
  really,
• 24:16
  it
• 24:17
  was
• 24:17
  always
• 24:17
  really
• 24:17
  important
• 24:17
  for
• 24:18
  me
• 24:18
  to
• 24:18
  say
• 24:18
  to
• 24:18
  them,
• 24:19
  this
• 24:20
  is
• 24:20
  not
• 24:20
  a
• 24:20
  judgment
• 24:21
  on
• 24:21
  you
• 24:21
  as
• 24:21
  a
• 24:21
  person.
• 24:22
  This
• 24:22
  is
• 24:22
  a,
• 24:23
  you
• 24:24
  have
• 24:24
  certain
• 24:24
  spikes,
• 24:25
  peaks
• 24:25
  and
• 24:25
  trust
• 24:26
  and
• 24:26
  competency
• 24:27
  like
• 24:27
  everybody,
• 24:27
  like
• 24:28
  every
• 24:28
  human
• 24:28
  being
• 24:28
  does.
• 24:29
  And
• 24:29
  maybe
• 24:30
  yours
• 24:30
  are
• 24:30
  just
• 24:30
  misaligned
• 24:31
  on
• 24:31
  the
• 24:31
  spectrum
• 24:31
  with
• 24:32
  where
• 24:32
  these.
• 24:33
  And
• 24:33
  you
• 24:33
  could
• 24:33
  very
• 24:34
  well
• 24:34
  walk
• 24:34
  into
• 24:34
  a
• 24:34
  different
• 24:34
  company
• 24:35
  and
• 24:35
  be
• 24:35
  the
• 24:36
  biggest
• 24:36
  rock
• 24:36
  star
• 24:36
  that's
• 24:36
  ever
• 24:37
  existed
• 24:37
  there.
• 24:38
  Like,
• 24:38
  this
• 24:38
  is
• 24:38
  not
• 24:38
  an
• 24:39
  absolute
• 24:39
  measure
• 24:39
  of
• 24:39
  your
• 24:40
  value.
• 24:40
  It's
• 24:40
  a
• 24:40
  measure
• 24:40
  of
• 24:40
  the
• 24:41
  match
• 24:41
  between
• 24:41
  you
• 24:41
  and
• 24:42
  the
• 24:42
  organization
• 24:42
  with
• 24:42
  which
• 24:43
  you're
• 24:43
  currently
• 24:43
  operating.
• 24:45
  Yeah.
• 24:45
  And
• 24:45
  I,
• 24:46
  My
• 24:46
  first
• 24:47
  job
• 24:47
  versus
• 24:47
  my
• 24:48
  second
• 24:48
  job
• 24:48
  out
• 24:48
  of
• 24:48
  college,
• 24:49
  it
• 24:49
  was
• 24:50
  night
• 24:50
  and
• 24:50
  day,
• 24:51
  first
• 24:52
  job.
• 24:53
  What
• 24:54
  was
• 24:54
  rewarded
• 24:55
  and
• 24:55
  incentivized
• 24:56
  was
• 24:57
  respond
• 24:58
  in
• 24:58
  the,
• 24:58
  in
• 24:58
  within
• 24:59
  three
• 24:59
  minutes.
• 25:00
  And
• 25:00
  it
• 25:00
  was,
• 25:01
  the
• 25:01
  CEO
• 25:01
  would
• 25:02
  randomly
• 25:02
  fly
• 25:02
  in
• 25:02
  from
• 25:03
  California
• 25:04
  and
• 25:04
  his
• 25:04
  private
• 25:05
  jet
• 25:05
  and
• 25:05
  show
• 25:06
  up
• 25:06
  at
• 25:06
  the
• 25:06
  office
• 25:06
  and
• 25:07
  say
• 25:07
  it
• 25:07
  was
• 25:07
  a
• 25:08
  work,
• 25:08
  it
• 25:08
  was
• 25:08
  a
• 25:08
  remote
• 25:09
  culture,
• 25:09
  work
• 25:09
  anywhere
• 25:10
  you
• 25:10
  want.
• 25:10
  He
• 25:10
  would
• 25:11
  show
• 25:11
  up
• 25:11
  and
• 25:11
  say,
• 25:12
  where
• 25:12
  is
• 25:12
  this
• 25:12
  thing?
• 25:13
  I
• 25:13
  want
• 25:14
  this
• 25:14
  right
• 25:14
  now.
• 25:14
  Even
• 25:14
  if
• 25:15
  he
• 25:15
  hadn't
• 25:15
  asked
• 25:15
  for
• 25:15
  it.
• 25:16
  And
• 25:16
  it
• 25:16
  was,
• 25:16
  if
• 25:16
  you
• 25:17
  weren't
• 25:17
  sitting
• 25:17
  there
• 25:18
  and
• 25:19
  you
• 25:19
  didn't
• 25:20
  have
• 25:20
  it
• 25:20
  ready,
• 25:21
  you
• 25:22
  were
• 25:22
  probably
• 25:22
  getting
• 25:22
  yelled
• 25:23
  at.
• 25:24
  And
• 25:24
  it's
• 25:24
  just
• 25:24
  very
• 25:25
  kind
• 25:25
  of,
• 25:27
  I'd
• 25:27
  say
• 25:27
  toxic.
• 25:28
  But
• 25:28
  then
• 25:29
  it,
• 25:29
  then
• 25:29
  it
• 25:29
  went
• 25:29
  to
• 25:30
  a
• 25:30
  R
• 25:30
  and
• 25:30
  D
• 25:31
  organization
• 25:32
  where
• 25:33
  people
• 25:33
  would
• 25:33
  work
• 25:34
  on
• 25:34
  something
• 25:34
  for
• 25:34
  three
• 25:35
  months
• 25:36
  and
• 25:36
  check
• 25:37
  in,
• 25:37
  you
• 25:37
  know,
• 25:37
  for
• 25:37
  five
• 25:37
  minutes
• 25:38
  a
• 25:38
  week.
• 25:39
  And
• 25:39
  so
• 25:40
  my
• 25:40
  level
• 25:40
  of
• 25:40
  proactivity
• 25:41
  of
• 25:42
  just
• 25:42
  thinking
• 25:42
  hey,
• 25:43
  you
• 25:43
  know,
• 25:43
  okay,
• 25:43
  how
• 25:43
  are
• 25:43
  we
• 25:44
  making
• 25:44
  the
• 25:44
  best
• 25:44
  use
• 25:44
  of
• 25:44
  our
• 25:45
  time
• 25:45
  here
• 25:46
  and
• 25:46
  are
• 25:46
  we
• 25:46
  actually
• 25:46
  moving
• 25:47
  towards
• 25:47
  something
• 25:47
  useful?
• 25:49
  Was
• 25:50
  super
• 25:50
  rewarded
• 25:51
  and
• 25:51
  I
• 25:51
  excelled
• 25:52
  there.
• 25:52
  Whereas
• 25:53
  in
• 25:53
  my
• 25:53
  first
• 25:53
  job,
• 25:54
  I,
• 25:54
  when
• 25:54
  I
• 25:54
  was
• 25:55
  leaving,
• 25:55
  my
• 25:55
  boss
• 25:55
  said,
• 25:56
  hey,
• 25:56
  look,
• 25:56
  you
• 25:57
  know,
• 25:57
  I
• 25:57
  loved
• 25:57
  working
• 25:57
  with
• 25:58
  you,
• 25:58
  but
• 25:58
  I
• 25:58
  just
• 25:58
  need
• 25:59
  you
• 25:59
  to
• 25:59
  know,
• 25:59
  like,
• 25:59
  I
• 25:59
  saved
• 26:00
  you
• 26:00
  from
• 26:00
  being
• 26:00
  fired
• 26:01
  like
• 26:01
  five
• 26:01
  times.
• 26:02
  Wow.
• 26:03
  Because
• 26:03
  they
• 26:03
  were
• 26:03
  like,
• 26:03
  this
• 26:03
  guy
• 26:04
  took
• 26:04
  too
• 26:04
  long
• 26:04
  to
• 26:04
  respond.
• 26:06
  Is
• 26:06
  that,
• 26:06
  Is
• 26:07
  that
• 26:07
  your
• 26:07
  superhero
• 26:07
  origin
• 26:08
  story
• 26:08
  for
• 26:08
  this
• 26:08
  company?
• 26:09
  Would
• 26:09
  you
• 26:09
  say,
• 26:09
  like,
• 26:09
  those
• 26:09
  two
• 26:10
  conflicting
• 26:10
  experiences?
• 26:12
  No,
• 26:13
  it
• 26:13
  was
• 26:14
  my
• 26:15
  villain
• 26:15
  story.
• 26:18
  You
• 26:18
  said
• 26:18
  villain.
• 26:19
  I
• 26:19
  said
• 26:19
  hero.
• 26:19
  Just
• 26:19
  saying
• 26:20
  the
• 26:20
  origin
• 26:21
  story.
• 26:22
  It's
• 26:22
  all
• 26:22
  culture,
• 26:22
  Jacob.
• 26:23
  Yeah,
• 26:24
  it's
• 26:24
  all
• 26:24
  culture.
• 26:27
  It
• 26:27
  was,
• 26:27
  it
• 26:27
  was
• 26:28
  actually
• 26:28
  in
• 26:28
  a.
• 26:28
  In
• 26:28
  a
• 26:28
  different
• 26:29
  job
• 26:29
  where
• 26:30
  I
• 26:30
  came
• 26:31
  to
• 26:31
  work.
• 26:31
  It
• 26:31
  was
• 26:32
  a
• 26:33
  blockchain
• 26:33
  incubator.
• 26:34
  I
• 26:34
  have
• 26:35
  always
• 26:35
  been
• 26:35
  very
• 26:35
  intrigued
• 26:36
  by
• 26:36
  blockchain
• 26:37
  and
• 26:38
  the
• 26:38
  idea
• 26:38
  that
• 26:38
  it's
• 26:38
  a
• 26:39
  totally
• 26:39
  different
• 26:39
  way
• 26:40
  and
• 26:40
  in
• 26:40
  the
• 26:40
  world
• 26:40
  of
• 26:40
  data
• 26:41
  that
• 26:41
  it's
• 26:41
  a
• 26:42
  very
• 26:42
  different
• 26:42
  way
• 26:42
  of
• 26:43
  storing
• 26:43
  and
• 26:44
  keeping
• 26:44
  track
• 26:44
  of
• 26:44
  data.
• 26:45
  Yeah.
• 26:46
  And
• 26:46
  allowing
• 26:46
  different
• 26:47
  ownership
• 26:48
  paradigms.
• 26:49
  I
• 26:49
  came
• 26:49
  to
• 26:49
  run
• 26:50
  all
• 26:50
  things
• 26:50
  data
• 26:51
  at
• 26:51
  a
• 26:51
  blockchain
• 26:52
  incubator
• 26:52
  that
• 26:52
  was
• 26:53
  just
• 26:53
  getting
• 26:53
  started.
• 26:53
  Started.
• 26:53
  There's
• 26:54
  13
• 26:54
  or
• 26:54
  so
• 26:55
  companies
• 26:55
  within
• 26:55
  it.
• 26:57
  And
• 26:57
  then
• 26:58
  did
• 26:58
  that
• 26:58
  for
• 26:58
  a
• 26:59
  year
• 26:59
  and
• 26:59
  a
• 26:59
  half
• 26:59
  and
• 26:59
  then
• 26:59
  stepped
• 27:00
  down
• 27:00
  from
• 27:00
  that
• 27:00
  to
• 27:00
  run
• 27:00
  one
• 27:00
  of
• 27:01
  the
• 27:01
  companies
• 27:01
  in
• 27:01
  the
• 27:01
  incubator.
• 27:02
  It
• 27:02
  was
• 27:02
  all
• 27:03
  around
• 27:04
  reframing
• 27:05
  software,
• 27:06
  developer
• 27:06
  productivity.
• 27:07
  Can
• 27:07
  you
• 27:08
  measure
• 27:08
  actually
• 27:09
  the
• 27:09
  contribution
• 27:09
  that
• 27:10
  somebody's
• 27:10
  making?
• 27:11
  Yeah,
• 27:11
  because
• 27:11
  lines
• 27:11
  of
• 27:12
  code
• 27:12
  is
• 27:12
  not
• 27:12
  a
• 27:12
  good
• 27:12
  measure.
• 27:13
  Right.
• 27:13
  Lines
• 27:13
  of
• 27:13
  code
• 27:14
  isn't
• 27:14
  a
• 27:14
  good
• 27:14
  measure.
• 27:14
  Story
• 27:15
  points
• 27:15
  aren't
• 27:15
  a
• 27:16
  good
• 27:16
  measure.
• 27:16
  Whatever
• 27:16
  they're
• 27:17
  assigned
• 27:17
  this
• 27:17
  week
• 27:17
  isn't
• 27:18
  a
• 27:18
  good
• 27:18
  measure.
• 27:18
  Ah,
• 27:19
  story
• 27:19
  points.
• 27:20
  The
• 27:20
  original
• 27:20
  example
• 27:21
  of
• 27:21
  setting
• 27:21
  and
• 27:21
  marking
• 27:22
  your
• 27:22
  own
• 27:22
  homework.
• 27:22
  This
• 27:23
  is
• 27:23
  800
• 27:23
  story
• 27:24
  points.
• 27:26
  But
• 27:26
  really
• 27:26
  getting
• 27:27
  at
• 27:27
  which,
• 27:27
  which
• 27:28
  applies
• 27:28
  to
• 27:28
  every
• 27:29
  type
• 27:29
  of
• 27:29
  worker.
• 27:30
  It's
• 27:30
  what
• 27:31
  actual
• 27:31
  real
• 27:31
  value
• 27:32
  is
• 27:32
  being
• 27:32
  created
• 27:33
  versus
• 27:33
  just,
• 27:33
  you
• 27:34
  know,
• 27:34
  taking
• 27:34
  turns,
• 27:35
  like
• 27:35
  stirring
• 27:35
  the
• 27:35
  soup.
• 27:37
  And
• 27:38
  so
• 27:38
  where,
• 27:39
  where
• 27:39
  that
• 27:40
  really
• 27:40
  impacted
• 27:41
  me
• 27:41
  was
• 27:41
  that
• 27:41
  there
• 27:41
  was
• 27:42
  a
• 27:42
  group
• 27:42
  of
• 27:42
  people
• 27:42
  that
• 27:43
  we
• 27:43
  were
• 27:43
  working
• 27:43
  with
• 27:44
  where
• 27:45
  some
• 27:45
  of
• 27:45
  them
• 27:46
  were.
• 27:47
  It
• 27:48
  wasn't
• 27:48
  said
• 27:48
  out
• 27:48
  loud,
• 27:49
  but
• 27:49
  the
• 27:49
  real
• 27:49
  reason
• 27:50
  they
• 27:50
  were
• 27:50
  there
• 27:50
  is
• 27:50
  because
• 27:51
  they
• 27:51
  wanted
• 27:51
  to
• 27:51
  make
• 27:52
  a
• 27:52
  ton
• 27:52
  of
• 27:52
  money.
• 27:53
  They
• 27:53
  thought
• 27:53
  that
• 27:53
  this
• 27:54
  whole
• 27:54
  crypto
• 27:54
  train
• 27:54
  would
• 27:55
  make
• 27:55
  it
• 27:55
  millionaires.
• 27:56
  And
• 27:56
  then
• 27:56
  there
• 27:56
  was
• 27:56
  a
• 27:57
  handful
• 27:57
  of
• 27:57
  us
• 27:57
  where
• 27:58
  I,
• 27:59
  I
• 27:59
  came
• 27:59
  thinking,
• 28:00
  this
• 28:00
  is
• 28:00
  a
• 28:00
  world,
• 28:01
  potentially
• 28:01
  world
• 28:02
  changing
• 28:03
  project.
• 28:03
  Like,
• 28:04
  we
• 28:04
  could
• 28:04
  change
• 28:04
  the
• 28:05
  way
• 28:05
  that
• 28:05
  work
• 28:05
  happens.
• 28:06
  And
• 28:07
  when,
• 28:08
  when
• 28:08
  there
• 28:08
  was
• 28:09
  some
• 28:09
  conflict
• 28:09
  and,
• 28:10
  you
• 28:10
  know,
• 28:10
  and
• 28:10
  budgets
• 28:11
  got
• 28:11
  tight,
• 28:12
  it
• 28:12
  became
• 28:12
  very
• 28:13
  clear
• 28:14
  that
• 28:14
  I
• 28:15
  was
• 28:15
  fundamentally
• 28:16
  misaligned
• 28:16
  with
• 28:17
  some
• 28:17
  of
• 28:17
  the
• 28:17
  people
• 28:17
  that
• 28:17
  I
• 28:18
  thought
• 28:18
  I'd
• 28:18
  been
• 28:18
  on
• 28:18
  the
• 28:18
  same
• 28:19
  page
• 28:19
  with
• 28:19
  for
• 28:19
  a
• 28:20
  year.
• 28:21
  And,
• 28:21
  and
• 28:22
  it
• 28:22
  was
• 28:22
  super
• 28:22
  hard
• 28:23
  for
• 28:23
  me
• 28:23
  realizing,
• 28:24
  wait,
• 28:25
  I,
• 28:25
  like,
• 28:25
  I
• 28:25
  didn't
• 28:26
  know
• 28:26
  what
• 28:26
  was
• 28:27
  motivating
• 28:27
  these
• 28:27
  people.
• 28:28
  And
• 28:29
  I
• 28:30
  had
• 28:30
  a
• 28:30
  coach
• 28:30
  at
• 28:30
  the
• 28:31
  time
• 28:31
  who
• 28:31
  we
• 28:31
  talked
• 28:32
  about
• 28:32
  this
• 28:32
  and
• 28:32
  he
• 28:32
  was
• 28:32
  like,
• 28:33
  well,
• 28:33
  if
• 28:33
  you,
• 28:34
  you
• 28:34
  know,
• 28:34
  if
• 28:34
  you're
• 28:34
  not
• 28:34
  aligned
• 28:35
  here,
• 28:35
  you
• 28:35
  should
• 28:35
  go
• 28:35
  find
• 28:35
  someplace
• 28:36
  that
• 28:36
  you
• 28:36
  are.
• 28:36
  And
• 28:36
  I
• 28:36
  was,
• 28:37
  you
• 28:37
  know,
• 28:37
  being
• 28:37
  really
• 28:37
  pessimistic.
• 28:38
  I
• 28:38
  was
• 28:38
  like,
• 28:38
  I,
• 28:39
  I
• 28:39
  don't
• 28:39
  think
• 28:39
  it's
• 28:39
  possible,
• 28:40
  you
• 28:40
  know,
• 28:40
  can
• 28:40
  you
• 28:40
  even
• 28:41
  know
• 28:41
  what
• 28:42
  motivates
• 28:42
  people?
• 28:43
  He
• 28:43
  was
• 28:43
  like,
• 28:43
  well,
• 28:43
  I
• 28:43
  guess
• 28:44
  if
• 28:44
  you
• 28:44
  can't
• 28:44
  find
• 28:44
  it,
• 28:44
  you
• 28:45
  should
• 28:45
  make
• 28:45
  it.
• 28:45
  And
• 28:46
  he
• 28:46
  was
• 28:46
  talking
• 28:46
  about,
• 28:46
  you
• 28:47
  know,
• 28:47
  yeah,
• 28:47
  sure,
• 28:47
  start
• 28:48
  a
• 28:48
  company
• 28:48
  and
• 28:48
  hire
• 28:48
  people.
• 28:49
  But
• 28:49
  it
• 28:50
  really
• 28:50
  set
• 28:50
  the
• 28:50
  seed
• 28:51
  of
• 28:51
  okay,
• 28:51
  well,
• 28:52
  is
• 28:52
  it
• 28:52
  possible
• 28:52
  to
• 28:53
  capture
• 28:53
  and
• 28:54
  understand
• 28:55
  better
• 28:56
  and
• 28:56
  right.
• 28:56
  This
• 28:56
  is
• 28:57
  a
• 28:57
  two
• 28:57
  sided
• 28:57
  equation.
• 28:57
  Like
• 28:58
  you
• 28:58
  said.
• 28:59
  You
• 28:59
  have
• 28:59
  the
• 29:00
  individuals
• 29:01
  who
• 29:01
  are
• 29:01
  showing
• 29:02
  up
• 29:02
  and
• 29:03
  they,
• 29:04
  they
• 29:04
  want
• 29:04
  to
• 29:05
  be
• 29:05
  aligned
• 29:06
  and
• 29:06
  bought
• 29:06
  in
• 29:06
  and
• 29:07
  be
• 29:07
  excited
• 29:07
  and
• 29:07
  engaged
• 29:08
  with
• 29:08
  where
• 29:08
  they're
• 29:08
  working,
• 29:08
  that
• 29:09
  that's
• 29:10
  how
• 29:10
  you're
• 29:10
  truly
• 29:11
  fulfilled
• 29:12
  in
• 29:12
  life.
• 29:13
  I
• 29:13
  don't
• 29:13
  think
• 29:13
  somebody
• 29:13
  can
• 29:14
  hate
• 29:14
  their
• 29:14
  job
• 29:14
  and
• 29:14
  be
• 29:15
  happy
• 29:15
  in
• 29:15
  their
• 29:15
  home
• 29:15
  life.
• 29:15
  It's
• 29:16
  just
• 29:16
  too
• 29:16
  hard
• 29:16
  to
• 29:16
  do
• 29:16
  that.
• 29:17
  Yeah,
• 29:17
  you
• 29:17
  can't.
• 29:18
  Yeah,
• 29:18
  everything
• 29:19
  bleeds
• 29:19
  into
• 29:19
  everything
• 29:20
  else.
• 29:20
  Yeah,
• 29:21
  it
• 29:21
  all
• 29:21
  meshes.
• 29:22
  And
• 29:22
  then
• 29:22
  the
• 29:22
  companies
• 29:22
  want
• 29:23
  people
• 29:23
  who
• 29:23
  are
• 29:24
  engaged
• 29:24
  because
• 29:25
  then
• 29:25
  they
• 29:25
  work
• 29:25
  super
• 29:26
  well
• 29:26
  and
• 29:26
  they
• 29:26
  love
• 29:27
  what
• 29:27
  they
• 29:27
  do.
• 29:28
  And
• 29:28
  so
• 29:29
  really
• 29:30
  trying
• 29:30
  to
• 29:30
  create
• 29:31
  this
• 29:31
  and
• 29:31
  on,
• 29:32
  on
• 29:32
  the,
• 29:32
  you
• 29:32
  know,
• 29:33
  hypothesis
• 29:34
  of
• 29:34
  eventually
• 29:35
  a
• 29:36
  lot
• 29:36
  of
• 29:36
  the
• 29:38
  technical
• 29:38
  work
• 29:39
  that's
• 29:39
  done
• 29:40
  is
• 29:40
  it
• 29:41
  will
• 29:41
  be
• 29:41
  automated
• 29:41
  by
• 29:42
  AI.
• 29:42
  Right.
• 29:43
  I
• 29:43
  used
• 29:43
  to
• 29:43
  have
• 29:44
  to
• 29:44
  code.
• 29:44
  Now
• 29:44
  I
• 29:45
  just
• 29:45
  literally
• 29:45
  hold
• 29:46
  a
• 29:46
  keyboard
• 29:46
  shortcut
• 29:47
  and
• 29:47
  talk
• 29:47
  to
• 29:47
  my
• 29:47
  computer
• 29:48
  and
• 29:48
  it
• 29:48
  does
• 29:48
  stuff
• 29:49
  for
• 29:49
  me.
• 29:49
  I
• 29:49
  review
• 29:50
  whisper
• 29:51
  flow
• 29:51
  as
• 29:51
  well.
• 29:52
  Yeah,
• 29:52
  I
• 29:52
  love
• 29:52
  it.
• 29:53
  Yeah,
• 29:53
  me
• 29:53
  too.
• 29:54
  And,
• 29:55
  and
• 29:55
  with
• 29:56
  that,
• 29:56
  it
• 29:56
  like
• 29:57
  the
• 29:57
  skills
• 29:58
  are
• 29:58
  going
• 29:58
  to
• 29:58
  zero
• 29:59
  and
• 30:00
  the
• 30:00
  human
• 30:00
  fulfillment
• 30:01
  is
• 30:01
  only
• 30:02
  going
• 30:02
  to
• 30:02
  be
• 30:02
  more
• 30:02
  and
• 30:02
  more
• 30:03
  important.
• 30:04
  And
• 30:04
  so
• 30:04
  leaning
• 30:05
  into
• 30:05
  that
• 30:06
  and
• 30:06
  shifting
• 30:07
  the
• 30:07
  way
• 30:07
  that
• 30:07
  we
• 30:08
  view
• 30:08
  it
• 30:08
  and
• 30:08
  when
• 30:08
  it,
• 30:08
  when
• 30:09
  it
• 30:09
  comes
• 30:09
  to,
• 30:11
  when
• 30:11
  it
• 30:11
  comes
• 30:11
  to
• 30:12
  business
• 30:13
  and
• 30:13
  especially
• 30:13
  as
• 30:13
  you
• 30:14
  think
• 30:14
  about,
• 30:14
  you
• 30:14
  know,
• 30:15
  like
• 30:16
  mergers
• 30:16
  and
• 30:16
  acquisitions
• 30:17
  and
• 30:17
  you
• 30:17
  know,
• 30:17
  investment,
• 30:19
  it's
• 30:19
  all
• 30:19
  numbers
• 30:21
  and
• 30:21
  people,
• 30:21
  the
• 30:21
  numbers
• 30:22
  matter.
• 30:23
  And
• 30:23
  so
• 30:25
  helping
• 30:26
  companies
• 30:26
  realize
• 30:27
  that
• 30:28
  you
• 30:28
  can
• 30:28
  quantify
• 30:30
  the
• 30:30
  generally
• 30:31
  intangible
• 30:32
  parts
• 30:32
  of
• 30:33
  things
• 30:33
  to
• 30:33
  be
• 30:34
  able
• 30:34
  to
• 30:34
  see,
• 30:34
  hey,
• 30:34
  you
• 30:35
  know,
• 30:35
  is
• 30:35
  this
• 30:36
  culture,
• 30:36
  are
• 30:36
  these
• 30:37
  teams,
• 30:37
  are
• 30:38
  these
• 30:38
  people
• 30:39
  engaged
• 30:39
  and
• 30:39
  aligned?
• 30:41
  And
• 30:41
  if
• 30:41
  so,
• 30:41
  you're
• 30:41
  gonna
• 30:42
  have
• 30:42
  a
• 30:42
  much
• 30:42
  easier
• 30:43
  transition
• 30:44
  and
• 30:45
  you'll
• 30:45
  know
• 30:45
  how
• 30:45
  to
• 30:45
  approach
• 30:46
  it
• 30:47
  with,
• 30:48
  without,
• 30:49
  you
• 30:49
  know,
• 30:49
  just
• 30:50
  coming
• 30:50
  in
• 30:50
  blind.
• 30:51
  Where
• 30:52
  every,
• 30:53
  every
• 30:54
  acquisition
• 30:55
  that
• 30:55
  I've
• 30:55
  been
• 30:56
  privy
• 30:57
  to,
• 30:57
  it's
• 30:58
  the
• 30:58
  team
• 30:58
  selling
• 30:59
  wants
• 30:59
  to
• 30:59
  make
• 30:59
  things
• 30:59
  look
• 31:00
  really
• 31:00
  great
• 31:00
  so
• 31:01
  they
• 31:01
  get
• 31:01
  more
• 31:01
  money,
• 31:02
  of
• 31:02
  course.
• 31:02
  And
• 31:02
  the
• 31:03
  team
• 31:03
  buying
• 31:03
  wants
• 31:04
  to
• 31:04
  make
• 31:04
  sure
• 31:04
  that
• 31:04
  they're
• 31:04
  getting
• 31:04
  a
• 31:05
  good
• 31:05
  deal.
• 31:05
  And
• 31:06
  so
• 31:06
  they
• 31:06
  all
• 31:06
  fluff
• 31:06
  it
• 31:07
  up
• 31:07
  and,
• 31:07
  you
• 31:07
  know,
• 31:07
  put
• 31:08
  on
• 31:08
  as
• 31:08
  much
• 31:08
  makeup
• 31:08
  as
• 31:09
  possible.
• 31:09
  And
• 31:10
  then
• 31:10
  when
• 31:10
  they,
• 31:11
  you
• 31:11
  know,
• 31:11
  they
• 31:11
  go
• 31:11
  home
• 31:12
  together
• 31:12
  and
• 31:12
  one
• 31:12
  of
• 31:12
  them
• 31:13
  and
• 31:13
  they
• 31:13
  take
• 31:13
  off
• 31:13
  the
• 31:13
  makeup,
• 31:13
  they
• 31:14
  were
• 31:14
  like,
• 31:14
  what
• 31:14
  is
• 31:14
  this?
• 31:14
  I
• 31:15
  didn't
• 31:15
  buy
• 31:15
  this.
• 31:17
  And
• 31:17
  so
• 31:17
  it's.
• 31:17
  Yes,
• 31:17
  you
• 31:18
  did.
• 31:18
  Maybe
• 31:18
  that's
• 31:18
  a
• 31:18
  bad
• 31:18
  example,
• 31:19
  but
• 31:20
  it.
• 31:21
  That.
• 31:21
  Yeah,
• 31:21
  we
• 31:22
  see
• 31:22
  that
• 31:22
  a
• 31:22
  lot.
• 31:22
  And
• 31:23
  so
• 31:23
  really
• 31:23
  trying
• 31:24
  to
• 31:24
  increase
• 31:25
  the
• 31:25
  visibility
• 31:26
  on
• 31:26
  the,
• 31:26
  the
• 31:27
  human.
• 31:28
  Of
• 31:28
  the
• 31:28
  equation
• 31:28
  of
• 31:29
  business
• 31:29
  and
• 31:29
  ultimately
• 31:30
  make
• 31:30
  people
• 31:31
  happier.
• 31:32
  Yeah,
• 31:32
  and
• 31:32
  I
• 31:32
  see
• 31:32
  some
• 31:32
  parallels
• 31:33
  there
• 31:33
  as
• 31:33
  well.
• 31:33
  I
• 31:33
  mean,
• 31:34
  in
• 31:35
  my
• 31:35
  work,
• 31:36
  when,
• 31:36
  when
• 31:36
  liquidity
• 31:37
  events
• 31:38
  are
• 31:38
  approaching,
• 31:40
  the
• 31:40
  work
• 31:40
  my
• 31:41
  team
• 31:41
  typically
• 31:41
  does
• 31:41
  is
• 31:42
  like,
• 31:42
  okay,
• 31:43
  this
• 31:43
  company
• 31:43
  says
• 31:43
  their
• 31:44
  data
• 31:44
  is
• 31:44
  in
• 31:44
  some
• 31:44
  condition
• 31:45
  or
• 31:45
  says
• 31:45
  their
• 31:45
  revenue
• 31:46
  is
• 31:46
  this
• 31:46
  much.
• 31:46
  So
• 31:47
  let's,
• 31:47
  let's
• 31:47
  just
• 31:47
  go
• 31:48
  one
• 31:48
  level
• 31:48
  underneath
• 31:49
  that
• 31:49
  and
• 31:49
  see,
• 31:50
  you
• 31:50
  know,
• 31:50
  check
• 31:50
  out
• 31:50
  the
• 31:50
  provenance
• 31:51
  of
• 31:51
  that
• 31:51
  story.
• 31:51
  How
• 31:52
  does
• 31:52
  that
• 31:52
  data
• 31:52
  flow
• 31:52
  around?
• 31:53
  Where
• 31:53
  is
• 31:53
  it
• 31:53
  aggregated?
• 31:55
  Who
• 31:55
  is
• 31:56
  to
• 31:56
  use
• 31:56
  the
• 31:56
  analogy
• 31:57
  I
• 31:57
  said
• 31:57
  before,
• 31:57
  setting
• 31:58
  and
• 31:58
  marking
• 31:58
  their
• 31:59
  own
• 31:59
  homework
• 32:00
  from
• 32:00
  a
• 32:00
  KPI
• 32:01
  perspective
• 32:02
  or
• 32:02
  a
• 32:02
  revenue
• 32:02
  perspective
• 32:03
  even.
• 32:04
  Fascinating.
• 32:05
  I
• 32:05
  posted
• 32:05
  about
• 32:06
  this
• 32:06
  just
• 32:07
  the
• 32:07
  other
• 32:07
  day.
• 32:07
  Even
• 32:07
  internally
• 32:08
  within
• 32:08
  the
• 32:08
  company,
• 32:09
  sales,
• 32:09
  operations,
• 32:10
  and
• 32:10
  finance
• 32:11
  often
• 32:11
  have
• 32:11
  three
• 32:11
  very
• 32:11
  different
• 32:12
  revenue
• 32:12
  numbers.
• 32:13
  That's
• 32:13
  a
• 32:13
  good
• 32:14
  telltale
• 32:14
  sign
• 32:14
  that
• 32:15
  my
• 32:16
  team
• 32:16
  will
• 32:16
  find
• 32:17
  some
• 32:17
  things
• 32:17
  when
• 32:17
  we
• 32:17
  do
• 32:17
  a
• 32:18
  little
• 32:18
  bit
• 32:18
  of
• 32:18
  digging.
• 32:20
  Anyway,
• 32:22
  getting
• 32:23
  back
• 32:23
  to.
• 32:24
  I'm
• 32:24
  glad
• 32:24
  you
• 32:25
  brought
• 32:25
  up
• 32:25
  quantification
• 32:25
  of
• 32:26
  things
• 32:26
  because
• 32:26
  that's
• 32:27
  where
• 32:27
  I
• 32:27
  want
• 32:27
  to
• 32:27
  head
• 32:27
  next
• 32:28
  in
• 32:28
  terms
• 32:28
  of
• 32:28
  quantification
• 32:28
  of
• 32:29
  impact
• 32:29
  of
• 32:30
  this
• 32:30
  cultural
• 32:30
  alignment
• 32:31
  scoring.
• 32:32
  The
• 32:32
  hires
• 32:33
  that
• 32:33
  are
• 32:33
  then
• 32:33
  made
• 32:33
  are
• 32:34
  then
• 32:34
  subsequently
• 32:34
  not
• 32:35
  made,
• 32:37
  particularly
• 32:37
  around
• 32:37
  the
• 32:38
  liquidity
• 32:38
  event
• 32:39
  milestones.
• 32:40
  People
• 32:40
  inevitably,
• 32:41
  I'm
• 32:41
  sure,
• 32:41
  ask
• 32:41
  you,
• 32:42
  where's
• 32:42
  the
• 32:42
  return
• 32:42
  on
• 32:42
  investment?
• 32:43
  What
• 32:43
  do
• 32:43
  I
• 32:44
  save
• 32:44
  from
• 32:44
  doing
• 32:45
  this?
• 32:45
  What
• 32:45
  do
• 32:45
  I
• 32:45
  gain
• 32:46
  from
• 32:46
  doing
• 32:46
  this?
• 32:47
  How
• 32:47
  does
• 32:47
  that
• 32:48
  generally
• 32:48
  flow
• 32:48
  through?
• 32:49
  Yeah,
• 32:50
  so
• 32:50
  it,
• 32:50
  it
• 32:51
  depends
• 32:51
  on
• 32:51
  who,
• 32:52
  who
• 32:52
  you're
• 32:52
  talking
• 32:53
  to.
• 32:54
  Some
• 32:54
  people
• 32:55
  are
• 32:55
  aware
• 32:56
  that
• 32:56
  there
• 32:56
  are
• 32:57
  a
• 32:57
  lot
• 32:57
  of
• 32:57
  invisible
• 32:58
  costs
• 32:59
  when
• 32:59
  it
• 32:59
  comes
• 32:59
  to
• 33:00
  employing
• 33:01
  people.
• 33:01
  When
• 33:02
  you
• 33:02
  hire
• 33:02
  someone
• 33:03
  and
• 33:03
  they're
• 33:03
  there
• 33:03
  for
• 33:04
  six
• 33:04
  months
• 33:04
  and
• 33:04
  it
• 33:05
  doesn't
• 33:05
  work
• 33:05
  out
• 33:05
  and
• 33:06
  you
• 33:06
  fire
• 33:06
  them
• 33:06
  and
• 33:07
  have
• 33:07
  to
• 33:07
  hire
• 33:07
  somebody
• 33:07
  else,
• 33:08
  there's
• 33:08
  no
• 33:09
  new
• 33:09
  line
• 33:09
  item
• 33:10
  or
• 33:11
  expense
• 33:11
  that
• 33:11
  shows
• 33:12
  up
• 33:12
  and
• 33:12
  says,
• 33:12
  hey,
• 33:12
  you
• 33:13
  just
• 33:13
  wasted
• 33:13
  $40,000
• 33:15
  and
• 33:16
  the
• 33:16
  rest.
• 33:16
  Jacob.
• 33:17
  Right.
• 33:17
  Hiring
• 33:17
  costs,
• 33:18
  replacement
• 33:18
  costs,
• 33:19
  progress,
• 33:20
  because
• 33:20
  that's.
• 33:21
  That
• 33:21
  in
• 33:21
  six
• 33:21
  months,
• 33:21
  that
• 33:22
  person's
• 33:22
  probably
• 33:22
  not
• 33:22
  made
• 33:23
  much
• 33:23
  progress
• 33:23
  and
• 33:24
  the
• 33:24
  new
• 33:24
  person's
• 33:24
  gonna
• 33:24
  have
• 33:24
  to
• 33:25
  start
• 33:25
  again.
• 33:25
  Right?
• 33:26
  Yeah.
• 33:26
  At
• 33:27
  the,
• 33:27
  at
• 33:27
  the
• 33:27
  low
• 33:28
  end.
• 33:28
  Right.
• 33:29
  It's
• 33:29
  a
• 33:29
  blessing
• 33:29
  and
• 33:30
  a
• 33:30
  curse
• 33:30
  that
• 33:30
  we
• 33:30
  are
• 33:30
  in
• 33:31
  all
• 33:31
  different
• 33:31
  industries.
• 33:32
  We
• 33:32
  have
• 33:33
  retail
• 33:33
  associates
• 33:34
  hired
• 33:34
  through
• 33:35
  the
• 33:35
  platform
• 33:36
  and
• 33:36
  we've
• 33:36
  had,
• 33:36
  you
• 33:37
  know,
• 33:37
  $300,000
• 33:38
  jobs
• 33:39
  hired
• 33:39
  to
• 33:39
  the
• 33:39
  platform,
• 33:41
  even
• 33:41
  a
• 33:41
  retail
• 33:42
  associate.
• 33:43
  It's
• 33:43
  a
• 33:44
  couple
• 33:44
  thousand
• 33:44
  dollars
• 33:44
  that
• 33:45
  are
• 33:45
  spent
• 33:45
  on
• 33:45
  their
• 33:46
  training
• 33:46
  and
• 33:47
  onboarding
• 33:47
  and
• 33:48
  it's
• 33:48
  just
• 33:48
  not,
• 33:49
  not
• 33:49
  thought
• 33:49
  about.
• 33:50
  Whereas
• 33:50
  you
• 33:50
  have,
• 33:50
  you
• 33:51
  know,
• 33:51
  if
• 33:51
  you
• 33:51
  think
• 33:51
  a
• 33:52
  VP
• 33:52
  of
• 33:52
  marketing
• 33:53
  who's
• 33:53
  brought
• 33:53
  in
• 33:53
  over
• 33:53
  a
• 33:54
  team,
• 33:54
  they're
• 33:55
  getting
• 33:55
  paid,
• 33:55
  you
• 33:56
  know,
• 33:56
  a
• 33:56
  lot
• 33:57
  of
• 33:57
  money
• 33:58
  and
• 33:58
  then
• 33:58
  they
• 33:59
  not
• 33:59
  only
• 33:59
  are
• 33:59
  bad
• 34:00
  at
• 34:00
  their
• 34:00
  job,
• 34:00
  they're
• 34:01
  going
• 34:01
  to
• 34:01
  tank
• 34:01
  the
• 34:01
  morale.
• 34:02
  Everybody's
• 34:02
  going
• 34:02
  to
• 34:02
  think,
• 34:03
  oh,
• 34:03
  they
• 34:03
  don't
• 34:04
  know
• 34:04
  if
• 34:04
  the
• 34:04
  company
• 34:04
  is
• 34:04
  going
• 34:04
  to
• 34:04
  side
• 34:05
  with
• 34:05
  this
• 34:05
  new
• 34:05
  bad
• 34:05
  leader.
• 34:06
  Yeah,
• 34:06
  the
• 34:07
  knock
• 34:07
  on
• 34:07
  impacts.
• 34:07
  Yeah.
• 34:08
  So
• 34:08
  they're
• 34:08
  going
• 34:08
  to
• 34:09
  look
• 34:09
  to
• 34:09
  leave
• 34:09
  and
• 34:10
  it's
• 34:10
  just
• 34:10
  there's
• 34:10
  a
• 34:10
  lot
• 34:11
  of
• 34:11
  expensive
• 34:13
  invisible,
• 34:14
  invisible
• 34:15
  costs
• 34:15
  with
• 34:15
  it.
• 34:17
  There's
• 34:17
  the
• 34:18
  two
• 34:18
  ways
• 34:18
  to
• 34:18
  view
• 34:19
  the
• 34:19
  roi.
• 34:20
  One
• 34:20
  is
• 34:20
  do
• 34:20
  the
• 34:21
  invisible
• 34:21
  costs
• 34:22
  get
• 34:22
  less
• 34:23
  which
• 34:23
  over
• 34:24
  time
• 34:24
  looks
• 34:25
  like
• 34:26
  does
• 34:26
  retention
• 34:26
  go
• 34:27
  up,
• 34:28
  does
• 34:28
  engagement
• 34:29
  go
• 34:29
  up?
• 34:31
  And
• 34:32
  some
• 34:32
  of
• 34:32
  the
• 34:32
  measures
• 34:33
  that
• 34:33
  we
• 34:33
  look
• 34:33
  at.
• 34:33
  Right.
• 34:33
  We
• 34:34
  track
• 34:34
  over
• 34:34
  time,
• 34:34
  how
• 34:35
  does
• 34:35
  the
• 34:35
  general
• 34:35
  alignment
• 34:36
  on
• 34:36
  these
• 34:36
  different
• 34:36
  teams,
• 34:37
  how
• 34:37
  does
• 34:37
  it
• 34:38
  change?
• 34:38
  And
• 34:39
  we,
• 34:39
  we
• 34:39
  consider
• 34:40
  that
• 34:40
  as
• 34:40
  well
• 34:40
  though
• 34:41
  we
• 34:41
  are,
• 34:41
  you
• 34:41
  know,
• 34:41
  marking
• 34:42
  our
• 34:42
  own
• 34:42
  homework
• 34:43
  a
• 34:43
  little
• 34:43
  bit
• 34:44
  because
• 34:44
  we're
• 34:45
  using
• 34:45
  our
• 34:45
  own,
• 34:45
  using
• 34:46
  our
• 34:46
  own
• 34:46
  measurements
• 34:46
  there.
• 34:48
  And
• 34:48
  then
• 34:48
  on
• 34:48
  the,
• 34:48
  on
• 34:49
  the
• 34:49
  other
• 34:49
  hand
• 34:49
  is
• 34:50
  looking
• 34:50
  at
• 34:51
  the
• 34:51
  actual
• 34:52
  tangible
• 34:53
  numbers
• 34:53
  that
• 34:53
  generally
• 34:54
  would
• 34:54
  be
• 34:54
  looked
• 34:54
  at.
• 34:54
  Right.
• 34:55
  This
• 34:55
  last
• 34:55
  year
• 34:57
  a
• 34:57
  fintech
• 34:58
  company
• 34:59
  used
• 34:59
  us
• 35:00
  in
• 35:00
  their
• 35:00
  sales
• 35:01
  team.
• 35:01
  They
• 35:01
  hired
• 35:02
  250
• 35:03
  SDRs.
• 35:04
  This
• 35:04
  year
• 35:04
  it's
• 35:04
  commission
• 35:05
  only
• 35:05
  sales.
• 35:06
  Their
• 35:06
  retention
• 35:07
  before
• 35:07
  was,
• 35:07
  you
• 35:07
  know,
• 35:08
  30
• 35:08
  some
• 35:08
  percent
• 35:09
  hired,
• 35:10
  brought
• 35:10
  us
• 35:11
  on.
• 35:11
  They
• 35:11
  were
• 35:12
  just
• 35:12
  using
• 35:12
  our
• 35:12
  software,
• 35:13
  had
• 35:13
  one
• 35:14
  person
• 35:14
  who
• 35:14
  screened,
• 35:15
  interviewed
• 35:15
  and
• 35:16
  onboarded
• 35:17
  250
• 35:17
  different
• 35:18
  SDRs.
• 35:18
  Their
• 35:19
  retention
• 35:19
  was
• 35:20
  up
• 35:20
  almost
• 35:21
  double.
• 35:21
  Their
• 35:22
  revenue
• 35:22
  was
• 35:22
  up
• 35:22
  70
• 35:23
  to
• 35:23
  80%
• 35:24
  this
• 35:24
  year.
• 35:25
  Wow,
• 35:25
  that's
• 35:25
  an
• 35:25
  incredible
• 35:26
  outcome.
• 35:27
  They'll
• 35:27
  likely
• 35:27
  sell
• 35:28
  for
• 35:28
  over
• 35:28
  a
• 35:29
  billion
• 35:29
  dollars
• 35:29
  in
• 35:29
  the
• 35:29
  next
• 35:30
  six
• 35:30
  months.
• 35:30
  Wow.
• 35:31
  And
• 35:31
  so
• 35:32
  they,
• 35:32
  they
• 35:32
  were
• 35:33
  an
• 35:33
  early
• 35:33
  customer,
• 35:34
  they
• 35:34
  weren't
• 35:35
  paying
• 35:35
  us
• 35:35
  very
• 35:35
  much
• 35:37
  and
• 35:37
  you
• 35:37
  know,
• 35:37
  so
• 35:38
  their
• 35:38
  ROI
• 35:38
  was.
• 35:39
  I
• 35:40
  don't.
• 35:40
  Yeah,
• 35:41
  a
• 35:41
  thousand
• 35:42
  X.
• 35:43
  Yeah.
• 35:44
  But
• 35:44
  you
• 35:44
  know,
• 35:44
  we,
• 35:45
  they
• 35:46
  won't
• 35:46
  credit
• 35:46
  with
• 35:46
  all
• 35:46
  the
• 35:46
  revenue
• 35:47
  gains
• 35:47
  because
• 35:47
  you
• 35:47
  know.
• 35:48
  No,
• 35:48
  you
• 35:48
  know
• 35:48
  how
• 35:48
  that.
• 35:49
  Oh,
• 35:50
  we
• 35:50
  did
• 35:50
  all
• 35:50
  these
• 35:50
  other
• 35:51
  things
• 35:51
  as
• 35:51
  well.
• 35:52
  Yeah,
• 35:53
  the
• 35:53
  sales
• 35:54
  script,
• 35:54
  that's
• 35:54
  the
• 35:54
  70
• 35:55
  increase.
• 35:55
  Yeah,
• 35:56
  yeah.
• 35:56
  Which.
• 35:57
  Right.
• 35:57
  They,
• 35:57
  they
• 35:58
  shouldn't
• 35:58
  and
• 35:58
  that,
• 35:58
  and
• 35:58
  that's
• 35:59
  why
• 35:59
  it's
• 35:59
  always
• 35:59
  tricky
• 36:00
  to
• 36:00
  kind
• 36:00
  of
• 36:00
  of
• 36:01
  measure
• 36:02
  the
• 36:02
  ROI
• 36:03
  as
• 36:03
  well.
• 36:03
  Yeah,
• 36:04
  of
• 36:04
  course,
• 36:04
  of
• 36:05
  course.
• 36:05
  But
• 36:05
  that
• 36:05
  retention
• 36:06
  measure
• 36:06
  is
• 36:07
  much
• 36:07
  more
• 36:07
  directly
• 36:08
  attributable,
• 36:08
  I
• 36:08
  would
• 36:09
  say.
• 36:10
  I
• 36:10
  think
• 36:10
  you've
• 36:10
  got
• 36:11
  fair
• 36:11
  claim
• 36:11
  to
• 36:11
  a
• 36:11
  portion
• 36:12
  of
• 36:12
  the
• 36:12
  revenue
• 36:12
  one
• 36:12
  in
• 36:12
  the
• 36:13
  knock
• 36:13
  on.
• 36:14
  But
• 36:14
  yeah,
• 36:14
  no,
• 36:14
  absolutely.
• 36:15
  Just
• 36:15
  even
• 36:16
  in
• 36:16
  hiring
• 36:16
  costs
• 36:16
  alone,
• 36:17
  never
• 36:17
  mind
• 36:17
  quality
• 36:18
  of
• 36:18
  employees.
• 36:19
  And
• 36:21
  the
• 36:21
  other
• 36:21
  thing,
• 36:21
  and
• 36:21
  this
• 36:22
  is
• 36:22
  what.
• 36:23
  Which
• 36:23
  has
• 36:23
  been
• 36:23
  apparent
• 36:24
  to
• 36:24
  me,
• 36:24
  working
• 36:24
  in
• 36:24
  big
• 36:25
  companies,
• 36:26
  you
• 36:26
  can
• 36:26
  afford.
• 36:28
  One
• 36:28
  of
• 36:28
  the
• 36:28
  leverage
• 36:30
  advantages
• 36:30
  that
• 36:30
  huge
• 36:31
  companies
• 36:31
  have
• 36:31
  got
• 36:31
  is
• 36:31
  they
• 36:31
  can
• 36:32
  afford
• 36:32
  to
• 36:32
  hire
• 36:33
  bad
• 36:33
  people.
• 36:33
  Right.
• 36:34
  They
• 36:34
  can
• 36:34
  afford
• 36:34
  to
• 36:34
  bring
• 36:35
  on
• 36:35
  20
• 36:36
  people
• 36:36
  straight
• 36:36
  out
• 36:36
  of
• 36:36
  school.
• 36:37
  Right.
• 36:37
  Even
• 36:38
  if
• 36:38
  they
• 36:38
  know
• 36:39
  50%
• 36:39
  of
• 36:40
  them
• 36:40
  will
• 36:40
  be
• 36:40
  gone
• 36:40
  within
• 36:40
  two
• 36:41
  years.
• 36:42
  Because
• 36:43
  if
• 36:43
  just
• 36:43
  one
• 36:44
  of
• 36:44
  them
• 36:44
  goes
• 36:45
  from
• 36:45
  being
• 36:45
  the
• 36:45
  business
• 36:46
  analyst
• 36:46
  to
• 36:46
  the
• 36:46
  manager
• 36:47
  of
• 36:47
  business
• 36:47
  analyst
• 36:47
  to
• 36:47
  the
• 36:48
  director
• 36:48
  of
• 36:48
  business
• 36:48
  analysts
• 36:49
  to
• 36:49
  the
• 36:49
  VP
• 36:49
  of
• 36:49
  business
• 36:49
  analysts,
• 36:50
  they
• 36:50
  have
• 36:50
  saved
• 36:50
  an
• 36:51
  absolute
• 36:51
  fortune
• 36:52
  and
• 36:52
  have
• 36:52
  a
• 36:52
  perfect
• 36:53
  cultural
• 36:53
  match.
• 36:53
  Company
• 36:54
  leader
• 36:54
  for
• 36:55
  the
• 36:55
  future
• 36:55
  and
• 36:56
  somebody.
• 36:56
  Who
• 36:56
  has,
• 36:56
  you
• 36:57
  know,
• 36:57
  10
• 36:57
  years
• 36:57
  of
• 36:57
  domain
• 36:58
  expertise.
• 36:59
  Yep.
• 37:00
  And
• 37:00
  company
• 37:00
  loyalty,
• 37:01
  if
• 37:01
  that's
• 37:01
  the
• 37:01
  thing
• 37:01
  anymore.
• 37:02
  Yeah,
• 37:03
  yeah.
• 37:03
  Maybe
• 37:04
  the,
• 37:04
  the
• 37:04
  measly
• 37:05
  stock
• 37:05
  options
• 37:06
  that,
• 37:06
  you
• 37:06
  know,
• 37:06
  a
• 37:06
  Fortune
• 37:07
  5
• 37:07
  company
• 37:07
  is
• 37:07
  going
• 37:07
  to
• 37:07
  give
• 37:08
  a
• 37:09
  data
• 37:09
  analyst.
• 37:10
  It
• 37:10
  truly
• 37:11
  is
• 37:12
  the.
• 37:14
  On
• 37:15
  paper,
• 37:16
  they
• 37:17
  can
• 37:17
  afford
• 37:17
  to
• 37:17
  make
• 37:18
  bad
• 37:18
  hires.
• 37:19
  If
• 37:20
  somebody's
• 37:20
  on
• 37:20
  the
• 37:20
  team
• 37:21
  where
• 37:21
  that
• 37:21
  bad
• 37:21
  hire
• 37:22
  is,
• 37:23
  they
• 37:23
  would,
• 37:23
  they
• 37:24
  would
• 37:24
  argue
• 37:24
  and
• 37:24
  say,
• 37:25
  no,
• 37:25
  we
• 37:25
  can't
• 37:26
  afford
• 37:26
  to
• 37:26
  make
• 37:26
  bad
• 37:26
  hires
• 37:27
  because
• 37:27
  now
• 37:27
  my
• 37:27
  job's
• 37:28
  miserable.
• 37:28
  Yeah,
• 37:29
  I
• 37:30
  agree.
• 37:31
  In
• 37:32
  the
• 37:32
  big
• 37:32
  machine
• 37:32
  though,
• 37:33
  like
• 37:33
  those,
• 37:33
  those
• 37:34
  people
• 37:34
  are
• 37:34
  the,
• 37:35
  are
• 37:35
  the
• 37:35
  product
• 37:36
  and
• 37:36
  not
• 37:36
  the
• 37:36
  customer.
• 37:37
  So
• 37:38
  that's,
• 37:38
  you
• 37:38
  know,
• 37:39
  there's
• 37:39
  going
• 37:39
  to
• 37:39
  be
• 37:39
  an
• 37:39
  element
• 37:40
  of
• 37:40
  that
• 37:40
  I
• 37:40
  would
• 37:40
  fairly
• 37:41
  apply
• 37:41
  like,
• 37:41
  so
• 37:41
  what?
• 37:42
  Right.
• 37:42
  You
• 37:42
  had
• 37:42
  a
• 37:42
  rough
• 37:43
  time
• 37:43
  for
• 37:43
  a
• 37:43
  couple
• 37:43
  of
• 37:43
  years
• 37:43
  because
• 37:43
  you
• 37:44
  had
• 37:44
  a,
• 37:44
  you
• 37:45
  had
• 37:45
  a
• 37:45
  less
• 37:45
  than
• 37:45
  ideal
• 37:46
  cultural
• 37:46
  fit
• 37:46
  of
• 37:46
  a
• 37:46
  coworker.
• 37:47
  But
• 37:47
  we
• 37:47
  fired
• 37:47
  them
• 37:47
  pretty
• 37:48
  quickly.
• 37:48
  So
• 37:48
  get
• 37:49
  over
• 37:49
  it.
• 37:49
  Like
• 37:49
  that's
• 37:49
  how
• 37:49
  it
• 37:50
  works.
• 37:50
  Yeah.
• 37:51
  You
• 37:51
  just
• 37:51
  end
• 37:51
  up
• 37:51
  with
• 37:52
  less,
• 37:52
  less
• 37:53
  production
• 37:54
  during
• 37:55
  that
• 37:55
  time.
• 37:55
  And
• 37:56
  it
• 37:56
  is
• 37:56
  right
• 37:56
  in
• 37:56
  big
• 37:57
  companies.
• 37:57
  It's
• 37:57
  absorbed.
• 37:58
  I
• 37:58
  worked
• 37:59
  with
• 37:59
  so
• 37:59
  many
• 37:59
  people
• 38:00
  that
• 38:00
  were
• 38:01
  very
• 38:02
  subpar
• 38:03
  at
• 38:03
  UnitedHealth
• 38:04
  Group
• 38:04
  and
• 38:04
  some
• 38:04
  people
• 38:05
  who
• 38:05
  were
• 38:05
  amazing.
• 38:06
  And
• 38:06
  it's
• 38:06
  a
• 38:07
  massive
• 38:07
  organization.
• 38:08
  So
• 38:08
  the
• 38:08
  people
• 38:08
  who
• 38:08
  are
• 38:09
  subpar,
• 38:09
  if
• 38:09
  they
• 38:09
  know
• 38:10
  how
• 38:10
  to
• 38:10
  play
• 38:10
  the
• 38:10
  game,
• 38:11
  they
• 38:11
  get
• 38:11
  promoted
• 38:12
  for
• 38:12
  25
• 38:12
  years.
• 38:13
  Yep.
• 38:14
  Yep.
• 38:14
  Perception
• 38:15
  is
• 38:15
  always
• 38:16
  more
• 38:16
  important
• 38:16
  than
• 38:17
  reality.
• 38:18
  And
• 38:19
  being
• 38:19
  aligned
• 38:20
  is
• 38:20
  more
• 38:20
  important
• 38:20
  than
• 38:21
  being
• 38:21
  right.
• 38:23
  This
• 38:23
  is
• 38:23
  career
• 38:23
  lesson
• 38:24
  gold
• 38:24
  for
• 38:24
  me
• 38:24
  and
• 38:24
  you
• 38:24
  here,
• 38:24
  Jacob.
• 38:27
  If
• 38:28
  only
• 38:28
  we
• 38:28
  both
• 38:28
  still
• 38:29
  worked
• 38:29
  at
• 38:29
  massive
• 38:29
  companies.
• 38:30
  Or
• 38:31
  maybe
• 38:31
  there's
• 38:31
  a
• 38:31
  reason
• 38:31
  that
• 38:31
  we
• 38:32
  don't.
• 38:32
  Anyway,
• 38:35
  anyway,
• 38:36
  you
• 38:36
  use
• 38:36
  this
• 38:36
  for
• 38:36
  your
• 38:37
  own
• 38:37
  team,
• 38:37
  I
• 38:37
  assume
• 38:37
  as
• 38:37
  well.
• 38:38
  Right.
• 38:38
  So
• 38:38
  you
• 38:38
  eat
• 38:38
  your
• 38:38
  own
• 38:39
  dog
• 38:39
  food
• 38:39
  and
• 38:39
  when
• 38:39
  you're,
• 38:40
  when
• 38:40
  you're
• 38:40
  hiring
• 38:40
  yourself.
• 38:41
  Yeah.
• 38:42
  How
• 38:42
  does
• 38:42
  that
• 38:42
  feel
• 38:42
  when
• 38:43
  you're
• 38:43
  on
• 38:43
  the,
• 38:43
  the
• 38:43
  end
• 38:43
  of
• 38:43
  your
• 38:44
  own
• 38:44
  product?
• 38:45
  It's
• 38:45
  fun.
• 38:46
  The
• 38:46
  fastest
• 38:47
  that
• 38:47
  we
• 38:48
  ship
• 38:48
  new
• 38:48
  features
• 38:50
  is
• 38:50
  when
• 38:50
  we
• 38:50
  are
• 38:51
  using
• 38:51
  it.
• 38:53
  And
• 38:53
  so
• 38:54
  we,
• 38:54
  we
• 38:54
  just
• 38:55
  brought
• 38:55
  on
• 38:55
  another
• 38:56
  for,
• 38:56
  for
• 38:56
  some
• 38:57
  of
• 38:57
  our
• 38:57
  I
• 38:57
  mean
• 38:58
  we're,
• 38:58
  we're
• 38:58
  always
• 38:59
  evolving
• 38:59
  our
• 39:00
  business
• 39:00
  model
• 39:00
  of,
• 39:00
  we
• 39:01
  started
• 39:01
  off
• 39:01
  and
• 39:01
  it
• 39:01
  was
• 39:02
  like,
• 39:02
  hey,
• 39:02
  here's
• 39:02
  software,
• 39:03
  you
• 39:03
  can
• 39:03
  use
• 39:03
  this,
• 39:04
  you
• 39:04
  plug
• 39:04
  it
• 39:04
  into
• 39:04
  your
• 39:05
  hiring
• 39:05
  process.
• 39:06
  We
• 39:06
  still
• 39:06
  have
• 39:07
  customers
• 39:07
  that
• 39:07
  do
• 39:07
  that
• 39:08
  and
• 39:08
  we
• 39:08
  still
• 39:08
  bring
• 39:08
  people
• 39:08
  on
• 39:09
  like
• 39:09
  that.
• 39:10
  There's
• 39:10
  kind
• 39:10
  of
• 39:11
  a
• 39:11
  new
• 39:11
  emerging
• 39:12
  of
• 39:12
  some
• 39:12
  people
• 39:12
  are
• 39:13
  like,
• 39:13
  hey,
• 39:13
  I
• 39:13
  don't
• 39:13
  actually
• 39:14
  want
• 39:14
  to
• 39:14
  use
• 39:15
  the,
• 39:16
  I
• 39:16
  don't
• 39:16
  want
• 39:16
  to
• 39:16
  have
• 39:17
  to
• 39:17
  learn
• 39:17
  the
• 39:17
  software.
• 39:18
  It's
• 39:18
  mostly
• 39:18
  for
• 39:19
  smaller
• 39:19
  businesses
• 39:19
  or
• 39:19
  one
• 39:20
  off
• 39:20
  and
• 39:20
  they're
• 39:20
  like,
• 39:20
  hey,
• 39:20
  can
• 39:20
  you
• 39:21
  just
• 39:21
  use
• 39:21
  it
• 39:22
  for
• 39:22
  me?
• 39:23
  Can
• 39:23
  you
• 39:23
  go
• 39:24
  and
• 39:24
  you
• 39:24
  know,
• 39:24
  with
• 39:25
  your
• 39:25
  software,
• 39:25
  post
• 39:26
  it
• 39:26
  on
• 39:26
  the
• 39:26
  job
• 39:27
  boards?
• 39:28
  And
• 39:28
  then
• 39:28
  you
• 39:29
  just
• 39:29
  put
• 39:29
  finalists
• 39:29
  on
• 39:30
  my
• 39:30
  calendar.
• 39:30
  Essentially
• 39:31
  a
• 39:31
  recruit
• 39:32
  95%
• 39:33
  of
• 39:33
  the
• 39:33
  recruiting
• 39:33
  experience.
• 39:34
  And
• 39:34
  so
• 39:34
  we
• 39:35
  just,
• 39:35
  we
• 39:35
  just
• 39:35
  brought
• 39:35
  on
• 39:36
  a
• 39:36
  new
• 39:36
  recruiter
• 39:37
  to
• 39:37
  help
• 39:38
  manage
• 39:38
  some
• 39:39
  of
• 39:39
  that
• 39:39
  where
• 39:39
  they
• 39:40
  don't
• 39:40
  do
• 39:40
  a
• 39:40
  lot
• 39:40
  of
• 39:40
  their
• 39:40
  job
• 39:41
  because
• 39:41
  the
• 39:41
  software
• 39:41
  does
• 39:42
  almost
• 39:42
  all
• 39:43
  of
• 39:43
  the
• 39:43
  screening
• 39:44
  and
• 39:44
  understanding.
• 39:45
  I
• 39:45
  mean
• 39:45
  the
• 39:45
  world
• 39:46
  of
• 39:46
  recruitment
• 39:46
  is
• 39:46
  just
• 39:46
  a
• 39:47
  massive
• 39:47
  AR
• 39:47
  driven
• 39:47
  shit
• 39:48
  show
• 39:48
  right
• 39:48
  now.
• 39:49
  Yes,
• 39:50
  it's
• 39:50
  inflation
• 39:51
  on
• 39:51
  both
• 39:51
  sides
• 39:52
  in
• 39:52
  terms
• 39:53
  of,
• 39:53
  you
• 39:53
  know,
• 39:53
  tons
• 39:54
  of
• 39:54
  automated
• 39:55
  applicants,
• 39:56
  tons
• 39:56
  of
• 39:56
  automated
• 39:57
  screening,
• 39:57
  which
• 39:58
  the
• 39:58
  large
• 39:58
  majority
• 39:59
  of
• 39:59
  it
• 39:59
  is
• 40:00
  still
• 40:00
  just
• 40:00
  keyword
• 40:01
  matching.
• 40:02
  And
• 40:02
  they're
• 40:02
  calling
• 40:02
  it
• 40:02
  AI.
• 40:03
  I
• 40:03
  have
• 40:03
  no
• 40:03
  sympathy
• 40:04
  for
• 40:04
  companies,
• 40:04
  by
• 40:05
  the
• 40:05
  way,
• 40:05
  because
• 40:05
  they
• 40:05
  started
• 40:05
  it
• 40:06
  with
• 40:06
  the
• 40:06
  applicant
• 40:07
  tracking
• 40:07
  system.
• 40:07
  AI
• 40:08
  Keyword
• 40:08
  matching.
• 40:09
  Like
• 40:09
  they
• 40:09
  started
• 40:09
  it.
• 40:10
  And
• 40:11
  just
• 40:11
  like
• 40:11
  we
• 40:11
  talked
• 40:11
  about,
• 40:11
  the
• 40:12
  culture
• 40:12
  of
• 40:12
  the
• 40:12
  job
• 40:13
  market
• 40:13
  was
• 40:14
  we
• 40:14
  are
• 40:14
  going
• 40:14
  to
• 40:14
  incentivize
• 40:15
  and
• 40:15
  reward
• 40:15
  you
• 40:15
  matching
• 40:16
  our
• 40:16
  keywords.
• 40:17
  So
• 40:17
  that's
• 40:17
  what
• 40:17
  people
• 40:17
  do.
• 40:18
  It's
• 40:18
  a
• 40:19
  game.
• 40:19
  It's
• 40:20
  all,
• 40:20
  everything's
• 40:21
  a
• 40:21
  game
• 40:21
  and
• 40:22
  if
• 40:22
  you
• 40:22
  know
• 40:22
  the
• 40:22
  rules,
• 40:23
  you
• 40:23
  can
• 40:23
  win.
• 40:24
  And
• 40:24
  right
• 40:24
  now
• 40:25
  the
• 40:25
  game
• 40:25
  in
• 40:25
  hiring
• 40:25
  is
• 40:27
  don't
• 40:27
  apply
• 40:27
  to
• 40:28
  anything.
• 40:29
  Reach
• 40:30
  out
• 40:30
  and
• 40:31
  you
• 40:31
  know,
• 40:31
  find
• 40:32
  somebody
• 40:32
  that
• 40:32
  is
• 40:33
  either
• 40:33
  the
• 40:33
  boss
• 40:34
  or
• 40:34
  the
• 40:34
  hiring
• 40:34
  manager
• 40:35
  or
• 40:35
  somewhere
• 40:35
  around
• 40:35
  it
• 40:36
  and
• 40:36
  get
• 40:36
  them
• 40:36
  on
• 40:37
  the
• 40:37
  phone
• 40:37
  and
• 40:37
  be
• 40:37
  like,
• 40:37
  hey,
• 40:38
  I
• 40:38
  just
• 40:38
  want
• 40:38
  to
• 40:38
  learn
• 40:38
  about
• 40:39
  your
• 40:39
  company,
• 40:39
  I
• 40:39
  want
• 40:39
  to
• 40:39
  learn
• 40:40
  about
• 40:40
  your
• 40:40
  job.
• 40:40
  How'd
• 40:40
  you
• 40:41
  get
• 40:41
  where
• 40:41
  you
• 40:41
  are?
• 40:41
  Become
• 40:42
  their
• 40:42
  friend.
• 40:43
  And
• 40:43
  then
• 40:43
  they
• 40:44
  will
• 40:44
  ask
• 40:44
  you,
• 40:44
  hey,
• 40:45
  like,
• 40:45
  what
• 40:45
  are
• 40:45
  you
• 40:45
  doing?
• 40:46
  How
• 40:46
  can
• 40:46
  I
• 40:46
  help?
• 40:47
  Well,
• 40:47
  actually
• 40:47
  I'm
• 40:47
  like,
• 40:48
  I
• 40:48
  do
• 40:48
  this,
• 40:49
  you
• 40:49
  know,
• 40:49
  anybody
• 40:49
  I
• 40:49
  should
• 40:50
  talk
• 40:50
  to?
• 40:50
  And
• 40:50
  they'll
• 40:50
  be
• 40:50
  like,
• 40:50
  oh,
• 40:50
  well,
• 40:51
  here's
• 40:51
  the
• 40:51
  manager
• 40:52
  we're
• 40:52
  hiring.
• 40:52
  You
• 40:53
  sound
• 40:53
  perfect.
• 40:54
  That's
• 40:54
  how
• 40:54
  people
• 40:54
  are
• 40:54
  getting
• 40:55
  jobs
• 40:55
  today,
• 40:55
  it's
• 40:56
  not
• 40:56
  applying.
• 40:56
  Yeah,
• 40:57
  I,
• 40:57
  I,
• 40:57
  I
• 40:57
  saw
• 40:58
  the,
• 41:00
  I
• 41:01
  think
• 41:01
  people
• 41:01
  have
• 41:01
  the,
• 41:01
  the
• 41:01
  wrong
• 41:02
  metric
• 41:02
  around
• 41:02
  this.
• 41:02
  I've,
• 41:03
  you
• 41:03
  know,
• 41:03
  spoken
• 41:03
  to
• 41:03
  people
• 41:04
  who've,
• 41:05
  I've
• 41:05
  applied
• 41:06
  for
• 41:06
  300
• 41:06
  jobs
• 41:06
  in
• 41:06
  one
• 41:07
  week.
• 41:07
  Like,
• 41:07
  yeah,
• 41:07
  you've
• 41:08
  probably
• 41:08
  just
• 41:08
  wasted
• 41:08
  your
• 41:09
  time.
• 41:09
  And
• 41:10
  I
• 41:10
  saw
• 41:10
  an
• 41:10
  article
• 41:10
  this
• 41:11
  morning
• 41:11
  that
• 41:11
  said
• 41:11
  the
• 41:11
  LinkedIn
• 41:12
  Easy
• 41:12
  Apply
• 41:12
  button
• 41:13
  should
• 41:13
  be
• 41:13
  the
• 41:13
  throw
• 41:13
  my
• 41:13
  resume
• 41:14
  in
• 41:14
  the
• 41:14
  trash
• 41:14
  button
• 41:15
  for
• 41:17
  however
• 41:17
  effective
• 41:19
  it
• 41:19
  is
• 41:19
  or
• 41:20
  isn't.
• 41:21
  So
• 41:21
  that
• 41:21
  can't
• 41:22
  sustain.
• 41:23
  I
• 41:23
  think
• 41:23
  there's
• 41:23
  also
• 41:23
  a
• 41:24
  thing,
• 41:25
  a
• 41:25
  trend
• 41:25
  that
• 41:25
  I
• 41:25
  see
• 41:26
  coming.
• 41:27
  And
• 41:27
  there's
• 41:27
  a
• 41:27
  wonderful
• 41:28
  friend
• 41:28
  of
• 41:28
  mine,
• 41:28
  Jules,
• 41:29
  her
• 41:29
  name
• 41:30
  is,
• 41:30
  who
• 41:31
  helps
• 41:31
  coach
• 41:32
  people
• 41:32
  into
• 41:33
  portfolio
• 41:33
  careers,
• 41:34
  as
• 41:34
  she
• 41:34
  calls
• 41:34
  them,
• 41:35
  where
• 41:35
  people
• 41:36
  will
• 41:36
  work
• 41:36
  two
• 41:36
  days
• 41:36
  for
• 41:36
  this
• 41:37
  company,
• 41:37
  two
• 41:37
  days
• 41:37
  for
• 41:37
  that
• 41:38
  company,
• 41:38
  and
• 41:38
  then
• 41:38
  one
• 41:38
  day
• 41:38
  doing
• 41:39
  their
• 41:39
  own
• 41:39
  thing.
• 41:41
  So
• 41:41
  I
• 41:41
  think
• 41:41
  people's
• 41:42
  desire,
• 41:42
  because
• 41:43
  I
• 41:43
  think
• 41:43
  the
• 41:45
  mirage
• 41:45
  of
• 41:46
  security
• 41:47
  from
• 41:47
  big
• 41:47
  corporations
• 41:48
  is
• 41:49
  disappearing
• 41:50
  before
• 41:50
  people's
• 41:50
  eyes.
• 41:51
  I
• 41:51
  think
• 41:51
  some
• 41:51
  of
• 41:52
  that
• 41:52
  is
• 41:52
  driven
• 41:52
  by
• 41:52
  it
• 41:52
  being
• 41:53
  a
• 41:53
  biased
• 41:53
  market.
• 41:54
  And
• 41:55
  companies
• 41:56
  that
• 41:56
  used
• 41:56
  to
• 41:57
  try
• 41:57
  and
• 41:57
  bury
• 41:58
  the
• 41:58
  bad
• 41:58
  news
• 41:58
  of
• 41:58
  layoffs
• 41:59
  now
• 41:59
  just
• 41:59
  flagrantly
• 42:00
  say,
• 42:00
  we
• 42:00
  know
• 42:00
  that
• 42:01
  another
• 42:02
  30,000
• 42:02
  gone,
• 42:04
  so
• 42:04
  the
• 42:04
  worm
• 42:04
  has
• 42:05
  turned
• 42:05
  a
• 42:05
  little
• 42:05
  bit.
• 42:06
  And
• 42:06
  then
• 42:06
  for
• 42:07
  your
• 42:07
  end
• 42:07
  of
• 42:07
  it,
• 42:08
  you're
• 42:08
  able
• 42:09
  to
• 42:09
  collect
• 42:09
  more
• 42:09
  data
• 42:10
  and
• 42:10
  in
• 42:10
  theory,
• 42:11
  like
• 42:11
  match
• 42:11
  people
• 42:12
  more
• 42:12
  effectively
• 42:12
  for
• 42:13
  places
• 42:13
  that
• 42:13
  they're
• 42:13
  going
• 42:13
  to
• 42:13
  be
• 42:14
  successful.
• 42:14
  Like,
• 42:14
  where
• 42:14
  does
• 42:15
  it
• 42:15
  all
• 42:15
  end?
• 42:15
  Like,
• 42:16
  where
• 42:16
  are
• 42:16
  we
• 42:16
  going
• 42:16
  to
• 42:17
  be
• 42:17
  five,
• 42:17
  ten
• 42:17
  years
• 42:17
  down
• 42:18
  the
• 42:18
  road?
• 42:18
  Where
• 42:18
  do
• 42:18
  you
• 42:18
  think
• 42:19
  this
• 42:19
  all
• 42:19
  ends
• 42:19
  up?
• 42:19
  I
• 42:19
  think
• 42:20
  indeed
• 42:20
  dies
• 42:22
  because
• 42:22
  people
• 42:23
  get
• 42:23
  tired
• 42:23
  of
• 42:24
  spending
• 42:24
  thousands
• 42:25
  of
• 42:25
  dollars
• 42:25
  for
• 42:25
  crap
• 42:26
  candidates.
• 42:26
  Instead
• 42:27
  it
• 42:27
  shifts
• 42:27
  more
• 42:28
  to,
• 42:28
  and
• 42:29
  we
• 42:29
  pay
• 42:30
  attention
• 42:30
  to
• 42:31
  alignment
• 42:31
  on
• 42:32
  culture
• 42:32
  and
• 42:32
  values
• 42:33
  and
• 42:33
  motivations
• 42:34
  than
• 42:35
  years
• 42:35
  of
• 42:35
  experience
• 42:36
  and
• 42:37
  marking
• 42:37
  the
• 42:37
  box
• 42:38
  on
• 42:38
  skills
• 42:38
  that,
• 42:39
  you
• 42:39
  know,
• 42:39
  people
• 42:39
  say
• 42:39
  they
• 42:39
  have
• 42:40
  that
• 42:40
  they
• 42:40
  don't
• 42:40
  actually.
• 42:41
  And
• 42:42
  because
• 42:43
  really
• 42:43
  the
• 42:43
  thing
• 42:43
  that's
• 42:43
  most
• 42:44
  important
• 42:44
  is
• 42:44
  I
• 42:44
  think
• 42:45
  there's,
• 42:45
  there's
• 42:45
  hardly
• 42:46
  anybody
• 42:46
  who
• 42:46
  would,
• 42:47
  who
• 42:47
  would
• 42:48
  rather
• 42:48
  take
• 42:48
  somebody
• 42:49
  who
• 42:49
  has
• 42:49
  lots
• 42:49
  of
• 42:50
  years
• 42:50
  of
• 42:50
  experience
• 42:51
  but
• 42:51
  poor
• 42:52
  work
• 42:52
  ethic
• 42:52
  and
• 42:53
  value
• 42:53
  alignment
• 42:54
  versus
• 42:54
  somebody
• 42:55
  who
• 42:55
  has
• 42:55
  almost
• 42:55
  no
• 42:56
  experience
• 42:56
  but
• 42:57
  high
• 42:58
  levels
• 42:58
  of
• 42:58
  alignment
• 42:59
  and
• 43:00
  attitude
• 43:00
  and
• 43:00
  work
• 43:01
  ethic.
• 43:02
  Because
• 43:02
  you
• 43:03
  can,
• 43:03
  for
• 43:03
  almost
• 43:03
  any
• 43:04
  job
• 43:04
  you
• 43:04
  can
• 43:04
  train
• 43:05
  somebody
• 43:05
  into
• 43:05
  it
• 43:06
  or.
• 43:06
  They
• 43:06
  can
• 43:06
  train
• 43:06
  themselves.
• 43:07
  Now,
• 43:07
  like
• 43:07
  you
• 43:07
  learn
• 43:08
  anything
• 43:08
  on
• 43:08
  YouTube.
• 43:09
  Yeah.
• 43:09
  Or
• 43:09
  you
• 43:10
  don't
• 43:10
  even
• 43:10
  have
• 43:10
  to
• 43:10
  go
• 43:10
  to
• 43:10
  YouTube
• 43:11
  anymore.
• 43:11
  You
• 43:11
  just
• 43:12
  go
• 43:12
  to
• 43:12
  ChatGPT
• 43:12
  and
• 43:13
  say,
• 43:13
  hey,
• 43:13
  teach
• 43:13
  me
• 43:13
  how
• 43:13
  to
• 43:13
  do
• 43:14
  this.
• 43:14
  I
• 43:14
  have,
• 43:15
  one
• 43:15
  of
• 43:15
  my
• 43:15
  good
• 43:15
  friends
• 43:16
  is
• 43:16
  a
• 43:16
  VP
• 43:16
  of
• 43:17
  marketing
• 43:17
  and
• 43:18
  he
• 43:18
  writes
• 43:18
  more
• 43:19
  code
• 43:19
  and
• 43:20
  ships
• 43:20
  more
• 43:21
  apps
• 43:21
  right
• 43:21
  now
• 43:22
  for
• 43:22
  side
• 43:22
  gigs
• 43:23
  than
• 43:24
  most
• 43:25
  software
• 43:25
  developers
• 43:25
  I
• 43:25
  know
• 43:26
  because
• 43:26
  he
• 43:27
  just
• 43:27
  has
• 43:27
  put
• 43:27
  his
• 43:28
  mind
• 43:28
  to
• 43:28
  it
• 43:28
  and
• 43:28
  has
• 43:29
  learned
• 43:30
  in
• 43:30
  the
• 43:30
  last
• 43:31
  six
• 43:31
  months.
• 43:31
  And
• 43:32
  that
• 43:32
  is
• 43:32
  getting
• 43:32
  easier.
• 43:33
  Like
• 43:33
  six
• 43:34
  months
• 43:34
  ago,
• 43:34
  even
• 43:35
  people
• 43:35
  could
• 43:36
  produce
• 43:36
  flashy
• 43:36
  front
• 43:36
  ends.
• 43:37
  But
• 43:37
  the
• 43:37
  integration
• 43:38
  was
• 43:38
  still
• 43:38
  a
• 43:38
  tricky
• 43:38
  part.
• 43:39
  You
• 43:39
  still
• 43:39
  need
• 43:39
  a
• 43:40
  talented
• 43:40
  kind
• 43:40
  of
• 43:41
  mid
• 43:41
  senior
• 43:41
  level
• 43:41
  engineer
• 43:42
  to
• 43:42
  do
• 43:42
  the
• 43:42
  integration.
• 43:43
  But
• 43:43
  now
• 43:44
  all
• 43:44
  of
• 43:44
  that's
• 43:44
  been
• 43:45
  packaged
• 43:45
  in.
• 43:46
  I
• 43:46
  saw
• 43:46
  YouTube
• 43:47
  yesterday
• 43:47
  on
• 43:47
  something
• 43:47
  called
• 43:48
  Ralphbot
• 43:49
  and
• 43:49
  It
• 43:49
  operates
• 43:49
  on
• 43:49
  a
• 43:50
  command
• 43:50
  line
• 43:50
  interface,
• 43:51
  but
• 43:51
  basically
• 43:51
  sits
• 43:51
  on
• 43:51
  top
• 43:51
  of
• 43:52
  Claude
• 43:52
  code
• 43:53
  and
• 43:53
  makes
• 43:53
  it
• 43:53
  easy
• 43:53
  for
• 43:54
  and
• 43:54
  like
• 43:54
  you
• 43:54
  don't
• 43:54
  have
• 43:54
  to
• 43:55
  even
• 43:55
  go
• 43:55
  near
• 43:55
  the
• 43:55
  code.
• 43:56
  And
• 43:56
  it
• 43:56
  will
• 43:56
  write
• 43:56
  everything
• 43:56
  for
• 43:57
  you
• 43:57
  and
• 43:57
  it
• 43:57
  will
• 43:57
  feature
• 43:58
  bug
• 43:58
  test
• 43:58
  for
• 43:59
  you.
• 43:59
  I'll
• 43:59
  send
• 43:59
  you
• 43:59
  the
• 44:00
  link
• 44:00
  afterwards
• 44:00
  so
• 44:00
  you
• 44:00
  can,
• 44:01
  so
• 44:01
  you
• 44:01
  can
• 44:02
  take
• 44:02
  a
• 44:02
  look.
• 44:02
  The
• 44:02
  difference
• 44:03
  in
• 44:04
  15
• 44:05
  months
• 44:05
  ago,
• 44:05
  when
• 44:05
  I
• 44:05
  was
• 44:06
  first
• 44:06
  building
• 44:06
  higher
• 44:06
  aligned,
• 44:08
  sure
• 44:08
  AI
• 44:09
  made
• 44:09
  it
• 44:09
  a
• 44:09
  lot
• 44:09
  faster,
• 44:09
  but
• 44:10
  it
• 44:10
  was
• 44:10
  still
• 44:10
  a
• 44:11
  lot
• 44:11
  of
• 44:11
  debugging
• 44:12
  and
• 44:12
  actually
• 44:12
  getting
• 44:13
  in
• 44:13
  and
• 44:13
  changing
• 44:13
  things.
• 44:14
  Now
• 44:14
  it's
• 44:15
  imessage
• 44:16
  cursor
• 44:16
  in
• 44:17
  Slack
• 44:18
  and
• 44:18
  a
• 44:18
  pull
• 44:18
  request
• 44:19
  comes
• 44:19
  back
• 44:20
  and
• 44:20
  I
• 44:20
  go
• 44:20
  in
• 44:20
  and
• 44:21
  check
• 44:21
  it
• 44:21
  and
• 44:22
  pull
• 44:22
  it
• 44:22
  up,
• 44:23
  merge
• 44:23
  it
• 44:23
  into
• 44:23
  dev,
• 44:24
  go
• 44:25
  in,
• 44:25
  play
• 44:25
  around,
• 44:26
  it
• 44:26
  looks
• 44:27
  good,
• 44:27
  if
• 44:27
  not,
• 44:27
  I
• 44:27
  fix
• 44:27
  it
• 44:28
  and
• 44:29
  it's
• 44:29
  in
• 44:29
  production
• 44:29
  in
• 44:29
  15
• 44:30
  minutes
• 44:30
  from
• 44:31
  my
• 44:31
  phone.
• 44:33
  People
• 44:33
  like
• 44:33
  you
• 44:33
  and
• 44:34
  I
• 44:34
  have
• 44:34
  some
• 44:34
  form
• 44:34
  of
• 44:34
  advantage.
• 44:35
  I
• 44:35
  was
• 44:35
  a
• 44:36
  computer
• 44:36
  science
• 44:36
  major
• 44:37
  as
• 44:37
  well,
• 44:37
  so
• 44:37
  I
• 44:37
  spent
• 44:37
  a
• 44:38
  lot
• 44:38
  of
• 44:38
  time
• 44:38
  coding
• 44:40
  there
• 44:40
  as
• 44:40
  well.
• 44:40
  I
• 44:40
  found
• 44:40
  cursor
• 44:41
  incredible
• 44:41
  even
• 44:41
  like
• 44:42
  12
• 44:42
  months
• 44:42
  ago
• 44:43
  for
• 44:43
  someone
• 44:43
  who's
• 44:44
  capable
• 44:45
  but
• 44:45
  not
• 44:45
  proficient
• 44:46
  at
• 44:46
  coding
• 44:47
  just
• 44:47
  to
• 44:47
  highlight
• 44:48
  and
• 44:48
  say
• 44:48
  what
• 44:48
  is
• 44:48
  this
• 44:49
  code
• 44:49
  doing?
• 44:50
  And
• 44:51
  have
• 44:51
  someone
• 44:51
  actually
• 44:51
  explain
• 44:52
  it
• 44:52
  in
• 44:52
  an
• 44:52
  easy
• 44:53
  to
• 44:53
  understand
• 44:53
  way.
• 44:54
  And
• 44:54
  then
• 44:55
  all
• 44:55
  the
• 44:55
  changes
• 44:55
  were
• 44:55
  then
• 44:55
  easier
• 44:56
  to
• 44:56
  do.
• 44:56
  So
• 44:57
  I
• 44:57
  still
• 44:57
  think
• 44:58
  there's
• 44:58
  some
• 44:58
  advantage
• 44:59
  to
• 44:59
  people
• 45:00
  who
• 45:00
  are
• 45:00
  comfortable
• 45:01
  being
• 45:01
  code
• 45:01
  native,
• 45:02
  but
• 45:02
  that's
• 45:03
  going
• 45:03
  to
• 45:03
  disappear
• 45:03
  in
• 45:03
  time.
• 45:04
  The
• 45:04
  algorithms
• 45:06
  will
• 45:07
  get
• 45:07
  better.
• 45:07
  And
• 45:08
  I
• 45:08
  do
• 45:09
  often
• 45:09
  sit
• 45:10
  and
• 45:10
  wonder
• 45:10
  how
• 45:11
  many
• 45:11
  people
• 45:11
  are
• 45:11
  sitting,
• 45:12
  coasting.
• 45:12
  The
• 45:13
  coasters
• 45:13
  that
• 45:13
  we
• 45:13
  talked
• 45:13
  about,
• 45:14
  people
• 45:14
  coasting
• 45:14
  who
• 45:15
  have
• 45:15
  figured
• 45:15
  out
• 45:16
  their
• 45:16
  political
• 45:16
  game,
• 45:17
  they're
• 45:17
  coasting,
• 45:17
  they're
• 45:17
  getting
• 45:18
  a
• 45:18
  decent
• 45:18
  set
• 45:18
  gallery,
• 45:20
  they
• 45:20
  have
• 45:20
  established
• 45:21
  the
• 45:21
  correct
• 45:21
  route
• 45:21
  to
• 45:22
  job
• 45:22
  security,
• 45:22
  which
• 45:22
  is
• 45:23
  sufficient
• 45:23
  influence
• 45:24
  and
• 45:24
  network
• 45:24
  such
• 45:25
  that
• 45:25
  nobody
• 45:25
  will
• 45:25
  come
• 45:26
  for
• 45:26
  them.
• 45:27
  And
• 45:27
  the
• 45:27
  opportunity
• 45:28
  that
• 45:28
  creates
• 45:29
  to
• 45:29
  run
• 45:29
  multiple
• 45:29
  things
• 45:30
  on
• 45:30
  the
• 45:30
  side
• 45:32
  is
• 45:32
  incredible
• 45:33
  right
• 45:33
  now.
• 45:33
  So
• 45:33
  that's
• 45:34
  why
• 45:34
  I
• 45:34
  think
• 45:34
  the
• 45:34
  world's
• 45:35
  heading
• 45:35
  towards
• 45:35
  this
• 45:35
  portfolio
• 45:36
  career
• 45:36
  model
• 45:36
  that
• 45:36
  my
• 45:37
  friend
• 45:37
  Jules.
• 45:37
  I'll
• 45:38
  put
• 45:38
  the
• 45:38
  link
• 45:38
  in
• 45:38
  the
• 45:38
  description
• 45:39
  for
• 45:39
  everyone
• 45:39
  else
• 45:40
  as
• 45:40
  well
• 45:40
  as
• 45:40
  all
• 45:40
  of
• 45:41
  your
• 45:41
  stuff,
• 45:41
  Jacob.
• 45:43
  That's
• 45:43
  why
• 45:44
  I
• 45:44
  think
• 45:44
  the
• 45:44
  world
• 45:45
  is
• 45:45
  heading
• 45:45
  that
• 45:46
  way.
• 45:46
  And
• 45:46
  I
• 45:46
  think
• 45:47
  what
• 45:47
  you're
• 45:47
  doing,
• 45:47
  Jacob,
• 45:48
  with
• 45:48
  the
• 45:48
  cultural
• 45:48
  fit
• 45:49
  and
• 45:50
  quantifying
• 45:51
  that
• 45:51
  to
• 45:51
  some
• 45:51
  extent
• 45:52
  only
• 45:52
  facilitates
• 45:53
  and
• 45:53
  accelerates
• 45:53
  it.
• 45:54
  Yeah,
• 45:55
  there's.
• 45:55
  There's
• 45:56
  a
• 45:56
  book
• 45:56
  that
• 45:56
  I
• 45:56
  read
• 45:58
  seven
• 45:58
  or
• 45:58
  eight
• 45:59
  years
• 45:59
  ago
• 45:59
  called
• 45:59
  the
• 45:59
  alliance
• 46:00
  by
• 46:00
  Reid
• 46:00
  Hoffman,
• 46:01
  the
• 46:01
  founder
• 46:01
  of
• 46:01
  LinkedIn.
• 46:02
  Not
• 46:03
  a
• 46:03
  ton
• 46:03
  of
• 46:03
  people
• 46:03
  have
• 46:03
  heard
• 46:03
  about
• 46:04
  this
• 46:04
  book.
• 46:04
  I
• 46:04
  don't
• 46:04
  know
• 46:04
  why
• 46:05
  it
• 46:05
  wasn't
• 46:05
  more
• 46:05
  popular,
• 46:07
  but
• 46:07
  in
• 46:07
  it
• 46:07
  he
• 46:07
  describes
• 46:08
  the
• 46:08
  working
• 46:08
  model
• 46:09
  that
• 46:09
  they
• 46:09
  established
• 46:10
  at
• 46:10
  LinkedIn
• 46:10
  and
• 46:10
  kind
• 46:11
  of
• 46:11
  the
• 46:11
  history
• 46:11
  of
• 46:11
  employment
• 46:12
  in
• 46:12
  the
• 46:12
  United
• 46:12
  States.
• 46:13
  Where
• 46:14
  you
• 46:14
  think
• 46:14
  of
• 46:15
  the
• 46:15
  Industrial
• 46:15
  Revolution,
• 46:16
  people
• 46:16
  started
• 46:16
  working
• 46:17
  and
• 46:17
  then
• 46:17
  they'd
• 46:17
  have
• 46:17
  pensions.
• 46:18
  So
• 46:19
  you
• 46:19
  work
• 46:20
  somewhere
• 46:20
  for
• 46:20
  your
• 46:21
  whole
• 46:21
  life,
• 46:21
  you
• 46:21
  are
• 46:21
  married
• 46:22
  to
• 46:22
  a
• 46:22
  job.
• 46:23
  Leaving
• 46:23
  was
• 46:24
  really
• 46:24
  weird
• 46:24
  because
• 46:24
  you,
• 46:25
  you
• 46:25
  know,
• 46:25
  put
• 46:25
  this
• 46:25
  pension
• 46:26
  at
• 46:26
  jeopardy.
• 46:27
  Then
• 46:27
  you
• 46:27
  come
• 46:27
  into
• 46:28
  the
• 46:28
  60s,
• 46:28
  70s,
• 46:29
  80s,
• 46:29
  pensions
• 46:30
  stopped
• 46:30
  being
• 46:30
  a
• 46:31
  thing,
• 46:32
  but
• 46:32
  people
• 46:32
  kept
• 46:33
  being
• 46:33
  married
• 46:34
  to
• 46:34
  their
• 46:34
  job.
• 46:35
  And
• 46:35
  the
• 46:35
  loyalty
• 46:36
  that
• 46:36
  existed,
• 46:38
  even
• 46:38
  up
• 46:38
  until
• 46:39
  today,
• 46:39
  it's
• 46:39
  mostly
• 46:40
  gone.
• 46:41
  But
• 46:41
  you
• 46:42
  have
• 46:42
  this
• 46:42
  fake
• 46:44
  ingenuine
• 46:44
  or
• 46:45
  disingenuous
• 46:45
  loyalty
• 46:46
  to
• 46:46
  a
• 46:46
  company
• 46:47
  where
• 46:47
  anyone
• 46:48
  for
• 46:48
  an
• 46:48
  extra
• 46:49
  $10,000
• 46:50
  is,
• 46:50
  would
• 46:50
  be
• 46:50
  willing
• 46:51
  to
• 46:51
  interview
• 46:51
  for
• 46:51
  a
• 46:52
  job.
• 46:52
  And
• 46:53
  we
• 46:53
  pretend
• 46:54
  that
• 46:54
  you
• 46:55
  are
• 46:55
  bad
• 46:55
  for
• 46:55
  interviewing.
• 46:56
  Like,
• 46:56
  you
• 46:56
  are
• 46:57
  disloyal
• 46:58
  and
• 46:59
  your
• 46:59
  manager,
• 47:00
  who
• 47:00
  says
• 47:00
  that
• 47:01
  they
• 47:01
  also
• 47:01
  would
• 47:01
  go
• 47:02
  do
• 47:02
  the
• 47:02
  exact
• 47:02
  same
• 47:03
  thing.
• 47:03
  And
• 47:04
  so
• 47:04
  he
• 47:05
  proposes
• 47:05
  this
• 47:05
  idea
• 47:06
  of,
• 47:06
  he
• 47:06
  calls
• 47:06
  it
• 47:07
  tours
• 47:07
  of
• 47:07
  duty,
• 47:07
  where
• 47:08
  essentially
• 47:08
  you
• 47:08
  sit
• 47:09
  down
• 47:09
  and
• 47:09
  you're
• 47:09
  like,
• 47:09
  hey,
• 47:10
  let's
• 47:10
  look.
• 47:10
  We
• 47:10
  value
• 47:11
  you
• 47:11
  as
• 47:11
  a
• 47:11
  human.
• 47:12
  When
• 47:12
  you
• 47:12
  come
• 47:12
  onto
• 47:12
  this
• 47:13
  team
• 47:13
  or
• 47:13
  project,
• 47:13
  there's
• 47:14
  a
• 47:14
  certain
• 47:14
  amount
• 47:14
  of
• 47:14
  time
• 47:15
  that
• 47:15
  this
• 47:15
  will
• 47:15
  last
• 47:15
  for
• 47:16
  the
• 47:16
  thing
• 47:16
  that
• 47:16
  we
• 47:16
  brought
• 47:17
  you
• 47:17
  on
• 47:17
  to
• 47:17
  do.
• 47:17
  The
• 47:17
  most
• 47:17
  important
• 47:18
  thing.
• 47:18
  When
• 47:19
  that
• 47:19
  is
• 47:19
  done,
• 47:19
  you
• 47:19
  know,
• 47:19
  six
• 47:20
  to
• 47:20
  six
• 47:20
  months
• 47:21
  to
• 47:21
  three
• 47:21
  years,
• 47:21
  when
• 47:21
  that's
• 47:22
  done,
• 47:22
  you'll
• 47:22
  be
• 47:23
  more
• 47:23
  valuable
• 47:23
  to
• 47:23
  us,
• 47:23
  you'll
• 47:24
  be
• 47:24
  more
• 47:24
  valuable
• 47:25
  to
• 47:25
  the
• 47:25
  market.
• 47:26
  If
• 47:26
  we
• 47:26
  can't
• 47:26
  give
• 47:27
  you
• 47:27
  a
• 47:27
  new
• 47:28
  compelling
• 47:28
  tour
• 47:29
  of
• 47:29
  duty,
• 47:30
  we
• 47:30
  are
• 47:30
  obligated
• 47:31
  to
• 47:31
  help
• 47:31
  you
• 47:32
  find
• 47:32
  something
• 47:32
  somewhere
• 47:33
  else.
• 47:34
  Right.
• 47:34
  Because
• 47:34
  we
• 47:35
  value
• 47:35
  you
• 47:35
  as
• 47:35
  a
• 47:35
  human.
• 47:37
  Yeah.
• 47:37
  That's
• 47:37
  interesting.
• 47:37
  So
• 47:38
  in
• 47:38
  doing
• 47:38
  this,
• 47:38
  LinkedIn
• 47:39
  has
• 47:39
  created
• 47:40
  it.
• 47:40
  It's
• 47:40
  not
• 47:40
  super
• 47:41
  well
• 47:41
  known,
• 47:41
  but
• 47:41
  they
• 47:41
  have
• 47:42
  an
• 47:42
  insane
• 47:42
  alumni
• 47:43
  network
• 47:44
  where
• 47:44
  they
• 47:44
  are
• 47:45
  all,
• 47:45
  you
• 47:45
  know,
• 47:45
  wanting
• 47:46
  to
• 47:46
  help
• 47:46
  each
• 47:46
  other.
• 47:46
  They
• 47:46
  all
• 47:47
  loved
• 47:47
  working
• 47:47
  at
• 47:48
  LinkedIn
• 47:48
  even
• 47:48
  though
• 47:48
  they
• 47:48
  left,
• 47:49
  whereas
• 47:50
  most
• 47:50
  other
• 47:50
  people,
• 47:51
  you
• 47:51
  know,
• 47:51
  when
• 47:51
  I
• 47:52
  have
• 47:52
  left
• 47:52
  some
• 47:52
  of
• 47:53
  my
• 47:53
  jobs,
• 47:53
  it's
• 47:53
  not
• 47:54
  a
• 47:54
  pleasant
• 47:54
  experience.
• 47:55
  My
• 47:55
  managers
• 47:56
  were
• 47:56
  angry
• 47:57
  and
• 47:58
  different
• 47:59
  and
• 47:59
  it
• 47:59
  just
• 47:59
  like
• 48:00
  it
• 48:00
  leaves
• 48:00
  a
• 48:00
  bad
• 48:00
  taste
• 48:01
  in
• 48:01
  your
• 48:01
  mouth.
• 48:02
  Yeah.
• 48:02
  People
• 48:02
  who
• 48:02
  you
• 48:03
  thought
• 48:03
  were
• 48:03
  friends
• 48:04
  suddenly
• 48:04
  never
• 48:04
  contact
• 48:04
  you
• 48:05
  again
• 48:05
  because
• 48:05
  you're
• 48:05
  of
• 48:06
  no
• 48:07
  value
• 48:07
  to
• 48:07
  their
• 48:07
  work
• 48:08
  aspirations.
• 48:09
  Yeah.
• 48:09
  And
• 48:09
  so
• 48:10
  I
• 48:10
  do
• 48:10
  think
• 48:10
  it
• 48:11
  is
• 48:11
  the
• 48:11
  natural
• 48:11
  progression
• 48:12
  of
• 48:12
  how
• 48:12
  work
• 48:13
  is
• 48:13
  that
• 48:13
  we're
• 48:14
  all
• 48:14
  realizing,
• 48:14
  oh,
• 48:14
  wait,
• 48:15
  you
• 48:15
  know,
• 48:15
  we
• 48:16
  have
• 48:16
  no
• 48:16
  loyalty
• 48:17
  to
• 48:17
  this
• 48:17
  company,
• 48:17
  they
• 48:17
  have
• 48:18
  no
• 48:18
  loyalty
• 48:18
  to
• 48:18
  us.
• 48:19
  And
• 48:20
  so
• 48:20
  how
• 48:21
  can
• 48:21
  you
• 48:21
  get
• 48:22
  to
• 48:22
  a
• 48:22
  point
• 48:22
  where
• 48:23
  it
• 48:23
  is
• 48:24
  like
• 48:24
  you
• 48:24
  won't
• 48:25
  be
• 48:25
  loyal
• 48:25
  to
• 48:25
  a
• 48:25
  company,
• 48:26
  instead
• 48:26
  you'll
• 48:26
  be
• 48:26
  loyal
• 48:27
  to
• 48:27
  a
• 48:27
  group
• 48:27
  of
• 48:27
  people
• 48:27
  that
• 48:28
  will
• 48:28
  often
• 48:28
  work
• 48:28
  together,
• 48:31
  sometimes
• 48:31
  on
• 48:31
  the
• 48:31
  same
• 48:32
  thing,
• 48:32
  sometimes
• 48:32
  on
• 48:32
  different
• 48:33
  things,
• 48:33
  and
• 48:33
  end
• 48:34
  up
• 48:34
  in
• 48:34
  this
• 48:34
  more.
• 48:34
  Of
• 48:34
  a
• 48:34
  portfolio
• 48:35
  model,
• 48:35
  because,
• 48:36
  full
• 48:36
  circle,
• 48:36
  you
• 48:37
  may
• 48:37
  work
• 48:37
  with
• 48:37
  that
• 48:37
  same
• 48:37
  group
• 48:38
  of
• 48:38
  people
• 48:38
  because
• 48:38
  you
• 48:38
  have
• 48:38
  identified
• 48:39
  that
• 48:39
  you
• 48:39
  are
• 48:39
  culturally
• 48:40
  aligned
• 48:40
  with
• 48:40
  them.
• 48:41
  Yeah.
• 48:41
  And
• 48:41
  you
• 48:42
  trust
• 48:42
  them.
• 48:42
  And
• 48:42
  they.
• 48:43
  Right.
• 48:43
  As.
• 48:43
  As
• 48:44
  hokey
• 48:44
  as
• 48:44
  it
• 48:44
  sounds.
• 48:44
  Right.
• 48:45
  You
• 48:45
  genuinely
• 48:46
  love
• 48:46
  and
• 48:46
  care
• 48:47
  for
• 48:47
  them.
• 48:47
  Yeah.
• 48:48
  You
• 48:48
  want
• 48:48
  them
• 48:48
  to
• 48:49
  be
• 48:49
  happy
• 48:49
  as
• 48:49
  people
• 48:49
  and
• 48:50
  succeed.
• 48:51
  And
• 48:52
  that's
• 48:52
  really,
• 48:52
  you
• 48:52
  know,
• 48:53
  the
• 48:53
  best
• 48:53
  way
• 48:53
  to
• 48:54
  build
• 48:54
  a
• 48:54
  team
• 48:54
  and
• 48:54
  to
• 48:54
  be
• 48:55
  a
• 48:55
  leader
• 48:55
  is
• 48:56
  actually
• 48:56
  care
• 48:56
  about
• 48:56
  your
• 48:57
  people.
• 48:57
  Yeah.
• 48:58
  No,
• 48:58
  I
• 48:59
  totally
• 48:59
  see
• 48:59
  it.
• 49:00
  And
• 49:00
  the
• 49:00
  last
• 49:00
  vestiges
• 49:01
  of
• 49:01
  loyalty,
• 49:01
  by
• 49:01
  the
• 49:02
  way.
• 49:02
  And
• 49:02
  I
• 49:02
  observed
• 49:03
  this
• 49:03
  especially
• 49:03
  living
• 49:03
  in
• 49:03
  the
• 49:03
  D.C.
• 49:04
  metro
• 49:04
  area
• 49:05
  with
• 49:06
  a
• 49:06
  lot
• 49:06
  of
• 49:07
  cuts
• 49:08
  that
• 49:08
  happened
• 49:08
  in
• 49:09
  the
• 49:09
  federal
• 49:09
  government
• 49:09
  over
• 49:10
  the
• 49:10
  last
• 49:10
  year.
• 49:11
  Obviously
• 49:11
  not
• 49:11
  going
• 49:11
  to
• 49:11
  get
• 49:12
  to
• 49:12
  the
• 49:12
  politics
• 49:12
  of
• 49:12
  anything
• 49:13
  related
• 49:13
  to
• 49:13
  that,
• 49:13
  but
• 49:14
  when
• 49:14
  the
• 49:14
  mechanics
• 49:14
  of
• 49:15
  that
• 49:15
  situation
• 49:15
  were
• 49:15
  described
• 49:16
  to
• 49:16
  me,
• 49:16
  I
• 49:17
  was
• 49:17
  like,
• 49:18
  well,
• 49:18
  mechanically,
• 49:18
  this
• 49:19
  is
• 49:19
  just
• 49:19
  how
• 49:19
  the
• 49:19
  private
• 49:19
  sector
• 49:20
  operates.
• 49:21
  We
• 49:22
  identify
• 49:22
  teams
• 49:22
  that
• 49:22
  aren't
• 49:23
  needed
• 49:23
  anymore
• 49:23
  and
• 49:24
  we
• 49:24
  move
• 49:24
  them
• 49:25
  along.
• 49:25
  And
• 49:25
  whether
• 49:26
  those
• 49:26
  decisions
• 49:26
  are
• 49:26
  right
• 49:26
  or
• 49:27
  wrong
• 49:27
  is
• 49:27
  not
• 49:28
  for
• 49:28
  me
• 49:28
  to
• 49:28
  weigh
• 49:29
  in
• 49:29
  on.
• 49:31
  But
• 49:31
  the
• 49:31
  reason
• 49:32
  it
• 49:32
  created
• 49:32
  a
• 49:32
  lot
• 49:32
  of
• 49:33
  pain
• 49:33
  and
• 49:33
  a
• 49:33
  lot
• 49:34
  of
• 49:35
  betrayal
• 49:36
  is
• 49:37
  because
• 49:37
  many
• 49:37
  of
• 49:38
  them,
• 49:38
  especially
• 49:38
  people
• 49:38
  my
• 49:38
  age,
• 49:39
  when
• 49:39
  they
• 49:39
  entered
• 49:39
  into
• 49:39
  a
• 49:40
  career
• 49:40
  with
• 49:40
  the
• 49:40
  federal
• 49:40
  government,
• 49:41
  it
• 49:41
  was
• 49:41
  a
• 49:42
  deal.
• 49:42
  Right.
• 49:42
  There
• 49:42
  was
• 49:43
  an
• 49:43
  understanding.
• 49:44
  I
• 49:44
  am
• 49:44
  going
• 49:44
  to
• 49:44
  work
• 49:44
  for
• 49:45
  a
• 49:45
  lower
• 49:45
  salary
• 49:46
  and
• 49:47
  hamper
• 49:48
  my
• 49:48
  private
• 49:49
  sector
• 49:49
  job
• 49:49
  prospects
• 49:50
  by
• 49:51
  committing
• 49:51
  to
• 49:51
  this
• 49:51
  role.
• 49:52
  In
• 49:52
  return,
• 49:52
  I
• 49:53
  will
• 49:53
  get
• 49:53
  loyalty.
• 49:53
  I
• 49:54
  will
• 49:54
  get
• 49:54
  that
• 49:54
  pension.
• 49:54
  I
• 49:54
  will
• 49:55
  never
• 49:55
  have
• 49:55
  to
• 49:55
  worry
• 49:55
  about
• 49:55
  job
• 49:56
  security
• 49:57
  as
• 49:57
  the
• 49:57
  number
• 49:57
  one
• 49:57
  thing.
• 49:57
  And
• 49:58
  then
• 49:58
  when
• 49:58
  you
• 49:58
  whip
• 49:58
  that
• 49:58
  away
• 49:59
  from
• 49:59
  people,
• 50:00
  they
• 50:00
  get
• 50:01
  understandably,
• 50:01
  very
• 50:02
  angry
• 50:02
  about
• 50:02
  it.
• 50:03
  It
• 50:03
  was
• 50:03
  not
• 50:03
  even
• 50:04
  a
• 50:04
  finger
• 50:04
  in
• 50:04
  the
• 50:04
  dam.
• 50:04
  That
• 50:05
  was
• 50:05
  the
• 50:05
  last
• 50:05
  remaining
• 50:06
  rocks
• 50:06
  in
• 50:06
  the
• 50:06
  dam.
• 50:07
  Like
• 50:07
  if
• 50:07
  even
• 50:08
  working
• 50:08
  for
• 50:08
  the
• 50:08
  federal
• 50:09
  government
• 50:09
  now
• 50:09
  doesn't
• 50:10
  provide
• 50:10
  job
• 50:10
  security,
• 50:10
  how
• 50:11
  can
• 50:11
  we
• 50:11
  even
• 50:11
  pretend
• 50:11
  that
• 50:11
  it
• 50:12
  exists
• 50:12
  anywhere
• 50:12
  else?
• 50:13
  Yeah,
• 50:13
  true.
• 50:13
  Oh
• 50:14
  very,
• 50:14
  very
• 50:14
  true.
• 50:14
  Anyway,
• 50:16
  on
• 50:17
  that
• 50:17
  beautiful
• 50:17
  note,
• 50:17
  I
• 50:17
  will
• 50:18
  thank
• 50:18
  you
• 50:18
  so
• 50:18
  much
• 50:18
  Jacob
• 50:19
  for
• 50:19
  coming
• 50:19
  on
• 50:20
  and
• 50:20
  having
• 50:20
  a
• 50:21
  great
• 50:21
  conversation.
• 50:21
  So
• 50:22
  for
• 50:22
  all
• 50:22
  the
• 50:22
  folks
• 50:22
  listening
• 50:22
  who
• 50:23
  are
• 50:23
  intrigued
• 50:24
  about
• 50:24
  Higher
• 50:24
  Lined
• 50:25
  and
• 50:25
  all
• 50:25
  of
• 50:25
  the
• 50:26
  data
• 50:26
  driven
• 50:27
  insights
• 50:27
  that
• 50:27
  you
• 50:27
  might
• 50:27
  be
• 50:27
  able
• 50:28
  to
• 50:28
  offer
• 50:28
  to
• 50:28
  their
• 50:28
  companies
• 50:29
  that
• 50:29
  will
• 50:30
  drive
• 50:30
  ROI
• 50:30
  to
• 50:30
  the
• 50:30
  bottom
• 50:31
  line
• 50:31
  and
• 50:31
  increase
• 50:31
  the
• 50:31
  valuation
• 50:32
  of
• 50:32
  their
• 50:32
  companies.
• 50:33
  Where
• 50:34
  are
• 50:34
  the
• 50:34
  best
• 50:35
  places
• 50:35
  to
• 50:35
  come
• 50:35
  find
• 50:35
  you?
• 50:36
  Yeah,
• 50:36
  you
• 50:37
  can
• 50:37
  reach
• 50:37
  out
• 50:37
  on
• 50:37
  LinkedIn.
• 50:38
  I
• 50:38
  spend
• 50:38
  way
• 50:39
  too
• 50:39
  much
• 50:39
  time
• 50:39
  there.
• 50:39
  Or
• 50:40
  emails.
• 50:40
  Awesome
• 50:41
  as
• 50:41
  well.
• 50:41
  Jacobire
• 50:42
  Aligned
• 50:43
  H
• 50:43
  I
• 50:43
  r
• 50:43
  e
• 50:44
  aligned.com
• 50:45
  awesome.
• 50:46
  Well,
• 50:46
  thanks
• 50:46
  so
• 50:46
  much
• 50:46
  for
• 50:46
  coming
• 50:47
  on.
• 50:47
  I
• 50:47
  really
• 50:47
  enjoyed
• 50:47
  the
• 50:47
  conversation.
• 50:48
  Look
• 50:48
  forward
• 50:48
  to
• 50:48
  staying
• 50:49
  in
• 50:49
  touch.
• 50:49
  Yeah,
• 50:50
  thanks
• 50:50
  so
• 50:50
  much.
• 50:51
  All
• 50:51
  right,
• 50:51
  take
• 50:51
  of
• 50:51
  care.
• 50:52
  Thanks
• 50:52
  for
• 50:52
  tuning
• 50:53
  in
• 50:53
  to
• 50:53
  Transformed
• 50:54
  with
• 50:54
  Data.
• 50:55
  If
• 50:55
  today's
• 50:55
  conversation
• 50:56
  gave
• 50:56
  you
• 50:56
  even
• 50:56
  one
• 50:57
  insight,
• 50:57
  one
• 50:57
  aha
• 50:58
  moment,
• 50:58
  or
• 50:58
  one
• 50:59
  new
• 50:59
  idea
• 50:59
  to
• 50:59
  take
• 51:00
  action
• 51:00
  on,
• 51:00
  do
• 51:01
  me
• 51:01
  a
• 51:01
  favor,
• 51:01
  subscribe,
• 51:02
  leave
• 51:03
  a
• 51:03
  review
• 51:03
  and
• 51:03
  share
• 51:04
  this
• 51:04
  with
• 51:04
  someone
• 51:04
  who's
• 51:04
  ready
• 51:05
  to
• 51:05
  level
• 51:05
  up.
• 51:05
  Until
• 51:06
  next
• 51:06
  time
• 51:07
  keep
• 51:07
  asking
• 51:07
  the
• 51:07
  right
• 51:08
  questions,
• 51:08
  keep
• 51:09
  challenging
• 51:09
  the
• 51:09
  status
• 51:10
  quo
• 51:10
  and
• 51:10
  keep
• 51:11
  transforming
• 51:11
  with
• 51:12
  data.