{"version":"1.0.0","segments":[{"speaker":"Galen Low","startTime":27.16,"endTime":29.86,"body":"Welcome to our panel"},{"speaker":"Galen Low","startTime":27.16,"endTime":29.86,"body":"discussion on getting your team"},{"speaker":"Galen Low","startTime":29.880000000000003,"endTime":33.235,"body":"out of process documentation"},{"speaker":"Galen Low","startTime":29.880000000000003,"endTime":33.235,"body":"hell using automation and"},{"speaker":"Galen Low","startTime":33.255,"endTime":34.865,"body":"AI and other technology."},{"speaker":"Galen Low","startTime":35.075,"endTime":37.705,"body":"We do events like this once"},{"speaker":"Galen Low","startTime":35.075,"endTime":37.705,"body":"every month as a way for our"},{"speaker":"Galen Low","startTime":37.705,"endTime":40.555,"body":"members and our VIP guests"},{"speaker":"Galen Low","startTime":37.705,"endTime":40.555,"body":"to engage directly with the"},{"speaker":"Galen Low","startTime":40.555,"endTime":43.015,"body":"experts who contribute and"},{"speaker":"Galen Low","startTime":40.555,"endTime":43.015,"body":"collaborate with us here at"},{"speaker":"Galen Low","startTime":43.015,"endTime":43.994,"body":"The Digital Project Manager."},{"speaker":"Galen Low","startTime":44.164,"endTime":46.714,"body":"For those of you who don't"},{"speaker":"Galen Low","startTime":44.164,"endTime":46.714,"body":"know me, my name is Galen Low."},{"speaker":"Galen Low","startTime":47.105000000000004,"endTime":49.055,"body":"I am the co-founder of The"},{"speaker":"Galen Low","startTime":47.105000000000004,"endTime":49.055,"body":"Digital Project Manager"},{"speaker":"Galen Low","startTime":49.065,"endTime":50.394999999999996,"body":"and your host for today."},{"speaker":"Galen Low","startTime":50.575,"endTime":53.285,"body":"And I've also got with me"},{"speaker":"Galen Low","startTime":50.575,"endTime":53.285,"body":"an amazing trio of agency"},{"speaker":"Galen Low","startTime":53.285,"endTime":56.255,"body":"operations experts — Alyson"},{"speaker":"Galen Low","startTime":53.285,"endTime":56.255,"body":"Caffrey, Gray Mackenzie,"},{"speaker":"Galen Low","startTime":56.305,"endTime":57.744,"body":"and Brian Kessman."},{"speaker":"Galen Low","startTime":57.765,"endTime":58.455,"body":"Let's dive in."},{"speaker":"Galen Low","startTime":59.875,"endTime":63.515,"body":"Today, we are exploring the"},{"speaker":"Galen Low","startTime":59.875,"endTime":63.515,"body":"practical realities of whether"},{"speaker":"Galen Low","startTime":63.574,"endTime":67.445,"body":"AI automation and other bits"},{"speaker":"Galen Low","startTime":63.574,"endTime":67.445,"body":"of tech can help take away"},{"speaker":"Galen Low","startTime":67.445,"endTime":71.015,"body":"that pain of documenting and"},{"speaker":"Galen Low","startTime":67.445,"endTime":71.015,"body":"reinforcing your processes so"},{"speaker":"Galen Low","startTime":71.015,"endTime":73.845,"body":"that your teams can finally"},{"speaker":"Galen Low","startTime":71.015,"endTime":73.845,"body":"function consistently,"},{"speaker":"Galen Low","startTime":73.89500000000001,"endTime":76.684,"body":"predictably, effectively,"},{"speaker":"Galen Low","startTime":73.89500000000001,"endTime":76.684,"body":"all those good adverbs."},{"speaker":"Galen Low","startTime":76.894,"endTime":79.724,"body":"I would say that most teams"},{"speaker":"Galen Low","startTime":76.894,"endTime":79.724,"body":"at agencies and also within"},{"speaker":"Galen Low","startTime":79.735,"endTime":82.074,"body":"other organizations are"},{"speaker":"Galen Low","startTime":79.735,"endTime":82.074,"body":"actually quite terrible at"},{"speaker":"Galen Low","startTime":82.074,"endTime":85.054,"body":"standardizing project and"},{"speaker":"Galen Low","startTime":82.074,"endTime":85.054,"body":"operational processes and"},{"speaker":"Galen Low","startTime":85.055,"endTime":85.994,"body":"also writing them down."},{"speaker":"Galen Low","startTime":86.244,"endTime":89.895,"body":"Maybe it's because they see"},{"speaker":"Galen Low","startTime":86.244,"endTime":89.895,"body":"every project or person doing"},{"speaker":"Galen Low","startTime":89.895,"endTime":92.355,"body":"the job as being different"},{"speaker":"Galen Low","startTime":89.895,"endTime":92.355,"body":"sort of unique snowflakes."},{"speaker":"Galen Low","startTime":92.62,"endTime":95.04,"body":"Maybe it's because they want to"},{"speaker":"Galen Low","startTime":92.62,"endTime":95.04,"body":"foster this culture of building"},{"speaker":"Galen Low","startTime":95.05,"endTime":95.95,"body":"the plane while they fly it."},{"speaker":"Galen Low","startTime":96.09,"endTime":97.83,"body":"Or maybe they just have"},{"speaker":"Galen Low","startTime":96.09,"endTime":97.83,"body":"this internal allergy"},{"speaker":"Galen Low","startTime":97.83,"endTime":98.83,"body":"to standardization."},{"speaker":"Galen Low","startTime":99.04,"endTime":101.23,"body":"A lot of the time, like"},{"speaker":"Galen Low","startTime":99.04,"endTime":101.23,"body":"intentions are good and"},{"speaker":"Galen Low","startTime":101.23,"endTime":102.89,"body":"the blocker is often time."},{"speaker":"Galen Low","startTime":103.05,"endTime":104.819,"body":"For agencies, it's non"},{"speaker":"Galen Low","startTime":103.05,"endTime":104.819,"body":"billable time that's"},{"speaker":"Galen Low","startTime":104.82000000000001,"endTime":105.83,"body":"leaving money on the table."},{"speaker":"Galen Low","startTime":105.96000000000001,"endTime":108.18,"body":"For small businesses,"},{"speaker":"Galen Low","startTime":105.96000000000001,"endTime":108.18,"body":"it's an opportunity cost."},{"speaker":"Galen Low","startTime":108.36,"endTime":111.02,"body":"For any team, it's tedious,"},{"speaker":"Galen Low","startTime":108.36,"endTime":111.02,"body":"it's boring, it's repetitive."},{"speaker":"Galen Low","startTime":111.22,"endTime":112.7,"body":"Yeah, usually there's"},{"speaker":"Galen Low","startTime":111.22,"endTime":112.7,"body":"something, right?"},{"speaker":"Galen Low","startTime":112.7,"endTime":115.25,"body":"Usually there's like a wiki,"},{"speaker":"Galen Low","startTime":112.7,"endTime":115.25,"body":"but maybe it's not up to date"},{"speaker":"Galen Low","startTime":115.26,"endTime":117.28,"body":"or there's a pile of screen"},{"speaker":"Galen Low","startTime":115.26,"endTime":117.28,"body":"recordings waiting to be"},{"speaker":"Galen Low","startTime":117.28,"endTime":120.39,"body":"transcribed or polished or"},{"speaker":"Galen Low","startTime":117.28,"endTime":120.39,"body":"turned into a full document."},{"speaker":"Galen Low","startTime":120.55,"endTime":122.799,"body":"And sometimes the process"},{"speaker":"Galen Low","startTime":120.55,"endTime":122.799,"body":"is honestly just an oral"},{"speaker":"Galen Low","startTime":122.799,"endTime":125.08,"body":"tradition passed down from"},{"speaker":"Galen Low","startTime":122.799,"endTime":125.08,"body":"person to person with no"},{"speaker":"Galen Low","startTime":125.08,"endTime":126.44,"body":"written record at all."},{"speaker":"Galen Low","startTime":126.629,"endTime":129.409,"body":"But the problem is, without"},{"speaker":"Galen Low","startTime":126.629,"endTime":129.409,"body":"good process documentation,"},{"speaker":"Galen Low","startTime":129.55,"endTime":131.57,"body":"your team's going to be lost,"},{"speaker":"Galen Low","startTime":129.55,"endTime":131.57,"body":"your stakeholders are going"},{"speaker":"Galen Low","startTime":131.57,"endTime":134.17000000000002,"body":"to be confused, and your"},{"speaker":"Galen Low","startTime":131.57,"endTime":134.17000000000002,"body":"organization won't be able"},{"speaker":"Galen Low","startTime":134.17000000000002,"endTime":135.62,"body":"to scale towards its goals."},{"speaker":"Galen Low","startTime":136.135,"endTime":139.055,"body":"So really the question I wanted"},{"speaker":"Galen Low","startTime":136.135,"endTime":139.055,"body":"to discuss and explore today,"},{"speaker":"Galen Low","startTime":139.055,"endTime":142.985,"body":"not as a lesson, but as a"},{"speaker":"Galen Low","startTime":139.055,"endTime":142.985,"body":"conversation is why isn't there"},{"speaker":"Galen Low","startTime":142.985,"endTime":147.284,"body":"a better way in this day and"},{"speaker":"Galen Low","startTime":142.985,"endTime":147.284,"body":"age of AI-driven technology and"},{"speaker":"Galen Low","startTime":147.285,"endTime":151.314,"body":"all of this process automation"},{"speaker":"Galen Low","startTime":147.285,"endTime":151.314,"body":"to make process documentation"},{"speaker":"Galen Low","startTime":151.354,"endTime":155.394,"body":"and adoption, just like smoother"},{"speaker":"Galen Low","startTime":151.354,"endTime":155.394,"body":"auto magic, aren't we there yet?"},{"speaker":"Galen Low","startTime":155.674,"endTime":158.364,"body":"I suspect the answer is"},{"speaker":"Galen Low","startTime":155.674,"endTime":158.364,"body":"yes and no, but I thought"},{"speaker":"Galen Low","startTime":158.424,"endTime":159.605,"body":"maybe we could dive into it."},{"speaker":"Galen Low","startTime":159.845,"endTime":160.945,"body":"Let's start with the"},{"speaker":"Galen Low","startTime":159.845,"endTime":160.945,"body":"big question, which is"},{"speaker":"Galen Low","startTime":161.135,"endTime":163.374,"body":"why is creating process"},{"speaker":"Galen Low","startTime":161.135,"endTime":163.374,"body":"documentation and standard"},{"speaker":"Galen Low","startTime":163.395,"endTime":167.13400000000001,"body":"operating procedures so"},{"speaker":"Galen Low","startTime":163.395,"endTime":167.13400000000001,"body":"painful in agencies and"},{"speaker":"Galen Low","startTime":167.204,"endTime":168.445,"body":"other organizations?"},{"speaker":"Galen Low","startTime":168.775,"endTime":170.195,"body":"Aly, do you want to lead us off?"},{"speaker":"Galen Low","startTime":170.395,"endTime":172.9,"body":"You deal with a lot of"},{"speaker":"Galen Low","startTime":170.395,"endTime":172.9,"body":"folks in process pain."},{"speaker":"Alyson Caffrey","startTime":173.12,"endTime":175.14000000000001,"body":"Oh yeah, we"},{"speaker":"Alyson Caffrey","startTime":173.12,"endTime":175.14000000000001,"body":"do a lot of documentation"},{"speaker":"Alyson Caffrey","startTime":175.14000000000001,"endTime":176.5,"body":"work at Operations Agency."},{"speaker":"Alyson Caffrey","startTime":176.5,"endTime":180.15,"body":"And I think what folks struggle"},{"speaker":"Alyson Caffrey","startTime":176.5,"endTime":180.15,"body":"to, I think, understand with"},{"speaker":"Alyson Caffrey","startTime":180.15,"endTime":182.59,"body":"it is that it's not a one"},{"speaker":"Alyson Caffrey","startTime":180.15,"endTime":182.59,"body":"and done project, right?"},{"speaker":"Alyson Caffrey","startTime":182.62,"endTime":185.65,"body":"So we can't just bite this"},{"speaker":"Alyson Caffrey","startTime":182.62,"endTime":185.65,"body":"project off one time and"},{"speaker":"Alyson Caffrey","startTime":185.65,"endTime":188.139,"body":"not think that it's going to"},{"speaker":"Alyson Caffrey","startTime":185.65,"endTime":188.139,"body":"need to be updated or refined"},{"speaker":"Alyson Caffrey","startTime":188.14000000000001,"endTime":191.50900000000001,"body":"or amplified over time, and"},{"speaker":"Alyson Caffrey","startTime":188.14000000000001,"endTime":191.50900000000001,"body":"so there's usually a three"},{"speaker":"Alyson Caffrey","startTime":191.529,"endTime":195.045,"body":"phase process in which I"},{"speaker":"Alyson Caffrey","startTime":191.529,"endTime":195.045,"body":"like assess whether a process"},{"speaker":"Alyson Caffrey","startTime":195.125,"endTime":196.734,"body":"is good or not good, right?"},{"speaker":"Alyson Caffrey","startTime":196.935,"endTime":199.795,"body":"And the first is we need"},{"speaker":"Alyson Caffrey","startTime":196.935,"endTime":199.795,"body":"to understand that we can"},{"speaker":"Alyson Caffrey","startTime":199.795,"endTime":201.154,"body":"be in these three phases."},{"speaker":"Alyson Caffrey","startTime":201.154,"endTime":204.264,"body":"And only when we understand"},{"speaker":"Alyson Caffrey","startTime":201.154,"endTime":204.264,"body":"where we are, can we effectively"},{"speaker":"Alyson Caffrey","startTime":204.275,"endTime":206.734,"body":"create documentation or"},{"speaker":"Alyson Caffrey","startTime":204.275,"endTime":206.734,"body":"work to get ourselves"},{"speaker":"Alyson Caffrey","startTime":206.734,"endTime":207.665,"body":"into the next bucket."},{"speaker":"Alyson Caffrey","startTime":207.894,"endTime":211.144,"body":"So the cycle is first"},{"speaker":"Alyson Caffrey","startTime":207.894,"endTime":211.144,"body":"you test something."},{"speaker":"Alyson Caffrey","startTime":211.145,"endTime":213.695,"body":"So let's just say, one of"},{"speaker":"Alyson Caffrey","startTime":211.145,"endTime":213.695,"body":"the key processes in any"},{"speaker":"Alyson Caffrey","startTime":213.695,"endTime":215.934,"body":"business, right, is how do"},{"speaker":"Alyson Caffrey","startTime":213.695,"endTime":215.934,"body":"we generate leads, right?"},{"speaker":"Alyson Caffrey","startTime":215.975,"endTime":217.344,"body":"Let's just use that"},{"speaker":"Alyson Caffrey","startTime":215.975,"endTime":217.344,"body":"one as an example."},{"speaker":"Alyson Caffrey","startTime":217.639,"endTime":220.109,"body":"The first thing that we want"},{"speaker":"Alyson Caffrey","startTime":217.639,"endTime":220.109,"body":"to do is we say, Oh, are we"},{"speaker":"Alyson Caffrey","startTime":220.109,"endTime":221.44,"body":"in the testing phase of this?"},{"speaker":"Alyson Caffrey","startTime":221.47,"endTime":223.799,"body":"Are we throwing the spaghetti"},{"speaker":"Alyson Caffrey","startTime":221.47,"endTime":223.799,"body":"at the wall and figuring out"},{"speaker":"Alyson Caffrey","startTime":223.799,"endTime":227.019,"body":"what's going to net us the best"},{"speaker":"Alyson Caffrey","startTime":223.799,"endTime":227.019,"body":"leads and the highest quality"},{"speaker":"Alyson Caffrey","startTime":227.04,"endTime":228.459,"body":"prospects and things like that?"},{"speaker":"Alyson Caffrey","startTime":228.679,"endTime":231.07,"body":"The second phase is"},{"speaker":"Alyson Caffrey","startTime":228.679,"endTime":231.07,"body":"the adjusting phase."},{"speaker":"Alyson Caffrey","startTime":231.079,"endTime":233.999,"body":"So maybe we found a pretty good"},{"speaker":"Alyson Caffrey","startTime":231.079,"endTime":233.999,"body":"way, but we need to like work on"},{"speaker":"Alyson Caffrey","startTime":234.0,"endTime":237.29,"body":"the copy or work on the platform"},{"speaker":"Alyson Caffrey","startTime":234.0,"endTime":237.29,"body":"that we're putting this on."},{"speaker":"Alyson Caffrey","startTime":237.56,"endTime":239.72,"body":"And so are we in"},{"speaker":"Alyson Caffrey","startTime":237.56,"endTime":239.72,"body":"that adjusting phase?"},{"speaker":"Alyson Caffrey","startTime":239.954,"endTime":242.864,"body":"And then the third phase is"},{"speaker":"Alyson Caffrey","startTime":239.954,"endTime":242.864,"body":"the operationalized phase,"},{"speaker":"Alyson Caffrey","startTime":242.864,"endTime":243.924,"body":"right, and the amplify."},{"speaker":"Alyson Caffrey","startTime":243.924,"endTime":245.804,"body":"So you can actually"},{"speaker":"Alyson Caffrey","startTime":243.924,"endTime":245.804,"body":"operationalize it and then"},{"speaker":"Alyson Caffrey","startTime":245.804,"endTime":246.825,"body":"you can scale it, right?"},{"speaker":"Alyson Caffrey","startTime":246.825,"endTime":248.614,"body":"So I think a lot of"},{"speaker":"Alyson Caffrey","startTime":246.825,"endTime":248.614,"body":"people think that they're"},{"speaker":"Alyson Caffrey","startTime":248.644,"endTime":251.594,"body":"in the operationalized"},{"speaker":"Alyson Caffrey","startTime":248.644,"endTime":251.594,"body":"phase and then they go to"},{"speaker":"Alyson Caffrey","startTime":251.605,"endTime":253.135,"body":"do their documentation."},{"speaker":"Alyson Caffrey","startTime":253.414,"endTime":255.784,"body":"And then they're like, actually,"},{"speaker":"Alyson Caffrey","startTime":253.414,"endTime":255.784,"body":"I'm in the testing phase."},{"speaker":"Alyson Caffrey","startTime":255.784,"endTime":258.124,"body":"And so that's why when I"},{"speaker":"Alyson Caffrey","startTime":255.784,"endTime":258.124,"body":"saw shelf life come into the"},{"speaker":"Alyson Caffrey","startTime":258.124,"endTime":260.804,"body":"chat, I was like, yeah, shelf"},{"speaker":"Alyson Caffrey","startTime":258.124,"endTime":260.804,"body":"life is going to suffer if"},{"speaker":"Alyson Caffrey","startTime":260.804,"endTime":263.225,"body":"you're in the testing phase,"},{"speaker":"Alyson Caffrey","startTime":260.804,"endTime":263.225,"body":"because you're constantly"},{"speaker":"Alyson Caffrey","startTime":263.225,"endTime":265.98400000000004,"body":"going to need to be updating"},{"speaker":"Alyson Caffrey","startTime":263.225,"endTime":265.98400000000004,"body":"best practices and ways that"},{"speaker":"Alyson Caffrey","startTime":265.994,"endTime":267.29499999999996,"body":"you're finding on doing things."},{"speaker":"Alyson Caffrey","startTime":267.53,"endTime":271.08000000000004,"body":"So I think before you sit"},{"speaker":"Alyson Caffrey","startTime":267.53,"endTime":271.08000000000004,"body":"down to tackle a documentation"},{"speaker":"Alyson Caffrey","startTime":271.08000000000004,"endTime":273.27,"body":"project, we need to take"},{"speaker":"Alyson Caffrey","startTime":271.08000000000004,"endTime":273.27,"body":"a look at the four major"},{"speaker":"Alyson Caffrey","startTime":273.27,"endTime":274.35,"body":"processes in the business."},{"speaker":"Alyson Caffrey","startTime":274.735,"endTime":275.565,"body":"How do we get leads?"},{"speaker":"Alyson Caffrey","startTime":275.565,"endTime":276.775,"body":"How do we convert those leads?"},{"speaker":"Alyson Caffrey","startTime":276.775,"endTime":279.005,"body":"How do we fulfill and"},{"speaker":"Alyson Caffrey","startTime":276.775,"endTime":279.005,"body":"keep the promises that"},{"speaker":"Alyson Caffrey","startTime":279.005,"endTime":279.885,"body":"we make to clients?"},{"speaker":"Alyson Caffrey","startTime":280.18399999999997,"endTime":282.18399999999997,"body":"And then how do we improve?"},{"speaker":"Alyson Caffrey","startTime":282.22400000000005,"endTime":283.385,"body":"Those are the four big things."},{"speaker":"Alyson Caffrey","startTime":283.385,"endTime":284.84400000000005,"body":"Like we don't have"},{"speaker":"Alyson Caffrey","startTime":283.385,"endTime":284.84400000000005,"body":"to complicate it."},{"speaker":"Alyson Caffrey","startTime":285.05499999999995,"endTime":287.03499999999997,"body":"And then we ask ourselves"},{"speaker":"Alyson Caffrey","startTime":285.05499999999995,"endTime":287.03499999999997,"body":"the question, are we"},{"speaker":"Alyson Caffrey","startTime":287.03499999999997,"endTime":288.255,"body":"testing lead getting?"},{"speaker":"Alyson Caffrey","startTime":288.265,"endTime":290.95399999999995,"body":"Are we testing,"},{"speaker":"Alyson Caffrey","startTime":288.265,"endTime":290.95399999999995,"body":"conversion mechanisms?"},{"speaker":"Alyson Caffrey","startTime":291.144,"endTime":292.889,"body":"And if the answer is yes,"},{"speaker":"Alyson Caffrey","startTime":291.144,"endTime":292.889,"body":"then we might need to do"},{"speaker":"Alyson Caffrey","startTime":292.889,"endTime":294.664,"body":"a little bit more work"},{"speaker":"Alyson Caffrey","startTime":292.889,"endTime":294.664,"body":"before we write stuff down."},{"speaker":"Galen Low","startTime":294.894,"endTime":295.254,"body":"I love that."},{"speaker":"Galen Low","startTime":295.254,"endTime":297.504,"body":"And I see that happen so much"},{"speaker":"Galen Low","startTime":295.254,"endTime":297.504,"body":"and I'm guilty of it too."},{"speaker":"Galen Low","startTime":297.504,"endTime":299.134,"body":"Or I'm like, we're"},{"speaker":"Galen Low","startTime":297.504,"endTime":299.134,"body":"testing this thing."},{"speaker":"Galen Low","startTime":299.164,"endTime":302.07399999999996,"body":"I better write it down so we"},{"speaker":"Galen Low","startTime":299.164,"endTime":302.07399999999996,"body":"can, I don't know, test harder."},{"speaker":"Galen Low","startTime":302.07399999999996,"endTime":303.48400000000004,"body":"And then come back"},{"speaker":"Galen Low","startTime":302.07399999999996,"endTime":303.48400000000004,"body":"six months later."},{"speaker":"Galen Low","startTime":303.48400000000004,"endTime":305.134,"body":"I'm like, well, this"},{"speaker":"Galen Low","startTime":303.48400000000004,"endTime":305.134,"body":"document, I didn't even finish"},{"speaker":"Galen Low","startTime":305.134,"endTime":306.08399999999995,"body":"writing a sentence in it."},{"speaker":"Galen Low","startTime":306.08399999999995,"endTime":309.024,"body":"Like it was a good intention,"},{"speaker":"Galen Low","startTime":306.08399999999995,"endTime":309.024,"body":"but not the right stage."},{"speaker":"Galen Low","startTime":309.19500000000005,"endTime":311.18399999999997,"body":"And I love that you've broken"},{"speaker":"Galen Low","startTime":309.19500000000005,"endTime":311.18399999999997,"body":"it down into like different"},{"speaker":"Galen Low","startTime":311.424,"endTime":314.275,"body":"parts of the business, not"},{"speaker":"Galen Low","startTime":311.424,"endTime":314.275,"body":"necessarily to oversimplify,"},{"speaker":"Galen Low","startTime":314.275,"endTime":317.06500000000005,"body":"but to reduce the overwhelm of,"},{"speaker":"Galen Low","startTime":314.275,"endTime":317.06500000000005,"body":"Hey, let's document everything"},{"speaker":"Galen Low","startTime":317.06500000000005,"endTime":318.33500000000004,"body":"we do in our company today."},{"speaker":"Alyson Caffrey","startTime":319.475,"endTime":319.68499999999995,"body":"Yeah."},{"speaker":"Alyson Caffrey","startTime":319.68499999999995,"endTime":322.85,"body":"Because if you've got like the"},{"speaker":"Alyson Caffrey","startTime":319.68499999999995,"endTime":322.85,"body":"temperature of the room when"},{"speaker":"Alyson Caffrey","startTime":322.85,"endTime":325.72,"body":"you're on a sales call, like"},{"speaker":"Alyson Caffrey","startTime":322.85,"endTime":325.72,"body":"that's too much documentation."},{"speaker":"Alyson Caffrey","startTime":325.73,"endTime":327.54999999999995,"body":"Like we got to ratchet"},{"speaker":"Alyson Caffrey","startTime":325.73,"endTime":327.54999999999995,"body":"that back a little bit."},{"speaker":"Alyson Caffrey","startTime":327.94000000000005,"endTime":331.24,"body":"So be encouraged by the answer"},{"speaker":"Alyson Caffrey","startTime":327.94000000000005,"endTime":331.24,"body":"is like first assess where you"},{"speaker":"Alyson Caffrey","startTime":331.24,"endTime":334.80999999999995,"body":"are and figure out whether or"},{"speaker":"Alyson Caffrey","startTime":331.24,"endTime":334.80999999999995,"body":"not documentation is actually"},{"speaker":"Alyson Caffrey","startTime":334.89,"endTime":336.97900000000004,"body":"just a pipe dream or whether"},{"speaker":"Alyson Caffrey","startTime":334.89,"endTime":336.97900000000004,"body":"you can actually do it."},{"speaker":"Alyson Caffrey","startTime":337.15999999999997,"endTime":339.659,"body":"And then of course, don't"},{"speaker":"Alyson Caffrey","startTime":337.15999999999997,"endTime":339.659,"body":"go too far in any direction."},{"speaker":"Alyson Caffrey","startTime":339.65999999999997,"endTime":339.879,"body":"Right."},{"speaker":"Alyson Caffrey","startTime":339.879,"endTime":342.89,"body":"Because if we are new to this"},{"speaker":"Alyson Caffrey","startTime":339.879,"endTime":342.89,"body":"process documenting game, you"},{"speaker":"Alyson Caffrey","startTime":342.89,"endTime":345.63,"body":"want to be able to stay lean and"},{"speaker":"Alyson Caffrey","startTime":342.89,"endTime":345.63,"body":"stay nimble with, that resource."},{"speaker":"Galen Low","startTime":346.0,"endTime":347.405,"body":"Brian, I'm"},{"speaker":"Galen Low","startTime":346.0,"endTime":347.405,"body":"wondering if you've got"},{"speaker":"Galen Low","startTime":347.405,"endTime":348.145,"body":"anything to add to that."},{"speaker":"Galen Low","startTime":348.145,"endTime":349.725,"body":"I know you're like"},{"speaker":"Galen Low","startTime":348.145,"endTime":349.725,"body":"you're working in sort"},{"speaker":"Galen Low","startTime":349.725,"endTime":352.53499999999997,"body":"of op model and strategy"},{"speaker":"Galen Low","startTime":349.725,"endTime":352.53499999999997,"body":"specifically for agencies."},{"speaker":"Galen Low","startTime":352.755,"endTime":355.05499999999995,"body":"Where does process documentation"},{"speaker":"Galen Low","startTime":352.755,"endTime":355.05499999999995,"body":"come in and like, how are you"},{"speaker":"Galen Low","startTime":355.05499999999995,"endTime":358.31500000000005,"body":"framing it to your clients"},{"speaker":"Galen Low","startTime":355.05499999999995,"endTime":358.31500000000005,"body":"about this is important at"},{"speaker":"Galen Low","startTime":358.31500000000005,"endTime":361.015,"body":"these times and yes, it's"},{"speaker":"Galen Low","startTime":358.31500000000005,"endTime":361.015,"body":"going to be a pain or maybe"},{"speaker":"Galen Low","startTime":361.015,"endTime":361.92499999999995,"body":"here's how it won't be a pain?"},{"speaker":"Brian Kessman","startTime":362.21000000000004,"endTime":364.01,"body":"When a client"},{"speaker":"Brian Kessman","startTime":362.21000000000004,"endTime":364.01,"body":"contacts me and we start"},{"speaker":"Brian Kessman","startTime":364.01,"endTime":368.1,"body":"talking about process, I have"},{"speaker":"Brian Kessman","startTime":364.01,"endTime":368.1,"body":"to point them back to the"},{"speaker":"Brian Kessman","startTime":368.1,"endTime":370.78999999999996,"body":"strategy of their overall"},{"speaker":"Brian Kessman","startTime":368.1,"endTime":370.78999999999996,"body":"organization because process"},{"speaker":"Brian Kessman","startTime":370.80999999999995,"endTime":373.71000000000004,"body":"is what makes the strategy"},{"speaker":"Brian Kessman","startTime":370.80999999999995,"endTime":373.71000000000004,"body":"come to life in the end."},{"speaker":"Brian Kessman","startTime":373.71000000000004,"endTime":373.95000000000005,"body":"Right."},{"speaker":"Brian Kessman","startTime":373.95000000000005,"endTime":377.26,"body":"And so there's a few, I mean,"},{"speaker":"Brian Kessman","startTime":373.95000000000005,"endTime":377.26,"body":"I think you asked originally,"},{"speaker":"Brian Kessman","startTime":377.26,"endTime":379.05899999999997,"body":"like, why is it so painful?"},{"speaker":"Brian Kessman","startTime":379.05899999999997,"endTime":381.07899999999995,"body":"Process documentation is"},{"speaker":"Brian Kessman","startTime":379.05899999999997,"endTime":381.07899999999995,"body":"so painful in agencies."},{"speaker":"Brian Kessman","startTime":381.39,"endTime":383.72,"body":"And I think there's a"},{"speaker":"Brian Kessman","startTime":381.39,"endTime":383.72,"body":"question of what factors"},{"speaker":"Brian Kessman","startTime":383.72,"endTime":386.02,"body":"need to be or what pieces"},{"speaker":"Brian Kessman","startTime":383.72,"endTime":386.02,"body":"need to be put into place"},{"speaker":"Brian Kessman","startTime":386.03,"endTime":387.46000000000004,"body":"for it to even be possible."},{"speaker":"Brian Kessman","startTime":387.70000000000005,"endTime":389.99,"body":"There's things that I see"},{"speaker":"Brian Kessman","startTime":387.70000000000005,"endTime":389.99,"body":"all the time if an agency's"},{"speaker":"Brian Kessman","startTime":389.99,"endTime":393.62,"body":"business strategy is that we're"},{"speaker":"Brian Kessman","startTime":389.99,"endTime":393.62,"body":"a firm for all kinds of clients"},{"speaker":"Brian Kessman","startTime":393.62,"endTime":395.0,"body":"and we do all kinds of work."},{"speaker":"Brian Kessman","startTime":395.01,"endTime":397.82899999999995,"body":"Well, there's never going to be"},{"speaker":"Brian Kessman","startTime":395.01,"endTime":397.82899999999995,"body":"a standardized process in that"},{"speaker":"Brian Kessman","startTime":397.82899999999995,"endTime":398.60900000000004,"body":"type of environment, right?"},{"speaker":"Brian Kessman","startTime":398.76,"endTime":400.41999999999996,"body":"And I've seen that"},{"speaker":"Brian Kessman","startTime":398.76,"endTime":400.41999999999996,"body":"way too many times."},{"speaker":"Brian Kessman","startTime":400.78,"endTime":404.09000000000003,"body":"Because you get, what happens is"},{"speaker":"Brian Kessman","startTime":400.78,"endTime":404.09000000000003,"body":"lots of reinvention of services."},{"speaker":"Brian Kessman","startTime":404.09000000000003,"endTime":405.96000000000004,"body":"Every project's"},{"speaker":"Brian Kessman","startTime":404.09000000000003,"endTime":405.96000000000004,"body":"different, recreating"},{"speaker":"Brian Kessman","startTime":405.96000000000004,"endTime":406.76,"body":"the wheel, all of that."},{"speaker":"Brian Kessman","startTime":406.76,"endTime":409.71000000000004,"body":"So how can you possibly"},{"speaker":"Brian Kessman","startTime":406.76,"endTime":409.71000000000004,"body":"have a process for that?"},{"speaker":"Brian Kessman","startTime":409.71000000000004,"endTime":411.44000000000005,"body":"Even if you try, it's"},{"speaker":"Brian Kessman","startTime":409.71000000000004,"endTime":411.44000000000005,"body":"going to change, right?"},{"speaker":"Brian Kessman","startTime":411.44000000000005,"endTime":414.019,"body":"And so that just creates"},{"speaker":"Brian Kessman","startTime":411.44000000000005,"endTime":414.019,"body":"frustration, burnout, all the"},{"speaker":"Brian Kessman","startTime":414.019,"endTime":415.07000000000005,"body":"stuff that you know, right."},{"speaker":"Brian Kessman","startTime":415.42999999999995,"endTime":417.88,"body":"But there's other things at"},{"speaker":"Brian Kessman","startTime":415.42999999999995,"endTime":417.88,"body":"play, which is the agency"},{"speaker":"Brian Kessman","startTime":417.88,"endTime":419.14,"body":"business model in general."},{"speaker":"Brian Kessman","startTime":419.63,"endTime":423.29999999999995,"body":"It's actually working against"},{"speaker":"Brian Kessman","startTime":419.63,"endTime":423.29999999999995,"body":"an agency's own success."},{"speaker":"Brian Kessman","startTime":423.67499999999995,"endTime":426.28499999999997,"body":"If the agency is still"},{"speaker":"Brian Kessman","startTime":423.67499999999995,"endTime":426.28499999999997,"body":"using a labor-based business"},{"speaker":"Brian Kessman","startTime":426.28499999999997,"endTime":428.92499999999995,"body":"model, selling billable"},{"speaker":"Brian Kessman","startTime":426.28499999999997,"endTime":428.92499999999995,"body":"hours, the culture and the"},{"speaker":"Brian Kessman","startTime":428.93499999999995,"endTime":430.80499999999995,"body":"priorities for the business"},{"speaker":"Brian Kessman","startTime":428.93499999999995,"endTime":430.80499999999995,"body":"are going to be influenced"},{"speaker":"Brian Kessman","startTime":430.83500000000004,"endTime":432.16499999999996,"body":"by billable utilization."},{"speaker":"Brian Kessman","startTime":432.655,"endTime":435.42499999999995,"body":"And so it's always going to be"},{"speaker":"Brian Kessman","startTime":432.655,"endTime":435.42499999999995,"body":"about getting work done, not"},{"speaker":"Brian Kessman","startTime":435.42499999999995,"endTime":438.44500000000005,"body":"internal process, servicing"},{"speaker":"Brian Kessman","startTime":435.42499999999995,"endTime":438.44500000000005,"body":"client needs first and foremost."},{"speaker":"Brian Kessman","startTime":438.755,"endTime":441.17499999999995,"body":"And then there's one other"},{"speaker":"Brian Kessman","startTime":438.755,"endTime":441.17499999999995,"body":"piece of that I'll add in, and"},{"speaker":"Brian Kessman","startTime":441.18499999999995,"endTime":442.595,"body":"that's usually team structure."},{"speaker":"Brian Kessman","startTime":442.80499999999995,"endTime":444.225,"body":"That also creates"},{"speaker":"Brian Kessman","startTime":442.80499999999995,"endTime":444.225,"body":"some complexity."},{"speaker":"Brian Kessman","startTime":444.77,"endTime":446.58000000000004,"body":"The traditional team"},{"speaker":"Brian Kessman","startTime":444.77,"endTime":446.58000000000004,"body":"structure that I see all"},{"speaker":"Brian Kessman","startTime":446.58000000000004,"endTime":449.27,"body":"the time really fosters the"},{"speaker":"Brian Kessman","startTime":446.58000000000004,"endTime":449.27,"body":"wrong mindset and behaviors."},{"speaker":"Brian Kessman","startTime":449.54999999999995,"endTime":453.61,"body":"So the example is when today,"},{"speaker":"Brian Kessman","startTime":449.54999999999995,"endTime":453.61,"body":"like most traditional firms,"},{"speaker":"Brian Kessman","startTime":453.94000000000005,"endTime":456.77,"body":"new work comes in and people are"},{"speaker":"Brian Kessman","startTime":453.94000000000005,"endTime":456.77,"body":"going to be assigned to projects"},{"speaker":"Brian Kessman","startTime":456.78,"endTime":457.79999999999995,"body":"from different disciplines."},{"speaker":"Brian Kessman","startTime":457.79999999999995,"endTime":459.34000000000003,"body":"We're going to pluck"},{"speaker":"Brian Kessman","startTime":457.79999999999995,"endTime":459.34000000000003,"body":"who's available or who's"},{"speaker":"Brian Kessman","startTime":459.34000000000003,"endTime":461.84000000000003,"body":"right for the job, that"},{"speaker":"Brian Kessman","startTime":459.34000000000003,"endTime":461.84000000000003,"body":"Hollywood model, casting the"},{"speaker":"Brian Kessman","startTime":461.84000000000003,"endTime":462.87,"body":"right talent for the job."},{"speaker":"Brian Kessman","startTime":463.27,"endTime":466.5,"body":"But every project that"},{"speaker":"Brian Kessman","startTime":463.27,"endTime":466.5,"body":"a team member's on has"},{"speaker":"Brian Kessman","startTime":466.5,"endTime":467.63,"body":"its own set of meetings."},{"speaker":"Brian Kessman","startTime":467.64,"endTime":469.77,"body":"So meetings start to"},{"speaker":"Brian Kessman","startTime":467.64,"endTime":469.77,"body":"multiply, communication"},{"speaker":"Brian Kessman","startTime":469.97,"endTime":471.12,"body":"overhead multiplies."},{"speaker":"Brian Kessman","startTime":471.5,"endTime":475.03,"body":"And so rather than, in a"},{"speaker":"Brian Kessman","startTime":471.5,"endTime":475.03,"body":"dedicated team structure"},{"speaker":"Brian Kessman","startTime":475.03,"endTime":478.05999999999995,"body":"or the pod model, I think"},{"speaker":"Brian Kessman","startTime":475.03,"endTime":478.05999999999995,"body":"others know it by, and that's"},{"speaker":"Brian Kessman","startTime":478.05999999999995,"endTime":480.57000000000005,"body":"where the team stays together"},{"speaker":"Brian Kessman","startTime":478.05999999999995,"endTime":480.57000000000005,"body":"from project to project."},{"speaker":"Brian Kessman","startTime":480.85,"endTime":484.95000000000005,"body":"And what that does, it builds"},{"speaker":"Brian Kessman","startTime":480.85,"endTime":484.95000000000005,"body":"a shared sense of team and"},{"speaker":"Brian Kessman","startTime":484.98,"endTime":487.89,"body":"the group is really focused"},{"speaker":"Brian Kessman","startTime":484.98,"endTime":487.89,"body":"on working better together."},{"speaker":"Brian Kessman","startTime":488.22,"endTime":490.70000000000005,"body":"And there's not going to be"},{"speaker":"Brian Kessman","startTime":488.22,"endTime":490.70000000000005,"body":"resistance to process in that"},{"speaker":"Brian Kessman","startTime":490.70000000000005,"endTime":494.59000000000003,"body":"setting as there will be in a"},{"speaker":"Brian Kessman","startTime":490.70000000000005,"endTime":494.59000000000003,"body":"temporary project team setting."},{"speaker":"Brian Kessman","startTime":494.82000000000005,"endTime":496.77,"body":"And so there's greater"},{"speaker":"Brian Kessman","startTime":494.82000000000005,"endTime":496.77,"body":"ownership and interest."},{"speaker":"Brian Kessman","startTime":497.23,"endTime":500.04999999999995,"body":"And you're going to be working"},{"speaker":"Brian Kessman","startTime":497.23,"endTime":500.04999999999995,"body":"with that team together ongoing."},{"speaker":"Brian Kessman","startTime":500.04999999999995,"endTime":502.03999999999996,"body":"So how do we just figure out"},{"speaker":"Brian Kessman","startTime":500.04999999999995,"endTime":502.03999999999996,"body":"how to work better together?"},{"speaker":"Brian Kessman","startTime":502.03999999999996,"endTime":503.02,"body":"Everyone's invested in it."},{"speaker":"Brian Kessman","startTime":503.03999999999996,"endTime":505.47,"body":"So I think those are some"},{"speaker":"Brian Kessman","startTime":503.03999999999996,"endTime":505.47,"body":"of the key pieces and"},{"speaker":"Brian Kessman","startTime":505.47,"endTime":507.64,"body":"that's the lens that I look"},{"speaker":"Brian Kessman","startTime":505.47,"endTime":507.64,"body":"at the question through."},{"speaker":"Galen Low","startTime":508.23,"endTime":509.42999999999995,"body":"I love that"},{"speaker":"Galen Low","startTime":508.23,"endTime":509.42999999999995,"body":"because I've worked"},{"speaker":"Galen Low","startTime":509.42999999999995,"endTime":512.43,"body":"in agencies and other"},{"speaker":"Galen Low","startTime":509.42999999999995,"endTime":512.43,"body":"organizations of various sizes."},{"speaker":"Galen Low","startTime":512.68,"endTime":515.32,"body":"And one of the hardest things"},{"speaker":"Galen Low","startTime":512.68,"endTime":515.32,"body":"to do is like wholesale"},{"speaker":"Galen Low","startTime":515.32,"endTime":518.1,"body":"rollout, a process across"},{"speaker":"Galen Low","startTime":515.32,"endTime":518.1,"body":"the entire organization."},{"speaker":"Galen Low","startTime":518.46,"endTime":520.27,"body":"And you would need to do"},{"speaker":"Galen Low","startTime":518.46,"endTime":520.27,"body":"that if you had these sort of"},{"speaker":"Galen Low","startTime":520.27,"endTime":523.08,"body":"temporary teams that are always"},{"speaker":"Galen Low","startTime":520.27,"endTime":523.08,"body":"dynamic and, like, how are we"},{"speaker":"Galen Low","startTime":523.08,"endTime":524.06,"body":"doing things all the same way?"},{"speaker":"Galen Low","startTime":524.06,"endTime":526.55,"body":"The answer is no one ever"},{"speaker":"Galen Low","startTime":524.06,"endTime":526.55,"body":"does in that configuration."},{"speaker":"Galen Low","startTime":526.72,"endTime":529.49,"body":"But if it's a team process,"},{"speaker":"Galen Low","startTime":526.72,"endTime":529.49,"body":"then like a) it's actually"},{"speaker":"Galen Low","startTime":529.5,"endTime":532.04,"body":"everybody's job to own that"},{"speaker":"Galen Low","startTime":529.5,"endTime":532.04,"body":"process, deliver that process,"},{"speaker":"Galen Low","startTime":532.04,"endTime":532.91,"body":"document that process."},{"speaker":"Galen Low","startTime":533.25,"endTime":535.36,"body":"And it's not this thing that"},{"speaker":"Galen Low","startTime":533.25,"endTime":535.36,"body":"you have to go and evangelize"},{"speaker":"Galen Low","startTime":535.36,"endTime":537.5699999999999,"body":"and convince the rest of the"},{"speaker":"Galen Low","startTime":535.36,"endTime":537.5699999999999,"body":"organization is something that"},{"speaker":"Galen Low","startTime":537.74,"endTime":540.98,"body":"is more localized and therefore"},{"speaker":"Galen Low","startTime":537.74,"endTime":540.98,"body":"less painful to define, I guess."},{"speaker":"Brian Kessman","startTime":541.0899999999999,"endTime":541.3399999999999,"body":"Yeah."},{"speaker":"Brian Kessman","startTime":541.3399999999999,"endTime":543.5,"body":"And I think there's still"},{"speaker":"Brian Kessman","startTime":541.3399999999999,"endTime":543.5,"body":"a layer of foundational"},{"speaker":"Brian Kessman","startTime":543.5,"endTime":545.77,"body":"structure for the firms, such"},{"speaker":"Brian Kessman","startTime":543.5,"endTime":545.77,"body":"as everybody needs to use the"},{"speaker":"Brian Kessman","startTime":545.77,"endTime":548.47,"body":"same project management system"},{"speaker":"Brian Kessman","startTime":545.77,"endTime":548.47,"body":"so that we can work across"},{"speaker":"Brian Kessman","startTime":548.47,"endTime":549.6,"body":"groups and teams and all that."},{"speaker":"Brian Kessman","startTime":549.92,"endTime":553.16,"body":"But then there's also the team"},{"speaker":"Brian Kessman","startTime":549.92,"endTime":553.16,"body":"level culture and process wide."},{"speaker":"Brian Kessman","startTime":553.16,"endTime":553.38,"body":"Right."},{"speaker":"Brian Kessman","startTime":553.39,"endTime":554.86,"body":"And so how do we create that?"},{"speaker":"Galen Low","startTime":555.3399999999999,"endTime":555.7099999999999,"body":"Love that."},{"speaker":"Galen Low","startTime":556.0799999999999,"endTime":560.27,"body":"I'm imagining that all three of"},{"speaker":"Galen Low","startTime":556.0799999999999,"endTime":560.27,"body":"you probably encounter clients"},{"speaker":"Galen Low","startTime":560.27,"endTime":562.9399999999999,"body":"and folks in your network"},{"speaker":"Galen Low","startTime":560.27,"endTime":562.9399999999999,"body":"who just want to fight you."},{"speaker":"Galen Low","startTime":563.1,"endTime":566.0699999999999,"body":"They want to fight you tooth"},{"speaker":"Galen Low","startTime":563.1,"endTime":566.0699999999999,"body":"and nail on not investing."},{"speaker":"Galen Low","startTime":566.0799999999999,"endTime":569.15,"body":"They want to not invest in"},{"speaker":"Galen Low","startTime":566.0799999999999,"endTime":569.15,"body":"their sort of process ecosystem."},{"speaker":"Galen Low","startTime":569.499,"endTime":573.56,"body":"How do you frame the value"},{"speaker":"Galen Low","startTime":569.499,"endTime":573.56,"body":"of this sort of investment of"},{"speaker":"Galen Low","startTime":573.579,"endTime":576.0989999999999,"body":"time to your sort of naysayer?"},{"speaker":"Galen Low","startTime":576.3199999999999,"endTime":577.13,"body":"It's just great."},{"speaker":"Galen Low","startTime":577.13,"endTime":579.91,"body":"I know that in my conversations"},{"speaker":"Galen Low","startTime":577.13,"endTime":579.91,"body":"with you, I know that this is"},{"speaker":"Galen Low","startTime":579.9599999999999,"endTime":583.155,"body":"it comes up, right, when you're"},{"speaker":"Galen Low","startTime":579.9599999999999,"endTime":583.155,"body":"working with clients of we"},{"speaker":"Galen Low","startTime":583.155,"endTime":584.375,"body":"don't need to do this, Gray."},{"speaker":"Galen Low","startTime":584.375,"endTime":585.055,"body":"It seems like a waste."},{"speaker":"Galen Low","startTime":585.055,"endTime":587.735,"body":"Can't we just plug in the"},{"speaker":"Galen Low","startTime":585.055,"endTime":587.735,"body":"machine, turn it on and"},{"speaker":"Galen Low","startTime":587.735,"endTime":588.665,"body":"start making more money?"},{"speaker":"Galen Low","startTime":588.9549999999999,"endTime":591.7049999999999,"body":"How do you frame the value"},{"speaker":"Galen Low","startTime":588.9549999999999,"endTime":591.7049999999999,"body":"of this sort of endeavor?"},{"speaker":"Gray Mackenzie","startTime":591.975,"endTime":593.404,"body":"The reason"},{"speaker":"Gray Mackenzie","startTime":591.975,"endTime":593.404,"body":"that this feels like hell or"},{"speaker":"Gray Mackenzie","startTime":593.405,"endTime":596.6949999999999,"body":"we can't make time for it in a"},{"speaker":"Gray Mackenzie","startTime":593.405,"endTime":596.6949999999999,"body":"lot of cases is because we're"},{"speaker":"Gray Mackenzie","startTime":596.6949999999999,"endTime":597.7149999999999,"body":"not getting value from it."},{"speaker":"Gray Mackenzie","startTime":597.7149999999999,"endTime":602.744,"body":"Nobody, oh, at least very rarely"},{"speaker":"Gray Mackenzie","startTime":597.7149999999999,"endTime":602.744,"body":"are owners saying, boy, these"},{"speaker":"Gray Mackenzie","startTime":602.754,"endTime":604.035,"body":"sales calls take a lot of time."},{"speaker":"Gray Mackenzie","startTime":604.045,"endTime":605.625,"body":"I just can't make"},{"speaker":"Gray Mackenzie","startTime":604.045,"endTime":605.625,"body":"time for sales calls."},{"speaker":"Gray Mackenzie","startTime":605.665,"endTime":607.685,"body":"It's no, because we've"},{"speaker":"Gray Mackenzie","startTime":605.665,"endTime":607.685,"body":"seen the value that comes"},{"speaker":"Gray Mackenzie","startTime":607.685,"endTime":608.8249999999999,"body":"out of a sales call."},{"speaker":"Gray Mackenzie","startTime":609.125,"endTime":612.425,"body":"But the reality is most people"},{"speaker":"Gray Mackenzie","startTime":609.125,"endTime":612.425,"body":"have not experienced the"},{"speaker":"Gray Mackenzie","startTime":612.425,"endTime":616.334,"body":"value that comes from really"},{"speaker":"Gray Mackenzie","startTime":612.425,"endTime":616.334,"body":"well done processes where you"},{"speaker":"Gray Mackenzie","startTime":616.3349999999999,"endTime":617.5889999999999,"body":"can actually hand stuff off."},{"speaker":"Gray Mackenzie","startTime":617.9789999999999,"endTime":620.4499999999999,"body":"Aly, a question I want to come"},{"speaker":"Gray Mackenzie","startTime":617.9789999999999,"endTime":620.4499999999999,"body":"back to you on at some point"},{"speaker":"Gray Mackenzie","startTime":620.4499999999999,"endTime":621.8199999999999,"body":"is what is the threshold?"},{"speaker":"Gray Mackenzie","startTime":621.8199999999999,"endTime":624.37,"body":"How do we know when we're"},{"speaker":"Gray Mackenzie","startTime":621.8199999999999,"endTime":624.37,"body":"now in the operationalize"},{"speaker":"Gray Mackenzie","startTime":624.68,"endTime":628.15,"body":"or amplify phase, what are"},{"speaker":"Gray Mackenzie","startTime":624.68,"endTime":628.15,"body":"the benchmarks for that?"},{"speaker":"Gray Mackenzie","startTime":628.18,"endTime":630.8299999999999,"body":"And we've got some thoughts"},{"speaker":"Gray Mackenzie","startTime":628.18,"endTime":630.8299999999999,"body":"around how we identify where"},{"speaker":"Gray Mackenzie","startTime":630.8299999999999,"endTime":631.75,"body":"can we scale this or not."},{"speaker":"Gray Mackenzie","startTime":632.11,"endTime":635.009,"body":"But that's the reason that"},{"speaker":"Gray Mackenzie","startTime":632.11,"endTime":635.009,"body":"it's hard for folks to value"},{"speaker":"Gray Mackenzie","startTime":635.009,"endTime":636.3299999999999,"body":"this or create time for it."},{"speaker":"Gray Mackenzie","startTime":636.5899999999999,"endTime":638.4499999999999,"body":"And it's because they haven't"},{"speaker":"Gray Mackenzie","startTime":636.5899999999999,"endTime":638.4499999999999,"body":"experienced the benefit that"},{"speaker":"Gray Mackenzie","startTime":638.4499999999999,"endTime":642.12,"body":"comes from having really easy"},{"speaker":"Gray Mackenzie","startTime":638.4499999999999,"endTime":642.12,"body":"to deploy, right processes"},{"speaker":"Gray Mackenzie","startTime":642.13,"endTime":645.03,"body":"for their team to be able to"},{"speaker":"Gray Mackenzie","startTime":642.13,"endTime":645.03,"body":"delegate quickly and save time."},{"speaker":"Gray Mackenzie","startTime":645.42,"endTime":647.31,"body":"Ultimately, if it's done"},{"speaker":"Gray Mackenzie","startTime":645.42,"endTime":647.31,"body":"well, you're getting value"},{"speaker":"Gray Mackenzie","startTime":647.31,"endTime":648.89,"body":"on two different hands."},{"speaker":"Gray Mackenzie","startTime":649.2099999999999,"endTime":651.509,"body":"The first one is the efficiency."},{"speaker":"Gray Mackenzie","startTime":651.99,"endTime":655.23,"body":"So it's either, Hey, we can"},{"speaker":"Gray Mackenzie","startTime":651.99,"endTime":655.23,"body":"do things faster, or we may"},{"speaker":"Gray Mackenzie","startTime":655.24,"endTime":658.735,"body":"even be doing things slower,"},{"speaker":"Gray Mackenzie","startTime":655.24,"endTime":658.735,"body":"but we're doing it with more"},{"speaker":"Gray Mackenzie","startTime":658.735,"endTime":660.525,"body":"cost efficient labor model."},{"speaker":"Gray Mackenzie","startTime":660.935,"endTime":661.7049999999999,"body":"So it's on that side."},{"speaker":"Gray Mackenzie","startTime":661.735,"endTime":664.435,"body":"And then the other side of"},{"speaker":"Gray Mackenzie","startTime":661.735,"endTime":664.435,"body":"it is what's the outcome?"},{"speaker":"Gray Mackenzie","startTime":664.435,"endTime":665.684,"body":"What's the efficacy"},{"speaker":"Gray Mackenzie","startTime":664.435,"endTime":665.684,"body":"of what we're doing?"},{"speaker":"Gray Mackenzie","startTime":665.685,"endTime":668.225,"body":"Not efficiency, but how"},{"speaker":"Gray Mackenzie","startTime":665.685,"endTime":668.225,"body":"effective is what we're doing."},{"speaker":"Gray Mackenzie","startTime":668.485,"endTime":670.8149999999999,"body":"And so that piece is around,"},{"speaker":"Gray Mackenzie","startTime":668.485,"endTime":670.8149999999999,"body":"Hey, remember the last"},{"speaker":"Gray Mackenzie","startTime":670.8149999999999,"endTime":672.524,"body":"three times that we did this"},{"speaker":"Gray Mackenzie","startTime":670.8149999999999,"endTime":672.524,"body":"and we screwed it up twice"},{"speaker":"Gray Mackenzie","startTime":672.525,"endTime":674.894,"body":"and that one client left"},{"speaker":"Gray Mackenzie","startTime":672.525,"endTime":674.894,"body":"because of that's the pain"},{"speaker":"Gray Mackenzie","startTime":674.894,"endTime":675.814,"body":"that we're trying to avoid."},{"speaker":"Gray Mackenzie","startTime":676.314,"endTime":678.824,"body":"So in terms of framing"},{"speaker":"Gray Mackenzie","startTime":676.314,"endTime":678.824,"body":"the value, it'll be on"},{"speaker":"Gray Mackenzie","startTime":678.824,"endTime":681.754,"body":"one of those two sides at"},{"speaker":"Gray Mackenzie","startTime":678.824,"endTime":681.754,"body":"a minimum, usually two."},{"speaker":"Gray Mackenzie","startTime":682.2239999999999,"endTime":684.434,"body":"But everyone is feeling a"},{"speaker":"Gray Mackenzie","startTime":682.2239999999999,"endTime":684.434,"body":"different component of that."},{"speaker":"Gray Mackenzie","startTime":684.444,"endTime":686.999,"body":"So, that's where I'll try to"},{"speaker":"Gray Mackenzie","startTime":684.444,"endTime":686.999,"body":"drill into conversations with"},{"speaker":"Gray Mackenzie","startTime":686.999,"endTime":689.669,"body":"folks and figure out, Hey what"},{"speaker":"Gray Mackenzie","startTime":686.999,"endTime":689.669,"body":"piece is the one that hurts"},{"speaker":"Gray Mackenzie","startTime":689.669,"endTime":691.029,"body":"the most to help motivate you?"},{"speaker":"Gray Mackenzie","startTime":691.429,"endTime":692.709,"body":"You've got process either way."},{"speaker":"Gray Mackenzie","startTime":692.769,"endTime":696.249,"body":"There is a process currently,"},{"speaker":"Gray Mackenzie","startTime":692.769,"endTime":696.249,"body":"it's just not documented."},{"speaker":"Gray Mackenzie","startTime":696.259,"endTime":697.919,"body":"Everyone's got a different"},{"speaker":"Gray Mackenzie","startTime":696.259,"endTime":697.919,"body":"process for how they do"},{"speaker":"Gray Mackenzie","startTime":697.919,"endTime":700.0989999999999,"body":"it, but there's a process"},{"speaker":"Gray Mackenzie","startTime":697.919,"endTime":700.0989999999999,"body":"for how things happen."},{"speaker":"Gray Mackenzie","startTime":700.494,"endTime":702.634,"body":"Right now, either way, you're"},{"speaker":"Gray Mackenzie","startTime":700.494,"endTime":702.634,"body":"going to invest, you're either"},{"speaker":"Gray Mackenzie","startTime":702.634,"endTime":705.584,"body":"going to pay in the consequences"},{"speaker":"Gray Mackenzie","startTime":702.634,"endTime":705.584,"body":"for not having done this on the"},{"speaker":"Gray Mackenzie","startTime":705.584,"endTime":708.684,"body":"front end, or you're going to"},{"speaker":"Gray Mackenzie","startTime":705.584,"endTime":708.684,"body":"pay some upfront work to make"},{"speaker":"Gray Mackenzie","startTime":708.684,"endTime":710.034,"body":"things smoother in the future."},{"speaker":"Gray Mackenzie","startTime":710.034,"endTime":711.954,"body":"You can decide where you"},{"speaker":"Gray Mackenzie","startTime":710.034,"endTime":711.954,"body":"want the pain and the payment"},{"speaker":"Gray Mackenzie","startTime":712.244,"endTime":713.884,"body":"to happen, but you're going"},{"speaker":"Gray Mackenzie","startTime":712.244,"endTime":713.884,"body":"to pay for it either way."},{"speaker":"Gray Mackenzie","startTime":713.884,"endTime":716.014,"body":"And really, this is about"},{"speaker":"Gray Mackenzie","startTime":713.884,"endTime":716.014,"body":"not necessarily, Hey,"},{"speaker":"Gray Mackenzie","startTime":716.014,"endTime":718.0939999999999,"body":"do you have to work with"},{"speaker":"Gray Mackenzie","startTime":716.014,"endTime":718.0939999999999,"body":"ZenPilot to do this or not?"},{"speaker":"Gray Mackenzie","startTime":718.424,"endTime":722.074,"body":"We've agreed process makes sense"},{"speaker":"Gray Mackenzie","startTime":718.424,"endTime":722.074,"body":"for you and you decide what"},{"speaker":"Gray Mackenzie","startTime":722.084,"endTime":723.3539999999999,"body":"piece is going to motivate you."},{"speaker":"Gray Mackenzie","startTime":723.404,"endTime":725.904,"body":"I'm trying to help folks"},{"speaker":"Gray Mackenzie","startTime":723.404,"endTime":725.904,"body":"get motivated to take that"},{"speaker":"Gray Mackenzie","startTime":725.904,"endTime":728.764,"body":"step towards, Hey, let's"},{"speaker":"Gray Mackenzie","startTime":725.904,"endTime":728.764,"body":"invest in the areas where we"},{"speaker":"Gray Mackenzie","startTime":728.764,"endTime":729.684,"body":"ought to be investing here."},{"speaker":"Galen Low","startTime":730.169,"endTime":731.819,"body":"I knew you would"},{"speaker":"Galen Low","startTime":730.169,"endTime":731.819,"body":"go to the attribution things,"},{"speaker":"Galen Low","startTime":731.819,"endTime":733.9789999999999,"body":"like people not seeing"},{"speaker":"Galen Low","startTime":731.819,"endTime":733.9789999999999,"body":"the benefit directly from"},{"speaker":"Galen Low","startTime":734.2389999999999,"endTime":737.059,"body":"good process design and"},{"speaker":"Galen Low","startTime":734.2389999999999,"endTime":737.059,"body":"documentation, but I hadn't"},{"speaker":"Galen Low","startTime":737.059,"endTime":739.079,"body":"thought of the other thing,"},{"speaker":"Galen Low","startTime":737.059,"endTime":739.079,"body":"which is most of us haven't"},{"speaker":"Galen Low","startTime":739.079,"endTime":741.779,"body":"seen what good looks like yet,"},{"speaker":"Galen Low","startTime":739.079,"endTime":741.779,"body":"but the pain we have is real."},{"speaker":"Galen Low","startTime":742.209,"endTime":745.2189999999999,"body":"The pain we have is real"},{"speaker":"Galen Low","startTime":742.209,"endTime":745.2189999999999,"body":"and we can get to good"},{"speaker":"Galen Low","startTime":745.2289999999999,"endTime":746.619,"body":"that would solve that pain."},{"speaker":"Galen Low","startTime":746.879,"endTime":748.439,"body":"And I like that sort"},{"speaker":"Galen Low","startTime":746.879,"endTime":748.439,"body":"of measurement angle."},{"speaker":"Galen Low","startTime":748.439,"endTime":750.509,"body":"It's yeah, we all have the"},{"speaker":"Galen Low","startTime":748.439,"endTime":750.509,"body":"stories of the client that"},{"speaker":"Galen Low","startTime":750.509,"endTime":753.119,"body":"left, but are we measuring"},{"speaker":"Galen Low","startTime":750.509,"endTime":753.119,"body":"the sort of benefit of"},{"speaker":"Galen Low","startTime":753.129,"endTime":754.829,"body":"some of the improvements"},{"speaker":"Galen Low","startTime":753.129,"endTime":754.829,"body":"we're making to process?"},{"speaker":"Galen Low","startTime":755.259,"endTime":757.389,"body":"I do think I like that you threw"},{"speaker":"Galen Low","startTime":755.259,"endTime":757.389,"body":"it to Aly and I want to go there"},{"speaker":"Galen Low","startTime":757.389,"endTime":759.4789999999999,"body":"actually, if we could, before"},{"speaker":"Galen Low","startTime":757.389,"endTime":759.4789999999999,"body":"we dive into some practical"},{"speaker":"Galen Low","startTime":759.4789999999999,"endTime":761.949,"body":"stuff, I think the threshold"},{"speaker":"Galen Low","startTime":759.4789999999999,"endTime":761.949,"body":"question is interesting."},{"speaker":"Galen Low","startTime":762.169,"endTime":764.749,"body":"It's like, when do you know"},{"speaker":"Galen Low","startTime":762.169,"endTime":764.749,"body":"that you've moved from testing"},{"speaker":"Galen Low","startTime":764.749,"endTime":767.7389999999999,"body":"to the next phase and that"},{"speaker":"Galen Low","startTime":764.749,"endTime":767.7389999999999,"body":"phase to operationalization?"},{"speaker":"Galen Low","startTime":767.7389999999999,"endTime":769.549,"body":"When do you know when"},{"speaker":"Galen Low","startTime":767.7389999999999,"endTime":769.549,"body":"the right time is to"},{"speaker":"Galen Low","startTime":769.549,"endTime":770.6089999999999,"body":"start writing stuff down?"},{"speaker":"Alyson Caffrey","startTime":771.029,"endTime":772.8389999999999,"body":"So I think this"},{"speaker":"Alyson Caffrey","startTime":771.029,"endTime":772.8389999999999,"body":"is an excellent question, Gray."},{"speaker":"Alyson Caffrey","startTime":772.8389999999999,"endTime":776.2289999999999,"body":"And honestly, I get asked this"},{"speaker":"Alyson Caffrey","startTime":772.8389999999999,"endTime":776.2289999999999,"body":"a lot and I'm going to tell a"},{"speaker":"Alyson Caffrey","startTime":776.2289999999999,"endTime":778.6089999999999,"body":"story first and then I'll get"},{"speaker":"Alyson Caffrey","startTime":776.2289999999999,"endTime":778.6089999999999,"body":"a little bit more tactical."},{"speaker":"Alyson Caffrey","startTime":778.799,"endTime":780.269,"body":"When I was in high"},{"speaker":"Alyson Caffrey","startTime":778.799,"endTime":780.269,"body":"school, I used to keep"},{"speaker":"Alyson Caffrey","startTime":780.279,"endTime":782.149,"body":"the stats for basketball."},{"speaker":"Alyson Caffrey","startTime":782.794,"endTime":785.744,"body":"And that taught me a lot because"},{"speaker":"Alyson Caffrey","startTime":782.794,"endTime":785.744,"body":"I was never a basketball player."},{"speaker":"Alyson Caffrey","startTime":785.774,"endTime":789.294,"body":"I'm like a whopping 5'2, never"},{"speaker":"Alyson Caffrey","startTime":785.774,"endTime":789.294,"body":"was a great basketball player."},{"speaker":"Alyson Caffrey","startTime":789.294,"endTime":791.8439999999999,"body":"I always wanted to be, I"},{"speaker":"Alyson Caffrey","startTime":789.294,"endTime":791.8439999999999,"body":"love to watch basketball."},{"speaker":"Alyson Caffrey","startTime":791.8439999999999,"endTime":793.564,"body":"I love to be involved"},{"speaker":"Alyson Caffrey","startTime":791.8439999999999,"endTime":793.564,"body":"in the sport."},{"speaker":"Alyson Caffrey","startTime":793.564,"endTime":796.6039999999999,"body":"And so we would keep these"},{"speaker":"Alyson Caffrey","startTime":793.564,"endTime":796.6039999999999,"body":"stats and what I would see"},{"speaker":"Alyson Caffrey","startTime":796.624,"endTime":799.374,"body":"in the stats being handed"},{"speaker":"Alyson Caffrey","startTime":796.624,"endTime":799.374,"body":"over to the coaches is that"},{"speaker":"Alyson Caffrey","startTime":799.374,"endTime":801.244,"body":"the coaches would take the"},{"speaker":"Alyson Caffrey","startTime":799.374,"endTime":801.244,"body":"stats and then they would"},{"speaker":"Alyson Caffrey","startTime":801.264,"endTime":803.829,"body":"augment the way that they"},{"speaker":"Alyson Caffrey","startTime":801.264,"endTime":803.829,"body":"would practice the next day."},{"speaker":"Alyson Caffrey","startTime":804.259,"endTime":807.0889999999999,"body":"And I think that's a really"},{"speaker":"Alyson Caffrey","startTime":804.259,"endTime":807.0889999999999,"body":"important analogy to wrap our"},{"speaker":"Alyson Caffrey","startTime":807.0889999999999,"endTime":808.2189999999999,"body":"heads around at our agency."},{"speaker":"Alyson Caffrey","startTime":808.2189999999999,"endTime":811.699,"body":"Because if we are moving"},{"speaker":"Alyson Caffrey","startTime":808.2189999999999,"endTime":811.699,"body":"from testing to changing,"},{"speaker":"Alyson Caffrey","startTime":811.809,"endTime":815.549,"body":"augmenting process, we first"},{"speaker":"Alyson Caffrey","startTime":811.809,"endTime":815.549,"body":"need to measure the impact of"},{"speaker":"Alyson Caffrey","startTime":815.549,"endTime":816.549,"body":"some of those things, right?"},{"speaker":"Alyson Caffrey","startTime":816.549,"endTime":819.8389999999999,"body":"Whether that's, decreasing our"},{"speaker":"Alyson Caffrey","startTime":816.549,"endTime":819.8389999999999,"body":"cost per lead or increasing our"},{"speaker":"Alyson Caffrey","startTime":819.8389999999999,"endTime":823.679,"body":"lifetime value or increasing our"},{"speaker":"Alyson Caffrey","startTime":819.8389999999999,"endTime":823.679,"body":"gross profit on projects, right?"},{"speaker":"Alyson Caffrey","startTime":824.024,"endTime":826.894,"body":"Those are three really key"},{"speaker":"Alyson Caffrey","startTime":824.024,"endTime":826.894,"body":"components that if I'm testing"},{"speaker":"Alyson Caffrey","startTime":826.894,"endTime":829.994,"body":"something, I'm changing"},{"speaker":"Alyson Caffrey","startTime":826.894,"endTime":829.994,"body":"some things around, I can"},{"speaker":"Alyson Caffrey","startTime":829.994,"endTime":832.634,"body":"keep those kind of three"},{"speaker":"Alyson Caffrey","startTime":829.994,"endTime":832.634,"body":"big numbers in my purview or"},{"speaker":"Alyson Caffrey","startTime":832.634,"endTime":835.534,"body":"whichever numbers I'm hoping"},{"speaker":"Alyson Caffrey","startTime":832.634,"endTime":835.534,"body":"that these implementation of"},{"speaker":"Alyson Caffrey","startTime":835.534,"endTime":837.254,"body":"processes will actually affect."},{"speaker":"Alyson Caffrey","startTime":837.674,"endTime":841.774,"body":"And then I can start to say,"},{"speaker":"Alyson Caffrey","startTime":837.674,"endTime":841.774,"body":"cool, now that I know that this"},{"speaker":"Alyson Caffrey","startTime":841.774,"endTime":845.194,"body":"particular project structure"},{"speaker":"Alyson Caffrey","startTime":841.774,"endTime":845.194,"body":"or tackling quality assurance"},{"speaker":"Alyson Caffrey","startTime":845.2239999999999,"endTime":849.684,"body":"or revisions in this way helps"},{"speaker":"Alyson Caffrey","startTime":845.2239999999999,"endTime":849.684,"body":"us keep clients longer or have"},{"speaker":"Alyson Caffrey","startTime":849.694,"endTime":853.134,"body":"higher gross profit on our"},{"speaker":"Alyson Caffrey","startTime":849.694,"endTime":853.134,"body":"projects, now it's time to"},{"speaker":"Alyson Caffrey","startTime":853.4839999999999,"endTime":856.174,"body":"put that thing down on paper"},{"speaker":"Alyson Caffrey","startTime":853.4839999999999,"endTime":856.174,"body":"because I've done a required"},{"speaker":"Alyson Caffrey","startTime":856.174,"endTime":860.014,"body":"amount of connection between the"},{"speaker":"Alyson Caffrey","startTime":856.174,"endTime":860.014,"body":"business improvement metrics."},{"speaker":"Alyson Caffrey","startTime":860.2339999999999,"endTime":862.9839999999999,"body":"The other thing is like I think"},{"speaker":"Alyson Caffrey","startTime":860.2339999999999,"endTime":862.9839999999999,"body":"Kobe Bryant said, best never"},{"speaker":"Alyson Caffrey","startTime":862.9839999999999,"endTime":863.9739999999999,"body":"get bored with the basics."},{"speaker":"Alyson Caffrey","startTime":863.9739999999999,"endTime":865.554,"body":"Like you have to do the reps."},{"speaker":"Alyson Caffrey","startTime":865.9889999999999,"endTime":870.2389999999999,"body":"I think a lot of us think that"},{"speaker":"Alyson Caffrey","startTime":865.9889999999999,"endTime":870.2389999999999,"body":"we go to change a process or"},{"speaker":"Alyson Caffrey","startTime":870.2389999999999,"endTime":871.459,"body":"we go to implement something."},{"speaker":"Alyson Caffrey","startTime":871.4689999999999,"endTime":875.039,"body":"And I think instead of saying"},{"speaker":"Alyson Caffrey","startTime":871.4689999999999,"endTime":875.039,"body":"that thing doesn't work in the"},{"speaker":"Alyson Caffrey","startTime":875.039,"endTime":877.399,"body":"very beginning, we actually"},{"speaker":"Alyson Caffrey","startTime":875.039,"endTime":877.399,"body":"don't give ourselves a long"},{"speaker":"Alyson Caffrey","startTime":877.399,"endTime":881.4789999999999,"body":"enough runway to see if it does"},{"speaker":"Alyson Caffrey","startTime":877.399,"endTime":881.4789999999999,"body":"improve our agency over time."},{"speaker":"Alyson Caffrey","startTime":881.4789999999999,"endTime":884.389,"body":"That proverbial shiny object"},{"speaker":"Alyson Caffrey","startTime":881.4789999999999,"endTime":884.389,"body":"syndrome, like every little"},{"speaker":"Alyson Caffrey","startTime":884.389,"endTime":886.689,"body":"thing looks like grass is"},{"speaker":"Alyson Caffrey","startTime":884.389,"endTime":886.689,"body":"greener on the other side."},{"speaker":"Alyson Caffrey","startTime":886.909,"endTime":889.779,"body":"So I always encourage my"},{"speaker":"Alyson Caffrey","startTime":886.909,"endTime":889.779,"body":"agency owners to connect"},{"speaker":"Alyson Caffrey","startTime":889.779,"endTime":892.4689999999999,"body":"process improvement with an"},{"speaker":"Alyson Caffrey","startTime":889.779,"endTime":892.4689999999999,"body":"actual business metric that"},{"speaker":"Alyson Caffrey","startTime":892.4689999999999,"endTime":894.629,"body":"they can actually see that"},{"speaker":"Alyson Caffrey","startTime":892.4689999999999,"endTime":894.629,"body":"it does improve the business."},{"speaker":"Alyson Caffrey","startTime":894.8389999999999,"endTime":897.569,"body":"And then the second is actually"},{"speaker":"Alyson Caffrey","startTime":894.8389999999999,"endTime":897.569,"body":"give yourself enough runway"},{"speaker":"Alyson Caffrey","startTime":897.569,"endTime":898.559,"body":"to make sure that this works."},{"speaker":"Alyson Caffrey","startTime":898.579,"endTime":900.399,"body":"Usually I like to do 90 days."},{"speaker":"Alyson Caffrey","startTime":900.639,"endTime":902.709,"body":"It's a really elegant,"},{"speaker":"Alyson Caffrey","startTime":900.639,"endTime":902.709,"body":"it's a quarter of time."},{"speaker":"Alyson Caffrey","startTime":902.949,"endTime":905.039,"body":"You're usually measuring"},{"speaker":"Alyson Caffrey","startTime":902.949,"endTime":905.039,"body":"things in the business"},{"speaker":"Alyson Caffrey","startTime":905.039,"endTime":906.019,"body":"at that rate anyway."},{"speaker":"Alyson Caffrey","startTime":906.059,"endTime":909.079,"body":"So I'm a big fan of the give it"},{"speaker":"Alyson Caffrey","startTime":906.059,"endTime":909.079,"body":"90 days and see how it works."},{"speaker":"Galen Low","startTime":909.0799999999999,"endTime":911.079,"body":"I like that"},{"speaker":"Galen Low","startTime":909.0799999999999,"endTime":911.079,"body":"whole thing around we all"},{"speaker":"Galen Low","startTime":911.079,"endTime":913.2189999999999,"body":"have process because we're"},{"speaker":"Galen Low","startTime":911.079,"endTime":913.2189999999999,"body":"all doing something, but"},{"speaker":"Galen Low","startTime":913.2189999999999,"endTime":915.139,"body":"maybe we shouldn't make it"},{"speaker":"Galen Low","startTime":913.2189999999999,"endTime":915.139,"body":"until we know it's working."},{"speaker":"Galen Low","startTime":915.439,"endTime":917.519,"body":"And in order to know it's"},{"speaker":"Galen Low","startTime":915.439,"endTime":917.519,"body":"working, we have to be, we have"},{"speaker":"Galen Low","startTime":917.519,"endTime":919.529,"body":"to give it enough time and we"},{"speaker":"Galen Low","startTime":917.519,"endTime":919.529,"body":"have to be intentional about"},{"speaker":"Galen Low","startTime":919.789,"endTime":922.669,"body":"what we're measuring before we"},{"speaker":"Galen Low","startTime":919.789,"endTime":922.669,"body":"just throw it away or before"},{"speaker":"Galen Low","startTime":922.669,"endTime":926.309,"body":"we start spending like three"},{"speaker":"Galen Low","startTime":922.669,"endTime":926.309,"body":"days a week, 24 hours a week"},{"speaker":"Galen Low","startTime":926.3489999999999,"endTime":928.939,"body":"to like writing process down"},{"speaker":"Galen Low","startTime":926.3489999999999,"endTime":928.939,"body":"without knowing if it works."},{"speaker":"Galen Low","startTime":929.449,"endTime":932.3489999999999,"body":"I wonder if maybe we can dive"},{"speaker":"Galen Low","startTime":929.449,"endTime":932.3489999999999,"body":"into sort of some tips and best"},{"speaker":"Galen Low","startTime":932.3489999999999,"endTime":936.039,"body":"practices, but just wondering"},{"speaker":"Galen Low","startTime":932.3489999999999,"endTime":936.039,"body":"what tools and technology"},{"speaker":"Galen Low","startTime":936.079,"endTime":939.019,"body":"are you all using with your"},{"speaker":"Galen Low","startTime":936.079,"endTime":939.019,"body":"clients to remove that pain"},{"speaker":"Galen Low","startTime":939.049,"endTime":941.779,"body":"when you get to that point of"},{"speaker":"Galen Low","startTime":939.049,"endTime":941.779,"body":"creating process documentation?"},{"speaker":"Galen Low","startTime":942.029,"endTime":944.2189999999999,"body":"And also are these"},{"speaker":"Galen Low","startTime":942.029,"endTime":944.2189999999999,"body":"tools working for them?"},{"speaker":"Galen Low","startTime":944.249,"endTime":946.399,"body":"Are there situations where"},{"speaker":"Galen Low","startTime":944.249,"endTime":946.399,"body":"actually it ends up holding"},{"speaker":"Galen Low","startTime":946.399,"endTime":947.919,"body":"them back and you're like"},{"speaker":"Galen Low","startTime":946.399,"endTime":947.919,"body":"no, we actually probably"},{"speaker":"Galen Low","startTime":947.919,"endTime":948.5989999999999,"body":"shouldn't use this."},{"speaker":"Galen Low","startTime":949.119,"endTime":951.7139999999999,"body":"Aly, I thought I'd start with"},{"speaker":"Galen Low","startTime":949.119,"endTime":951.7139999999999,"body":"you because I was watching"},{"speaker":"Galen Low","startTime":951.7139999999999,"endTime":954.814,"body":"the webinar you were on last"},{"speaker":"Galen Low","startTime":951.7139999999999,"endTime":954.814,"body":"week with Marcel, you had said"},{"speaker":"Galen Low","startTime":954.814,"endTime":955.6039999999999,"body":"something that jumped out."},{"speaker":"Galen Low","startTime":955.6039999999999,"endTime":956.824,"body":"You said, record your screen."},{"speaker":"Galen Low","startTime":957.074,"endTime":959.804,"body":"And I remember you had said"},{"speaker":"Galen Low","startTime":957.074,"endTime":959.804,"body":"that to me like three years ago."},{"speaker":"Galen Low","startTime":960.064,"endTime":960.704,"body":"And I was like cool."},{"speaker":"Galen Low","startTime":960.7239999999999,"endTime":961.434,"body":"Yeah, I got it."},{"speaker":"Galen Low","startTime":961.684,"endTime":964.054,"body":"And now AI is"},{"speaker":"Galen Low","startTime":961.684,"endTime":964.054,"body":"changing everything."},{"speaker":"Galen Low","startTime":964.054,"endTime":965.554,"body":"It's not just"},{"speaker":"Galen Low","startTime":964.054,"endTime":965.554,"body":"recording your screen."},{"speaker":"Galen Low","startTime":965.564,"endTime":966.294,"body":"There's more to it."},{"speaker":"Galen Low","startTime":966.534,"endTime":969.164,"body":"Can you share about some"},{"speaker":"Galen Low","startTime":966.534,"endTime":969.164,"body":"of like how that works for"},{"speaker":"Galen Low","startTime":969.164,"endTime":972.8639999999999,"body":"your clients in terms of"},{"speaker":"Galen Low","startTime":969.164,"endTime":972.8639999999999,"body":"taking a screen recording and"},{"speaker":"Galen Low","startTime":972.8639999999999,"endTime":975.284,"body":"then having it come out as"},{"speaker":"Galen Low","startTime":972.8639999999999,"endTime":975.284,"body":"something that is a usable"},{"speaker":"Galen Low","startTime":975.324,"endTime":976.664,"body":"sort of referenceable process?"},{"speaker":"Alyson Caffrey","startTime":977.204,"endTime":977.764,"body":"Yes."},{"speaker":"Alyson Caffrey","startTime":977.794,"endTime":980.334,"body":"And Loom, anybody there,"},{"speaker":"Alyson Caffrey","startTime":977.794,"endTime":980.334,"body":"if you're listening,"},{"speaker":"Alyson Caffrey","startTime":980.3439999999999,"endTime":981.244,"body":"please sponsor me."},{"speaker":"Alyson Caffrey","startTime":981.574,"endTime":982.9839999999999,"body":"I'm a big fan of Loom."},{"speaker":"Alyson Caffrey","startTime":982.994,"endTime":986.884,"body":"Loom also just recently released"},{"speaker":"Alyson Caffrey","startTime":982.994,"endTime":986.884,"body":"as a, I think a few months ago,"},{"speaker":"Alyson Caffrey","startTime":986.884,"endTime":990.3539999999999,"body":"like an AI feature to create"},{"speaker":"Alyson Caffrey","startTime":986.884,"endTime":990.3539999999999,"body":"documents and things like that."},{"speaker":"Alyson Caffrey","startTime":990.544,"endTime":994.584,"body":"That is personally my favorite"},{"speaker":"Alyson Caffrey","startTime":990.544,"endTime":994.584,"body":"kind of landing place for"},{"speaker":"Alyson Caffrey","startTime":994.5939999999999,"endTime":996.934,"body":"documenting processes, at"},{"speaker":"Alyson Caffrey","startTime":994.5939999999999,"endTime":996.934,"body":"least in the very beginning."},{"speaker":"Alyson Caffrey","startTime":997.254,"endTime":1000.914,"body":"So the two reasons I love it"},{"speaker":"Alyson Caffrey","startTime":997.254,"endTime":1000.914,"body":"are because they bookend the"},{"speaker":"Alyson Caffrey","startTime":1001.249,"endTime":1002.679,"body":"documentation experience."},{"speaker":"Alyson Caffrey","startTime":1002.679,"endTime":1005.5989999999999,"body":"The first is if you don't"},{"speaker":"Alyson Caffrey","startTime":1002.679,"endTime":1005.5989999999999,"body":"have processes and you don't"},{"speaker":"Alyson Caffrey","startTime":1005.5989999999999,"endTime":1008.029,"body":"have time to create processes"},{"speaker":"Alyson Caffrey","startTime":1005.5989999999999,"endTime":1008.029,"body":"and all those things, what's"},{"speaker":"Alyson Caffrey","startTime":1008.039,"endTime":1010.549,"body":"likely happening is you're"},{"speaker":"Alyson Caffrey","startTime":1008.039,"endTime":1010.549,"body":"working in your business."},{"speaker":"Alyson Caffrey","startTime":1010.549,"endTime":1013.7289999999999,"body":"And if you can fold that time"},{"speaker":"Alyson Caffrey","startTime":1010.549,"endTime":1013.7289999999999,"body":"and record your screen and"},{"speaker":"Alyson Caffrey","startTime":1013.7289999999999,"endTime":1016.3489999999999,"body":"show somebody else how you're"},{"speaker":"Alyson Caffrey","startTime":1013.7289999999999,"endTime":1016.3489999999999,"body":"getting these types of results,"},{"speaker":"Alyson Caffrey","startTime":1016.419,"endTime":1019.3389999999999,"body":"even if the process isn't"},{"speaker":"Alyson Caffrey","startTime":1016.419,"endTime":1019.3389999999999,"body":"perfect, they can likely take"},{"speaker":"Alyson Caffrey","startTime":1019.3389999999999,"endTime":1020.7389999999999,"body":"that video and pick that up."},{"speaker":"Alyson Caffrey","startTime":1020.74,"endTime":1023.4689999999999,"body":"Or you can get a I to work on"},{"speaker":"Alyson Caffrey","startTime":1020.74,"endTime":1023.4689999999999,"body":"a document for somebody and"},{"speaker":"Alyson Caffrey","startTime":1023.4689999999999,"endTime":1026.199,"body":"then they can go replicate that"},{"speaker":"Alyson Caffrey","startTime":1023.4689999999999,"endTime":1026.199,"body":"again, even if it's not perfect,"},{"speaker":"Alyson Caffrey","startTime":1026.219,"endTime":1028.699,"body":"even if it's not massively"},{"speaker":"Alyson Caffrey","startTime":1026.219,"endTime":1028.699,"body":"scalable, if we're still in"},{"speaker":"Alyson Caffrey","startTime":1028.699,"endTime":1029.849,"body":"that testing phase, right?"},{"speaker":"Alyson Caffrey","startTime":1030.234,"endTime":1031.5240000000001,"body":"So that's number one bookend."},{"speaker":"Alyson Caffrey","startTime":1031.914,"endTime":1034.054,"body":"The end bookend, which I"},{"speaker":"Alyson Caffrey","startTime":1031.914,"endTime":1034.054,"body":"actually think is super"},{"speaker":"Alyson Caffrey","startTime":1034.054,"endTime":1037.5040000000001,"body":"important is that when you"},{"speaker":"Alyson Caffrey","startTime":1034.054,"endTime":1037.5040000000001,"body":"go and use AI to create your"},{"speaker":"Alyson Caffrey","startTime":1037.5040000000001,"endTime":1040.104,"body":"processes, so we use Scribe"},{"speaker":"Alyson Caffrey","startTime":1037.5040000000001,"endTime":1040.104,"body":"quite a bit with our clients."},{"speaker":"Alyson Caffrey","startTime":1040.154,"endTime":1042.984,"body":"I use Loom and the AI"},{"speaker":"Alyson Caffrey","startTime":1040.154,"endTime":1042.984,"body":"function because that fits"},{"speaker":"Alyson Caffrey","startTime":1042.9940000000001,"endTime":1044.174,"body":"best with my workflow."},{"speaker":"Alyson Caffrey","startTime":1044.414,"endTime":1047.214,"body":"But when you are writing all"},{"speaker":"Alyson Caffrey","startTime":1044.414,"endTime":1047.214,"body":"of your processes, I think"},{"speaker":"Alyson Caffrey","startTime":1047.244,"endTime":1050.654,"body":"what AI can do a really"},{"speaker":"Alyson Caffrey","startTime":1047.244,"endTime":1050.654,"body":"great job of is organizing,"},{"speaker":"Alyson Caffrey","startTime":1050.674,"endTime":1053.724,"body":"categorizing step by step and"},{"speaker":"Alyson Caffrey","startTime":1050.674,"endTime":1053.724,"body":"making sure that things look"},{"speaker":"Alyson Caffrey","startTime":1053.724,"endTime":1055.139,"body":"nice and readable and flowable."},{"speaker":"Alyson Caffrey","startTime":1055.4089999999999,"endTime":1059.449,"body":"But the real secret sauce, I"},{"speaker":"Alyson Caffrey","startTime":1055.4089999999999,"endTime":1059.449,"body":"think, especially for agencies"},{"speaker":"Alyson Caffrey","startTime":1059.449,"endTime":1062.519,"body":"that are looking to grow"},{"speaker":"Alyson Caffrey","startTime":1059.449,"endTime":1062.519,"body":"quickly is keeping quality under"},{"speaker":"Alyson Caffrey","startTime":1062.529,"endTime":1064.1589999999999,"body":"control and at the forefront."},{"speaker":"Alyson Caffrey","startTime":1064.449,"endTime":1067.689,"body":"So we can go through a process,"},{"speaker":"Alyson Caffrey","startTime":1064.449,"endTime":1067.689,"body":"but somebody can phone it in,"},{"speaker":"Alyson Caffrey","startTime":1067.9089999999999,"endTime":1070.9289999999999,"body":"but we really need to know to"},{"speaker":"Alyson Caffrey","startTime":1067.9089999999999,"endTime":1070.9289999999999,"body":"use Tony Robbins's definition."},{"speaker":"Alyson Caffrey","startTime":1070.939,"endTime":1072.609,"body":"He says definition"},{"speaker":"Alyson Caffrey","startTime":1070.939,"endTime":1072.609,"body":"of done, right?"},{"speaker":"Alyson Caffrey","startTime":1072.609,"endTime":1075.309,"body":"What is that thing that"},{"speaker":"Alyson Caffrey","startTime":1072.609,"endTime":1075.309,"body":"we should walk away with?"},{"speaker":"Alyson Caffrey","startTime":1075.309,"endTime":1078.1689999999999,"body":"And I think recording your"},{"speaker":"Alyson Caffrey","startTime":1075.309,"endTime":1078.1689999999999,"body":"screen does a fantastic"},{"speaker":"Alyson Caffrey","startTime":1078.1689999999999,"endTime":1080.719,"body":"job of being like, this"},{"speaker":"Alyson Caffrey","startTime":1078.1689999999999,"endTime":1080.719,"body":"is what the website"},{"speaker":"Alyson Caffrey","startTime":1080.719,"endTime":1082.319,"body":"wireframe should look like."},{"speaker":"Alyson Caffrey","startTime":1082.6589999999999,"endTime":1086.269,"body":"If you've run this process"},{"speaker":"Alyson Caffrey","startTime":1082.6589999999999,"endTime":1086.269,"body":"correctly, then having a wealth"},{"speaker":"Alyson Caffrey","startTime":1086.549,"endTime":1090.249,"body":"of examples through the one"},{"speaker":"Alyson Caffrey","startTime":1086.549,"endTime":1090.249,"body":"on one work that either you've"},{"speaker":"Alyson Caffrey","startTime":1090.249,"endTime":1093.539,"body":"done or an account director or"},{"speaker":"Alyson Caffrey","startTime":1090.249,"endTime":1093.539,"body":"a lead builder at your agency"},{"speaker":"Alyson Caffrey","startTime":1093.539,"endTime":1098.009,"body":"has done can help amass multiple"},{"speaker":"Alyson Caffrey","startTime":1093.539,"endTime":1098.009,"body":"examples of what this quality"},{"speaker":"Alyson Caffrey","startTime":1098.009,"endTime":1099.509,"body":"should look like at your agency."},{"speaker":"Alyson Caffrey","startTime":1099.829,"endTime":1101.479,"body":"So Loom all day."},{"speaker":"Alyson Caffrey","startTime":1101.829,"endTime":1103.724,"body":"When in doubt, Loom"},{"speaker":"Alyson Caffrey","startTime":1101.829,"endTime":1103.724,"body":"it out, is my opinion."},{"speaker":"Galen Low","startTime":1104.234,"endTime":1106.694,"body":"Does the Loom side"},{"speaker":"Galen Low","startTime":1104.234,"endTime":1106.694,"body":"ever create any sort of I was"},{"speaker":"Galen Low","startTime":1106.694,"endTime":1108.144,"body":"gonna say limitations for folks?"},{"speaker":"Galen Low","startTime":1108.144,"endTime":1110.724,"body":"I was thinking of a) that"},{"speaker":"Galen Low","startTime":1108.144,"endTime":1110.724,"body":"paralysis of okay, well, we"},{"speaker":"Galen Low","startTime":1110.724,"endTime":1112.954,"body":"won't document this process"},{"speaker":"Galen Low","startTime":1110.724,"endTime":1112.954,"body":"until we have a wireframe that's"},{"speaker":"Galen Low","startTime":1112.964,"endTime":1116.514,"body":"good enough to be the benchmark"},{"speaker":"Galen Low","startTime":1112.964,"endTime":1116.514,"body":"of quality in this Loom video."},{"speaker":"Galen Low","startTime":1116.844,"endTime":1119.084,"body":"And secondly, I imagine"},{"speaker":"Galen Low","startTime":1116.844,"endTime":1119.084,"body":"there's a lot of folks"},{"speaker":"Galen Low","startTime":1119.084,"endTime":1121.2939999999999,"body":"who are like, please don't"},{"speaker":"Galen Low","startTime":1119.084,"endTime":1121.2939999999999,"body":"make me go on camera."},{"speaker":"Galen Low","startTime":1121.674,"endTime":1122.904,"body":"I don't want to be recorded."},{"speaker":"Galen Low","startTime":1122.904,"endTime":1124.714,"body":"I don't want to, be documented."},{"speaker":"Galen Low","startTime":1125.074,"endTime":1125.7939999999999,"body":"Just let me type."},{"speaker":"Alyson Caffrey","startTime":1126.254,"endTime":1127.514,"body":"I mean,"},{"speaker":"Alyson Caffrey","startTime":1126.254,"endTime":1127.514,"body":"no, you don't have to be"},{"speaker":"Alyson Caffrey","startTime":1127.514,"endTime":1129.084,"body":"recorded, so you don't have"},{"speaker":"Alyson Caffrey","startTime":1127.514,"endTime":1129.084,"body":"to turn your camera on."},{"speaker":"Alyson Caffrey","startTime":1129.084,"endTime":1131.684,"body":"You can just, show your screen"},{"speaker":"Alyson Caffrey","startTime":1129.084,"endTime":1131.684,"body":"and kind of talk through things."},{"speaker":"Alyson Caffrey","startTime":1131.964,"endTime":1133.174,"body":"I think that's a"},{"speaker":"Alyson Caffrey","startTime":1131.964,"endTime":1133.174,"body":"really important thing."},{"speaker":"Alyson Caffrey","startTime":1133.174,"endTime":1136.894,"body":"And then zooming out 30,000"},{"speaker":"Alyson Caffrey","startTime":1133.174,"endTime":1136.894,"body":"feet, like my opinion on"},{"speaker":"Alyson Caffrey","startTime":1136.894,"endTime":1140.344,"body":"operations isn't that operations"},{"speaker":"Alyson Caffrey","startTime":1136.894,"endTime":1140.344,"body":"in a business exists to put"},{"speaker":"Alyson Caffrey","startTime":1140.344,"endTime":1141.5539999999999,"body":"red tape all over stuff."},{"speaker":"Alyson Caffrey","startTime":1141.8039999999999,"endTime":1145.244,"body":"It really just shows us how we"},{"speaker":"Alyson Caffrey","startTime":1141.8039999999999,"endTime":1145.244,"body":"rebound, like how we fix stuff"},{"speaker":"Alyson Caffrey","startTime":1145.244,"endTime":1147.8039999999999,"body":"that we break so that nothing"},{"speaker":"Alyson Caffrey","startTime":1145.244,"endTime":1147.8039999999999,"body":"falls through the cracks, right?"},{"speaker":"Alyson Caffrey","startTime":1147.8039999999999,"endTime":1149.8039999999999,"body":"It like seals a nice"},{"speaker":"Alyson Caffrey","startTime":1147.8039999999999,"endTime":1149.8039999999999,"body":"foundation for us."},{"speaker":"Alyson Caffrey","startTime":1150.144,"endTime":1154.264,"body":"Because we shouldn't believe"},{"speaker":"Alyson Caffrey","startTime":1150.144,"endTime":1154.264,"body":"that for an entire year or"},{"speaker":"Alyson Caffrey","startTime":1154.264,"endTime":1156.394,"body":"for an entire three years that"},{"speaker":"Alyson Caffrey","startTime":1154.264,"endTime":1156.394,"body":"we're never going to find a"},{"speaker":"Alyson Caffrey","startTime":1156.394,"endTime":1157.584,"body":"better way to do something."},{"speaker":"Alyson Caffrey","startTime":1157.584,"endTime":1158.974,"body":"That's just asinine, right?"},{"speaker":"Alyson Caffrey","startTime":1158.974,"endTime":1161.0339999999999,"body":"Like we're always going to"},{"speaker":"Alyson Caffrey","startTime":1158.974,"endTime":1161.0339999999999,"body":"find better ways to do things."},{"speaker":"Alyson Caffrey","startTime":1161.0339999999999,"endTime":1162.584,"body":"Our processes are"},{"speaker":"Alyson Caffrey","startTime":1161.0339999999999,"endTime":1162.584,"body":"going to be improving."},{"speaker":"Alyson Caffrey","startTime":1162.584,"endTime":1163.614,"body":"They're going to be changing."},{"speaker":"Alyson Caffrey","startTime":1163.974,"endTime":1166.454,"body":"And so to me, I'm like, well,"},{"speaker":"Alyson Caffrey","startTime":1163.974,"endTime":1166.454,"body":"I'd rather just swap out a Loom"},{"speaker":"Alyson Caffrey","startTime":1166.454,"endTime":1169.874,"body":"video on something I found a"},{"speaker":"Alyson Caffrey","startTime":1166.454,"endTime":1169.874,"body":"better way to do a week from"},{"speaker":"Alyson Caffrey","startTime":1169.874,"endTime":1173.164,"body":"now, rather than go through the"},{"speaker":"Alyson Caffrey","startTime":1169.874,"endTime":1173.164,"body":"whole process of updating the"},{"speaker":"Alyson Caffrey","startTime":1173.244,"endTime":1175.754,"body":"SOP and then putting it into"},{"speaker":"Alyson Caffrey","startTime":1173.244,"endTime":1175.754,"body":"our knowledge base and then"},{"speaker":"Alyson Caffrey","startTime":1175.754,"endTime":1176.924,"body":"rolling it out to the team."},{"speaker":"Alyson Caffrey","startTime":1177.194,"endTime":1179.824,"body":"Those are for the things that"},{"speaker":"Alyson Caffrey","startTime":1177.194,"endTime":1179.824,"body":"we've already made it into phase"},{"speaker":"Alyson Caffrey","startTime":1179.834,"endTime":1182.134,"body":"three on right that we know"},{"speaker":"Alyson Caffrey","startTime":1179.834,"endTime":1182.134,"body":"we want to amplify and then"},{"speaker":"Alyson Caffrey","startTime":1182.134,"endTime":1184.894,"body":"I'd want to train somebody on"},{"speaker":"Alyson Caffrey","startTime":1182.134,"endTime":1184.894,"body":"in terms of a best practice."},{"speaker":"Alyson Caffrey","startTime":1185.224,"endTime":1186.2939999999999,"body":"So I love Loom."},{"speaker":"Alyson Caffrey","startTime":1186.2939999999999,"endTime":1188.824,"body":"It's a great like little"},{"speaker":"Alyson Caffrey","startTime":1186.2939999999999,"endTime":1188.824,"body":"incubator tool to be able to"},{"speaker":"Alyson Caffrey","startTime":1188.824,"endTime":1191.584,"body":"share some of the things in my"},{"speaker":"Alyson Caffrey","startTime":1188.824,"endTime":1191.584,"body":"opinion that I'm working on that"},{"speaker":"Alyson Caffrey","startTime":1191.664,"endTime":1192.724,"body":"other people can help me with."},{"speaker":"Galen Low","startTime":1193.279,"endTime":1193.819,"body":"Love that."},{"speaker":"Galen Low","startTime":1193.969,"endTime":1196.219,"body":"Brian, I thought maybe I'd throw"},{"speaker":"Galen Low","startTime":1193.969,"endTime":1196.219,"body":"to you of, are there any other"},{"speaker":"Galen Low","startTime":1196.219,"endTime":1199.839,"body":"sort of tools and techniques"},{"speaker":"Galen Low","startTime":1196.219,"endTime":1199.839,"body":"sort of technology hacks, I"},{"speaker":"Galen Low","startTime":1199.839,"endTime":1203.479,"body":"guess, so to speak that you've"},{"speaker":"Galen Low","startTime":1199.839,"endTime":1203.479,"body":"seen your clients working with,"},{"speaker":"Galen Low","startTime":1203.479,"endTime":1206.089,"body":"or that you're recommending to"},{"speaker":"Galen Low","startTime":1203.479,"endTime":1206.089,"body":"your clients in terms of just"},{"speaker":"Galen Low","startTime":1206.089,"endTime":1208.859,"body":"like how they are capturing the"},{"speaker":"Galen Low","startTime":1206.089,"endTime":1208.859,"body":"process of what they're doing?"},{"speaker":"Brian Kessman","startTime":1208.899,"endTime":1210.639,"body":"So just a"},{"speaker":"Brian Kessman","startTime":1208.899,"endTime":1210.639,"body":"little context on the role"},{"speaker":"Brian Kessman","startTime":1210.639,"endTime":1211.729,"body":"I play in this campaign."},{"speaker":"Brian Kessman","startTime":1212.124,"endTime":1214.984,"body":"So there's two ways that I would"},{"speaker":"Brian Kessman","startTime":1212.124,"endTime":1214.984,"body":"help related to your question."},{"speaker":"Brian Kessman","startTime":1214.984,"endTime":1217.724,"body":"One is first setting up an AI"},{"speaker":"Brian Kessman","startTime":1214.984,"endTime":1217.724,"body":"council with the agency so that"},{"speaker":"Brian Kessman","startTime":1217.724,"endTime":1220.194,"body":"we can determine their tech"},{"speaker":"Brian Kessman","startTime":1217.724,"endTime":1220.194,"body":"strategy and policies, all of"},{"speaker":"Brian Kessman","startTime":1220.194,"endTime":1222.874,"body":"that, and quality expectations,"},{"speaker":"Brian Kessman","startTime":1220.194,"endTime":1222.874,"body":"data security, all of that,"},{"speaker":"Brian Kessman","startTime":1222.874,"endTime":1223.934,"body":"and we choose the right tools."},{"speaker":"Brian Kessman","startTime":1223.934,"endTime":1226.7939999999999,"body":"The second is not necessarily"},{"speaker":"Brian Kessman","startTime":1223.934,"endTime":1226.7939999999999,"body":"documenting the process on"},{"speaker":"Brian Kessman","startTime":1226.7939999999999,"endTime":1229.344,"body":"their behalf, but creating the"},{"speaker":"Brian Kessman","startTime":1226.7939999999999,"endTime":1229.344,"body":"work sessions so that we can"},{"speaker":"Brian Kessman","startTime":1229.354,"endTime":1231.114,"body":"get that from the teams, right?"},{"speaker":"Brian Kessman","startTime":1231.114,"endTime":1233.7839999999999,"body":"So that they all have that"},{"speaker":"Brian Kessman","startTime":1231.114,"endTime":1233.7839999999999,"body":"ownership over that process."},{"speaker":"Brian Kessman","startTime":1233.7839999999999,"endTime":1236.2839999999999,"body":"And then I'll coach somebody"},{"speaker":"Brian Kessman","startTime":1233.7839999999999,"endTime":1236.2839999999999,"body":"on how to now build that out."},{"speaker":"Brian Kessman","startTime":1236.2839999999999,"endTime":1237.914,"body":"So there are a couple of"},{"speaker":"Brian Kessman","startTime":1236.2839999999999,"endTime":1237.914,"body":"tools that we would use."},{"speaker":"Brian Kessman","startTime":1238.209,"endTime":1239.769,"body":"But we need to figure"},{"speaker":"Brian Kessman","startTime":1238.209,"endTime":1239.769,"body":"out, are we writing"},{"speaker":"Brian Kessman","startTime":1239.769,"endTime":1241.069,"body":"documentation for people?"},{"speaker":"Brian Kessman","startTime":1241.359,"endTime":1243.499,"body":"Or are we writing"},{"speaker":"Brian Kessman","startTime":1241.359,"endTime":1243.499,"body":"documentation for machines"},{"speaker":"Brian Kessman","startTime":1243.499,"endTime":1244.629,"body":"to automate workflows?"},{"speaker":"Brian Kessman","startTime":1244.709,"endTime":1246.329,"body":"And so there's two"},{"speaker":"Brian Kessman","startTime":1244.709,"endTime":1246.329,"body":"categories there."},{"speaker":"Brian Kessman","startTime":1246.329,"endTime":1247.299,"body":"That's how I look at it, right?"},{"speaker":"Brian Kessman","startTime":1247.299,"endTime":1249.719,"body":"So for people, it's got to"},{"speaker":"Brian Kessman","startTime":1247.299,"endTime":1249.719,"body":"be easily consumable, right?"},{"speaker":"Brian Kessman","startTime":1249.719,"endTime":1254.109,"body":"So the tools that we focus"},{"speaker":"Brian Kessman","startTime":1249.719,"endTime":1254.109,"body":"on there is custom GPTs or"},{"speaker":"Brian Kessman","startTime":1254.109,"endTime":1256.769,"body":"assistants through OpenAI,"},{"speaker":"Brian Kessman","startTime":1254.109,"endTime":1256.769,"body":"and that's really easy"},{"speaker":"Brian Kessman","startTime":1256.769,"endTime":1257.989,"body":"for drafting processes."},{"speaker":"Brian Kessman","startTime":1257.989,"endTime":1260.119,"body":"Take what you learned in"},{"speaker":"Brian Kessman","startTime":1257.989,"endTime":1260.119,"body":"those work sessions or from"},{"speaker":"Brian Kessman","startTime":1260.119,"endTime":1263.009,"body":"interviews with team members"},{"speaker":"Brian Kessman","startTime":1260.119,"endTime":1263.009,"body":"and let the custom GPT,"},{"speaker":"Brian Kessman","startTime":1263.019,"endTime":1265.959,"body":"however you configure it, write"},{"speaker":"Brian Kessman","startTime":1263.019,"endTime":1265.959,"body":"the documentation, organize"},{"speaker":"Brian Kessman","startTime":1265.959,"endTime":1268.849,"body":"your insights, the analysis,"},{"speaker":"Brian Kessman","startTime":1265.959,"endTime":1268.849,"body":"all of that as a draft."},{"speaker":"Brian Kessman","startTime":1268.859,"endTime":1271.949,"body":"There's also, this, you all"},{"speaker":"Brian Kessman","startTime":1268.859,"endTime":1271.949,"body":"know this workflow platforms,"},{"speaker":"Brian Kessman","startTime":1271.949,"endTime":1275.319,"body":"ClickUp, Monday.com, Notion,"},{"speaker":"Brian Kessman","startTime":1271.949,"endTime":1275.319,"body":"everything has AI built in now."},{"speaker":"Brian Kessman","startTime":1275.319,"endTime":1276.639,"body":"So is that enough?"},{"speaker":"Brian Kessman","startTime":1276.799,"endTime":1278.849,"body":"Do we really need to"},{"speaker":"Brian Kessman","startTime":1276.799,"endTime":1278.849,"body":"introduce another tool?"},{"speaker":"Brian Kessman","startTime":1279.194,"endTime":1281.624,"body":"On the video side,"},{"speaker":"Brian Kessman","startTime":1279.194,"endTime":1281.624,"body":"though, Loom is excellent."},{"speaker":"Brian Kessman","startTime":1281.624,"endTime":1285.094,"body":"I'm not familiar with Loom's"},{"speaker":"Brian Kessman","startTime":1281.624,"endTime":1285.094,"body":"full capabilities, but I have"},{"speaker":"Brian Kessman","startTime":1285.104,"endTime":1286.884,"body":"come across a tool called Tango."},{"speaker":"Brian Kessman","startTime":1287.2839999999999,"endTime":1288.894,"body":"If you're familiar with it,"},{"speaker":"Brian Kessman","startTime":1287.2839999999999,"endTime":1288.894,"body":"you have screen recordings"},{"speaker":"Brian Kessman","startTime":1288.894,"endTime":1291.344,"body":"and it creates the chapters"},{"speaker":"Brian Kessman","startTime":1288.894,"endTime":1291.344,"body":"and the documentation for you."},{"speaker":"Brian Kessman","startTime":1291.344,"endTime":1293.164,"body":"I mean, you just walk through"},{"speaker":"Brian Kessman","startTime":1291.344,"endTime":1293.164,"body":"it and it'll take care of"},{"speaker":"Brian Kessman","startTime":1293.164,"endTime":1294.5339999999999,"body":"basically most of the tasks."},{"speaker":"Brian Kessman","startTime":1294.964,"endTime":1297.874,"body":"Scribe is another, someone was"},{"speaker":"Brian Kessman","startTime":1294.964,"endTime":1297.874,"body":"mentioning that in the chat."},{"speaker":"Brian Kessman","startTime":1298.214,"endTime":1301.094,"body":"If you're a product"},{"speaker":"Brian Kessman","startTime":1298.214,"endTime":1301.094,"body":"manager, ChatPRD is a"},{"speaker":"Brian Kessman","startTime":1301.094,"endTime":1303.344,"body":"great product for writing"},{"speaker":"Brian Kessman","startTime":1301.094,"endTime":1303.344,"body":"product requirement docs."},{"speaker":"Brian Kessman","startTime":1303.774,"endTime":1305.5539999999999,"body":"And test it for"},{"speaker":"Brian Kessman","startTime":1303.774,"endTime":1305.5539999999999,"body":"other purposes too."},{"speaker":"Brian Kessman","startTime":1305.5539999999999,"endTime":1307.614,"body":"You'd be surprised what"},{"speaker":"Brian Kessman","startTime":1305.5539999999999,"endTime":1307.614,"body":"you get back and it"},{"speaker":"Brian Kessman","startTime":1307.614,"endTime":1308.374,"body":"can be really helpful."},{"speaker":"Brian Kessman","startTime":1308.644,"endTime":1310.504,"body":"And then Jasper for"},{"speaker":"Brian Kessman","startTime":1308.644,"endTime":1310.504,"body":"marketing needs."},{"speaker":"Brian Kessman","startTime":1310.684,"endTime":1312.594,"body":"So that's all the"},{"speaker":"Brian Kessman","startTime":1310.684,"endTime":1312.594,"body":"people side of things."},{"speaker":"Brian Kessman","startTime":1312.884,"endTime":1314.424,"body":"But then there's for"},{"speaker":"Brian Kessman","startTime":1312.884,"endTime":1314.424,"body":"the machines, right?"},{"speaker":"Brian Kessman","startTime":1314.424,"endTime":1318.954,"body":"And so the recent news from"},{"speaker":"Brian Kessman","startTime":1314.424,"endTime":1318.954,"body":"OpenAI or others in the industry"},{"speaker":"Brian Kessman","startTime":1318.954,"endTime":1321.7939999999999,"body":"are saying OpenAI will be"},{"speaker":"Brian Kessman","startTime":1318.954,"endTime":1321.7939999999999,"body":"publishing their first agent"},{"speaker":"Brian Kessman","startTime":1322.084,"endTime":1324.844,"body":"or releasing their first agent"},{"speaker":"Brian Kessman","startTime":1322.084,"endTime":1324.844,"body":"functionality by the end of"},{"speaker":"Brian Kessman","startTime":1324.854,"endTime":1326.094,"body":"the year or early next year."},{"speaker":"Brian Kessman","startTime":1326.094,"endTime":1328.114,"body":"So now agents can"},{"speaker":"Brian Kessman","startTime":1326.094,"endTime":1328.114,"body":"follow workflow."},{"speaker":"Brian Kessman","startTime":1328.134,"endTime":1329.8039999999999,"body":"You can automate workflows"},{"speaker":"Brian Kessman","startTime":1328.134,"endTime":1329.8039999999999,"body":"with your agents."},{"speaker":"Brian Kessman","startTime":1329.8039999999999,"endTime":1331.524,"body":"And so if that's"},{"speaker":"Brian Kessman","startTime":1329.8039999999999,"endTime":1331.524,"body":"true that's amazing."},{"speaker":"Brian Kessman","startTime":1331.524,"endTime":1333.0539999999999,"body":"I'm interested to see"},{"speaker":"Brian Kessman","startTime":1331.524,"endTime":1333.0539999999999,"body":"what that's but there are"},{"speaker":"Brian Kessman","startTime":1333.0539999999999,"endTime":1334.874,"body":"other tools out there now"},{"speaker":"Brian Kessman","startTime":1333.0539999999999,"endTime":1334.874,"body":"where you can do that."},{"speaker":"Brian Kessman","startTime":1335.224,"endTime":1339.714,"body":"And it's all about prompting"},{"speaker":"Brian Kessman","startTime":1335.224,"endTime":1339.714,"body":"the AI to follow this specific"},{"speaker":"Brian Kessman","startTime":1339.714,"endTime":1342.214,"body":"steps of your workflow and"},{"speaker":"Brian Kessman","startTime":1339.714,"endTime":1342.214,"body":"then combining all those agents"},{"speaker":"Brian Kessman","startTime":1342.214,"endTime":1343.354,"body":"to complete that workflow."},{"speaker":"Brian Kessman","startTime":1343.354,"endTime":1347.0339999999999,"body":"And so Copy AI is great for"},{"speaker":"Brian Kessman","startTime":1343.354,"endTime":1347.0339999999999,"body":"any sort of go to market or"},{"speaker":"Brian Kessman","startTime":1347.0339999999999,"endTime":1348.374,"body":"sales or marketing needs."},{"speaker":"Brian Kessman","startTime":1348.789,"endTime":1350.649,"body":"There's make.com, I"},{"speaker":"Brian Kessman","startTime":1348.789,"endTime":1350.649,"body":"believe it is, right, for"},{"speaker":"Brian Kessman","startTime":1350.649,"endTime":1351.649,"body":"just general workflows."},{"speaker":"Brian Kessman","startTime":1351.649,"endTime":1354.6299999999999,"body":"And writer.com also"},{"speaker":"Brian Kessman","startTime":1351.649,"endTime":1354.6299999999999,"body":"can automate workflows."},{"speaker":"Brian Kessman","startTime":1354.6299999999999,"endTime":1356.589,"body":"So all of those are"},{"speaker":"Brian Kessman","startTime":1354.6299999999999,"endTime":1356.589,"body":"really powerful tools."},{"speaker":"Brian Kessman","startTime":1356.989,"endTime":1358.279,"body":"And so that's how I look at it."},{"speaker":"Brian Kessman","startTime":1358.279,"endTime":1359.729,"body":"It's really those"},{"speaker":"Brian Kessman","startTime":1358.279,"endTime":1359.729,"body":"two categories."},{"speaker":"Brian Kessman","startTime":1359.729,"endTime":1360.699,"body":"I can keep going."},{"speaker":"Galen Low","startTime":1361.509,"endTime":1363.129,"body":"I hadn't even"},{"speaker":"Galen Low","startTime":1361.509,"endTime":1363.129,"body":"really necessarily grouped"},{"speaker":"Galen Low","startTime":1363.129,"endTime":1365.969,"body":"them together in my mind, the"},{"speaker":"Galen Low","startTime":1363.129,"endTime":1365.969,"body":"sort of process for humans"},{"speaker":"Galen Low","startTime":1365.969,"endTime":1367.109,"body":"and process for machines."},{"speaker":"Galen Low","startTime":1367.359,"endTime":1370.129,"body":"Like automation, I think of as"},{"speaker":"Galen Low","startTime":1367.359,"endTime":1370.129,"body":"sure, we're going to document"},{"speaker":"Galen Low","startTime":1370.139,"endTime":1372.469,"body":"steps, but I like this notion"},{"speaker":"Galen Low","startTime":1370.139,"endTime":1372.469,"body":"of approaching it a different"},{"speaker":"Galen Low","startTime":1372.469,"endTime":1375.1689999999999,"body":"way to create an experience for"},{"speaker":"Galen Low","startTime":1372.469,"endTime":1375.1689999999999,"body":"whoever is going to be executing"},{"speaker":"Galen Low","startTime":1375.1689999999999,"endTime":1377.249,"body":"the task or whatever is going"},{"speaker":"Galen Low","startTime":1375.1689999999999,"endTime":1377.249,"body":"to be executing the task."},{"speaker":"Galen Low","startTime":1377.5539999999999,"endTime":1379.874,"body":"And yeah, this notion of"},{"speaker":"Galen Low","startTime":1377.5539999999999,"endTime":1379.874,"body":"agents has been like flooding"},{"speaker":"Galen Low","startTime":1379.874,"endTime":1382.684,"body":"my feed recently, right,"},{"speaker":"Galen Low","startTime":1379.874,"endTime":1382.684,"body":"of Oh no, agents are coming"},{"speaker":"Galen Low","startTime":1382.684,"endTime":1384.434,"body":"and they're taking your"},{"speaker":"Galen Low","startTime":1382.684,"endTime":1384.434,"body":"jobs and blah, blah, blah."},{"speaker":"Galen Low","startTime":1384.454,"endTime":1386.674,"body":"But I love that thought of how"},{"speaker":"Galen Low","startTime":1384.454,"endTime":1386.674,"body":"can we set ourselves up for"},{"speaker":"Galen Low","startTime":1386.674,"endTime":1389.874,"body":"success so that we can feed"},{"speaker":"Galen Low","startTime":1386.674,"endTime":1389.874,"body":"this in to an agent situation."},{"speaker":"Brian Kessman","startTime":1389.894,"endTime":1391.504,"body":"Well, the nice"},{"speaker":"Brian Kessman","startTime":1389.894,"endTime":1391.504,"body":"thing is that it's really not"},{"speaker":"Brian Kessman","startTime":1391.504,"endTime":1392.354,"body":"all that different, right?"},{"speaker":"Brian Kessman","startTime":1392.354,"endTime":1395.0539999999999,"body":"If you're speaking to the, or"},{"speaker":"Brian Kessman","startTime":1392.354,"endTime":1395.0539999999999,"body":"typing to the AI, as you would"},{"speaker":"Brian Kessman","startTime":1395.064,"endTime":1397.574,"body":"a human in terms of setting"},{"speaker":"Brian Kessman","startTime":1395.064,"endTime":1397.574,"body":"those expectations, providing"},{"speaker":"Brian Kessman","startTime":1397.574,"endTime":1400.0439999999999,"body":"the inputs, giving examples of"},{"speaker":"Brian Kessman","startTime":1397.574,"endTime":1400.0439999999999,"body":"the quality you're expecting."},{"speaker":"Brian Kessman","startTime":1400.5439999999999,"endTime":1401.724,"body":"It's all just natural."},{"speaker":"Brian Kessman","startTime":1401.744,"endTime":1403.614,"body":"So it's just a matter"},{"speaker":"Brian Kessman","startTime":1401.744,"endTime":1403.614,"body":"of how you break it up"},{"speaker":"Brian Kessman","startTime":1403.614,"endTime":1404.914,"body":"into specific agents."},{"speaker":"Brian Kessman","startTime":1404.914,"endTime":1406.584,"body":"And that's really the"},{"speaker":"Brian Kessman","startTime":1404.914,"endTime":1406.584,"body":"hardest part of it all."},{"speaker":"Brian Kessman","startTime":1406.584,"endTime":1409.254,"body":"And there's UI interface you"},{"speaker":"Brian Kessman","startTime":1406.584,"endTime":1409.254,"body":"need to learn how to navigate."},{"speaker":"Brian Kessman","startTime":1409.644,"endTime":1410.5439999999999,"body":"Generally, pretty easy."},{"speaker":"Brian Kessman","startTime":1410.5439999999999,"endTime":1412.5539999999999,"body":"You can probably figure"},{"speaker":"Brian Kessman","startTime":1410.5439999999999,"endTime":1412.5539999999999,"body":"it out in half a day."},{"speaker":"Galen Low","startTime":1413.144,"endTime":1415.064,"body":"Is there like a"},{"speaker":"Galen Low","startTime":1413.144,"endTime":1415.064,"body":"criteria you follow to be like,"},{"speaker":"Galen Low","startTime":1415.064,"endTime":1417.074,"body":"this has to be a human process"},{"speaker":"Galen Low","startTime":1415.064,"endTime":1417.074,"body":"right now, and this is something"},{"speaker":"Galen Low","startTime":1417.074,"endTime":1417.824,"body":"that we should automate?"},{"speaker":"Galen Low","startTime":1418.274,"endTime":1420.184,"body":"What does that sort of"},{"speaker":"Galen Low","startTime":1418.274,"endTime":1420.184,"body":"conversation look like, and?"},{"speaker":"Brian Kessman","startTime":1420.324,"endTime":1422.524,"body":"Yeah, well, I"},{"speaker":"Brian Kessman","startTime":1420.324,"endTime":1422.524,"body":"start by thinking about who's"},{"speaker":"Brian Kessman","startTime":1422.5439999999999,"endTime":1425.8039999999999,"body":"going to be following the"},{"speaker":"Brian Kessman","startTime":1422.5439999999999,"endTime":1425.8039999999999,"body":"process in terms of, are they"},{"speaker":"Brian Kessman","startTime":1425.8039999999999,"endTime":1427.204,"body":"looking for is it predictable?"},{"speaker":"Brian Kessman","startTime":1427.234,"endTime":1428.654,"body":"Is it a predictable process?"},{"speaker":"Brian Kessman","startTime":1428.654,"endTime":1430.064,"body":"You're not going to"},{"speaker":"Brian Kessman","startTime":1428.654,"endTime":1430.064,"body":"need any guidance."},{"speaker":"Brian Kessman","startTime":1430.064,"endTime":1431.434,"body":"There's no question whatsoever."},{"speaker":"Brian Kessman","startTime":1431.684,"endTime":1434.2939999999999,"body":"The inputs, again, you can"},{"speaker":"Brian Kessman","startTime":1431.684,"endTime":1434.2939999999999,"body":"define those really clearly."},{"speaker":"Brian Kessman","startTime":1434.324,"endTime":1435.904,"body":"You can set the"},{"speaker":"Brian Kessman","startTime":1434.324,"endTime":1435.904,"body":"expectation for outputs."},{"speaker":"Brian Kessman","startTime":1435.904,"endTime":1438.074,"body":"You have example, and it"},{"speaker":"Brian Kessman","startTime":1435.904,"endTime":1438.074,"body":"can complete a task from"},{"speaker":"Brian Kessman","startTime":1438.074,"endTime":1439.124,"body":"start to finish, great."},{"speaker":"Brian Kessman","startTime":1439.124,"endTime":1440.414,"body":"Let's see if we"},{"speaker":"Brian Kessman","startTime":1439.124,"endTime":1440.414,"body":"can automate that."},{"speaker":"Brian Kessman","startTime":1440.704,"endTime":1443.204,"body":"Still, there's always human"},{"speaker":"Brian Kessman","startTime":1440.704,"endTime":1443.204,"body":"revision or review, but you can"},{"speaker":"Brian Kessman","startTime":1443.204,"endTime":1445.664,"body":"also create an agent to do that"},{"speaker":"Brian Kessman","startTime":1443.204,"endTime":1445.664,"body":"for you as a first step too."},{"speaker":"Brian Kessman","startTime":1445.664,"endTime":1446.974,"body":"And then can give"},{"speaker":"Brian Kessman","startTime":1445.664,"endTime":1446.974,"body":"it to yourself."},{"speaker":"Brian Kessman","startTime":1447.404,"endTime":1448.384,"body":"So that's what I look for."},{"speaker":"Brian Kessman","startTime":1448.384,"endTime":1448.5439999999999,"body":"Right."},{"speaker":"Brian Kessman","startTime":1448.5439999999999,"endTime":1450.814,"body":"And then the other areas,"},{"speaker":"Brian Kessman","startTime":1448.5439999999999,"endTime":1450.814,"body":"the people side where we"},{"speaker":"Brian Kessman","startTime":1450.814,"endTime":1453.764,"body":"can automate, it's going"},{"speaker":"Brian Kessman","startTime":1450.814,"endTime":1453.764,"body":"to be, is there a trust?"},{"speaker":"Brian Kessman","startTime":1453.774,"endTime":1455.134,"body":"Is there a need"},{"speaker":"Brian Kessman","startTime":1453.774,"endTime":1455.134,"body":"for greater trust?"},{"speaker":"Brian Kessman","startTime":1455.134,"endTime":1456.954,"body":"Is there a need to tap"},{"speaker":"Brian Kessman","startTime":1455.134,"endTime":1456.954,"body":"into unique experiences?"},{"speaker":"Brian Kessman","startTime":1457.014,"endTime":1459.584,"body":"Are there nuances that we need"},{"speaker":"Brian Kessman","startTime":1457.014,"endTime":1459.584,"body":"to think about or navigate?"},{"speaker":"Brian Kessman","startTime":1459.934,"endTime":1462.494,"body":"And so if we put them into"},{"speaker":"Brian Kessman","startTime":1459.934,"endTime":1462.494,"body":"those two categories, we can"},{"speaker":"Brian Kessman","startTime":1462.494,"endTime":1464.624,"body":"start to figure out what is"},{"speaker":"Brian Kessman","startTime":1462.494,"endTime":1464.624,"body":"appropriate for automation."},{"speaker":"Galen Low","startTime":1465.364,"endTime":1467.334,"body":"I thought maybe"},{"speaker":"Galen Low","startTime":1465.364,"endTime":1467.334,"body":"I'd shift this into the other"},{"speaker":"Galen Low","startTime":1467.334,"endTime":1470.374,"body":"bookend, I guess, thinking"},{"speaker":"Galen Low","startTime":1467.334,"endTime":1470.374,"body":"about Aly's model, not just"},{"speaker":"Galen Low","startTime":1470.374,"endTime":1472.874,"body":"the documentation, but also"},{"speaker":"Galen Low","startTime":1470.374,"endTime":1472.874,"body":"we're getting there with"},{"speaker":"Galen Low","startTime":1472.874,"endTime":1473.714,"body":"you, Brian, anyways, right?"},{"speaker":"Galen Low","startTime":1473.744,"endTime":1477.164,"body":"Like the, how are people"},{"speaker":"Galen Low","startTime":1473.744,"endTime":1477.164,"body":"using this process or this"},{"speaker":"Galen Low","startTime":1477.164,"endTime":1480.984,"body":"documentation to do their jobs"},{"speaker":"Galen Low","startTime":1477.164,"endTime":1480.984,"body":"and how are we iterating on it?"},{"speaker":"Galen Low","startTime":1480.994,"endTime":1481.974,"body":"And how are we improving it?"},{"speaker":"Galen Low","startTime":1482.2939999999999,"endTime":1483.7839999999999,"body":"How do people"},{"speaker":"Galen Low","startTime":1482.2939999999999,"endTime":1483.7839999999999,"body":"actually adopt these?"},{"speaker":"Galen Low","startTime":1483.814,"endTime":1485.714,"body":"And I saw this in the chat"},{"speaker":"Galen Low","startTime":1483.814,"endTime":1485.714,"body":"earlier where, someone's"},{"speaker":"Galen Low","startTime":1485.714,"endTime":1488.104,"body":"yes, adoption resistance"},{"speaker":"Galen Low","startTime":1485.714,"endTime":1488.104,"body":"is something, it's real."},{"speaker":"Galen Low","startTime":1488.104,"endTime":1489.644,"body":"It's something I'm"},{"speaker":"Galen Low","startTime":1488.104,"endTime":1489.644,"body":"dealing with right now."},{"speaker":"Galen Low","startTime":1490.0539999999999,"endTime":1492.684,"body":"Around these pain points about"},{"speaker":"Galen Low","startTime":1490.0539999999999,"endTime":1492.684,"body":"like finding the documentation"},{"speaker":"Galen Low","startTime":1492.684,"endTime":1495.969,"body":"when you need it, what tools"},{"speaker":"Galen Low","startTime":1492.684,"endTime":1495.969,"body":"have been effective for you"},{"speaker":"Galen Low","startTime":1496.009,"endTime":1499.739,"body":"at being able to just put this"},{"speaker":"Galen Low","startTime":1496.009,"endTime":1499.739,"body":"information at the fingertips"},{"speaker":"Galen Low","startTime":1499.739,"endTime":1501.829,"body":"of the people doing the work, so"},{"speaker":"Galen Low","startTime":1499.739,"endTime":1501.829,"body":"that they're not like searching"},{"speaker":"Galen Low","startTime":1501.839,"endTime":1503.139,"body":"through the J drive or whatever."},{"speaker":"Galen Low","startTime":1503.4289999999999,"endTime":1506.189,"body":"Also, does anyone have"},{"speaker":"Galen Low","startTime":1503.4289999999999,"endTime":1506.189,"body":"an SOP chat bot yet?"},{"speaker":"Galen Low","startTime":1506.709,"endTime":1508.6589999999999,"body":"Gray, I thought maybe I'd"},{"speaker":"Galen Low","startTime":1506.709,"endTime":1508.6589999999999,"body":"take that to you because,"},{"speaker":"Galen Low","startTime":1508.6789999999999,"endTime":1511.1589999999999,"body":"I know that there is a lot"},{"speaker":"Galen Low","startTime":1508.6789999999999,"endTime":1511.1589999999999,"body":"of this woven into some of"},{"speaker":"Galen Low","startTime":1511.1589999999999,"endTime":1512.719,"body":"these productivity platforms."},{"speaker":"Galen Low","startTime":1513.004,"endTime":1514.614,"body":"And, Brian, to your point,"},{"speaker":"Galen Low","startTime":1513.004,"endTime":1514.614,"body":"like some of the automation"},{"speaker":"Galen Low","startTime":1514.644,"endTime":1515.924,"body":"and AI is inbuilt."},{"speaker":"Galen Low","startTime":1516.174,"endTime":1518.334,"body":"How are you helping people"},{"speaker":"Galen Low","startTime":1516.174,"endTime":1518.334,"body":"have these processes at their"},{"speaker":"Galen Low","startTime":1518.334,"endTime":1520.768,"body":"fingertips so that they actually"},{"speaker":"Galen Low","startTime":1518.334,"endTime":1520.768,"body":"use them and want to use them?"},{"speaker":"Gray Mackenzie","startTime":1520.768,"endTime":1521.974,"body":"Yeah,"},{"speaker":"Gray Mackenzie","startTime":1520.768,"endTime":1521.974,"body":"I think that's one of"},{"speaker":"Gray Mackenzie","startTime":1521.974,"endTime":1523.983,"body":"the big drivers for not"},{"speaker":"Gray Mackenzie","startTime":1521.974,"endTime":1523.983,"body":"finding value out of this."},{"speaker":"Gray Mackenzie","startTime":1523.983,"endTime":1526.393,"body":"It's I wrote this all one"},{"speaker":"Gray Mackenzie","startTime":1523.983,"endTime":1526.393,"body":"on the binder on the shelf,"},{"speaker":"Gray Mackenzie","startTime":1526.394,"endTime":1528.194,"body":"and then, oh man, it got"},{"speaker":"Gray Mackenzie","startTime":1526.394,"endTime":1528.194,"body":"opened again next year."},{"speaker":"Gray Mackenzie","startTime":1528.194,"endTime":1530.228,"body":"I was very inspired"},{"speaker":"Gray Mackenzie","startTime":1528.194,"endTime":1530.228,"body":"to look at it."},{"speaker":"Gray Mackenzie","startTime":1530.228,"endTime":1532.542,"body":"Huge believer in make"},{"speaker":"Gray Mackenzie","startTime":1530.228,"endTime":1532.542,"body":"the process live where"},{"speaker":"Gray Mackenzie","startTime":1532.542,"endTime":1533.6979999999999,"body":"the work gets done."},{"speaker":"Gray Mackenzie","startTime":1533.6979999999999,"endTime":1536.879,"body":"That's one of our core pillars"},{"speaker":"Gray Mackenzie","startTime":1533.6979999999999,"endTime":1536.879,"body":"of the ZenPilot methodology"},{"speaker":"Gray Mackenzie","startTime":1536.879,"endTime":1539.889,"body":"is, we're signing out work"},{"speaker":"Gray Mackenzie","startTime":1536.879,"endTime":1539.889,"body":"to people to do, we want"},{"speaker":"Gray Mackenzie","startTime":1539.889,"endTime":1544.239,"body":"to make the SOP linked to"},{"speaker":"Gray Mackenzie","startTime":1539.889,"endTime":1544.239,"body":"directly from that task."},{"speaker":"Gray Mackenzie","startTime":1544.359,"endTime":1547.469,"body":"So wherever we can, we want"},{"speaker":"Gray Mackenzie","startTime":1544.359,"endTime":1547.469,"body":"to have that in place already."},{"speaker":"Gray Mackenzie","startTime":1547.509,"endTime":1548.989,"body":"We may not have an"},{"speaker":"Gray Mackenzie","startTime":1547.509,"endTime":1548.989,"body":"SOP, that's fine."},{"speaker":"Gray Mackenzie","startTime":1548.989,"endTime":1550.959,"body":"There's ad hoc stuff that"},{"speaker":"Gray Mackenzie","startTime":1548.989,"endTime":1550.959,"body":"comes up, but there's an awful"},{"speaker":"Gray Mackenzie","startTime":1550.959,"endTime":1553.4089999999999,"body":"lot of repeatable work that"},{"speaker":"Gray Mackenzie","startTime":1550.959,"endTime":1553.4089999999999,"body":"happens in most organizations."},{"speaker":"Gray Mackenzie","startTime":1553.4189999999999,"endTime":1556.979,"body":"And so link to it directly"},{"speaker":"Gray Mackenzie","startTime":1553.4189999999999,"endTime":1556.979,"body":"from the task itself."},{"speaker":"Gray Mackenzie","startTime":1557.2839999999999,"endTime":1558.074,"body":"That piece helps a lot."},{"speaker":"Gray Mackenzie","startTime":1558.114,"endTime":1560.244,"body":"And then the other piece is"},{"speaker":"Gray Mackenzie","startTime":1558.114,"endTime":1560.244,"body":"just, this is a habits problem."},{"speaker":"Gray Mackenzie","startTime":1560.264,"endTime":1562.0439999999999,"body":"Like most of this"},{"speaker":"Gray Mackenzie","startTime":1560.264,"endTime":1562.0439999999999,"body":"is a habits problem."},{"speaker":"Gray Mackenzie","startTime":1562.0439999999999,"endTime":1564.5439999999999,"body":"We can talk about, maybe"},{"speaker":"Gray Mackenzie","startTime":1562.0439999999999,"endTime":1564.5439999999999,"body":"if we have time, I'll talk"},{"speaker":"Gray Mackenzie","startTime":1564.5539999999999,"endTime":1567.494,"body":"about a a custom GPT as"},{"speaker":"Gray Mackenzie","startTime":1564.5539999999999,"endTime":1567.494,"body":"well that we're using."},{"speaker":"Gray Mackenzie","startTime":1567.864,"endTime":1570.5539999999999,"body":"But a lot of this is like"},{"speaker":"Gray Mackenzie","startTime":1567.864,"endTime":1570.5539999999999,"body":"culturally we get what we"},{"speaker":"Gray Mackenzie","startTime":1570.644,"endTime":1573.094,"body":"tolerate and we get what we"},{"speaker":"Gray Mackenzie","startTime":1570.644,"endTime":1573.094,"body":"celebrate that determines what"},{"speaker":"Gray Mackenzie","startTime":1573.094,"endTime":1574.274,"body":"we wind up getting in anything."},{"speaker":"Gray Mackenzie","startTime":1574.574,"endTime":1578.094,"body":"And so the same thing applies"},{"speaker":"Gray Mackenzie","startTime":1574.574,"endTime":1578.094,"body":"with process adoption or people"},{"speaker":"Gray Mackenzie","startTime":1578.094,"endTime":1580.464,"body":"doing if you're fine saying,"},{"speaker":"Gray Mackenzie","startTime":1578.094,"endTime":1580.464,"body":"hey, you're good at what you do."},{"speaker":"Gray Mackenzie","startTime":1580.464,"endTime":1581.674,"body":"And generally things"},{"speaker":"Gray Mackenzie","startTime":1580.464,"endTime":1581.674,"body":"work out well."},{"speaker":"Gray Mackenzie","startTime":1581.674,"endTime":1584.2939999999999,"body":"So I don't care if you do things"},{"speaker":"Gray Mackenzie","startTime":1581.674,"endTime":1584.2939999999999,"body":"in the wrong order or you're"},{"speaker":"Gray Mackenzie","startTime":1584.2939999999999,"endTime":1586.274,"body":"constantly Slacking people"},{"speaker":"Gray Mackenzie","startTime":1584.2939999999999,"endTime":1586.274,"body":"asking for updates instead"},{"speaker":"Gray Mackenzie","startTime":1586.274,"endTime":1587.224,"body":"of checking the PM system."},{"speaker":"Gray Mackenzie","startTime":1587.224,"endTime":1589.364,"body":"Even though I said everybody"},{"speaker":"Gray Mackenzie","startTime":1587.224,"endTime":1589.364,"body":"keep everything up to date."},{"speaker":"Gray Mackenzie","startTime":1589.719,"endTime":1592.649,"body":"Then you're tolerating"},{"speaker":"Gray Mackenzie","startTime":1589.719,"endTime":1592.649,"body":"non adoption."},{"speaker":"Gray Mackenzie","startTime":1592.6689999999999,"endTime":1593.869,"body":"So you're going to"},{"speaker":"Gray Mackenzie","startTime":1592.6689999999999,"endTime":1593.869,"body":"get more of that."},{"speaker":"Gray Mackenzie","startTime":1593.869,"endTime":1595.309,"body":"That's just inevitably"},{"speaker":"Gray Mackenzie","startTime":1593.869,"endTime":1595.309,"body":"going to happen."},{"speaker":"Gray Mackenzie","startTime":1595.779,"endTime":1596.749,"body":"So it's like any other habit."},{"speaker":"Gray Mackenzie","startTime":1596.759,"endTime":1598.829,"body":"They're all hard to build at"},{"speaker":"Gray Mackenzie","startTime":1596.759,"endTime":1598.829,"body":"first and they get way easier"},{"speaker":"Gray Mackenzie","startTime":1598.839,"endTime":1600.599,"body":"once, you don't even think"},{"speaker":"Gray Mackenzie","startTime":1598.839,"endTime":1600.599,"body":"about it once it becomes a"},{"speaker":"Gray Mackenzie","startTime":1600.599,"endTime":1604.309,"body":"routine, but building that"},{"speaker":"Gray Mackenzie","startTime":1600.599,"endTime":1604.309,"body":"habit of not tolerating,"},{"speaker":"Gray Mackenzie","startTime":1604.469,"endTime":1605.959,"body":"not using the process."},{"speaker":"Gray Mackenzie","startTime":1606.319,"endTime":1608.319,"body":"And part of that not"},{"speaker":"Gray Mackenzie","startTime":1606.319,"endTime":1608.319,"body":"tolerating has to be like,"},{"speaker":"Gray Mackenzie","startTime":1608.319,"endTime":1609.249,"body":"well, what's the reason?"},{"speaker":"Gray Mackenzie","startTime":1609.279,"endTime":1611.704,"body":"We've got to be a little bit"},{"speaker":"Gray Mackenzie","startTime":1609.279,"endTime":1611.704,"body":"introspective and realize you're"},{"speaker":"Gray Mackenzie","startTime":1611.704,"endTime":1613.684,"body":"not following it because it's"},{"speaker":"Gray Mackenzie","startTime":1611.704,"endTime":1613.684,"body":"a bad process or because it's"},{"speaker":"Gray Mackenzie","startTime":1613.684,"endTime":1616.164,"body":"too cumbersome to, you know,"},{"speaker":"Gray Mackenzie","startTime":1613.684,"endTime":1616.164,"body":"Aly and Brian both mentioned,"},{"speaker":"Gray Mackenzie","startTime":1616.164,"endTime":1618.494,"body":"Hey, how do we make this simple"},{"speaker":"Gray Mackenzie","startTime":1616.164,"endTime":1618.494,"body":"and consumable for people?"},{"speaker":"Gray Mackenzie","startTime":1618.724,"endTime":1619.2839999999999,"body":"And that's a piece of it."},{"speaker":"Gray Mackenzie","startTime":1619.2939999999999,"endTime":1622.144,"body":"If you throw a six minute Loom"},{"speaker":"Gray Mackenzie","startTime":1619.2939999999999,"endTime":1622.144,"body":"video to me, there's no way"},{"speaker":"Gray Mackenzie","startTime":1622.204,"endTime":1624.884,"body":"I want the, I'll follow that"},{"speaker":"Gray Mackenzie","startTime":1622.204,"endTime":1624.884,"body":"my first time ever doing it."},{"speaker":"Gray Mackenzie","startTime":1624.924,"endTime":1626.664,"body":"Other than that give me the"},{"speaker":"Gray Mackenzie","startTime":1624.924,"endTime":1626.664,"body":"bullet points real quickly."},{"speaker":"Gray Mackenzie","startTime":1626.674,"endTime":1629.194,"body":"So using Loom to get it,"},{"speaker":"Gray Mackenzie","startTime":1626.674,"endTime":1629.194,"body":"that's way more efficient to"},{"speaker":"Gray Mackenzie","startTime":1629.204,"endTime":1630.344,"body":"get it out for the first time."},{"speaker":"Gray Mackenzie","startTime":1630.394,"endTime":1631.384,"body":"That makes total sense."},{"speaker":"Gray Mackenzie","startTime":1631.7839999999999,"endTime":1634.014,"body":"Using Loom for somebody's"},{"speaker":"Gray Mackenzie","startTime":1631.7839999999999,"endTime":1634.014,"body":"first time doing it or first"},{"speaker":"Gray Mackenzie","startTime":1634.014,"endTime":1635.694,"body":"time doing it in a long"},{"speaker":"Gray Mackenzie","startTime":1634.014,"endTime":1635.694,"body":"time, that makes total sense."},{"speaker":"Gray Mackenzie","startTime":1636.114,"endTime":1638.154,"body":"But then combining that with,"},{"speaker":"Gray Mackenzie","startTime":1636.114,"endTime":1638.154,"body":"Hey, here's the bullet points"},{"speaker":"Gray Mackenzie","startTime":1638.154,"endTime":1640.204,"body":"and here's the timestamp"},{"speaker":"Gray Mackenzie","startTime":1638.154,"endTime":1640.204,"body":"to go grab what you need."},{"speaker":"Gray Mackenzie","startTime":1640.504,"endTime":1642.934,"body":"Okay, now we're talking, now"},{"speaker":"Gray Mackenzie","startTime":1640.504,"endTime":1642.934,"body":"I can go grab what that is."},{"speaker":"Gray Mackenzie","startTime":1643.204,"endTime":1644.7839999999999,"body":"So I think it's gotta be,"},{"speaker":"Gray Mackenzie","startTime":1643.204,"endTime":1644.7839999999999,"body":"Hey, we've got to make"},{"speaker":"Gray Mackenzie","startTime":1644.7839999999999,"endTime":1646.5539999999999,"body":"these as accessible as"},{"speaker":"Gray Mackenzie","startTime":1644.7839999999999,"endTime":1646.5539999999999,"body":"possible, make the process"},{"speaker":"Gray Mackenzie","startTime":1646.5539999999999,"endTime":1647.484,"body":"live for the work it's done."},{"speaker":"Gray Mackenzie","startTime":1647.7939999999999,"endTime":1651.334,"body":"And then don't tolerate and make"},{"speaker":"Gray Mackenzie","startTime":1647.7939999999999,"endTime":1651.334,"body":"sure that we do celebrate the"},{"speaker":"Gray Mackenzie","startTime":1651.334,"endTime":1653.754,"body":"consistency that we're bringing"},{"speaker":"Gray Mackenzie","startTime":1651.334,"endTime":1653.754,"body":"from those new processes."},{"speaker":"Gray Mackenzie","startTime":1654.194,"endTime":1656.5539999999999,"body":"And to Aly's point, like"},{"speaker":"Gray Mackenzie","startTime":1654.194,"endTime":1656.5539999999999,"body":"gross margin in most of our"},{"speaker":"Gray Mackenzie","startTime":1656.5539999999999,"endTime":1659.004,"body":"clients cases, that's the"},{"speaker":"Gray Mackenzie","startTime":1656.5539999999999,"endTime":1659.004,"body":"core thing that we're going to"},{"speaker":"Gray Mackenzie","startTime":1659.004,"endTime":1660.504,"body":"influence with process work."},{"speaker":"Gray Mackenzie","startTime":1660.834,"endTime":1662.654,"body":"We got to celebrate the advances"},{"speaker":"Gray Mackenzie","startTime":1660.834,"endTime":1662.654,"body":"that we're making there."},{"speaker":"Galen Low","startTime":1663.104,"endTime":1664.164,"body":"I'm"},{"speaker":"Galen Low","startTime":1663.104,"endTime":1664.164,"body":"totally that guy too."},{"speaker":"Galen Low","startTime":1664.184,"endTime":1666.334,"body":"Like I feel so"},{"speaker":"Galen Low","startTime":1664.184,"endTime":1666.334,"body":"triggered right now."},{"speaker":"Galen Low","startTime":1666.344,"endTime":1668.124,"body":"Cause I'm that person I'm"},{"speaker":"Galen Low","startTime":1666.344,"endTime":1668.124,"body":"like, yeah, you're smart."},{"speaker":"Galen Low","startTime":1668.439,"endTime":1670.119,"body":"If you don't follow the"},{"speaker":"Galen Low","startTime":1668.439,"endTime":1670.119,"body":"process, like that's fine."},{"speaker":"Galen Low","startTime":1670.119,"endTime":1673.439,"body":"Like I celebrate you because"},{"speaker":"Galen Low","startTime":1670.119,"endTime":1673.439,"body":"I hired you as a smart"},{"speaker":"Galen Low","startTime":1673.459,"endTime":1676.729,"body":"individual, but it doesn't"},{"speaker":"Galen Low","startTime":1673.459,"endTime":1676.729,"body":"mean that them following a"},{"speaker":"Galen Low","startTime":1676.729,"endTime":1678.229,"body":"process makes them not smart."},{"speaker":"Galen Low","startTime":1678.349,"endTime":1681.799,"body":"My why for having a process"},{"speaker":"Galen Low","startTime":1678.349,"endTime":1681.799,"body":"is so that when I don't have a"},{"speaker":"Galen Low","startTime":1681.799,"endTime":1684.569,"body":"small team, my team gets bigger,"},{"speaker":"Galen Low","startTime":1681.799,"endTime":1684.569,"body":"it's not the wild West, right."},{"speaker":"Galen Low","startTime":1684.579,"endTime":1686.209,"body":"And we can grow and"},{"speaker":"Galen Low","startTime":1684.579,"endTime":1686.209,"body":"it won't be chaos."},{"speaker":"Galen Low","startTime":1686.239,"endTime":1688.589,"body":"And so if I can remember"},{"speaker":"Galen Low","startTime":1686.239,"endTime":1688.589,"body":"that, then, it will be a"},{"speaker":"Galen Low","startTime":1688.589,"endTime":1691.189,"body":"lot of work for me not to"},{"speaker":"Galen Low","startTime":1688.589,"endTime":1691.189,"body":"celebrate just sort of like"},{"speaker":"Galen Low","startTime":1691.4189999999999,"endTime":1693.039,"body":"yeah, be a professional human."},{"speaker":"Galen Low","startTime":1693.219,"endTime":1693.689,"body":"That's fine."},{"speaker":"Galen Low","startTime":1693.819,"endTime":1696.239,"body":"I know you get the job done"},{"speaker":"Galen Low","startTime":1693.819,"endTime":1696.239,"body":"without seeing the long"},{"speaker":"Galen Low","startTime":1696.239,"endTime":1700.379,"body":"game, which is but later"},{"speaker":"Galen Low","startTime":1696.239,"endTime":1700.379,"body":"when I have 27 smart, capable"},{"speaker":"Galen Low","startTime":1700.379,"endTime":1703.839,"body":"humans, all doing different"},{"speaker":"Galen Low","startTime":1700.379,"endTime":1703.839,"body":"stuff, all doing one thing,"},{"speaker":"Galen Low","startTime":1703.969,"endTime":1706.119,"body":"27 different ways, yeah,"},{"speaker":"Galen Low","startTime":1703.969,"endTime":1706.119,"body":"it's going to be a problem."},{"speaker":"Galen Low","startTime":1706.519,"endTime":1707.829,"body":"Can we dive into"},{"speaker":"Galen Low","startTime":1706.519,"endTime":1707.829,"body":"that custom GPT?"},{"speaker":"Galen Low","startTime":1708.539,"endTime":1709.249,"body":"Now I'm intrigued."},{"speaker":"Galen Low","startTime":1709.259,"endTime":1709.799,"body":"You teased it."},{"speaker":"Gray Mackenzie","startTime":1709.989,"endTime":1710.279,"body":"Yeah."},{"speaker":"Gray Mackenzie","startTime":1710.279,"endTime":1712.704,"body":"So, there's a couple of"},{"speaker":"Gray Mackenzie","startTime":1710.279,"endTime":1712.704,"body":"different ones that have been"},{"speaker":"Gray Mackenzie","startTime":1712.744,"endTime":1716.064,"body":"very helpful for us, but one"},{"speaker":"Gray Mackenzie","startTime":1712.744,"endTime":1716.064,"body":"simple one is so we're helping"},{"speaker":"Gray Mackenzie","startTime":1716.074,"endTime":1719.204,"body":"teams take the processes"},{"speaker":"Gray Mackenzie","startTime":1716.074,"endTime":1719.204,"body":"they have and build outcome."},{"speaker":"Gray Mackenzie","startTime":1719.204,"endTime":1721.684,"body":"What is the workflow look"},{"speaker":"Gray Mackenzie","startTime":1719.204,"endTime":1721.684,"body":"like in ClickUp specifically?"},{"speaker":"Gray Mackenzie","startTime":1722.074,"endTime":1724.394,"body":"And so that means, hey, we're"},{"speaker":"Gray Mackenzie","startTime":1722.074,"endTime":1724.394,"body":"using a parent task here is"},{"speaker":"Gray Mackenzie","startTime":1724.394,"endTime":1727.154,"body":"your deliverable and then"},{"speaker":"Gray Mackenzie","startTime":1724.394,"endTime":1727.154,"body":"each of the individual action"},{"speaker":"Gray Mackenzie","startTime":1727.154,"endTime":1729.983,"body":"tasks or actionable steps"},{"speaker":"Gray Mackenzie","startTime":1727.154,"endTime":1729.983,"body":"are sub tasks beneath that."},{"speaker":"Gray Mackenzie","startTime":1730.324,"endTime":1731.734,"body":"And then there's a whole"},{"speaker":"Gray Mackenzie","startTime":1730.324,"endTime":1731.734,"body":"methodology around for"},{"speaker":"Gray Mackenzie","startTime":1731.734,"endTime":1734.164,"body":"most teams wanting to"},{"speaker":"Gray Mackenzie","startTime":1731.734,"endTime":1734.164,"body":"see workload combat."},{"speaker":"Gray Mackenzie","startTime":1734.174,"endTime":1736.234,"body":"Like how do we do capacity"},{"speaker":"Gray Mackenzie","startTime":1734.174,"endTime":1736.234,"body":"management and kind"},{"speaker":"Gray Mackenzie","startTime":1736.234,"endTime":1738.864,"body":"of day to day tactical"},{"speaker":"Gray Mackenzie","startTime":1736.234,"endTime":1738.864,"body":"resource allocation."},{"speaker":"Gray Mackenzie","startTime":1739.144,"endTime":1741.124,"body":"How do we make decisions around"},{"speaker":"Gray Mackenzie","startTime":1739.144,"endTime":1741.124,"body":"what gets bumped and where we"},{"speaker":"Gray Mackenzie","startTime":1741.124,"endTime":1742.734,"body":"need to let a client know, Hey,"},{"speaker":"Gray Mackenzie","startTime":1741.124,"endTime":1742.734,"body":"this is going to be late or"},{"speaker":"Gray Mackenzie","startTime":1742.734,"endTime":1743.484,"body":"whatever else it looks like."},{"speaker":"Gray Mackenzie","startTime":1743.514,"endTime":1745.604,"body":"So things like time"},{"speaker":"Gray Mackenzie","startTime":1743.514,"endTime":1745.604,"body":"estimates are important."},{"speaker":"Gray Mackenzie","startTime":1745.614,"endTime":1747.814,"body":"What role is responsible for"},{"speaker":"Gray Mackenzie","startTime":1745.614,"endTime":1747.814,"body":"getting that done is important."},{"speaker":"Gray Mackenzie","startTime":1748.134,"endTime":1751.514,"body":"So one of the custom GPTs"},{"speaker":"Gray Mackenzie","startTime":1748.134,"endTime":1751.514,"body":"that we get built, you throw"},{"speaker":"Gray Mackenzie","startTime":1751.514,"endTime":1754.084,"body":"in kind of a screenshot"},{"speaker":"Gray Mackenzie","startTime":1751.514,"endTime":1754.084,"body":"of, Hey, here's what I've"},{"speaker":"Gray Mackenzie","startTime":1754.094,"endTime":1755.334,"body":"got built as a template."},{"speaker":"Gray Mackenzie","startTime":1755.764,"endTime":1757.664,"body":"It gives it a grade on a"},{"speaker":"Gray Mackenzie","startTime":1755.764,"endTime":1757.664,"body":"scale of 1 to 10 and it"},{"speaker":"Gray Mackenzie","startTime":1757.684,"endTime":1759.244,"body":"tells you what specifically"},{"speaker":"Gray Mackenzie","startTime":1757.684,"endTime":1759.244,"body":"should look different."},{"speaker":"Gray Mackenzie","startTime":1759.244,"endTime":1761.454,"body":"So, naming mechanisms,"},{"speaker":"Gray Mackenzie","startTime":1759.244,"endTime":1761.454,"body":"keeping those consistent"},{"speaker":"Gray Mackenzie","startTime":1761.454,"endTime":1762.274,"body":"is pretty important."},{"speaker":"Gray Mackenzie","startTime":1762.274,"endTime":1765.3039999999999,"body":"So, your deliverable is a noun,"},{"speaker":"Gray Mackenzie","startTime":1762.274,"endTime":1765.3039999999999,"body":"and then each of the tasks is a,"},{"speaker":"Gray Mackenzie","startTime":1765.414,"endTime":1766.414,"body":"it's going to start with a verb."},{"speaker":"Gray Mackenzie","startTime":1766.8039999999999,"endTime":1767.974,"body":"Is there an estimated"},{"speaker":"Gray Mackenzie","startTime":1766.8039999999999,"endTime":1767.974,"body":"amount of time?"},{"speaker":"Gray Mackenzie","startTime":1767.974,"endTime":1769.344,"body":"Are there dependencies"},{"speaker":"Gray Mackenzie","startTime":1767.974,"endTime":1769.344,"body":"set between tasks?"},{"speaker":"Gray Mackenzie","startTime":1769.344,"endTime":1771.204,"body":"Do we have a timeline"},{"speaker":"Gray Mackenzie","startTime":1769.344,"endTime":1771.204,"body":"here that we normally"},{"speaker":"Gray Mackenzie","startTime":1771.204,"endTime":1772.174,"body":"follow in our workload?"},{"speaker":"Gray Mackenzie","startTime":1772.609,"endTime":1774.759,"body":"And so we'll go through and"},{"speaker":"Gray Mackenzie","startTime":1772.609,"endTime":1774.759,"body":"spot any issues and point out,"},{"speaker":"Gray Mackenzie","startTime":1774.759,"endTime":1777.1689999999999,"body":"hey, here's what doesn't make"},{"speaker":"Gray Mackenzie","startTime":1774.759,"endTime":1777.1689999999999,"body":"sense or what could be better"},{"speaker":"Gray Mackenzie","startTime":1777.1789999999999,"endTime":1779.629,"body":"so that you can have a whole"},{"speaker":"Gray Mackenzie","startTime":1777.1789999999999,"endTime":1779.629,"body":"variety of people creating those"},{"speaker":"Gray Mackenzie","startTime":1779.6589999999999,"endTime":1780.849,"body":"because that's a huge pieces."},{"speaker":"Gray Mackenzie","startTime":1780.849,"endTime":1783.839,"body":"Otherwise, you get one person"},{"speaker":"Gray Mackenzie","startTime":1780.849,"endTime":1783.839,"body":"does this one global overhaul"},{"speaker":"Gray Mackenzie","startTime":1783.839,"endTime":1786.459,"body":"one time and then it's all"},{"speaker":"Gray Mackenzie","startTime":1783.839,"endTime":1786.459,"body":"out of date 6 months later"},{"speaker":"Gray Mackenzie","startTime":1786.459,"endTime":1787.529,"body":"and it doesn't matter at all."},{"speaker":"Gray Mackenzie","startTime":1787.889,"endTime":1790.4289999999999,"body":"So we need to have the ability"},{"speaker":"Gray Mackenzie","startTime":1787.889,"endTime":1790.4289999999999,"body":"and the muscle built by various"},{"speaker":"Gray Mackenzie","startTime":1790.4289999999999,"endTime":1792.389,"body":"team members, the people who"},{"speaker":"Gray Mackenzie","startTime":1790.4289999999999,"endTime":1792.389,"body":"are actually good at what"},{"speaker":"Gray Mackenzie","startTime":1792.389,"endTime":1793.639,"body":"they do to get stuff in there."},{"speaker":"Gray Mackenzie","startTime":1793.959,"endTime":1795.389,"body":"But they're not going to"},{"speaker":"Gray Mackenzie","startTime":1793.959,"endTime":1795.389,"body":"remember everything or"},{"speaker":"Gray Mackenzie","startTime":1795.389,"endTime":1797.4289999999999,"body":"build it the right way the"},{"speaker":"Gray Mackenzie","startTime":1795.389,"endTime":1797.4289999999999,"body":"first time, every time."},{"speaker":"Gray Mackenzie","startTime":1797.459,"endTime":1801.369,"body":"So that has been a really useful"},{"speaker":"Gray Mackenzie","startTime":1797.459,"endTime":1801.369,"body":"custom GPT that we're using."},{"speaker":"Galen Low","startTime":1801.899,"endTime":1802.529,"body":"I really like that."},{"speaker":"Galen Low","startTime":1802.619,"endTime":1804.539,"body":"Actually, I wonder if we can"},{"speaker":"Galen Low","startTime":1802.619,"endTime":1804.539,"body":"dive in there too, because"},{"speaker":"Galen Low","startTime":1804.859,"endTime":1808.289,"body":"this whole notion of keeping"},{"speaker":"Galen Low","startTime":1804.859,"endTime":1808.289,"body":"things up to date, and I see"},{"speaker":"Galen Low","startTime":1808.289,"endTime":1810.109,"body":"some of the questions and"},{"speaker":"Galen Low","startTime":1808.289,"endTime":1810.109,"body":"we'll get into them as well."},{"speaker":"Galen Low","startTime":1810.109,"endTime":1811.549,"body":"But what does that look"},{"speaker":"Galen Low","startTime":1810.109,"endTime":1811.549,"body":"like for some of the"},{"speaker":"Galen Low","startTime":1811.549,"endTime":1812.499,"body":"others here on the panel?"},{"speaker":"Galen Low","startTime":1812.899,"endTime":1815.939,"body":"How are you reinforcing"},{"speaker":"Galen Low","startTime":1812.899,"endTime":1815.939,"body":"updates so that your"},{"speaker":"Galen Low","startTime":1815.939,"endTime":1819.364,"body":"process always reflects"},{"speaker":"Galen Low","startTime":1815.939,"endTime":1819.364,"body":"what is actually happening?"},{"speaker":"Brian Kessman","startTime":1819.364,"endTime":1820.854,"body":"About the updating."},{"speaker":"Brian Kessman","startTime":1820.854,"endTime":1823.384,"body":"Well, I think there's a"},{"speaker":"Brian Kessman","startTime":1820.854,"endTime":1823.384,"body":"process of sort of continuous"},{"speaker":"Brian Kessman","startTime":1823.384,"endTime":1825.614,"body":"improvement that needs to happen"},{"speaker":"Brian Kessman","startTime":1823.384,"endTime":1825.614,"body":"there and it's the culture"},{"speaker":"Brian Kessman","startTime":1825.634,"endTime":1828.474,"body":"to support that, but there's"},{"speaker":"Brian Kessman","startTime":1825.634,"endTime":1828.474,"body":"a, if you've used Google's"},{"speaker":"Brian Kessman","startTime":1828.474,"endTime":1832.004,"body":"NotebookLM, that's really"},{"speaker":"Brian Kessman","startTime":1828.474,"endTime":1832.004,"body":"great for uploading a really"},{"speaker":"Brian Kessman","startTime":1832.014,"endTime":1833.974,"body":"large wealth of documentation."},{"speaker":"Brian Kessman","startTime":1833.974,"endTime":1836.449,"body":"It's, I believe it was"},{"speaker":"Brian Kessman","startTime":1833.974,"endTime":1836.449,"body":"originally positioned as a"},{"speaker":"Brian Kessman","startTime":1836.459,"endTime":1839.149,"body":"research tool, but there's"},{"speaker":"Brian Kessman","startTime":1836.459,"endTime":1839.149,"body":"so many great ways to use it."},{"speaker":"Brian Kessman","startTime":1839.189,"endTime":1841.969,"body":"And if you upload all of your"},{"speaker":"Brian Kessman","startTime":1839.189,"endTime":1841.969,"body":"different process documents,"},{"speaker":"Brian Kessman","startTime":1841.969,"endTime":1845.1789999999999,"body":"then you can create instantly"},{"speaker":"Brian Kessman","startTime":1841.969,"endTime":1845.1789999999999,"body":"some pretty good deliverables"},{"speaker":"Brian Kessman","startTime":1845.249,"endTime":1848.039,"body":"for that, such as a table"},{"speaker":"Brian Kessman","startTime":1845.249,"endTime":1848.039,"body":"of contents, even a study"},{"speaker":"Brian Kessman","startTime":1848.039,"endTime":1850.109,"body":"guide if you wanted to test"},{"speaker":"Brian Kessman","startTime":1848.039,"endTime":1850.109,"body":"your people on your process."},{"speaker":"Brian Kessman","startTime":1850.529,"endTime":1851.979,"body":"And even a podcast, right?"},{"speaker":"Brian Kessman","startTime":1851.979,"endTime":1854.1689999999999,"body":"Where you can have someone"},{"speaker":"Brian Kessman","startTime":1851.979,"endTime":1854.1689999999999,"body":"listen to a podcast all"},{"speaker":"Brian Kessman","startTime":1854.1689999999999,"endTime":1855.479,"body":"about your processes."},{"speaker":"Brian Kessman","startTime":1855.479,"endTime":1856.729,"body":"What could be more"},{"speaker":"Brian Kessman","startTime":1855.479,"endTime":1856.729,"body":"exciting than that?"},{"speaker":"Brian Kessman","startTime":1856.729,"endTime":1860.6789999999999,"body":"So there's a lot of great use"},{"speaker":"Brian Kessman","startTime":1856.729,"endTime":1860.6789999999999,"body":"cases for that, even beyond"},{"speaker":"Brian Kessman","startTime":1860.6789999999999,"endTime":1862.769,"body":"what I've shared, but it's"},{"speaker":"Brian Kessman","startTime":1860.6789999999999,"endTime":1862.769,"body":"a, what do they call it?"},{"speaker":"Brian Kessman","startTime":1862.789,"endTime":1863.689,"body":"A RAG system, right?"},{"speaker":"Brian Kessman","startTime":1863.689,"endTime":1865.879,"body":"Retrieval-Augmented Generation."},{"speaker":"Brian Kessman","startTime":1865.979,"endTime":1867.529,"body":"And so that's what"},{"speaker":"Brian Kessman","startTime":1865.979,"endTime":1867.529,"body":"it's all about."},{"speaker":"Brian Kessman","startTime":1867.529,"endTime":1869.729,"body":"And I think some of the other"},{"speaker":"Brian Kessman","startTime":1867.529,"endTime":1869.729,"body":"products have this, right?"},{"speaker":"Brian Kessman","startTime":1870.029,"endTime":1873.339,"body":"But Google's is really"},{"speaker":"Brian Kessman","startTime":1870.029,"endTime":1873.339,"body":"effective and really easy to"},{"speaker":"Brian Kessman","startTime":1873.399,"endTime":1876.499,"body":"uncheck and check different"},{"speaker":"Brian Kessman","startTime":1873.399,"endTime":1876.499,"body":"documents you want referenced."},{"speaker":"Brian Kessman","startTime":1876.719,"endTime":1879.259,"body":"And so when you add a new"},{"speaker":"Brian Kessman","startTime":1876.719,"endTime":1879.259,"body":"document, you can uncheck"},{"speaker":"Brian Kessman","startTime":1879.259,"endTime":1881.609,"body":"an older version and check"},{"speaker":"Brian Kessman","startTime":1879.259,"endTime":1881.609,"body":"the new version and so on."},{"speaker":"Brian Kessman","startTime":1881.619,"endTime":1883.809,"body":"And so it's just a powerful"},{"speaker":"Brian Kessman","startTime":1881.619,"endTime":1883.809,"body":"tool for that kind of purpose."},{"speaker":"Galen Low","startTime":1884.849,"endTime":1886.829,"body":"Aly, I was thinking"},{"speaker":"Galen Low","startTime":1884.849,"endTime":1886.829,"body":"about the Loom video side of"},{"speaker":"Galen Low","startTime":1886.829,"endTime":1889.018,"body":"things too, because, we were"},{"speaker":"Galen Low","startTime":1886.829,"endTime":1889.018,"body":"talking about the bookends."},{"speaker":"Galen Low","startTime":1889.329,"endTime":1891.819,"body":"And yeah, there's that initial"},{"speaker":"Galen Low","startTime":1889.329,"endTime":1891.819,"body":"effort of creating the video."},{"speaker":"Galen Low","startTime":1892.099,"endTime":1895.949,"body":"Is the answer to augmenting"},{"speaker":"Galen Low","startTime":1892.099,"endTime":1895.949,"body":"that process to record another"},{"speaker":"Galen Low","startTime":1895.959,"endTime":1899.609,"body":"video, or is it we just go"},{"speaker":"Galen Low","startTime":1895.959,"endTime":1899.609,"body":"through and do the text updates?"},{"speaker":"Galen Low","startTime":1899.609,"endTime":1902.529,"body":"Like what is the sort of"},{"speaker":"Galen Low","startTime":1899.609,"endTime":1902.529,"body":"source of truth and process"},{"speaker":"Galen Low","startTime":1902.529,"endTime":1904.849,"body":"for augmenting documentation"},{"speaker":"Galen Low","startTime":1902.529,"endTime":1904.849,"body":"that starts this video?"},{"speaker":"Alyson Caffrey","startTime":1904.9189999999999,"endTime":1906.589,"body":"Yeah, I"},{"speaker":"Alyson Caffrey","startTime":1904.9189999999999,"endTime":1906.589,"body":"think always having a fresh"},{"speaker":"Alyson Caffrey","startTime":1906.589,"endTime":1908.269,"body":"video is ideal, right?"},{"speaker":"Alyson Caffrey","startTime":1908.299,"endTime":1911.359,"body":"And I think that, it's not as"},{"speaker":"Alyson Caffrey","startTime":1908.299,"endTime":1911.359,"body":"cumbersome to create because"},{"speaker":"Alyson Caffrey","startTime":1911.539,"endTime":1914.189,"body":"somebody is doing the process"},{"speaker":"Alyson Caffrey","startTime":1911.539,"endTime":1914.189,"body":"in the different way anyway."},{"speaker":"Alyson Caffrey","startTime":1914.189,"endTime":1915.319,"body":"So it might not be you, right?"},{"speaker":"Alyson Caffrey","startTime":1915.329,"endTime":1918.1589999999999,"body":"Say you've created the initial"},{"speaker":"Alyson Caffrey","startTime":1915.329,"endTime":1918.1589999999999,"body":"process with the walkthrough"},{"speaker":"Alyson Caffrey","startTime":1918.1589999999999,"endTime":1920.4189999999999,"body":"video, you've handed it to"},{"speaker":"Alyson Caffrey","startTime":1918.1589999999999,"endTime":1920.4189999999999,"body":"somebody and then you're"},{"speaker":"Alyson Caffrey","startTime":1920.4189999999999,"endTime":1923.279,"body":"like, Hey, maybe they have"},{"speaker":"Alyson Caffrey","startTime":1920.4189999999999,"endTime":1923.279,"body":"found a better way to do"},{"speaker":"Alyson Caffrey","startTime":1923.279,"endTime":1924.4189999999999,"body":"that, which is awesome."},{"speaker":"Alyson Caffrey","startTime":1924.4189999999999,"endTime":1925.739,"body":"That means we've hired"},{"speaker":"Alyson Caffrey","startTime":1924.4189999999999,"endTime":1925.739,"body":"the right people."},{"speaker":"Alyson Caffrey","startTime":1926.349,"endTime":1928.399,"body":"And then we say, Hey,"},{"speaker":"Alyson Caffrey","startTime":1926.349,"endTime":1928.399,"body":"listen, would you just mind"},{"speaker":"Alyson Caffrey","startTime":1928.399,"endTime":1930.309,"body":"next time you go to tackle"},{"speaker":"Alyson Caffrey","startTime":1928.399,"endTime":1930.309,"body":"this thing, just go ahead"},{"speaker":"Alyson Caffrey","startTime":1930.309,"endTime":1931.319,"body":"and create a new video."},{"speaker":"Alyson Caffrey","startTime":1931.539,"endTime":1934.089,"body":"And I actually think that"},{"speaker":"Alyson Caffrey","startTime":1931.539,"endTime":1934.089,"body":"helps a lot with adoption"},{"speaker":"Alyson Caffrey","startTime":1934.099,"endTime":1937.699,"body":"because oftentimes there's two"},{"speaker":"Alyson Caffrey","startTime":1934.099,"endTime":1937.699,"body":"big reasons why I think teams"},{"speaker":"Alyson Caffrey","startTime":1937.699,"endTime":1940.9289999999999,"body":"don't end up following our"},{"speaker":"Alyson Caffrey","startTime":1937.699,"endTime":1940.9289999999999,"body":"documentation or updating it is"},{"speaker":"Alyson Caffrey","startTime":1940.9289999999999,"endTime":1944.079,"body":"number one, nobody's reminding"},{"speaker":"Alyson Caffrey","startTime":1940.9289999999999,"endTime":1944.079,"body":"them on a consistent basis."},{"speaker":"Alyson Caffrey","startTime":1944.359,"endTime":1946.799,"body":"I read a Patrick Lincioni 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Caffrey","startTime":1971.834,"endTime":1975.329,"body":"documentation in text form"},{"speaker":"Alyson Caffrey","startTime":1971.834,"endTime":1975.329,"body":"is super duper important."},{"speaker":"Alyson Caffrey","startTime":1975.359,"endTime":1978.019,"body":"And then second, we haven't"},{"speaker":"Alyson Caffrey","startTime":1975.359,"endTime":1978.019,"body":"really painted the picture of"},{"speaker":"Alyson Caffrey","startTime":1978.019,"endTime":1979.149,"body":"what possibility looks like."},{"speaker":"Alyson Caffrey","startTime":1979.149,"endTime":1981.639,"body":"So a lot of what Gray was"},{"speaker":"Alyson Caffrey","startTime":1979.149,"endTime":1981.639,"body":"talking about in terms of"},{"speaker":"Alyson Caffrey","startTime":1981.649,"endTime":1983.989,"body":"being sure that we understand"},{"speaker":"Alyson Caffrey","startTime":1981.649,"endTime":1983.989,"body":"what are the benefits and"},{"speaker":"Alyson Caffrey","startTime":1983.989,"endTime":1985.089,"body":"the impacts of doing this?"},{"speaker":"Alyson Caffrey","startTime":1985.089,"endTime":1988.1689999999999,"body":"We talked a lot about data,"},{"speaker":"Alyson Caffrey","startTime":1985.089,"endTime":1988.1689999999999,"body":"but if we're talking to a team,"},{"speaker":"Alyson Caffrey","startTime":1988.399,"endTime":1991.1689999999999,"body":"the team maybe doesn't super"},{"speaker":"Alyson Caffrey","startTime":1988.399,"endTime":1991.1689999999999,"body":"care what our gross profit"},{"speaker":"Alyson Caffrey","startTime":1991.1689999999999,"endTime":1993.739,"body":"margin is because they're not"},{"speaker":"Alyson Caffrey","startTime":1991.1689999999999,"endTime":1993.739,"body":"attached to the bottom line."},{"speaker":"Alyson Caffrey","startTime":1993.739,"endTime":1996.849,"body":"But what they do care about is"},{"speaker":"Alyson Caffrey","startTime":1993.739,"endTime":1996.849,"body":"work life integration, being"},{"speaker":"Alyson Caffrey","startTime":1996.849,"endTime":1999.769,"body":"able to go out on vacation,"},{"speaker":"Alyson Caffrey","startTime":1996.849,"endTime":1999.769,"body":"not having to train every"},{"speaker":"Alyson Caffrey","startTime":1999.769,"endTime":2003.249,"body":"single team member that they're"},{"speaker":"Alyson Caffrey","startTime":1999.769,"endTime":2003.249,"body":"overseeing from scratch one"},{"speaker":"Alyson Caffrey","startTime":2003.249,"endTime":2006.209,"body":"on one and taking a ton of"},{"speaker":"Alyson Caffrey","startTime":2003.249,"endTime":2006.209,"body":"time out of their day to day."},{"speaker":"Alyson Caffrey","startTime":2006.399,"endTime":2009.269,"body":"So I think being able to"},{"speaker":"Alyson Caffrey","startTime":2006.399,"endTime":2009.269,"body":"position some of those benefits"},{"speaker":"Alyson Caffrey","startTime":2009.279,"endTime":2012.149,"body":"is super, super important"},{"speaker":"Alyson Caffrey","startTime":2009.279,"endTime":2012.149,"body":"when you want to talk about"},{"speaker":"Alyson Caffrey","startTime":2012.1689999999999,"endTime":2013.959,"body":"adoption and following process."},{"speaker":"Alyson Caffrey","startTime":2014.209,"endTime":2016.349,"body":"Tell your individual"},{"speaker":"Alyson Caffrey","startTime":2014.209,"endTime":2016.349,"body":"contributors that there's"},{"speaker":"Alyson Caffrey","startTime":2016.349,"endTime":2017.689,"body":"a path to become a manager."},{"speaker":"Alyson Caffrey","startTime":2017.689,"endTime":2019.609,"body":"Tell your manager that"},{"speaker":"Alyson Caffrey","startTime":2017.689,"endTime":2019.609,"body":"there's a path to become a"},{"speaker":"Alyson Caffrey","startTime":2019.609,"endTime":2023.094,"body":"director, and it all comes"},{"speaker":"Alyson Caffrey","startTime":2019.609,"endTime":2023.094,"body":"down to being able to create"},{"speaker":"Alyson Caffrey","startTime":2023.104,"endTime":2026.344,"body":"some of this repeatability"},{"speaker":"Alyson Caffrey","startTime":2023.104,"endTime":2026.344,"body":"and being able to create a"},{"speaker":"Alyson Caffrey","startTime":2026.344,"endTime":2027.444,"body":"Google for your business."},{"speaker":"Alyson Caffrey","startTime":2027.474,"endTime":2029.624,"body":"Because I think the power"},{"speaker":"Alyson Caffrey","startTime":2027.474,"endTime":2029.624,"body":"of Google is that it has"},{"speaker":"Alyson Caffrey","startTime":2029.644,"endTime":2030.954,"body":"so many contributors."},{"speaker":"Alyson Caffrey","startTime":2030.954,"endTime":2033.204,"body":"It's not just one person,"},{"speaker":"Alyson Caffrey","startTime":2030.954,"endTime":2033.204,"body":"word vomiting, all of"},{"speaker":"Alyson Caffrey","startTime":2033.204,"endTime":2035.754,"body":"their opinions and thoughts"},{"speaker":"Alyson Caffrey","startTime":2033.204,"endTime":2035.754,"body":"and facts on everybody."},{"speaker":"Alyson Caffrey","startTime":2036.0339999999999,"endTime":2038.984,"body":"So like your knowledge base"},{"speaker":"Alyson Caffrey","startTime":2036.0339999999999,"endTime":2038.984,"body":"and your processes become"},{"speaker":"Alyson Caffrey","startTime":2038.984,"endTime":2042.454,"body":"stronger when there's lots of"},{"speaker":"Alyson Caffrey","startTime":2038.984,"endTime":2042.454,"body":"contribution as your team grows."},{"speaker":"Alyson Caffrey","startTime":2042.744,"endTime":2046.274,"body":"I always say that until the"},{"speaker":"Alyson Caffrey","startTime":2042.744,"endTime":2046.274,"body":"team is at about 70, at least"},{"speaker":"Alyson Caffrey","startTime":2046.2839999999999,"endTime":2048.724,"body":"from working with agencies"},{"speaker":"Alyson Caffrey","startTime":2046.2839999999999,"endTime":2048.724,"body":"over the last 10 years."},{"speaker":"Alyson Caffrey","startTime":2048.9990000000003,"endTime":2052.139,"body":"So until you're about"},{"speaker":"Alyson Caffrey","startTime":2048.9990000000003,"endTime":2052.139,"body":"70, operations or process"},{"speaker":"Alyson Caffrey","startTime":2052.139,"endTime":2055.4990000000003,"body":"documentation is like a"},{"speaker":"Alyson Caffrey","startTime":2052.139,"endTime":2055.4990000000003,"body":"small portion of everybody's"},{"speaker":"Alyson Caffrey","startTime":2055.4990000000003,"endTime":2058.079,"body":"role instead of just like"},{"speaker":"Alyson Caffrey","startTime":2055.4990000000003,"endTime":2058.079,"body":"one department's role,"},{"speaker":"Alyson Caffrey","startTime":2058.089,"endTime":2058.9590000000003,"body":"if that makes sense."},{"speaker":"Alyson Caffrey","startTime":2059.2690000000002,"endTime":2061.509,"body":"So I think if you're an"},{"speaker":"Alyson Caffrey","startTime":2059.2690000000002,"endTime":2061.509,"body":"agency listening to this"},{"speaker":"Alyson Caffrey","startTime":2061.509,"endTime":2063.469,"body":"and you're like, yeah, I'm"},{"speaker":"Alyson Caffrey","startTime":2061.509,"endTime":2063.469,"body":"a team of 30, it's cool."},{"speaker":"Alyson Caffrey","startTime":2063.6890000000003,"endTime":2067.409,"body":"10 percent of everybody's job"},{"speaker":"Alyson Caffrey","startTime":2063.6890000000003,"endTime":2067.409,"body":"description is you help improve"},{"speaker":"Alyson Caffrey","startTime":2067.419,"endTime":2070.539,"body":"processes, you help document"},{"speaker":"Alyson Caffrey","startTime":2067.419,"endTime":2070.539,"body":"procedures that specifically"},{"speaker":"Alyson Caffrey","startTime":2070.539,"endTime":2071.6290000000004,"body":"relate to your role."},{"speaker":"Galen Low","startTime":2072.4790000000003,"endTime":2074.3390000000004,"body":"I love that idea"},{"speaker":"Galen Low","startTime":2072.4790000000003,"endTime":2074.3390000000004,"body":"of Google for your company"},{"speaker":"Galen Low","startTime":2074.529,"endTime":2075.909,"body":"and multiple contributors."},{"speaker":"Galen Low","startTime":2075.909,"endTime":2077.969,"body":"And it's let's let the good"},{"speaker":"Galen Low","startTime":2075.909,"endTime":2077.969,"body":"ideas sort of rise to the top."},{"speaker":"Galen Low","startTime":2080.054,"endTime":2082.634,"body":"All right, I'm going"},{"speaker":"Galen Low","startTime":2080.054,"endTime":2082.634,"body":"to go into Q\u0026A."},{"speaker":"Galen Low","startTime":2082.914,"endTime":2085.654,"body":"The first one is"},{"speaker":"Galen Low","startTime":2082.914,"endTime":2085.654,"body":"about remaining agile."},{"speaker":"Galen Low","startTime":2085.654,"endTime":2087.5440000000003,"body":"The question is what kind"},{"speaker":"Galen Low","startTime":2085.654,"endTime":2087.5440000000003,"body":"of solutions have people"},{"speaker":"Galen Low","startTime":2087.5440000000003,"endTime":2090.284,"body":"come up with to remain agile"},{"speaker":"Galen Low","startTime":2087.5440000000003,"endTime":2090.284,"body":"while at the same time,"},{"speaker":"Galen Low","startTime":2090.554,"endTime":2093.2740000000003,"body":"setting up parameters and"},{"speaker":"Galen Low","startTime":2090.554,"endTime":2093.2740000000003,"body":"guidelines so new hires"},{"speaker":"Galen Low","startTime":2093.4440000000004,"endTime":2094.5440000000003,"body":"have a good starting point?"},{"speaker":"Galen Low","startTime":2094.889,"endTime":2097.259,"body":"Which I think is a super"},{"speaker":"Galen Low","startTime":2094.889,"endTime":2097.259,"body":"juicy question, because we're"},{"speaker":"Galen Low","startTime":2097.259,"endTime":2099.389,"body":"talking about this notion of"},{"speaker":"Galen Low","startTime":2097.259,"endTime":2099.389,"body":"Google for your company and"},{"speaker":"Galen Low","startTime":2099.389,"endTime":2101.929,"body":"how do they know which one"},{"speaker":"Galen Low","startTime":2099.389,"endTime":2101.929,"body":"is the right one to follow?"},{"speaker":"Galen Low","startTime":2102.2090000000003,"endTime":2104.529,"body":"How can it be clear what"},{"speaker":"Galen Low","startTime":2102.2090000000003,"endTime":2104.529,"body":"solutions have we come"},{"speaker":"Galen Low","startTime":2104.529,"endTime":2107.6690000000003,"body":"up with to be agile,"},{"speaker":"Galen Low","startTime":2104.529,"endTime":2107.6690000000003,"body":"but also not chaotic?"},{"speaker":"Galen Low","startTime":2108.469,"endTime":2109.259,"body":"Does anyone want to take that?"},{"speaker":"Brian Kessman","startTime":2109.259,"endTime":2110.6690000000003,"body":"So there's"},{"speaker":"Brian Kessman","startTime":2109.259,"endTime":2110.6690000000003,"body":"operating principles."},{"speaker":"Brian Kessman","startTime":2110.9840000000004,"endTime":2111.674,"body":"Start there."},{"speaker":"Brian Kessman","startTime":2111.744,"endTime":2114.074,"body":"I think, how are we all"},{"speaker":"Brian Kessman","startTime":2111.744,"endTime":2114.074,"body":"going to work together?"},{"speaker":"Brian Kessman","startTime":2114.074,"endTime":2116.034,"body":"What are the principles that"},{"speaker":"Brian Kessman","startTime":2114.074,"endTime":2116.034,"body":"we're going to all agree to?"},{"speaker":"Brian Kessman","startTime":2116.244,"endTime":2119.7940000000003,"body":"There's a, you can borrow lots"},{"speaker":"Brian Kessman","startTime":2116.244,"endTime":2119.7940000000003,"body":"of principles from Agile and"},{"speaker":"Brian Kessman","startTime":2119.7940000000003,"endTime":2122.8940000000002,"body":"just translate them to the"},{"speaker":"Brian Kessman","startTime":2119.7940000000003,"endTime":2122.8940000000002,"body":"creative space, being sensitive"},{"speaker":"Brian Kessman","startTime":2122.8940000000002,"endTime":2126.414,"body":"of the limitations that Agile"},{"speaker":"Brian Kessman","startTime":2122.8940000000002,"endTime":2126.414,"body":"may put on the creative process."},{"speaker":"Brian Kessman","startTime":2126.414,"endTime":2129.904,"body":"But we can certainly learn a"},{"speaker":"Brian Kessman","startTime":2126.414,"endTime":2129.904,"body":"lot from Agile and Lean as well."},{"speaker":"Brian Kessman","startTime":2129.904,"endTime":2132.594,"body":"Lean in terms of eliminating"},{"speaker":"Brian Kessman","startTime":2129.904,"endTime":2132.594,"body":"waste in processes."},{"speaker":"Brian Kessman","startTime":2132.594,"endTime":2134.324,"body":"What's your minimum"},{"speaker":"Brian Kessman","startTime":2132.594,"endTime":2134.324,"body":"viable process?"},{"speaker":"Brian Kessman","startTime":2134.424,"endTime":2137.034,"body":"Let's think in terms of that way"},{"speaker":"Brian Kessman","startTime":2134.424,"endTime":2137.034,"body":"and how we define our processes."},{"speaker":"Brian Kessman","startTime":2137.664,"endTime":2140.2540000000004,"body":"Only looking at the most"},{"speaker":"Brian Kessman","startTime":2137.664,"endTime":2140.2540000000004,"body":"important, those that impact"},{"speaker":"Brian Kessman","startTime":2140.2540000000004,"endTime":2141.2940000000003,"body":"revenue or client experience."},{"speaker":"Brian Kessman","startTime":2141.2940000000003,"endTime":2143.384,"body":"And so those operating"},{"speaker":"Brian Kessman","startTime":2141.2940000000003,"endTime":2143.384,"body":"principles would be"},{"speaker":"Brian Kessman","startTime":2143.384,"endTime":2144.554,"body":"really a great start."},{"speaker":"Brian Kessman","startTime":2144.574,"endTime":2147.134,"body":"And then at the team level,"},{"speaker":"Brian Kessman","startTime":2144.574,"endTime":2147.134,"body":"there's just a simple"},{"speaker":"Brian Kessman","startTime":2147.134,"endTime":2149.7740000000003,"body":"team charter, more of that"},{"speaker":"Brian Kessman","startTime":2147.134,"endTime":2149.7740000000003,"body":"informal social contract."},{"speaker":"Brian Kessman","startTime":2149.7740000000003,"endTime":2152.0640000000003,"body":"How are we going to"},{"speaker":"Brian Kessman","startTime":2149.7740000000003,"endTime":2152.0640000000003,"body":"work together as a team?"},{"speaker":"Brian Kessman","startTime":2152.284,"endTime":2155.1040000000003,"body":"And you can do a search online"},{"speaker":"Brian Kessman","startTime":2152.284,"endTime":2155.1040000000003,"body":"and find examples of team"},{"speaker":"Brian Kessman","startTime":2155.114,"endTime":2157.674,"body":"charters with 20 or so questions"},{"speaker":"Brian Kessman","startTime":2155.114,"endTime":2157.674,"body":"that you would answer as a team."},{"speaker":"Brian Kessman","startTime":2157.674,"endTime":2160.699,"body":"Start with the top five that the"},{"speaker":"Brian Kessman","startTime":2157.674,"endTime":2160.699,"body":"team feels are most important."},{"speaker":"Brian Kessman","startTime":2160.759,"endTime":2163.119,"body":"And then after your next"},{"speaker":"Brian Kessman","startTime":2160.759,"endTime":2163.119,"body":"retrospective, are there"},{"speaker":"Brian Kessman","startTime":2163.139,"endTime":2165.449,"body":"other questions that we"},{"speaker":"Brian Kessman","startTime":2163.139,"endTime":2165.449,"body":"realized we should be really"},{"speaker":"Brian Kessman","startTime":2165.449,"endTime":2167.989,"body":"asking and answering as a"},{"speaker":"Brian Kessman","startTime":2165.449,"endTime":2167.989,"body":"team to define how we're"},{"speaker":"Brian Kessman","startTime":2167.989,"endTime":2168.6090000000004,"body":"going to work together?"},{"speaker":"Brian Kessman","startTime":2168.6090000000004,"endTime":2170.6490000000003,"body":"So those are just two"},{"speaker":"Brian Kessman","startTime":2168.6090000000004,"endTime":2170.6490000000003,"body":"quick ways where you can"},{"speaker":"Brian Kessman","startTime":2170.6490000000003,"endTime":2173.8190000000004,"body":"maintain your agility and"},{"speaker":"Brian Kessman","startTime":2170.6490000000003,"endTime":2173.8190000000004,"body":"also eliminate confusion"},{"speaker":"Brian Kessman","startTime":2173.829,"endTime":2174.739,"body":"and create more consistency."},{"speaker":"Galen Low","startTime":2176.139,"endTime":2177.7690000000002,"body":"Like that sort"},{"speaker":"Galen Low","startTime":2176.139,"endTime":2177.7690000000002,"body":"of charter approach and like"},{"speaker":"Galen Low","startTime":2177.7690000000002,"endTime":2178.9790000000003,"body":"community approach as well."},{"speaker":"Galen Low","startTime":2179.179,"endTime":2181.349,"body":"And it ties into what you"},{"speaker":"Galen Low","startTime":2179.179,"endTime":2181.349,"body":"were saying earlier in the"},{"speaker":"Galen Low","startTime":2181.349,"endTime":2185.009,"body":"discussion about maybe having"},{"speaker":"Galen Low","startTime":2181.349,"endTime":2185.009,"body":"like dedicated teams, smaller"},{"speaker":"Galen Low","startTime":2185.009,"endTime":2187.7690000000002,"body":"groupings of people that are"},{"speaker":"Galen Low","startTime":2185.009,"endTime":2187.7690000000002,"body":"like working together often."},{"speaker":"Galen Low","startTime":2188.0690000000004,"endTime":2189.219,"body":"And then Aly, what you"},{"speaker":"Galen Low","startTime":2188.0690000000004,"endTime":2189.219,"body":"were saying, right?"},{"speaker":"Galen Low","startTime":2189.219,"endTime":2190.9790000000003,"body":"Everyone owns it together."},{"speaker":"Galen Low","startTime":2191.219,"endTime":2193.219,"body":"And if you have a new hire"},{"speaker":"Galen Low","startTime":2191.219,"endTime":2193.219,"body":"or you're onboarding someone"},{"speaker":"Galen Low","startTime":2193.219,"endTime":2195.9190000000003,"body":"into that team, you can kind"},{"speaker":"Galen Low","startTime":2193.219,"endTime":2195.9190000000003,"body":"of go through the charter,"},{"speaker":"Galen Low","startTime":2195.9190000000003,"endTime":2197.789,"body":"go through the values and"},{"speaker":"Galen Low","startTime":2195.9190000000003,"endTime":2197.789,"body":"the way we work together."},{"speaker":"Galen Low","startTime":2197.9790000000003,"endTime":2199.889,"body":"And yes, things are fluid"},{"speaker":"Galen Low","startTime":2197.9790000000003,"endTime":2199.889,"body":"and we're agile, but"},{"speaker":"Galen Low","startTime":2199.909,"endTime":2202.079,"body":"you know, here's how we"},{"speaker":"Galen Low","startTime":2199.909,"endTime":2202.079,"body":"know what each other are"},{"speaker":"Galen Low","startTime":2202.079,"endTime":2203.4590000000003,"body":"doing at any given point."},{"speaker":"Alyson Caffrey","startTime":2203.529,"endTime":2205.6890000000003,"body":"I'll add"},{"speaker":"Alyson Caffrey","startTime":2203.529,"endTime":2205.6890000000003,"body":"really quick that if, when"},{"speaker":"Alyson Caffrey","startTime":2205.6890000000003,"endTime":2208.4390000000003,"body":"I've worked with agencies over"},{"speaker":"Alyson Caffrey","startTime":2205.6890000000003,"endTime":2208.4390000000003,"body":"the years, there's really two"},{"speaker":"Alyson Caffrey","startTime":2208.469,"endTime":2211.8390000000004,"body":"sets of standards that we can"},{"speaker":"Alyson Caffrey","startTime":2208.469,"endTime":2211.8390000000004,"body":"operate by to remain agile"},{"speaker":"Alyson Caffrey","startTime":2211.8390000000004,"endTime":2214.4590000000003,"body":"and feel like we've got at"},{"speaker":"Alyson Caffrey","startTime":2211.8390000000004,"endTime":2214.4590000000003,"body":"least an end, a shared end"},{"speaker":"Alyson Caffrey","startTime":2214.549,"endTime":2217.1490000000003,"body":"result, and maybe the process"},{"speaker":"Alyson Caffrey","startTime":2214.549,"endTime":2217.1490000000003,"body":"still seems a little hairy."},{"speaker":"Alyson Caffrey","startTime":2217.619,"endTime":2221.009,"body":"And I think creating"},{"speaker":"Alyson Caffrey","startTime":2217.619,"endTime":2221.009,"body":"production standards."},{"speaker":"Alyson Caffrey","startTime":2221.009,"endTime":2223.239,"body":"So like, when are we"},{"speaker":"Alyson Caffrey","startTime":2221.009,"endTime":2223.239,"body":"responding to clients?"},{"speaker":"Alyson Caffrey","startTime":2223.279,"endTime":2224.539,"body":"How fast are we"},{"speaker":"Alyson Caffrey","startTime":2223.279,"endTime":2224.539,"body":"getting this done?"},{"speaker":"Alyson Caffrey","startTime":2224.539,"endTime":2225.349,"body":"Like those types of things."},{"speaker":"Alyson Caffrey","startTime":2225.3590000000004,"endTime":2228.289,"body":"So deadline-driven types"},{"speaker":"Alyson Caffrey","startTime":2225.3590000000004,"endTime":2228.289,"body":"of standards and then"},{"speaker":"Alyson Caffrey","startTime":2228.289,"endTime":2229.6090000000004,"body":"quality standards, right?"},{"speaker":"Alyson Caffrey","startTime":2229.6090000000004,"endTime":2231.8790000000004,"body":"So what should this look"},{"speaker":"Alyson Caffrey","startTime":2229.6090000000004,"endTime":2231.8790000000004,"body":"like when it's met the"},{"speaker":"Alyson Caffrey","startTime":2231.8790000000004,"endTime":2233.969,"body":"quality standards and"},{"speaker":"Alyson Caffrey","startTime":2231.8790000000004,"endTime":2233.969,"body":"the production standards?"},{"speaker":"Alyson Caffrey","startTime":2234.2290000000003,"endTime":2236.9790000000003,"body":"I know a lot of agencies"},{"speaker":"Alyson Caffrey","startTime":2234.2290000000003,"endTime":2236.9790000000003,"body":"that, operate really Lean,"},{"speaker":"Alyson Caffrey","startTime":2236.989,"endTime":2239.929,"body":"that really benefit from that"},{"speaker":"Alyson Caffrey","startTime":2236.989,"endTime":2239.929,"body":"instead of figuring out the"},{"speaker":"Alyson Caffrey","startTime":2239.929,"endTime":2241.509,"body":"messy middle of the process."},{"speaker":"Alyson Caffrey","startTime":2241.8390000000004,"endTime":2244.4390000000003,"body":"They say, this is the production"},{"speaker":"Alyson Caffrey","startTime":2241.8390000000004,"endTime":2244.4390000000003,"body":"standard and this is the quality"},{"speaker":"Alyson Caffrey","startTime":2244.4390000000003,"endTime":2245.989,"body":"standard that we all operate by."},{"speaker":"Galen Low","startTime":2246.8540000000003,"endTime":2247.7140000000004,"body":"I think"},{"speaker":"Galen Low","startTime":2246.8540000000003,"endTime":2247.7140000000004,"body":"maybe I'll shift on to"},{"speaker":"Galen Low","startTime":2247.7140000000004,"endTime":2248.474,"body":"the next question here."},{"speaker":"Galen Low","startTime":2248.914,"endTime":2250.364,"body":"It's a more tool specific."},{"speaker":"Galen Low","startTime":2250.364,"endTime":2253.184,"body":"The question is, would love to"},{"speaker":"Galen Low","startTime":2250.364,"endTime":2253.184,"body":"hear the panelists thoughts on"},{"speaker":"Galen Low","startTime":2253.184,"endTime":2255.7540000000004,"body":"tools like Trainual or Scribe."},{"speaker":"Galen Low","startTime":2256.0640000000003,"endTime":2257.594,"body":"And I know we've talked"},{"speaker":"Galen Low","startTime":2256.0640000000003,"endTime":2257.594,"body":"about Scribe a little bit."},{"speaker":"Galen Low","startTime":2257.784,"endTime":2260.3140000000003,"body":"I'll be honest, I'm not as"},{"speaker":"Galen Low","startTime":2257.784,"endTime":2260.3140000000003,"body":"familiar with either of those"},{"speaker":"Galen Low","startTime":2260.3140000000003,"endTime":2263.864,"body":"tools, but that was a great"},{"speaker":"Galen Low","startTime":2260.3140000000003,"endTime":2263.864,"body":"opportunity if you've got"},{"speaker":"Galen Low","startTime":2263.8740000000003,"endTime":2266.5240000000003,"body":"thoughts or opinions and folks"},{"speaker":"Galen Low","startTime":2263.8740000000003,"endTime":2266.5240000000003,"body":"in the audience as well on using"},{"speaker":"Galen Low","startTime":2266.5240000000003,"endTime":2268.1440000000002,"body":"tools like Trainual and Scribe."},{"speaker":"Gray Mackenzie","startTime":2268.1440000000002,"endTime":2269.454,"body":"I'll take"},{"speaker":"Gray Mackenzie","startTime":2268.1440000000002,"endTime":2269.454,"body":"the first shot at this one."},{"speaker":"Gray Mackenzie","startTime":2269.674,"endTime":2273.344,"body":"I actually like and know the"},{"speaker":"Gray Mackenzie","startTime":2269.674,"endTime":2273.344,"body":"folks at Trainual and at Scribe."},{"speaker":"Gray Mackenzie","startTime":2273.684,"endTime":2277.764,"body":"Both the tools are great, like"},{"speaker":"Gray Mackenzie","startTime":2273.684,"endTime":2277.764,"body":"process documentation, easy to"},{"speaker":"Gray Mackenzie","startTime":2277.764,"endTime":2279.674,"body":"repeat and push it out there."},{"speaker":"Gray Mackenzie","startTime":2280.154,"endTime":2283.0040000000004,"body":"I think they are a really"},{"speaker":"Gray Mackenzie","startTime":2280.154,"endTime":2283.0040000000004,"body":"dumbed down version of a project"},{"speaker":"Gray Mackenzie","startTime":2283.0240000000003,"endTime":2285.2940000000003,"body":"management tool with some"},{"speaker":"Gray Mackenzie","startTime":2283.0240000000003,"endTime":2285.2940000000003,"body":"features that are enhanced."},{"speaker":"Gray Mackenzie","startTime":2285.454,"endTime":2289.1440000000002,"body":"And I think for most teams,"},{"speaker":"Gray Mackenzie","startTime":2285.454,"endTime":2289.1440000000002,"body":"you should pick between one"},{"speaker":"Gray Mackenzie","startTime":2289.1440000000002,"endTime":2292.5240000000003,"body":"or two of the either do a PM"},{"speaker":"Gray Mackenzie","startTime":2289.1440000000002,"endTime":2292.5240000000003,"body":"tool and build it into your"},{"speaker":"Gray Mackenzie","startTime":2292.5240000000003,"endTime":2294.9840000000004,"body":"knowledge management tool"},{"speaker":"Gray Mackenzie","startTime":2292.5240000000003,"endTime":2294.9840000000004,"body":"as well, or go the other way"},{"speaker":"Gray Mackenzie","startTime":2294.9840000000004,"endTime":2296.5240000000003,"body":"and say, we're gonna use this"},{"speaker":"Gray Mackenzie","startTime":2294.9840000000004,"endTime":2296.5240000000003,"body":"knowledge management tool."},{"speaker":"Gray Mackenzie","startTime":2296.554,"endTime":2300.2340000000004,"body":"We know that we are sacrificing"},{"speaker":"Gray Mackenzie","startTime":2296.554,"endTime":2300.2340000000004,"body":"some PM capabilities."},{"speaker":"Gray Mackenzie","startTime":2300.634,"endTime":2303.554,"body":"But running those in concert"},{"speaker":"Gray Mackenzie","startTime":2300.634,"endTime":2303.554,"body":"has just led to a lot"},{"speaker":"Gray Mackenzie","startTime":2303.554,"endTime":2305.1240000000003,"body":"of challenges for teams."},{"speaker":"Gray Mackenzie","startTime":2305.1240000000003,"endTime":2306.594,"body":"And there's some teams"},{"speaker":"Gray Mackenzie","startTime":2305.1240000000003,"endTime":2306.594,"body":"who use it and love it."},{"speaker":"Gray Mackenzie","startTime":2306.594,"endTime":2308.204,"body":"And they're like, Hey"},{"speaker":"Gray Mackenzie","startTime":2306.594,"endTime":2308.204,"body":"we have stuff in our PM"},{"speaker":"Gray Mackenzie","startTime":2308.224,"endTime":2309.164,"body":"and we link out to that."},{"speaker":"Gray Mackenzie","startTime":2309.5240000000003,"endTime":2310.1040000000003,"body":"That makes sense."},{"speaker":"Gray Mackenzie","startTime":2310.114,"endTime":2312.884,"body":"So I realized that there are"},{"speaker":"Gray Mackenzie","startTime":2310.114,"endTime":2312.884,"body":"some cases where that it does"},{"speaker":"Gray Mackenzie","startTime":2312.884,"endTime":2316.664,"body":"make sense that both, but"},{"speaker":"Gray Mackenzie","startTime":2312.884,"endTime":2316.664,"body":"across the thousands of teams"},{"speaker":"Gray Mackenzie","startTime":2316.684,"endTime":2319.5240000000003,"body":"that we have seen and worked"},{"speaker":"Gray Mackenzie","startTime":2316.684,"endTime":2319.5240000000003,"body":"with way more frequently,"},{"speaker":"Gray Mackenzie","startTime":2319.5240000000003,"endTime":2323.404,"body":"the results in terms of gross"},{"speaker":"Gray Mackenzie","startTime":2319.5240000000003,"endTime":2323.404,"body":"margin and efficiency and"},{"speaker":"Gray Mackenzie","startTime":2323.414,"endTime":2326.654,"body":"efficacy get improved when they"},{"speaker":"Gray Mackenzie","startTime":2323.414,"endTime":2326.654,"body":"just pick one or the other."},{"speaker":"Galen Low","startTime":2327.824,"endTime":2329.5440000000003,"body":"I get too many"},{"speaker":"Galen Low","startTime":2327.824,"endTime":2329.5440000000003,"body":"tools syndrome and to your"},{"speaker":"Galen Low","startTime":2329.5440000000003,"endTime":2332.2940000000003,"body":"point, like someone looking"},{"speaker":"Galen Low","startTime":2329.5440000000003,"endTime":2332.2940000000003,"body":"at that might not make that"},{"speaker":"Galen Low","startTime":2332.2940000000003,"endTime":2334.8740000000003,"body":"connection that a PM tool"},{"speaker":"Galen Low","startTime":2332.2940000000003,"endTime":2334.8740000000003,"body":"can do some of those things."},{"speaker":"Galen Low","startTime":2334.8740000000003,"endTime":2336.3540000000003,"body":"You don't need both necessarily."},{"speaker":"Galen Low","startTime":2336.594,"endTime":2338.344,"body":"It looks like you might"},{"speaker":"Galen Low","startTime":2336.594,"endTime":2338.344,"body":"need both, but it might"},{"speaker":"Galen Low","startTime":2338.344,"endTime":2339.174,"body":"not be the right answer."},{"speaker":"Galen Low","startTime":2339.454,"endTime":2339.974,"body":"It's interesting."},{"speaker":"Galen Low","startTime":2340.2540000000004,"endTime":2343.1940000000004,"body":"Brian, Aly, any thoughts on"},{"speaker":"Galen Low","startTime":2340.2540000000004,"endTime":2343.1940000000004,"body":"things like Trainual and Scribe?"},{"speaker":"Alyson Caffrey","startTime":2343.1940000000004,"endTime":2345.364,"body":"I'm a partner at"},{"speaker":"Alyson Caffrey","startTime":2343.1940000000004,"endTime":2345.364,"body":"Trainual, so I have to go ahead"},{"speaker":"Alyson Caffrey","startTime":2345.364,"endTime":2346.664,"body":"and shout from the rooftops."},{"speaker":"Alyson Caffrey","startTime":2346.664,"endTime":2347.994,"body":"I super love Trainual."},{"speaker":"Alyson Caffrey","startTime":2348.244,"endTime":2350.074,"body":"We were actually one of their"},{"speaker":"Alyson Caffrey","startTime":2348.244,"endTime":2350.074,"body":"first certified partners."},{"speaker":"Alyson Caffrey","startTime":2350.0840000000003,"endTime":2352.0640000000003,"body":"So I've been working in"},{"speaker":"Alyson Caffrey","startTime":2350.0840000000003,"endTime":2352.0640000000003,"body":"Trainual for the last six years."},{"speaker":"Alyson Caffrey","startTime":2352.4640000000004,"endTime":2355.974,"body":"I think that for my higher"},{"speaker":"Alyson Caffrey","startTime":2352.4640000000004,"endTime":2355.974,"body":"growth companies, ones that"},{"speaker":"Alyson Caffrey","startTime":2355.974,"endTime":2358.8740000000003,"body":"know that we're about to enter"},{"speaker":"Alyson Caffrey","startTime":2355.974,"endTime":2358.8740000000003,"body":"into a season of hiring or"},{"speaker":"Alyson Caffrey","startTime":2358.8740000000003,"endTime":2361.994,"body":"maybe an agency that has an"},{"speaker":"Alyson Caffrey","startTime":2358.8740000000003,"endTime":2361.994,"body":"acquisition-based growth model,"},{"speaker":"Alyson Caffrey","startTime":2362.164,"endTime":2365.4440000000004,"body":"we've actually seen a ton of"},{"speaker":"Alyson Caffrey","startTime":2362.164,"endTime":2365.4440000000004,"body":"solid success with  Trainual"},{"speaker":"Alyson Caffrey","startTime":2365.4440000000004,"endTime":2367.864,"body":"because  Trainual, one of"},{"speaker":"Alyson Caffrey","startTime":2365.4440000000004,"endTime":2367.864,"body":"their core values is like"},{"speaker":"Alyson Caffrey","startTime":2367.864,"endTime":2369.3340000000003,"body":"getting people up to speed."},{"speaker":"Alyson Caffrey","startTime":2369.404,"endTime":2370.664,"body":"That's like the"},{"speaker":"Alyson Caffrey","startTime":2369.404,"endTime":2370.664,"body":"name of the game."},{"speaker":"Alyson Caffrey","startTime":2370.9590000000003,"endTime":2373.7290000000003,"body":"And so when a new person"},{"speaker":"Alyson Caffrey","startTime":2370.9590000000003,"endTime":2373.7290000000003,"body":"joins the organization or when"},{"speaker":"Alyson Caffrey","startTime":2373.7290000000003,"endTime":2377.289,"body":"organizations merge, there needs"},{"speaker":"Alyson Caffrey","startTime":2373.7290000000003,"endTime":2377.289,"body":"to be like an adoption time."},{"speaker":"Alyson Caffrey","startTime":2377.289,"endTime":2379.5690000000004,"body":"And I think on ramping"},{"speaker":"Alyson Caffrey","startTime":2377.289,"endTime":2379.5690000000004,"body":"with  Trainual using"},{"speaker":"Alyson Caffrey","startTime":2379.5690000000004,"endTime":2382.039,"body":"your standard operating"},{"speaker":"Alyson Caffrey","startTime":2379.5690000000004,"endTime":2382.039,"body":"procedures, putting all of"},{"speaker":"Alyson Caffrey","startTime":2382.039,"endTime":2384.679,"body":"that information in one place,"},{"speaker":"Alyson Caffrey","startTime":2382.039,"endTime":2384.679,"body":"it's really user friendly."},{"speaker":"Alyson Caffrey","startTime":2384.8790000000004,"endTime":2388.239,"body":"But from a pure, like AI"},{"speaker":"Alyson Caffrey","startTime":2384.8790000000004,"endTime":2388.239,"body":"documentation perspective,"},{"speaker":"Alyson Caffrey","startTime":2388.2490000000003,"endTime":2390.679,"body":"Loom and Scribe are"},{"speaker":"Alyson Caffrey","startTime":2388.2490000000003,"endTime":2390.679,"body":"really incredible tools."},{"speaker":"Alyson Caffrey","startTime":2390.889,"endTime":2394.2690000000002,"body":"If you're not like entering into"},{"speaker":"Alyson Caffrey","startTime":2390.889,"endTime":2394.2690000000002,"body":"a massive season of hiring, or"},{"speaker":"Alyson Caffrey","startTime":2394.2690000000002,"endTime":2397.514,"body":"if you don't have an acquisition"},{"speaker":"Alyson Caffrey","startTime":2394.2690000000002,"endTime":2397.514,"body":"based model, I think that using"},{"speaker":"Alyson Caffrey","startTime":2397.514,"endTime":2400.844,"body":"Scribe to keep everybody on"},{"speaker":"Alyson Caffrey","startTime":2397.514,"endTime":2400.844,"body":"the same page and Scribe can be"},{"speaker":"Alyson Caffrey","startTime":2400.844,"endTime":2403.364,"body":"embedded, like Gray was saying"},{"speaker":"Alyson Caffrey","startTime":2400.844,"endTime":2403.364,"body":"in project management tools."},{"speaker":"Alyson Caffrey","startTime":2403.3740000000003,"endTime":2405.7740000000003,"body":"I'm also a big fan of"},{"speaker":"Alyson Caffrey","startTime":2403.3740000000003,"endTime":2405.7740000000003,"body":"keeping the information"},{"speaker":"Alyson Caffrey","startTime":2405.7740000000003,"endTime":2406.764,"body":"where the work is done."},{"speaker":"Alyson Caffrey","startTime":2407.0640000000003,"endTime":2409.3540000000003,"body":"I always say that you should"},{"speaker":"Alyson Caffrey","startTime":2407.0640000000003,"endTime":2409.3540000000003,"body":"be like one to two clicks"},{"speaker":"Alyson Caffrey","startTime":2409.364,"endTime":2411.7140000000004,"body":"from anything you might need"},{"speaker":"Alyson Caffrey","startTime":2409.364,"endTime":2411.7140000000004,"body":"inside of the organization."},{"speaker":"Alyson Caffrey","startTime":2411.724,"endTime":2414.704,"body":"So if we know okay, we're doing"},{"speaker":"Alyson Caffrey","startTime":2411.724,"endTime":2414.704,"body":"the work in this platform and"},{"speaker":"Alyson Caffrey","startTime":2414.704,"endTime":2417.844,"body":"it easily links to some of the"},{"speaker":"Alyson Caffrey","startTime":2414.704,"endTime":2417.844,"body":"knowledge and all of that stuff."},{"speaker":"Alyson Caffrey","startTime":2418.0840000000003,"endTime":2419.134,"body":"I think it's really great."},{"speaker":"Alyson Caffrey","startTime":2419.404,"endTime":2422.7340000000004,"body":"And I agree that keeping"},{"speaker":"Alyson Caffrey","startTime":2419.404,"endTime":2422.7340000000004,"body":"the project management tool"},{"speaker":"Alyson Caffrey","startTime":2422.7540000000004,"endTime":2425.324,"body":"for project management and"},{"speaker":"Alyson Caffrey","startTime":2422.7540000000004,"endTime":2425.324,"body":"keeping the documentation"},{"speaker":"Alyson Caffrey","startTime":2425.324,"endTime":2428.2340000000004,"body":"tool for documentation"},{"speaker":"Alyson Caffrey","startTime":2425.324,"endTime":2428.2340000000004,"body":"is super important."},{"speaker":"Alyson Caffrey","startTime":2428.614,"endTime":2431.384,"body":"And I do see a lot of"},{"speaker":"Alyson Caffrey","startTime":2428.614,"endTime":2431.384,"body":"companies benefit from having"},{"speaker":"Alyson Caffrey","startTime":2431.384,"endTime":2434.3940000000002,"body":"both, but integrating them"},{"speaker":"Alyson Caffrey","startTime":2431.384,"endTime":2434.3940000000002,"body":"is, and making sure that"},{"speaker":"Alyson Caffrey","startTime":2434.3940000000002,"endTime":2436.914,"body":"rules of engagement are"},{"speaker":"Alyson Caffrey","startTime":2434.3940000000002,"endTime":2436.914,"body":"established is super important."},{"speaker":"Alyson Caffrey","startTime":2436.924,"endTime":2439.424,"body":"So what goes into which"},{"speaker":"Alyson Caffrey","startTime":2436.924,"endTime":2439.424,"body":"tool is a critical element."},{"speaker":"Galen Low","startTime":2440.1440000000002,"endTime":2440.514,"body":"Love that."},{"speaker":"Galen Low","startTime":2440.8140000000003,"endTime":2442.2740000000003,"body":"Goes back to that"},{"speaker":"Galen Low","startTime":2440.8140000000003,"endTime":2442.2740000000003,"body":"charter thing too, right?"},{"speaker":"Galen Low","startTime":2442.654,"endTime":2444.764,"body":"I've got the two questions"},{"speaker":"Galen Low","startTime":2442.654,"endTime":2444.764,"body":"in the queue, and I want"},{"speaker":"Galen Low","startTime":2444.764,"endTime":2446.2340000000004,"body":"to see if I can get to"},{"speaker":"Galen Low","startTime":2444.764,"endTime":2446.2340000000004,"body":"them both in three minutes."},{"speaker":"Galen Low","startTime":2446.494,"endTime":2447.034,"body":"I'm going to try."},{"speaker":"Galen Low","startTime":2447.344,"endTime":2450.7540000000004,"body":"But one of the questions is,"},{"speaker":"Galen Low","startTime":2447.344,"endTime":2450.7540000000004,"body":"are there any tips on prompts"},{"speaker":"Galen Low","startTime":2450.7540000000004,"endTime":2454.0040000000004,"body":"that people have used for"},{"speaker":"Galen Low","startTime":2450.7540000000004,"endTime":2454.0040000000004,"body":"AI to help build processes?"},{"speaker":"Galen Low","startTime":2454.264,"endTime":2456.554,"body":"Are there any sort of prompts"},{"speaker":"Galen Low","startTime":2454.264,"endTime":2456.554,"body":"that y'all have been playing"},{"speaker":"Galen Low","startTime":2456.554,"endTime":2458.414,"body":"with to help build processes?"},{"speaker":"Gray Mackenzie","startTime":2458.414,"endTime":2459.7140000000004,"body":"I'll go"},{"speaker":"Gray Mackenzie","startTime":2458.414,"endTime":2459.7140000000004,"body":"super quickly on this one."},{"speaker":"Gray Mackenzie","startTime":2459.7140000000004,"endTime":2462.884,"body":"I've just prompted it for"},{"speaker":"Gray Mackenzie","startTime":2459.7140000000004,"endTime":2462.884,"body":"the like level of the person"},{"speaker":"Gray Mackenzie","startTime":2462.884,"endTime":2463.5640000000003,"body":"who's going to see it."},{"speaker":"Gray Mackenzie","startTime":2463.929,"endTime":2465.8990000000003,"body":"So I'll take some of the"},{"speaker":"Gray Mackenzie","startTime":2463.929,"endTime":2465.8990000000003,"body":"documentation that we have,"},{"speaker":"Gray Mackenzie","startTime":2465.8990000000003,"endTime":2468.5890000000004,"body":"and I'll prompt it to say, if I"},{"speaker":"Gray Mackenzie","startTime":2465.8990000000003,"endTime":2468.5890000000004,"body":"was a new hire at this company"},{"speaker":"Gray Mackenzie","startTime":2468.8590000000004,"endTime":2472.719,"body":"that does this what would you"},{"speaker":"Gray Mackenzie","startTime":2468.8590000000004,"endTime":2472.719,"body":"change about the documentation"},{"speaker":"Gray Mackenzie","startTime":2472.7290000000003,"endTime":2475.3390000000004,"body":"and just paste in what we"},{"speaker":"Gray Mackenzie","startTime":2472.7290000000003,"endTime":2475.3390000000004,"body":"have that has been helpful for"},{"speaker":"Gray Mackenzie","startTime":2475.3390000000004,"endTime":2476.329,"body":"some of the onboarding stuff."},{"speaker":"Gray Mackenzie","startTime":2476.329,"endTime":2478.3590000000004,"body":"So that's my, maybe the"},{"speaker":"Gray Mackenzie","startTime":2476.329,"endTime":2478.3590000000004,"body":"one thing that pops to"},{"speaker":"Gray Mackenzie","startTime":2478.3590000000004,"endTime":2480.4790000000003,"body":"mind that as condensed a"},{"speaker":"Gray Mackenzie","startTime":2478.3590000000004,"endTime":2480.4790000000003,"body":"version as I can think of."},{"speaker":"Galen Low","startTime":2481.929,"endTime":2482.6290000000004,"body":"I like that."},{"speaker":"Galen Low","startTime":2482.809,"endTime":2483.329,"body":"I like that."},{"speaker":"Galen Low","startTime":2483.784,"endTime":2486.3140000000003,"body":"Brian, any good prompts"},{"speaker":"Galen Low","startTime":2483.784,"endTime":2486.3140000000003,"body":"that you're quite deep into?"},{"speaker":"Brian Kessman","startTime":2486.3140000000003,"endTime":2487.7940000000003,"body":"It's hard to"},{"speaker":"Brian Kessman","startTime":2486.3140000000003,"endTime":2487.7940000000003,"body":"say, here's a prompt that's"},{"speaker":"Brian Kessman","startTime":2487.7940000000003,"endTime":2488.614,"body":"going to work for you."},{"speaker":"Brian Kessman","startTime":2488.844,"endTime":2490.5240000000003,"body":"And everybody's situation"},{"speaker":"Brian Kessman","startTime":2488.844,"endTime":2490.5240000000003,"body":"is so different."},{"speaker":"Brian Kessman","startTime":2490.5240000000003,"endTime":2492.724,"body":"Everybody's audience is so"},{"speaker":"Brian Kessman","startTime":2490.5240000000003,"endTime":2492.724,"body":"different as Gray was saying."},{"speaker":"Brian Kessman","startTime":2492.7340000000004,"endTime":2496.014,"body":"So I think it's more about the"},{"speaker":"Brian Kessman","startTime":2492.7340000000004,"endTime":2496.014,"body":"principles and it's just as"},{"speaker":"Brian Kessman","startTime":2496.014,"endTime":2499.7940000000003,"body":"if you were managing somebody"},{"speaker":"Brian Kessman","startTime":2496.014,"endTime":2499.7940000000003,"body":"or helping to guide a new hire"},{"speaker":"Brian Kessman","startTime":2499.7940000000003,"endTime":2501.974,"body":"in your office, just be very"},{"speaker":"Brian Kessman","startTime":2499.7940000000003,"endTime":2501.974,"body":"specific about what you're"},{"speaker":"Brian Kessman","startTime":2501.974,"endTime":2505.154,"body":"looking for, who they're"},{"speaker":"Brian Kessman","startTime":2501.974,"endTime":2505.154,"body":"developing it for, what you"},{"speaker":"Brian Kessman","startTime":2505.154,"endTime":2507.244,"body":"need the outcome to be, right?"},{"speaker":"Brian Kessman","startTime":2507.264,"endTime":2510.0240000000003,"body":"And then provide any sort of"},{"speaker":"Brian Kessman","startTime":2507.264,"endTime":2510.0240000000003,"body":"additional context and the"},{"speaker":"Brian Kessman","startTime":2510.0240000000003,"endTime":2511.7940000000003,"body":"task for exactly what you need."},{"speaker":"Brian Kessman","startTime":2512.164,"endTime":2515.7740000000003,"body":"Even the format that you need it"},{"speaker":"Brian Kessman","startTime":2512.164,"endTime":2515.7740000000003,"body":"in, if you have even a template,"},{"speaker":"Brian Kessman","startTime":2515.804,"endTime":2518.0240000000003,"body":"without the information in it,"},{"speaker":"Brian Kessman","startTime":2515.804,"endTime":2518.0240000000003,"body":"but just showing the headers"},{"speaker":"Brian Kessman","startTime":2518.0240000000003,"endTime":2521.179,"body":"and all of that, as specific"},{"speaker":"Brian Kessman","startTime":2518.0240000000003,"endTime":2521.179,"body":"as you can be, then you'll"},{"speaker":"Brian Kessman","startTime":2521.179,"endTime":2522.3790000000004,"body":"get better results that way."},{"speaker":"Galen Low","startTime":2523.4790000000003,"endTime":2523.949,"body":"I like that."},{"speaker":"Galen Low","startTime":2523.9590000000003,"endTime":2526.3990000000003,"body":"I also liked that the answer"},{"speaker":"Galen Low","startTime":2523.9590000000003,"endTime":2526.3990000000003,"body":"wasn't here's a prompt to"},{"speaker":"Galen Low","startTime":2526.3990000000003,"endTime":2529.099,"body":"create a process that you"},{"speaker":"Galen Low","startTime":2526.3990000000003,"endTime":2529.099,"body":"don't have now from scratch."},{"speaker":"Galen Low","startTime":2530.239,"endTime":2531.969,"body":"Please generate"},{"speaker":"Galen Low","startTime":2530.239,"endTime":2531.969,"body":"a process for me."},{"speaker":"Galen Low","startTime":2532.179,"endTime":2534.6690000000003,"body":"Act as an agency that"},{"speaker":"Galen Low","startTime":2532.179,"endTime":2534.6690000000003,"body":"wants to grow real fast."},{"speaker":"Brian Kessman","startTime":2536.429,"endTime":2537.9990000000003,"body":"It would be"},{"speaker":"Brian Kessman","startTime":2536.429,"endTime":2537.9990000000003,"body":"helpful to have a prompt"},{"speaker":"Brian Kessman","startTime":2538.059,"endTime":2541.529,"body":"that, that helps you write"},{"speaker":"Brian Kessman","startTime":2538.059,"endTime":2541.529,"body":"a prompt for a new process"},{"speaker":"Brian Kessman","startTime":2541.529,"endTime":2542.449,"body":"or something like that."},{"speaker":"Brian Kessman","startTime":2542.449,"endTime":2544.7690000000002,"body":"I mean, you could certainly"},{"speaker":"Brian Kessman","startTime":2542.449,"endTime":2544.7690000000002,"body":"develop that or a prompt"},{"speaker":"Brian Kessman","startTime":2544.929,"endTime":2548.7490000000003,"body":"really more useful would be"},{"speaker":"Brian Kessman","startTime":2544.929,"endTime":2548.7490000000003,"body":"something that asks you for"},{"speaker":"Brian Kessman","startTime":2548.7490000000003,"endTime":2551.0190000000002,"body":"the right information that"},{"speaker":"Brian Kessman","startTime":2548.7490000000003,"endTime":2551.0190000000002,"body":"you need in order to create"},{"speaker":"Brian Kessman","startTime":2551.029,"endTime":2553.4790000000003,"body":"the right kind of output so"},{"speaker":"Brian Kessman","startTime":2551.029,"endTime":2553.4790000000003,"body":"that it's at least guiding"},{"speaker":"Brian Kessman","startTime":2553.4790000000003,"endTime":2554.619,"body":"your thought process for you."},{"speaker":"Brian Kessman","startTime":2555.009,"endTime":2557.2490000000003,"body":"I think that would be"},{"speaker":"Brian Kessman","startTime":2555.009,"endTime":2557.2490000000003,"body":"something helpful and useful."},{"speaker":"Brian Kessman","startTime":2557.2490000000003,"endTime":2558.389,"body":"I've developed"},{"speaker":"Brian Kessman","startTime":2557.2490000000003,"endTime":2558.389,"body":"something like that."},{"speaker":"Brian Kessman","startTime":2558.389,"endTime":2560.7090000000003,"body":"It was a virtual"},{"speaker":"Brian Kessman","startTime":2558.389,"endTime":2560.7090000000003,"body":"chief pricing officer."},{"speaker":"Brian Kessman","startTime":2560.909,"endTime":2564.199,"body":"And so basically it would help"},{"speaker":"Brian Kessman","startTime":2560.909,"endTime":2564.199,"body":"agencies price their work into"},{"speaker":"Brian Kessman","startTime":2564.2290000000003,"endTime":2566.8990000000003,"body":"three different options and"},{"speaker":"Brian Kessman","startTime":2564.2290000000003,"endTime":2566.8990000000003,"body":"use, understand if you're up"},{"speaker":"Brian Kessman","startTime":2566.8990000000003,"endTime":2569.5890000000004,"body":"against a price-driven buyer"},{"speaker":"Brian Kessman","startTime":2566.8990000000003,"endTime":2569.5890000000004,"body":"or a value-driven buyer, and"},{"speaker":"Brian Kessman","startTime":2569.5890000000004,"endTime":2571.4190000000003,"body":"it would give you pricing"},{"speaker":"Brian Kessman","startTime":2569.5890000000004,"endTime":2571.4190000000003,"body":"strategies and all of that."},{"speaker":"Brian Kessman","startTime":2571.7090000000003,"endTime":2572.6690000000003,"body":"But it does the same thing."},{"speaker":"Brian Kessman","startTime":2572.6690000000003,"endTime":2574.299,"body":"It asks you the questions"},{"speaker":"Brian Kessman","startTime":2572.6690000000003,"endTime":2574.299,"body":"it needs to know to"},{"speaker":"Brian Kessman","startTime":2574.299,"endTime":2575.2090000000003,"body":"execute the task."},{"speaker":"Brian Kessman","startTime":2575.2090000000003,"endTime":2576.9990000000003,"body":"So aim for something like that."},{"speaker":"Galen Low","startTime":2578.029,"endTime":2578.239,"body":"Boom."},{"speaker":"Galen Low","startTime":2578.469,"endTime":2578.969,"body":"I love that."},{"speaker":"Galen Low","startTime":2579.299,"endTime":2580.6690000000003,"body":"I think I'll wrap it there."},{"speaker":"Galen Low","startTime":2580.9390000000003,"endTime":2583.1490000000003,"body":"A very big thank you to our"},{"speaker":"Galen Low","startTime":2580.9390000000003,"endTime":2583.1490000000003,"body":"panelists for volunteering"},{"speaker":"Galen Low","startTime":2583.1490000000003,"endTime":2586.329,"body":"their time and knowledge"},{"speaker":"Galen Low","startTime":2583.1490000000003,"endTime":2586.329,"body":"today, Gray, Brian, Aly,"},{"speaker":"Galen Low","startTime":2586.329,"endTime":2587.1690000000003,"body":"this was so much fun."},{"speaker":"Galen Low","startTime":2587.409,"endTime":2589.239,"body":"I always love chatting"},{"speaker":"Galen Low","startTime":2587.409,"endTime":2589.239,"body":"with each of you."},{"speaker":"Galen Low","startTime":2589.549,"endTime":2591.5190000000002,"body":"Glad we had this opportunity"},{"speaker":"Galen Low","startTime":2589.549,"endTime":2591.5190000000002,"body":"to get all three of you"},{"speaker":"Galen Low","startTime":2591.5190000000002,"endTime":2592.7690000000002,"body":"in the same room together."},{"speaker":"Galen Low","startTime":2593.049,"endTime":2593.559,"body":"This has been a slice."},{"speaker":"Brian Kessman","startTime":2593.9790000000003,"endTime":2594.579,"body":"Thanks for having us."},{"speaker":"Alyson Caffrey","startTime":2594.719,"endTime":2595.8590000000004,"body":"Thanks, Galen."},{"speaker":"Alyson Caffrey","startTime":2595.8590000000004,"endTime":2596.429,"body":"Appreciate you."},{"speaker":"Galen Low","startTime":2598.9590000000003,"endTime":2600.2490000000003,"body":"All right"},{"speaker":"Galen Low","startTime":2598.9590000000003,"endTime":2600.2490000000003,"body":"folks, there you have it."},{"speaker":"Galen Low","startTime":2600.349,"endTime":2602.509,"body":"As always, if you'd like to"},{"speaker":"Galen Low","startTime":2600.349,"endTime":2602.509,"body":"join the conversation with"},{"speaker":"Galen Low","startTime":2602.509,"endTime":2605.0890000000004,"body":"over a thousand like-minded"},{"speaker":"Galen Low","startTime":2602.509,"endTime":2605.0890000000004,"body":"project management champions,"},{"speaker":"Galen Low","startTime":2605.3190000000004,"endTime":2606.299,"body":"come join our collective."},{"speaker":"Galen Low","startTime":2606.509,"endTime":2609.759,"body":"Head on over to"},{"speaker":"Galen Low","startTime":2606.509,"endTime":2609.759,"body":"thedigitalprojectmanager.com/membership"},{"speaker":"Galen Low","startTime":2609.789,"endTime":2610.309,"body":"to learn more."},{"speaker":"Galen Low","startTime":2610.7690000000002,"endTime":2612.6490000000003,"body":"And if you like what you"},{"speaker":"Galen Low","startTime":2610.7690000000002,"endTime":2612.6490000000003,"body":"heard today, please subscribe"},{"speaker":"Galen Low","startTime":2612.659,"endTime":2615.3790000000004,"body":"and stay in touch at"},{"speaker":"Galen Low","startTime":2612.659,"endTime":2615.3790000000004,"body":"thedigitalprojectmanager.com."},{"speaker":"Galen Low","startTime":2615.8390000000004,"endTime":2617.389,"body":"Until next time,"},{"speaker":"Galen Low","startTime":2615.8390000000004,"endTime":2617.389,"body":"thanks for listening."}]}