{"version":"1.0.0","segments":[{"speaker":"Michael Mordak","startTime":27.421,"endTime":28.740000000000002,"body":"Hey,"},{"speaker":"Michael Mordak","startTime":27.421,"endTime":28.740000000000002,"body":"it's Michael from the"},{"speaker":"Michael Mordak","startTime":28.740000000000002,"endTime":30.0,"body":"Digital Project Manager."},{"speaker":"Michael Mordak","startTime":30.48,"endTime":33.229,"body":"Today's episode is a recording"},{"speaker":"Michael Mordak","startTime":30.48,"endTime":33.229,"body":"of an event that we hosted"},{"speaker":"Michael Mordak","startTime":33.230000000000004,"endTime":34.08,"body":"through our membership."},{"speaker":"Michael Mordak","startTime":34.510000000000005,"endTime":37.18,"body":"The community had asked"},{"speaker":"Michael Mordak","startTime":34.510000000000005,"endTime":37.18,"body":"for insights and advice on"},{"speaker":"Michael Mordak","startTime":37.18,"endTime":39.989000000000004,"body":"how to deal with changes to"},{"speaker":"Michael Mordak","startTime":37.18,"endTime":39.989000000000004,"body":"projects that occur without"},{"speaker":"Michael Mordak","startTime":40.0,"endTime":41.359,"body":"our knowledge or input."},{"speaker":"Michael Mordak","startTime":41.935,"endTime":46.125,"body":"So we gathered an elite panel"},{"speaker":"Michael Mordak","startTime":41.935,"endTime":46.125,"body":"of DPM experts to tackle a few"},{"speaker":"Michael Mordak","startTime":46.155,"endTime":50.195,"body":"common scenarios that I know"},{"speaker":"Michael Mordak","startTime":46.155,"endTime":50.195,"body":"you have experienced firsthand."},{"speaker":"Michael Mordak","startTime":50.885000000000005,"endTime":53.665000000000006,"body":"After today, you'll be"},{"speaker":"Michael Mordak","startTime":50.885000000000005,"endTime":53.665000000000006,"body":"equipped to face common project"},{"speaker":"Michael Mordak","startTime":53.684,"endTime":56.954,"body":"changes, including clients"},{"speaker":"Michael Mordak","startTime":53.684,"endTime":56.954,"body":"adding deliverables, new"},{"speaker":"Michael Mordak","startTime":56.965,"endTime":60.355000000000004,"body":"clients being rotated into a"},{"speaker":"Michael Mordak","startTime":56.965,"endTime":60.355000000000004,"body":"project, team members who start"},{"speaker":"Michael Mordak","startTime":60.355000000000004,"endTime":61.964,"body":"to underperform, and more."},{"speaker":"Michael Mordak","startTime":62.565,"endTime":65.14500000000001,"body":"This was a fantastic"},{"speaker":"Michael Mordak","startTime":62.565,"endTime":65.14500000000001,"body":"conversation, and if you'd"},{"speaker":"Michael Mordak","startTime":65.14500000000001,"endTime":67.435,"body":"like to be a part of the"},{"speaker":"Michael Mordak","startTime":65.14500000000001,"endTime":67.435,"body":"next one, then I invite you"},{"speaker":"Michael Mordak","startTime":67.435,"endTime":70.58500000000001,"body":"to come learn more about"},{"speaker":"Michael Mordak","startTime":67.435,"endTime":70.58500000000001,"body":"membership on our website at"},{"speaker":"Michael Mordak","startTime":70.685,"endTime":73.735,"body":"thedigitalprojectmanager.com/membership."},{"speaker":"Michael Mordak","startTime":75.005,"endTime":77.83500000000001,"body":"Well, we are at the"},{"speaker":"Michael Mordak","startTime":75.005,"endTime":77.83500000000001,"body":"top of the hour, so why"},{"speaker":"Michael Mordak","startTime":77.83500000000001,"endTime":78.695,"body":"don't I kick it off?"},{"speaker":"Michael Mordak","startTime":78.86500000000001,"endTime":80.61500000000001,"body":"I just want to"},{"speaker":"Michael Mordak","startTime":78.86500000000001,"endTime":80.61500000000001,"body":"welcome everybody."},{"speaker":"Michael Mordak","startTime":80.815,"endTime":83.655,"body":"We'll start with Pam, who is"},{"speaker":"Michael Mordak","startTime":80.815,"endTime":83.655,"body":"a Vice President of Delivery"},{"speaker":"Michael Mordak","startTime":83.655,"endTime":84.975,"body":"Management at Hero Digital."},{"speaker":"Michael Mordak","startTime":85.225,"endTime":88.014,"body":"She spent most of her career"},{"speaker":"Michael Mordak","startTime":85.225,"endTime":88.014,"body":"in agencies leading digital"},{"speaker":"Michael Mordak","startTime":88.015,"endTime":89.174,"body":"project management teams."},{"speaker":"Michael Mordak","startTime":89.405,"endTime":92.225,"body":"She's currently leading delivery"},{"speaker":"Michael Mordak","startTime":89.405,"endTime":92.225,"body":"management practice at Hero,"},{"speaker":"Michael Mordak","startTime":92.235,"endTime":95.185,"body":"which includes their project"},{"speaker":"Michael Mordak","startTime":92.235,"endTime":95.185,"body":"and program managers, business"},{"speaker":"Michael Mordak","startTime":95.185,"endTime":96.505,"body":"analysts and product owners."},{"speaker":"Michael Mordak","startTime":97.065,"endTime":98.555,"body":"That sounds like a lot"},{"speaker":"Michael Mordak","startTime":97.065,"endTime":98.555,"body":"of different teams and"},{"speaker":"Michael Mordak","startTime":98.555,"endTime":101.295,"body":"a lot of opportunity for"},{"speaker":"Michael Mordak","startTime":98.555,"endTime":101.295,"body":"externally driven change."},{"speaker":"Michael Mordak","startTime":101.345,"endTime":103.375,"body":"So I'm sorry, Pam, but"},{"speaker":"Michael Mordak","startTime":101.345,"endTime":103.375,"body":"thanks for being here."},{"speaker":"Pam Butkowski","startTime":104.805,"endTime":105.785,"body":"Nice"},{"speaker":"Pam Butkowski","startTime":104.805,"endTime":105.785,"body":"meeting everybody."},{"speaker":"Michael Mordak","startTime":105.785,"endTime":107.33,"body":"And then"},{"speaker":"Michael Mordak","startTime":105.785,"endTime":107.33,"body":"we have Patrice as well."},{"speaker":"Michael Mordak","startTime":107.33,"endTime":110.03,"body":"So Patrice is a freelance"},{"speaker":"Michael Mordak","startTime":107.33,"endTime":110.03,"body":"project manager and certified"},{"speaker":"Michael Mordak","startTime":110.03,"endTime":113.22,"body":"scrum master with over two"},{"speaker":"Michael Mordak","startTime":110.03,"endTime":113.22,"body":"decades of experience in"},{"speaker":"Michael Mordak","startTime":113.239,"endTime":116.81,"body":"digital and two decades"},{"speaker":"Michael Mordak","startTime":113.239,"endTime":116.81,"body":"of dealing with changes."},{"speaker":"Michael Mordak","startTime":117.25,"endTime":120.37,"body":"Throughout her career,"},{"speaker":"Michael Mordak","startTime":117.25,"endTime":120.37,"body":"she's worked for agencies,"},{"speaker":"Michael Mordak","startTime":120.39,"endTime":122.95,"body":"corporations, and everything in"},{"speaker":"Michael Mordak","startTime":120.39,"endTime":122.95,"body":"between in the pharmaceutical"},{"speaker":"Michael Mordak","startTime":122.95,"endTime":126.71000000000001,"body":"industry, finance, construction,"},{"speaker":"Michael Mordak","startTime":122.95,"endTime":126.71000000000001,"body":"and ecommerce, also race cars."},{"speaker":"Michael Mordak","startTime":127.13,"endTime":130.97,"body":"She's worked on large scale"},{"speaker":"Michael Mordak","startTime":127.13,"endTime":130.97,"body":"websites, mobile apps, CRM"},{"speaker":"Michael Mordak","startTime":130.97,"endTime":134.299,"body":"and CMS systems, and even"},{"speaker":"Michael Mordak","startTime":130.97,"endTime":134.299,"body":"print, if you remember print."},{"speaker":"Michael Mordak","startTime":134.79000000000002,"endTime":135.59,"body":"So, thanks Patrice."},{"speaker":"Patrice Embry","startTime":136.07999999999998,"endTime":138.2,"body":"I will say"},{"speaker":"Patrice Embry","startTime":136.07999999999998,"endTime":138.2,"body":"that's an old photo of me."},{"speaker":"Patrice Embry","startTime":138.2,"endTime":139.67000000000002,"body":"I'm going to get you,"},{"speaker":"Patrice Embry","startTime":138.2,"endTime":139.67000000000002,"body":"that was pre mullet."},{"speaker":"Michael Mordak","startTime":139.86,"endTime":140.42000000000002,"body":"Oh yeah."},{"speaker":"Michael Mordak","startTime":140.54000000000002,"endTime":142.47,"body":"We went to update"},{"speaker":"Michael Mordak","startTime":140.54000000000002,"endTime":142.47,"body":"to mullet Patrice."},{"speaker":"Michael Mordak","startTime":142.47,"endTime":145.59,"body":"And then last, but certainly"},{"speaker":"Michael Mordak","startTime":142.47,"endTime":145.59,"body":"not least, the person who"},{"speaker":"Michael Mordak","startTime":145.59,"endTime":147.65,"body":"came up with the topic"},{"speaker":"Michael Mordak","startTime":145.59,"endTime":147.65,"body":"for today, Sally has been"},{"speaker":"Michael Mordak","startTime":147.65,"endTime":150.17000000000002,"body":"a digital project leader"},{"speaker":"Michael Mordak","startTime":147.65,"endTime":150.17000000000002,"body":"since the early 2000s with"},{"speaker":"Michael Mordak","startTime":150.2,"endTime":154.169,"body":"experience ranging from global"},{"speaker":"Michael Mordak","startTime":150.2,"endTime":154.169,"body":"agencies to smaller startups."},{"speaker":"Michael Mordak","startTime":154.489,"endTime":156.489,"body":"She's currently leading"},{"speaker":"Michael Mordak","startTime":154.489,"endTime":156.489,"body":"the PM practice at..."},{"speaker":"Sally Shaughnessy","startTime":156.66,"endTime":158.07,"body":"I'm"},{"speaker":"Sally Shaughnessy","startTime":156.66,"endTime":158.07,"body":"at Code and Theory."},{"speaker":"Sally Shaughnessy","startTime":158.119,"endTime":160.51,"body":"It's a New York"},{"speaker":"Sally Shaughnessy","startTime":158.119,"endTime":160.51,"body":"based technology."},{"speaker":"Sally Shaughnessy","startTime":160.51,"endTime":163.58,"body":"First creative agency"},{"speaker":"Sally Shaughnessy","startTime":160.51,"endTime":163.58,"body":"is our new tagline."},{"speaker":"Sally Shaughnessy","startTime":163.79,"endTime":167.3,"body":"And yeah, but been in the"},{"speaker":"Sally Shaughnessy","startTime":163.79,"endTime":167.3,"body":"biz since the early 2000s."},{"speaker":"Sally Shaughnessy","startTime":167.3,"endTime":169.589,"body":"I'm seasoned as"},{"speaker":"Sally Shaughnessy","startTime":167.3,"endTime":169.589,"body":"they describe us."},{"speaker":"Michael Mordak","startTime":171.46,"endTime":172.08,"body":"Amazing."},{"speaker":"Michael Mordak","startTime":172.1,"endTime":174.16,"body":"Well, as you mentioned,"},{"speaker":"Michael Mordak","startTime":172.1,"endTime":174.16,"body":"you're in Denver as well."},{"speaker":"Michael Mordak","startTime":174.25,"endTime":175.81,"body":"And yeah, so thanks"},{"speaker":"Michael Mordak","startTime":174.25,"endTime":175.81,"body":"everybody for being here."},{"speaker":"Michael Mordak","startTime":176.1,"endTime":177.47,"body":"We're going to dive"},{"speaker":"Michael Mordak","startTime":176.1,"endTime":177.47,"body":"in now because we're"},{"speaker":"Michael Mordak","startTime":177.47,"endTime":180.23,"body":"talking about changes."},{"speaker":"Michael Mordak","startTime":180.4,"endTime":180.68,"body":"It's okay."},{"speaker":"Michael Mordak","startTime":180.68,"endTime":181.749,"body":"I did my best."},{"speaker":"Michael Mordak","startTime":182.22,"endTime":185.95,"body":"As DPMs, we do our best to"},{"speaker":"Michael Mordak","startTime":182.22,"endTime":185.95,"body":"be updated on all things"},{"speaker":"Michael Mordak","startTime":186.04,"endTime":188.9,"body":"related to the project, but"},{"speaker":"Michael Mordak","startTime":186.04,"endTime":188.9,"body":"there are conversations and"},{"speaker":"Michael Mordak","startTime":188.9,"endTime":191.51,"body":"decisions being made that are"},{"speaker":"Michael Mordak","startTime":188.9,"endTime":191.51,"body":"simply out of our control."},{"speaker":"Michael Mordak","startTime":191.929,"endTime":193.94,"body":"They occur without our"},{"speaker":"Michael Mordak","startTime":191.929,"endTime":193.94,"body":"knowledge or input, but"},{"speaker":"Michael Mordak","startTime":193.94,"endTime":197.839,"body":"inevitably impact our ability"},{"speaker":"Michael Mordak","startTime":193.94,"endTime":197.839,"body":"to deliver on time, on budget"},{"speaker":"Michael Mordak","startTime":197.84,"endTime":199.93,"body":"and within scope, which is"},{"speaker":"Michael Mordak","startTime":197.84,"endTime":199.93,"body":"frustrating as all hell."},{"speaker":"Michael Mordak","startTime":200.399,"endTime":201.6,"body":"So what can we do about it?"},{"speaker":"Michael Mordak","startTime":201.99,"endTime":203.02,"body":"Well, that's why we're here."},{"speaker":"Michael Mordak","startTime":203.34,"endTime":206.48,"body":"We'll be discussing strategies"},{"speaker":"Michael Mordak","startTime":203.34,"endTime":206.48,"body":"to approach and overcome"},{"speaker":"Michael Mordak","startTime":206.48,"endTime":209.505,"body":"these challenging situations"},{"speaker":"Michael Mordak","startTime":206.48,"endTime":209.505,"body":"so we can be set up for"},{"speaker":"Michael Mordak","startTime":209.505,"endTime":210.695,"body":"the best chance of success."},{"speaker":"Michael Mordak","startTime":211.195,"endTime":213.395,"body":"So the way that today is"},{"speaker":"Michael Mordak","startTime":211.195,"endTime":213.395,"body":"going to work is we're going"},{"speaker":"Michael Mordak","startTime":213.395,"endTime":214.51500000000001,"body":"to start with one scenario."},{"speaker":"Michael Mordak","startTime":214.545,"endTime":217.544,"body":"And then there are a few other"},{"speaker":"Michael Mordak","startTime":214.545,"endTime":217.544,"body":"scenarios that we can talk"},{"speaker":"Michael Mordak","startTime":217.555,"endTime":219.164,"body":"about that have been submitted."},{"speaker":"Michael Mordak","startTime":219.275,"endTime":221.565,"body":"And what I'm going to do is I"},{"speaker":"Michael Mordak","startTime":219.275,"endTime":221.565,"body":"want everybody to vote on which"},{"speaker":"Michael Mordak","startTime":221.565,"endTime":222.935,"body":"one they want to see first."},{"speaker":"Michael Mordak","startTime":223.284,"endTime":227.245,"body":"But while that is happening"},{"speaker":"Michael Mordak","startTime":223.284,"endTime":227.245,"body":"and we're getting people to"},{"speaker":"Michael Mordak","startTime":227.245,"endTime":229.465,"body":"submit their vote on their,"},{"speaker":"Michael Mordak","startTime":227.245,"endTime":229.465,"body":"the scenario, we're going"},{"speaker":"Michael Mordak","startTime":229.465,"endTime":230.425,"body":"to jump into the first one."},{"speaker":"Michael Mordak","startTime":230.76500000000001,"endTime":235.185,"body":"So scenario one, which is"},{"speaker":"Michael Mordak","startTime":230.76500000000001,"endTime":235.185,"body":"one that I think everybody,"},{"speaker":"Michael Mordak","startTime":235.215,"endTime":237.565,"body":"I picked this one because"},{"speaker":"Michael Mordak","startTime":235.215,"endTime":237.565,"body":"I just feel like it happens"},{"speaker":"Michael Mordak","startTime":237.925,"endTime":239.26500000000001,"body":"on a daily basis, seemingly."},{"speaker":"Michael Mordak","startTime":239.705,"endTime":243.695,"body":"But the client is adamant"},{"speaker":"Michael Mordak","startTime":239.705,"endTime":243.695,"body":"about adding deliverables"},{"speaker":"Michael Mordak","startTime":243.695,"endTime":244.395,"body":"to your project."},{"speaker":"Michael Mordak","startTime":244.774,"endTime":247.004,"body":"You know that they are out"},{"speaker":"Michael Mordak","startTime":244.774,"endTime":247.004,"body":"of scope and will derail"},{"speaker":"Michael Mordak","startTime":247.175,"endTime":249.865,"body":"the timeline, but leadership"},{"speaker":"Michael Mordak","startTime":247.175,"endTime":249.865,"body":"wants you to make it happen"},{"speaker":"Michael Mordak","startTime":250.254,"endTime":252.264,"body":"to make the client happy"},{"speaker":"Michael Mordak","startTime":250.254,"endTime":252.264,"body":"or for whatever reason."},{"speaker":"Michael Mordak","startTime":252.75,"endTime":253.51,"body":"So what do we do?"},{"speaker":"Michael Mordak","startTime":254.08,"endTime":256.73,"body":"And I'm going to kick this"},{"speaker":"Michael Mordak","startTime":254.08,"endTime":256.73,"body":"one off to Sally because"},{"speaker":"Michael Mordak","startTime":256.74,"endTime":258.21000000000004,"body":"she suggested this scenario."},{"speaker":"Michael Mordak","startTime":258.22,"endTime":261.09000000000003,"body":"So Sally, I'd love to hear how"},{"speaker":"Michael Mordak","startTime":258.22,"endTime":261.09000000000003,"body":"you approach this situation"},{"speaker":"Michael Mordak","startTime":261.09000000000003,"endTime":261.93899999999996,"body":"and what we can do about it."},{"speaker":"Sally Shaughnessy","startTime":262.349,"endTime":267.15999999999997,"body":"So my first"},{"speaker":"Sally Shaughnessy","startTime":262.349,"endTime":267.15999999999997,"body":"remark is this happens often."},{"speaker":"Sally Shaughnessy","startTime":267.36,"endTime":271.339,"body":"And so there are plenty of ways"},{"speaker":"Sally Shaughnessy","startTime":267.36,"endTime":271.339,"body":"that you can approach this."},{"speaker":"Sally Shaughnessy","startTime":271.64,"endTime":276.58000000000004,"body":"My first note though is,"},{"speaker":"Sally Shaughnessy","startTime":271.64,"endTime":276.58000000000004,"body":"at the end of the day, your"},{"speaker":"Sally Shaughnessy","startTime":276.65,"endTime":280.02,"body":"priority is to advocate for the"},{"speaker":"Sally Shaughnessy","startTime":276.65,"endTime":280.02,"body":"project as much as possible."},{"speaker":"Sally Shaughnessy","startTime":280.08000000000004,"endTime":284.91999999999996,"body":"And I've heard recently a lot"},{"speaker":"Sally Shaughnessy","startTime":280.08000000000004,"endTime":284.91999999999996,"body":"of folks saying even though"},{"speaker":"Sally Shaughnessy","startTime":285.26,"endTime":288.53999999999996,"body":"these mandates are happening,"},{"speaker":"Sally Shaughnessy","startTime":285.26,"endTime":288.53999999999996,"body":"production still needs to"},{"speaker":"Sally Shaughnessy","startTime":288.53999999999996,"endTime":292.45000000000005,"body":"be forthright and direct"},{"speaker":"Sally Shaughnessy","startTime":288.53999999999996,"endTime":292.45000000000005,"body":"and verbal about the impact"},{"speaker":"Sally Shaughnessy","startTime":292.78999999999996,"endTime":294.14,"body":"of what these things do."},{"speaker":"Sally Shaughnessy","startTime":294.41499999999996,"endTime":298.21500000000003,"body":"We don't want production to"},{"speaker":"Sally Shaughnessy","startTime":294.41499999999996,"endTime":298.21500000000003,"body":"simply just, stay quiet or"},{"speaker":"Sally Shaughnessy","startTime":298.21500000000003,"endTime":302.06500000000005,"body":"accept and move forward without"},{"speaker":"Sally Shaughnessy","startTime":298.21500000000003,"endTime":302.06500000000005,"body":"advocating for the team, without"},{"speaker":"Sally Shaughnessy","startTime":302.06500000000005,"endTime":305.595,"body":"advocating for the project, or"},{"speaker":"Sally Shaughnessy","startTime":302.06500000000005,"endTime":305.595,"body":"talking about cause and effect."},{"speaker":"Sally Shaughnessy","startTime":305.985,"endTime":309.155,"body":"If we didn't advocate for"},{"speaker":"Sally Shaughnessy","startTime":305.985,"endTime":309.155,"body":"the project or discuss cause"},{"speaker":"Sally Shaughnessy","startTime":309.155,"endTime":312.94500000000005,"body":"and effect, then where's the"},{"speaker":"Sally Shaughnessy","startTime":309.155,"endTime":312.94500000000005,"body":"value that we're adding, I"},{"speaker":"Sally Shaughnessy","startTime":312.94500000000005,"endTime":314.31500000000005,"body":"guess, is my first point."},{"speaker":"Sally Shaughnessy","startTime":314.60400000000004,"endTime":318.495,"body":"So, even though you have to"},{"speaker":"Sally Shaughnessy","startTime":314.60400000000004,"endTime":318.495,"body":"deal with this somehow, you"},{"speaker":"Sally Shaughnessy","startTime":318.495,"endTime":322.71500000000003,"body":"should still say, I understand"},{"speaker":"Sally Shaughnessy","startTime":318.495,"endTime":322.71500000000003,"body":"why we want to do these things."},{"speaker":"Sally Shaughnessy","startTime":322.93499999999995,"endTime":325.995,"body":"I can see where they would"},{"speaker":"Sally Shaughnessy","startTime":322.93499999999995,"endTime":325.995,"body":"add value to the project."},{"speaker":"Sally Shaughnessy","startTime":326.375,"endTime":329.865,"body":"I need to go back and assess"},{"speaker":"Sally Shaughnessy","startTime":326.375,"endTime":329.865,"body":"the impacts of these projects."},{"speaker":"Sally Shaughnessy","startTime":330.18499999999995,"endTime":332.96500000000003,"body":"Assure them that you"},{"speaker":"Sally Shaughnessy","startTime":330.18499999999995,"endTime":332.96500000000003,"body":"hear them, that you"},{"speaker":"Sally Shaughnessy","startTime":332.96500000000003,"endTime":334.30499999999995,"body":"understand what's going on."},{"speaker":"Sally Shaughnessy","startTime":334.31500000000005,"endTime":336.975,"body":"Lead with empathy, but"},{"speaker":"Sally Shaughnessy","startTime":334.31500000000005,"endTime":336.975,"body":"be clear that there are"},{"speaker":"Sally Shaughnessy","startTime":336.98400000000004,"endTime":338.71500000000003,"body":"going to be clear effects."},{"speaker":"Sally Shaughnessy","startTime":338.98400000000004,"endTime":342.19399999999996,"body":"And before we simply say,"},{"speaker":"Sally Shaughnessy","startTime":338.98400000000004,"endTime":342.19399999999996,"body":"yes, we're adding these to"},{"speaker":"Sally Shaughnessy","startTime":342.19500000000005,"endTime":344.855,"body":"the project plan, I want"},{"speaker":"Sally Shaughnessy","startTime":342.19500000000005,"endTime":344.855,"body":"to have a frank discussion"},{"speaker":"Sally Shaughnessy","startTime":344.865,"endTime":346.409,"body":"about maybe some trade offs."},{"speaker":"Sally Shaughnessy","startTime":346.64,"endTime":348.96000000000004,"body":"Or maybe cause and effect"},{"speaker":"Sally Shaughnessy","startTime":346.64,"endTime":348.96000000000004,"body":"to make sure that you're"},{"speaker":"Sally Shaughnessy","startTime":348.96000000000004,"endTime":352.24,"body":"okay with the impacts of"},{"speaker":"Sally Shaughnessy","startTime":348.96000000000004,"endTime":352.24,"body":"these projects, right?"},{"speaker":"Sally Shaughnessy","startTime":352.37,"endTime":355.72,"body":"Simply being told that you have"},{"speaker":"Sally Shaughnessy","startTime":352.37,"endTime":355.72,"body":"to add features to a project"},{"speaker":"Sally Shaughnessy","startTime":355.73,"endTime":358.72,"body":"doesn't mean that you still"},{"speaker":"Sally Shaughnessy","startTime":355.73,"endTime":358.72,"body":"need to make the timeline."},{"speaker":"Sally Shaughnessy","startTime":359.07899999999995,"endTime":361.51,"body":"Or that you need"},{"speaker":"Sally Shaughnessy","startTime":359.07899999999995,"endTime":361.51,"body":"to make the budget."},{"speaker":"Sally Shaughnessy","startTime":361.539,"endTime":363.139,"body":"We just need to make"},{"speaker":"Sally Shaughnessy","startTime":361.539,"endTime":363.139,"body":"it happen, right?"},{"speaker":"Sally Shaughnessy","startTime":363.279,"endTime":366.9,"body":"So, if you can, in those"},{"speaker":"Sally Shaughnessy","startTime":363.279,"endTime":366.9,"body":"instances, do a cause"},{"speaker":"Sally Shaughnessy","startTime":366.9,"endTime":368.0,"body":"and effect analysis."},{"speaker":"Sally Shaughnessy","startTime":368.525,"endTime":370.755,"body":"And set everybody up and"},{"speaker":"Sally Shaughnessy","startTime":368.525,"endTime":370.755,"body":"say, I just need a little"},{"speaker":"Sally Shaughnessy","startTime":370.755,"endTime":373.41499999999996,"body":"bit of time to assess the"},{"speaker":"Sally Shaughnessy","startTime":370.755,"endTime":373.41499999999996,"body":"impacts of these changes."},{"speaker":"Sally Shaughnessy","startTime":373.71500000000003,"endTime":377.21500000000003,"body":"Let's set up a conversation"},{"speaker":"Sally Shaughnessy","startTime":373.71500000000003,"endTime":377.21500000000003,"body":"in 48 hours, 72 hours."},{"speaker":"Sally Shaughnessy","startTime":377.21500000000003,"endTime":379.884,"body":"Let my team go back and"},{"speaker":"Sally Shaughnessy","startTime":377.21500000000003,"endTime":379.884,"body":"assess how we can make"},{"speaker":"Sally Shaughnessy","startTime":379.894,"endTime":380.82500000000005,"body":"these things happen."},{"speaker":"Sally Shaughnessy","startTime":380.91499999999996,"endTime":382.53499999999997,"body":"And let's have a"},{"speaker":"Sally Shaughnessy","startTime":380.91499999999996,"endTime":382.53499999999997,"body":"conversation about it."},{"speaker":"Sally Shaughnessy","startTime":382.764,"endTime":385.69399999999996,"body":"I think that develops"},{"speaker":"Sally Shaughnessy","startTime":382.764,"endTime":385.69399999999996,"body":"trust with your team and"},{"speaker":"Sally Shaughnessy","startTime":385.69399999999996,"endTime":389.20500000000004,"body":"your clients to know that"},{"speaker":"Sally Shaughnessy","startTime":385.69399999999996,"endTime":389.20500000000004,"body":"you have their interest in"},{"speaker":"Sally Shaughnessy","startTime":389.20500000000004,"endTime":392.07500000000005,"body":"mind, but you're also trying"},{"speaker":"Sally Shaughnessy","startTime":389.20500000000004,"endTime":392.07500000000005,"body":"to balance feasibility."},{"speaker":"Sally Shaughnessy","startTime":392.07500000000005,"endTime":395.265,"body":"You're trying to balance the"},{"speaker":"Sally Shaughnessy","startTime":392.07500000000005,"endTime":395.265,"body":"burden on the team and saying"},{"speaker":"Sally Shaughnessy","startTime":395.28499999999997,"endTime":397.144,"body":"I get we're going to make"},{"speaker":"Sally Shaughnessy","startTime":395.28499999999997,"endTime":397.144,"body":"it happen, but do we have to"},{"speaker":"Sally Shaughnessy","startTime":397.144,"endTime":398.514,"body":"make it happen in sprint one?"},{"speaker":"Sally Shaughnessy","startTime":398.745,"endTime":401.275,"body":"Can we roll these things"},{"speaker":"Sally Shaughnessy","startTime":398.745,"endTime":401.275,"body":"out into other sprints?"},{"speaker":"Sally Shaughnessy","startTime":401.595,"endTime":403.91499999999996,"body":"Could we still make the"},{"speaker":"Sally Shaughnessy","startTime":401.595,"endTime":403.91499999999996,"body":"launch date and do these"},{"speaker":"Sally Shaughnessy","startTime":403.924,"endTime":405.66499999999996,"body":"things as a fast follow?"},{"speaker":"Sally Shaughnessy","startTime":405.93499999999995,"endTime":408.72400000000005,"body":"Do we do these things at the"},{"speaker":"Sally Shaughnessy","startTime":405.93499999999995,"endTime":408.72400000000005,"body":"cost of some other things?"},{"speaker":"Sally Shaughnessy","startTime":409.07399999999996,"endTime":411.054,"body":"What's missing is"},{"speaker":"Sally Shaughnessy","startTime":409.07399999999996,"endTime":411.054,"body":"the details here."},{"speaker":"Sally Shaughnessy","startTime":411.054,"endTime":412.745,"body":"Client is adding deliverables."},{"speaker":"Sally Shaughnessy","startTime":412.79499999999996,"endTime":414.475,"body":"Leadership says make it happen."},{"speaker":"Sally Shaughnessy","startTime":414.745,"endTime":418.19000000000005,"body":"But nobody's giving you the"},{"speaker":"Sally Shaughnessy","startTime":414.745,"endTime":418.19000000000005,"body":"constraints of, do we have the"},{"speaker":"Sally Shaughnessy","startTime":418.19000000000005,"endTime":420.11,"body":"flexibility to change budget?"},{"speaker":"Sally Shaughnessy","startTime":420.11,"endTime":422.28,"body":"Do we have the flexibility"},{"speaker":"Sally Shaughnessy","startTime":420.11,"endTime":422.28,"body":"to change timing or"},{"speaker":"Sally Shaughnessy","startTime":422.28,"endTime":423.44000000000005,"body":"even change the scope?"},{"speaker":"Sally Shaughnessy","startTime":423.48,"endTime":426.16999999999996,"body":"If we're agile and they"},{"speaker":"Sally Shaughnessy","startTime":423.48,"endTime":426.16999999999996,"body":"want to add things in, do"},{"speaker":"Sally Shaughnessy","startTime":426.16999999999996,"endTime":427.379,"body":"we get to take things out?"},{"speaker":"Sally Shaughnessy","startTime":427.69899999999996,"endTime":431.41999999999996,"body":"So, that's my lesson to"},{"speaker":"Sally Shaughnessy","startTime":427.69899999999996,"endTime":431.41999999999996,"body":"you all is, take a breath,"},{"speaker":"Sally Shaughnessy","startTime":431.649,"endTime":436.38,"body":"breathe, digest and say, I"},{"speaker":"Sally Shaughnessy","startTime":431.649,"endTime":436.38,"body":"hear you, I understand that"},{"speaker":"Sally Shaughnessy","startTime":436.38,"endTime":437.93899999999996,"body":"this is desired right now."},{"speaker":"Sally Shaughnessy","startTime":438.32500000000005,"endTime":440.68499999999995,"body":"I'd love to set up a"},{"speaker":"Sally Shaughnessy","startTime":438.32500000000005,"endTime":440.68499999999995,"body":"conversation in a few days"},{"speaker":"Sally Shaughnessy","startTime":440.68499999999995,"endTime":444.025,"body":"when my team has had a chance"},{"speaker":"Sally Shaughnessy","startTime":440.68499999999995,"endTime":444.025,"body":"to assess the impacts and"},{"speaker":"Sally Shaughnessy","startTime":444.025,"endTime":446.16499999999996,"body":"we can talk about how we're"},{"speaker":"Sally Shaughnessy","startTime":444.025,"endTime":446.16499999999996,"body":"going to make it happen."},{"speaker":"Pam Butkowski","startTime":446.595,"endTime":448.69500000000005,"body":"Yeah, I agree"},{"speaker":"Pam Butkowski","startTime":446.595,"endTime":448.69500000000005,"body":"with all of that, for sure."},{"speaker":"Pam Butkowski","startTime":448.885,"endTime":449.82500000000005,"body":"Couple things to add."},{"speaker":"Pam Butkowski","startTime":450.07500000000005,"endTime":453.145,"body":"When you're doing that impact"},{"speaker":"Pam Butkowski","startTime":450.07500000000005,"endTime":453.145,"body":"analysis, making sure that it is"},{"speaker":"Pam Butkowski","startTime":453.345,"endTime":457.57500000000005,"body":"a measurable impact, like facts,"},{"speaker":"Pam Butkowski","startTime":453.345,"endTime":457.57500000000005,"body":"not feelings, always when we're"},{"speaker":"Pam Butkowski","startTime":457.57500000000005,"endTime":458.615,"body":"doing things like this, right?"},{"speaker":"Pam Butkowski","startTime":458.625,"endTime":461.725,"body":"So my tech lead is going to"},{"speaker":"Pam Butkowski","startTime":458.625,"endTime":461.725,"body":"be really pissed off at me"},{"speaker":"Pam Butkowski","startTime":461.775,"endTime":463.06500000000005,"body":"if we add scope like this."},{"speaker":"Pam Butkowski","startTime":463.115,"endTime":464.31399999999996,"body":"Leadership doesn't"},{"speaker":"Pam Butkowski","startTime":463.115,"endTime":464.31399999999996,"body":"care about that."},{"speaker":"Pam Butkowski","startTime":464.414,"endTime":465.605,"body":"Your client's not going"},{"speaker":"Pam Butkowski","startTime":464.414,"endTime":465.605,"body":"to care about that."},{"speaker":"Pam Butkowski","startTime":465.99,"endTime":468.04999999999995,"body":"We're going to see an"},{"speaker":"Pam Butkowski","startTime":465.99,"endTime":468.04999999999995,"body":"overrun in budget by this"},{"speaker":"Pam Butkowski","startTime":468.05999999999995,"endTime":469.08000000000004,"body":"much that they care about."},{"speaker":"Pam Butkowski","startTime":469.47,"endTime":472.27,"body":"So measurable impacts,"},{"speaker":"Pam Butkowski","startTime":469.47,"endTime":472.27,"body":"not feelings based"},{"speaker":"Pam Butkowski","startTime":472.27,"endTime":473.76,"body":"impacts are important."},{"speaker":"Pam Butkowski","startTime":473.79999999999995,"endTime":476.91999999999996,"body":"I think one thing that we do"},{"speaker":"Pam Butkowski","startTime":473.79999999999995,"endTime":476.91999999999996,"body":"on my team that we've baked"},{"speaker":"Pam Butkowski","startTime":476.91999999999996,"endTime":480.53,"body":"into our kickoff process for"},{"speaker":"Pam Butkowski","startTime":476.91999999999996,"endTime":480.53,"body":"all of our projects is we have"},{"speaker":"Pam Butkowski","startTime":480.53,"endTime":483.4,"body":"a little working session on"},{"speaker":"Pam Butkowski","startTime":480.53,"endTime":483.4,"body":"how do we handle change with"},{"speaker":"Pam Butkowski","startTime":483.40999999999997,"endTime":484.784,"body":"the client in our kickoffs."},{"speaker":"Pam Butkowski","startTime":485.155,"endTime":488.395,"body":"And I make the client in every"},{"speaker":"Pam Butkowski","startTime":485.155,"endTime":488.395,"body":"kickoff prioritize the three"},{"speaker":"Pam Butkowski","startTime":488.395,"endTime":489.56500000000005,"body":"sides of the iron triangle."},{"speaker":"Pam Butkowski","startTime":489.80499999999995,"endTime":493.475,"body":"I need to know, in priority"},{"speaker":"Pam Butkowski","startTime":489.80499999999995,"endTime":493.475,"body":"order, one, two, and three, what"},{"speaker":"Pam Butkowski","startTime":493.475,"endTime":495.725,"body":"is the most important to you"},{"speaker":"Pam Butkowski","startTime":493.475,"endTime":495.725,"body":"- scope, budget, or timeline?"},{"speaker":"Pam Butkowski","startTime":496.015,"endTime":497.355,"body":"And whatever ends up"},{"speaker":"Pam Butkowski","startTime":496.015,"endTime":497.355,"body":"in number three is the"},{"speaker":"Pam Butkowski","startTime":497.355,"endTime":498.135,"body":"one that I get to own."},{"speaker":"Pam Butkowski","startTime":498.29499999999996,"endTime":501.03499999999997,"body":"So that when you come back to"},{"speaker":"Pam Butkowski","startTime":498.29499999999996,"endTime":501.03499999999997,"body":"me and say, I want to change"},{"speaker":"Pam Butkowski","startTime":501.03499999999997,"endTime":502.07500000000005,"body":"this, I want to change this."},{"speaker":"Pam Butkowski","startTime":502.07500000000005,"endTime":506.19500000000005,"body":"I know what my lever is and"},{"speaker":"Pam Butkowski","startTime":502.07500000000005,"endTime":506.19500000000005,"body":"like I know where I like"},{"speaker":"Pam Butkowski","startTime":506.20500000000004,"endTime":508.505,"body":"my playground is and my"},{"speaker":"Pam Butkowski","startTime":506.20500000000004,"endTime":508.505,"body":"sandbox is so that I can"},{"speaker":"Pam Butkowski","startTime":508.505,"endTime":511.365,"body":"come up with solutions and"},{"speaker":"Pam Butkowski","startTime":508.505,"endTime":511.365,"body":"impact that side the most."},{"speaker":"Patrice Embry","startTime":511.55499999999995,"endTime":513.705,"body":"I am going"},{"speaker":"Patrice Embry","startTime":511.55499999999995,"endTime":513.705,"body":"to steal that first of all."},{"speaker":"Patrice Embry","startTime":513.775,"endTime":515.445,"body":"Let's just put that"},{"speaker":"Patrice Embry","startTime":513.775,"endTime":515.445,"body":"out there right now."},{"speaker":"Patrice Embry","startTime":515.505,"endTime":518.695,"body":"And I guess I'll say I'm going"},{"speaker":"Patrice Embry","startTime":515.505,"endTime":518.695,"body":"to Pam this situation right now."},{"speaker":"Patrice Embry","startTime":519.225,"endTime":520.455,"body":"It's going to talk"},{"speaker":"Patrice Embry","startTime":519.225,"endTime":520.455,"body":"about the iron triangle."},{"speaker":"Patrice Embry","startTime":520.615,"endTime":521.285,"body":"Let's Pam it."},{"speaker":"Patrice Embry","startTime":521.395,"endTime":525.535,"body":"And I do also echo the"},{"speaker":"Patrice Embry","startTime":521.395,"endTime":525.535,"body":"options and consequences."},{"speaker":"Patrice Embry","startTime":525.675,"endTime":527.615,"body":"I used to say all the time,"},{"speaker":"Patrice Embry","startTime":525.675,"endTime":527.615,"body":"they don't say yes or no."},{"speaker":"Patrice Embry","startTime":527.615,"endTime":529.405,"body":"I give options and consequences."},{"speaker":"Pam Butkowski","startTime":529.96,"endTime":530.62,"body":"Yes, but."},{"speaker":"Pam Butkowski","startTime":530.86,"endTime":531.41,"body":"Or yes, and."},{"speaker":"Sally Shaughnessy","startTime":531.41,"endTime":533.53,"body":"I do the yes, and."},{"speaker":"Sally Shaughnessy","startTime":533.66,"endTime":534.8,"body":"It's going to cost more money."},{"speaker":"Sally Shaughnessy","startTime":534.8299999999999,"endTime":535.5899999999999,"body":"Yes, and."},{"speaker":"Pam Butkowski","startTime":535.93,"endTime":538.23,"body":"We don't"},{"speaker":"Pam Butkowski","startTime":535.93,"endTime":538.23,"body":"say no, we give options."},{"speaker":"Patrice Embry","startTime":538.51,"endTime":539.28,"body":"Absolutely."},{"speaker":"Patrice Embry","startTime":539.35,"endTime":542.8299999999999,"body":"And I will add, though,"},{"speaker":"Patrice Embry","startTime":539.35,"endTime":542.8299999999999,"body":"that if this happens"},{"speaker":"Patrice Embry","startTime":542.8489999999999,"endTime":544.3,"body":"once, that's a bummer."},{"speaker":"Patrice Embry","startTime":544.6,"endTime":547.28,"body":"If it happens twice"},{"speaker":"Patrice Embry","startTime":544.6,"endTime":547.28,"body":"on different projects,"},{"speaker":"Patrice Embry","startTime":547.66,"endTime":549.3389999999999,"body":"that's a little alarming."},{"speaker":"Patrice Embry","startTime":549.3399999999999,"endTime":552.11,"body":"And if it happens all"},{"speaker":"Patrice Embry","startTime":549.3399999999999,"endTime":552.11,"body":"the time, maybe this"},{"speaker":"Patrice Embry","startTime":552.14,"endTime":553.5899999999999,"body":"isn't the right place."},{"speaker":"Patrice Embry","startTime":553.97,"endTime":557.2099999999999,"body":"If it were me, it's probably not"},{"speaker":"Patrice Embry","startTime":553.97,"endTime":557.2099999999999,"body":"the right place for me to work."},{"speaker":"Patrice Embry","startTime":557.62,"endTime":560.47,"body":"So if this is happening"},{"speaker":"Patrice Embry","startTime":557.62,"endTime":560.47,"body":"all the time, something's"},{"speaker":"Patrice Embry","startTime":560.47,"endTime":564.0699999999999,"body":"not right in the process"},{"speaker":"Patrice Embry","startTime":560.47,"endTime":564.0699999999999,"body":"of being this, being sold."},{"speaker":"Patrice Embry","startTime":564.11,"endTime":567.29,"body":"Either the client isn't"},{"speaker":"Patrice Embry","startTime":564.11,"endTime":567.29,"body":"being prepped to understand"},{"speaker":"Patrice Embry","startTime":567.29,"endTime":570.43,"body":"what deliverables are and"},{"speaker":"Patrice Embry","startTime":567.29,"endTime":570.43,"body":"what they're agreeing to."},{"speaker":"Patrice Embry","startTime":570.67,"endTime":574.17,"body":"And, something along the way"},{"speaker":"Patrice Embry","startTime":570.67,"endTime":574.17,"body":"is broken if this is happening"},{"speaker":"Patrice Embry","startTime":574.1899999999999,"endTime":577.24,"body":"more often than, especially"},{"speaker":"Patrice Embry","startTime":574.1899999999999,"endTime":577.24,"body":"with more than one client."},{"speaker":"Patrice Embry","startTime":577.4499999999999,"endTime":579.81,"body":"So I would say, while"},{"speaker":"Patrice Embry","startTime":577.4499999999999,"endTime":579.81,"body":"facts not feelings, I"},{"speaker":"Patrice Embry","startTime":579.89,"endTime":580.809,"body":"totally agree with it."},{"speaker":"Patrice Embry","startTime":581.05,"endTime":584.1999999999999,"body":"I would say that feelings"},{"speaker":"Patrice Embry","startTime":581.05,"endTime":584.1999999999999,"body":"are important if this happens"},{"speaker":"Patrice Embry","startTime":584.51,"endTime":587.23,"body":"a bunch, because eventually"},{"speaker":"Patrice Embry","startTime":584.51,"endTime":587.23,"body":"people will get tired of"},{"speaker":"Patrice Embry","startTime":587.23,"endTime":587.9499999999999,"body":"this and they'll leave."},{"speaker":"Patrice Embry","startTime":588.17,"endTime":591.519,"body":"So you can imagine what would"},{"speaker":"Patrice Embry","startTime":588.17,"endTime":591.519,"body":"happen if you had fewer people"},{"speaker":"Patrice Embry","startTime":591.52,"endTime":593.8489999999999,"body":"to work on a project where a"},{"speaker":"Patrice Embry","startTime":591.52,"endTime":593.8489999999999,"body":"client is adding deliverables."},{"speaker":"Patrice Embry","startTime":594.39,"endTime":596.9399999999999,"body":"They do have to worry about"},{"speaker":"Patrice Embry","startTime":594.39,"endTime":596.9399999999999,"body":"the team jumping ship."},{"speaker":"Patrice Embry","startTime":597.019,"endTime":599.74,"body":"I don't think anybody would"},{"speaker":"Patrice Embry","startTime":597.019,"endTime":599.74,"body":"do that for one thing or"},{"speaker":"Patrice Embry","startTime":599.74,"endTime":601.74,"body":"two things, but they would"},{"speaker":"Patrice Embry","startTime":599.74,"endTime":601.74,"body":"do it if it kept happening."},{"speaker":"Pam Butkowski","startTime":601.98,"endTime":603.67,"body":"Yeah, that's"},{"speaker":"Pam Butkowski","startTime":601.98,"endTime":603.67,"body":"a fair call out, for sure."},{"speaker":"Michael Mordak","startTime":603.97,"endTime":604.23,"body":"Yeah."},{"speaker":"Michael Mordak","startTime":604.23,"endTime":606.4399999999999,"body":"I love the way that Sally"},{"speaker":"Michael Mordak","startTime":604.23,"endTime":606.4399999999999,"body":"led that off with talking,"},{"speaker":"Michael Mordak","startTime":606.4399999999999,"endTime":607.56,"body":"like leading with empathy."},{"speaker":"Michael Mordak","startTime":607.6,"endTime":609.85,"body":"Because I mean, to everyone's"},{"speaker":"Michael Mordak","startTime":607.6,"endTime":609.85,"body":"point there, like you want"},{"speaker":"Michael Mordak","startTime":609.86,"endTime":612.64,"body":"to be, have some amount of"},{"speaker":"Michael Mordak","startTime":609.86,"endTime":612.64,"body":"pushback and ask those questions"},{"speaker":"Michael Mordak","startTime":612.64,"endTime":616.059,"body":"and get the details, but you"},{"speaker":"Michael Mordak","startTime":612.64,"endTime":616.059,"body":"have to do it diplomatically."},{"speaker":"Michael Mordak","startTime":616.0799999999999,"endTime":618.52,"body":"You can't just be"},{"speaker":"Michael Mordak","startTime":616.0799999999999,"endTime":618.52,"body":"confrontational about it and"},{"speaker":"Michael Mordak","startTime":618.56,"endTime":621.5,"body":"create more attention because"},{"speaker":"Michael Mordak","startTime":618.56,"endTime":621.5,"body":"you obviously still need to work"},{"speaker":"Michael Mordak","startTime":621.5,"endTime":623.5,"body":"with these people and you still"},{"speaker":"Michael Mordak","startTime":621.5,"endTime":623.5,"body":"need to deliver something and"},{"speaker":"Michael Mordak","startTime":623.78,"endTime":624.9399999999999,"body":"maintain those relationships."},{"speaker":"Sally Shaughnessy","startTime":625.0899999999999,"endTime":626.86,"body":"I just"},{"speaker":"Sally Shaughnessy","startTime":625.0899999999999,"endTime":626.86,"body":"got off a call earlier today"},{"speaker":"Sally Shaughnessy","startTime":626.86,"endTime":629.54,"body":"where somebody was feeling"},{"speaker":"Sally Shaughnessy","startTime":626.86,"endTime":629.54,"body":"pressure to answer questions"},{"speaker":"Sally Shaughnessy","startTime":629.54,"endTime":630.89,"body":"of our finance department."},{"speaker":"Sally Shaughnessy","startTime":631.04,"endTime":633.0,"body":"And they were saying like,"},{"speaker":"Sally Shaughnessy","startTime":631.04,"endTime":633.0,"body":"well, they need answers."},{"speaker":"Sally Shaughnessy","startTime":633.0,"endTime":634.449,"body":"They, I, they're going"},{"speaker":"Sally Shaughnessy","startTime":633.0,"endTime":634.449,"body":"to ask questions."},{"speaker":"Sally Shaughnessy","startTime":634.4789999999999,"endTime":637.909,"body":"And I said, you don't have to"},{"speaker":"Sally Shaughnessy","startTime":634.4789999999999,"endTime":637.909,"body":"answer questions on the spot."},{"speaker":"Sally Shaughnessy","startTime":637.939,"endTime":640.4889999999999,"body":"You're allowed to tell"},{"speaker":"Sally Shaughnessy","startTime":637.939,"endTime":640.4889999999999,"body":"them you need more time."},{"speaker":"Sally Shaughnessy","startTime":640.7289999999999,"endTime":644.749,"body":"You're allowed to tell them"},{"speaker":"Sally Shaughnessy","startTime":640.7289999999999,"endTime":644.749,"body":"that you need to assess"},{"speaker":"Sally Shaughnessy","startTime":644.869,"endTime":647.939,"body":"a few variables right now"},{"speaker":"Sally Shaughnessy","startTime":644.869,"endTime":647.939,"body":"before you're going to have"},{"speaker":"Sally Shaughnessy","startTime":647.939,"endTime":650.3589999999999,"body":"a full picture of what's"},{"speaker":"Sally Shaughnessy","startTime":647.939,"endTime":650.3589999999999,"body":"going on the project."},{"speaker":"Sally Shaughnessy","startTime":650.679,"endTime":655.499,"body":"I think more junior producers,"},{"speaker":"Sally Shaughnessy","startTime":650.679,"endTime":655.499,"body":"project managers, or maybe"},{"speaker":"Sally Shaughnessy","startTime":655.509,"endTime":658.799,"body":"even I would say I've seen"},{"speaker":"Sally Shaughnessy","startTime":655.509,"endTime":658.799,"body":"that sort of thing happen"},{"speaker":"Sally Shaughnessy","startTime":659.199,"endTime":662.3389999999999,"body":"at larger agencies with"},{"speaker":"Sally Shaughnessy","startTime":659.199,"endTime":662.3389999999999,"body":"bigger brands and bigger"},{"speaker":"Sally Shaughnessy","startTime":662.3389999999999,"endTime":663.769,"body":"stakeholder groups and clients."},{"speaker":"Sally Shaughnessy","startTime":663.769,"endTime":667.199,"body":"It feels like there's more"},{"speaker":"Sally Shaughnessy","startTime":663.769,"endTime":667.199,"body":"pressure for us to just suck it"},{"speaker":"Sally Shaughnessy","startTime":667.199,"endTime":672.209,"body":"up or go along with it or not"},{"speaker":"Sally Shaughnessy","startTime":667.199,"endTime":672.209,"body":"question, not push back, not"},{"speaker":"Sally Shaughnessy","startTime":672.209,"endTime":674.119,"body":"be transparent about impacts."},{"speaker":"Sally Shaughnessy","startTime":674.409,"endTime":679.179,"body":"And I would challenge everybody"},{"speaker":"Sally Shaughnessy","startTime":674.409,"endTime":679.179,"body":"to just slow down and build"},{"speaker":"Sally Shaughnessy","startTime":679.379,"endTime":681.059,"body":"trust through transparency."},{"speaker":"Sally Shaughnessy","startTime":681.374,"endTime":685.4839999999999,"body":"That, to me, has served me"},{"speaker":"Sally Shaughnessy","startTime":681.374,"endTime":685.4839999999999,"body":"well the most in my career, is"},{"speaker":"Sally Shaughnessy","startTime":685.4839999999999,"endTime":689.174,"body":"talking to clients very freely"},{"speaker":"Sally Shaughnessy","startTime":685.4839999999999,"endTime":689.174,"body":"about I want to be a good"},{"speaker":"Sally Shaughnessy","startTime":689.174,"endTime":693.184,"body":"partner, I want to do right by"},{"speaker":"Sally Shaughnessy","startTime":689.174,"endTime":693.184,"body":"you, I hear you, here's what"},{"speaker":"Sally Shaughnessy","startTime":693.184,"endTime":695.834,"body":"it's going to take to make it"},{"speaker":"Sally Shaughnessy","startTime":693.184,"endTime":695.834,"body":"happen, are you okay with that?"},{"speaker":"Sally Shaughnessy","startTime":696.294,"endTime":700.189,"body":"And that, rather than just"},{"speaker":"Sally Shaughnessy","startTime":696.294,"endTime":700.189,"body":"being, you know, yes people,"},{"speaker":"Sally Shaughnessy","startTime":700.429,"endTime":704.259,"body":"so that would be my other sort"},{"speaker":"Sally Shaughnessy","startTime":700.429,"endTime":704.259,"body":"of empathy is empathy for the"},{"speaker":"Sally Shaughnessy","startTime":704.259,"endTime":707.679,"body":"clients, but also empathy for"},{"speaker":"Sally Shaughnessy","startTime":704.259,"endTime":707.679,"body":"the internal team, empathy for"},{"speaker":"Sally Shaughnessy","startTime":707.899,"endTime":709.409,"body":"your company's bottom line."},{"speaker":"Sally Shaughnessy","startTime":709.4689999999999,"endTime":712.269,"body":"Empathy is not just human"},{"speaker":"Sally Shaughnessy","startTime":709.4689999999999,"endTime":712.269,"body":"too, you want to be mindful"},{"speaker":"Sally Shaughnessy","startTime":712.269,"endTime":713.3589999999999,"body":"and for all of those things."},{"speaker":"Sally Shaughnessy","startTime":713.5989999999999,"endTime":716.49,"body":"And for all of those things,"},{"speaker":"Sally Shaughnessy","startTime":713.5989999999999,"endTime":716.49,"body":"we owe it to our teams, our"},{"speaker":"Sally Shaughnessy","startTime":716.49,"endTime":720.26,"body":"clients and our projects to"},{"speaker":"Sally Shaughnessy","startTime":716.49,"endTime":720.26,"body":"slow down, be transparent"},{"speaker":"Sally Shaughnessy","startTime":720.27,"endTime":721.3199999999999,"body":"and ask more questions."},{"speaker":"Patrice Embry","startTime":721.875,"endTime":723.265,"body":"I want"},{"speaker":"Patrice Embry","startTime":721.875,"endTime":723.265,"body":"to just mention because"},{"speaker":"Patrice Embry","startTime":723.265,"endTime":724.045,"body":"I'm thinking about it."},{"speaker":"Patrice Embry","startTime":724.045,"endTime":726.595,"body":"I'm like, Sally and I had"},{"speaker":"Patrice Embry","startTime":724.045,"endTime":726.595,"body":"worked together before and"},{"speaker":"Patrice Embry","startTime":726.595,"endTime":728.875,"body":"we have a lot of the same"},{"speaker":"Patrice Embry","startTime":726.595,"endTime":728.875,"body":"like values when it comes"},{"speaker":"Patrice Embry","startTime":728.875,"endTime":729.865,"body":"to these types of things."},{"speaker":"Patrice Embry","startTime":729.895,"endTime":731.3249999999999,"body":"And I know Pam does too."},{"speaker":"Patrice Embry","startTime":731.765,"endTime":734.885,"body":"This isn't easy to do if"},{"speaker":"Patrice Embry","startTime":731.765,"endTime":734.885,"body":"you're like more junior,"},{"speaker":"Patrice Embry","startTime":734.9549999999999,"endTime":737.9549999999999,"body":"it's a lot easier when you've"},{"speaker":"Patrice Embry","startTime":734.9549999999999,"endTime":737.9549999999999,"body":"been doing this for a while"},{"speaker":"Patrice Embry","startTime":737.9549999999999,"endTime":739.845,"body":"because you can be pretty"},{"speaker":"Patrice Embry","startTime":737.9549999999999,"endTime":739.845,"body":"matter of fact about it."},{"speaker":"Patrice Embry","startTime":739.845,"endTime":742.624,"body":"You can draw upon your"},{"speaker":"Patrice Embry","startTime":739.845,"endTime":742.624,"body":"experience and say, I've"},{"speaker":"Patrice Embry","startTime":742.625,"endTime":744.985,"body":"seen this before, and"},{"speaker":"Patrice Embry","startTime":742.625,"endTime":744.985,"body":"this is what might happen."},{"speaker":"Patrice Embry","startTime":745.274,"endTime":749.9449999999999,"body":"But if you're not quite there"},{"speaker":"Patrice Embry","startTime":745.274,"endTime":749.9449999999999,"body":"yet, or don't feel completely"},{"speaker":"Patrice Embry","startTime":750.135,"endTime":752.485,"body":"confident in being able to"},{"speaker":"Patrice Embry","startTime":750.135,"endTime":752.485,"body":"bring something like this up,"},{"speaker":"Patrice Embry","startTime":752.505,"endTime":756.045,"body":"just know that this really"},{"speaker":"Patrice Embry","startTime":752.505,"endTime":756.045,"body":"is one of the things that's"},{"speaker":"Patrice Embry","startTime":756.045,"endTime":757.935,"body":"at the core of your job."},{"speaker":"Patrice Embry","startTime":758.235,"endTime":760.725,"body":"And if anyone gives you"},{"speaker":"Patrice Embry","startTime":758.235,"endTime":760.725,"body":"any flack for bringing"},{"speaker":"Patrice Embry","startTime":760.725,"endTime":764.404,"body":"that up, it's fair to say,"},{"speaker":"Patrice Embry","startTime":760.725,"endTime":764.404,"body":"this is what my job is."},{"speaker":"Patrice Embry","startTime":764.405,"endTime":766.495,"body":"I'm not just someone"},{"speaker":"Patrice Embry","startTime":764.405,"endTime":766.495,"body":"who's trying to, make a"},{"speaker":"Patrice Embry","startTime":766.495,"endTime":768.155,"body":"timeline or, stay on budget."},{"speaker":"Patrice Embry","startTime":768.375,"endTime":771.2149999999999,"body":"It's my job to tell you these"},{"speaker":"Patrice Embry","startTime":768.375,"endTime":771.2149999999999,"body":"things, and it's not easy to do,"},{"speaker":"Patrice Embry","startTime":771.2149999999999,"endTime":772.584,"body":"and it might be a little scary."},{"speaker":"Patrice Embry","startTime":772.8349999999999,"endTime":775.725,"body":"And I will say, because"},{"speaker":"Patrice Embry","startTime":772.8349999999999,"endTime":775.725,"body":"community is important to me."},{"speaker":"Patrice Embry","startTime":775.725,"endTime":776.605,"body":"It's helped me a lot."},{"speaker":"Patrice Embry","startTime":776.845,"endTime":779.745,"body":"If you're not sure, or if"},{"speaker":"Patrice Embry","startTime":776.845,"endTime":779.745,"body":"you're not sure what to say,"},{"speaker":"Patrice Embry","startTime":779.985,"endTime":783.855,"body":"going to the Slack channel"},{"speaker":"Patrice Embry","startTime":779.985,"endTime":783.855,"body":"of DPM is a great way to"},{"speaker":"Patrice Embry","startTime":783.865,"endTime":786.634,"body":"throw it in there and see"},{"speaker":"Patrice Embry","startTime":783.865,"endTime":786.634,"body":"if, is my thinking right?"},{"speaker":"Patrice Embry","startTime":786.645,"endTime":787.735,"body":"What can I say here?"},{"speaker":"Patrice Embry","startTime":787.925,"endTime":791.034,"body":"If you do what Sally says"},{"speaker":"Patrice Embry","startTime":787.925,"endTime":791.034,"body":"and, give yourself a second"},{"speaker":"Patrice Embry","startTime":791.0749999999999,"endTime":793.004,"body":"and say, I can't answer"},{"speaker":"Patrice Embry","startTime":791.0749999999999,"endTime":793.004,"body":"your question right now."},{"speaker":"Patrice Embry","startTime":793.155,"endTime":795.5849999999999,"body":"And if you can't do that,"},{"speaker":"Patrice Embry","startTime":793.155,"endTime":795.5849999999999,"body":"find a trusted person"},{"speaker":"Patrice Embry","startTime":795.5849999999999,"endTime":796.415,"body":"that, you work with."},{"speaker":"Patrice Embry","startTime":796.7049999999999,"endTime":799.8149999999999,"body":"You can ping one of us and"},{"speaker":"Patrice Embry","startTime":796.7049999999999,"endTime":799.8149999999999,"body":"just say to I'm just really"},{"speaker":"Patrice Embry","startTime":799.8149999999999,"endTime":800.794,"body":"not sure how to handle this."},{"speaker":"Patrice Embry","startTime":800.805,"endTime":803.5799999999999,"body":"But understand that that's"},{"speaker":"Patrice Embry","startTime":800.805,"endTime":803.5799999999999,"body":"the core of your job."},{"speaker":"Patrice Embry","startTime":803.5989999999999,"endTime":807.3299999999999,"body":"And it might seem a little"},{"speaker":"Patrice Embry","startTime":803.5989999999999,"endTime":807.3299999999999,"body":"scary to be the leadership, any"},{"speaker":"Patrice Embry","startTime":807.3299999999999,"endTime":809.9789999999999,"body":"kind of pushback to leadership"},{"speaker":"Patrice Embry","startTime":807.3299999999999,"endTime":809.9789999999999,"body":"is scary when you're not"},{"speaker":"Patrice Embry","startTime":809.9789999999999,"endTime":811.279,"body":"quite at the senior level."},{"speaker":"Patrice Embry","startTime":811.28,"endTime":814.679,"body":"So, take it and run with it,"},{"speaker":"Patrice Embry","startTime":811.28,"endTime":814.679,"body":"and it's your job and own it."},{"speaker":"Michael Mordak","startTime":815.0889999999999,"endTime":815.4889999999999,"body":"That's brilliant."},{"speaker":"Michael Mordak","startTime":815.709,"endTime":817.3589999999999,"body":"And you actually mentioned"},{"speaker":"Michael Mordak","startTime":815.709,"endTime":817.3589999999999,"body":"something I was going to say"},{"speaker":"Michael Mordak","startTime":817.3589999999999,"endTime":819.639,"body":"too, which is if you give"},{"speaker":"Michael Mordak","startTime":817.3589999999999,"endTime":819.639,"body":"yourself that time to come"},{"speaker":"Michael Mordak","startTime":819.639,"endTime":823.179,"body":"away and find an answer, then"},{"speaker":"Michael Mordak","startTime":819.639,"endTime":823.179,"body":"yeah, definitely reach out to"},{"speaker":"Michael Mordak","startTime":823.179,"endTime":826.049,"body":"the community because you've"},{"speaker":"Michael Mordak","startTime":823.179,"endTime":826.049,"body":"got an entire collection of"},{"speaker":"Michael Mordak","startTime":826.06,"endTime":829.27,"body":"people who have likely seen"},{"speaker":"Michael Mordak","startTime":826.06,"endTime":829.27,"body":"something similar and may"},{"speaker":"Michael Mordak","startTime":829.27,"endTime":831.36,"body":"have already gone through that"},{"speaker":"Michael Mordak","startTime":829.27,"endTime":831.36,"body":"situation through their own"},{"speaker":"Michael Mordak","startTime":831.36,"endTime":833.3,"body":"experience and can definitely"},{"speaker":"Michael Mordak","startTime":831.36,"endTime":833.3,"body":"provide some insight."},{"speaker":"Michael Mordak","startTime":833.3,"endTime":835.29,"body":"So that's a huge benefit"},{"speaker":"Michael Mordak","startTime":833.3,"endTime":835.29,"body":"you guys have as well."},{"speaker":"Michael Mordak","startTime":835.51,"endTime":836.6999999999999,"body":"I'm going to wrap this one"},{"speaker":"Michael Mordak","startTime":835.51,"endTime":836.6999999999999,"body":"up and we're going to head"},{"speaker":"Michael Mordak","startTime":836.6999999999999,"endTime":839.99,"body":"to the next scenario, which"},{"speaker":"Michael Mordak","startTime":836.6999999999999,"endTime":839.99,"body":"was voted on by the people."},{"speaker":"Michael Mordak","startTime":840.22,"endTime":843.5,"body":"And that one I believe"},{"speaker":"Michael Mordak","startTime":840.22,"endTime":843.5,"body":"was our fourth scenario."},{"speaker":"Michael Mordak","startTime":843.5,"endTime":847.98,"body":"So this one, we're going to"},{"speaker":"Michael Mordak","startTime":843.5,"endTime":847.98,"body":"talk about a client rotated off."},{"speaker":"Michael Mordak","startTime":847.98,"endTime":848.54,"body":"Here we go."},{"speaker":"Michael Mordak","startTime":849.265,"endTime":849.3149999999999,"body":"All right."},{"speaker":"Michael Mordak","startTime":849.3149999999999,"endTime":851.745,"body":"So this was got the"},{"speaker":"Michael Mordak","startTime":849.3149999999999,"endTime":851.745,"body":"most interest for people"},{"speaker":"Michael Mordak","startTime":851.755,"endTime":852.765,"body":"in the Slack channel."},{"speaker":"Michael Mordak","startTime":852.765,"endTime":853.2049999999999,"body":"So here we go."},{"speaker":"Michael Mordak","startTime":853.2049999999999,"endTime":856.125,"body":"So a client has rotated off"},{"speaker":"Michael Mordak","startTime":853.2049999999999,"endTime":856.125,"body":"the project and a new client is"},{"speaker":"Michael Mordak","startTime":856.125,"endTime":857.665,"body":"not as excited about the work."},{"speaker":"Michael Mordak","startTime":857.665,"endTime":859.025,"body":"So what do we do here?"},{"speaker":"Michael Mordak","startTime":859.054,"endTime":861.774,"body":"And I'm just gonna throw"},{"speaker":"Michael Mordak","startTime":859.054,"endTime":861.774,"body":"this one to Pam to start"},{"speaker":"Michael Mordak","startTime":861.775,"endTime":862.925,"body":"off if you're willing to go."},{"speaker":"Pam Butkowski","startTime":863.275,"endTime":864.975,"body":"When we say"},{"speaker":"Pam Butkowski","startTime":863.275,"endTime":864.975,"body":"isn't as excited about the"},{"speaker":"Pam Butkowski","startTime":864.975,"endTime":867.285,"body":"work, do you mean isn't as"},{"speaker":"Pam Butkowski","startTime":864.975,"endTime":867.285,"body":"excited about the work that"},{"speaker":"Pam Butkowski","startTime":867.285,"endTime":868.535,"body":"we've produced for them?"},{"speaker":"Pam Butkowski","startTime":868.615,"endTime":870.595,"body":"Or they're not excited about"},{"speaker":"Pam Butkowski","startTime":868.615,"endTime":870.595,"body":"being involved in the project?"},{"speaker":"Michael Mordak","startTime":871.045,"endTime":872.895,"body":"I'm going"},{"speaker":"Michael Mordak","startTime":871.045,"endTime":872.895,"body":"to say that it's not as"},{"speaker":"Michael Mordak","startTime":872.895,"endTime":875.2139999999999,"body":"excited about the work that's"},{"speaker":"Michael Mordak","startTime":872.895,"endTime":875.2139999999999,"body":"being produced, maybe about"},{"speaker":"Michael Mordak","startTime":875.2149999999999,"endTime":876.2149999999999,"body":"the project in general."},{"speaker":"Michael Mordak","startTime":876.244,"endTime":877.834,"body":"So, maybe they, this"},{"speaker":"Michael Mordak","startTime":876.244,"endTime":877.834,"body":"wasn't the idea that they"},{"speaker":"Michael Mordak","startTime":877.8349999999999,"endTime":878.495,"body":"would go for example."},{"speaker":"Pam Butkowski","startTime":879.555,"endTime":883.105,"body":"So whenever we"},{"speaker":"Pam Butkowski","startTime":879.555,"endTime":883.105,"body":"have some kind of a change like"},{"speaker":"Pam Butkowski","startTime":883.105,"endTime":887.374,"body":"this in stakeholders, I like to"},{"speaker":"Pam Butkowski","startTime":883.105,"endTime":887.374,"body":"recommend a re-grounding, right?"},{"speaker":"Pam Butkowski","startTime":887.505,"endTime":889.305,"body":"Do a little mini re-kickoff."},{"speaker":"Pam Butkowski","startTime":889.3249999999999,"endTime":891.535,"body":"Talk about all of the work"},{"speaker":"Pam Butkowski","startTime":889.3249999999999,"endTime":891.535,"body":"that's gone into it up"},{"speaker":"Pam Butkowski","startTime":891.535,"endTime":893.685,"body":"until then, and make sure"},{"speaker":"Pam Butkowski","startTime":891.535,"endTime":893.685,"body":"that they understand these"},{"speaker":"Pam Butkowski","startTime":893.685,"endTime":894.895,"body":"were intentional decisions."},{"speaker":"Pam Butkowski","startTime":894.895,"endTime":896.2339999999999,"body":"Here's how we got here, right?"},{"speaker":"Pam Butkowski","startTime":896.255,"endTime":899.135,"body":"Our research and all of our"},{"speaker":"Pam Butkowski","startTime":896.255,"endTime":899.135,"body":"discovery work led us here."},{"speaker":"Pam Butkowski","startTime":899.135,"endTime":901.6,"body":"We didn't just make a"},{"speaker":"Pam Butkowski","startTime":899.135,"endTime":901.6,"body":"decision on a whim, right?"},{"speaker":"Pam Butkowski","startTime":901.75,"endTime":905.5,"body":"And try and help them understand"},{"speaker":"Pam Butkowski","startTime":901.75,"endTime":905.5,"body":"why we are where we are first."},{"speaker":"Pam Butkowski","startTime":905.79,"endTime":907.86,"body":"A lot of times when a new"},{"speaker":"Pam Butkowski","startTime":905.79,"endTime":907.86,"body":"client is coming in, they're"},{"speaker":"Pam Butkowski","startTime":907.86,"endTime":909.9889999999999,"body":"seeing things, and again"},{"speaker":"Pam Butkowski","startTime":907.86,"endTime":909.9889999999999,"body":"you're gonna hear me say"},{"speaker":"Pam Butkowski","startTime":909.99,"endTime":911.329,"body":"facts, not feelings, a lot."},{"speaker":"Pam Butkowski","startTime":911.53,"endTime":913.0899999999999,"body":"But they're responding"},{"speaker":"Pam Butkowski","startTime":911.53,"endTime":913.0899999999999,"body":"using their feelings."},{"speaker":"Pam Butkowski","startTime":913.289,"endTime":914.869,"body":"They're seeing"},{"speaker":"Pam Butkowski","startTime":913.289,"endTime":914.869,"body":"something and they don't"},{"speaker":"Pam Butkowski","startTime":914.89,"endTime":915.8,"body":"understand the context."},{"speaker":"Pam Butkowski","startTime":915.809,"endTime":917.29,"body":"They don't have all"},{"speaker":"Pam Butkowski","startTime":915.809,"endTime":917.29,"body":"the information about"},{"speaker":"Pam Butkowski","startTime":917.309,"endTime":917.879,"body":"how you got here."},{"speaker":"Pam Butkowski","startTime":917.88,"endTime":919.88,"body":"And so to them, they just"},{"speaker":"Pam Butkowski","startTime":917.88,"endTime":919.88,"body":"see something on a screen and"},{"speaker":"Pam Butkowski","startTime":919.88,"endTime":920.9599999999999,"body":"they say, I don't like it."},{"speaker":"Pam Butkowski","startTime":921.5,"endTime":923.88,"body":"And so it's our job to"},{"speaker":"Pam Butkowski","startTime":921.5,"endTime":923.88,"body":"educate them and bring them"},{"speaker":"Pam Butkowski","startTime":923.88,"endTime":926.4399999999999,"body":"along for the ride and help"},{"speaker":"Pam Butkowski","startTime":923.88,"endTime":926.4399999999999,"body":"them understand how we got"},{"speaker":"Pam Butkowski","startTime":926.4499999999999,"endTime":928.03,"body":"here and then move forward."},{"speaker":"Pam Butkowski","startTime":928.03,"endTime":930.24,"body":"I think that context is"},{"speaker":"Pam Butkowski","startTime":928.03,"endTime":930.24,"body":"really important and it"},{"speaker":"Pam Butkowski","startTime":930.24,"endTime":932.5889999999999,"body":"is our responsibility"},{"speaker":"Pam Butkowski","startTime":930.24,"endTime":932.5889999999999,"body":"to help them get there."},{"speaker":"Patrice Embry","startTime":932.809,"endTime":934.03,"body":"Yeah, I"},{"speaker":"Patrice Embry","startTime":932.809,"endTime":934.03,"body":"think that's a great point."},{"speaker":"Patrice Embry","startTime":934.12,"endTime":938.37,"body":"And it's also, sometimes"},{"speaker":"Patrice Embry","startTime":934.12,"endTime":938.37,"body":"new clients or like people"},{"speaker":"Patrice Embry","startTime":938.37,"endTime":941.01,"body":"taking over for other people"},{"speaker":"Patrice Embry","startTime":938.37,"endTime":941.01,"body":"in a client scenario like"},{"speaker":"Patrice Embry","startTime":941.01,"endTime":943.2099999999999,"body":"this one, they just want"},{"speaker":"Patrice Embry","startTime":941.01,"endTime":943.2099999999999,"body":"to put their mark on it."},{"speaker":"Patrice Embry","startTime":943.35,"endTime":945.79,"body":"Sometimes you can suss"},{"speaker":"Patrice Embry","startTime":943.35,"endTime":945.79,"body":"out what that might be."},{"speaker":"Patrice Embry","startTime":946.045,"endTime":950.395,"body":"Maybe, you can tell that they"},{"speaker":"Patrice Embry","startTime":946.045,"endTime":950.395,"body":"like a certain style of imagery,"},{"speaker":"Patrice Embry","startTime":950.435,"endTime":952.9649999999999,"body":"and that might be something that"},{"speaker":"Patrice Embry","startTime":950.435,"endTime":952.9649999999999,"body":"you can affect and say sort of"},{"speaker":"Patrice Embry","startTime":953.155,"endTime":954.155,"body":"push them in that direction."},{"speaker":"Patrice Embry","startTime":954.405,"endTime":957.1949999999999,"body":"Maybe there's one small"},{"speaker":"Patrice Embry","startTime":954.405,"endTime":957.1949999999999,"body":"thing that you can do that"},{"speaker":"Patrice Embry","startTime":957.1949999999999,"endTime":960.285,"body":"won't blow everything up,"},{"speaker":"Patrice Embry","startTime":957.1949999999999,"endTime":960.285,"body":"but will, suffice for them."},{"speaker":"Patrice Embry","startTime":960.415,"endTime":962.7049999999999,"body":"But again, this is another"},{"speaker":"Patrice Embry","startTime":960.415,"endTime":962.7049999999999,"body":"options and consequences"},{"speaker":"Patrice Embry","startTime":962.7149999999999,"endTime":965.675,"body":"type situation where yeah, we"},{"speaker":"Patrice Embry","startTime":962.7149999999999,"endTime":965.675,"body":"can do something different,"},{"speaker":"Patrice Embry","startTime":965.685,"endTime":967.515,"body":"but here's what's going"},{"speaker":"Patrice Embry","startTime":965.685,"endTime":967.515,"body":"to change because of it."},{"speaker":"Patrice Embry","startTime":967.525,"endTime":968.645,"body":"Are you okay with that?"},{"speaker":"Patrice Embry","startTime":968.795,"endTime":970.485,"body":"Sometimes they'll say,"},{"speaker":"Patrice Embry","startTime":968.795,"endTime":970.485,"body":"yes, this has happened"},{"speaker":"Patrice Embry","startTime":970.485,"endTime":971.675,"body":"to me so many times."},{"speaker":"Patrice Embry","startTime":971.685,"endTime":975.365,"body":"The most recent time it was"},{"speaker":"Patrice Embry","startTime":971.685,"endTime":975.365,"body":"this giant website for a"},{"speaker":"Patrice Embry","startTime":975.365,"endTime":977.675,"body":"hospital, a really big hospital."},{"speaker":"Patrice Embry","startTime":977.985,"endTime":980.3249999999999,"body":"And somebody else came in"},{"speaker":"Patrice Embry","startTime":977.985,"endTime":980.3249999999999,"body":"and they were like, this is"},{"speaker":"Patrice Embry","startTime":980.3249999999999,"endTime":982.675,"body":"not the way I did this when"},{"speaker":"Patrice Embry","startTime":980.3249999999999,"endTime":982.675,"body":"I was at other hospital."},{"speaker":"Patrice Embry","startTime":983.015,"endTime":986.255,"body":"And I was like, okay, well,"},{"speaker":"Patrice Embry","startTime":983.015,"endTime":986.255,"body":"we're about a little over"},{"speaker":"Patrice Embry","startTime":986.265,"endTime":987.685,"body":"halfway through the project."},{"speaker":"Patrice Embry","startTime":987.685,"endTime":990.975,"body":"And what we can do is we can"},{"speaker":"Patrice Embry","startTime":987.685,"endTime":990.975,"body":"put it on hold and re-scope"},{"speaker":"Patrice Embry","startTime":990.995,"endTime":992.3349999999999,"body":"and have you sign an addendum."},{"speaker":"Patrice Embry","startTime":992.3349999999999,"endTime":995.175,"body":"And as soon as I started seeing"},{"speaker":"Patrice Embry","startTime":992.3349999999999,"endTime":995.175,"body":"those things that were like,"},{"speaker":"Patrice Embry","startTime":995.345,"endTime":998.865,"body":"oh, okay, well, I could probably"},{"speaker":"Patrice Embry","startTime":995.345,"endTime":998.865,"body":"work within what I have."},{"speaker":"Patrice Embry","startTime":998.875,"endTime":1002.185,"body":"Because as a new person in"},{"speaker":"Patrice Embry","startTime":998.875,"endTime":1002.185,"body":"a new position, I'm not sure"},{"speaker":"Patrice Embry","startTime":1002.185,"endTime":1004.535,"body":"that person would have wanted"},{"speaker":"Patrice Embry","startTime":1002.185,"endTime":1004.535,"body":"to say Oh, by the way, I also"},{"speaker":"Patrice Embry","startTime":1004.535,"endTime":1005.725,"body":"want a whole bunch more budget."},{"speaker":"Patrice Embry","startTime":1005.975,"endTime":1008.4549999999999,"body":"So, reminding them of"},{"speaker":"Patrice Embry","startTime":1005.975,"endTime":1008.4549999999999,"body":"those things too can be"},{"speaker":"Patrice Embry","startTime":1008.4549999999999,"endTime":1010.885,"body":"helpful, but this is not"},{"speaker":"Patrice Embry","startTime":1008.4549999999999,"endTime":1010.885,"body":"quite the same thing."},{"speaker":"Patrice Embry","startTime":1010.935,"endTime":1013.595,"body":"And I can't remember who"},{"speaker":"Patrice Embry","startTime":1010.935,"endTime":1013.595,"body":"told me this, but if you"},{"speaker":"Patrice Embry","startTime":1013.665,"endTime":1016.745,"body":"add stakeholders, it adds"},{"speaker":"Patrice Embry","startTime":1013.665,"endTime":1016.745,"body":"X amount to your budget."},{"speaker":"Patrice Embry","startTime":1016.975,"endTime":1019.925,"body":"And so each time, there's"},{"speaker":"Patrice Embry","startTime":1016.975,"endTime":1019.925,"body":"someone new, even if it's"},{"speaker":"Patrice Embry","startTime":1019.935,"endTime":1022.405,"body":"someone shuffling off and"},{"speaker":"Patrice Embry","startTime":1019.935,"endTime":1022.405,"body":"someone else shuffling on,"},{"speaker":"Patrice Embry","startTime":1022.775,"endTime":1025.085,"body":"it's gonna add time and money."},{"speaker":"Patrice Embry","startTime":1025.185,"endTime":1027.7350000000001,"body":"That's just something to"},{"speaker":"Patrice Embry","startTime":1025.185,"endTime":1027.7350000000001,"body":"understand and know, even"},{"speaker":"Patrice Embry","startTime":1027.7350000000001,"endTime":1029.805,"body":"if they're not saying,"},{"speaker":"Patrice Embry","startTime":1027.7350000000001,"endTime":1029.805,"body":"I'm not excited about the"},{"speaker":"Patrice Embry","startTime":1029.805,"endTime":1031.525,"body":"work, I want something"},{"speaker":"Patrice Embry","startTime":1029.805,"endTime":1031.525,"body":"to be done differently."},{"speaker":"Patrice Embry","startTime":1031.7350000000001,"endTime":1033.925,"body":"You're going to have"},{"speaker":"Patrice Embry","startTime":1031.7350000000001,"endTime":1033.925,"body":"a bump and uptick."},{"speaker":"Patrice Embry","startTime":1034.065,"endTime":1037.275,"body":"If you've got like a contingency"},{"speaker":"Patrice Embry","startTime":1034.065,"endTime":1037.275,"body":"budget, you can start using"},{"speaker":"Patrice Embry","startTime":1037.275,"endTime":1038.7350000000001,"body":"that or talk about using that."},{"speaker":"Patrice Embry","startTime":1038.7350000000001,"endTime":1042.325,"body":"But also understand that even if"},{"speaker":"Patrice Embry","startTime":1038.7350000000001,"endTime":1042.325,"body":"they're thrilled about the work,"},{"speaker":"Patrice Embry","startTime":1042.525,"endTime":1043.945,"body":"there's ramp up time for them."},{"speaker":"Patrice Embry","startTime":1044.135,"endTime":1046.135,"body":"There might be things that"},{"speaker":"Patrice Embry","startTime":1044.135,"endTime":1046.135,"body":"they like to do differently"},{"speaker":"Patrice Embry","startTime":1046.135,"endTime":1048.0149999999999,"body":"in terms of what they"},{"speaker":"Patrice Embry","startTime":1046.135,"endTime":1048.0149999999999,"body":"wouldn't see as a status."},{"speaker":"Patrice Embry","startTime":1048.035,"endTime":1049.655,"body":"So always keep that"},{"speaker":"Patrice Embry","startTime":1048.035,"endTime":1049.655,"body":"in mind as well."},{"speaker":"Pam Butkowski","startTime":1049.94,"endTime":1051.57,"body":"Yeah, I think"},{"speaker":"Pam Butkowski","startTime":1049.94,"endTime":1051.57,"body":"that leading, or talking"},{"speaker":"Pam Butkowski","startTime":1051.57,"endTime":1054.6299999999999,"body":"about empathy as well is"},{"speaker":"Pam Butkowski","startTime":1051.57,"endTime":1054.6299999999999,"body":"important here, right?"},{"speaker":"Pam Butkowski","startTime":1054.7,"endTime":1057.36,"body":"It's not easy for them coming"},{"speaker":"Pam Butkowski","startTime":1054.7,"endTime":1057.36,"body":"into a project mid flight."},{"speaker":"Pam Butkowski","startTime":1057.54,"endTime":1059.93,"body":"And the reason that they"},{"speaker":"Pam Butkowski","startTime":1057.54,"endTime":1059.93,"body":"might be rotating in might"},{"speaker":"Pam Butkowski","startTime":1059.93,"endTime":1061.01,"body":"not be a great one, right?"},{"speaker":"Pam Butkowski","startTime":1061.01,"endTime":1063.3,"body":"Maybe somebody was let go"},{"speaker":"Pam Butkowski","startTime":1061.01,"endTime":1063.3,"body":"because of what's happening"},{"speaker":"Pam Butkowski","startTime":1063.3,"endTime":1065.68,"body":"on the project, and they"},{"speaker":"Pam Butkowski","startTime":1063.3,"endTime":1065.68,"body":"this is a redemption"},{"speaker":"Pam Butkowski","startTime":1065.68,"endTime":1066.56,"body":"moment for them, right?"},{"speaker":"Pam Butkowski","startTime":1066.57,"endTime":1068.58,"body":"Maybe it's a huge growth"},{"speaker":"Pam Butkowski","startTime":1066.57,"endTime":1068.58,"body":"opportunity for them, right?"},{"speaker":"Pam Butkowski","startTime":1068.69,"endTime":1069.61,"body":"This is their big break."},{"speaker":"Pam Butkowski","startTime":1070.035,"endTime":1071.905,"body":"And they're trying to, to"},{"speaker":"Pam Butkowski","startTime":1070.035,"endTime":1071.905,"body":"your point, Patrice they need"},{"speaker":"Pam Butkowski","startTime":1071.905,"endTime":1072.845,"body":"to put their stamp on it."},{"speaker":"Pam Butkowski","startTime":1072.955,"endTime":1075.5149999999999,"body":"Understanding why the rotation"},{"speaker":"Pam Butkowski","startTime":1072.955,"endTime":1075.5149999999999,"body":"happened and why they were"},{"speaker":"Pam Butkowski","startTime":1075.5149999999999,"endTime":1078.985,"body":"resourced onto this work"},{"speaker":"Pam Butkowski","startTime":1075.5149999999999,"endTime":1078.985,"body":"will help us help them."},{"speaker":"Sally Shaughnessy","startTime":1079.225,"endTime":1080.065,"body":"That's"},{"speaker":"Sally Shaughnessy","startTime":1079.225,"endTime":1080.065,"body":"what I was gonna add."},{"speaker":"Sally Shaughnessy","startTime":1080.465,"endTime":1082.615,"body":"Aside from having the"},{"speaker":"Sally Shaughnessy","startTime":1080.465,"endTime":1082.615,"body":"re-kickoff, which I think is"},{"speaker":"Sally Shaughnessy","startTime":1082.615,"endTime":1085.605,"body":"really smart, and understanding"},{"speaker":"Sally Shaughnessy","startTime":1082.615,"endTime":1085.605,"body":"why they're not excited or"},{"speaker":"Sally Shaughnessy","startTime":1085.605,"endTime":1088.5149999999999,"body":"what it is that they're looking"},{"speaker":"Sally Shaughnessy","startTime":1085.605,"endTime":1088.5149999999999,"body":"for is incredibly important."},{"speaker":"Sally Shaughnessy","startTime":1088.735,"endTime":1093.455,"body":"Maybe related, but aside"},{"speaker":"Sally Shaughnessy","startTime":1088.735,"endTime":1093.455,"body":"from the project, adding new"},{"speaker":"Sally Shaughnessy","startTime":1093.465,"endTime":1097.695,"body":"stakeholders or rotations can"},{"speaker":"Sally Shaughnessy","startTime":1093.465,"endTime":1097.695,"body":"be a really vulnerable moment"},{"speaker":"Sally Shaughnessy","startTime":1097.735,"endTime":1099.5049999999999,"body":"for your agency relationship."},{"speaker":"Sally Shaughnessy","startTime":1099.665,"endTime":1102.245,"body":"That previous client may"},{"speaker":"Sally Shaughnessy","startTime":1099.665,"endTime":1102.245,"body":"have been a big ally for"},{"speaker":"Sally Shaughnessy","startTime":1102.245,"endTime":1103.805,"body":"your group, for your agency."},{"speaker":"Sally Shaughnessy","startTime":1103.955,"endTime":1107.125,"body":"And new clients, if they're"},{"speaker":"Sally Shaughnessy","startTime":1103.955,"endTime":1107.125,"body":"a new hire, sometimes"},{"speaker":"Sally Shaughnessy","startTime":1107.125,"endTime":1109.875,"body":"those new clients come with"},{"speaker":"Sally Shaughnessy","startTime":1107.125,"endTime":1109.875,"body":"their preferred vendor set."},{"speaker":"Sally Shaughnessy","startTime":1110.045,"endTime":1111.805,"body":"This is a really"},{"speaker":"Sally Shaughnessy","startTime":1110.045,"endTime":1111.805,"body":"vulnerable moment for your"},{"speaker":"Sally Shaughnessy","startTime":1111.805,"endTime":1113.195,"body":"agency's relationship."},{"speaker":"Sally Shaughnessy","startTime":1113.205,"endTime":1115.2749999999999,"body":"You don't want to get fired"},{"speaker":"Sally Shaughnessy","startTime":1113.205,"endTime":1115.2749999999999,"body":"so that they can bring"},{"speaker":"Sally Shaughnessy","startTime":1115.2749999999999,"endTime":1117.335,"body":"in their people that they"},{"speaker":"Sally Shaughnessy","startTime":1115.2749999999999,"endTime":1117.335,"body":"already know and trust."},{"speaker":"Sally Shaughnessy","startTime":1117.7,"endTime":1121.69,"body":"So, once you hear that your"},{"speaker":"Sally Shaughnessy","startTime":1117.7,"endTime":1121.69,"body":"client is leaving, you want"},{"speaker":"Sally Shaughnessy","startTime":1121.69,"endTime":1124.42,"body":"to make sure that you find out"},{"speaker":"Sally Shaughnessy","startTime":1121.69,"endTime":1124.42,"body":"right away who's replacing them."},{"speaker":"Sally Shaughnessy","startTime":1124.54,"endTime":1127.36,"body":"And reach out, we had a process,"},{"speaker":"Sally Shaughnessy","startTime":1124.54,"endTime":1127.36,"body":"we actually formalized this"},{"speaker":"Sally Shaughnessy","startTime":1127.37,"endTime":1130.5,"body":"process so that we didn't"},{"speaker":"Sally Shaughnessy","startTime":1127.37,"endTime":1130.5,"body":"miss the opportunity to get"},{"speaker":"Sally Shaughnessy","startTime":1130.5,"endTime":1131.73,"body":"in front of new clients."},{"speaker":"Sally Shaughnessy","startTime":1131.87,"endTime":1134.8,"body":"So, at Aten, we had a process"},{"speaker":"Sally Shaughnessy","startTime":1131.87,"endTime":1134.8,"body":"that said the second that"},{"speaker":"Sally Shaughnessy","startTime":1134.8,"endTime":1137.46,"body":"the project manager found out"},{"speaker":"Sally Shaughnessy","startTime":1134.8,"endTime":1137.46,"body":"that our client was leaving,"},{"speaker":"Sally Shaughnessy","startTime":1137.6299999999999,"endTime":1140.91,"body":"we immediately reached out to"},{"speaker":"Sally Shaughnessy","startTime":1137.6299999999999,"endTime":1140.91,"body":"them and their manager to say,"},{"speaker":"Sally Shaughnessy","startTime":1140.91,"endTime":1143.74,"body":"we understand that there's a"},{"speaker":"Sally Shaughnessy","startTime":1140.91,"endTime":1143.74,"body":"new client coming on board,"},{"speaker":"Sally Shaughnessy","startTime":1143.74,"endTime":1145.02,"body":"we'd really love to meet them."},{"speaker":"Sally Shaughnessy","startTime":1145.59,"endTime":1149.3999999999999,"body":"And we almost did a kickoff"},{"speaker":"Sally Shaughnessy","startTime":1145.59,"endTime":1149.3999999999999,"body":"like a pitch to the new client,"},{"speaker":"Sally Shaughnessy","startTime":1149.73,"endTime":1150.71,"body":"speak that they were on."},{"speaker":"Sally Shaughnessy","startTime":1150.77,"endTime":1152.86,"body":"Hey, we understand"},{"speaker":"Sally Shaughnessy","startTime":1150.77,"endTime":1152.86,"body":"you're new to your job."},{"speaker":"Sally Shaughnessy","startTime":1153.21,"endTime":1155.37,"body":"We're at and we're your agency."},{"speaker":"Sally Shaughnessy","startTime":1155.37,"endTime":1157.43,"body":"We've been building this"},{"speaker":"Sally Shaughnessy","startTime":1155.37,"endTime":1157.43,"body":"website for a little while."},{"speaker":"Sally Shaughnessy","startTime":1157.53,"endTime":1159.6399999999999,"body":"We know that week number"},{"speaker":"Sally Shaughnessy","startTime":1157.53,"endTime":1159.6399999999999,"body":"1 is usually drinking"},{"speaker":"Sally Shaughnessy","startTime":1159.6399999999999,"endTime":1160.49,"body":"from a fire hose."},{"speaker":"Sally Shaughnessy","startTime":1160.5,"endTime":1163.0,"body":"So we don't want to, flood"},{"speaker":"Sally Shaughnessy","startTime":1160.5,"endTime":1163.0,"body":"your schedule this week."},{"speaker":"Sally Shaughnessy","startTime":1163.02,"endTime":1165.17,"body":"But next week, we'd really"},{"speaker":"Sally Shaughnessy","startTime":1163.02,"endTime":1165.17,"body":"like to sit down and talk"},{"speaker":"Sally Shaughnessy","startTime":1165.17,"endTime":1167.42,"body":"to you about the history"},{"speaker":"Sally Shaughnessy","startTime":1165.17,"endTime":1167.42,"body":"of the project, the history"},{"speaker":"Sally Shaughnessy","startTime":1167.42,"endTime":1169.8,"body":"of our relationship,"},{"speaker":"Sally Shaughnessy","startTime":1167.42,"endTime":1169.8,"body":"things that we can do."},{"speaker":"Sally Shaughnessy","startTime":1169.97,"endTime":1173.0,"body":"But also the agenda for"},{"speaker":"Sally Shaughnessy","startTime":1169.97,"endTime":1173.0,"body":"that meeting is introducing"},{"speaker":"Sally Shaughnessy","startTime":1173.0,"endTime":1175.62,"body":"the agency, your team"},{"speaker":"Sally Shaughnessy","startTime":1173.0,"endTime":1175.62,"body":"capabilities, the history of"},{"speaker":"Sally Shaughnessy","startTime":1175.62,"endTime":1178.04,"body":"the relationship, but also"},{"speaker":"Sally Shaughnessy","startTime":1175.62,"endTime":1178.04,"body":"hearing from that new client."},{"speaker":"Sally Shaughnessy","startTime":1178.04,"endTime":1178.75,"body":"What are your goals?"},{"speaker":"Sally Shaughnessy","startTime":1178.92,"endTime":1180.71,"body":"What are your quick wins"},{"speaker":"Sally Shaughnessy","startTime":1178.92,"endTime":1180.71,"body":"that you want to get"},{"speaker":"Sally Shaughnessy","startTime":1180.75,"endTime":1181.78,"body":"out of this project?"},{"speaker":"Sally Shaughnessy","startTime":1182.06,"endTime":1184.36,"body":"How can we help you"},{"speaker":"Sally Shaughnessy","startTime":1182.06,"endTime":1184.36,"body":"get those quick wins?"},{"speaker":"Sally Shaughnessy","startTime":1184.6,"endTime":1185.6499999999999,"body":"Do you need more time?"},{"speaker":"Sally Shaughnessy","startTime":1186.01,"endTime":1187.95,"body":"Do we need to slow down a little"},{"speaker":"Sally Shaughnessy","startTime":1186.01,"endTime":1187.95,"body":"bit so that you can immerse"},{"speaker":"Sally Shaughnessy","startTime":1187.95,"endTime":1189.25,"body":"yourself into this project?"},{"speaker":"Sally Shaughnessy","startTime":1189.5149999999999,"endTime":1192.075,"body":"So that might come from"},{"speaker":"Sally Shaughnessy","startTime":1189.5149999999999,"endTime":1192.075,"body":"you, the project manager,"},{"speaker":"Sally Shaughnessy","startTime":1192.155,"endTime":1195.325,"body":"or you may need to escalate"},{"speaker":"Sally Shaughnessy","startTime":1192.155,"endTime":1195.325,"body":"it based on, your group's"},{"speaker":"Sally Shaughnessy","startTime":1195.475,"endTime":1196.7649999999999,"body":"preferred method for this."},{"speaker":"Sally Shaughnessy","startTime":1197.0149999999999,"endTime":1201.065,"body":"But at our agency, it was"},{"speaker":"Sally Shaughnessy","startTime":1197.0149999999999,"endTime":1201.065,"body":"the salesperson or the"},{"speaker":"Sally Shaughnessy","startTime":1201.065,"endTime":1203.825,"body":"account person plus the"},{"speaker":"Sally Shaughnessy","startTime":1201.065,"endTime":1203.825,"body":"day to day project manager."},{"speaker":"Sally Shaughnessy","startTime":1204.035,"endTime":1206.965,"body":"So that they knew where"},{"speaker":"Sally Shaughnessy","startTime":1204.035,"endTime":1206.965,"body":"their, lines of communication"},{"speaker":"Sally Shaughnessy","startTime":1206.965,"endTime":1208.0339999999999,"body":"with the agency were."},{"speaker":"Sally Shaughnessy","startTime":1208.305,"endTime":1211.735,"body":"That way you also had a little"},{"speaker":"Sally Shaughnessy","startTime":1208.305,"endTime":1211.735,"body":"bit of this is why we did the"},{"speaker":"Sally Shaughnessy","startTime":1211.735,"endTime":1213.225,"body":"things the way that we did them."},{"speaker":"Sally Shaughnessy","startTime":1213.405,"endTime":1215.245,"body":"We hear that you're"},{"speaker":"Sally Shaughnessy","startTime":1213.405,"endTime":1215.245,"body":"probably, you're not very"},{"speaker":"Sally Shaughnessy","startTime":1215.245,"endTime":1218.545,"body":"excited because you have,"},{"speaker":"Sally Shaughnessy","startTime":1215.245,"endTime":1218.545,"body":"old hospital experience."},{"speaker":"Sally Shaughnessy","startTime":1218.685,"endTime":1220.885,"body":"Can we talk a little bit"},{"speaker":"Sally Shaughnessy","startTime":1218.685,"endTime":1220.885,"body":"more about your vision"},{"speaker":"Sally Shaughnessy","startTime":1221.145,"endTime":1224.095,"body":"for, your new job, your"},{"speaker":"Sally Shaughnessy","startTime":1221.145,"endTime":1224.095,"body":"vision for this project."},{"speaker":"Sally Shaughnessy","startTime":1224.3899999999999,"endTime":1227.8,"body":"And it might even require"},{"speaker":"Sally Shaughnessy","startTime":1224.3899999999999,"endTime":1227.8,"body":"an executive level hello."},{"speaker":"Sally Shaughnessy","startTime":1227.92,"endTime":1228.22,"body":"Right?"},{"speaker":"Sally Shaughnessy","startTime":1228.24,"endTime":1231.73,"body":"We know, we just had some"},{"speaker":"Sally Shaughnessy","startTime":1228.24,"endTime":1231.73,"body":"team change on our client side"},{"speaker":"Sally Shaughnessy","startTime":1231.73,"endTime":1234.58,"body":"recently, and our CEO reached"},{"speaker":"Sally Shaughnessy","startTime":1231.73,"endTime":1234.58,"body":"out to our new client just"},{"speaker":"Sally Shaughnessy","startTime":1234.58,"endTime":1235.48,"body":"to say, Hey, how you doing?"},{"speaker":"Sally Shaughnessy","startTime":1235.739,"endTime":1238.6499999999999,"body":"Know, like, just have some"},{"speaker":"Sally Shaughnessy","startTime":1235.739,"endTime":1238.6499999999999,"body":"internal awareness around"},{"speaker":"Sally Shaughnessy","startTime":1238.6589999999999,"endTime":1240.76,"body":"your rules of engagement"},{"speaker":"Sally Shaughnessy","startTime":1238.6589999999999,"endTime":1240.76,"body":"for this new client."},{"speaker":"Sally Shaughnessy","startTime":1241.009,"endTime":1243.439,"body":"Because there's two tracks"},{"speaker":"Sally Shaughnessy","startTime":1241.009,"endTime":1243.439,"body":"- there's handling why they"},{"speaker":"Sally Shaughnessy","startTime":1243.439,"endTime":1246.769,"body":"don't like the work, but"},{"speaker":"Sally Shaughnessy","startTime":1243.439,"endTime":1246.769,"body":"also securing your space"},{"speaker":"Sally Shaughnessy","startTime":1246.839,"endTime":1248.049,"body":"as their preferred vendor."},{"speaker":"Pam Butkowski","startTime":1248.58,"endTime":1249.59,"body":"I agree"},{"speaker":"Pam Butkowski","startTime":1248.58,"endTime":1249.59,"body":"with that completely."},{"speaker":"Pam Butkowski","startTime":1249.8799999999999,"endTime":1252.71,"body":"We actually just had this"},{"speaker":"Pam Butkowski","startTime":1249.8799999999999,"endTime":1252.71,"body":"happen on a pretty large scale"},{"speaker":"Pam Butkowski","startTime":1252.96,"endTime":1257.5,"body":"as well where we had a client"},{"speaker":"Pam Butkowski","startTime":1252.96,"endTime":1257.5,"body":"leave the company involuntarily."},{"speaker":"Pam Butkowski","startTime":1257.6499999999999,"endTime":1260.75,"body":"And she was from the marketing"},{"speaker":"Pam Butkowski","startTime":1257.6499999999999,"endTime":1260.75,"body":"side of the org, right?"},{"speaker":"Pam Butkowski","startTime":1260.96,"endTime":1265.055,"body":"And so she cared about sexy"},{"speaker":"Pam Butkowski","startTime":1260.96,"endTime":1265.055,"body":"design work and like, all this"},{"speaker":"Pam Butkowski","startTime":1265.055,"endTime":1267.085,"body":"exciting functionality, right?"},{"speaker":"Pam Butkowski","startTime":1267.245,"endTime":1268.615,"body":"And then her"},{"speaker":"Pam Butkowski","startTime":1267.245,"endTime":1268.615,"body":"replacement was from IT."},{"speaker":"Pam Butkowski","startTime":1268.865,"endTime":1271.985,"body":"And that person laser focused"},{"speaker":"Pam Butkowski","startTime":1268.865,"endTime":1271.985,"body":"on the authoring experience."},{"speaker":"Pam Butkowski","startTime":1272.075,"endTime":1274.774,"body":"And we flew our team out"},{"speaker":"Pam Butkowski","startTime":1272.075,"endTime":1274.774,"body":"to their offices and said,"},{"speaker":"Pam Butkowski","startTime":1274.7749999999999,"endTime":1275.445,"body":"we're all sitting down."},{"speaker":"Pam Butkowski","startTime":1275.695,"endTime":1276.965,"body":"We have to reprioritize, right?"},{"speaker":"Pam Butkowski","startTime":1276.965,"endTime":1279.245,"body":"We have to talk about what's"},{"speaker":"Pam Butkowski","startTime":1276.965,"endTime":1279.245,"body":"important, given the constraints"},{"speaker":"Pam Butkowski","startTime":1279.245,"endTime":1280.165,"body":"for the rest of the project."},{"speaker":"Pam Butkowski","startTime":1280.165,"endTime":1282.154,"body":"We were going into"},{"speaker":"Pam Butkowski","startTime":1280.165,"endTime":1282.154,"body":"UAT at that point."},{"speaker":"Pam Butkowski","startTime":1282.165,"endTime":1283.024,"body":"Dev was done."},{"speaker":"Pam Butkowski","startTime":1283.245,"endTime":1284.455,"body":"And so we said, you know what?"},{"speaker":"Pam Butkowski","startTime":1284.455,"endTime":1286.635,"body":"Taking a two day pause is"},{"speaker":"Pam Butkowski","startTime":1284.455,"endTime":1286.635,"body":"not going to hurt anyone,"},{"speaker":"Pam Butkowski","startTime":1287.065,"endTime":1287.795,"body":"everyone in a room."},{"speaker":"Pam Butkowski","startTime":1288.0049999999999,"endTime":1289.445,"body":"And sometimes that's what"},{"speaker":"Pam Butkowski","startTime":1288.0049999999999,"endTime":1289.445,"body":"you need to do, right?"},{"speaker":"Pam Butkowski","startTime":1289.5049999999999,"endTime":1290.305,"body":"I'm getting on a plane."},{"speaker":"Pam Butkowski","startTime":1290.535,"endTime":1290.905,"body":"Sit down."},{"speaker":"Pam Butkowski","startTime":1291.135,"endTime":1291.625,"body":"Let's figure it out."},{"speaker":"Patrice Embry","startTime":1291.645,"endTime":1294.225,"body":"That to"},{"speaker":"Patrice Embry","startTime":1291.645,"endTime":1294.225,"body":"me screams phase 2 also."},{"speaker":"Pam Butkowski","startTime":1294.2749999999999,"endTime":1294.445,"body":"Yeah."},{"speaker":"Pam Butkowski","startTime":1294.605,"endTime":1295.8039999999999,"body":"You know what we used it for?"},{"speaker":"Pam Butkowski","startTime":1295.845,"endTime":1296.835,"body":"Here's the other piece."},{"speaker":"Pam Butkowski","startTime":1297.085,"endTime":1298.475,"body":"That's how you win more work."},{"speaker":"Pam Butkowski","startTime":1298.564,"endTime":1301.249,"body":"Because we walk out there"},{"speaker":"Pam Butkowski","startTime":1298.564,"endTime":1301.249,"body":"with a Phase 2 backlog."},{"speaker":"Patrice Embry","startTime":1301.6399999999999,"endTime":1302.1689999999999,"body":"Totally."},{"speaker":"Michael Mordak","startTime":1302.32,"endTime":1302.72,"body":"Yeah."},{"speaker":"Michael Mordak","startTime":1302.76,"endTime":1305.06,"body":"I mean, I think that there's"},{"speaker":"Michael Mordak","startTime":1302.76,"endTime":1305.06,"body":"been some conversation"},{"speaker":"Michael Mordak","startTime":1305.06,"endTime":1307.1499999999999,"body":"in the chat as well about"},{"speaker":"Michael Mordak","startTime":1305.06,"endTime":1307.1499999999999,"body":"just that idea of empathy."},{"speaker":"Michael Mordak","startTime":1307.1499999999999,"endTime":1308.61,"body":"And I think that it's"},{"speaker":"Michael Mordak","startTime":1307.1499999999999,"endTime":1308.61,"body":"something that I was"},{"speaker":"Michael Mordak","startTime":1308.61,"endTime":1311.46,"body":"actually speaking with Melody"},{"speaker":"Michael Mordak","startTime":1308.61,"endTime":1311.46,"body":"MacKeand about recently."},{"speaker":"Michael Mordak","startTime":1311.74,"endTime":1313.98,"body":"It's just about how important"},{"speaker":"Michael Mordak","startTime":1311.74,"endTime":1313.98,"body":"that people management side"},{"speaker":"Michael Mordak","startTime":1313.98,"endTime":1317.085,"body":"of things is, like it's so"},{"speaker":"Michael Mordak","startTime":1313.98,"endTime":1317.085,"body":"much of project management is"},{"speaker":"Michael Mordak","startTime":1317.085,"endTime":1319.285,"body":"actually just understanding"},{"speaker":"Michael Mordak","startTime":1317.085,"endTime":1319.285,"body":"the people that you're"},{"speaker":"Michael Mordak","startTime":1319.285,"endTime":1322.035,"body":"working with and knowing how"},{"speaker":"Michael Mordak","startTime":1319.285,"endTime":1322.035,"body":"they work, what their goals"},{"speaker":"Michael Mordak","startTime":1322.035,"endTime":1322.695,"body":"are, that kind of thing."},{"speaker":"Michael Mordak","startTime":1322.695,"endTime":1324.405,"body":"And this is where it all"},{"speaker":"Michael Mordak","startTime":1322.695,"endTime":1324.405,"body":"starts is just, yeah, it's"},{"speaker":"Michael Mordak","startTime":1324.415,"endTime":1326.085,"body":"trying to see things from"},{"speaker":"Michael Mordak","startTime":1324.415,"endTime":1326.085,"body":"their perspective and taking"},{"speaker":"Michael Mordak","startTime":1326.085,"endTime":1327.145,"body":"a second to chat with them."},{"speaker":"Michael Mordak","startTime":1327.345,"endTime":1329.815,"body":"Pam said, maybe you fly"},{"speaker":"Michael Mordak","startTime":1327.345,"endTime":1329.815,"body":"to them and then chat with"},{"speaker":"Michael Mordak","startTime":1329.815,"endTime":1330.745,"body":"them face to face even."},{"speaker":"Michael Mordak","startTime":1331.135,"endTime":1333.315,"body":"And it just builds up that"},{"speaker":"Michael Mordak","startTime":1331.135,"endTime":1333.315,"body":"relationship so quickly"},{"speaker":"Michael Mordak","startTime":1333.315,"endTime":1334.395,"body":"and yeah, that's perfect."},{"speaker":"Michael Mordak","startTime":1334.395,"endTime":1335.215,"body":"I love that discussion."},{"speaker":"Michael Mordak","startTime":1335.215,"endTime":1338.325,"body":"We're going to jump ahead"},{"speaker":"Michael Mordak","startTime":1335.215,"endTime":1338.325,"body":"to our next one, which based"},{"speaker":"Michael Mordak","startTime":1338.335,"endTime":1341.955,"body":"on the voting system that we"},{"speaker":"Michael Mordak","startTime":1338.335,"endTime":1341.955,"body":"have implemented here, looks"},{"speaker":"Michael Mordak","startTime":1341.955,"endTime":1344.945,"body":"like it is this scenario"},{"speaker":"Michael Mordak","startTime":1341.955,"endTime":1344.945,"body":"here number two, where we're"},{"speaker":"Michael Mordak","startTime":1344.945,"endTime":1347.745,"body":"going to talk about some"},{"speaker":"Michael Mordak","startTime":1344.945,"endTime":1347.745,"body":"difficult conversations"},{"speaker":"Michael Mordak","startTime":1347.745,"endTime":1348.465,"body":"with your team here."},{"speaker":"Michael Mordak","startTime":1348.7749999999999,"endTime":1351.725,"body":"So a person on your team"},{"speaker":"Michael Mordak","startTime":1348.7749999999999,"endTime":1351.725,"body":"is underperforming and you"},{"speaker":"Michael Mordak","startTime":1351.725,"endTime":1353.105,"body":"are not their supervisor."},{"speaker":"Michael Mordak","startTime":1353.2749999999999,"endTime":1354.335,"body":"What do you do?"},{"speaker":"Michael Mordak","startTime":1354.355,"endTime":1356.295,"body":"And I've picked on Sally,"},{"speaker":"Michael Mordak","startTime":1354.355,"endTime":1356.295,"body":"I've picked on Pam."},{"speaker":"Michael Mordak","startTime":1356.295,"endTime":1359.145,"body":"So Patrice, I'm going to send"},{"speaker":"Michael Mordak","startTime":1356.295,"endTime":1359.145,"body":"this one over to you first."},{"speaker":"Patrice Embry","startTime":1359.5249999999999,"endTime":1362.635,"body":"This is a tough"},{"speaker":"Patrice Embry","startTime":1359.5249999999999,"endTime":1362.635,"body":"one for people like me who"},{"speaker":"Patrice Embry","startTime":1362.645,"endTime":1367.445,"body":"really care about people so"},{"speaker":"Patrice Embry","startTime":1362.645,"endTime":1367.445,"body":"much that, you want to give"},{"speaker":"Patrice Embry","startTime":1367.475,"endTime":1371.595,"body":"constructive, feedback, but"},{"speaker":"Patrice Embry","startTime":1367.475,"endTime":1371.595,"body":"it can be so difficult to do,"},{"speaker":"Patrice Embry","startTime":1371.635,"endTime":1374.715,"body":"especially if you aren't their"},{"speaker":"Patrice Embry","startTime":1371.635,"endTime":1374.715,"body":"supervisor, it's not easy."},{"speaker":"Patrice Embry","startTime":1374.715,"endTime":1377.285,"body":"So when you say a person on"},{"speaker":"Patrice Embry","startTime":1374.715,"endTime":1377.285,"body":"your team is underperforming,"},{"speaker":"Patrice Embry","startTime":1377.285,"endTime":1379.365,"body":"I'm guessing you mean the"},{"speaker":"Patrice Embry","startTime":1377.285,"endTime":1379.365,"body":"project team, and that's why"},{"speaker":"Patrice Embry","startTime":1379.365,"endTime":1380.465,"body":"you're not their supervisor."},{"speaker":"Patrice Embry","startTime":1380.635,"endTime":1383.885,"body":"I often talk about it and,"},{"speaker":"Patrice Embry","startTime":1380.635,"endTime":1383.885,"body":"especially if I know the person"},{"speaker":"Patrice Embry","startTime":1383.905,"endTime":1387.095,"body":"has a little bit of an ego, or"},{"speaker":"Patrice Embry","startTime":1383.905,"endTime":1387.095,"body":"it might be a blow to their ego,"},{"speaker":"Patrice Embry","startTime":1387.095,"endTime":1389.745,"body":"or they might not appreciate"},{"speaker":"Patrice Embry","startTime":1387.095,"endTime":1389.745,"body":"someone who isn't their"},{"speaker":"Patrice Embry","startTime":1389.745,"endTime":1391.415,"body":"supervisor giving them feedback."},{"speaker":"Patrice Embry","startTime":1391.675,"endTime":1393.5049999999999,"body":"Just talk about it in"},{"speaker":"Patrice Embry","startTime":1391.675,"endTime":1393.5049999999999,"body":"terms of the project."},{"speaker":"Patrice Embry","startTime":1393.675,"endTime":1395.685,"body":"If you look like we need"},{"speaker":"Patrice Embry","startTime":1393.675,"endTime":1395.685,"body":"a little bit more of this,"},{"speaker":"Patrice Embry","startTime":1395.685,"endTime":1396.695,"body":"what do you think about that?"},{"speaker":"Patrice Embry","startTime":1396.715,"endTime":1399.675,"body":"Just draw them into the"},{"speaker":"Patrice Embry","startTime":1396.715,"endTime":1399.675,"body":"conversation and, oftentimes"},{"speaker":"Patrice Embry","startTime":1399.695,"endTime":1402.965,"body":"they'll they know if they're"},{"speaker":"Patrice Embry","startTime":1399.695,"endTime":1402.965,"body":"underperforming, especially"},{"speaker":"Patrice Embry","startTime":1402.965,"endTime":1405.365,"body":"if they're in a little"},{"speaker":"Patrice Embry","startTime":1402.965,"endTime":1405.365,"body":"bit more of a senior role."},{"speaker":"Patrice Embry","startTime":1405.66,"endTime":1407.76,"body":"They'll know if they're"},{"speaker":"Patrice Embry","startTime":1405.66,"endTime":1407.76,"body":"not giving it their all."},{"speaker":"Patrice Embry","startTime":1407.79,"endTime":1410.84,"body":"And sometimes all it takes"},{"speaker":"Patrice Embry","startTime":1407.79,"endTime":1410.84,"body":"is for someone to, like you,"},{"speaker":"Patrice Embry","startTime":1410.84,"endTime":1414.85,"body":"to point it out and in a"},{"speaker":"Patrice Embry","startTime":1410.84,"endTime":1414.85,"body":"non-confrontational way, just"},{"speaker":"Patrice Embry","startTime":1414.86,"endTime":1417.93,"body":"for them to be like, eh, yeah, I"},{"speaker":"Patrice Embry","startTime":1414.86,"endTime":1417.93,"body":"know, I totally need to do this."},{"speaker":"Patrice Embry","startTime":1418.0,"endTime":1419.85,"body":"And then all of a sudden"},{"speaker":"Patrice Embry","startTime":1418.0,"endTime":1419.85,"body":"things start, working"},{"speaker":"Patrice Embry","startTime":1419.85,"endTime":1420.61,"body":"out a little bit better."},{"speaker":"Patrice Embry","startTime":1420.77,"endTime":1424.0,"body":"If it's a more junior person,"},{"speaker":"Patrice Embry","startTime":1420.77,"endTime":1424.0,"body":"sometimes I might go to"},{"speaker":"Patrice Embry","startTime":1424.0,"endTime":1426.19,"body":"their supervisor and say"},{"speaker":"Patrice Embry","startTime":1424.0,"endTime":1426.19,"body":"hey, I feel like this person"},{"speaker":"Patrice Embry","startTime":1426.19,"endTime":1428.68,"body":"might be in a little over"},{"speaker":"Patrice Embry","startTime":1426.19,"endTime":1428.68,"body":"their head, I talked about"},{"speaker":"Patrice Embry","startTime":1428.68,"endTime":1431.29,"body":"this and they weren't really"},{"speaker":"Patrice Embry","startTime":1428.68,"endTime":1431.29,"body":"sure what to do about that."},{"speaker":"Patrice Embry","startTime":1431.29,"endTime":1433.05,"body":"And it feels like it"},{"speaker":"Patrice Embry","startTime":1431.29,"endTime":1433.05,"body":"would be a really great"},{"speaker":"Patrice Embry","startTime":1433.05,"endTime":1434.41,"body":"idea to do this for them."},{"speaker":"Patrice Embry","startTime":1434.6399999999999,"endTime":1436.6299999999999,"body":"I just wanted to mention it"},{"speaker":"Patrice Embry","startTime":1434.6399999999999,"endTime":1436.6299999999999,"body":"to you to see if that was"},{"speaker":"Patrice Embry","startTime":1436.6299999999999,"endTime":1437.76,"body":"something you wanted to do."},{"speaker":"Patrice Embry","startTime":1437.83,"endTime":1438.93,"body":"I've done that before."},{"speaker":"Patrice Embry","startTime":1438.93,"endTime":1441.92,"body":"It's not so much going behind"},{"speaker":"Patrice Embry","startTime":1438.93,"endTime":1441.92,"body":"that person's back as it is"},{"speaker":"Patrice Embry","startTime":1442.1399999999999,"endTime":1444.72,"body":"giving them some support that"},{"speaker":"Patrice Embry","startTime":1442.1399999999999,"endTime":1444.72,"body":"they might not even realize"},{"speaker":"Patrice Embry","startTime":1444.72,"endTime":1445.92,"body":"that they knew themselves."},{"speaker":"Patrice Embry","startTime":1446.245,"endTime":1448.5049999999999,"body":"So, that's always"},{"speaker":"Patrice Embry","startTime":1446.245,"endTime":1448.5049999999999,"body":"an option as well."},{"speaker":"Patrice Embry","startTime":1448.5049999999999,"endTime":1451.035,"body":"And if it gets really"},{"speaker":"Patrice Embry","startTime":1448.5049999999999,"endTime":1451.035,"body":"bad, I don't love to go"},{"speaker":"Patrice Embry","startTime":1451.035,"endTime":1453.7549999999999,"body":"to people's supervisors"},{"speaker":"Patrice Embry","startTime":1451.035,"endTime":1453.7549999999999,"body":"to complain about someone."},{"speaker":"Patrice Embry","startTime":1453.7649999999999,"endTime":1456.5249999999999,"body":"But sometimes it's inevitable"},{"speaker":"Patrice Embry","startTime":1453.7649999999999,"endTime":1456.5249999999999,"body":"and you just have to say,"},{"speaker":"Patrice Embry","startTime":1456.5249999999999,"endTime":1459.115,"body":"listen, the only reason"},{"speaker":"Patrice Embry","startTime":1456.5249999999999,"endTime":1459.115,"body":"why I'm talking to you is"},{"speaker":"Patrice Embry","startTime":1459.115,"endTime":1461.865,"body":"because my project, this"},{"speaker":"Patrice Embry","startTime":1459.115,"endTime":1461.865,"body":"project is going to fail."},{"speaker":"Patrice Embry","startTime":1462.085,"endTime":1463.895,"body":"That is bad for everyone."},{"speaker":"Patrice Embry","startTime":1464.215,"endTime":1466.875,"body":"So I want to make sure that I"},{"speaker":"Patrice Embry","startTime":1464.215,"endTime":1466.875,"body":"talk to you about this and I"},{"speaker":"Patrice Embry","startTime":1466.875,"endTime":1469.465,"body":"want to get your support and"},{"speaker":"Patrice Embry","startTime":1466.875,"endTime":1469.465,"body":"being able to, write the shit."},{"speaker":"Patrice Embry","startTime":1469.72,"endTime":1473.18,"body":"But definitely try to do"},{"speaker":"Patrice Embry","startTime":1469.72,"endTime":1473.18,"body":"things on your own in a"},{"speaker":"Patrice Embry","startTime":1473.36,"endTime":1476.91,"body":"constructive way before you"},{"speaker":"Patrice Embry","startTime":1473.36,"endTime":1476.91,"body":"pull out the big gun and"},{"speaker":"Patrice Embry","startTime":1476.91,"endTime":1478.11,"body":"go to someone's supervisor."},{"speaker":"Patrice Embry","startTime":1478.11,"endTime":1480.85,"body":"But I'd love to hear other"},{"speaker":"Patrice Embry","startTime":1478.11,"endTime":1480.85,"body":"people's takes on this because"},{"speaker":"Patrice Embry","startTime":1481.0,"endTime":1483.6399999999999,"body":"I will say that this is not"},{"speaker":"Patrice Embry","startTime":1481.0,"endTime":1483.6399999999999,"body":"the thing that I'm best at."},{"speaker":"Patrice Embry","startTime":1483.73,"endTime":1485.72,"body":"I'm interested to hear"},{"speaker":"Patrice Embry","startTime":1483.73,"endTime":1485.72,"body":"what Pam and Sally say."},{"speaker":"Pam Butkowski","startTime":1485.975,"endTime":1490.305,"body":"It is our number"},{"speaker":"Pam Butkowski","startTime":1485.975,"endTime":1490.305,"body":"one job to ensure the successful"},{"speaker":"Pam Butkowski","startTime":1490.305,"endTime":1491.795,"body":"delivery of our projects, right?"},{"speaker":"Pam Butkowski","startTime":1491.845,"endTime":1492.605,"body":"It's our whole job."},{"speaker":"Pam Butkowski","startTime":1492.845,"endTime":1494.685,"body":"You can't do that if"},{"speaker":"Pam Butkowski","startTime":1492.845,"endTime":1494.685,"body":"somebody is underperforming."},{"speaker":"Pam Butkowski","startTime":1494.965,"endTime":1496.665,"body":"And so you do need"},{"speaker":"Pam Butkowski","startTime":1494.965,"endTime":1496.665,"body":"to address it."},{"speaker":"Pam Butkowski","startTime":1496.665,"endTime":1497.655,"body":"You can't let it keep going."},{"speaker":"Pam Butkowski","startTime":1497.845,"endTime":1501.535,"body":"However, you also can't like"},{"speaker":"Pam Butkowski","startTime":1497.845,"endTime":1501.535,"body":"a successful delivery does"},{"speaker":"Pam Butkowski","startTime":1501.535,"endTime":1503.965,"body":"not just mean on time, on"},{"speaker":"Pam Butkowski","startTime":1501.535,"endTime":1503.965,"body":"budget, within scope, right?"},{"speaker":"Pam Butkowski","startTime":1503.965,"endTime":1506.455,"body":"There are a lot of other"},{"speaker":"Pam Butkowski","startTime":1503.965,"endTime":1506.455,"body":"factors that go into that."},{"speaker":"Pam Butkowski","startTime":1506.615,"endTime":1508.705,"body":"I also would not call"},{"speaker":"Pam Butkowski","startTime":1506.615,"endTime":1508.705,"body":"a project successful if"},{"speaker":"Pam Butkowski","startTime":1508.705,"endTime":1510.595,"body":"everybody hates each other"},{"speaker":"Pam Butkowski","startTime":1508.705,"endTime":1510.595,"body":"on the team at the end of it."},{"speaker":"Pam Butkowski","startTime":1510.635,"endTime":1510.975,"body":"Right?"},{"speaker":"Pam Butkowski","startTime":1511.625,"endTime":1516.45,"body":"So, handling it with grace and"},{"speaker":"Pam Butkowski","startTime":1511.625,"endTime":1516.45,"body":"to Patrice's point trying to"},{"speaker":"Pam Butkowski","startTime":1516.49,"endTime":1518.16,"body":"be a partner to them first."},{"speaker":"Pam Butkowski","startTime":1518.34,"endTime":1519.46,"body":"You're all on the same team."},{"speaker":"Pam Butkowski","startTime":1519.57,"endTime":1522.08,"body":"And yeah, you have a"},{"speaker":"Pam Butkowski","startTime":1519.57,"endTime":1522.08,"body":"responsibility to make sure that"},{"speaker":"Pam Butkowski","startTime":1522.08,"endTime":1523.24,"body":"you're delivering successfully."},{"speaker":"Pam Butkowski","startTime":1523.24,"endTime":1525.86,"body":"But again, you can't do"},{"speaker":"Pam Butkowski","startTime":1523.24,"endTime":1525.86,"body":"that if you're, like,"},{"speaker":"Pam Butkowski","startTime":1526.11,"endTime":1528.74,"body":"escalating all the time and"},{"speaker":"Pam Butkowski","startTime":1526.11,"endTime":1528.74,"body":"your team doesn't trust you."},{"speaker":"Pam Butkowski","startTime":1528.93,"endTime":1530.59,"body":"So coming from a place of"},{"speaker":"Pam Butkowski","startTime":1528.93,"endTime":1530.59,"body":"trust and hey, let's get"},{"speaker":"Pam Butkowski","startTime":1530.59,"endTime":1531.68,"body":"through this together, right?"},{"speaker":"Pam Butkowski","startTime":1531.69,"endTime":1532.48,"body":"How can I help you?"},{"speaker":"Pam Butkowski","startTime":1532.48,"endTime":1533.31,"body":"What are you struggling with?"},{"speaker":"Pam Butkowski","startTime":1533.45,"endTime":1534.75,"body":"They might not know"},{"speaker":"Pam Butkowski","startTime":1533.45,"endTime":1534.75,"body":"what's going on."},{"speaker":"Pam Butkowski","startTime":1534.79,"endTime":1535.61,"body":"They might right?"},{"speaker":"Pam Butkowski","startTime":1535.61,"endTime":1537.12,"body":"You might be able to"},{"speaker":"Pam Butkowski","startTime":1535.61,"endTime":1537.12,"body":"help them through it just"},{"speaker":"Pam Butkowski","startTime":1537.12,"endTime":1538.1399999999999,"body":"because they have questions."},{"speaker":"Pam Butkowski","startTime":1538.495,"endTime":1540.165,"body":"Or there might be something"},{"speaker":"Pam Butkowski","startTime":1538.495,"endTime":1540.165,"body":"in their personal life where"},{"speaker":"Pam Butkowski","startTime":1540.165,"endTime":1542.365,"body":"then you can give them advice"},{"speaker":"Pam Butkowski","startTime":1540.165,"endTime":1542.365,"body":"on hey, maybe you do want to"},{"speaker":"Pam Butkowski","startTime":1542.365,"endTime":1543.645,"body":"talk to your manager about it."},{"speaker":"Pam Butkowski","startTime":1543.915,"endTime":1547.855,"body":"But coming to them first as"},{"speaker":"Pam Butkowski","startTime":1543.915,"endTime":1547.855,"body":"a partner, as an advocate, as"},{"speaker":"Pam Butkowski","startTime":1548.135,"endTime":1551.065,"body":"a friend, and see if you can"},{"speaker":"Pam Butkowski","startTime":1548.135,"endTime":1551.065,"body":"work through it that way first."},{"speaker":"Pam Butkowski","startTime":1551.205,"endTime":1554.055,"body":"But then I totally agree with"},{"speaker":"Pam Butkowski","startTime":1551.205,"endTime":1554.055,"body":"you, Patrice if you do need"},{"speaker":"Pam Butkowski","startTime":1554.055,"endTime":1556.335,"body":"to make the tough call and"},{"speaker":"Pam Butkowski","startTime":1554.055,"endTime":1556.335,"body":"escalate you gotta do it."},{"speaker":"Patrice Embry","startTime":1556.685,"endTime":1557.205,"body":"Bummer."},{"speaker":"Sally Shaughnessy","startTime":1557.355,"endTime":1559.0149999999999,"body":"I would"},{"speaker":"Sally Shaughnessy","startTime":1557.355,"endTime":1559.0149999999999,"body":"package what you're saying"},{"speaker":"Sally Shaughnessy","startTime":1559.175,"endTime":1563.805,"body":"and add to it three things"},{"speaker":"Sally Shaughnessy","startTime":1559.175,"endTime":1563.805,"body":"- assess, respond, and plan."},{"speaker":"Sally Shaughnessy","startTime":1564.0049999999999,"endTime":1567.485,"body":"Assess - is this a skill"},{"speaker":"Sally Shaughnessy","startTime":1564.0049999999999,"endTime":1567.485,"body":"issue, a style issue?"},{"speaker":"Sally Shaughnessy","startTime":1567.565,"endTime":1569.665,"body":"Assess if it's a"},{"speaker":"Sally Shaughnessy","startTime":1567.565,"endTime":1569.665,"body":"pattern of problems."},{"speaker":"Sally Shaughnessy","startTime":1569.725,"endTime":1571.2649999999999,"body":"Is it a capacity issue?"},{"speaker":"Sally Shaughnessy","startTime":1571.2749999999999,"endTime":1572.715,"body":"What kind of issues"},{"speaker":"Sally Shaughnessy","startTime":1571.2749999999999,"endTime":1572.715,"body":"are you having?"},{"speaker":"Sally Shaughnessy","startTime":1572.915,"endTime":1576.0149999999999,"body":"So assess what kind of"},{"speaker":"Sally Shaughnessy","startTime":1572.915,"endTime":1576.0149999999999,"body":"problems you think this is off"},{"speaker":"Sally Shaughnessy","startTime":1576.0149999999999,"endTime":1578.825,"body":"the bat, because that might"},{"speaker":"Sally Shaughnessy","startTime":1576.0149999999999,"endTime":1578.825,"body":"influence, do you self solve"},{"speaker":"Sally Shaughnessy","startTime":1578.825,"endTime":1580.165,"body":"directly with that person?"},{"speaker":"Sally Shaughnessy","startTime":1580.455,"endTime":1582.245,"body":"Or do you go right"},{"speaker":"Sally Shaughnessy","startTime":1580.455,"endTime":1582.245,"body":"to their manager?"},{"speaker":"Sally Shaughnessy","startTime":1582.2549999999999,"endTime":1583.955,"body":"Or do you do a"},{"speaker":"Sally Shaughnessy","startTime":1582.2549999999999,"endTime":1583.955,"body":"combination of both?"},{"speaker":"Sally Shaughnessy","startTime":1584.0249999999999,"endTime":1586.145,"body":"So assess what kind of"},{"speaker":"Sally Shaughnessy","startTime":1584.0249999999999,"endTime":1586.145,"body":"issue you're having."},{"speaker":"Sally Shaughnessy","startTime":1586.345,"endTime":1588.5249999999999,"body":"I would always advocate"},{"speaker":"Sally Shaughnessy","startTime":1586.345,"endTime":1588.5249999999999,"body":"for direct one to one"},{"speaker":"Sally Shaughnessy","startTime":1588.545,"endTime":1589.555,"body":"self solving first."},{"speaker":"Sally Shaughnessy","startTime":1589.605,"endTime":1591.655,"body":"Again, building the rhythm,"},{"speaker":"Sally Shaughnessy","startTime":1589.605,"endTime":1591.655,"body":"building the trust as a"},{"speaker":"Sally Shaughnessy","startTime":1591.665,"endTime":1592.735,"body":"team, things like that."},{"speaker":"Sally Shaughnessy","startTime":1592.7549999999999,"endTime":1594.035,"body":"I would totally agree with that."},{"speaker":"Sally Shaughnessy","startTime":1594.245,"endTime":1597.245,"body":"So nine times out of"},{"speaker":"Sally Shaughnessy","startTime":1594.245,"endTime":1597.245,"body":"ten, try your best to"},{"speaker":"Sally Shaughnessy","startTime":1597.245,"endTime":1598.205,"body":"talk to them directly."},{"speaker":"Sally Shaughnessy","startTime":1598.415,"endTime":1601.395,"body":"People get defensive when their"},{"speaker":"Sally Shaughnessy","startTime":1598.415,"endTime":1601.395,"body":"managers hear about something,"},{"speaker":"Sally Shaughnessy","startTime":1601.485,"endTime":1605.185,"body":"and, try, even though it"},{"speaker":"Sally Shaughnessy","startTime":1601.485,"endTime":1605.185,"body":"requires courage and bravery"},{"speaker":"Sally Shaughnessy","startTime":1605.205,"endTime":1608.075,"body":"and tough conversations,"},{"speaker":"Sally Shaughnessy","startTime":1605.205,"endTime":1608.075,"body":"try to direct self solve."},{"speaker":"Sally Shaughnessy","startTime":1608.435,"endTime":1612.105,"body":"I 100% agree with Patrice"},{"speaker":"Sally Shaughnessy","startTime":1608.435,"endTime":1612.105,"body":"inviting them into the"},{"speaker":"Sally Shaughnessy","startTime":1612.105,"endTime":1615.7649999999999,"body":"conversation, asking for"},{"speaker":"Sally Shaughnessy","startTime":1612.105,"endTime":1615.7649999999999,"body":"permission to talk about it,"},{"speaker":"Sally Shaughnessy","startTime":1615.815,"endTime":1617.855,"body":"saying, Hey, can we talk about"},{"speaker":"Sally Shaughnessy","startTime":1615.815,"endTime":1617.855,"body":"the project a little bit?"},{"speaker":"Sally Shaughnessy","startTime":1617.865,"endTime":1618.345,"body":"Do you mind?"},{"speaker":"Sally Shaughnessy","startTime":1618.435,"endTime":1619.5249999999999,"body":"I've been noticing some things."},{"speaker":"Sally Shaughnessy","startTime":1619.725,"endTime":1621.245,"body":"Do you have a couple of"},{"speaker":"Sally Shaughnessy","startTime":1619.725,"endTime":1621.245,"body":"minutes to talk about it?"},{"speaker":"Sally Shaughnessy","startTime":1621.2649999999999,"endTime":1624.605,"body":"Is almost asking for their"},{"speaker":"Sally Shaughnessy","startTime":1621.2649999999999,"endTime":1624.605,"body":"permission to give some"},{"speaker":"Sally Shaughnessy","startTime":1624.605,"endTime":1625.915,"body":"feedback to them, right?"},{"speaker":"Sally Shaughnessy","startTime":1626.185,"endTime":1628.2549999999999,"body":"Nobody wants to be blindsided"},{"speaker":"Sally Shaughnessy","startTime":1626.185,"endTime":1628.2549999999999,"body":"by stuff like this."},{"speaker":"Sally Shaughnessy","startTime":1628.615,"endTime":1631.685,"body":"I have also been trained to"},{"speaker":"Sally Shaughnessy","startTime":1628.615,"endTime":1631.685,"body":"talk to people about, like,"},{"speaker":"Sally Shaughnessy","startTime":1631.805,"endTime":1634.165,"body":"when you're delivering feedback,"},{"speaker":"Sally Shaughnessy","startTime":1631.805,"endTime":1634.165,"body":"talk to them about what is"},{"speaker":"Sally Shaughnessy","startTime":1634.165,"endTime":1638.235,"body":"expected, what you're seeing"},{"speaker":"Sally Shaughnessy","startTime":1634.165,"endTime":1638.235,"body":"and what the risks or results"},{"speaker":"Sally Shaughnessy","startTime":1638.2649999999999,"endTime":1639.155,"body":"of what you're seeing are."},{"speaker":"Sally Shaughnessy","startTime":1639.8,"endTime":1641.77,"body":"We're expecting you"},{"speaker":"Sally Shaughnessy","startTime":1639.8,"endTime":1641.77,"body":"to work 40 hours."},{"speaker":"Sally Shaughnessy","startTime":1641.81,"endTime":1643.03,"body":"I see you're doing 20."},{"speaker":"Sally Shaughnessy","startTime":1643.3,"endTime":1645.8899999999999,"body":"The results are we're probably"},{"speaker":"Sally Shaughnessy","startTime":1643.3,"endTime":1645.8899999999999,"body":"going to be behind schedule."},{"speaker":"Sally Shaughnessy","startTime":1646.03,"endTime":1649.51,"body":"Or, we expect you to join"},{"speaker":"Sally Shaughnessy","startTime":1646.03,"endTime":1649.51,"body":"those client calls on time"},{"speaker":"Sally Shaughnessy","startTime":1649.51,"endTime":1651.66,"body":"so that we can put our best"},{"speaker":"Sally Shaughnessy","startTime":1649.51,"endTime":1651.66,"body":"foot forward with the client."},{"speaker":"Sally Shaughnessy","startTime":1651.67,"endTime":1653.83,"body":"When you show up"},{"speaker":"Sally Shaughnessy","startTime":1651.67,"endTime":1653.83,"body":"late, it erodes trust."},{"speaker":"Sally Shaughnessy","startTime":1654.1399999999999,"endTime":1657.58,"body":"Can I help you figure"},{"speaker":"Sally Shaughnessy","startTime":1654.1399999999999,"endTime":1657.58,"body":"out how to get you to"},{"speaker":"Sally Shaughnessy","startTime":1657.58,"endTime":1658.719,"body":"these meetings on time?"},{"speaker":"Sally Shaughnessy","startTime":1659.04,"endTime":1659.3899999999999,"body":"Right?"},{"speaker":"Sally Shaughnessy","startTime":1659.56,"endTime":1661.02,"body":"What is it about your schedule?"},{"speaker":"Sally Shaughnessy","startTime":1661.03,"endTime":1661.33,"body":"Right?"},{"speaker":"Sally Shaughnessy","startTime":1661.34,"endTime":1662.48,"body":"Offer to help, too."},{"speaker":"Sally Shaughnessy","startTime":1662.72,"endTime":1664.18,"body":"So, I expect you to do this."},{"speaker":"Sally Shaughnessy","startTime":1664.23,"endTime":1665.3799999999999,"body":"I'm seeing you to do that."},{"speaker":"Sally Shaughnessy","startTime":1665.6499999999999,"endTime":1667.3799999999999,"body":"This is the risk or"},{"speaker":"Sally Shaughnessy","startTime":1665.6499999999999,"endTime":1667.3799999999999,"body":"the result of that."},{"speaker":"Sally Shaughnessy","startTime":1667.57,"endTime":1670.0,"body":"If it's a pattern of behavior,"},{"speaker":"Sally Shaughnessy","startTime":1667.57,"endTime":1670.0,"body":"if it's a coaching issue, if"},{"speaker":"Sally Shaughnessy","startTime":1670.0,"endTime":1672.36,"body":"it's a skills issue clearly"},{"speaker":"Sally Shaughnessy","startTime":1670.0,"endTime":1672.36,"body":"they don't know what they're"},{"speaker":"Sally Shaughnessy","startTime":1672.36,"endTime":1675.02,"body":"doing, that's definitely"},{"speaker":"Sally Shaughnessy","startTime":1672.36,"endTime":1675.02,"body":"a go to the manager, go"},{"speaker":"Sally Shaughnessy","startTime":1675.02,"endTime":1676.2,"body":"to your resourcing team."},{"speaker":"Sally Shaughnessy","startTime":1676.29,"endTime":1678.08,"body":"I don't think we have the"},{"speaker":"Sally Shaughnessy","startTime":1676.29,"endTime":1678.08,"body":"right people on the project."},{"speaker":"Sally Shaughnessy","startTime":1678.08,"endTime":1678.71,"body":"How can we solve this?"},{"speaker":"Sally Shaughnessy","startTime":1679.195,"endTime":1680.865,"body":"I know that this person"},{"speaker":"Sally Shaughnessy","startTime":1679.195,"endTime":1680.865,"body":"really wants to grow"},{"speaker":"Sally Shaughnessy","startTime":1680.865,"endTime":1682.985,"body":"into this role, but they"},{"speaker":"Sally Shaughnessy","startTime":1680.865,"endTime":1682.985,"body":"don't understand Drupal."},{"speaker":"Sally Shaughnessy","startTime":1683.0049999999999,"endTime":1684.195,"body":"They need more training."},{"speaker":"Sally Shaughnessy","startTime":1684.315,"endTime":1685.045,"body":"How can we do that?"},{"speaker":"Sally Shaughnessy","startTime":1685.305,"endTime":1689.115,"body":"So, that's assess what it is,"},{"speaker":"Sally Shaughnessy","startTime":1685.305,"endTime":1689.115,"body":"respond to the appropriate"},{"speaker":"Sally Shaughnessy","startTime":1689.115,"endTime":1690.2549999999999,"body":"people, and then plan."},{"speaker":"Sally Shaughnessy","startTime":1690.5049999999999,"endTime":1693.205,"body":"What happens if nobody helps"},{"speaker":"Sally Shaughnessy","startTime":1690.5049999999999,"endTime":1693.205,"body":"you to resolve this problem?"},{"speaker":"Sally Shaughnessy","startTime":1693.245,"endTime":1695.125,"body":"You've got to come up"},{"speaker":"Sally Shaughnessy","startTime":1693.245,"endTime":1695.125,"body":"with a contingency plan."},{"speaker":"Sally Shaughnessy","startTime":1695.47,"endTime":1695.79,"body":"Right?"},{"speaker":"Sally Shaughnessy","startTime":1695.91,"endTime":1699.44,"body":"What's your go-no-go moment"},{"speaker":"Sally Shaughnessy","startTime":1695.91,"endTime":1699.44,"body":"here if your self solving"},{"speaker":"Sally Shaughnessy","startTime":1699.44,"endTime":1702.03,"body":"doesn't work, or the"},{"speaker":"Sally Shaughnessy","startTime":1699.44,"endTime":1702.03,"body":"manager just doesn't care?"},{"speaker":"Sally Shaughnessy","startTime":1702.23,"endTime":1703.75,"body":"What's your contingency plan?"},{"speaker":"Sally Shaughnessy","startTime":1703.75,"endTime":1705.78,"body":"Because you don't want to"},{"speaker":"Sally Shaughnessy","startTime":1703.75,"endTime":1705.78,"body":"be caught flat footed if"},{"speaker":"Sally Shaughnessy","startTime":1705.81,"endTime":1707.94,"body":"you don't see the change"},{"speaker":"Sally Shaughnessy","startTime":1705.81,"endTime":1707.94,"body":"that the project needs."},{"speaker":"Patrice Embry","startTime":1708.32,"endTime":1710.76,"body":"This is actually"},{"speaker":"Patrice Embry","startTime":1708.32,"endTime":1710.76,"body":"also one of those things"},{"speaker":"Patrice Embry","startTime":1710.76,"endTime":1713.8799999999999,"body":"where I feel like out of"},{"speaker":"Patrice Embry","startTime":1710.76,"endTime":1713.8799999999999,"body":"anything, this is where empathy"},{"speaker":"Patrice Embry","startTime":1713.8999999999999,"endTime":1715.81,"body":"comes into play the most."},{"speaker":"Patrice Embry","startTime":1716.1299999999999,"endTime":1719.0,"body":"And if someone is acting"},{"speaker":"Patrice Embry","startTime":1716.1299999999999,"endTime":1719.0,"body":"differently than you're used"},{"speaker":"Patrice Embry","startTime":1719.02,"endTime":1722.25,"body":"to, and they're underperforming"},{"speaker":"Patrice Embry","startTime":1719.02,"endTime":1722.25,"body":"and they're not usually"},{"speaker":"Patrice Embry","startTime":1722.25,"endTime":1725.3,"body":"underperforming, it's a really"},{"speaker":"Patrice Embry","startTime":1722.25,"endTime":1725.3,"body":"good idea to just say Hey!"},{"speaker":"Patrice Embry","startTime":1725.655,"endTime":1729.7549999999999,"body":"You don't sound like yourself,"},{"speaker":"Patrice Embry","startTime":1725.655,"endTime":1729.7549999999999,"body":"I got fired from a project"},{"speaker":"Patrice Embry","startTime":1729.995,"endTime":1730.985,"body":"and I'm a freelancer."},{"speaker":"Patrice Embry","startTime":1730.985,"endTime":1732.945,"body":"So that's like being"},{"speaker":"Patrice Embry","startTime":1730.985,"endTime":1732.945,"body":"fired from a job."},{"speaker":"Patrice Embry","startTime":1733.045,"endTime":1737.615,"body":"Because my father had just"},{"speaker":"Patrice Embry","startTime":1733.045,"endTime":1737.615,"body":"passed away and my stepmother"},{"speaker":"Patrice Embry","startTime":1737.695,"endTime":1740.395,"body":"six months later died of a"},{"speaker":"Patrice Embry","startTime":1737.695,"endTime":1740.395,"body":"heart attack very suddenly."},{"speaker":"Patrice Embry","startTime":1740.675,"endTime":1742.245,"body":"And I was not myself."},{"speaker":"Patrice Embry","startTime":1742.575,"endTime":1746.145,"body":"It was a long road with"},{"speaker":"Patrice Embry","startTime":1742.575,"endTime":1746.145,"body":"my dad and it was, I knew"},{"speaker":"Patrice Embry","startTime":1746.145,"endTime":1747.175,"body":"that I wasn't doing well."},{"speaker":"Patrice Embry","startTime":1747.175,"endTime":1749.125,"body":"And so someone finally"},{"speaker":"Patrice Embry","startTime":1747.175,"endTime":1749.125,"body":"came to me and said Is"},{"speaker":"Patrice Embry","startTime":1749.125,"endTime":1749.905,"body":"everything all right?"},{"speaker":"Patrice Embry","startTime":1749.925,"endTime":1751.215,"body":"And I build it all out."},{"speaker":"Patrice Embry","startTime":1751.285,"endTime":1753.425,"body":"And, there's always like a"},{"speaker":"Patrice Embry","startTime":1751.285,"endTime":1753.425,"body":"little bit of a wall that"},{"speaker":"Patrice Embry","startTime":1753.425,"endTime":1755.7649999999999,"body":"you want to have between"},{"speaker":"Patrice Embry","startTime":1753.425,"endTime":1755.7649999999999,"body":"your personal life and your"},{"speaker":"Patrice Embry","startTime":1755.7649999999999,"endTime":1758.585,"body":"work life, but sometimes"},{"speaker":"Patrice Embry","startTime":1755.7649999999999,"endTime":1758.585,"body":"you need to ask someone"},{"speaker":"Patrice Embry","startTime":1758.585,"endTime":1759.455,"body":"like, is everything okay?"},{"speaker":"Patrice Embry","startTime":1759.455,"endTime":1761.865,"body":"And you might get this"},{"speaker":"Patrice Embry","startTime":1759.455,"endTime":1761.865,"body":"huge thing is happening"},{"speaker":"Patrice Embry","startTime":1761.865,"endTime":1762.705,"body":"behind the scenes."},{"speaker":"Patrice Embry","startTime":1763.04,"endTime":1764.46,"body":"And then you're"},{"speaker":"Patrice Embry","startTime":1763.04,"endTime":1764.46,"body":"like, Oh, my God."},{"speaker":"Patrice Embry","startTime":1764.47,"endTime":1765.98,"body":"Now I understand"},{"speaker":"Patrice Embry","startTime":1764.47,"endTime":1765.98,"body":"what's going on."},{"speaker":"Patrice Embry","startTime":1765.99,"endTime":1768.6,"body":"What can I do to support you to"},{"speaker":"Patrice Embry","startTime":1765.99,"endTime":1768.6,"body":"make sure these things are done?"},{"speaker":"Patrice Embry","startTime":1768.6299999999999,"endTime":1771.28,"body":"Or these are the bare minimum"},{"speaker":"Patrice Embry","startTime":1768.6299999999999,"endTime":1771.28,"body":"things that need to be done."},{"speaker":"Patrice Embry","startTime":1771.31,"endTime":1772.3799999999999,"body":"Can you do these things?"},{"speaker":"Patrice Embry","startTime":1772.3799999999999,"endTime":1774.5,"body":"And is it alright if"},{"speaker":"Patrice Embry","startTime":1772.3799999999999,"endTime":1774.5,"body":"I go and see if I have"},{"speaker":"Patrice Embry","startTime":1774.5,"endTime":1776.42,"body":"someone else who can help"},{"speaker":"Patrice Embry","startTime":1774.5,"endTime":1776.42,"body":"with these other things?"},{"speaker":"Patrice Embry","startTime":1776.6,"endTime":1780.32,"body":"So this is the empathy play"},{"speaker":"Patrice Embry","startTime":1776.6,"endTime":1780.32,"body":"for me out of any of these."},{"speaker":"Patrice Embry","startTime":1780.32,"endTime":1783.1,"body":"This is the play where the"},{"speaker":"Patrice Embry","startTime":1780.32,"endTime":1783.1,"body":"empathy comes in the most."},{"speaker":"Pam Butkowski","startTime":1783.28,"endTime":1784.07,"body":"Completely agree."},{"speaker":"Michael Mordak","startTime":1784.435,"endTime":1785.565,"body":"Yeah,"},{"speaker":"Michael Mordak","startTime":1784.435,"endTime":1785.565,"body":"I think this kind of"},{"speaker":"Michael Mordak","startTime":1785.575,"endTime":1788.305,"body":"became a conversation"},{"speaker":"Michael Mordak","startTime":1785.575,"endTime":1788.305,"body":"about empathy through all"},{"speaker":"Michael Mordak","startTime":1788.305,"endTime":1789.415,"body":"these scenarios in a way."},{"speaker":"Michael Mordak","startTime":1789.585,"endTime":1791.465,"body":"It's been so prevalent"},{"speaker":"Michael Mordak","startTime":1789.585,"endTime":1791.465,"body":"through all these different"},{"speaker":"Michael Mordak","startTime":1791.465,"endTime":1793.565,"body":"scenarios, just understanding"},{"speaker":"Michael Mordak","startTime":1791.465,"endTime":1793.565,"body":"where people are coming from."},{"speaker":"Michael Mordak","startTime":1793.735,"endTime":1795.615,"body":"And one thing that Erika"},{"speaker":"Michael Mordak","startTime":1793.735,"endTime":1795.615,"body":"mentioned in the chat as well"},{"speaker":"Michael Mordak","startTime":1795.615,"endTime":1798.095,"body":"as in building off of what Sally"},{"speaker":"Michael Mordak","startTime":1795.615,"endTime":1798.095,"body":"had been talking about was the"},{"speaker":"Michael Mordak","startTime":1798.095,"endTime":1799.805,"body":"idea of clarity being kindness."},{"speaker":"Michael Mordak","startTime":1800.17,"endTime":1803.25,"body":"And just yeah, I mean,"},{"speaker":"Michael Mordak","startTime":1800.17,"endTime":1803.25,"body":"if there's any ambiguity"},{"speaker":"Michael Mordak","startTime":1803.26,"endTime":1805.68,"body":"in there, then it's not"},{"speaker":"Michael Mordak","startTime":1803.26,"endTime":1805.68,"body":"helping the situation."},{"speaker":"Michael Mordak","startTime":1805.7,"endTime":1807.3799999999999,"body":"It's not helping either"},{"speaker":"Michael Mordak","startTime":1805.7,"endTime":1807.3799999999999,"body":"side understand what the"},{"speaker":"Michael Mordak","startTime":1807.3799999999999,"endTime":1808.32,"body":"best foot forward is."},{"speaker":"Michael Mordak","startTime":1808.59,"endTime":1811.79,"body":"That was great discussion"},{"speaker":"Michael Mordak","startTime":1808.59,"endTime":1811.79,"body":"around, yeah, some difficult"},{"speaker":"Michael Mordak","startTime":1811.79,"endTime":1815.53,"body":"conversations, because I mean,"},{"speaker":"Michael Mordak","startTime":1811.79,"endTime":1815.53,"body":"those come up all the time and"},{"speaker":"Michael Mordak","startTime":1815.96,"endTime":1818.3,"body":"the fact of the matter with"},{"speaker":"Michael Mordak","startTime":1815.96,"endTime":1818.3,"body":"Patrice's example, as things"},{"speaker":"Michael Mordak","startTime":1818.3,"endTime":1820.97,"body":"come up, people can go through"},{"speaker":"Michael Mordak","startTime":1818.3,"endTime":1820.97,"body":"different situations and it"},{"speaker":"Michael Mordak","startTime":1820.97,"endTime":1824.11,"body":"might affect them worse one"},{"speaker":"Michael Mordak","startTime":1820.97,"endTime":1824.11,"body":"day, or, for a certain length"},{"speaker":"Michael Mordak","startTime":1824.11,"endTime":1826.95,"body":"of time, but you just never know"},{"speaker":"Michael Mordak","startTime":1824.11,"endTime":1826.95,"body":"what people are going through."},{"speaker":"Michael Mordak","startTime":1826.97,"endTime":1828.91,"body":"So it's always good to just"},{"speaker":"Michael Mordak","startTime":1826.97,"endTime":1828.91,"body":"take a second to understand."},{"speaker":"Michael Mordak","startTime":1829.1299999999999,"endTime":1831.8,"body":"And now we're going to jump to"},{"speaker":"Michael Mordak","startTime":1829.1299999999999,"endTime":1831.8,"body":"our next scenario, which there"},{"speaker":"Michael Mordak","startTime":1831.8,"endTime":1833.364,"body":"was a tiebreaker for this one."},{"speaker":"Michael Mordak","startTime":1833.645,"endTime":1835.565,"body":"I think this will be our last"},{"speaker":"Michael Mordak","startTime":1833.645,"endTime":1835.565,"body":"one and then we'll wrap up."},{"speaker":"Michael Mordak","startTime":1835.925,"endTime":1837.315,"body":"Starting a project"},{"speaker":"Michael Mordak","startTime":1835.925,"endTime":1837.315,"body":"when you're not ready."},{"speaker":"Michael Mordak","startTime":1837.315,"endTime":1840.595,"body":"So leadership team tells"},{"speaker":"Michael Mordak","startTime":1837.315,"endTime":1840.595,"body":"you to start a project and"},{"speaker":"Michael Mordak","startTime":1840.705,"endTime":1841.935,"body":"you're not ready to go."},{"speaker":"Michael Mordak","startTime":1842.145,"endTime":1844.285,"body":"Now, I assume I'm going to get"},{"speaker":"Michael Mordak","startTime":1842.145,"endTime":1844.285,"body":"some questions around this one,"},{"speaker":"Michael Mordak","startTime":1844.285,"endTime":1845.695,"body":"like not ready in what sense."},{"speaker":"Michael Mordak","startTime":1845.835,"endTime":1848.825,"body":"So actually I think Sally, I"},{"speaker":"Michael Mordak","startTime":1845.835,"endTime":1848.825,"body":"think you pitched this scenario."},{"speaker":"Michael Mordak","startTime":1848.825,"endTime":1850.985,"body":"So maybe if you want to give"},{"speaker":"Michael Mordak","startTime":1848.825,"endTime":1850.985,"body":"it a few more details and"},{"speaker":"Michael Mordak","startTime":1850.985,"endTime":1852.204,"body":"then we can jump into it."},{"speaker":"Sally Shaughnessy","startTime":1852.545,"endTime":1854.735,"body":"So, I"},{"speaker":"Sally Shaughnessy","startTime":1852.545,"endTime":1854.735,"body":"don't know if anybody else"},{"speaker":"Sally Shaughnessy","startTime":1854.735,"endTime":1858.085,"body":"here works for a publicly"},{"speaker":"Sally Shaughnessy","startTime":1854.735,"endTime":1858.085,"body":"traded company, but publicly"},{"speaker":"Sally Shaughnessy","startTime":1858.085,"endTime":1863.185,"body":"traded companies have certain"},{"speaker":"Sally Shaughnessy","startTime":1858.085,"endTime":1863.185,"body":"financial reporting obligations."},{"speaker":"Sally Shaughnessy","startTime":1863.215,"endTime":1867.155,"body":"And they also have financial"},{"speaker":"Sally Shaughnessy","startTime":1863.215,"endTime":1867.155,"body":"targets that have some strings"},{"speaker":"Sally Shaughnessy","startTime":1867.185,"endTime":1870.635,"body":"tied to it that smaller, non"},{"speaker":"Sally Shaughnessy","startTime":1867.185,"endTime":1870.635,"body":"publicly traded companies do."},{"speaker":"Sally Shaughnessy","startTime":1871.075,"endTime":1873.535,"body":"Now, I work for a publicly"},{"speaker":"Sally Shaughnessy","startTime":1871.075,"endTime":1873.535,"body":"traded company, and this"},{"speaker":"Sally Shaughnessy","startTime":1873.545,"endTime":1877.2749999999999,"body":"scenario happens all the time"},{"speaker":"Sally Shaughnessy","startTime":1873.545,"endTime":1877.2749999999999,"body":"because our leadership has"},{"speaker":"Sally Shaughnessy","startTime":1877.285,"endTime":1880.205,"body":"financial targets, and they"},{"speaker":"Sally Shaughnessy","startTime":1877.285,"endTime":1880.205,"body":"want to meet or exceed them."},{"speaker":"Sally Shaughnessy","startTime":1880.565,"endTime":1883.185,"body":"And starting a project"},{"speaker":"Sally Shaughnessy","startTime":1880.565,"endTime":1883.185,"body":"means that we can accrue"},{"speaker":"Sally Shaughnessy","startTime":1883.195,"endTime":1884.965,"body":"revenue as soon as possible."},{"speaker":"Sally Shaughnessy","startTime":1885.165,"endTime":1888.125,"body":"So the second that things get"},{"speaker":"Sally Shaughnessy","startTime":1885.165,"endTime":1888.125,"body":"signed, they want us to start."},{"speaker":"Sally Shaughnessy","startTime":1888.425,"endTime":1891.195,"body":"And so this is a common"},{"speaker":"Sally Shaughnessy","startTime":1888.425,"endTime":1891.195,"body":"problem that I work with"},{"speaker":"Sally Shaughnessy","startTime":1891.335,"endTime":1893.085,"body":"my team on all the time."},{"speaker":"Sally Shaughnessy","startTime":1893.395,"endTime":1897.895,"body":"And so this has, again, goes"},{"speaker":"Sally Shaughnessy","startTime":1893.395,"endTime":1897.895,"body":"back to what I was saying"},{"speaker":"Sally Shaughnessy","startTime":1897.895,"endTime":1899.905,"body":"earlier about people feel"},{"speaker":"Sally Shaughnessy","startTime":1897.895,"endTime":1899.905,"body":"pressure when they hear"},{"speaker":"Sally Shaughnessy","startTime":1899.905,"endTime":1902.735,"body":"leadership teams says they need"},{"speaker":"Sally Shaughnessy","startTime":1899.905,"endTime":1902.735,"body":"something or want something and"},{"speaker":"Sally Shaughnessy","startTime":1902.735,"endTime":1903.895,"body":"our people just want to jump."},{"speaker":"Sally Shaughnessy","startTime":1904.135,"endTime":1905.935,"body":"And they want to just say,"},{"speaker":"Sally Shaughnessy","startTime":1904.135,"endTime":1905.935,"body":"yes, we can do all of that."},{"speaker":"Sally Shaughnessy","startTime":1906.165,"endTime":1911.315,"body":"I am coaching people to grow in"},{"speaker":"Sally Shaughnessy","startTime":1906.165,"endTime":1911.315,"body":"your role and resist the urge"},{"speaker":"Sally Shaughnessy","startTime":1911.365,"endTime":1913.5049999999999,"body":"to just blindly move forward."},{"speaker":"Sally Shaughnessy","startTime":1913.79,"endTime":1916.48,"body":"Frankly, what the heck are you"},{"speaker":"Sally Shaughnessy","startTime":1913.79,"endTime":1916.48,"body":"going to move forward on, right?"},{"speaker":"Sally Shaughnessy","startTime":1916.51,"endTime":1919.35,"body":"We know to start a project,"},{"speaker":"Sally Shaughnessy","startTime":1916.51,"endTime":1919.35,"body":"you need clarity of scope."},{"speaker":"Sally Shaughnessy","startTime":1919.3899999999999,"endTime":1920.53,"body":"You need to set up the tools."},{"speaker":"Sally Shaughnessy","startTime":1920.53,"endTime":1921.94,"body":"You need to assemble a team."},{"speaker":"Sally Shaughnessy","startTime":1922.18,"endTime":1924.28,"body":"And maybe that team's"},{"speaker":"Sally Shaughnessy","startTime":1922.18,"endTime":1924.28,"body":"working on something else."},{"speaker":"Sally Shaughnessy","startTime":1924.29,"endTime":1927.51,"body":"So, you're not ready might"},{"speaker":"Sally Shaughnessy","startTime":1924.29,"endTime":1927.51,"body":"mean we don't have signature."},{"speaker":"Sally Shaughnessy","startTime":1927.98,"endTime":1930.8899999999999,"body":"It might mean that you don't"},{"speaker":"Sally Shaughnessy","startTime":1927.98,"endTime":1930.8899999999999,"body":"have a team that's ready"},{"speaker":"Sally Shaughnessy","startTime":1930.8899999999999,"endTime":1931.884,"body":"to start working on it."},{"speaker":"Sally Shaughnessy","startTime":1932.205,"endTime":1936.065,"body":"Or, you don't have access"},{"speaker":"Sally Shaughnessy","startTime":1932.205,"endTime":1936.065,"body":"to the client's analytics or"},{"speaker":"Sally Shaughnessy","startTime":1936.065,"endTime":1939.635,"body":"website backend, or you haven't"},{"speaker":"Sally Shaughnessy","startTime":1936.065,"endTime":1939.635,"body":"chosen a hosting provider"},{"speaker":"Sally Shaughnessy","startTime":1939.635,"endTime":1941.595,"body":"for the website you're going"},{"speaker":"Sally Shaughnessy","startTime":1939.635,"endTime":1941.595,"body":"to build, so you can't even"},{"speaker":"Sally Shaughnessy","startTime":1941.825,"endTime":1944.695,"body":"set up environments to start"},{"speaker":"Sally Shaughnessy","startTime":1941.825,"endTime":1944.695,"body":"designing or working, right?"},{"speaker":"Sally Shaughnessy","startTime":1944.865,"endTime":1947.645,"body":"There are a million reasons"},{"speaker":"Sally Shaughnessy","startTime":1944.865,"endTime":1947.645,"body":"for you to not be ready."},{"speaker":"Sally Shaughnessy","startTime":1947.835,"endTime":1951.745,"body":"Now, what I've coached my"},{"speaker":"Sally Shaughnessy","startTime":1947.835,"endTime":1951.745,"body":"team to do is talk to whomever"},{"speaker":"Sally Shaughnessy","startTime":1951.745,"endTime":1953.295,"body":"is asking for you to start."},{"speaker":"Sally Shaughnessy","startTime":1953.615,"endTime":1955.065,"body":"What does start mean to you?"},{"speaker":"Sally Shaughnessy","startTime":1955.455,"endTime":1958.0249999999999,"body":"Is there a financial target"},{"speaker":"Sally Shaughnessy","startTime":1955.455,"endTime":1958.0249999999999,"body":"that you're trying to hit?"},{"speaker":"Sally Shaughnessy","startTime":1958.2749999999999,"endTime":1961.045,"body":"If they say, we want to"},{"speaker":"Sally Shaughnessy","startTime":1958.2749999999999,"endTime":1961.045,"body":"accrue $50,000 in the first"},{"speaker":"Sally Shaughnessy","startTime":1961.045,"endTime":1964.2549999999999,"body":"month, then maybe you assess"},{"speaker":"Sally Shaughnessy","startTime":1961.045,"endTime":1964.2549999999999,"body":"your project plan and say,"},{"speaker":"Sally Shaughnessy","startTime":1964.345,"endTime":1967.335,"body":"the project management team"},{"speaker":"Sally Shaughnessy","startTime":1964.345,"endTime":1967.335,"body":"can talk to the client about"},{"speaker":"Sally Shaughnessy","startTime":1967.335,"endTime":1970.435,"body":"a pre kickoff, but we don't"},{"speaker":"Sally Shaughnessy","startTime":1967.335,"endTime":1970.435,"body":"have the resources ready yet."},{"speaker":"Sally Shaughnessy","startTime":1970.445,"endTime":1973.735,"body":"So perhaps we could do a"},{"speaker":"Sally Shaughnessy","startTime":1970.445,"endTime":1973.735,"body":"half step kickoff where we"},{"speaker":"Sally Shaughnessy","startTime":1973.735,"endTime":1977.225,"body":"just meet the client and talk"},{"speaker":"Sally Shaughnessy","startTime":1973.735,"endTime":1977.225,"body":"about the project charter"},{"speaker":"Sally Shaughnessy","startTime":1977.225,"endTime":1980.535,"body":"or stakeholder matrix and"},{"speaker":"Sally Shaughnessy","startTime":1977.225,"endTime":1980.535,"body":"things like that, that are not"},{"speaker":"Sally Shaughnessy","startTime":1980.555,"endTime":1982.885,"body":"destructive to the project burn."},{"speaker":"Sally Shaughnessy","startTime":1983.16,"endTime":1985.77,"body":"If the client says, we"},{"speaker":"Sally Shaughnessy","startTime":1983.16,"endTime":1985.77,"body":"want to bill $50,000"},{"speaker":"Sally Shaughnessy","startTime":1985.79,"endTime":1986.6299999999999,"body":"in that first month."},{"speaker":"Sally Shaughnessy","startTime":1987.0049999999999,"endTime":1990.5149999999999,"body":"I tell my team, life is a"},{"speaker":"Sally Shaughnessy","startTime":1987.0049999999999,"endTime":1990.5149999999999,"body":"negotiation, so maybe ask them"},{"speaker":"Sally Shaughnessy","startTime":1990.5149999999999,"endTime":1992.105,"body":"if they'd be happy with 20."},{"speaker":"Sally Shaughnessy","startTime":1992.865,"endTime":1997.185,"body":"And again, saying, if we have"},{"speaker":"Sally Shaughnessy","startTime":1992.865,"endTime":1997.185,"body":"to bill 50 and we're not ready,"},{"speaker":"Sally Shaughnessy","startTime":1997.655,"endTime":2001.0249999999999,"body":"I'm going to tell you that"},{"speaker":"Sally Shaughnessy","startTime":1997.655,"endTime":2001.0249999999999,"body":"30 percent delta is probably"},{"speaker":"Sally Shaughnessy","startTime":2001.035,"endTime":2003.745,"body":"going to be an investment"},{"speaker":"Sally Shaughnessy","startTime":2001.035,"endTime":2003.745,"body":"on the back end, because we"},{"speaker":"Sally Shaughnessy","startTime":2003.745,"endTime":2005.5049999999999,"body":"won't be doing valuable work."},{"speaker":"Sally Shaughnessy","startTime":2005.735,"endTime":2007.485,"body":"And so are you"},{"speaker":"Sally Shaughnessy","startTime":2005.735,"endTime":2007.485,"body":"prepared for that?"},{"speaker":"Sally Shaughnessy","startTime":2007.7649999999999,"endTime":2008.655,"body":"The yes, and."},{"speaker":"Sally Shaughnessy","startTime":2008.735,"endTime":2009.725,"body":"Yes, we can do that."},{"speaker":"Sally Shaughnessy","startTime":2009.825,"endTime":2012.485,"body":"And it's gonna mean that it's"},{"speaker":"Sally Shaughnessy","startTime":2009.825,"endTime":2012.485,"body":"gonna be useless throwaway"},{"speaker":"Sally Shaughnessy","startTime":2012.485,"endTime":2013.875,"body":"hours at the end of the project."},{"speaker":"Sally Shaughnessy","startTime":2014.175,"endTime":2016.805,"body":"I would also recommend that"},{"speaker":"Sally Shaughnessy","startTime":2014.175,"endTime":2016.805,"body":"you get this in writing, that"},{"speaker":"Sally Shaughnessy","startTime":2016.805,"endTime":2020.5149999999999,"body":"you received a directive on"},{"speaker":"Sally Shaughnessy","startTime":2016.805,"endTime":2020.5149999999999,"body":"March 1st to say start early"},{"speaker":"Sally Shaughnessy","startTime":2020.675,"endTime":2023.335,"body":"and you do not have resources"},{"speaker":"Sally Shaughnessy","startTime":2020.675,"endTime":2023.335,"body":"available, so here's what"},{"speaker":"Sally Shaughnessy","startTime":2023.335,"endTime":2024.565,"body":"you can get started on."},{"speaker":"Sally Shaughnessy","startTime":2024.745,"endTime":2026.359,"body":"Here's what you"},{"speaker":"Sally Shaughnessy","startTime":2024.745,"endTime":2026.359,"body":"can't get started on."},{"speaker":"Sally Shaughnessy","startTime":2026.57,"endTime":2029.61,"body":"So that you yourself aren't"},{"speaker":"Sally Shaughnessy","startTime":2026.57,"endTime":2029.61,"body":"held accountable when the"},{"speaker":"Sally Shaughnessy","startTime":2029.61,"endTime":2032.25,"body":"project goes into the red at"},{"speaker":"Sally Shaughnessy","startTime":2029.61,"endTime":2032.25,"body":"the end because you've burnt"},{"speaker":"Sally Shaughnessy","startTime":2032.32,"endTime":2035.1499999999999,"body":"a bunch of hours just spinning"},{"speaker":"Sally Shaughnessy","startTime":2032.32,"endTime":2035.1499999999999,"body":"around talking about what"},{"speaker":"Sally Shaughnessy","startTime":2035.1499999999999,"endTime":2038.58,"body":"we should do to get started"},{"speaker":"Sally Shaughnessy","startTime":2035.1499999999999,"endTime":2038.58,"body":"too early or prematurely."},{"speaker":"Sally Shaughnessy","startTime":2038.83,"endTime":2042.85,"body":"But for my, so what I'm saying"},{"speaker":"Sally Shaughnessy","startTime":2038.83,"endTime":2042.85,"body":"is to summarize, get it in"},{"speaker":"Sally Shaughnessy","startTime":2042.85,"endTime":2043.95,"body":"writing that you were asked."},{"speaker":"Sally Shaughnessy","startTime":2044.17,"endTime":2046.23,"body":"Negotiate on this if you can."},{"speaker":"Sally Shaughnessy","startTime":2046.56,"endTime":2049.07,"body":"Revisit your project plan"},{"speaker":"Sally Shaughnessy","startTime":2046.56,"endTime":2049.07,"body":"and your activities and"},{"speaker":"Sally Shaughnessy","startTime":2049.07,"endTime":2052.75,"body":"deliverables to see what you"},{"speaker":"Sally Shaughnessy","startTime":2049.07,"endTime":2052.75,"body":"can get started on that won't be"},{"speaker":"Sally Shaughnessy","startTime":2052.75,"endTime":2056.4700000000003,"body":"destructive, that won't result"},{"speaker":"Sally Shaughnessy","startTime":2052.75,"endTime":2056.4700000000003,"body":"in rework once you are ready."},{"speaker":"Sally Shaughnessy","startTime":2056.84,"endTime":2058.75,"body":"I would also talk"},{"speaker":"Sally Shaughnessy","startTime":2056.84,"endTime":2058.75,"body":"about your exposure."},{"speaker":"Sally Shaughnessy","startTime":2058.85,"endTime":2061.81,"body":"If you start a project without"},{"speaker":"Sally Shaughnessy","startTime":2058.85,"endTime":2061.81,"body":"having signature, what happens"},{"speaker":"Sally Shaughnessy","startTime":2061.81,"endTime":2064.86,"body":"if the client actually pulls"},{"speaker":"Sally Shaughnessy","startTime":2061.81,"endTime":2064.86,"body":"the project and you can't"},{"speaker":"Sally Shaughnessy","startTime":2064.86,"endTime":2067.65,"body":"bill them for the work you got"},{"speaker":"Sally Shaughnessy","startTime":2064.86,"endTime":2067.65,"body":"started on because they actually"},{"speaker":"Sally Shaughnessy","startTime":2067.65,"endTime":2068.9500000000003,"body":"never signed the contract."},{"speaker":"Sally Shaughnessy","startTime":2069.29,"endTime":2072.9700000000003,"body":"So, again, this is one of those"},{"speaker":"Sally Shaughnessy","startTime":2069.29,"endTime":2072.9700000000003,"body":"moments where you slow down,"},{"speaker":"Sally Shaughnessy","startTime":2073.23,"endTime":2076.4500000000003,"body":"take a breath, figure out what"},{"speaker":"Sally Shaughnessy","startTime":2073.23,"endTime":2076.4500000000003,"body":"the risks are, figure out what"},{"speaker":"Sally Shaughnessy","startTime":2076.4500000000003,"endTime":2081.53,"body":"you can do to preserve your"},{"speaker":"Sally Shaughnessy","startTime":2076.4500000000003,"endTime":2081.53,"body":"project and yourself and also"},{"speaker":"Sally Shaughnessy","startTime":2081.53,"endTime":2085.1600000000003,"body":"cover your ass and make sure"},{"speaker":"Sally Shaughnessy","startTime":2081.53,"endTime":2085.1600000000003,"body":"that you say you asked me to"},{"speaker":"Sally Shaughnessy","startTime":2085.1600000000003,"endTime":2088.46,"body":"start early in six months from"},{"speaker":"Sally Shaughnessy","startTime":2085.1600000000003,"endTime":2088.46,"body":"now when we start to go over,"},{"speaker":"Sally Shaughnessy","startTime":2088.55,"endTime":2090.5,"body":"I'm going to remind you that"},{"speaker":"Sally Shaughnessy","startTime":2088.55,"endTime":2090.5,"body":"you told me to start early."},{"speaker":"Patrice Embry","startTime":2092.6600000000003,"endTime":2095.71,"body":"So, by the way,"},{"speaker":"Patrice Embry","startTime":2092.6600000000003,"endTime":2095.71,"body":"if I had a nickel for every"},{"speaker":"Patrice Embry","startTime":2095.71,"endTime":2098.6600000000003,"body":"time this has happened to me, I"},{"speaker":"Patrice Embry","startTime":2095.71,"endTime":2098.6600000000003,"body":"wouldn't have to work anymore."},{"speaker":"Patrice Embry","startTime":2098.9500000000003,"endTime":2100.63,"body":"Honestly, so often."},{"speaker":"Sally Shaughnessy","startTime":2101.065,"endTime":2103.045,"body":"Yeah,"},{"speaker":"Sally Shaughnessy","startTime":2101.065,"endTime":2103.045,"body":"this is a big one for us"},{"speaker":"Sally Shaughnessy","startTime":2103.0750000000003,"endTime":2106.4750000000004,"body":"because obviously we're"},{"speaker":"Sally Shaughnessy","startTime":2103.0750000000003,"endTime":2106.4750000000004,"body":"publicly traded, and there"},{"speaker":"Sally Shaughnessy","startTime":2106.4750000000004,"endTime":2108.3250000000003,"body":"are financial projections."},{"speaker":"Sally Shaughnessy","startTime":2108.375,"endTime":2113.3650000000002,"body":"But the biggest thing that tends"},{"speaker":"Sally Shaughnessy","startTime":2108.375,"endTime":2113.3650000000002,"body":"to stump this is because people"},{"speaker":"Sally Shaughnessy","startTime":2113.3650000000002,"endTime":2114.585,"body":"are working on other projects."},{"speaker":"Sally Shaughnessy","startTime":2114.635,"endTime":2117.625,"body":"We expected to start this on"},{"speaker":"Sally Shaughnessy","startTime":2114.635,"endTime":2117.625,"body":"April 1st, and you're asking"},{"speaker":"Sally Shaughnessy","startTime":2117.625,"endTime":2119.0150000000003,"body":"us to start in March 1st."},{"speaker":"Sally Shaughnessy","startTime":2119.215,"endTime":2122.2050000000004,"body":"I can't free these other people"},{"speaker":"Sally Shaughnessy","startTime":2119.215,"endTime":2122.2050000000004,"body":"up from their project yet,"},{"speaker":"Sally Shaughnessy","startTime":2122.235,"endTime":2123.775,"body":"so what do you want me to do?"},{"speaker":"Sally Shaughnessy","startTime":2124.215,"endTime":2128.275,"body":"So, at my last agency, again,"},{"speaker":"Sally Shaughnessy","startTime":2124.215,"endTime":2128.275,"body":"there was transparency and"},{"speaker":"Sally Shaughnessy","startTime":2128.275,"endTime":2131.715,"body":"building trust, and we had"},{"speaker":"Sally Shaughnessy","startTime":2128.275,"endTime":2131.715,"body":"no problem disappointing"},{"speaker":"Sally Shaughnessy","startTime":2131.715,"endTime":2133.855,"body":"clients, and we didn't have"},{"speaker":"Sally Shaughnessy","startTime":2131.715,"endTime":2133.855,"body":"the financial pressures"},{"speaker":"Sally Shaughnessy","startTime":2133.855,"endTime":2135.1650000000004,"body":"that my current company has."},{"speaker":"Sally Shaughnessy","startTime":2135.4150000000004,"endTime":2138.395,"body":"So, while we were all very"},{"speaker":"Sally Shaughnessy","startTime":2135.4150000000004,"endTime":2138.395,"body":"excited to get started, we"},{"speaker":"Sally Shaughnessy","startTime":2138.395,"endTime":2142.135,"body":"had a three phased kickoff"},{"speaker":"Sally Shaughnessy","startTime":2138.395,"endTime":2142.135,"body":"process that allowed us to"},{"speaker":"Sally Shaughnessy","startTime":2142.135,"endTime":2144.565,"body":"slow walk project initiation."},{"speaker":"Sally Shaughnessy","startTime":2144.5750000000003,"endTime":2148.2900000000004,"body":"It allowed time for the teams"},{"speaker":"Sally Shaughnessy","startTime":2144.5750000000003,"endTime":2148.2900000000004,"body":"to wrap up their projects before"},{"speaker":"Sally Shaughnessy","startTime":2148.2900000000004,"endTime":2150.7000000000003,"body":"we had to get them invested"},{"speaker":"Sally Shaughnessy","startTime":2148.2900000000004,"endTime":2150.7000000000003,"body":"in the first few milestones."},{"speaker":"Sally Shaughnessy","startTime":2150.82,"endTime":2154.96,"body":"And a lot of that was really"},{"speaker":"Sally Shaughnessy","startTime":2150.82,"endTime":2154.96,"body":"operations and project"},{"speaker":"Sally Shaughnessy","startTime":2154.96,"endTime":2156.61,"body":"management setup, right?"},{"speaker":"Sally Shaughnessy","startTime":2156.6200000000003,"endTime":2159.67,"body":"Like getting the brief written,"},{"speaker":"Sally Shaughnessy","startTime":2156.6200000000003,"endTime":2159.67,"body":"getting access to the back end"},{"speaker":"Sally Shaughnessy","startTime":2159.67,"endTime":2162.1400000000003,"body":"of things, getting access to"},{"speaker":"Sally Shaughnessy","startTime":2159.67,"endTime":2162.1400000000003,"body":"their analytics so that we could"},{"speaker":"Sally Shaughnessy","startTime":2162.15,"endTime":2164.5,"body":"do homework before the kickoff."},{"speaker":"Sally Shaughnessy","startTime":2164.78,"endTime":2166.8700000000003,"body":"And a lot of the times"},{"speaker":"Sally Shaughnessy","startTime":2164.78,"endTime":2166.8700000000003,"body":"the clients were super"},{"speaker":"Sally Shaughnessy","startTime":2166.8700000000003,"endTime":2167.94,"body":"slow with that stuff."},{"speaker":"Sally Shaughnessy","startTime":2167.9500000000003,"endTime":2171.52,"body":"So it actually bought us time"},{"speaker":"Sally Shaughnessy","startTime":2167.9500000000003,"endTime":2171.52,"body":"to like really free people"},{"speaker":"Sally Shaughnessy","startTime":2171.52,"endTime":2174.5800000000004,"body":"up and get ready to have a"},{"speaker":"Sally Shaughnessy","startTime":2171.52,"endTime":2174.5800000000004,"body":"good start instead of this"},{"speaker":"Sally Shaughnessy","startTime":2174.71,"endTime":2176.755,"body":"frenetic half-assed start."},{"speaker":"Sally Shaughnessy","startTime":2176.925,"endTime":2180.945,"body":"This is a really incredible"},{"speaker":"Sally Shaughnessy","startTime":2176.925,"endTime":2180.945,"body":"moment when you start a project,"},{"speaker":"Sally Shaughnessy","startTime":2180.945,"endTime":2183.8050000000003,"body":"and if you start it wrong,"},{"speaker":"Sally Shaughnessy","startTime":2180.945,"endTime":2183.8050000000003,"body":"everything's gonna go poorly"},{"speaker":"Sally Shaughnessy","startTime":2183.8050000000003,"endTime":2185.635,"body":"after that, more often than not."},{"speaker":"Sally Shaughnessy","startTime":2185.6650000000004,"endTime":2190.855,"body":"And so, trying to salvage a good"},{"speaker":"Sally Shaughnessy","startTime":2185.6650000000004,"endTime":2190.855,"body":"start as much as possible is"},{"speaker":"Sally Shaughnessy","startTime":2190.855,"endTime":2192.3050000000003,"body":"in everybody's best interest."},{"speaker":"Pam Butkowski","startTime":2192.75,"endTime":2195.32,"body":"I love the"},{"speaker":"Pam Butkowski","startTime":2192.75,"endTime":2195.32,"body":"crawl, walk, run, or whatever"},{"speaker":"Pam Butkowski","startTime":2195.32,"endTime":2196.4900000000002,"body":"you said, strategy, right?"},{"speaker":"Pam Butkowski","startTime":2196.4900000000002,"endTime":2199.3500000000004,"body":"So we've built that into all"},{"speaker":"Pam Butkowski","startTime":2196.4900000000002,"endTime":2199.3500000000004,"body":"of our SOWs, too, where we have"},{"speaker":"Pam Butkowski","startTime":2199.38,"endTime":2202.23,"body":"a two week immersion session"},{"speaker":"Pam Butkowski","startTime":2199.38,"endTime":2202.23,"body":"where it is truly just, or"},{"speaker":"Pam Butkowski","startTime":2202.23,"endTime":2204.6600000000003,"body":"like immersion period, where"},{"speaker":"Pam Butkowski","startTime":2202.23,"endTime":2204.6600000000003,"body":"we are just intaking research."},{"speaker":"Pam Butkowski","startTime":2204.6600000000003,"endTime":2206.8900000000003,"body":"We are, like, shoring up"},{"speaker":"Pam Butkowski","startTime":2204.6600000000003,"endTime":2206.8900000000003,"body":"the team, and it's all"},{"speaker":"Pam Butkowski","startTime":2206.9100000000003,"endTime":2208.5600000000004,"body":"billable so that we can"},{"speaker":"Pam Butkowski","startTime":2206.9100000000003,"endTime":2208.5600000000004,"body":"start incurring revenue."},{"speaker":"Pam Butkowski","startTime":2209.05,"endTime":2213.0,"body":"This is an interesting one"},{"speaker":"Pam Butkowski","startTime":2209.05,"endTime":2213.0,"body":"for me because I'm the asshole"},{"speaker":"Pam Butkowski","startTime":2213.01,"endTime":2215.46,"body":"who is pushing my teams to"},{"speaker":"Pam Butkowski","startTime":2213.01,"endTime":2215.46,"body":"start as quickly as possible."},{"speaker":"Pam Butkowski","startTime":2216.3,"endTime":2218.76,"body":"I know because we've"},{"speaker":"Pam Butkowski","startTime":2216.3,"endTime":2218.76,"body":"committed to revenue"},{"speaker":"Pam Butkowski","startTime":2218.76,"endTime":2219.8100000000004,"body":"goals and revenue targets."},{"speaker":"Pam Butkowski","startTime":2219.8100000000004,"endTime":2221.5,"body":"We've committed to"},{"speaker":"Pam Butkowski","startTime":2219.8100000000004,"endTime":2221.5,"body":"the forecast, right?"},{"speaker":"Pam Butkowski","startTime":2221.52,"endTime":2224.36,"body":"And so I'm responsible"},{"speaker":"Pam Butkowski","startTime":2221.52,"endTime":2224.36,"body":"for revenue projections."},{"speaker":"Pam Butkowski","startTime":2225.1600000000003,"endTime":2228.96,"body":"And so what I need from my team,"},{"speaker":"Pam Butkowski","startTime":2225.1600000000003,"endTime":2228.96,"body":"if I'm pushing them too hard,"},{"speaker":"Pam Butkowski","startTime":2229.27,"endTime":2230.86,"body":"I need facts, again, right?"},{"speaker":"Pam Butkowski","startTime":2230.86,"endTime":2231.6800000000003,"body":"Like I need data."},{"speaker":"Pam Butkowski","startTime":2231.6800000000003,"endTime":2233.8100000000004,"body":"I need to understand what"},{"speaker":"Pam Butkowski","startTime":2231.6800000000003,"endTime":2233.8100000000004,"body":"the blockers to starting are."},{"speaker":"Pam Butkowski","startTime":2234.09,"endTime":2236.52,"body":"If the client is on vacation"},{"speaker":"Pam Butkowski","startTime":2234.09,"endTime":2236.52,"body":"for two weeks, there's"},{"speaker":"Pam Butkowski","startTime":2236.53,"endTime":2237.76,"body":"nothing we can do about that."},{"speaker":"Pam Butkowski","startTime":2238.0550000000003,"endTime":2238.355,"body":"Right?"},{"speaker":"Pam Butkowski","startTime":2238.395,"endTime":2239.9350000000004,"body":"We, there's nobody"},{"speaker":"Pam Butkowski","startTime":2238.395,"endTime":2239.9350000000004,"body":"to kick off with."},{"speaker":"Pam Butkowski","startTime":2240.2250000000004,"endTime":2243.355,"body":"Are there things that we can do"},{"speaker":"Pam Butkowski","startTime":2240.2250000000004,"endTime":2243.355,"body":"in the background while we're"},{"speaker":"Pam Butkowski","startTime":2243.355,"endTime":2244.295,"body":"waiting for them to get back?"},{"speaker":"Pam Butkowski","startTime":2244.445,"endTime":2246.6850000000004,"body":"I need to understand, again"},{"speaker":"Pam Butkowski","startTime":2244.445,"endTime":2246.6850000000004,"body":"what those blockers are so"},{"speaker":"Pam Butkowski","startTime":2246.6850000000004,"endTime":2248.945,"body":"that then we can strategize on,"},{"speaker":"Pam Butkowski","startTime":2246.6850000000004,"endTime":2248.945,"body":"like, how do we get around them?"},{"speaker":"Pam Butkowski","startTime":2248.9750000000004,"endTime":2249.735,"body":"Can we get around them?"},{"speaker":"Pam Butkowski","startTime":2249.7850000000003,"endTime":2252.295,"body":"Are we truly blocked and we"},{"speaker":"Pam Butkowski","startTime":2249.7850000000003,"endTime":2252.295,"body":"cannot kick off because we"},{"speaker":"Pam Butkowski","startTime":2252.295,"endTime":2254.0950000000003,"body":"don't have a single person"},{"speaker":"Pam Butkowski","startTime":2252.295,"endTime":2254.0950000000003,"body":"resource to this team?"},{"speaker":"Pam Butkowski","startTime":2254.5400000000004,"endTime":2255.0400000000004,"body":"Good to know."},{"speaker":"Pam Butkowski","startTime":2255.1000000000004,"endTime":2257.48,"body":"Is it because we haven't decided"},{"speaker":"Pam Butkowski","startTime":2255.1000000000004,"endTime":2257.48,"body":"on a hosting solution yet?"},{"speaker":"Pam Butkowski","startTime":2257.5800000000004,"endTime":2258.9500000000003,"body":"That I can work around, right?"},{"speaker":"Pam Butkowski","startTime":2258.9700000000003,"endTime":2261.65,"body":"That we can work on other things"},{"speaker":"Pam Butkowski","startTime":2258.9700000000003,"endTime":2261.65,"body":"we can focus on other areas."},{"speaker":"Pam Butkowski","startTime":2261.69,"endTime":2264.3900000000003,"body":"But I always like when I'm"},{"speaker":"Pam Butkowski","startTime":2261.69,"endTime":2264.3900000000003,"body":"on the again the asshole"},{"speaker":"Pam Butkowski","startTime":2264.3900000000003,"endTime":2266.3700000000003,"body":"side of this, like pushing"},{"speaker":"Pam Butkowski","startTime":2264.3900000000003,"endTime":2266.3700000000003,"body":"my teams to get started."},{"speaker":"Pam Butkowski","startTime":2266.3700000000003,"endTime":2267.9300000000003,"body":"I need to know what's"},{"speaker":"Pam Butkowski","startTime":2266.3700000000003,"endTime":2267.9300000000003,"body":"blocking them so that"},{"speaker":"Pam Butkowski","startTime":2267.9300000000003,"endTime":2268.6600000000003,"body":"we can work around it."},{"speaker":"Pam Butkowski","startTime":2268.78,"endTime":2271.09,"body":"So I wouldn't recommend that"},{"speaker":"Pam Butkowski","startTime":2268.78,"endTime":2271.09,"body":"and give that piece of advice."},{"speaker":"Pam Butkowski","startTime":2271.4100000000003,"endTime":2274.51,"body":"Go back to leadership and say,"},{"speaker":"Pam Butkowski","startTime":2271.4100000000003,"endTime":2274.51,"body":"these are the exact reasons that"},{"speaker":"Pam Butkowski","startTime":2274.51,"endTime":2278.02,"body":"I can't start at full velocity"},{"speaker":"Pam Butkowski","startTime":2274.51,"endTime":2278.02,"body":"right now and come with a plan."},{"speaker":"Pam Butkowski","startTime":2278.15,"endTime":2280.25,"body":"Say, this is what I"},{"speaker":"Pam Butkowski","startTime":2278.15,"endTime":2280.25,"body":"can get started on."},{"speaker":"Pam Butkowski","startTime":2280.55,"endTime":2282.44,"body":"Something that's better than"},{"speaker":"Pam Butkowski","startTime":2280.55,"endTime":2282.44,"body":"nothing in those situations."},{"speaker":"Patrice Embry","startTime":2282.44,"endTime":2283.19,"body":"Absolutely."},{"speaker":"Patrice Embry","startTime":2283.25,"endTime":2286.02,"body":"You can even I'm coming"},{"speaker":"Patrice Embry","startTime":2283.25,"endTime":2286.02,"body":"at this not from a revenue"},{"speaker":"Patrice Embry","startTime":2286.0400000000004,"endTime":2288.9,"body":"recognition standpoint,"},{"speaker":"Patrice Embry","startTime":2286.0400000000004,"endTime":2288.9,"body":"the way that you guys are."},{"speaker":"Patrice Embry","startTime":2289.07,"endTime":2292.84,"body":"Often this is happening for"},{"speaker":"Patrice Embry","startTime":2289.07,"endTime":2292.84,"body":"me because the client is"},{"speaker":"Patrice Embry","startTime":2292.86,"endTime":2298.5,"body":"pressuring leadership or sales"},{"speaker":"Patrice Embry","startTime":2292.86,"endTime":2298.5,"body":"has sold it like it's going"},{"speaker":"Patrice Embry","startTime":2298.51,"endTime":2299.73,"body":"to be started right away."},{"speaker":"Patrice Embry","startTime":2300.02,"endTime":2302.3100000000004,"body":"And so if you're able to"},{"speaker":"Patrice Embry","startTime":2300.02,"endTime":2302.3100000000004,"body":"say okay, well, these are"},{"speaker":"Patrice Embry","startTime":2302.3100000000004,"endTime":2305.25,"body":"the things I can do right"},{"speaker":"Patrice Embry","startTime":2302.3100000000004,"endTime":2305.25,"body":"now make a milestone out"},{"speaker":"Patrice Embry","startTime":2305.25,"endTime":2307.4900000000002,"body":"of putting a team together."},{"speaker":"Patrice Embry","startTime":2307.4900000000002,"endTime":2310.02,"body":"And so you're telling the"},{"speaker":"Patrice Embry","startTime":2307.4900000000002,"endTime":2310.02,"body":"client this is happening"},{"speaker":"Patrice Embry","startTime":2310.03,"endTime":2312.9,"body":"it's not normally a milestone"},{"speaker":"Patrice Embry","startTime":2310.03,"endTime":2312.9,"body":"for you, but make it one."},{"speaker":"Patrice Embry","startTime":2313.2250000000004,"endTime":2316.9550000000004,"body":"But if it's a smaller agency"},{"speaker":"Patrice Embry","startTime":2313.2250000000004,"endTime":2316.9550000000004,"body":"and leadership is telling me"},{"speaker":"Patrice Embry","startTime":2316.965,"endTime":2319.885,"body":"to do something like this,"},{"speaker":"Patrice Embry","startTime":2316.965,"endTime":2319.885,"body":"sometimes I'll say, what"},{"speaker":"Patrice Embry","startTime":2320.0150000000003,"endTime":2321.425,"body":"would happen if we said no?"},{"speaker":"Patrice Embry","startTime":2321.545,"endTime":2323.9750000000004,"body":"What would happen if we told"},{"speaker":"Patrice Embry","startTime":2321.545,"endTime":2323.9750000000004,"body":"the client we can't start now?"},{"speaker":"Patrice Embry","startTime":2324.145,"endTime":2326.5150000000003,"body":"And a lot of times they'll be"},{"speaker":"Patrice Embry","startTime":2324.145,"endTime":2326.5150000000003,"body":"like, well, I can tell them"},{"speaker":"Patrice Embry","startTime":2326.5150000000003,"endTime":2329.965,"body":"that, or it'll be, like the"},{"speaker":"Patrice Embry","startTime":2326.5150000000003,"endTime":2329.965,"body":"salesperson told them that,"},{"speaker":"Patrice Embry","startTime":2329.9750000000004,"endTime":2333.315,"body":"okay, well, maybe we can say"},{"speaker":"Patrice Embry","startTime":2329.9750000000004,"endTime":2333.315,"body":"that a more efficient start"},{"speaker":"Patrice Embry","startTime":2333.315,"endTime":2336.1150000000002,"body":"date for us would be this"},{"speaker":"Patrice Embry","startTime":2333.315,"endTime":2336.1150000000002,"body":"time because this discipline"},{"speaker":"Patrice Embry","startTime":2336.125,"endTime":2337.3650000000002,"body":"is available at that time."},{"speaker":"Patrice Embry","startTime":2337.3650000000002,"endTime":2339.7250000000004,"body":"And that makes the most sense"},{"speaker":"Patrice Embry","startTime":2337.3650000000002,"endTime":2339.7250000000004,"body":"for us because of our budget"},{"speaker":"Patrice Embry","startTime":2339.7450000000003,"endTime":2342.7200000000003,"body":"or you can come up with"},{"speaker":"Patrice Embry","startTime":2339.7450000000003,"endTime":2342.7200000000003,"body":"lots of things, but, again,"},{"speaker":"Patrice Embry","startTime":2342.8500000000004,"endTime":2345.59,"body":"when you're just starting"},{"speaker":"Patrice Embry","startTime":2342.8500000000004,"endTime":2345.59,"body":"out, it's hard to say, what"},{"speaker":"Patrice Embry","startTime":2345.59,"endTime":2346.76,"body":"would happen if we did it?"},{"speaker":"Patrice Embry","startTime":2346.78,"endTime":2349.8700000000003,"body":"But, if you can find it in"},{"speaker":"Patrice Embry","startTime":2346.78,"endTime":2349.8700000000003,"body":"yourself, and if you feel"},{"speaker":"Patrice Embry","startTime":2349.9300000000003,"endTime":2352.05,"body":"like it's the right thing"},{"speaker":"Patrice Embry","startTime":2349.9300000000003,"endTime":2352.05,"body":"to do, sometimes it's not."},{"speaker":"Patrice Embry","startTime":2352.1200000000003,"endTime":2354.1200000000003,"body":"But if you feel like it's"},{"speaker":"Patrice Embry","startTime":2352.1200000000003,"endTime":2354.1200000000003,"body":"the right thing to do, if you"},{"speaker":"Patrice Embry","startTime":2354.1200000000003,"endTime":2357.07,"body":"can tell that the pressure,"},{"speaker":"Patrice Embry","startTime":2354.1200000000003,"endTime":2357.07,"body":"it's coming from a place of"},{"speaker":"Patrice Embry","startTime":2357.07,"endTime":2360.5,"body":"I promised this before I sold"},{"speaker":"Patrice Embry","startTime":2357.07,"endTime":2360.5,"body":"this and I really need to,"},{"speaker":"Patrice Embry","startTime":2360.5,"endTime":2363.75,"body":"get started or my reputation"},{"speaker":"Patrice Embry","startTime":2360.5,"endTime":2363.75,"body":"is on the line as an agency"},{"speaker":"Patrice Embry","startTime":2363.75,"endTime":2365.15,"body":"or really small and scrappy."},{"speaker":"Patrice Embry","startTime":2365.15,"endTime":2366.19,"body":"We need to do something."},{"speaker":"Patrice Embry","startTime":2366.3700000000003,"endTime":2367.8500000000004,"body":"Did they ask, what would"},{"speaker":"Patrice Embry","startTime":2366.3700000000003,"endTime":2367.8500000000004,"body":"happen if we didn't?"},{"speaker":"Patrice Embry","startTime":2367.96,"endTime":2371.5600000000004,"body":"And if they say no, we really"},{"speaker":"Patrice Embry","startTime":2367.96,"endTime":2371.5600000000004,"body":"do have to, or the delay was on"},{"speaker":"Patrice Embry","startTime":2371.6600000000003,"endTime":2374.34,"body":"sales part and now we have to"},{"speaker":"Patrice Embry","startTime":2371.6600000000003,"endTime":2374.34,"body":"make up the difference, which,"},{"speaker":"Patrice Embry","startTime":2374.69,"endTime":2378.8900000000003,"body":"by the way, sales don't do this,"},{"speaker":"Patrice Embry","startTime":2374.69,"endTime":2378.8900000000003,"body":"please after the love of God."},{"speaker":"Patrice Embry","startTime":2379.23,"endTime":2383.1800000000003,"body":"But, if you can do what you"},{"speaker":"Patrice Embry","startTime":2379.23,"endTime":2383.1800000000003,"body":"can to make the normal itty"},{"speaker":"Patrice Embry","startTime":2383.1800000000003,"endTime":2386.5,"body":"bitty stuff seem like a big"},{"speaker":"Patrice Embry","startTime":2383.1800000000003,"endTime":2386.5,"body":"deal I'm doing I think Sally,"},{"speaker":"Patrice Embry","startTime":2386.5,"endTime":2387.78,"body":"you said the project brief."},{"speaker":"Patrice Embry","startTime":2387.7900000000004,"endTime":2389.9100000000003,"body":"Well, you normally just do"},{"speaker":"Patrice Embry","startTime":2387.7900000000004,"endTime":2389.9100000000003,"body":"the project brief, whatever,"},{"speaker":"Patrice Embry","startTime":2389.9100000000003,"endTime":2392.73,"body":"or I'm coming up with the"},{"speaker":"Patrice Embry","startTime":2389.9100000000003,"endTime":2392.73,"body":"agenda for the kickoff and"},{"speaker":"Patrice Embry","startTime":2392.73,"endTime":2394.7200000000003,"body":"that can be like a thing too."},{"speaker":"Patrice Embry","startTime":2394.7400000000002,"endTime":2399.38,"body":"So you can mask not starting"},{"speaker":"Patrice Embry","startTime":2394.7400000000002,"endTime":2399.38,"body":"with doing a few other things,"},{"speaker":"Patrice Embry","startTime":2399.38,"endTime":2400.4100000000003,"body":"but it does burn budget."},{"speaker":"Patrice Embry","startTime":2400.4300000000003,"endTime":2402.4900000000002,"body":"Sally said, you can burn a"},{"speaker":"Patrice Embry","startTime":2400.4300000000003,"endTime":2402.4900000000002,"body":"lot of budget beginning if"},{"speaker":"Patrice Embry","startTime":2402.51,"endTime":2405.835,"body":"you're just bamping until"},{"speaker":"Patrice Embry","startTime":2402.51,"endTime":2405.835,"body":"something can actually get done."},{"speaker":"Patrice Embry","startTime":2406.065,"endTime":2408.605,"body":"At the end of the day,"},{"speaker":"Patrice Embry","startTime":2406.065,"endTime":2408.605,"body":"you can't invent time."},{"speaker":"Patrice Embry","startTime":2408.755,"endTime":2411.9150000000004,"body":"You can't invent team"},{"speaker":"Patrice Embry","startTime":2408.755,"endTime":2411.9150000000004,"body":"like you can't just"},{"speaker":"Patrice Embry","startTime":2411.985,"endTime":2413.025,"body":"pull it out of nowhere."},{"speaker":"Patrice Embry","startTime":2413.215,"endTime":2415.9350000000004,"body":"So if leadership, sometimes if"},{"speaker":"Patrice Embry","startTime":2413.215,"endTime":2415.9350000000004,"body":"they tell me that it needs to"},{"speaker":"Patrice Embry","startTime":2415.9350000000004,"endTime":2419.0150000000003,"body":"happen, I might say well, okay,"},{"speaker":"Patrice Embry","startTime":2415.9350000000004,"endTime":2419.0150000000003,"body":"well, how would you do that?"},{"speaker":"Patrice Embry","startTime":2419.065,"endTime":2420.065,"body":"Like this person's not ready."},{"speaker":"Patrice Embry","startTime":2420.065,"endTime":2420.9350000000004,"body":"This person's not ready."},{"speaker":"Patrice Embry","startTime":2420.9350000000004,"endTime":2421.8650000000002,"body":"This person's not ready."},{"speaker":"Patrice Embry","startTime":2421.9550000000004,"endTime":2423.465,"body":"How do you suggest"},{"speaker":"Patrice Embry","startTime":2421.9550000000004,"endTime":2423.465,"body":"that I do that?"},{"speaker":"Patrice Embry","startTime":2423.465,"endTime":2425.7050000000004,"body":"Because I'm, I'm in a"},{"speaker":"Patrice Embry","startTime":2423.465,"endTime":2425.7050000000004,"body":"little bit of a loss and"},{"speaker":"Patrice Embry","startTime":2425.7050000000004,"endTime":2426.695,"body":"it's okay to say that."},{"speaker":"Patrice Embry","startTime":2426.735,"endTime":2429.045,"body":"It's okay to say I don't"},{"speaker":"Patrice Embry","startTime":2426.735,"endTime":2429.045,"body":"know how to start this."},{"speaker":"Patrice Embry","startTime":2429.135,"endTime":2430.0950000000003,"body":"We're not ready."},{"speaker":"Patrice Embry","startTime":2430.385,"endTime":2431.1850000000004,"body":"Well, what do you want to do?"},{"speaker":"Patrice Embry","startTime":2431.2050000000004,"endTime":2433.315,"body":"How would you like to"},{"speaker":"Patrice Embry","startTime":2431.2050000000004,"endTime":2433.315,"body":"ask people about that?"},{"speaker":"Patrice Embry","startTime":2433.5150000000003,"endTime":2436.605,"body":"Yeah, there's nothing wrong"},{"speaker":"Patrice Embry","startTime":2433.5150000000003,"endTime":2436.605,"body":"with saying that, honestly."},{"speaker":"Patrice Embry","startTime":2436.6650000000004,"endTime":2438.9350000000004,"body":"And that's also a scary"},{"speaker":"Patrice Embry","startTime":2436.6650000000004,"endTime":2438.9350000000004,"body":"thing because it feels"},{"speaker":"Patrice Embry","startTime":2438.9350000000004,"endTime":2440.3450000000003,"body":"like you're admitting that"},{"speaker":"Patrice Embry","startTime":2438.9350000000004,"endTime":2440.3450000000003,"body":"you don't know what you're"},{"speaker":"Patrice Embry","startTime":2440.3450000000003,"endTime":2441.155,"body":"doing, but you're not."},{"speaker":"Patrice Embry","startTime":2441.1650000000004,"endTime":2444.4,"body":"You're just admitting that"},{"speaker":"Patrice Embry","startTime":2441.1650000000004,"endTime":2444.4,"body":"it's a kind of an impossible"},{"speaker":"Patrice Embry","startTime":2444.4,"endTime":2448.0400000000004,"body":"situation that you are the"},{"speaker":"Patrice Embry","startTime":2444.4,"endTime":2448.0400000000004,"body":"person who can make that call."},{"speaker":"Pam Butkowski","startTime":2448.23,"endTime":2449.9700000000003,"body":"Yeah, I think"},{"speaker":"Pam Butkowski","startTime":2448.23,"endTime":2449.9700000000003,"body":"too, if this is happening"},{"speaker":"Pam Butkowski","startTime":2450.0,"endTime":2453.3500000000004,"body":"like chronically at your"},{"speaker":"Pam Butkowski","startTime":2450.0,"endTime":2453.3500000000004,"body":"organization if this is a"},{"speaker":"Pam Butkowski","startTime":2453.3500000000004,"endTime":2456.61,"body":"forever problem and it happens"},{"speaker":"Pam Butkowski","startTime":2453.3500000000004,"endTime":2456.61,"body":"on every project, something is"},{"speaker":"Pam Butkowski","startTime":2456.61,"endTime":2457.8500000000004,"body":"broken in the sales process."},{"speaker":"Pam Butkowski","startTime":2458.1600000000003,"endTime":2460.4700000000003,"body":"Right, we're setting bad"},{"speaker":"Pam Butkowski","startTime":2458.1600000000003,"endTime":2460.4700000000003,"body":"expectations with our clients."},{"speaker":"Pam Butkowski","startTime":2460.53,"endTime":2462.8100000000004,"body":"The sales team maybe isn't"},{"speaker":"Pam Butkowski","startTime":2460.53,"endTime":2462.8100000000004,"body":"fully understanding what"},{"speaker":"Pam Butkowski","startTime":2462.8100000000004,"endTime":2464.76,"body":"the onboarding and ramp"},{"speaker":"Pam Butkowski","startTime":2462.8100000000004,"endTime":2464.76,"body":"up period looks like."},{"speaker":"Pam Butkowski","startTime":2464.8300000000004,"endTime":2468.15,"body":"It could be as simple as like"},{"speaker":"Pam Butkowski","startTime":2464.8300000000004,"endTime":2468.15,"body":"helping educate them on that."},{"speaker":"Pam Butkowski","startTime":2468.2000000000003,"endTime":2469.7000000000003,"body":"But I would say"},{"speaker":"Pam Butkowski","startTime":2468.2000000000003,"endTime":2469.7000000000003,"body":"that's an opportunity."},{"speaker":"Pam Butkowski","startTime":2469.8900000000003,"endTime":2473.1800000000003,"body":"That's an opportunity for"},{"speaker":"Pam Butkowski","startTime":2469.8900000000003,"endTime":2473.1800000000003,"body":"us as delivery leaders to"},{"speaker":"Pam Butkowski","startTime":2473.1800000000003,"endTime":2474.8700000000003,"body":"partner with our sales team"},{"speaker":"Pam Butkowski","startTime":2473.1800000000003,"endTime":2474.8700000000003,"body":"and say, how can we make"},{"speaker":"Pam Butkowski","startTime":2474.8700000000003,"endTime":2475.88,"body":"this more seamless, right?"},{"speaker":"Pam Butkowski","startTime":2476.0800000000004,"endTime":2480.3,"body":"Because it's a crappy experience"},{"speaker":"Pam Butkowski","startTime":2476.0800000000004,"endTime":2480.3,"body":"for your clients too, to be"},{"speaker":"Pam Butkowski","startTime":2480.3,"endTime":2484.335,"body":"told one thing and then be told"},{"speaker":"Pam Butkowski","startTime":2480.3,"endTime":2484.335,"body":"by us, just kidding, right?"},{"speaker":"Pam Butkowski","startTime":2484.335,"endTime":2485.105,"body":"JKLOL."},{"speaker":"Pam Butkowski","startTime":2485.125,"endTime":2486.125,"body":"We'll talk to you"},{"speaker":"Pam Butkowski","startTime":2485.125,"endTime":2486.125,"body":"in three weeks."},{"speaker":"Pam Butkowski","startTime":2486.3450000000003,"endTime":2487.2250000000004,"body":"That sucks for them."},{"speaker":"Pam Butkowski","startTime":2487.445,"endTime":2490.4950000000003,"body":"So I think that's an opportunity"},{"speaker":"Pam Butkowski","startTime":2487.445,"endTime":2490.4950000000003,"body":"for us again to help bridge that"},{"speaker":"Pam Butkowski","startTime":2490.4950000000003,"endTime":2492.695,"body":"gap and fix the broken process."},{"speaker":"Pam Butkowski","startTime":2492.715,"endTime":2494.2850000000003,"body":"If it's happening all"},{"speaker":"Pam Butkowski","startTime":2492.715,"endTime":2494.2850000000003,"body":"the time, something is"},{"speaker":"Pam Butkowski","startTime":2494.2850000000003,"endTime":2496.4550000000004,"body":"broken and we're fixers."},{"speaker":"Pam Butkowski","startTime":2496.585,"endTime":2499.9750000000004,"body":"So I think it's completely"},{"speaker":"Pam Butkowski","startTime":2496.585,"endTime":2499.9750000000004,"body":"within the realm of our"},{"speaker":"Pam Butkowski","startTime":2499.9950000000003,"endTime":2502.8050000000003,"body":"responsibilities to help"},{"speaker":"Pam Butkowski","startTime":2499.9950000000003,"endTime":2502.8050000000003,"body":"fix what is broken in the"},{"speaker":"Pam Butkowski","startTime":2502.8050000000003,"endTime":2505.155,"body":"sales process, even though"},{"speaker":"Pam Butkowski","startTime":2502.8050000000003,"endTime":2505.155,"body":"it's not solely in delivery."},{"speaker":"Sally Shaughnessy","startTime":2505.5750000000003,"endTime":2507.3050000000003,"body":"That opens"},{"speaker":"Sally Shaughnessy","startTime":2505.5750000000003,"endTime":2507.3050000000003,"body":"up a whole other workshop"},{"speaker":"Sally Shaughnessy","startTime":2507.315,"endTime":2509.9750000000004,"body":"about how to get producers"},{"speaker":"Sally Shaughnessy","startTime":2507.315,"endTime":2509.9750000000004,"body":"and production into the sales"},{"speaker":"Sally Shaughnessy","startTime":2509.9750000000004,"endTime":2512.275,"body":"process advocating for delivery."},{"speaker":"Pam Butkowski","startTime":2512.405,"endTime":2513.1650000000004,"body":"I would"},{"speaker":"Pam Butkowski","startTime":2512.405,"endTime":2513.1650000000004,"body":"love to listen to that."},{"speaker":"Patrice Embry","startTime":2514.0550000000003,"endTime":2514.625,"body":"Oh yeah."},{"speaker":"Michael Mordak","startTime":2515.235,"endTime":2515.5150000000003,"body":"Join us."},{"speaker":"Pam Butkowski","startTime":2515.635,"endTime":2517.2850000000003,"body":"We've"},{"speaker":"Pam Butkowski","startTime":2515.635,"endTime":2517.2850000000003,"body":"done it successfully and"},{"speaker":"Pam Butkowski","startTime":2517.2850000000003,"endTime":2518.7050000000004,"body":"it's working really well."},{"speaker":"Pam Butkowski","startTime":2518.7050000000004,"endTime":2519.795,"body":"I'd love to talk about that one."},{"speaker":"Sally Shaughnessy","startTime":2519.875,"endTime":2522.6850000000004,"body":"It works"},{"speaker":"Sally Shaughnessy","startTime":2519.875,"endTime":2522.6850000000004,"body":"when all of the capabilities"},{"speaker":"Sally Shaughnessy","startTime":2522.6850000000004,"endTime":2525.895,"body":"are consulted and everybody"},{"speaker":"Sally Shaughnessy","startTime":2522.6850000000004,"endTime":2525.895,"body":"has a unified vision on"},{"speaker":"Sally Shaughnessy","startTime":2525.905,"endTime":2528.2450000000003,"body":"what to sell, how to sell"},{"speaker":"Sally Shaughnessy","startTime":2525.905,"endTime":2528.2450000000003,"body":"it and how to deliver it."},{"speaker":"Sally Shaughnessy","startTime":2528.5150000000003,"endTime":2529.735,"body":"It's magic."},{"speaker":"Pam Butkowski","startTime":2529.925,"endTime":2530.375,"body":"Magic."},{"speaker":"Pam Butkowski","startTime":2530.4150000000004,"endTime":2530.925,"body":"Unicorns."},{"speaker":"Pam Butkowski","startTime":2530.925,"endTime":2531.385,"body":"Rainbows."},{"speaker":"Sally Shaughnessy","startTime":2532.5150000000003,"endTime":2534.395,"body":"The only"},{"speaker":"Sally Shaughnessy","startTime":2532.5150000000003,"endTime":2534.395,"body":"thought I'd add, I put it in"},{"speaker":"Sally Shaughnessy","startTime":2534.395,"endTime":2537.5350000000003,"body":"the chat is Patrice's, how"},{"speaker":"Sally Shaughnessy","startTime":2534.395,"endTime":2537.5350000000003,"body":"would you like me to do that?"},{"speaker":"Sally Shaughnessy","startTime":2537.635,"endTime":2541.465,"body":"That's actually the, one of the"},{"speaker":"Sally Shaughnessy","startTime":2537.635,"endTime":2541.465,"body":"biggest pieces of advice in the"},{"speaker":"Sally Shaughnessy","startTime":2541.465,"endTime":2544.425,"body":"book on negotiation called Never"},{"speaker":"Sally Shaughnessy","startTime":2541.465,"endTime":2544.425,"body":"Split the Difference, which"},{"speaker":"Sally Shaughnessy","startTime":2544.425,"endTime":2547.505,"body":"is top 10 business books that"},{"speaker":"Sally Shaughnessy","startTime":2544.425,"endTime":2547.505,"body":"everybody's supposed to read."},{"speaker":"Sally Shaughnessy","startTime":2547.645,"endTime":2550.695,"body":"If you watch his, the YouTube"},{"speaker":"Sally Shaughnessy","startTime":2547.645,"endTime":2550.695,"body":"videos on Chris Voss or the"},{"speaker":"Sally Shaughnessy","startTime":2550.695,"endTime":2551.965,"body":"Masterclass with Chris Voss."},{"speaker":"Sally Shaughnessy","startTime":2552.25,"endTime":2554.7400000000002,"body":"When some, he negotiates with"},{"speaker":"Sally Shaughnessy","startTime":2552.25,"endTime":2554.7400000000002,"body":"terrorists and kidnappers,"},{"speaker":"Sally Shaughnessy","startTime":2554.77,"endTime":2557.8100000000004,"body":"but when they say, I need a"},{"speaker":"Sally Shaughnessy","startTime":2554.77,"endTime":2557.8100000000004,"body":"helicopter in 30 minutes, like"},{"speaker":"Sally Shaughnessy","startTime":2557.86,"endTime":2561.8500000000004,"body":"his famous go to is, how would"},{"speaker":"Sally Shaughnessy","startTime":2557.86,"endTime":2561.8500000000004,"body":"you like me to accomplish that?"},{"speaker":"Sally Shaughnessy","startTime":2562.55,"endTime":2564.9700000000003,"body":"And so instead, it gets them"},{"speaker":"Sally Shaughnessy","startTime":2562.55,"endTime":2564.9700000000003,"body":"out of answering and saying"},{"speaker":"Sally Shaughnessy","startTime":2564.9700000000003,"endTime":2569.3500000000004,"body":"yes or no, it puts the question"},{"speaker":"Sally Shaughnessy","startTime":2564.9700000000003,"endTime":2569.3500000000004,"body":"back on the requester to"},{"speaker":"Sally Shaughnessy","startTime":2569.36,"endTime":2572.76,"body":"bring them into the solution"},{"speaker":"Sally Shaughnessy","startTime":2569.36,"endTime":2572.76,"body":"and make them invested in how"},{"speaker":"Sally Shaughnessy","startTime":2572.76,"endTime":2576.9100000000003,"body":"challenging it really is for"},{"speaker":"Sally Shaughnessy","startTime":2572.76,"endTime":2576.9100000000003,"body":"you to accomplish that for them."},{"speaker":"Michael Mordak","startTime":2577.42,"endTime":2578.1800000000003,"body":"I"},{"speaker":"Michael Mordak","startTime":2577.42,"endTime":2578.1800000000003,"body":"love that summary."},{"speaker":"Michael Mordak","startTime":2578.2400000000002,"endTime":2579.09,"body":"Thanks so much."},{"speaker":"Michael Mordak","startTime":2579.1800000000003,"endTime":2581.8700000000003,"body":"And now I realize we're getting"},{"speaker":"Michael Mordak","startTime":2579.1800000000003,"endTime":2581.8700000000003,"body":"close to the hour as well."},{"speaker":"Michael Mordak","startTime":2581.96,"endTime":2583.86,"body":"I just want to thank"},{"speaker":"Michael Mordak","startTime":2581.96,"endTime":2583.86,"body":"everybody again for coming."},{"speaker":"Michael Mordak","startTime":2583.9,"endTime":2585.67,"body":"This was incredibly insightful."},{"speaker":"Michael Mordak","startTime":2585.67,"endTime":2587.25,"body":"There's so much"},{"speaker":"Michael Mordak","startTime":2585.67,"endTime":2587.25,"body":"information in here."},{"speaker":"Michael Mordak","startTime":2587.4100000000003,"endTime":2588.7000000000003,"body":"That's all I have for you guys."},{"speaker":"Michael Mordak","startTime":2588.7400000000002,"endTime":2590.75,"body":"Thank you so much for attending."},{"speaker":"Michael Mordak","startTime":2591.03,"endTime":2592.2900000000004,"body":"Really appreciate"},{"speaker":"Michael Mordak","startTime":2591.03,"endTime":2592.2900000000004,"body":"everybody's time."},{"speaker":"Michael Mordak","startTime":2592.4,"endTime":2594.8,"body":"Thanks again to our panelists"},{"speaker":"Michael Mordak","startTime":2592.4,"endTime":2594.8,"body":"and we'll see you guys"},{"speaker":"Michael Mordak","startTime":2594.8,"endTime":2596.3,"body":"at the next one, really"},{"speaker":"Michael Mordak","startTime":2594.8,"endTime":2596.3,"body":"looking forward to it."}]}