{"version":"1.0.0","segments":[{"speaker":"Galen Low","startTime":22.55,"endTime":25.310000000000002,"body":"What can team and"},{"speaker":"Galen Low","startTime":22.55,"endTime":25.310000000000002,"body":"project leaders do when sales"},{"speaker":"Galen Low","startTime":25.310000000000002,"endTime":28.400000000000002,"body":"wants to sell more, but teams"},{"speaker":"Galen Low","startTime":25.310000000000002,"endTime":28.400000000000002,"body":"say that they're at capacity?"},{"speaker":"Brandon Llewellyn","startTime":28.520000000000003,"endTime":30.319000000000003,"body":"If your"},{"speaker":"Brandon Llewellyn","startTime":28.520000000000003,"endTime":30.319000000000003,"body":"team feels full, but leadership"},{"speaker":"Brandon Llewellyn","startTime":30.319000000000003,"endTime":32.96,"body":"thinks you can do more and your"},{"speaker":"Brandon Llewellyn","startTime":30.319000000000003,"endTime":32.96,"body":"data is telling you that the"},{"speaker":"Brandon Llewellyn","startTime":32.96,"endTime":35.3,"body":"team's full, well, then you're"},{"speaker":"Brandon Llewellyn","startTime":32.96,"endTime":35.3,"body":"full and you're gonna close"},{"speaker":"Brandon Llewellyn","startTime":35.3,"endTime":36.32,"body":"the door and head to new work."},{"speaker":"Brandon Llewellyn","startTime":36.410000000000004,"endTime":38.09,"body":"The leadership feels"},{"speaker":"Brandon Llewellyn","startTime":36.410000000000004,"endTime":38.09,"body":"like we should take more."},{"speaker":"Brandon Llewellyn","startTime":38.24,"endTime":39.95,"body":"The team feels full"},{"speaker":"Brandon Llewellyn","startTime":38.24,"endTime":39.95,"body":"and the data is showing"},{"speaker":"Brandon Llewellyn","startTime":39.95,"endTime":40.7,"body":"that we can take more."},{"speaker":"Brandon Llewellyn","startTime":40.730000000000004,"endTime":41.72,"body":"So then what?"},{"speaker":"Galen Low","startTime":41.78,"endTime":43.1,"body":"I wonder if you"},{"speaker":"Galen Low","startTime":41.78,"endTime":43.1,"body":"could talk to me about your"},{"speaker":"Galen Low","startTime":43.1,"endTime":46.045,"body":"flow for planning capacity as"},{"speaker":"Galen Low","startTime":43.1,"endTime":46.045,"body":"well as measuring utilization."},{"speaker":"Brandon Llewellyn","startTime":46.135000000000005,"endTime":47.575,"body":"When you"},{"speaker":"Brandon Llewellyn","startTime":46.135000000000005,"endTime":47.575,"body":"track someone's capacity,"},{"speaker":"Brandon Llewellyn","startTime":47.635000000000005,"endTime":48.715,"body":"you need three inputs."},{"speaker":"Brandon Llewellyn","startTime":48.715,"endTime":51.865,"body":"You need a person that you're"},{"speaker":"Brandon Llewellyn","startTime":48.715,"endTime":51.865,"body":"tracking, you need dates or"},{"speaker":"Brandon Llewellyn","startTime":51.865,"endTime":55.495000000000005,"body":"time ranges, and you need"},{"speaker":"Brandon Llewellyn","startTime":51.865,"endTime":55.495000000000005,"body":"work effort score in some way."},{"speaker":"Brandon Llewellyn","startTime":55.585,"endTime":59.305,"body":"Problem with that is that you"},{"speaker":"Brandon Llewellyn","startTime":55.585,"endTime":59.305,"body":"would need to define estimated"},{"speaker":"Brandon Llewellyn","startTime":59.305,"endTime":61.855000000000004,"body":"time and dates on literally"},{"speaker":"Brandon Llewellyn","startTime":59.305,"endTime":61.855000000000004,"body":"every single thing you're"},{"speaker":"Brandon Llewellyn","startTime":61.855000000000004,"endTime":63.235,"body":"doing for a given project."},{"speaker":"Brandon Llewellyn","startTime":63.265,"endTime":65.155,"body":"So the question is,"},{"speaker":"Brandon Llewellyn","startTime":63.265,"endTime":65.155,"body":"how do we solve this?"},{"speaker":"Brandon Llewellyn","startTime":65.155,"endTime":68.78399999999999,"body":"And the answer is by going top"},{"speaker":"Brandon Llewellyn","startTime":65.155,"endTime":68.78399999999999,"body":"down rather than bottom up."},{"speaker":"Galen Low","startTime":68.905,"endTime":70.16499999999999,"body":"A lot of"},{"speaker":"Galen Low","startTime":68.905,"endTime":70.16499999999999,"body":"organizations now are"},{"speaker":"Galen Low","startTime":70.16499999999999,"endTime":72.355,"body":"being asked to justify"},{"speaker":"Galen Low","startTime":70.16499999999999,"endTime":72.355,"body":"new hires by explaining"},{"speaker":"Galen Low","startTime":72.355,"endTime":73.795,"body":"why AI can't do the work."},{"speaker":"Galen Low","startTime":73.855,"endTime":77.36500000000001,"body":"How can solid team utilization"},{"speaker":"Galen Low","startTime":73.855,"endTime":77.36500000000001,"body":"metrics be packaged in a way"},{"speaker":"Galen Low","startTime":77.455,"endTime":80.305,"body":"that can make the case that"},{"speaker":"Galen Low","startTime":77.455,"endTime":80.305,"body":"actually we need more humans?"},{"speaker":"Brandon Llewellyn","startTime":80.33500000000001,"endTime":81.685,"body":"There's"},{"speaker":"Brandon Llewellyn","startTime":80.33500000000001,"endTime":81.685,"body":"are not a lot of strategic"},{"speaker":"Brandon Llewellyn","startTime":81.685,"endTime":84.38499999999999,"body":"or creative value that"},{"speaker":"Brandon Llewellyn","startTime":81.685,"endTime":84.38499999999999,"body":"I can see right now."},{"speaker":"Brandon Llewellyn","startTime":84.41499999999999,"endTime":86.365,"body":"For the most part, the value"},{"speaker":"Brandon Llewellyn","startTime":84.41499999999999,"endTime":86.365,"body":"that AI will provide is—."},{"speaker":"Galen Low","startTime":91.745,"endTime":93.485,"body":"Welcome to The"},{"speaker":"Galen Low","startTime":91.745,"endTime":93.485,"body":"Digital Project Manager"},{"speaker":"Galen Low","startTime":93.485,"endTime":95.675,"body":"Podcast—the show that"},{"speaker":"Galen Low","startTime":93.485,"endTime":95.675,"body":"helps delivery leaders work"},{"speaker":"Galen Low","startTime":95.675,"endTime":98.465,"body":"smarter, deliver smoother,"},{"speaker":"Galen Low","startTime":95.675,"endTime":98.465,"body":"and lead their team with"},{"speaker":"Galen Low","startTime":98.465,"endTime":100.115,"body":"confidence in the age of AI."},{"speaker":"Galen Low","startTime":100.444,"endTime":103.235,"body":"I'm Galen, and every week we"},{"speaker":"Galen Low","startTime":100.444,"endTime":103.235,"body":"dive into real world strategies,"},{"speaker":"Galen Low","startTime":103.295,"endTime":106.715,"body":"new tools, proven frameworks,"},{"speaker":"Galen Low","startTime":103.295,"endTime":106.715,"body":"and the occasional war story"},{"speaker":"Galen Low","startTime":106.715,"endTime":107.944,"body":"from the project front lines."},{"speaker":"Galen Low","startTime":108.215,"endTime":109.985,"body":"Whether you're steering"},{"speaker":"Galen Low","startTime":108.215,"endTime":109.985,"body":"massive transformation"},{"speaker":"Galen Low","startTime":109.985,"endTime":112.75,"body":"projects, wrangling AI"},{"speaker":"Galen Low","startTime":109.985,"endTime":112.75,"body":"workflows, or just trying to"},{"speaker":"Galen Low","startTime":112.75,"endTime":115.54,"body":"keep the chaos under control,"},{"speaker":"Galen Low","startTime":112.75,"endTime":115.54,"body":"you're in the right place."},{"speaker":"Galen Low","startTime":116.08,"endTime":116.68,"body":"Let's get into it."},{"speaker":"Galen Low","startTime":117.49,"endTime":120.55,"body":"Okay, today we are talking"},{"speaker":"Galen Low","startTime":117.49,"endTime":120.55,"body":"about the capacity conundrum"},{"speaker":"Galen Low","startTime":120.55,"endTime":123.94,"body":"faced by organizations in"},{"speaker":"Galen Low","startTime":120.55,"endTime":123.94,"body":"growth mode and how data can"},{"speaker":"Galen Low","startTime":123.94,"endTime":127.3,"body":"be used to help diagnose team"},{"speaker":"Galen Low","startTime":123.94,"endTime":127.3,"body":"capacity issues and make the"},{"speaker":"Galen Low","startTime":127.3,"endTime":130.26999999999998,"body":"case for adding headcount"},{"speaker":"Galen Low","startTime":127.3,"endTime":130.26999999999998,"body":"at exactly the right moment."},{"speaker":"Galen Low","startTime":130.69,"endTime":133.51,"body":"With me today is Brandon"},{"speaker":"Galen Low","startTime":130.69,"endTime":133.51,"body":"Llewellyn, agency operations"},{"speaker":"Galen Low","startTime":133.51,"endTime":135.65,"body":"specialist and Head of"},{"speaker":"Galen Low","startTime":133.51,"endTime":135.65,"body":"Delivery at Cirface."},{"speaker":"Galen Low","startTime":136.035,"endTime":138.16500000000002,"body":"Brandon leads a team of"},{"speaker":"Galen Low","startTime":136.035,"endTime":138.16500000000002,"body":"client facing consultant"},{"speaker":"Galen Low","startTime":138.195,"endTime":140.95499999999998,"body":"implementing Asana for"},{"speaker":"Galen Low","startTime":138.195,"endTime":140.95499999999998,"body":"enterprise organizations"},{"speaker":"Galen Low","startTime":140.95499999999998,"endTime":144.195,"body":"like PayPal, CloudFlare,"},{"speaker":"Galen Low","startTime":140.95499999999998,"endTime":144.195,"body":"MLB, and the LA Rams."},{"speaker":"Galen Low","startTime":144.525,"endTime":147.525,"body":"He is responsible for measuring"},{"speaker":"Galen Low","startTime":144.525,"endTime":147.525,"body":"project profitability, balancing"},{"speaker":"Galen Low","startTime":147.525,"endTime":150.914,"body":"team utilization and resourcing,"},{"speaker":"Galen Low","startTime":147.525,"endTime":150.914,"body":"and optimizing delivery"},{"speaker":"Galen Low","startTime":150.914,"endTime":152.204,"body":"processes and workflows."},{"speaker":"Galen Low","startTime":152.734,"endTime":155.39000000000001,"body":"But he doesn't just work behind"},{"speaker":"Galen Low","startTime":152.734,"endTime":155.39000000000001,"body":"the scenes, he is also still"},{"speaker":"Galen Low","startTime":155.39000000000001,"endTime":158.12,"body":"on the front lines managing"},{"speaker":"Galen Low","startTime":155.39000000000001,"endTime":158.12,"body":"several key accounts with"},{"speaker":"Galen Low","startTime":158.12,"endTime":160.67,"body":"some of the biggest Asana"},{"speaker":"Galen Low","startTime":158.12,"endTime":160.67,"body":"rollouts to date in Canada."},{"speaker":"Galen Low","startTime":160.91,"endTime":162.98,"body":"Brandon, thank you so much"},{"speaker":"Galen Low","startTime":160.91,"endTime":162.98,"body":"for being with me here today."},{"speaker":"Brandon Llewellyn","startTime":163.19,"endTime":164.39000000000001,"body":"Yeah,"},{"speaker":"Brandon Llewellyn","startTime":163.19,"endTime":164.39000000000001,"body":"thanks for having me, Galen and"},{"speaker":"Brandon Llewellyn","startTime":164.42,"endTime":166.61,"body":"happy to be here and looking"},{"speaker":"Brandon Llewellyn","startTime":164.42,"endTime":166.61,"body":"forward to the conversation."},{"speaker":"Galen Low","startTime":166.85,"endTime":168.62,"body":"I always look"},{"speaker":"Galen Low","startTime":166.85,"endTime":168.62,"body":"forward to our conversations."},{"speaker":"Galen Low","startTime":168.62,"endTime":169.67,"body":"We were just talking"},{"speaker":"Galen Low","startTime":168.62,"endTime":169.67,"body":"in the green room."},{"speaker":"Galen Low","startTime":169.67,"endTime":171.915,"body":"Brandon and I go way back"},{"speaker":"Galen Low","startTime":169.67,"endTime":171.915,"body":"to your Parakeeto days."},{"speaker":"Galen Low","startTime":172.095,"endTime":174.315,"body":"We're always chatting, we're"},{"speaker":"Galen Low","startTime":172.095,"endTime":174.315,"body":"always jamming about ops, we're"},{"speaker":"Galen Low","startTime":174.315,"endTime":175.51500000000001,"body":"always jamming about projects."},{"speaker":"Galen Low","startTime":175.635,"endTime":177.555,"body":"I'm super happy to have"},{"speaker":"Galen Low","startTime":175.635,"endTime":177.555,"body":"you on the show to sort"},{"speaker":"Galen Low","startTime":177.555,"endTime":180.195,"body":"of make some of those"},{"speaker":"Galen Low","startTime":177.555,"endTime":180.195,"body":"conversations and insights."},{"speaker":"Galen Low","startTime":182.415,"endTime":184.785,"body":"I think that you and I, we can"},{"speaker":"Galen Low","startTime":182.415,"endTime":184.785,"body":"probably zig and zag in our"},{"speaker":"Galen Low","startTime":184.785,"endTime":187.035,"body":"conversation today, but just"},{"speaker":"Galen Low","startTime":184.785,"endTime":187.035,"body":"in case, here's the roadmap"},{"speaker":"Galen Low","startTime":187.035,"endTime":187.995,"body":"that I've sketched out for us."},{"speaker":"Galen Low","startTime":188.145,"endTime":190.815,"body":"So to start us off, I wanted"},{"speaker":"Galen Low","startTime":188.145,"endTime":190.815,"body":"to tackle like one big burning"},{"speaker":"Galen Low","startTime":190.815,"endTime":193.065,"body":"question that everyone wants"},{"speaker":"Galen Low","startTime":190.815,"endTime":193.065,"body":"to know the answer to, but"},{"speaker":"Galen Low","startTime":193.065,"endTime":195.195,"body":"then I wanna zoom out from that"},{"speaker":"Galen Low","startTime":193.065,"endTime":195.195,"body":"and talk about three things."},{"speaker":"Galen Low","startTime":195.195,"endTime":197.955,"body":"Firstly, I wanted to talk"},{"speaker":"Galen Low","startTime":195.195,"endTime":197.955,"body":"about how teams can accurately"},{"speaker":"Galen Low","startTime":197.955,"endTime":199.215,"body":"diagnose capacity issues."},{"speaker":"Galen Low","startTime":199.675,"endTime":202.525,"body":"Then I'd like to talk about what"},{"speaker":"Galen Low","startTime":199.675,"endTime":202.525,"body":"metrics are actually effective"},{"speaker":"Galen Low","startTime":202.525,"endTime":205.255,"body":"at driving the conversation"},{"speaker":"Galen Low","startTime":202.525,"endTime":205.255,"body":"around capacity issues."},{"speaker":"Galen Low","startTime":205.375,"endTime":207.355,"body":"And then lastly, I'd just like"},{"speaker":"Galen Low","startTime":205.375,"endTime":207.355,"body":"to get your thoughts on like"},{"speaker":"Galen Low","startTime":207.475,"endTime":210.445,"body":"what the future of capacity"},{"speaker":"Galen Low","startTime":207.475,"endTime":210.445,"body":"planning looks like and whether"},{"speaker":"Galen Low","startTime":210.445,"endTime":213.685,"body":"some of the ways your team"},{"speaker":"Galen Low","startTime":210.445,"endTime":213.685,"body":"is leveraging AI changes the"},{"speaker":"Galen Low","startTime":213.685,"endTime":217.045,"body":"capacity equation today and"},{"speaker":"Galen Low","startTime":213.685,"endTime":217.045,"body":"maybe five years from now."},{"speaker":"Galen Low","startTime":217.285,"endTime":218.065,"body":"How does that sound to you?"},{"speaker":"Brandon Llewellyn","startTime":218.365,"endTime":219.115,"body":"Yeah, that's great."},{"speaker":"Brandon Llewellyn","startTime":219.235,"endTime":220.255,"body":"Exactly what we had planned."},{"speaker":"Brandon Llewellyn","startTime":220.345,"endTime":221.125,"body":"Looking forward to it."},{"speaker":"Galen Low","startTime":221.755,"endTime":222.955,"body":"I thought I'd"},{"speaker":"Galen Low","startTime":221.755,"endTime":222.955,"body":"start us off with just like"},{"speaker":"Galen Low","startTime":223.075,"endTime":224.185,"body":"the big hairy question."},{"speaker":"Galen Low","startTime":224.395,"endTime":225.535,"body":"I'll take a little"},{"speaker":"Galen Low","startTime":224.395,"endTime":225.535,"body":"running start at it."},{"speaker":"Galen Low","startTime":225.835,"endTime":228.025,"body":"Overall, like I'd say"},{"speaker":"Galen Low","startTime":225.835,"endTime":228.025,"body":"the consulting space,"},{"speaker":"Galen Low","startTime":228.235,"endTime":229.045,"body":"it's tough right now."},{"speaker":"Galen Low","startTime":229.255,"endTime":231.805,"body":"Like a lot of consultancies"},{"speaker":"Galen Low","startTime":229.255,"endTime":231.805,"body":"are trying to grow, but"},{"speaker":"Galen Low","startTime":231.805,"endTime":233.005,"body":"the market is a bit soft."},{"speaker":"Galen Low","startTime":233.185,"endTime":235.76500000000001,"body":"So my big hairy question is"},{"speaker":"Galen Low","startTime":233.185,"endTime":235.76500000000001,"body":"what can team and project"},{"speaker":"Galen Low","startTime":235.76500000000001,"endTime":239.305,"body":"leaders do when sales wants"},{"speaker":"Galen Low","startTime":235.76500000000001,"endTime":239.305,"body":"to sell more, but teams say"},{"speaker":"Galen Low","startTime":239.305,"endTime":240.445,"body":"that they're at capacity."},{"speaker":"Galen Low","startTime":241.07,"endTime":243.74,"body":"Should they enable sales to"},{"speaker":"Galen Low","startTime":241.07,"endTime":243.74,"body":"help grow revenue or should"},{"speaker":"Galen Low","startTime":243.74,"endTime":245.87,"body":"they defend their teams and"},{"speaker":"Galen Low","startTime":243.74,"endTime":245.87,"body":"risk having the business"},{"speaker":"Galen Low","startTime":245.87,"endTime":248.99,"body":"stagnate or maybe even go"},{"speaker":"Galen Low","startTime":245.87,"endTime":248.99,"body":"under and how do they even"},{"speaker":"Galen Low","startTime":248.99,"endTime":252.47,"body":"know for certain that their"},{"speaker":"Galen Low","startTime":248.99,"endTime":252.47,"body":"team is indeed at capacity?"},{"speaker":"Galen Low","startTime":252.62,"endTime":252.86,"body":"Okay."},{"speaker":"Galen Low","startTime":252.86,"endTime":253.76,"body":"That was like four questions."},{"speaker":"Brandon Llewellyn","startTime":255.8,"endTime":256.01,"body":"Yeah."},{"speaker":"Brandon Llewellyn","startTime":256.01,"endTime":257.69,"body":"Well, let me just"},{"speaker":"Brandon Llewellyn","startTime":256.01,"endTime":257.69,"body":"take it one by one."},{"speaker":"Brandon Llewellyn","startTime":257.69,"endTime":259.73,"body":"I've got plenty of thoughts"},{"speaker":"Brandon Llewellyn","startTime":257.69,"endTime":259.73,"body":"here that I can go through."},{"speaker":"Brandon Llewellyn","startTime":260.06,"endTime":262.66999999999996,"body":"The first place that my head"},{"speaker":"Brandon Llewellyn","startTime":260.06,"endTime":262.66999999999996,"body":"goes that are little check boxes"},{"speaker":"Brandon Llewellyn","startTime":262.66999999999996,"endTime":265.07,"body":"that you can look at before"},{"speaker":"Brandon Llewellyn","startTime":262.66999999999996,"endTime":265.07,"body":"you actually start to diagnose"},{"speaker":"Brandon Llewellyn","startTime":265.07,"endTime":268.31,"body":"a problem is to make sure that"},{"speaker":"Brandon Llewellyn","startTime":265.07,"endTime":268.31,"body":"you, well, I guess taking a look"},{"speaker":"Brandon Llewellyn","startTime":268.31,"endTime":269.51,"body":"at your data, I would say like."},{"speaker":"Brandon Llewellyn","startTime":270.075,"endTime":272.265,"body":"If your team feels full,"},{"speaker":"Brandon Llewellyn","startTime":270.075,"endTime":272.265,"body":"but leadership thinks you"},{"speaker":"Brandon Llewellyn","startTime":272.265,"endTime":274.575,"body":"can do more and your data"},{"speaker":"Brandon Llewellyn","startTime":272.265,"endTime":274.575,"body":"is telling you that the"},{"speaker":"Brandon Llewellyn","startTime":274.575,"endTime":276.945,"body":"team's full well, then you're"},{"speaker":"Brandon Llewellyn","startTime":274.575,"endTime":276.945,"body":"full and you're gonna close"},{"speaker":"Brandon Llewellyn","startTime":276.945,"endTime":277.96500000000003,"body":"the door head to new work."},{"speaker":"Brandon Llewellyn","startTime":277.96500000000003,"endTime":278.20500000000004,"body":"Right?"},{"speaker":"Brandon Llewellyn","startTime":278.29499999999996,"endTime":278.985,"body":"So we're good there."},{"speaker":"Brandon Llewellyn","startTime":278.985,"endTime":281.475,"body":"And assuming most of the time"},{"speaker":"Brandon Llewellyn","startTime":278.985,"endTime":281.475,"body":"that's not the case, right?"},{"speaker":"Brandon Llewellyn","startTime":281.68499999999995,"endTime":283.07000000000005,"body":"The leadership feels"},{"speaker":"Brandon Llewellyn","startTime":281.68499999999995,"endTime":283.07000000000005,"body":"like we should take more."},{"speaker":"Brandon Llewellyn","startTime":283.71000000000004,"endTime":285.45000000000005,"body":"The team feels full"},{"speaker":"Brandon Llewellyn","startTime":283.71000000000004,"endTime":285.45000000000005,"body":"and the data is showing"},{"speaker":"Brandon Llewellyn","startTime":285.45000000000005,"endTime":286.14,"body":"that we can take more."},{"speaker":"Brandon Llewellyn","startTime":286.14,"endTime":289.55999999999995,"body":"So then what the other check"},{"speaker":"Brandon Llewellyn","startTime":286.14,"endTime":289.55999999999995,"body":"box there is time tracking."},{"speaker":"Brandon Llewellyn","startTime":289.55999999999995,"endTime":293.13,"body":"And so it's like if your team"},{"speaker":"Brandon Llewellyn","startTime":289.55999999999995,"endTime":293.13,"body":"is missing some of their time"},{"speaker":"Brandon Llewellyn","startTime":293.13,"endTime":295.62,"body":"sheets, if you have poor time"},{"speaker":"Brandon Llewellyn","startTime":293.13,"endTime":295.62,"body":"sheet compliance, they're"},{"speaker":"Brandon Llewellyn","startTime":295.62,"endTime":297.96000000000004,"body":"putting the work in, but it's"},{"speaker":"Brandon Llewellyn","startTime":295.62,"endTime":297.96000000000004,"body":"not making its way to the"},{"speaker":"Brandon Llewellyn","startTime":297.96000000000004,"endTime":299.76,"body":"time sheets and therefore"},{"speaker":"Brandon Llewellyn","startTime":297.96000000000004,"endTime":299.76,"body":"they feel like they're more"},{"speaker":"Brandon Llewellyn","startTime":299.76,"endTime":302.42999999999995,"body":"busy because they are more"},{"speaker":"Brandon Llewellyn","startTime":299.76,"endTime":302.42999999999995,"body":"busy, but the data is showing"},{"speaker":"Brandon Llewellyn","startTime":302.42999999999995,"endTime":303.45000000000005,"body":"they're not that busy."},{"speaker":"Brandon Llewellyn","startTime":303.45000000000005,"endTime":305.22,"body":"And so those are"},{"speaker":"Brandon Llewellyn","startTime":303.45000000000005,"endTime":305.22,"body":"the two check boxes."},{"speaker":"Brandon Llewellyn","startTime":305.22,"endTime":307.5,"body":"If you feel like the"},{"speaker":"Brandon Llewellyn","startTime":305.22,"endTime":307.5,"body":"data is still like good."},{"speaker":"Brandon Llewellyn","startTime":307.93499999999995,"endTime":310.635,"body":"The time sheet compliance is"},{"speaker":"Brandon Llewellyn","startTime":307.93499999999995,"endTime":310.635,"body":"strong, which happens most"},{"speaker":"Brandon Llewellyn","startTime":310.635,"endTime":313.18499999999995,"body":"of the time, then you can"},{"speaker":"Brandon Llewellyn","startTime":310.635,"endTime":313.18499999999995,"body":"start to look into, okay,"},{"speaker":"Brandon Llewellyn","startTime":313.18499999999995,"endTime":314.115,"body":"what's the real problem here?"},{"speaker":"Brandon Llewellyn","startTime":314.115,"endTime":317.115,"body":"Why does the team feel that"},{"speaker":"Brandon Llewellyn","startTime":314.115,"endTime":317.115,"body":"busy and leadership thinks"},{"speaker":"Brandon Llewellyn","startTime":317.115,"endTime":318.405,"body":"that they could do more?"},{"speaker":"Brandon Llewellyn","startTime":318.405,"endTime":321.79499999999996,"body":"For the most part, the way"},{"speaker":"Brandon Llewellyn","startTime":318.405,"endTime":321.79499999999996,"body":"that I approach this is to"},{"speaker":"Brandon Llewellyn","startTime":321.79499999999996,"endTime":324.67499999999995,"body":"look at your service offerings"},{"speaker":"Brandon Llewellyn","startTime":321.79499999999996,"endTime":324.67499999999995,"body":"and to try to understand,"},{"speaker":"Brandon Llewellyn","startTime":324.67499999999995,"endTime":326.595,"body":"okay, well, what could be"},{"speaker":"Brandon Llewellyn","startTime":324.67499999999995,"endTime":326.595,"body":"causing this overwhelm?"},{"speaker":"Brandon Llewellyn","startTime":326.865,"endTime":327.94500000000005,"body":"The first place in"},{"speaker":"Brandon Llewellyn","startTime":326.865,"endTime":327.94500000000005,"body":"my head goes, is."},{"speaker":"Brandon Llewellyn","startTime":328.39,"endTime":329.89,"body":"How productize"},{"speaker":"Brandon Llewellyn","startTime":328.39,"endTime":329.89,"body":"are your services?"},{"speaker":"Brandon Llewellyn","startTime":330.07000000000005,"endTime":332.59000000000003,"body":"And so if your producers"},{"speaker":"Brandon Llewellyn","startTime":330.07000000000005,"endTime":332.59000000000003,"body":"and your service delivery"},{"speaker":"Brandon Llewellyn","startTime":332.59000000000003,"endTime":336.4,"body":"team roles are doing custom"},{"speaker":"Brandon Llewellyn","startTime":332.59000000000003,"endTime":336.4,"body":"work, it takes a lot more"},{"speaker":"Brandon Llewellyn","startTime":336.4,"endTime":337.51,"body":"brainpower to handle that."},{"speaker":"Brandon Llewellyn","startTime":337.51,"endTime":340.96000000000004,"body":"And so what might be a small"},{"speaker":"Brandon Llewellyn","startTime":337.51,"endTime":340.96000000000004,"body":"amount of projects, if they're"},{"speaker":"Brandon Llewellyn","startTime":340.96000000000004,"endTime":343.29999999999995,"body":"inherently custom and there's"},{"speaker":"Brandon Llewellyn","startTime":340.96000000000004,"endTime":343.29999999999995,"body":"a lot of brainpower going into"},{"speaker":"Brandon Llewellyn","startTime":343.29999999999995,"endTime":346.0,"body":"this stuff, they could feel"},{"speaker":"Brandon Llewellyn","startTime":343.29999999999995,"endTime":346.0,"body":"more busy than they really are."},{"speaker":"Brandon Llewellyn","startTime":346.15,"endTime":348.78999999999996,"body":"So productizing, you've heard"},{"speaker":"Brandon Llewellyn","startTime":346.15,"endTime":348.78999999999996,"body":"the word before, this means"},{"speaker":"Brandon Llewellyn","startTime":348.78999999999996,"endTime":351.25,"body":"like things like templating"},{"speaker":"Brandon Llewellyn","startTime":348.78999999999996,"endTime":351.25,"body":"your services, strong"},{"speaker":"Brandon Llewellyn","startTime":351.25,"endTime":353.40999999999997,"body":"systems, and removing some"},{"speaker":"Brandon Llewellyn","startTime":351.25,"endTime":353.40999999999997,"body":"of that thinking that needs"},{"speaker":"Brandon Llewellyn","startTime":353.40999999999997,"endTime":354.54999999999995,"body":"to happen on the backend."},{"speaker":"Brandon Llewellyn","startTime":354.70000000000005,"endTime":356.77,"body":"But if you're selling custom"},{"speaker":"Brandon Llewellyn","startTime":354.70000000000005,"endTime":356.77,"body":"work, it's much harder to do."},{"speaker":"Brandon Llewellyn","startTime":357.17999999999995,"endTime":357.72,"body":"That's one of them."},{"speaker":"Brandon Llewellyn","startTime":358.02,"endTime":359.46000000000004,"body":"Second one is deal size."},{"speaker":"Brandon Llewellyn","startTime":359.82000000000005,"endTime":363.15,"body":"And so you know, if you're"},{"speaker":"Brandon Llewellyn","startTime":359.82000000000005,"endTime":363.15,"body":"giving your producers,"},{"speaker":"Brandon Llewellyn","startTime":363.39,"endTime":366.27,"body":"whether they're designers"},{"speaker":"Brandon Llewellyn","startTime":363.39,"endTime":366.27,"body":"or consultants, 10 clients"},{"speaker":"Brandon Llewellyn","startTime":366.45000000000005,"endTime":368.5,"body":"or 20 clients, and they're"},{"speaker":"Brandon Llewellyn","startTime":366.45000000000005,"endTime":368.5,"body":"all really small deals."},{"speaker":"Brandon Llewellyn","startTime":369.16499999999996,"endTime":371.56399999999996,"body":"The context switching"},{"speaker":"Brandon Llewellyn","startTime":369.16499999999996,"endTime":371.56399999999996,"body":"alone is going to be"},{"speaker":"Brandon Llewellyn","startTime":371.56399999999996,"endTime":372.91499999999996,"body":"so difficult to handle."},{"speaker":"Brandon Llewellyn","startTime":373.125,"endTime":375.375,"body":"You've got 10 different"},{"speaker":"Brandon Llewellyn","startTime":373.125,"endTime":375.375,"body":"timelines, 10 different sets"},{"speaker":"Brandon Llewellyn","startTime":375.375,"endTime":378.70399999999995,"body":"of stakeholders, 10 different"},{"speaker":"Brandon Llewellyn","startTime":375.375,"endTime":378.70399999999995,"body":"services you're providing."},{"speaker":"Brandon Llewellyn","startTime":378.885,"endTime":382.03499999999997,"body":"It's all custom, and you're"},{"speaker":"Brandon Llewellyn","startTime":378.885,"endTime":382.03499999999997,"body":"gonna feel overwhelmed quickly."},{"speaker":"Brandon Llewellyn","startTime":382.03499999999997,"endTime":384.16499999999996,"body":"And so if your deal size"},{"speaker":"Brandon Llewellyn","startTime":382.03499999999997,"endTime":384.16499999999996,"body":"are too small or your"},{"speaker":"Brandon Llewellyn","startTime":384.16499999999996,"endTime":386.235,"body":"work is too custom, you're"},{"speaker":"Brandon Llewellyn","startTime":384.16499999999996,"endTime":386.235,"body":"gonna feel like you're more"},{"speaker":"Brandon Llewellyn","startTime":386.235,"endTime":387.04499999999996,"body":"busy than you really are."},{"speaker":"Brandon Llewellyn","startTime":387.745,"endTime":390.05499999999995,"body":"There's one more, and this"},{"speaker":"Brandon Llewellyn","startTime":387.745,"endTime":390.05499999999995,"body":"is for our small agencies"},{"speaker":"Brandon Llewellyn","startTime":390.05499999999995,"endTime":391.405,"body":"at the too many hats issue."},{"speaker":"Brandon Llewellyn","startTime":391.645,"endTime":394.16499999999996,"body":"If you have someone that's"},{"speaker":"Brandon Llewellyn","startTime":391.645,"endTime":394.16499999999996,"body":"wearing too many hats, that"},{"speaker":"Brandon Llewellyn","startTime":394.16499999999996,"endTime":398.155,"body":"is inherently another context"},{"speaker":"Brandon Llewellyn","startTime":394.16499999999996,"endTime":398.155,"body":"switching situation where, you"},{"speaker":"Brandon Llewellyn","startTime":398.155,"endTime":400.80999999999995,"body":"know, if you expect someone"},{"speaker":"Brandon Llewellyn","startTime":398.155,"endTime":400.80999999999995,"body":"to be half say, a producer."},{"speaker":"Brandon Llewellyn","startTime":401.44399999999996,"endTime":404.20399999999995,"body":"You should be expecting"},{"speaker":"Brandon Llewellyn","startTime":401.44399999999996,"endTime":404.20399999999995,"body":"more like a third of a"},{"speaker":"Brandon Llewellyn","startTime":404.20399999999995,"endTime":406.30499999999995,"body":"producer because of the"},{"speaker":"Brandon Llewellyn","startTime":404.20399999999995,"endTime":406.30499999999995,"body":"fact that they have this"},{"speaker":"Brandon Llewellyn","startTime":406.30499999999995,"endTime":407.775,"body":"context switching to do so."},{"speaker":"Brandon Llewellyn","startTime":407.775,"endTime":409.78499999999997,"body":"Those are the three things I've"},{"speaker":"Brandon Llewellyn","startTime":407.775,"endTime":409.78499999999997,"body":"looked at is like if your team"},{"speaker":"Brandon Llewellyn","startTime":409.78499999999997,"endTime":412.125,"body":"feels like they're too busy,"},{"speaker":"Brandon Llewellyn","startTime":409.78499999999997,"endTime":412.125,"body":"but the data is showing they can"},{"speaker":"Brandon Llewellyn","startTime":412.125,"endTime":415.485,"body":"handle more, try to productize"},{"speaker":"Brandon Llewellyn","startTime":412.125,"endTime":415.485,"body":"your work, make it less custom,"},{"speaker":"Brandon Llewellyn","startTime":415.725,"endTime":417.015,"body":"try to up your deal size."},{"speaker":"Brandon Llewellyn","startTime":417.015,"endTime":417.975,"body":"So you're doing like, say."},{"speaker":"Brandon Llewellyn","startTime":418.53,"endTime":420.57000000000005,"body":"Maybe instead of doing"},{"speaker":"Brandon Llewellyn","startTime":418.53,"endTime":420.57000000000005,"body":"10 small projects, you're"},{"speaker":"Brandon Llewellyn","startTime":420.57000000000005,"endTime":421.74,"body":"doing three big projects."},{"speaker":"Brandon Llewellyn","startTime":422.03999999999996,"endTime":422.78999999999996,"body":"That's three clients."},{"speaker":"Brandon Llewellyn","startTime":422.78999999999996,"endTime":425.22,"body":"And inherently these are"},{"speaker":"Brandon Llewellyn","startTime":422.78999999999996,"endTime":425.22,"body":"gonna be bigger deals, but"},{"speaker":"Brandon Llewellyn","startTime":425.22,"endTime":428.07000000000005,"body":"generally speaking, a lot less"},{"speaker":"Brandon Llewellyn","startTime":425.22,"endTime":428.07000000000005,"body":"admin, a lot less scheduling."},{"speaker":"Brandon Llewellyn","startTime":428.28,"endTime":428.78999999999996,"body":"That will help."},{"speaker":"Brandon Llewellyn","startTime":428.94000000000005,"endTime":430.40999999999997,"body":"And then finally, too many hats."},{"speaker":"Brandon Llewellyn","startTime":430.65,"endTime":433.02,"body":"Get people in their singular"},{"speaker":"Brandon Llewellyn","startTime":430.65,"endTime":433.02,"body":"role, in their area of"},{"speaker":"Brandon Llewellyn","startTime":433.02,"endTime":434.54999999999995,"body":"excellence and leave them alone."},{"speaker":"Brandon Llewellyn","startTime":434.905,"endTime":435.775,"body":"That's my advice."},{"speaker":"Galen Low","startTime":436.015,"endTime":437.57500000000005,"body":"That's actually"},{"speaker":"Galen Low","startTime":436.015,"endTime":437.57500000000005,"body":"really cool because I"},{"speaker":"Galen Low","startTime":437.57500000000005,"endTime":439.735,"body":"like that you started with"},{"speaker":"Galen Low","startTime":437.57500000000005,"endTime":439.735,"body":"like the data bit, right?"},{"speaker":"Galen Low","startTime":439.735,"endTime":443.275,"body":"If the data says no, because in"},{"speaker":"Galen Low","startTime":439.735,"endTime":443.275,"body":"agency world and consultancies,"},{"speaker":"Galen Low","startTime":443.275,"endTime":446.33500000000004,"body":"it's a bit squishy and in"},{"speaker":"Galen Low","startTime":443.275,"endTime":446.33500000000004,"body":"some ways it is leadership"},{"speaker":"Galen Low","startTime":446.485,"endTime":449.81500000000005,"body":"and the owner's role to"},{"speaker":"Galen Low","startTime":446.485,"endTime":449.81500000000005,"body":"push a little bit, right?"},{"speaker":"Galen Low","startTime":449.81500000000005,"endTime":452.03499999999997,"body":"Not to just take something at"},{"speaker":"Galen Low","startTime":449.81500000000005,"endTime":452.03499999999997,"body":"face value, especially when"},{"speaker":"Galen Low","startTime":452.03499999999997,"endTime":453.08500000000004,"body":"there's cash on the table."},{"speaker":"Galen Low","startTime":453.17499999999995,"endTime":455.365,"body":"So having that good data"},{"speaker":"Galen Low","startTime":453.17499999999995,"endTime":455.365,"body":"hygiene, I love that, but"},{"speaker":"Galen Low","startTime":455.365,"endTime":457.55499999999995,"body":"I love how it also goes"},{"speaker":"Galen Low","startTime":455.365,"endTime":457.55499999999995,"body":"back to the human brain."},{"speaker":"Galen Low","startTime":457.58500000000004,"endTime":459.05499999999995,"body":"Like some of the things"},{"speaker":"Galen Low","startTime":457.58500000000004,"endTime":459.05499999999995,"body":"you're talking about are like"},{"speaker":"Galen Low","startTime":459.115,"endTime":462.41499999999996,"body":"context switching and focus,"},{"speaker":"Galen Low","startTime":459.115,"endTime":462.41499999999996,"body":"and I think there's like"},{"speaker":"Galen Low","startTime":462.41499999999996,"endTime":463.38,"body":"this tendency to think, oh."},{"speaker":"Galen Low","startTime":464.01,"endTime":467.30999999999995,"body":"We can just slot in one more,"},{"speaker":"Galen Low","startTime":464.01,"endTime":467.30999999999995,"body":"three more, seven more small"},{"speaker":"Galen Low","startTime":467.30999999999995,"endTime":470.70000000000005,"body":"projects, this room in this jar"},{"speaker":"Galen Low","startTime":467.30999999999995,"endTime":470.70000000000005,"body":"for a few more grains of sand."},{"speaker":"Galen Low","startTime":470.88,"endTime":473.15999999999997,"body":"But what you're saying is"},{"speaker":"Galen Low","startTime":470.88,"endTime":473.15999999999997,"body":"that actually it might be"},{"speaker":"Galen Low","startTime":473.15999999999997,"endTime":476.13,"body":"better to just make room for"},{"speaker":"Galen Low","startTime":473.15999999999997,"endTime":476.13,"body":"a rock and then just like"},{"speaker":"Galen Low","startTime":476.13,"endTime":477.12,"body":"put a big rock in there."},{"speaker":"Galen Low","startTime":477.27,"endTime":479.82000000000005,"body":"The sand is actually toxic"},{"speaker":"Galen Low","startTime":477.27,"endTime":479.82000000000005,"body":"because that's the thing that's"},{"speaker":"Galen Low","startTime":480.0,"endTime":482.76,"body":"making people sort of dilute"},{"speaker":"Galen Low","startTime":480.0,"endTime":482.76,"body":"their focus context, which"},{"speaker":"Galen Low","startTime":482.76,"endTime":485.49,"body":"all the time you have more"},{"speaker":"Galen Low","startTime":482.76,"endTime":485.49,"body":"admin, you have more clients."},{"speaker":"Galen Low","startTime":486.13,"endTime":488.62,"body":"Fundamentally, your team"},{"speaker":"Galen Low","startTime":486.13,"endTime":488.62,"body":"is spread thinner across"},{"speaker":"Galen Low","startTime":488.62,"endTime":489.64,"body":"the same amount of money."},{"speaker":"Galen Low","startTime":489.82000000000005,"endTime":491.86,"body":"Whereas if you could actually"},{"speaker":"Galen Low","startTime":489.82000000000005,"endTime":491.86,"body":"increase the deal size,"},{"speaker":"Galen Low","startTime":491.95000000000005,"endTime":494.79999999999995,"body":"then that actually helps"},{"speaker":"Galen Low","startTime":491.95000000000005,"endTime":494.79999999999995,"body":"capacity, like that's a really"},{"speaker":"Galen Low","startTime":494.79999999999995,"endTime":495.76,"body":"interesting way to look at it."},{"speaker":"Galen Low","startTime":495.76,"endTime":498.73,"body":"Not just how can we get our"},{"speaker":"Galen Low","startTime":495.76,"endTime":498.73,"body":"folks to do more faster?"},{"speaker":"Galen Low","startTime":499.0,"endTime":502.05999999999995,"body":"I appreciate the productization"},{"speaker":"Galen Low","startTime":499.0,"endTime":502.05999999999995,"body":"thing, but also the what if we"},{"speaker":"Galen Low","startTime":502.05999999999995,"endTime":503.55999999999995,"body":"sold it in a different shape?"},{"speaker":"Galen Low","startTime":503.81399999999996,"endTime":508.495,"body":"That allows us to earn this"},{"speaker":"Galen Low","startTime":503.81399999999996,"endTime":508.495,"body":"money and deliver more value in"},{"speaker":"Galen Low","startTime":508.495,"endTime":511.105,"body":"one go without having to sort"},{"speaker":"Galen Low","startTime":508.495,"endTime":511.105,"body":"of spread it so thinly and we"},{"speaker":"Galen Low","startTime":511.105,"endTime":513.385,"body":"can actually be more efficient"},{"speaker":"Galen Low","startTime":511.105,"endTime":513.385,"body":"by working on a bigger deal."},{"speaker":"Galen Low","startTime":513.475,"endTime":514.225,"body":"That's really interesting."},{"speaker":"Brandon Llewellyn","startTime":514.855,"endTime":516.194,"body":"I had this"},{"speaker":"Brandon Llewellyn","startTime":514.855,"endTime":516.194,"body":"thought, it's and I literally"},{"speaker":"Brandon Llewellyn","startTime":516.194,"endTime":517.935,"body":"just thought of this on the"},{"speaker":"Brandon Llewellyn","startTime":516.194,"endTime":517.935,"body":"spot and I don't know if this is"},{"speaker":"Brandon Llewellyn","startTime":517.935,"endTime":520.155,"body":"gonna resonate, but like imagine"},{"speaker":"Brandon Llewellyn","startTime":517.935,"endTime":520.155,"body":"you've got like a product"},{"speaker":"Brandon Llewellyn","startTime":520.155,"endTime":521.444,"body":"that's like a chocolate bar."},{"speaker":"Brandon Llewellyn","startTime":521.779,"endTime":522.62,"body":"And the chocolate bar."},{"speaker":"Brandon Llewellyn","startTime":522.62,"endTime":525.379,"body":"You've got like one kg"},{"speaker":"Brandon Llewellyn","startTime":522.62,"endTime":525.379,"body":"of chocolate in total,"},{"speaker":"Brandon Llewellyn","startTime":525.379,"endTime":527.93,"body":"so that could be like a"},{"speaker":"Brandon Llewellyn","startTime":525.379,"endTime":527.93,"body":"hundred chocolate bars."},{"speaker":"Brandon Llewellyn","startTime":528.139,"endTime":531.589,"body":"Or you have one big block"},{"speaker":"Brandon Llewellyn","startTime":528.139,"endTime":531.589,"body":"of chocolate that is a"},{"speaker":"Brandon Llewellyn","startTime":531.589,"endTime":534.079,"body":"singular, one KG chocolate"},{"speaker":"Brandon Llewellyn","startTime":531.589,"endTime":534.079,"body":"bar, let's just say."},{"speaker":"Brandon Llewellyn","startTime":534.515,"endTime":536.704,"body":"And if you think about the"},{"speaker":"Brandon Llewellyn","startTime":534.515,"endTime":536.704,"body":"packaging that comes in"},{"speaker":"Brandon Llewellyn","startTime":536.704,"endTime":539.495,"body":"most chocolate bars, that"},{"speaker":"Brandon Llewellyn","startTime":536.704,"endTime":539.495,"body":"is the operational drag"},{"speaker":"Brandon Llewellyn","startTime":539.495,"endTime":542.105,"body":"that a small chocolate bar"},{"speaker":"Brandon Llewellyn","startTime":539.495,"endTime":542.105,"body":"would cause your company."},{"speaker":"Brandon Llewellyn","startTime":542.105,"endTime":546.2139999999999,"body":"So it's the admin work, it's the"},{"speaker":"Brandon Llewellyn","startTime":542.105,"endTime":546.2139999999999,"body":"scheduling, it's the checking"},{"speaker":"Brandon Llewellyn","startTime":546.2139999999999,"endTime":548.655,"body":"the timeline and extending the"},{"speaker":"Brandon Llewellyn","startTime":546.2139999999999,"endTime":548.655,"body":"timeline with a change order."},{"speaker":"Brandon Llewellyn","startTime":548.8349999999999,"endTime":550.185,"body":"It's the sets of stakeholders."},{"speaker":"Brandon Llewellyn","startTime":550.185,"endTime":551.4449999999999,"body":"You have to remember"},{"speaker":"Brandon Llewellyn","startTime":550.185,"endTime":551.4449999999999,"body":"their names."},{"speaker":"Brandon Llewellyn","startTime":551.7149999999999,"endTime":552.8249999999999,"body":"And what if they"},{"speaker":"Brandon Llewellyn","startTime":551.7149999999999,"endTime":552.8249999999999,"body":"changed their domain?"},{"speaker":"Brandon Llewellyn","startTime":552.8249999999999,"endTime":553.155,"body":"Recently?"},{"speaker":"Brandon Llewellyn","startTime":553.155,"endTime":554.4449999999999,"body":"Recently they were acquired."},{"speaker":"Brandon Llewellyn","startTime":554.5939999999999,"endTime":556.035,"body":"Now you're getting emails"},{"speaker":"Brandon Llewellyn","startTime":554.5939999999999,"endTime":556.035,"body":"from places you don't know."},{"speaker":"Brandon Llewellyn","startTime":556.035,"endTime":558.435,"body":"And all these things are"},{"speaker":"Brandon Llewellyn","startTime":556.035,"endTime":558.435,"body":"contributing to this overwhelm"},{"speaker":"Brandon Llewellyn","startTime":558.435,"endTime":559.5749999999999,"body":"that your producers could feel."},{"speaker":"Brandon Llewellyn","startTime":559.91,"endTime":562.0989999999999,"body":"We solved this problem"},{"speaker":"Brandon Llewellyn","startTime":559.91,"endTime":562.0989999999999,"body":"just recently at Surface."},{"speaker":"Brandon Llewellyn","startTime":562.0989999999999,"endTime":565.01,"body":"The company that I work for"},{"speaker":"Brandon Llewellyn","startTime":562.0989999999999,"endTime":565.01,"body":"and like we sold just one 70"},{"speaker":"Brandon Llewellyn","startTime":565.01,"endTime":568.49,"body":"k deal recently, that would"},{"speaker":"Brandon Llewellyn","startTime":565.01,"endTime":568.49,"body":"make up for about 12 or 13"},{"speaker":"Brandon Llewellyn","startTime":568.49,"endTime":569.99,"body":"of these small 5K deals."},{"speaker":"Brandon Llewellyn","startTime":570.14,"endTime":574.1899999999999,"body":"And the savings alone from one"},{"speaker":"Brandon Llewellyn","startTime":570.14,"endTime":574.1899999999999,"body":"of these sales is monumental"},{"speaker":"Brandon Llewellyn","startTime":574.31,"endTime":577.0989999999999,"body":"compared to the backend team and"},{"speaker":"Brandon Llewellyn","startTime":574.31,"endTime":577.0989999999999,"body":"our consultants in the front."},{"speaker":"Brandon Llewellyn","startTime":577.25,"endTime":578.535,"body":"And so, yeah, that's my advice."},{"speaker":"Galen Low","startTime":579.04,"endTime":580.78,"body":"You've got me"},{"speaker":"Galen Low","startTime":579.04,"endTime":580.78,"body":"thinking about my kids' snacks."},{"speaker":"Galen Low","startTime":580.78,"endTime":583.42,"body":"I'm like, okay, yeah, we"},{"speaker":"Galen Low","startTime":580.78,"endTime":583.42,"body":"buy packs of individually"},{"speaker":"Galen Low","startTime":583.42,"endTime":585.4,"body":"wrapped cookies or"},{"speaker":"Galen Low","startTime":583.42,"endTime":585.4,"body":"whatever to take to school."},{"speaker":"Galen Low","startTime":585.4599999999999,"endTime":587.4689999999999,"body":"But when you think about,"},{"speaker":"Galen Low","startTime":585.4599999999999,"endTime":587.4689999999999,"body":"yeah, every project is having"},{"speaker":"Galen Low","startTime":587.4689999999999,"endTime":589.9,"body":"their own wrapper versus a"},{"speaker":"Galen Low","startTime":587.4689999999999,"endTime":589.9,"body":"big project in one big sort of"},{"speaker":"Galen Low","startTime":589.9,"endTime":591.5799999999999,"body":"box like that is the overhead."},{"speaker":"Galen Low","startTime":591.5799999999999,"endTime":593.499,"body":"That's the sort of admin,"},{"speaker":"Galen Low","startTime":591.5799999999999,"endTime":593.499,"body":"that's where some of the,"},{"speaker":"Galen Low","startTime":593.499,"endTime":596.3199999999999,"body":"you know, efficiencies can"},{"speaker":"Galen Low","startTime":593.499,"endTime":596.3199999999999,"body":"be gained by having one big"},{"speaker":"Galen Low","startTime":596.3199999999999,"endTime":597.7289999999999,"body":"wrapper around a bigger project."},{"speaker":"Galen Low","startTime":597.8489999999999,"endTime":598.5989999999999,"body":"I really do like that."},{"speaker":"Galen Low","startTime":598.5989999999999,"endTime":601.329,"body":"It's funny because I think"},{"speaker":"Galen Low","startTime":598.5989999999999,"endTime":601.329,"body":"there's a tendency, at least in"},{"speaker":"Galen Low","startTime":601.329,"endTime":604.749,"body":"my experience for like agency"},{"speaker":"Galen Low","startTime":601.329,"endTime":604.749,"body":"teams to be like, oh, we've"},{"speaker":"Galen Low","startTime":604.749,"endTime":607.749,"body":"sold this big deal, like we"},{"speaker":"Galen Low","startTime":604.749,"endTime":607.749,"body":"must be making so much money."},{"speaker":"Galen Low","startTime":607.749,"endTime":609.8489999999999,"body":"Like the reason why these"},{"speaker":"Galen Low","startTime":607.749,"endTime":609.8489999999999,"body":"are more profitable is"},{"speaker":"Galen Low","startTime":609.879,"endTime":610.9889999999999,"body":"'cause we just gouge them."},{"speaker":"Galen Low","startTime":611.199,"endTime":612.3389999999999,"body":"Whereas that's"},{"speaker":"Galen Low","startTime":611.199,"endTime":612.3389999999999,"body":"actually not the case."},{"speaker":"Galen Low","startTime":612.3389999999999,"endTime":615.754,"body":"The case is they are delivering"},{"speaker":"Galen Low","startTime":612.3389999999999,"endTime":615.754,"body":"value equivalent to the budget."},{"speaker":"Galen Low","startTime":616.54,"endTime":618.67,"body":"You're able to deliver more"},{"speaker":"Galen Low","startTime":616.54,"endTime":618.67,"body":"value and actually teams"},{"speaker":"Galen Low","startTime":618.67,"endTime":619.9,"body":"should feel good about that."},{"speaker":"Galen Low","startTime":620.05,"endTime":623.14,"body":"Not, you know, worse about"},{"speaker":"Galen Low","startTime":620.05,"endTime":623.14,"body":"that or not feel like"},{"speaker":"Galen Low","startTime":623.14,"endTime":625.54,"body":"they're, you know, in some"},{"speaker":"Galen Low","startTime":623.14,"endTime":625.54,"body":"way gaming the system."},{"speaker":"Galen Low","startTime":625.54,"endTime":626.2289999999999,"body":"Look at these suckers."},{"speaker":"Galen Low","startTime":626.2289999999999,"endTime":629.56,"body":"They spent, you know, $3 million"},{"speaker":"Galen Low","startTime":626.2289999999999,"endTime":629.56,"body":"on, you know, seven things that"},{"speaker":"Galen Low","startTime":629.56,"endTime":631.0,"body":"would normally cost whatever."},{"speaker":"Galen Low","startTime":631.03,"endTime":631.63,"body":"A lot less."},{"speaker":"Galen Low","startTime":631.78,"endTime":634.12,"body":"We bundled it and there's huge"},{"speaker":"Galen Low","startTime":631.78,"endTime":634.12,"body":"margin, and we're laughing,"},{"speaker":"Galen Low","startTime":634.2389999999999,"endTime":636.5799999999999,"body":"but actually it's more about"},{"speaker":"Galen Low","startTime":634.2389999999999,"endTime":636.5799999999999,"body":"like more intelligent sales,"},{"speaker":"Galen Low","startTime":636.76,"endTime":639.76,"body":"more intelligent operations,"},{"speaker":"Galen Low","startTime":636.76,"endTime":639.76,"body":"and ultimately like building"},{"speaker":"Galen Low","startTime":639.76,"endTime":642.8199999999999,"body":"deeper relationships with one"},{"speaker":"Galen Low","startTime":639.76,"endTime":642.8199999999999,"body":"customer rather than spreading"},{"speaker":"Galen Low","startTime":642.8199999999999,"endTime":644.41,"body":"it around to, you know, dozens."},{"speaker":"Galen Low","startTime":645.14,"endTime":645.8589999999999,"body":"I think that's really cool."},{"speaker":"Brandon Llewellyn","startTime":646.16,"endTime":647.54,"body":"I wouldn't"},{"speaker":"Brandon Llewellyn","startTime":646.16,"endTime":647.54,"body":"fully agree with the fact"},{"speaker":"Brandon Llewellyn","startTime":647.54,"endTime":650.119,"body":"that like, you know, oh, we're"},{"speaker":"Brandon Llewellyn","startTime":647.54,"endTime":650.119,"body":"selling this one big deal and"},{"speaker":"Brandon Llewellyn","startTime":650.15,"endTime":653.7189999999999,"body":"this client is carrying the"},{"speaker":"Brandon Llewellyn","startTime":650.15,"endTime":653.7189999999999,"body":"agency's sales or revenues."},{"speaker":"Brandon Llewellyn","startTime":653.7189999999999,"endTime":655.4889999999999,"body":"Let's just say it's more"},{"speaker":"Brandon Llewellyn","startTime":653.7189999999999,"endTime":655.4889999999999,"body":"about like, okay, well"},{"speaker":"Brandon Llewellyn","startTime":655.4889999999999,"endTime":658.28,"body":"can we guarantee or what's"},{"speaker":"Brandon Llewellyn","startTime":655.4889999999999,"endTime":658.28,"body":"the expected ROI here?"},{"speaker":"Brandon Llewellyn","startTime":658.369,"endTime":660.379,"body":"And if that makes sense, then"},{"speaker":"Brandon Llewellyn","startTime":658.369,"endTime":660.379,"body":"it makes sense and doesn't"},{"speaker":"Brandon Llewellyn","startTime":660.379,"endTime":662.78,"body":"matter how much it costs, as"},{"speaker":"Brandon Llewellyn","startTime":660.379,"endTime":662.78,"body":"long as we can provide that"},{"speaker":"Brandon Llewellyn","startTime":662.81,"endTime":665.42,"body":"amount of value or more, it"},{"speaker":"Brandon Llewellyn","startTime":662.81,"endTime":665.42,"body":"doesn't matter in my eyes."},{"speaker":"Galen Low","startTime":666.014,"endTime":667.634,"body":"I wonder if we could"},{"speaker":"Galen Low","startTime":666.014,"endTime":667.634,"body":"zoom out a bit, because we know"},{"speaker":"Galen Low","startTime":667.634,"endTime":669.644,"body":"we were talking about data,"},{"speaker":"Galen Low","startTime":667.634,"endTime":669.644,"body":"we're talking about metrics."},{"speaker":"Galen Low","startTime":669.7049999999999,"endTime":671.415,"body":"Man, there is an, at"},{"speaker":"Galen Low","startTime":669.7049999999999,"endTime":671.415,"body":"least in my world, there's"},{"speaker":"Galen Low","startTime":671.415,"endTime":674.4449999999999,"body":"this ongoing debate about"},{"speaker":"Galen Low","startTime":671.415,"endTime":674.4449999999999,"body":"how to measure capacity."},{"speaker":"Galen Low","startTime":674.624,"endTime":677.535,"body":"And honestly, like so far I"},{"speaker":"Galen Low","startTime":674.624,"endTime":677.535,"body":"feel like no two people feel"},{"speaker":"Galen Low","startTime":677.535,"endTime":679.0939999999999,"body":"exactly the same way about it."},{"speaker":"Galen Low","startTime":679.274,"endTime":681.3149999999999,"body":"So I'm just wondering, based"},{"speaker":"Galen Low","startTime":679.274,"endTime":681.3149999999999,"body":"on your experience, what"},{"speaker":"Galen Low","startTime":681.3149999999999,"endTime":685.185,"body":"capacity metrics actually help"},{"speaker":"Galen Low","startTime":681.3149999999999,"endTime":685.185,"body":"delivery teams and which ones"},{"speaker":"Galen Low","startTime":685.185,"endTime":686.5649999999999,"body":"just kind of create noise?"},{"speaker":"Galen Low","startTime":686.5649999999999,"endTime":689.175,"body":"Like is utilization still"},{"speaker":"Galen Low","startTime":686.5649999999999,"endTime":689.175,"body":"a good measure of things?"},{"speaker":"Brandon Llewellyn","startTime":689.42,"endTime":691.4,"body":"I have three"},{"speaker":"Brandon Llewellyn","startTime":689.42,"endTime":691.4,"body":"sets of numbers that I look"},{"speaker":"Brandon Llewellyn","startTime":691.4,"endTime":695.54,"body":"at, or three kind of numbers"},{"speaker":"Brandon Llewellyn","startTime":691.4,"endTime":695.54,"body":"that I look at, and that's it."},{"speaker":"Brandon Llewellyn","startTime":695.81,"endTime":698.93,"body":"I keep it pretty simple to"},{"speaker":"Brandon Llewellyn","startTime":695.81,"endTime":698.93,"body":"get the job done for me, and"},{"speaker":"Brandon Llewellyn","startTime":699.019,"endTime":701.15,"body":"I can't guarantee that all"},{"speaker":"Brandon Llewellyn","startTime":699.019,"endTime":701.15,"body":"the stuff that I say here"},{"speaker":"Brandon Llewellyn","startTime":701.15,"endTime":704.0899999999999,"body":"today is gonna be applicable"},{"speaker":"Brandon Llewellyn","startTime":701.15,"endTime":704.0899999999999,"body":"to all of your listeners."},{"speaker":"Brandon Llewellyn","startTime":704.0899999999999,"endTime":705.92,"body":"But I can say this absolutely"},{"speaker":"Brandon Llewellyn","startTime":704.0899999999999,"endTime":705.92,"body":"works for me and for"},{"speaker":"Brandon Llewellyn","startTime":705.92,"endTime":707.749,"body":"our company, and it may"},{"speaker":"Brandon Llewellyn","startTime":705.92,"endTime":707.749,"body":"work for you if you're a"},{"speaker":"Brandon Llewellyn","startTime":707.749,"endTime":708.8589999999999,"body":"service-based company as well."},{"speaker":"Brandon Llewellyn","startTime":709.209,"endTime":711.879,"body":"First question was like, let's"},{"speaker":"Brandon Llewellyn","startTime":709.209,"endTime":711.879,"body":"talk about capacity stuff."},{"speaker":"Brandon Llewellyn","startTime":711.9689999999999,"endTime":714.9689999999999,"body":"Then it was like, is utilization"},{"speaker":"Brandon Llewellyn","startTime":711.9689999999999,"endTime":714.9689999999999,"body":"a number that is useful anymore?"},{"speaker":"Brandon Llewellyn","startTime":715.119,"endTime":717.819,"body":"The three numbers that I"},{"speaker":"Brandon Llewellyn","startTime":715.119,"endTime":717.819,"body":"look at are utilization,"},{"speaker":"Brandon Llewellyn","startTime":717.9689999999999,"endTime":720.2189999999999,"body":"estimated time versus actual"},{"speaker":"Brandon Llewellyn","startTime":717.9689999999999,"endTime":720.2189999999999,"body":"time, which in other words"},{"speaker":"Brandon Llewellyn","startTime":720.2189999999999,"endTime":723.879,"body":"is project budgets and then"},{"speaker":"Brandon Llewellyn","startTime":720.2189999999999,"endTime":723.879,"body":"capacity and workload tracking."},{"speaker":"Brandon Llewellyn","startTime":724.149,"endTime":726.93,"body":"Utilization and capacity"},{"speaker":"Brandon Llewellyn","startTime":724.149,"endTime":726.93,"body":"tracking are kind"},{"speaker":"Brandon Llewellyn","startTime":726.93,"endTime":727.68,"body":"of the same thing."},{"speaker":"Brandon Llewellyn","startTime":727.68,"endTime":729.9889999999999,"body":"It's just that utilization"},{"speaker":"Brandon Llewellyn","startTime":727.68,"endTime":729.9889999999999,"body":"is the actual side,"},{"speaker":"Brandon Llewellyn","startTime":730.17,"endTime":731.0989999999999,"body":"what actually happened."},{"speaker":"Brandon Llewellyn","startTime":731.31,"endTime":733.259,"body":"Whereas capacity and"},{"speaker":"Brandon Llewellyn","startTime":731.31,"endTime":733.259,"body":"workload is kind of like"},{"speaker":"Brandon Llewellyn","startTime":733.259,"endTime":735.54,"body":"on the planning side, which"},{"speaker":"Brandon Llewellyn","startTime":733.259,"endTime":735.54,"body":"is like, we're projecting"},{"speaker":"Brandon Llewellyn","startTime":735.54,"endTime":736.68,"body":"this to look like this."},{"speaker":"Brandon Llewellyn","startTime":736.77,"endTime":738.54,"body":"And so I track all three"},{"speaker":"Brandon Llewellyn","startTime":736.77,"endTime":738.54,"body":"of those things and they"},{"speaker":"Brandon Llewellyn","startTime":738.54,"endTime":740.55,"body":"all have their own value"},{"speaker":"Brandon Llewellyn","startTime":738.54,"endTime":740.55,"body":"that it brings to me."},{"speaker":"Brandon Llewellyn","startTime":740.6999999999999,"endTime":743.2189999999999,"body":"And that's basically all I"},{"speaker":"Brandon Llewellyn","startTime":740.6999999999999,"endTime":743.2189999999999,"body":"track as the head of delivery."},{"speaker":"Brandon Llewellyn","startTime":743.2189999999999,"endTime":745.2339999999999,"body":"And so, is there one of those"},{"speaker":"Brandon Llewellyn","startTime":743.2189999999999,"endTime":745.2339999999999,"body":"or all of 'em that you wanna"},{"speaker":"Brandon Llewellyn","startTime":745.2339999999999,"endTime":747.994,"body":"get into and kinda explain"},{"speaker":"Brandon Llewellyn","startTime":745.2339999999999,"endTime":747.994,"body":"why it's useful and how I"},{"speaker":"Brandon Llewellyn","startTime":747.994,"endTime":748.895,"body":"track these kinds of things?"},{"speaker":"Galen Low","startTime":748.9839999999999,"endTime":750.994,"body":"I mean, I would love"},{"speaker":"Galen Low","startTime":748.9839999999999,"endTime":750.994,"body":"to get into the utilization"},{"speaker":"Galen Low","startTime":750.994,"endTime":752.1949999999999,"body":"and the capacity planning bit."},{"speaker":"Galen Low","startTime":752.1949999999999,"endTime":755.1949999999999,"body":"So basically kind of like"},{"speaker":"Galen Low","startTime":752.1949999999999,"endTime":755.1949999999999,"body":"forecasting capacity, what"},{"speaker":"Galen Low","startTime":755.1949999999999,"endTime":758.645,"body":"we'd call sort of resourcing"},{"speaker":"Galen Low","startTime":755.1949999999999,"endTime":758.645,"body":"or casting versus utilization."},{"speaker":"Galen Low","startTime":758.645,"endTime":761.8539999999999,"body":"And I'd love to dive into the"},{"speaker":"Galen Low","startTime":758.645,"endTime":761.8539999999999,"body":"idea of like utilization as"},{"speaker":"Galen Low","startTime":762.0649999999999,"endTime":763.1899999999999,"body":"a measure of billable time."},{"speaker":"Galen Low","startTime":763.899,"endTime":767.259,"body":"But not necessarily a"},{"speaker":"Galen Low","startTime":763.899,"endTime":767.259,"body":"representation of how people"},{"speaker":"Galen Low","startTime":767.259,"endTime":768.4889999999999,"body":"are spending their entire time."},{"speaker":"Galen Low","startTime":768.5799999999999,"endTime":770.019,"body":"At least in my experience,"},{"speaker":"Galen Low","startTime":768.5799999999999,"endTime":770.019,"body":"it's always been like,"},{"speaker":"Galen Low","startTime":770.139,"endTime":772.9889999999999,"body":"you know, hit this, you"},{"speaker":"Galen Low","startTime":770.139,"endTime":772.9889999999999,"body":"know, 70, 80% billability."},{"speaker":"Galen Low","startTime":773.0799999999999,"endTime":775.2389999999999,"body":"That helps us with our"},{"speaker":"Galen Low","startTime":773.0799999999999,"endTime":775.2389999999999,"body":"utilization rates and that's"},{"speaker":"Galen Low","startTime":775.2389999999999,"endTime":776.259,"body":"how we run our business."},{"speaker":"Galen Low","startTime":776.379,"endTime":779.049,"body":"But you alluded to it earlier,"},{"speaker":"Galen Low","startTime":776.379,"endTime":779.049,"body":"sometimes folks feel busy."},{"speaker":"Galen Low","startTime":780.155,"endTime":782.375,"body":"And they're doing something and"},{"speaker":"Galen Low","startTime":780.155,"endTime":782.375,"body":"maybe it's just not billable"},{"speaker":"Galen Low","startTime":782.375,"endTime":784.235,"body":"and maybe it's invisible"},{"speaker":"Galen Low","startTime":782.375,"endTime":784.235,"body":"because we're like, oh, that"},{"speaker":"Galen Low","startTime":784.235,"endTime":785.495,"body":"20% we don't care about it."},{"speaker":"Galen Low","startTime":785.555,"endTime":787.685,"body":"We only care about"},{"speaker":"Galen Low","startTime":785.555,"endTime":787.685,"body":"the 80% billability."},{"speaker":"Galen Low","startTime":787.8349999999999,"endTime":790.0849999999999,"body":"And then we know we're"},{"speaker":"Galen Low","startTime":787.8349999999999,"endTime":790.0849999999999,"body":"making money, and if you"},{"speaker":"Galen Low","startTime":790.0849999999999,"endTime":793.805,"body":"guys feel busy, you know,"},{"speaker":"Galen Low","startTime":790.0849999999999,"endTime":793.805,"body":"kinda your problem, so."},{"speaker":"Galen Low","startTime":794.015,"endTime":795.8149999999999,"body":"Yeah, maybe we can dive"},{"speaker":"Galen Low","startTime":794.015,"endTime":795.8149999999999,"body":"into those utilization"},{"speaker":"Galen Low","startTime":795.8149999999999,"endTime":796.985,"body":"versus capacity planning."},{"speaker":"Galen Low","startTime":797.105,"endTime":799.295,"body":"I like it because for you it's"},{"speaker":"Galen Low","startTime":797.105,"endTime":799.295,"body":"like, you know, you're looking"},{"speaker":"Galen Low","startTime":799.295,"endTime":802.5649999999999,"body":"at it as a, what we estimate"},{"speaker":"Galen Low","startTime":799.295,"endTime":802.5649999999999,"body":"or predict versus what actually"},{"speaker":"Galen Low","startTime":802.5649999999999,"endTime":804.245,"body":"happened and then adjusting."},{"speaker":"Galen Low","startTime":804.31,"endTime":806.38,"body":"So, yeah, I wonder if you could"},{"speaker":"Galen Low","startTime":804.31,"endTime":806.38,"body":"talk to me about your flow for"},{"speaker":"Galen Low","startTime":806.38,"endTime":809.4399999999999,"body":"just like planning capacity as"},{"speaker":"Galen Low","startTime":806.38,"endTime":809.4399999999999,"body":"well as measuring utilization."},{"speaker":"Brandon Llewellyn","startTime":809.5899999999999,"endTime":810.16,"body":"Yeah, sure."},{"speaker":"Brandon Llewellyn","startTime":810.2189999999999,"endTime":811.119,"body":"I think that sounds good."},{"speaker":"Brandon Llewellyn","startTime":811.27,"endTime":813.3399999999999,"body":"Let's start with capacity,"},{"speaker":"Brandon Llewellyn","startTime":811.27,"endTime":813.3399999999999,"body":"because that is inherently"},{"speaker":"Brandon Llewellyn","startTime":813.3399999999999,"endTime":815.9789999999999,"body":"the first thing that we look"},{"speaker":"Brandon Llewellyn","startTime":813.3399999999999,"endTime":815.9789999999999,"body":"at because it's the projected"},{"speaker":"Brandon Llewellyn","startTime":815.9789999999999,"endTime":816.88,"body":"or planning side of things."},{"speaker":"Brandon Llewellyn","startTime":816.88,"endTime":818.7389999999999,"body":"So I think inherently it"},{"speaker":"Brandon Llewellyn","startTime":816.88,"endTime":818.7389999999999,"body":"only makes sense for us to"},{"speaker":"Brandon Llewellyn","startTime":818.7389999999999,"endTime":819.64,"body":"talk about that to start."},{"speaker":"Brandon Llewellyn","startTime":819.79,"endTime":822.52,"body":"So when we talk about"},{"speaker":"Brandon Llewellyn","startTime":819.79,"endTime":822.52,"body":"capacity, we use Asana for our"},{"speaker":"Brandon Llewellyn","startTime":822.52,"endTime":826.0899999999999,"body":"capacity tracking, and when"},{"speaker":"Brandon Llewellyn","startTime":822.52,"endTime":826.0899999999999,"body":"you check someone's capacity."},{"speaker":"Brandon Llewellyn","startTime":826.419,"endTime":828.549,"body":"And I think this is true,"},{"speaker":"Brandon Llewellyn","startTime":826.419,"endTime":828.549,"body":"whether it's in Asana or whether"},{"speaker":"Brandon Llewellyn","startTime":828.549,"endTime":831.0989999999999,"body":"it's just like elsewhere,"},{"speaker":"Brandon Llewellyn","startTime":828.549,"endTime":831.0989999999999,"body":"is you need three inputs."},{"speaker":"Brandon Llewellyn","startTime":831.0989999999999,"endTime":832.869,"body":"You need a person"},{"speaker":"Brandon Llewellyn","startTime":831.0989999999999,"endTime":832.869,"body":"that you're tracking."},{"speaker":"Brandon Llewellyn","startTime":833.1089999999999,"endTime":836.1999999999999,"body":"You need dates or time ranges"},{"speaker":"Brandon Llewellyn","startTime":833.1089999999999,"endTime":836.1999999999999,"body":"that you're tracking this"},{"speaker":"Brandon Llewellyn","startTime":836.1999999999999,"endTime":839.7389999999999,"body":"time in, and you need work"},{"speaker":"Brandon Llewellyn","startTime":836.1999999999999,"endTime":839.7389999999999,"body":"effort score in some way."},{"speaker":"Brandon Llewellyn","startTime":839.919,"endTime":842.5899999999999,"body":"Whether that is percent"},{"speaker":"Brandon Llewellyn","startTime":839.919,"endTime":842.5899999999999,"body":"allocation of a person's time"},{"speaker":"Brandon Llewellyn","startTime":842.5899999999999,"endTime":845.619,"body":"or task count, or the one"},{"speaker":"Brandon Llewellyn","startTime":842.5899999999999,"endTime":845.619,"body":"that we use is estimated time."},{"speaker":"Brandon Llewellyn","startTime":845.769,"endTime":849.4599999999999,"body":"So inside of Asana, what we'll"},{"speaker":"Brandon Llewellyn","startTime":845.769,"endTime":849.4599999999999,"body":"do is we will have a project"},{"speaker":"Brandon Llewellyn","startTime":849.4599999999999,"endTime":852.4889999999999,"body":"where, you know, a producer has"},{"speaker":"Brandon Llewellyn","startTime":849.4599999999999,"endTime":852.4889999999999,"body":"been assigned to a project, and"},{"speaker":"Brandon Llewellyn","startTime":852.6999999999999,"endTime":854.019,"body":"from there you have two options."},{"speaker":"Brandon Llewellyn","startTime":854.3349999999999,"endTime":857.665,"body":"The first option is called"},{"speaker":"Brandon Llewellyn","startTime":854.3349999999999,"endTime":857.665,"body":"bottom up resource planning."},{"speaker":"Brandon Llewellyn","startTime":857.935,"endTime":861.055,"body":"And the way this works is"},{"speaker":"Brandon Llewellyn","startTime":857.935,"endTime":861.055,"body":"it's very detailed, it's very"},{"speaker":"Brandon Llewellyn","startTime":861.055,"endTime":864.9839999999999,"body":"granular, and it's very accurate"},{"speaker":"Brandon Llewellyn","startTime":861.055,"endTime":864.9839999999999,"body":"if done right, and how it works"},{"speaker":"Brandon Llewellyn","startTime":864.9839999999999,"endTime":867.925,"body":"is every single task you need"},{"speaker":"Brandon Llewellyn","startTime":864.9839999999999,"endTime":867.925,"body":"to do on a given project will"},{"speaker":"Brandon Llewellyn","startTime":867.925,"endTime":869.185,"body":"have all three of those things."},{"speaker":"Brandon Llewellyn","startTime":869.305,"endTime":869.935,"body":"Who's doing it?"},{"speaker":"Brandon Llewellyn","startTime":870.144,"endTime":871.884,"body":"When are they doing it,"},{"speaker":"Brandon Llewellyn","startTime":870.144,"endTime":871.884,"body":"and how much effort does"},{"speaker":"Brandon Llewellyn","startTime":871.884,"endTime":872.994,"body":"it take to do that thing?"},{"speaker":"Brandon Llewellyn","startTime":873.2049999999999,"endTime":876.175,"body":"All those things can be"},{"speaker":"Brandon Llewellyn","startTime":873.2049999999999,"endTime":876.175,"body":"bundled up into a nice"},{"speaker":"Brandon Llewellyn","startTime":876.175,"endTime":879.624,"body":"report that shows people"},{"speaker":"Brandon Llewellyn","startTime":876.175,"endTime":879.624,"body":"over time and their effort"},{"speaker":"Brandon Llewellyn","startTime":879.8349999999999,"endTime":881.42,"body":"on ongoing projects, and so."},{"speaker":"Brandon Llewellyn","startTime":882.005,"endTime":884.8249999999999,"body":"If you've got, you know, Sally"},{"speaker":"Brandon Llewellyn","startTime":882.005,"endTime":884.8249999999999,"body":"on a project for 10 hours in"},{"speaker":"Brandon Llewellyn","startTime":884.8249999999999,"endTime":887.165,"body":"this week and then, you know,"},{"speaker":"Brandon Llewellyn","startTime":884.8249999999999,"endTime":887.165,"body":"15 hours on a different project"},{"speaker":"Brandon Llewellyn","startTime":887.165,"endTime":890.3439999999999,"body":"for the same week, she's got"},{"speaker":"Brandon Llewellyn","startTime":887.165,"endTime":890.3439999999999,"body":"25 hours going to client work"},{"speaker":"Brandon Llewellyn","startTime":890.3439999999999,"endTime":892.805,"body":"in that given week, and that"},{"speaker":"Brandon Llewellyn","startTime":890.3439999999999,"endTime":892.805,"body":"might be getting close to"},{"speaker":"Brandon Llewellyn","startTime":892.805,"endTime":895.3249999999999,"body":"Sally's capacity, so let's give"},{"speaker":"Brandon Llewellyn","startTime":892.805,"endTime":895.3249999999999,"body":"something else to someone else."},{"speaker":"Brandon Llewellyn","startTime":895.505,"endTime":897.785,"body":"That's the general way of"},{"speaker":"Brandon Llewellyn","startTime":895.505,"endTime":897.785,"body":"looking at bottom up resource"},{"speaker":"Brandon Llewellyn","startTime":897.785,"endTime":900.275,"body":"planning is having those three"},{"speaker":"Brandon Llewellyn","startTime":897.785,"endTime":900.275,"body":"inputs, comparing it across"},{"speaker":"Brandon Llewellyn","startTime":900.275,"endTime":902.9449999999999,"body":"time for all your people and"},{"speaker":"Brandon Llewellyn","startTime":900.275,"endTime":902.9449999999999,"body":"being able to shift as needed."},{"speaker":"Brandon Llewellyn","startTime":903.2149999999999,"endTime":906.66,"body":"Now the problem with that is"},{"speaker":"Brandon Llewellyn","startTime":903.2149999999999,"endTime":906.66,"body":"that you would need to define."},{"speaker":"Brandon Llewellyn","startTime":907.3199999999999,"endTime":909.63,"body":"Estimated time and"},{"speaker":"Brandon Llewellyn","startTime":907.3199999999999,"endTime":909.63,"body":"dates on literally every"},{"speaker":"Brandon Llewellyn","startTime":909.63,"endTime":911.64,"body":"single thing you're doing"},{"speaker":"Brandon Llewellyn","startTime":909.63,"endTime":911.64,"body":"for a given project."},{"speaker":"Brandon Llewellyn","startTime":911.88,"endTime":915.5699999999999,"body":"And in my opinion, that actually"},{"speaker":"Brandon Llewellyn","startTime":911.88,"endTime":915.5699999999999,"body":"would lead to your reports"},{"speaker":"Brandon Llewellyn","startTime":915.5699999999999,"endTime":918.7189999999999,"body":"being unreliable because people"},{"speaker":"Brandon Llewellyn","startTime":915.5699999999999,"endTime":918.7189999999999,"body":"aren't gonna follow the process."},{"speaker":"Brandon Llewellyn","startTime":918.7189999999999,"endTime":921.9599999999999,"body":"It's just too cumbersome and"},{"speaker":"Brandon Llewellyn","startTime":918.7189999999999,"endTime":921.9599999999999,"body":"burdensome to have that defined"},{"speaker":"Brandon Llewellyn","startTime":922.2289999999999,"endTime":924.9,"body":"bottom up every single time"},{"speaker":"Brandon Llewellyn","startTime":922.2289999999999,"endTime":924.9,"body":"for every single project."},{"speaker":"Brandon Llewellyn","startTime":924.99,"endTime":926.6999999999999,"body":"And what happens if"},{"speaker":"Brandon Llewellyn","startTime":924.99,"endTime":926.6999999999999,"body":"your estimate changes?"},{"speaker":"Brandon Llewellyn","startTime":926.6999999999999,"endTime":929.01,"body":"So like, usually this"},{"speaker":"Brandon Llewellyn","startTime":926.6999999999999,"endTime":929.01,"body":"call takes an hour, but"},{"speaker":"Brandon Llewellyn","startTime":929.01,"endTime":929.8199999999999,"body":"what if it ticked two?"},{"speaker":"Brandon Llewellyn","startTime":929.9689999999999,"endTime":931.9499999999999,"body":"This time, you're gonna have"},{"speaker":"Brandon Llewellyn","startTime":929.9689999999999,"endTime":931.9499999999999,"body":"to go in and change that."},{"speaker":"Brandon Llewellyn","startTime":931.9499999999999,"endTime":934.1089999999999,"body":"Otherwise your report's not"},{"speaker":"Brandon Llewellyn","startTime":931.9499999999999,"endTime":934.1089999999999,"body":"gonna be fully accurate."},{"speaker":"Brandon Llewellyn","startTime":934.4689999999999,"endTime":936.4789999999999,"body":"So the question is,"},{"speaker":"Brandon Llewellyn","startTime":934.4689999999999,"endTime":936.4789999999999,"body":"how do we solve this?"},{"speaker":"Brandon Llewellyn","startTime":937.015,"endTime":940.405,"body":"The answer is by going top"},{"speaker":"Brandon Llewellyn","startTime":937.015,"endTime":940.405,"body":"down rather than bottom up."},{"speaker":"Brandon Llewellyn","startTime":940.555,"endTime":943.165,"body":"And doing it granular for every"},{"speaker":"Brandon Llewellyn","startTime":940.555,"endTime":943.165,"body":"single task, we're actually"},{"speaker":"Brandon Llewellyn","startTime":943.165,"endTime":945.055,"body":"just applying it by role."},{"speaker":"Brandon Llewellyn","startTime":945.295,"endTime":947.935,"body":"And so if we have Sally,"},{"speaker":"Brandon Llewellyn","startTime":945.295,"endTime":947.935,"body":"and we have Brad on a given"},{"speaker":"Brandon Llewellyn","startTime":947.935,"endTime":950.605,"body":"project and you know, Sally's"},{"speaker":"Brandon Llewellyn","startTime":947.935,"endTime":950.605,"body":"a designer and Brad is our"},{"speaker":"Brandon Llewellyn","startTime":950.605,"endTime":953.5749999999999,"body":"strategic advisor, let's just"},{"speaker":"Brandon Llewellyn","startTime":950.605,"endTime":953.5749999999999,"body":"say, rather than having like"},{"speaker":"Brandon Llewellyn","startTime":953.605,"endTime":956.9649999999999,"body":"Sally's, you know, task 1, 2,"},{"speaker":"Brandon Llewellyn","startTime":953.605,"endTime":956.9649999999999,"body":"3, 4, 5, and all the different"},{"speaker":"Brandon Llewellyn","startTime":956.9649999999999,"endTime":959.425,"body":"estimated time on those tasks,"},{"speaker":"Brandon Llewellyn","startTime":956.9649999999999,"endTime":959.425,"body":"we would just have Sally."},{"speaker":"Brandon Llewellyn","startTime":959.9649999999999,"endTime":962.515,"body":"In a time period, like a"},{"speaker":"Brandon Llewellyn","startTime":959.9649999999999,"endTime":962.515,"body":"duration of the project and"},{"speaker":"Brandon Llewellyn","startTime":962.515,"endTime":965.905,"body":"her estimated work effort on"},{"speaker":"Brandon Llewellyn","startTime":962.515,"endTime":965.905,"body":"that project, like 15 hours"},{"speaker":"Brandon Llewellyn","startTime":965.935,"endTime":967.525,"body":"over the span of a month."},{"speaker":"Galen Low","startTime":967.645,"endTime":968.935,"body":"I'm a"},{"speaker":"Galen Low","startTime":967.645,"endTime":968.935,"body":"huge fan of top down."},{"speaker":"Galen Low","startTime":968.935,"endTime":971.545,"body":"We used to be bottom up at a lot"},{"speaker":"Galen Low","startTime":968.935,"endTime":971.545,"body":"of the agencies that I worked"},{"speaker":"Galen Low","startTime":971.545,"endTime":972.744,"body":"at and it was overwhelming."},{"speaker":"Galen Low","startTime":972.8639999999999,"endTime":975.535,"body":"And you know, we're trying to"},{"speaker":"Galen Low","startTime":972.8639999999999,"endTime":975.535,"body":"plan every second of everyone's"},{"speaker":"Galen Low","startTime":975.535,"endTime":978.265,"body":"day and we're not accounting"},{"speaker":"Galen Low","startTime":975.535,"endTime":978.265,"body":"for things like, you know, bio"},{"speaker":"Galen Low","startTime":978.265,"endTime":980.5749999999999,"body":"breaks or context switching"},{"speaker":"Galen Low","startTime":978.265,"endTime":980.5749999999999,"body":"or anything like that."},{"speaker":"Galen Low","startTime":980.8439999999999,"endTime":982.6139999999999,"body":"I just wanted to come"},{"speaker":"Galen Low","startTime":980.8439999999999,"endTime":982.6139999999999,"body":"back to the idea about"},{"speaker":"Galen Low","startTime":982.6139999999999,"endTime":985.795,"body":"productization because"},{"speaker":"Galen Low","startTime":982.6139999999999,"endTime":985.795,"body":"you were saying that Yeah."},{"speaker":"Galen Low","startTime":985.795,"endTime":988.7339999999999,"body":"If you can sort of productize"},{"speaker":"Galen Low","startTime":985.795,"endTime":988.7339999999999,"body":"or templatize the work."},{"speaker":"Galen Low","startTime":989.045,"endTime":990.875,"body":"You know, then it's"},{"speaker":"Galen Low","startTime":989.045,"endTime":990.875,"body":"easier to sell."},{"speaker":"Galen Low","startTime":990.875,"endTime":993.635,"body":"And folks doing the work, once"},{"speaker":"Galen Low","startTime":990.875,"endTime":993.635,"body":"it's sort of more repeatable,"},{"speaker":"Galen Low","startTime":993.7239999999999,"endTime":995.9449999999999,"body":"you know, it's less cerebral,"},{"speaker":"Galen Low","startTime":993.7239999999999,"endTime":995.9449999999999,"body":"it's not as much of a"},{"speaker":"Galen Low","startTime":995.9449999999999,"endTime":997.3249999999999,"body":"cognitive lift to do the work."},{"speaker":"Galen Low","startTime":997.4739999999999,"endTime":999.9649999999999,"body":"And then I know that some folks"},{"speaker":"Galen Low","startTime":997.4739999999999,"endTime":999.9649999999999,"body":"that I've worked with, and even"},{"speaker":"Galen Low","startTime":999.9649999999999,"endTime":1002.635,"body":"myself, we'd be like, oh, okay,"},{"speaker":"Galen Low","startTime":999.9649999999999,"endTime":1002.635,"body":"well now we need to measure"},{"speaker":"Galen Low","startTime":1002.7239999999999,"endTime":1004.045,"body":"how long every task takes."},{"speaker":"Galen Low","startTime":1004.165,"endTime":1006.775,"body":"And we would probably"},{"speaker":"Galen Low","startTime":1004.165,"endTime":1006.775,"body":"gravitate towards bottom"},{"speaker":"Galen Low","startTime":1006.775,"endTime":1007.7339999999999,"body":"up because we wanna know."},{"speaker":"Galen Low","startTime":1008.2389999999999,"endTime":1011.6899999999999,"body":"What the tasks are involved"},{"speaker":"Galen Low","startTime":1008.2389999999999,"endTime":1011.6899999999999,"body":"to get the thing done so that"},{"speaker":"Galen Low","startTime":1011.6899999999999,"endTime":1012.8,"body":"we can productize it a bit."},{"speaker":"Galen Low","startTime":1012.8,"endTime":1015.7099999999999,"body":"And then we know that like if"},{"speaker":"Galen Low","startTime":1012.8,"endTime":1015.7099999999999,"body":"we need to double that, you"},{"speaker":"Galen Low","startTime":1015.7099999999999,"endTime":1018.499,"body":"know, if there's twice as many"},{"speaker":"Galen Low","startTime":1015.7099999999999,"endTime":1018.499,"body":"pages or twice as many graphics"},{"speaker":"Galen Low","startTime":1018.499,"endTime":1019.759,"body":"or twice as much code, I dunno."},{"speaker":"Galen Low","startTime":1019.8589999999999,"endTime":1021.809,"body":"And we need to, you"},{"speaker":"Galen Low","startTime":1019.8589999999999,"endTime":1021.809,"body":"know, double that."},{"speaker":"Galen Low","startTime":1022.374,"endTime":1026.094,"body":"Can you still productize"},{"speaker":"Galen Low","startTime":1022.374,"endTime":1026.094,"body":"effectively when you're"},{"speaker":"Galen Low","startTime":1026.2440000000001,"endTime":1027.714,"body":"planning capacity top down?"},{"speaker":"Galen Low","startTime":1027.954,"endTime":1028.674,"body":"How does that look for you?"},{"speaker":"Brandon Llewellyn","startTime":1029.0040000000001,"endTime":1030.444,"body":"Yeah, and"},{"speaker":"Brandon Llewellyn","startTime":1029.0040000000001,"endTime":1030.444,"body":"I think that's one of the"},{"speaker":"Brandon Llewellyn","startTime":1030.444,"endTime":1033.384,"body":"trade-offs is that if you"},{"speaker":"Brandon Llewellyn","startTime":1030.444,"endTime":1033.384,"body":"start going down that road"},{"speaker":"Brandon Llewellyn","startTime":1033.384,"endTime":1035.784,"body":"of productization and you're"},{"speaker":"Brandon Llewellyn","startTime":1033.384,"endTime":1035.784,"body":"starting to define everything"},{"speaker":"Brandon Llewellyn","startTime":1035.784,"endTime":1038.2440000000001,"body":"at such a granular level"},{"speaker":"Brandon Llewellyn","startTime":1035.784,"endTime":1038.2440000000001,"body":"like that to make things"},{"speaker":"Brandon Llewellyn","startTime":1038.2440000000001,"endTime":1041.544,"body":"easy, you may have a harder"},{"speaker":"Brandon Llewellyn","startTime":1038.2440000000001,"endTime":1041.544,"body":"time tracking your capacity"},{"speaker":"Brandon Llewellyn","startTime":1041.544,"endTime":1043.465,"body":"because of the fact that"},{"speaker":"Brandon Llewellyn","startTime":1041.544,"endTime":1043.465,"body":"you're gonna have to do that."},{"speaker":"Brandon Llewellyn","startTime":1043.465,"endTime":1045.864,"body":"And I think you can probably"},{"speaker":"Brandon Llewellyn","startTime":1043.465,"endTime":1045.864,"body":"find a happy mid-ground"},{"speaker":"Brandon Llewellyn","startTime":1045.864,"endTime":1046.7939999999999,"body":"between those two things."},{"speaker":"Brandon Llewellyn","startTime":1046.7939999999999,"endTime":1048.639,"body":"But there's certainly a trade"},{"speaker":"Brandon Llewellyn","startTime":1046.7939999999999,"endTime":1048.639,"body":"off that you should be aware of."},{"speaker":"Brandon Llewellyn","startTime":1049.299,"endTime":1052.749,"body":"As long as you're confident"},{"speaker":"Brandon Llewellyn","startTime":1049.299,"endTime":1052.749,"body":"in your ability to manage that"},{"speaker":"Brandon Llewellyn","startTime":1052.749,"endTime":1056.379,"body":"ongoing, it's still worth it"},{"speaker":"Brandon Llewellyn","startTime":1052.749,"endTime":1056.379,"body":"and it's still slightly more"},{"speaker":"Brandon Llewellyn","startTime":1056.6789999999999,"endTime":1059.349,"body":"reliable and accurate as long"},{"speaker":"Brandon Llewellyn","startTime":1056.6789999999999,"endTime":1059.349,"body":"as you have good compliance"},{"speaker":"Brandon Llewellyn","startTime":1059.349,"endTime":1060.849,"body":"to do a bottom up planning."},{"speaker":"Brandon Llewellyn","startTime":1061.029,"endTime":1062.234,"body":"It's just, it doesn't"},{"speaker":"Brandon Llewellyn","startTime":1061.029,"endTime":1062.234,"body":"work for every team."},{"speaker":"Galen Low","startTime":1062.844,"endTime":1063.234,"body":"That's fair."},{"speaker":"Galen Low","startTime":1063.234,"endTime":1065.154,"body":"And I think, you know, when"},{"speaker":"Galen Low","startTime":1063.234,"endTime":1065.154,"body":"you were even just saying"},{"speaker":"Galen Low","startTime":1065.154,"endTime":1067.524,"body":"the individual's names, I"},{"speaker":"Galen Low","startTime":1065.154,"endTime":1067.524,"body":"was like, oh yeah, don't"},{"speaker":"Galen Low","startTime":1067.524,"endTime":1069.205,"body":"forget, these are individuals."},{"speaker":"Galen Low","startTime":1069.354,"endTime":1070.104,"body":"We're not robots."},{"speaker":"Galen Low","startTime":1070.104,"endTime":1071.7549999999999,"body":"We don't all work at"},{"speaker":"Galen Low","startTime":1070.104,"endTime":1071.7549999999999,"body":"the same efficiency."},{"speaker":"Galen Low","startTime":1071.7549999999999,"endTime":1075.354,"body":"We don't, you know, work at the"},{"speaker":"Galen Low","startTime":1071.7549999999999,"endTime":1075.354,"body":"same level all day long, you"},{"speaker":"Galen Low","startTime":1075.354,"endTime":1076.854,"body":"know, eight, 10 hours a day."},{"speaker":"Galen Low","startTime":1077.124,"endTime":1079.495,"body":"And as you were explaining to"},{"speaker":"Galen Low","startTime":1077.124,"endTime":1079.495,"body":"me, I'm like, actually, top"},{"speaker":"Galen Low","startTime":1079.495,"endTime":1081.955,"body":"down does make a lot of sense,"},{"speaker":"Galen Low","startTime":1079.495,"endTime":1081.955,"body":"even if you're productizing."},{"speaker":"Galen Low","startTime":1081.955,"endTime":1085.5539999999999,"body":"Because for me, the origins of"},{"speaker":"Galen Low","startTime":1081.955,"endTime":1085.5539999999999,"body":"productization, like we would do"},{"speaker":"Galen Low","startTime":1085.675,"endTime":1088.7939999999999,"body":"capacity based billing or value"},{"speaker":"Galen Low","startTime":1085.675,"endTime":1088.7939999999999,"body":"based, it's like, well, you're"},{"speaker":"Galen Low","startTime":1088.7939999999999,"endTime":1089.7839999999999,"body":"gonna get this much value."},{"speaker":"Galen Low","startTime":1090.01,"endTime":1093.28,"body":"Or you're gonna get this many"},{"speaker":"Galen Low","startTime":1090.01,"endTime":1093.28,"body":"people's time, a percentage"},{"speaker":"Galen Low","startTime":1093.28,"endTime":1094.24,"body":"of this many people's time."},{"speaker":"Galen Low","startTime":1094.3899999999999,"endTime":1096.189,"body":"And you know, that's how"},{"speaker":"Galen Low","startTime":1094.3899999999999,"endTime":1096.189,"body":"we would sell it through."},{"speaker":"Galen Low","startTime":1096.4289999999999,"endTime":1099.82,"body":"Which also means we don't need"},{"speaker":"Galen Low","startTime":1096.4289999999999,"endTime":1099.82,"body":"to know how long each individual"},{"speaker":"Galen Low","startTime":1099.82,"endTime":1102.189,"body":"task takes and then remeasure"},{"speaker":"Galen Low","startTime":1099.82,"endTime":1102.189,"body":"it when that task changes."},{"speaker":"Galen Low","startTime":1102.189,"endTime":1103.36,"body":"Or we get a do new tool."},{"speaker":"Galen Low","startTime":1103.4189999999999,"endTime":1105.4289999999999,"body":"You know, we're literally"},{"speaker":"Galen Low","startTime":1103.4189999999999,"endTime":1105.4289999999999,"body":"counting grains of sand"},{"speaker":"Galen Low","startTime":1105.4289999999999,"endTime":1107.6789999999999,"body":"versus saying, you want"},{"speaker":"Galen Low","startTime":1105.4289999999999,"endTime":1107.6789999999999,"body":"a beach, you get a beach."},{"speaker":"Galen Low","startTime":1107.8899999999999,"endTime":1110.29,"body":"You know, like it's staffed"},{"speaker":"Galen Low","startTime":1107.8899999999999,"endTime":1110.29,"body":"by this many people."},{"speaker":"Galen Low","startTime":1110.4089999999999,"endTime":1113.439,"body":"There's a lifeguard, you know,"},{"speaker":"Galen Low","startTime":1110.4089999999999,"endTime":1113.439,"body":"like you hit the beach and"},{"speaker":"Galen Low","startTime":1113.53,"endTime":1114.219,"body":"don't even worry about it."},{"speaker":"Galen Low","startTime":1114.219,"endTime":1116.32,"body":"And we're not even gonna worry"},{"speaker":"Galen Low","startTime":1114.219,"endTime":1116.32,"body":"about how much each grain of"},{"speaker":"Galen Low","startTime":1116.32,"endTime":1117.3999999999999,"body":"sand on that beach weighs."},{"speaker":"Galen Low","startTime":1117.614,"endTime":1119.684,"body":"Because at the end of"},{"speaker":"Galen Low","startTime":1117.614,"endTime":1119.684,"body":"the day it won't matter."},{"speaker":"Galen Low","startTime":1119.684,"endTime":1121.964,"body":"And then you spend all your time"},{"speaker":"Galen Low","startTime":1119.684,"endTime":1121.964,"body":"measuring these grains of sand."},{"speaker":"Galen Low","startTime":1122.234,"endTime":1124.814,"body":"I do wanna get back into that"},{"speaker":"Galen Low","startTime":1122.234,"endTime":1124.814,"body":"a little later on, but I also"},{"speaker":"Galen Low","startTime":1124.814,"endTime":1127.874,"body":"wondered if we could like tilt"},{"speaker":"Galen Low","startTime":1124.814,"endTime":1127.874,"body":"a little bit into like hiring."},{"speaker":"Galen Low","startTime":1128.0249999999999,"endTime":1130.814,"body":"'cause I find a lot of the"},{"speaker":"Galen Low","startTime":1128.0249999999999,"endTime":1130.814,"body":"time in my community, folks"},{"speaker":"Galen Low","startTime":1130.814,"endTime":1132.434,"body":"are, as you say, they're busy."},{"speaker":"Galen Low","startTime":1132.495,"endTime":1133.634,"body":"They feel at capacity."},{"speaker":"Galen Low","startTime":1133.634,"endTime":1135.464,"body":"The data doesn't show"},{"speaker":"Galen Low","startTime":1133.634,"endTime":1135.464,"body":"that they're at capacity."},{"speaker":"Galen Low","startTime":1135.464,"endTime":1138.104,"body":"The revenue's not, you know,"},{"speaker":"Galen Low","startTime":1135.464,"endTime":1138.104,"body":"showing that they're hitting"},{"speaker":"Galen Low","startTime":1138.104,"endTime":1141.644,"body":"their goals in terms of where"},{"speaker":"Galen Low","startTime":1138.104,"endTime":1141.644,"body":"the agency or other service"},{"speaker":"Galen Low","startTime":1141.644,"endTime":1143.2649999999999,"body":"based organization is at."},{"speaker":"Galen Low","startTime":1143.685,"endTime":1146.715,"body":"And I think a lot of folks"},{"speaker":"Galen Low","startTime":1143.685,"endTime":1146.715,"body":"are being asked to, to a"},{"speaker":"Galen Low","startTime":1146.715,"endTime":1149.985,"body":"greater degree, justify adding"},{"speaker":"Galen Low","startTime":1146.715,"endTime":1149.985,"body":"headcount when they're feeling"},{"speaker":"Galen Low","startTime":1149.985,"endTime":1151.5439999999999,"body":"like they're at capacity."},{"speaker":"Galen Low","startTime":1151.844,"endTime":1154.814,"body":"And then there's the other"},{"speaker":"Galen Low","startTime":1151.844,"endTime":1154.814,"body":"complicating factor of AI, and"},{"speaker":"Galen Low","startTime":1154.814,"endTime":1157.485,"body":"I think a lot of organizations"},{"speaker":"Galen Low","startTime":1154.814,"endTime":1157.485,"body":"now are being asked to justify"},{"speaker":"Galen Low","startTime":1157.485,"endTime":1159.945,"body":"new hires by explaining"},{"speaker":"Galen Low","startTime":1157.485,"endTime":1159.945,"body":"why AI can't do the work."},{"speaker":"Galen Low","startTime":1160.094,"endTime":1160.245,"body":"So."},{"speaker":"Galen Low","startTime":1160.745,"endTime":1162.424,"body":"I thought I maybe asked,"},{"speaker":"Galen Low","startTime":1160.745,"endTime":1162.424,"body":"you know, this, about this"},{"speaker":"Galen Low","startTime":1162.424,"endTime":1165.245,"body":"relationship, like how"},{"speaker":"Galen Low","startTime":1162.424,"endTime":1165.245,"body":"can solid team utilization"},{"speaker":"Galen Low","startTime":1165.245,"endTime":1168.3039999999999,"body":"metrics be packaged in a way"},{"speaker":"Galen Low","startTime":1165.245,"endTime":1168.3039999999999,"body":"that can make the case that"},{"speaker":"Galen Low","startTime":1168.454,"endTime":1171.5439999999999,"body":"actually we need more humans,"},{"speaker":"Galen Low","startTime":1168.454,"endTime":1171.5439999999999,"body":"we indeed need more humans,"},{"speaker":"Galen Low","startTime":1171.5439999999999,"endTime":1172.894,"body":"not just agents, not just AI."},{"speaker":"Galen Low","startTime":1172.894,"endTime":1174.844,"body":"We need more humans"},{"speaker":"Galen Low","startTime":1172.894,"endTime":1174.844,"body":"to get this work done."},{"speaker":"Brandon Llewellyn","startTime":1175.174,"endTime":1175.714,"body":"Yeah."},{"speaker":"Brandon Llewellyn","startTime":1175.714,"endTime":1179.434,"body":"I think these topics of like"},{"speaker":"Brandon Llewellyn","startTime":1175.714,"endTime":1179.434,"body":"hiring and utilization and"},{"speaker":"Brandon Llewellyn","startTime":1179.434,"endTime":1184.2649999999999,"body":"using it as a tool to justify"},{"speaker":"Brandon Llewellyn","startTime":1179.434,"endTime":1184.2649999999999,"body":"or, you know, bring receipts"},{"speaker":"Brandon Llewellyn","startTime":1184.2649999999999,"endTime":1185.5249999999999,"body":"to conversations like this."},{"speaker":"Brandon Llewellyn","startTime":1186.009,"endTime":1187.57,"body":"They're very connected."},{"speaker":"Brandon Llewellyn","startTime":1187.81,"endTime":1189.549,"body":"And so I have thoughts here,"},{"speaker":"Brandon Llewellyn","startTime":1187.81,"endTime":1189.549,"body":"like when we talk about"},{"speaker":"Brandon Llewellyn","startTime":1189.549,"endTime":1191.739,"body":"utilization, for those of you"},{"speaker":"Brandon Llewellyn","startTime":1189.549,"endTime":1191.739,"body":"who are listening and maybe,"},{"speaker":"Brandon Llewellyn","startTime":1191.86,"endTime":1193.509,"body":"you know, you've heard this"},{"speaker":"Brandon Llewellyn","startTime":1191.86,"endTime":1193.509,"body":"word before, but you're not"},{"speaker":"Brandon Llewellyn","startTime":1193.509,"endTime":1195.699,"body":"sure exactly what it means,"},{"speaker":"Brandon Llewellyn","startTime":1193.509,"endTime":1195.699,"body":"and it's been defined a million"},{"speaker":"Brandon Llewellyn","startTime":1195.699,"endTime":1196.9289999999999,"body":"different ways on the internet."},{"speaker":"Brandon Llewellyn","startTime":1197.1689999999999,"endTime":1199.449,"body":"Generally what we're looking"},{"speaker":"Brandon Llewellyn","startTime":1197.1689999999999,"endTime":1199.449,"body":"at here is like how much of"},{"speaker":"Brandon Llewellyn","startTime":1199.449,"endTime":1202.239,"body":"our team's time, our producer's"},{"speaker":"Brandon Llewellyn","startTime":1199.449,"endTime":1202.239,"body":"time is being spent on."},{"speaker":"Brandon Llewellyn","startTime":1202.56,"endTime":1203.1299999999999,"body":"Client work."},{"speaker":"Brandon Llewellyn","startTime":1203.37,"endTime":1204.33,"body":"That's what it goes down to."},{"speaker":"Brandon Llewellyn","startTime":1204.33,"endTime":1206.25,"body":"So if you have someone"},{"speaker":"Brandon Llewellyn","startTime":1204.33,"endTime":1206.25,"body":"working for 40 hours a week"},{"speaker":"Brandon Llewellyn","startTime":1206.25,"endTime":1208.1689999999999,"body":"for you, what percent of"},{"speaker":"Brandon Llewellyn","startTime":1206.25,"endTime":1208.1689999999999,"body":"that time is being spent on"},{"speaker":"Brandon Llewellyn","startTime":1208.1689999999999,"endTime":1209.73,"body":"client work in an DL state?"},{"speaker":"Brandon Llewellyn","startTime":1209.85,"endTime":1211.86,"body":"And so I guess what you're"},{"speaker":"Brandon Llewellyn","startTime":1209.85,"endTime":1211.86,"body":"asking here, Galen, and is"},{"speaker":"Brandon Llewellyn","startTime":1211.86,"endTime":1213.75,"body":"like, you know, if we're"},{"speaker":"Brandon Llewellyn","startTime":1211.86,"endTime":1213.75,"body":"having a discussion about"},{"speaker":"Brandon Llewellyn","startTime":1213.75,"endTime":1216.4089999999999,"body":"maybe hiring and the leadership"},{"speaker":"Brandon Llewellyn","startTime":1213.75,"endTime":1216.4089999999999,"body":"is like, Hey, could we maybe"},{"speaker":"Brandon Llewellyn","startTime":1216.589,"endTime":1217.879,"body":"bring AI into the picture?"},{"speaker":"Brandon Llewellyn","startTime":1217.879,"endTime":1219.619,"body":"Like how could this"},{"speaker":"Brandon Llewellyn","startTime":1217.879,"endTime":1219.619,"body":"look utilization?"},{"speaker":"Brandon Llewellyn","startTime":1219.619,"endTime":1221.809,"body":"Let's put it on the back"},{"speaker":"Brandon Llewellyn","startTime":1219.619,"endTime":1221.809,"body":"burner for now and just talk"},{"speaker":"Brandon Llewellyn","startTime":1221.809,"endTime":1223.249,"body":"about like AI and hiring."},{"speaker":"Brandon Llewellyn","startTime":1223.249,"endTime":1225.829,"body":"And then maybe we can pull"},{"speaker":"Brandon Llewellyn","startTime":1223.249,"endTime":1225.829,"body":"that back into how that"},{"speaker":"Brandon Llewellyn","startTime":1225.829,"endTime":1227.569,"body":"all works with utilization"},{"speaker":"Brandon Llewellyn","startTime":1225.829,"endTime":1227.569,"body":"and why that's important."},{"speaker":"Brandon Llewellyn","startTime":1227.864,"endTime":1229.814,"body":"So my first thought here is"},{"speaker":"Brandon Llewellyn","startTime":1227.864,"endTime":1229.814,"body":"that, like, you might have"},{"speaker":"Brandon Llewellyn","startTime":1229.814,"endTime":1231.824,"body":"heard this before, so this"},{"speaker":"Brandon Llewellyn","startTime":1229.814,"endTime":1231.824,"body":"is not a any groundbreaking"},{"speaker":"Brandon Llewellyn","startTime":1231.824,"endTime":1235.604,"body":"take on AI, but as far as"},{"speaker":"Brandon Llewellyn","startTime":1231.824,"endTime":1235.604,"body":"like AI and how it works with"},{"speaker":"Brandon Llewellyn","startTime":1235.604,"endTime":1238.184,"body":"people and hiring, for the"},{"speaker":"Brandon Llewellyn","startTime":1235.604,"endTime":1238.184,"body":"most part, the value that"},{"speaker":"Brandon Llewellyn","startTime":1238.184,"endTime":1239.954,"body":"AI will provide is tactical."},{"speaker":"Brandon Llewellyn","startTime":1240.164,"endTime":1242.624,"body":"There's not a lot of"},{"speaker":"Brandon Llewellyn","startTime":1240.164,"endTime":1242.624,"body":"strategic or creative value"},{"speaker":"Brandon Llewellyn","startTime":1242.624,"endTime":1244.124,"body":"that I can see right now."},{"speaker":"Brandon Llewellyn","startTime":1244.124,"endTime":1245.594,"body":"And don't get me wrong,"},{"speaker":"Brandon Llewellyn","startTime":1244.124,"endTime":1245.594,"body":"don't quote me on this,"},{"speaker":"Brandon Llewellyn","startTime":1245.624,"endTime":1247.514,"body":"'cause in six months it might"},{"speaker":"Brandon Llewellyn","startTime":1245.624,"endTime":1247.514,"body":"be completely different."},{"speaker":"Brandon Llewellyn","startTime":1247.7839999999999,"endTime":1249.854,"body":"But current state,"},{"speaker":"Brandon Llewellyn","startTime":1247.7839999999999,"endTime":1249.854,"body":"again, the real value"},{"speaker":"Brandon Llewellyn","startTime":1249.854,"endTime":1251.084,"body":"that AI can provide is."},{"speaker":"Brandon Llewellyn","startTime":1251.299,"endTime":1254.029,"body":"To help your workflows better,"},{"speaker":"Brandon Llewellyn","startTime":1251.299,"endTime":1254.029,"body":"to become more efficient,"},{"speaker":"Brandon Llewellyn","startTime":1254.209,"endTime":1256.369,"body":"to take care of some of"},{"speaker":"Brandon Llewellyn","startTime":1254.209,"endTime":1256.369,"body":"the tactical stuff that you"},{"speaker":"Brandon Llewellyn","startTime":1256.369,"endTime":1257.329,"body":"don't want to have to do."},{"speaker":"Brandon Llewellyn","startTime":1257.509,"endTime":1260.839,"body":"But then there's still gonna"},{"speaker":"Brandon Llewellyn","startTime":1257.509,"endTime":1260.839,"body":"be a lot of space for humans to"},{"speaker":"Brandon Llewellyn","startTime":1260.839,"endTime":1263.479,"body":"be providing the value in the"},{"speaker":"Brandon Llewellyn","startTime":1260.839,"endTime":1263.479,"body":"creative space, the strategic"},{"speaker":"Brandon Llewellyn","startTime":1263.479,"endTime":1264.859,"body":"space, that kind of space."},{"speaker":"Brandon Llewellyn","startTime":1264.859,"endTime":1267.9189999999999,"body":"And so it depends on what"},{"speaker":"Brandon Llewellyn","startTime":1264.859,"endTime":1267.9189999999999,"body":"kind of role we're talking"},{"speaker":"Brandon Llewellyn","startTime":1267.9189999999999,"endTime":1270.979,"body":"about hiring for, but"},{"speaker":"Brandon Llewellyn","startTime":1267.9189999999999,"endTime":1270.979,"body":"justifying hiring with"},{"speaker":"Brandon Llewellyn","startTime":1270.979,"endTime":1274.1789999999999,"body":"AI, I. Everyone should be"},{"speaker":"Brandon Llewellyn","startTime":1270.979,"endTime":1274.1789999999999,"body":"willing to adapt in some way"},{"speaker":"Brandon Llewellyn","startTime":1274.1789999999999,"endTime":1275.019,"body":"to what we're seeing here."},{"speaker":"Brandon Llewellyn","startTime":1275.019,"endTime":1276.969,"body":"And I think like if you're not"},{"speaker":"Brandon Llewellyn","startTime":1275.019,"endTime":1276.969,"body":"adapting in some way, you're"},{"speaker":"Brandon Llewellyn","startTime":1276.969,"endTime":1277.959,"body":"probably falling behind."},{"speaker":"Brandon Llewellyn","startTime":1278.079,"endTime":1279.639,"body":"But it all depends on"},{"speaker":"Brandon Llewellyn","startTime":1278.079,"endTime":1279.639,"body":"the nature of the work"},{"speaker":"Brandon Llewellyn","startTime":1279.639,"endTime":1280.329,"body":"that we're talking about."},{"speaker":"Galen Low","startTime":1280.599,"endTime":1281.319,"body":"I think"},{"speaker":"Galen Low","startTime":1280.599,"endTime":1281.319,"body":"it's totally fair."},{"speaker":"Galen Low","startTime":1281.319,"endTime":1282.849,"body":"If I'm picking out what you're"},{"speaker":"Galen Low","startTime":1281.319,"endTime":1282.849,"body":"putting down, it's kinda like,"},{"speaker":"Galen Low","startTime":1282.889,"endTime":1287.239,"body":"AI in its current form has a lot"},{"speaker":"Galen Low","startTime":1282.889,"endTime":1287.239,"body":"of potential, but presently in"},{"speaker":"Galen Low","startTime":1287.239,"endTime":1290.774,"body":"its practicality is great for"},{"speaker":"Galen Low","startTime":1287.239,"endTime":1290.774,"body":"like augmenting or optimizing"},{"speaker":"Galen Low","startTime":1290.854,"endTime":1292.254,"body":"productivity or efficiency."},{"speaker":"Galen Low","startTime":1292.674,"endTime":1294.684,"body":"But not yet at that point"},{"speaker":"Galen Low","startTime":1292.674,"endTime":1294.684,"body":"where you're like, oh,"},{"speaker":"Galen Low","startTime":1294.684,"endTime":1295.524,"body":"well yeah, that's okay."},{"speaker":"Galen Low","startTime":1295.524,"endTime":1298.254,"body":"We can sell through a million"},{"speaker":"Galen Low","startTime":1295.524,"endTime":1298.254,"body":"dollar piece of business."},{"speaker":"Galen Low","startTime":1298.344,"endTime":1300.894,"body":"But instead of hiring more"},{"speaker":"Galen Low","startTime":1298.344,"endTime":1300.894,"body":"people to take on that work,"},{"speaker":"Galen Low","startTime":1300.894,"endTime":1303.354,"body":"even though everyone's busy,"},{"speaker":"Galen Low","startTime":1300.894,"endTime":1303.354,"body":"we're just going to like,"},{"speaker":"Galen Low","startTime":1303.384,"endTime":1304.314,"body":"you know, build an agent."},{"speaker":"Galen Low","startTime":1304.344,"endTime":1306.444,"body":"We're just going to, you"},{"speaker":"Galen Low","startTime":1304.344,"endTime":1306.444,"body":"know, vibe code our way"},{"speaker":"Galen Low","startTime":1306.444,"endTime":1308.064,"body":"into a new team member."},{"speaker":"Galen Low","startTime":1308.244,"endTime":1310.874,"body":"To your point, even if that is"},{"speaker":"Galen Low","startTime":1308.244,"endTime":1310.874,"body":"possible and I know that folks"},{"speaker":"Galen Low","startTime":1310.874,"endTime":1312.734,"body":"who are working on it right"},{"speaker":"Galen Low","startTime":1310.874,"endTime":1312.734,"body":"now, you know, working with"},{"speaker":"Galen Low","startTime":1312.734,"endTime":1315.254,"body":"micro teams to try and feel"},{"speaker":"Galen Low","startTime":1312.734,"endTime":1315.254,"body":"like, you know, you're working"},{"speaker":"Galen Low","startTime":1315.254,"endTime":1317.744,"body":"with a giant consultancy,"},{"speaker":"Galen Low","startTime":1315.254,"endTime":1317.744,"body":"but still operationally"},{"speaker":"Galen Low","startTime":1317.744,"endTime":1318.734,"body":"they're completely different."},{"speaker":"Galen Low","startTime":1318.7939999999999,"endTime":1320.084,"body":"Like their DNA is different."},{"speaker":"Galen Low","startTime":1320.084,"endTime":1320.924,"body":"The bones are different."},{"speaker":"Galen Low","startTime":1320.924,"endTime":1323.204,"body":"Like everything about"},{"speaker":"Galen Low","startTime":1320.924,"endTime":1323.204,"body":"those teams are different."},{"speaker":"Galen Low","startTime":1323.204,"endTime":1324.884,"body":"And you need to"},{"speaker":"Galen Low","startTime":1323.204,"endTime":1324.884,"body":"adapt to get there."},{"speaker":"Galen Low","startTime":1325.064,"endTime":1326.8039999999999,"body":"And yeah, I agree with"},{"speaker":"Galen Low","startTime":1325.064,"endTime":1326.8039999999999,"body":"you need to adapt."},{"speaker":"Galen Low","startTime":1326.954,"endTime":1328.214,"body":"It's like start adapting now."},{"speaker":"Galen Low","startTime":1328.394,"endTime":1330.854,"body":"But I do appreciate that"},{"speaker":"Galen Low","startTime":1328.394,"endTime":1330.854,"body":"argument that yeah, we're"},{"speaker":"Galen Low","startTime":1330.854,"endTime":1332.834,"body":"not yet at that point where"},{"speaker":"Galen Low","startTime":1330.854,"endTime":1332.834,"body":"it's like, okay, cool, well"},{"speaker":"Galen Low","startTime":1332.834,"endTime":1335.324,"body":"now we don't need to hire"},{"speaker":"Galen Low","startTime":1332.834,"endTime":1335.324,"body":"another SEO specialist."},{"speaker":"Galen Low","startTime":1335.894,"endTime":1338.324,"body":"On this particular"},{"speaker":"Galen Low","startTime":1335.894,"endTime":1338.324,"body":"project because we're just"},{"speaker":"Galen Low","startTime":1338.324,"endTime":1340.454,"body":"gonna plug this GPT in"},{"speaker":"Galen Low","startTime":1338.324,"endTime":1340.454,"body":"and it's gonna be fine."},{"speaker":"Galen Low","startTime":1340.694,"endTime":1343.724,"body":"It's actually some of the work"},{"speaker":"Galen Low","startTime":1340.694,"endTime":1343.724,"body":"is the cerebral strategic work."},{"speaker":"Galen Low","startTime":1343.724,"endTime":1345.674,"body":"It's the creative"},{"speaker":"Galen Low","startTime":1343.724,"endTime":1345.674,"body":"decision making, it's the"},{"speaker":"Galen Low","startTime":1345.674,"endTime":1346.814,"body":"relationship building."},{"speaker":"Galen Low","startTime":1346.934,"endTime":1349.694,"body":"And fundamentally, our teams"},{"speaker":"Galen Low","startTime":1346.934,"endTime":1349.694,"body":"aren't yet at that point."},{"speaker":"Galen Low","startTime":1349.694,"endTime":1352.724,"body":"We have to do the work to build"},{"speaker":"Galen Low","startTime":1349.694,"endTime":1352.724,"body":"our teams up in such a way that"},{"speaker":"Galen Low","startTime":1352.844,"endTime":1355.724,"body":"it feels natural, fluid, and"},{"speaker":"Galen Low","startTime":1352.844,"endTime":1355.724,"body":"efficient to be working as a"},{"speaker":"Galen Low","startTime":1355.724,"endTime":1359.424,"body":"hybrid team with, you know, AI"},{"speaker":"Galen Low","startTime":1355.724,"endTime":1359.424,"body":"technology and human technology."},{"speaker":"Galen Low","startTime":1359.424,"endTime":1360.894,"body":"I was gonna say,"},{"speaker":"Galen Low","startTime":1359.424,"endTime":1360.894,"body":"yeah, the brain."},{"speaker":"Brandon Llewellyn","startTime":1361.854,"endTime":1364.014,"body":"And the way"},{"speaker":"Brandon Llewellyn","startTime":1361.854,"endTime":1364.014,"body":"this ties back to utilization,"},{"speaker":"Brandon Llewellyn","startTime":1364.014,"endTime":1367.134,"body":"which like I said these are"},{"speaker":"Brandon Llewellyn","startTime":1364.014,"endTime":1367.134,"body":"kind of related, is that if we"},{"speaker":"Brandon Llewellyn","startTime":1367.134,"endTime":1369.984,"body":"can get to a place where, you"},{"speaker":"Brandon Llewellyn","startTime":1367.134,"endTime":1369.984,"body":"know, leveraging AI in your"},{"speaker":"Brandon Llewellyn","startTime":1369.984,"endTime":1375.144,"body":"team can enable, say, opening"},{"speaker":"Brandon Llewellyn","startTime":1369.984,"endTime":1375.144,"body":"up percentage of hours for your"},{"speaker":"Brandon Llewellyn","startTime":1375.144,"endTime":1378.264,"body":"team to use elsewhere, that's"},{"speaker":"Brandon Llewellyn","startTime":1375.144,"endTime":1378.264,"body":"where utilization comes in."},{"speaker":"Brandon Llewellyn","startTime":1378.264,"endTime":1380.819,"body":"So imagine a scenario where,"},{"speaker":"Brandon Llewellyn","startTime":1378.264,"endTime":1380.819,"body":"you know, a team typically."},{"speaker":"Brandon Llewellyn","startTime":1381.364,"endTime":1387.514,"body":"In 2022, was able to output, say"},{"speaker":"Brandon Llewellyn","startTime":1381.364,"endTime":1387.514,"body":"X number in 30 hours of work."},{"speaker":"Brandon Llewellyn","startTime":1387.664,"endTime":1390.904,"body":"Fast forward to 2026, they"},{"speaker":"Brandon Llewellyn","startTime":1387.664,"endTime":1390.904,"body":"can do the same output"},{"speaker":"Brandon Llewellyn","startTime":1391.0539999999999,"endTime":1392.614,"body":"in 20 hours of work."},{"speaker":"Brandon Llewellyn","startTime":1392.614,"endTime":1394.444,"body":"They've got this"},{"speaker":"Brandon Llewellyn","startTime":1392.614,"endTime":1394.444,"body":"buffer now of 10 hours."},{"speaker":"Brandon Llewellyn","startTime":1394.444,"endTime":1395.614,"body":"And what do we do with that?"},{"speaker":"Brandon Llewellyn","startTime":1395.7939999999999,"endTime":1398.734,"body":"And the reason why this"},{"speaker":"Brandon Llewellyn","startTime":1395.7939999999999,"endTime":1398.734,"body":"matters is because when agency"},{"speaker":"Brandon Llewellyn","startTime":1398.734,"endTime":1400.864,"body":"leaders look at numbers like"},{"speaker":"Brandon Llewellyn","startTime":1398.734,"endTime":1400.864,"body":"utilization, they're gonna"},{"speaker":"Brandon Llewellyn","startTime":1400.9189999999999,"endTime":1403.354,"body":"say, okay, well every hour"},{"speaker":"Brandon Llewellyn","startTime":1400.9189999999999,"endTime":1403.354,"body":"that you're spending on"},{"speaker":"Brandon Llewellyn","startTime":1403.354,"endTime":1406.924,"body":"client work, you're earning X"},{"speaker":"Brandon Llewellyn","startTime":1403.354,"endTime":1406.924,"body":"number, you're earning $200."},{"speaker":"Brandon Llewellyn","startTime":1406.984,"endTime":1409.5339999999999,"body":"USD, let's just say, for"},{"speaker":"Brandon Llewellyn","startTime":1406.984,"endTime":1409.5339999999999,"body":"which is a very standard"},{"speaker":"Brandon Llewellyn","startTime":1409.5339999999999,"endTime":1409.959,"body":"rate in our space."},{"speaker":"Brandon Llewellyn","startTime":1410.509,"endTime":1412.1589999999999,"body":"For every hour of work"},{"speaker":"Brandon Llewellyn","startTime":1410.509,"endTime":1412.1589999999999,"body":"that you're bringing in."},{"speaker":"Brandon Llewellyn","startTime":1412.1589999999999,"endTime":1414.1689999999999,"body":"And so of course if we make"},{"speaker":"Brandon Llewellyn","startTime":1412.1589999999999,"endTime":1414.1689999999999,"body":"an efficiency of 10 more"},{"speaker":"Brandon Llewellyn","startTime":1414.1689999999999,"endTime":1417.889,"body":"hours by leveraging AI, that"},{"speaker":"Brandon Llewellyn","startTime":1414.1689999999999,"endTime":1417.889,"body":"person can be 10 hours more"},{"speaker":"Brandon Llewellyn","startTime":1417.949,"endTime":1419.269,"body":"efficient or productive."},{"speaker":"Brandon Llewellyn","startTime":1419.269,"endTime":1420.799,"body":"Let's just say for the agency."},{"speaker":"Brandon Llewellyn","startTime":1421.009,"endTime":1423.109,"body":"Here's the thing is that"},{"speaker":"Brandon Llewellyn","startTime":1421.009,"endTime":1423.109,"body":"now we're starting to sound"},{"speaker":"Brandon Llewellyn","startTime":1423.109,"endTime":1425.989,"body":"robotic and it's like, okay,"},{"speaker":"Brandon Llewellyn","startTime":1423.109,"endTime":1425.989,"body":"well work harder so that"},{"speaker":"Brandon Llewellyn","startTime":1425.989,"endTime":1427.249,"body":"you can be given more work."},{"speaker":"Brandon Llewellyn","startTime":1427.249,"endTime":1428.6589999999999,"body":"And so where do we"},{"speaker":"Brandon Llewellyn","startTime":1427.249,"endTime":1428.6589999999999,"body":"find that balance?"},{"speaker":"Brandon Llewellyn","startTime":1428.6589999999999,"endTime":1428.899,"body":"Right?"},{"speaker":"Brandon Llewellyn","startTime":1429.019,"endTime":1431.269,"body":"And so that might be a nice"},{"speaker":"Brandon Llewellyn","startTime":1429.019,"endTime":1431.269,"body":"segue to talk about like,"},{"speaker":"Brandon Llewellyn","startTime":1431.4189999999999,"endTime":1434.959,"body":"what does that mean if we're"},{"speaker":"Brandon Llewellyn","startTime":1431.4189999999999,"endTime":1434.959,"body":"able to enable 10 more hours"},{"speaker":"Brandon Llewellyn","startTime":1434.959,"endTime":1436.9089999999999,"body":"or a certain percentage of"},{"speaker":"Brandon Llewellyn","startTime":1434.959,"endTime":1436.9089999999999,"body":"efficiency in your company?"},{"speaker":"Galen Low","startTime":1437.434,"endTime":1439.444,"body":"Actually, let's go"},{"speaker":"Galen Low","startTime":1437.434,"endTime":1439.444,"body":"there because I, there's three"},{"speaker":"Galen Low","startTime":1439.444,"endTime":1440.524,"body":"things that I wanna touch on."},{"speaker":"Galen Low","startTime":1440.644,"endTime":1442.924,"body":"This is maybe a little off"},{"speaker":"Galen Low","startTime":1440.644,"endTime":1442.924,"body":"script, but you know, earlier"},{"speaker":"Galen Low","startTime":1442.924,"endTime":1445.444,"body":"you were talking about capacity"},{"speaker":"Galen Low","startTime":1442.924,"endTime":1445.444,"body":"planning and utilization."},{"speaker":"Galen Low","startTime":1445.444,"endTime":1447.514,"body":"It's kind of like the plan"},{"speaker":"Galen Low","startTime":1445.444,"endTime":1447.514,"body":"versus actual, and then we're"},{"speaker":"Galen Low","startTime":1447.514,"endTime":1450.124,"body":"talking about efficiency"},{"speaker":"Galen Low","startTime":1447.514,"endTime":1450.124,"body":"gains through technology,"},{"speaker":"Galen Low","startTime":1450.124,"endTime":1453.364,"body":"through AI could be, you"},{"speaker":"Galen Low","startTime":1450.124,"endTime":1453.364,"body":"know, a 10% efficiency gain."},{"speaker":"Galen Low","startTime":1453.634,"endTime":1456.334,"body":"And if 10 people are on the"},{"speaker":"Galen Low","startTime":1453.634,"endTime":1456.334,"body":"team, does that mean they"},{"speaker":"Galen Low","startTime":1456.334,"endTime":1460.324,"body":"basically have room to do the"},{"speaker":"Galen Low","startTime":1456.334,"endTime":1460.324,"body":"job of one more full-time hire?"},{"speaker":"Galen Low","startTime":1460.444,"endTime":1461.734,"body":"Maybe it doesn't work that way."},{"speaker":"Galen Low","startTime":1461.824,"endTime":1464.739,"body":"I'm curious about like, maybe"},{"speaker":"Galen Low","startTime":1461.824,"endTime":1464.739,"body":"even like the end to end flow."},{"speaker":"Galen Low","startTime":1464.739,"endTime":1466.4189999999999,"body":"Maybe this is too big of"},{"speaker":"Galen Low","startTime":1464.739,"endTime":1466.4189999999999,"body":"a question, but the way"},{"speaker":"Galen Low","startTime":1466.4189999999999,"endTime":1468.1589999999999,"body":"I'm thinking about it"},{"speaker":"Galen Low","startTime":1466.4189999999999,"endTime":1468.1589999999999,"body":"is, you know, what do you"},{"speaker":"Galen Low","startTime":1468.1589999999999,"endTime":1471.789,"body":"do when planned capacity"},{"speaker":"Galen Low","startTime":1468.1589999999999,"endTime":1471.789,"body":"doesn't match utilization?"},{"speaker":"Galen Low","startTime":1471.789,"endTime":1473.829,"body":"You're not like, you know,"},{"speaker":"Galen Low","startTime":1471.789,"endTime":1473.829,"body":"you're like, okay, yeah,"},{"speaker":"Galen Low","startTime":1473.829,"endTime":1476.4089999999999,"body":"this person, Sally, she's"},{"speaker":"Galen Low","startTime":1473.829,"endTime":1476.4089999999999,"body":"gonna be 80% billable and"},{"speaker":"Galen Low","startTime":1476.4089999999999,"endTime":1478.719,"body":"we're finding that she's not,"},{"speaker":"Galen Low","startTime":1476.4089999999999,"endTime":1478.719,"body":"but she's still working on"},{"speaker":"Galen Low","startTime":1478.719,"endTime":1481.329,"body":"the same projects that, you"},{"speaker":"Galen Low","startTime":1478.719,"endTime":1481.329,"body":"know, we had assigned her to."},{"speaker":"Galen Low","startTime":1481.449,"endTime":1484.719,"body":"And it's unclear sort of where"},{"speaker":"Galen Low","startTime":1481.449,"endTime":1484.719,"body":"the time is going and why it's"},{"speaker":"Galen Low","startTime":1484.719,"endTime":1486.399,"body":"not sort of billable time."},{"speaker":"Galen Low","startTime":1486.609,"endTime":1488.474,"body":"And then maybe we could"},{"speaker":"Galen Low","startTime":1486.609,"endTime":1488.474,"body":"dive into like a bit about."},{"speaker":"Galen Low","startTime":1488.999,"endTime":1492.239,"body":"What you do when there's"},{"speaker":"Galen Low","startTime":1488.999,"endTime":1492.239,"body":"efficiency gains, how to"},{"speaker":"Galen Low","startTime":1492.239,"endTime":1495.6589999999999,"body":"not just pile more work"},{"speaker":"Galen Low","startTime":1492.239,"endTime":1495.6589999999999,"body":"on somebody and whether or"},{"speaker":"Galen Low","startTime":1495.6589999999999,"endTime":1497.9089999999999,"body":"not that even makes sense"},{"speaker":"Galen Low","startTime":1495.6589999999999,"endTime":1497.9089999999999,"body":"and what to do instead if"},{"speaker":"Galen Low","startTime":1497.9089999999999,"endTime":1499.019,"body":"that's not what makes sense."},{"speaker":"Brandon Llewellyn","startTime":1499.379,"endTime":1499.649,"body":"Sure."},{"speaker":"Brandon Llewellyn","startTime":1499.6789999999999,"endTime":1502.739,"body":"Let's pull it back to yeah the"},{"speaker":"Brandon Llewellyn","startTime":1499.6789999999999,"endTime":1502.739,"body":"capacity versus utilization."},{"speaker":"Brandon Llewellyn","startTime":1502.739,"endTime":1503.279,"body":"So what do we do?"},{"speaker":"Brandon Llewellyn","startTime":1503.279,"endTime":1506.624,"body":"You know, Sally, we've kind"},{"speaker":"Brandon Llewellyn","startTime":1503.279,"endTime":1506.624,"body":"of set a target, let's just"},{"speaker":"Brandon Llewellyn","startTime":1506.624,"endTime":1508.124,"body":"say, for her utilization."},{"speaker":"Brandon Llewellyn","startTime":1508.3039999999999,"endTime":1510.254,"body":"And she's busy, but she's"},{"speaker":"Brandon Llewellyn","startTime":1508.3039999999999,"endTime":1510.254,"body":"not quite hitting it."},{"speaker":"Brandon Llewellyn","startTime":1510.254,"endTime":1511.184,"body":"And the question is, why?"},{"speaker":"Brandon Llewellyn","startTime":1511.184,"endTime":1513.494,"body":"And diagnosing this issue"},{"speaker":"Brandon Llewellyn","startTime":1511.184,"endTime":1513.494,"body":"is something that I think"},{"speaker":"Brandon Llewellyn","startTime":1513.674,"endTime":1515.8039999999999,"body":"most agencies will have to"},{"speaker":"Brandon Llewellyn","startTime":1513.674,"endTime":1515.8039999999999,"body":"deal with at some point."},{"speaker":"Brandon Llewellyn","startTime":1515.954,"endTime":1518.114,"body":"So there's plenty of ways you"},{"speaker":"Brandon Llewellyn","startTime":1515.954,"endTime":1518.114,"body":"can approach this, the first"},{"speaker":"Brandon Llewellyn","startTime":1518.114,"endTime":1519.5539999999999,"body":"place to go to your estimate."},{"speaker":"Brandon Llewellyn","startTime":1519.5539999999999,"endTime":1522.824,"body":"So do we think that what"},{"speaker":"Brandon Llewellyn","startTime":1519.5539999999999,"endTime":1522.824,"body":"we estimated for, you know,"},{"speaker":"Brandon Llewellyn","startTime":1522.824,"endTime":1526.214,"body":"Sally's effort on a given"},{"speaker":"Brandon Llewellyn","startTime":1522.824,"endTime":1526.214,"body":"project is this panning out?"},{"speaker":"Brandon Llewellyn","startTime":1526.334,"endTime":1529.364,"body":"And this kind of comes back"},{"speaker":"Brandon Llewellyn","startTime":1526.334,"endTime":1529.364,"body":"to why I track project budgets"},{"speaker":"Brandon Llewellyn","startTime":1529.364,"endTime":1532.124,"body":"and estimate versus actual,"},{"speaker":"Brandon Llewellyn","startTime":1529.364,"endTime":1532.124,"body":"that's one of the other metrics"},{"speaker":"Brandon Llewellyn","startTime":1532.124,"endTime":1533.864,"body":"that I mentioned there in"},{"speaker":"Brandon Llewellyn","startTime":1532.124,"endTime":1533.864,"body":"that list that I provided."},{"speaker":"Brandon Llewellyn","startTime":1534.164,"endTime":1536.924,"body":"And it helps us understand,"},{"speaker":"Brandon Llewellyn","startTime":1534.164,"endTime":1536.924,"body":"okay, well we thought this"},{"speaker":"Brandon Llewellyn","startTime":1536.924,"endTime":1540.224,"body":"project was gonna be 10 hours"},{"speaker":"Brandon Llewellyn","startTime":1536.924,"endTime":1540.224,"body":"and historically it's been 10"},{"speaker":"Brandon Llewellyn","startTime":1540.224,"endTime":1542.564,"body":"hours, but now it's looking"},{"speaker":"Brandon Llewellyn","startTime":1540.224,"endTime":1542.564,"body":"like it's more like 15."},{"speaker":"Brandon Llewellyn","startTime":1542.684,"endTime":1543.644,"body":"So what do we do about that?"},{"speaker":"Brandon Llewellyn","startTime":1543.644,"endTime":1546.494,"body":"Is that a trend that we want to"},{"speaker":"Brandon Llewellyn","startTime":1543.644,"endTime":1546.494,"body":"actually, you know, permanently"},{"speaker":"Brandon Llewellyn","startTime":1546.494,"endTime":1547.994,"body":"change in our estimation?"},{"speaker":"Brandon Llewellyn","startTime":1548.084,"endTime":1550.394,"body":"And that will impact the"},{"speaker":"Brandon Llewellyn","startTime":1548.084,"endTime":1550.394,"body":"backend on how that looks in"},{"speaker":"Brandon Llewellyn","startTime":1550.394,"endTime":1553.454,"body":"Sally's utilization once we"},{"speaker":"Brandon Llewellyn","startTime":1550.394,"endTime":1553.454,"body":"expect her to be putting 15"},{"speaker":"Brandon Llewellyn","startTime":1553.454,"endTime":1554.894,"body":"rather than 10 into a project."},{"speaker":"Brandon Llewellyn","startTime":1555.104,"endTime":1556.154,"body":"So check in your estimates."},{"speaker":"Brandon Llewellyn","startTime":1556.444,"endTime":1558.424,"body":"If you can't move the estimate,"},{"speaker":"Brandon Llewellyn","startTime":1556.444,"endTime":1558.424,"body":"then you're gonna have to change"},{"speaker":"Brandon Llewellyn","startTime":1558.424,"endTime":1559.624,"body":"the price of the product, right?"},{"speaker":"Brandon Llewellyn","startTime":1559.624,"endTime":1561.604,"body":"And so you're gonna have"},{"speaker":"Brandon Llewellyn","startTime":1559.624,"endTime":1561.604,"body":"to actually either make"},{"speaker":"Brandon Llewellyn","startTime":1561.604,"endTime":1563.854,"body":"it cheaper or make it"},{"speaker":"Brandon Llewellyn","startTime":1561.604,"endTime":1563.854,"body":"more expensive to start to"},{"speaker":"Brandon Llewellyn","startTime":1563.854,"endTime":1564.964,"body":"match what that looks like."},{"speaker":"Brandon Llewellyn","startTime":1564.994,"endTime":1567.484,"body":"'cause if you have to do it in"},{"speaker":"Brandon Llewellyn","startTime":1564.994,"endTime":1567.484,"body":"10 hours and you can't change"},{"speaker":"Brandon Llewellyn","startTime":1567.484,"endTime":1570.004,"body":"that, then we can't expect Sally"},{"speaker":"Brandon Llewellyn","startTime":1567.484,"endTime":1570.004,"body":"to be that much more productive."},{"speaker":"Brandon Llewellyn","startTime":1570.094,"endTime":1571.654,"body":"It's likely you have"},{"speaker":"Brandon Llewellyn","startTime":1570.094,"endTime":1571.654,"body":"to change the price."},{"speaker":"Brandon Llewellyn","startTime":1571.714,"endTime":1574.174,"body":"But these conversations are"},{"speaker":"Brandon Llewellyn","startTime":1571.714,"endTime":1574.174,"body":"all enabled by the data."},{"speaker":"Brandon Llewellyn","startTime":1574.174,"endTime":1575.914,"body":"And so collecting"},{"speaker":"Brandon Llewellyn","startTime":1574.174,"endTime":1575.914,"body":"this information is so"},{"speaker":"Brandon Llewellyn","startTime":1575.914,"endTime":1577.559,"body":"important so that you"},{"speaker":"Brandon Llewellyn","startTime":1575.914,"endTime":1577.559,"body":"can open up and say, Hey."},{"speaker":"Brandon Llewellyn","startTime":1578.0439999999999,"endTime":1579.874,"body":"We thought it was 10, it wasn't."},{"speaker":"Brandon Llewellyn","startTime":1580.0539999999999,"endTime":1580.894,"body":"Can we talk about that?"},{"speaker":"Brandon Llewellyn","startTime":1580.894,"endTime":1582.574,"body":"Can we understand what was"},{"speaker":"Brandon Llewellyn","startTime":1580.894,"endTime":1582.574,"body":"hard about this project?"},{"speaker":"Brandon Llewellyn","startTime":1582.664,"endTime":1585.5439999999999,"body":"There's other factors like"},{"speaker":"Brandon Llewellyn","startTime":1582.664,"endTime":1585.5439999999999,"body":"what if Sally's new, or what"},{"speaker":"Brandon Llewellyn","startTime":1585.5439999999999,"endTime":1587.644,"body":"if this was a PITA client?"},{"speaker":"Brandon Llewellyn","startTime":1587.644,"endTime":1589.924,"body":"Like, you know, there's plenty"},{"speaker":"Brandon Llewellyn","startTime":1587.644,"endTime":1589.924,"body":"of things there and so do you"},{"speaker":"Brandon Llewellyn","startTime":1589.924,"endTime":1592.774,"body":"wanna, may wait for, you know,"},{"speaker":"Brandon Llewellyn","startTime":1589.924,"endTime":1592.774,"body":"trends to emerge to make it"},{"speaker":"Brandon Llewellyn","startTime":1593.0439999999999,"endTime":1595.144,"body":"very clear that this, that"},{"speaker":"Brandon Llewellyn","startTime":1593.0439999999999,"endTime":1595.144,"body":"a change needs to be made."},{"speaker":"Brandon Llewellyn","startTime":1595.144,"endTime":1597.754,"body":"But that's typically how"},{"speaker":"Brandon Llewellyn","startTime":1595.144,"endTime":1597.754,"body":"I go about the diagnosing"},{"speaker":"Brandon Llewellyn","startTime":1597.754,"endTime":1598.684,"body":"these kinds of problems."},{"speaker":"Galen Low","startTime":1599.104,"endTime":1600.424,"body":"Gosh, who was"},{"speaker":"Galen Low","startTime":1599.104,"endTime":1600.424,"body":"I talking to recently?"},{"speaker":"Galen Low","startTime":1600.424,"endTime":1602.824,"body":"I feel like it might've been"},{"speaker":"Galen Low","startTime":1600.424,"endTime":1602.824,"body":"our mutual friend, Marcel"},{"speaker":"Galen Low","startTime":1602.834,"endTime":1605.854,"body":"Petitpas, and he was saying"},{"speaker":"Galen Low","startTime":1602.834,"endTime":1605.854,"body":"operations is such a different"},{"speaker":"Galen Low","startTime":1605.854,"endTime":1607.144,"body":"lens than project management."},{"speaker":"Galen Low","startTime":1607.234,"endTime":1609.484,"body":"And even though a lot of folks"},{"speaker":"Galen Low","startTime":1607.234,"endTime":1609.484,"body":"go from project management"},{"speaker":"Galen Low","startTime":1609.484,"endTime":1611.674,"body":"into operations, you know,"},{"speaker":"Galen Low","startTime":1609.484,"endTime":1611.674,"body":"it's a transformation"},{"speaker":"Galen Low","startTime":1611.674,"endTime":1612.574,"body":"that has to take place."},{"speaker":"Galen Low","startTime":1612.694,"endTime":1614.524,"body":"And what I'm thinking about"},{"speaker":"Galen Low","startTime":1612.694,"endTime":1614.524,"body":"as you're saying that is"},{"speaker":"Galen Low","startTime":1614.524,"endTime":1617.074,"body":"like I love the sort of"},{"speaker":"Galen Low","startTime":1614.524,"endTime":1617.074,"body":"data and trends and I feel"},{"speaker":"Galen Low","startTime":1617.104,"endTime":1619.324,"body":"like, you know, to make a"},{"speaker":"Galen Low","startTime":1617.104,"endTime":1619.324,"body":"baseball analogy as someone."},{"speaker":"Galen Low","startTime":1619.549,"endTime":1621.139,"body":"It doesn't really"},{"speaker":"Galen Low","startTime":1619.549,"endTime":1621.139,"body":"follow baseball anymore."},{"speaker":"Galen Low","startTime":1621.199,"endTime":1622.894,"body":"But you know, the project"},{"speaker":"Galen Low","startTime":1621.199,"endTime":1622.894,"body":"manager you know, you have"},{"speaker":"Galen Low","startTime":1622.894,"endTime":1624.604,"body":"your at bat, so you're up"},{"speaker":"Galen Low","startTime":1622.894,"endTime":1624.604,"body":"there, you're swinging the bat."},{"speaker":"Galen Low","startTime":1624.694,"endTime":1626.5539999999999,"body":"It's like, you know, you're"},{"speaker":"Galen Low","startTime":1624.694,"endTime":1626.5539999999999,"body":"swinging three times."},{"speaker":"Galen Low","startTime":1626.5539999999999,"endTime":1629.014,"body":"If three of your projects are"},{"speaker":"Galen Low","startTime":1626.5539999999999,"endTime":1629.014,"body":"like over budget, you're like,"},{"speaker":"Galen Low","startTime":1629.014,"endTime":1630.724,"body":"oh my gosh, I'm in the doghouse."},{"speaker":"Galen Low","startTime":1630.724,"endTime":1632.014,"body":"This business is gonna tank."},{"speaker":"Galen Low","startTime":1632.134,"endTime":1634.564,"body":"That's the perspective"},{"speaker":"Galen Low","startTime":1632.134,"endTime":1634.564,"body":"of the project manager."},{"speaker":"Galen Low","startTime":1634.774,"endTime":1636.334,"body":"Whereas when you zoom"},{"speaker":"Galen Low","startTime":1634.774,"endTime":1636.334,"body":"out, you know, and"},{"speaker":"Galen Low","startTime":1636.334,"endTime":1638.4189999999999,"body":"you're like operations,"},{"speaker":"Galen Low","startTime":1636.334,"endTime":1638.4189999999999,"body":"you're like the manager."},{"speaker":"Galen Low","startTime":1638.4189999999999,"endTime":1639.184,"body":"The coach, right?"},{"speaker":"Galen Low","startTime":1639.184,"endTime":1640.774,"body":"You're like, okay,"},{"speaker":"Galen Low","startTime":1639.184,"endTime":1640.774,"body":"well that's all right."},{"speaker":"Galen Low","startTime":1640.8039999999999,"endTime":1643.174,"body":"We have other people"},{"speaker":"Galen Low","startTime":1640.8039999999999,"endTime":1643.174,"body":"who got on base."},{"speaker":"Galen Low","startTime":1643.204,"endTime":1644.824,"body":"They saw the bat, they"},{"speaker":"Galen Low","startTime":1643.204,"endTime":1644.824,"body":"hit the ball, they got"},{"speaker":"Galen Low","startTime":1644.824,"endTime":1645.814,"body":"on base, and that's okay."},{"speaker":"Galen Low","startTime":1645.814,"endTime":1646.984,"body":"And in the season."},{"speaker":"Galen Low","startTime":1647.289,"endTime":1648.279,"body":"We're still okay."},{"speaker":"Galen Low","startTime":1648.279,"endTime":1650.859,"body":"Like we still might make"},{"speaker":"Galen Low","startTime":1648.279,"endTime":1650.859,"body":"it into the World Series."},{"speaker":"Galen Low","startTime":1650.859,"endTime":1654.129,"body":"We might still be okay, even"},{"speaker":"Galen Low","startTime":1650.859,"endTime":1654.129,"body":"though we won some and we"},{"speaker":"Galen Low","startTime":1654.129,"endTime":1656.949,"body":"lost some, and you struck"},{"speaker":"Galen Low","startTime":1654.129,"endTime":1656.949,"body":"out on these games and you"},{"speaker":"Galen Low","startTime":1656.949,"endTime":1659.379,"body":"hit a home run on this one"},{"speaker":"Galen Low","startTime":1656.949,"endTime":1659.379,"body":"and like you have to zoom"},{"speaker":"Galen Low","startTime":1659.379,"endTime":1660.489,"body":"out and look at that data."},{"speaker":"Galen Low","startTime":1660.609,"endTime":1663.309,"body":"I found that in my agency"},{"speaker":"Galen Low","startTime":1660.609,"endTime":1663.309,"body":"days, we'd zoom in, we'd"},{"speaker":"Galen Low","startTime":1663.309,"endTime":1664.989,"body":"be like, oh my gosh,"},{"speaker":"Galen Low","startTime":1663.309,"endTime":1664.989,"body":"what's the problem here?"},{"speaker":"Galen Low","startTime":1665.079,"endTime":1665.619,"body":"Oh gosh."},{"speaker":"Galen Low","startTime":1665.619,"endTime":1667.269,"body":"Like Sally's gotta,"},{"speaker":"Galen Low","startTime":1665.619,"endTime":1667.269,"body":"she's gotta go."},{"speaker":"Galen Low","startTime":1667.274,"endTime":1668.0439999999999,"body":"Right, right."},{"speaker":"Galen Low","startTime":1668.0439999999999,"endTime":1671.109,"body":"Like, because then that's gonna"},{"speaker":"Galen Low","startTime":1668.0439999999999,"endTime":1671.109,"body":"fix everything without actually"},{"speaker":"Galen Low","startTime":1671.199,"endTime":1672.939,"body":"zooming out and looking at"},{"speaker":"Galen Low","startTime":1671.199,"endTime":1672.939,"body":"the data and looking at the"},{"speaker":"Galen Low","startTime":1672.939,"endTime":1675.339,"body":"patterns to understand whether,"},{"speaker":"Galen Low","startTime":1672.939,"endTime":1675.339,"body":"actually, you know what?"},{"speaker":"Galen Low","startTime":1675.394,"endTime":1678.064,"body":"This might be the thing that"},{"speaker":"Galen Low","startTime":1675.394,"endTime":1678.064,"body":"is just getting more expensive"},{"speaker":"Galen Low","startTime":1678.064,"endTime":1680.5539999999999,"body":"to do and maybe even looking"},{"speaker":"Galen Low","startTime":1678.064,"endTime":1680.5539999999999,"body":"at our competitors and be like,"},{"speaker":"Galen Low","startTime":1680.5539999999999,"endTime":1683.134,"body":"okay, well, you know, maybe"},{"speaker":"Galen Low","startTime":1680.5539999999999,"endTime":1683.134,"body":"that's just how it's shifting."},{"speaker":"Galen Low","startTime":1683.314,"endTime":1684.844,"body":"I wonder if we"},{"speaker":"Galen Low","startTime":1683.314,"endTime":1684.844,"body":"could like flip it."},{"speaker":"Galen Low","startTime":1684.904,"endTime":1686.104,"body":"Maybe we could do"},{"speaker":"Galen Low","startTime":1684.904,"endTime":1686.104,"body":"the opposite now."},{"speaker":"Galen Low","startTime":1686.104,"endTime":1688.084,"body":"'cause we're talking about"},{"speaker":"Galen Low","startTime":1686.104,"endTime":1688.084,"body":"efficiency gains through"},{"speaker":"Galen Low","startTime":1688.084,"endTime":1691.2939999999999,"body":"technology, through things like"},{"speaker":"Galen Low","startTime":1688.084,"endTime":1691.2939999999999,"body":"AI and that idea that, okay,"},{"speaker":"Galen Low","startTime":1691.2939999999999,"endTime":1695.224,"body":"well if we can get a team to"},{"speaker":"Galen Low","startTime":1691.2939999999999,"endTime":1695.224,"body":"be 10% more efficient, then we"},{"speaker":"Galen Low","startTime":1695.224,"endTime":1697.0539999999999,"body":"can pile 10% more work on them."},{"speaker":"Galen Low","startTime":1697.174,"endTime":1698.944,"body":"But then it comes along with"},{"speaker":"Galen Low","startTime":1697.174,"endTime":1698.944,"body":"a whole bunch of other things."},{"speaker":"Galen Low","startTime":1698.944,"endTime":1699.7839999999999,"body":"How do you price it?"},{"speaker":"Galen Low","startTime":1699.874,"endTime":1702.004,"body":"Are you gonna drop the price"},{"speaker":"Galen Low","startTime":1699.874,"endTime":1702.004,"body":"because you got more efficient"},{"speaker":"Galen Low","startTime":1702.004,"endTime":1702.874,"body":"at delivering something?"},{"speaker":"Galen Low","startTime":1702.974,"endTime":1704.084,"body":"What does that look"},{"speaker":"Galen Low","startTime":1702.974,"endTime":1704.084,"body":"like in your world?"},{"speaker":"Brandon Llewellyn","startTime":1704.339,"endTime":1706.469,"body":"Yeah,"},{"speaker":"Brandon Llewellyn","startTime":1704.339,"endTime":1706.469,"body":"and this is such a tough"},{"speaker":"Brandon Llewellyn","startTime":1706.469,"endTime":1707.369,"body":"question to answer."},{"speaker":"Brandon Llewellyn","startTime":1707.369,"endTime":1710.099,"body":"I've got so many thoughts here"},{"speaker":"Brandon Llewellyn","startTime":1707.369,"endTime":1710.099,"body":"and it really depends, you know,"},{"speaker":"Brandon Llewellyn","startTime":1710.099,"endTime":1711.4189999999999,"body":"what lens we approach it from."},{"speaker":"Brandon Llewellyn","startTime":1711.719,"endTime":1712.649,"body":"So let me think through this."},{"speaker":"Brandon Llewellyn","startTime":1712.649,"endTime":1716.579,"body":"Like first of all, if you're"},{"speaker":"Brandon Llewellyn","startTime":1712.649,"endTime":1716.579,"body":"able to gain 10%, or let's just"},{"speaker":"Brandon Llewellyn","startTime":1716.579,"endTime":1720.629,"body":"say 10 hours of efficiencies"},{"speaker":"Brandon Llewellyn","startTime":1716.579,"endTime":1720.629,"body":"through great process and more"},{"speaker":"Brandon Llewellyn","startTime":1720.629,"endTime":1722.999,"body":"importantly leveraging something"},{"speaker":"Brandon Llewellyn","startTime":1720.629,"endTime":1722.999,"body":"like AI, what do we do with"},{"speaker":"Brandon Llewellyn","startTime":1722.999,"endTime":1726.299,"body":"that time to we pile the work on"},{"speaker":"Brandon Llewellyn","startTime":1722.999,"endTime":1726.299,"body":"What happens if our competitors,"},{"speaker":"Brandon Llewellyn","startTime":1726.299,"endTime":1727.079,"body":"like what are they doing?"},{"speaker":"Brandon Llewellyn","startTime":1727.229,"endTime":1730.619,"body":"Do we have to lower our prices"},{"speaker":"Brandon Llewellyn","startTime":1727.229,"endTime":1730.619,"body":"to get more throughput there?"},{"speaker":"Brandon Llewellyn","startTime":1730.769,"endTime":1733.584,"body":"And I have thoughts on all of"},{"speaker":"Brandon Llewellyn","startTime":1730.769,"endTime":1733.584,"body":"this, so the first thing is that"},{"speaker":"Brandon Llewellyn","startTime":1733.614,"endTime":1737.604,"body":"from the leader perspective,"},{"speaker":"Brandon Llewellyn","startTime":1733.614,"endTime":1737.604,"body":"if every other competitor is"},{"speaker":"Brandon Llewellyn","startTime":1737.604,"endTime":1740.724,"body":"seeing the same efficiency"},{"speaker":"Brandon Llewellyn","startTime":1737.604,"endTime":1740.724,"body":"gains, the market is going to"},{"speaker":"Brandon Llewellyn","startTime":1740.724,"endTime":1743.7839999999999,"body":"basically tell you that you"},{"speaker":"Brandon Llewellyn","startTime":1740.724,"endTime":1743.7839999999999,"body":"have to pile more work on."},{"speaker":"Brandon Llewellyn","startTime":1744.584,"endTime":1746.5339999999999,"body":"Or lower your price to put"},{"speaker":"Brandon Llewellyn","startTime":1744.584,"endTime":1746.5339999999999,"body":"the throughput through,"},{"speaker":"Brandon Llewellyn","startTime":1746.5339999999999,"endTime":1748.874,"body":"because that is the new"},{"speaker":"Brandon Llewellyn","startTime":1746.5339999999999,"endTime":1748.874,"body":"standard in this space."},{"speaker":"Brandon Llewellyn","startTime":1749.204,"endTime":1751.484,"body":"And so the first thing"},{"speaker":"Brandon Llewellyn","startTime":1749.204,"endTime":1751.484,"body":"that I think about is like,"},{"speaker":"Brandon Llewellyn","startTime":1751.574,"endTime":1753.7939999999999,"body":"that is a very difficult"},{"speaker":"Brandon Llewellyn","startTime":1751.574,"endTime":1753.7939999999999,"body":"decision to make because"},{"speaker":"Brandon Llewellyn","startTime":1753.7939999999999,"endTime":1754.754,"body":"you don't wanna fall behind."},{"speaker":"Brandon Llewellyn","startTime":1754.964,"endTime":1756.824,"body":"So it's not like you don't want"},{"speaker":"Brandon Llewellyn","startTime":1754.964,"endTime":1756.824,"body":"your team to have a little bit"},{"speaker":"Brandon Llewellyn","startTime":1756.824,"endTime":1760.634,"body":"more time to themselves, to"},{"speaker":"Brandon Llewellyn","startTime":1756.824,"endTime":1760.634,"body":"take care of themselves, to"},{"speaker":"Brandon Llewellyn","startTime":1760.634,"endTime":1764.124,"body":"walk the dog and to, you know,"},{"speaker":"Brandon Llewellyn","startTime":1760.634,"endTime":1764.124,"body":"yada, all these kinds of things"},{"speaker":"Brandon Llewellyn","startTime":1764.124,"endTime":1764.994,"body":"that are good for your health."},{"speaker":"Brandon Llewellyn","startTime":1765.204,"endTime":1767.934,"body":"It's one of those things we have"},{"speaker":"Brandon Llewellyn","startTime":1765.204,"endTime":1767.934,"body":"to be careful because if you"},{"speaker":"Brandon Llewellyn","startTime":1767.964,"endTime":1771.384,"body":"fall behind, okay, well then"},{"speaker":"Brandon Llewellyn","startTime":1767.964,"endTime":1771.384,"body":"in six months maybe the agency"},{"speaker":"Brandon Llewellyn","startTime":1771.414,"endTime":1773.484,"body":"has to make some major changes."},{"speaker":"Brandon Llewellyn","startTime":1773.949,"endTime":1776.469,"body":"Because we didn't jump"},{"speaker":"Brandon Llewellyn","startTime":1773.949,"endTime":1776.469,"body":"on that opportunity."},{"speaker":"Brandon Llewellyn","startTime":1776.469,"endTime":1778.749,"body":"So that's one thing I worry"},{"speaker":"Brandon Llewellyn","startTime":1776.469,"endTime":1778.749,"body":"about when I see something like"},{"speaker":"Brandon Llewellyn","startTime":1778.749,"endTime":1782.4089999999999,"body":"that is that we may have to"},{"speaker":"Brandon Llewellyn","startTime":1778.749,"endTime":1782.4089999999999,"body":"figure out a way to basically"},{"speaker":"Brandon Llewellyn","startTime":1782.4089999999999,"endTime":1783.579,"body":"pile on more work there."},{"speaker":"Brandon Llewellyn","startTime":1783.819,"endTime":1786.579,"body":"Now, here's the thing is that"},{"speaker":"Brandon Llewellyn","startTime":1783.819,"endTime":1786.579,"body":"the way that I think is a"},{"speaker":"Brandon Llewellyn","startTime":1786.579,"endTime":1789.039,"body":"little bit more optimistic, I"},{"speaker":"Brandon Llewellyn","startTime":1786.579,"endTime":1789.039,"body":"don't like to think like that."},{"speaker":"Brandon Llewellyn","startTime":1789.039,"endTime":1791.649,"body":"And I think it's, you know,"},{"speaker":"Brandon Llewellyn","startTime":1789.039,"endTime":1791.649,"body":"it's a very pessimistic view."},{"speaker":"Brandon Llewellyn","startTime":1791.889,"endTime":1793.029,"body":"Do we expect that to happen?"},{"speaker":"Brandon Llewellyn","startTime":1793.209,"endTime":1795.519,"body":"I think somewhere in the middle"},{"speaker":"Brandon Llewellyn","startTime":1793.209,"endTime":1795.519,"body":"is absolutely achievable,"},{"speaker":"Brandon Llewellyn","startTime":1795.519,"endTime":1798.549,"body":"where if you are able to make"},{"speaker":"Brandon Llewellyn","startTime":1795.519,"endTime":1798.549,"body":"efficiency gains, you can"},{"speaker":"Brandon Llewellyn","startTime":1798.549,"endTime":1799.539,"body":"have the best of both worlds."},{"speaker":"Brandon Llewellyn","startTime":1799.539,"endTime":1803.349,"body":"So say 10 hours is gained across"},{"speaker":"Brandon Llewellyn","startTime":1799.539,"endTime":1803.349,"body":"the entire team, that might"},{"speaker":"Brandon Llewellyn","startTime":1803.349,"endTime":1806.739,"body":"mean that five of those hours"},{"speaker":"Brandon Llewellyn","startTime":1803.349,"endTime":1806.739,"body":"can go towards your health,"},{"speaker":"Brandon Llewellyn","startTime":1806.739,"endTime":1807.2939999999999,"body":"your team's health, your."},{"speaker":"Brandon Llewellyn","startTime":1807.719,"endTime":1811.289,"body":"Your team building your kind"},{"speaker":"Brandon Llewellyn","startTime":1807.719,"endTime":1811.289,"body":"of career progression or your"},{"speaker":"Brandon Llewellyn","startTime":1811.289,"endTime":1814.4089999999999,"body":"family time or taking care"},{"speaker":"Brandon Llewellyn","startTime":1811.289,"endTime":1814.4089999999999,"body":"of yourself in other ways"},{"speaker":"Brandon Llewellyn","startTime":1814.559,"endTime":1817.289,"body":"and in the other five hours"},{"speaker":"Brandon Llewellyn","startTime":1814.559,"endTime":1817.289,"body":"is probably other kinds of"},{"speaker":"Brandon Llewellyn","startTime":1817.289,"endTime":1820.079,"body":"projects that get put on your"},{"speaker":"Brandon Llewellyn","startTime":1817.289,"endTime":1820.079,"body":"plate or exploratory projects"},{"speaker":"Brandon Llewellyn","startTime":1820.079,"endTime":1822.959,"body":"to kind of anticipate where the"},{"speaker":"Brandon Llewellyn","startTime":1820.079,"endTime":1822.959,"body":"industry's going and try to get"},{"speaker":"Brandon Llewellyn","startTime":1822.959,"endTime":1825.299,"body":"ahead of those kinds of things"},{"speaker":"Brandon Llewellyn","startTime":1822.959,"endTime":1825.299,"body":"that can absolutely be used."},{"speaker":"Brandon Llewellyn","startTime":1825.299,"endTime":1827.069,"body":"And that's really the reason"},{"speaker":"Brandon Llewellyn","startTime":1825.299,"endTime":1827.069,"body":"that the company that I work"},{"speaker":"Brandon Llewellyn","startTime":1827.069,"endTime":1831.114,"body":"for is around, is that our"},{"speaker":"Brandon Llewellyn","startTime":1827.069,"endTime":1831.114,"body":"mission is to workplace burnout"},{"speaker":"Brandon Llewellyn","startTime":1831.264,"endTime":1833.934,"body":"through intelligent systems,"},{"speaker":"Brandon Llewellyn","startTime":1831.264,"endTime":1833.934,"body":"intelligent process, leveraging"},{"speaker":"Brandon Llewellyn","startTime":1833.934,"endTime":1837.624,"body":"AI, and we are very cognizant"},{"speaker":"Brandon Llewellyn","startTime":1833.934,"endTime":1837.624,"body":"of eating our own dog food and"},{"speaker":"Brandon Llewellyn","startTime":1837.624,"endTime":1840.444,"body":"ensuring that all of our team"},{"speaker":"Brandon Llewellyn","startTime":1837.624,"endTime":1840.444,"body":"members are well taken care of,"},{"speaker":"Brandon Llewellyn","startTime":1840.654,"endTime":1843.8039999999999,"body":"that they don't feel like it's"},{"speaker":"Brandon Llewellyn","startTime":1840.654,"endTime":1843.8039999999999,"body":"a never ending conveyor belt of"},{"speaker":"Brandon Llewellyn","startTime":1843.8039999999999,"endTime":1845.7839999999999,"body":"projects coming on to their lap."},{"speaker":"Brandon Llewellyn","startTime":1845.964,"endTime":1849.714,"body":"And so having some form of"},{"speaker":"Brandon Llewellyn","startTime":1845.964,"endTime":1849.714,"body":"efficiency gain to allow"},{"speaker":"Brandon Llewellyn","startTime":1849.714,"endTime":1852.444,"body":"for that creative thinking,"},{"speaker":"Brandon Llewellyn","startTime":1849.714,"endTime":1852.444,"body":"to allow for that strategic"},{"speaker":"Brandon Llewellyn","startTime":1852.444,"endTime":1854.934,"body":"thinking that you inherently"},{"speaker":"Brandon Llewellyn","startTime":1852.444,"endTime":1854.934,"body":"will need to have to do because"},{"speaker":"Brandon Llewellyn","startTime":1854.934,"endTime":1857.934,"body":"you're leveraging AI can only"},{"speaker":"Brandon Llewellyn","startTime":1854.934,"endTime":1857.934,"body":"be healthy for your team and"},{"speaker":"Brandon Llewellyn","startTime":1857.934,"endTime":1859.314,"body":"for your company as a whole."},{"speaker":"Brandon Llewellyn","startTime":1859.314,"endTime":1861.864,"body":"So I'm giving you some kinds"},{"speaker":"Brandon Llewellyn","startTime":1859.314,"endTime":1861.864,"body":"of different answers here."},{"speaker":"Brandon Llewellyn","startTime":1861.924,"endTime":1863.334,"body":"I'm not telling you which"},{"speaker":"Brandon Llewellyn","startTime":1861.924,"endTime":1863.334,"body":"one's the right one."},{"speaker":"Brandon Llewellyn","startTime":1863.5439999999999,"endTime":1864.714,"body":"I can see it from both ways."},{"speaker":"Brandon Llewellyn","startTime":1864.714,"endTime":1865.859,"body":"I don't know what"},{"speaker":"Brandon Llewellyn","startTime":1864.714,"endTime":1865.859,"body":"the right answer is."},{"speaker":"Brandon Llewellyn","startTime":1866.459,"endTime":1867.839,"body":"Is that resonating"},{"speaker":"Brandon Llewellyn","startTime":1866.459,"endTime":1867.839,"body":"with you, Galen?"},{"speaker":"Galen Low","startTime":1868.049,"endTime":1868.9189999999999,"body":"Yeah, no, absolutely."},{"speaker":"Galen Low","startTime":1868.9189999999999,"endTime":1870.6589999999999,"body":"And first of all, like"},{"speaker":"Galen Low","startTime":1868.9189999999999,"endTime":1870.6589999999999,"body":"I didn't know that about"},{"speaker":"Galen Low","startTime":1870.6589999999999,"endTime":1871.859,"body":"services mission statement."},{"speaker":"Galen Low","startTime":1871.859,"endTime":1872.6689999999999,"body":"Like I love that."},{"speaker":"Galen Low","startTime":1872.699,"endTime":1875.309,"body":"I think it's an amazing"},{"speaker":"Galen Low","startTime":1872.699,"endTime":1875.309,"body":"way to look at operational"},{"speaker":"Galen Low","startTime":1875.309,"endTime":1877.979,"body":"efficiency and I think"},{"speaker":"Galen Low","startTime":1875.309,"endTime":1877.979,"body":"because a lot of folks are"},{"speaker":"Galen Low","startTime":1877.979,"endTime":1880.709,"body":"like, yeah, operational"},{"speaker":"Galen Low","startTime":1877.979,"endTime":1880.709,"body":"efficiency, you know, is"},{"speaker":"Galen Low","startTime":1880.709,"endTime":1882.149,"body":"kind of a ruthless business."},{"speaker":"Galen Low","startTime":1882.149,"endTime":1883.949,"body":"It's like, okay, well"},{"speaker":"Galen Low","startTime":1882.149,"endTime":1883.949,"body":"we're trying to get more"},{"speaker":"Galen Low","startTime":1883.949,"endTime":1884.999,"body":"done with fewer people."},{"speaker":"Galen Low","startTime":1885.344,"endTime":1887.8039999999999,"body":"But I like the optimistic lens"},{"speaker":"Galen Low","startTime":1885.344,"endTime":1887.8039999999999,"body":"of the fact that, so first of"},{"speaker":"Galen Low","startTime":1887.8039999999999,"endTime":1889.514,"body":"all, a 10% efficiency gain."},{"speaker":"Galen Low","startTime":1889.664,"endTime":1891.404,"body":"It's not something where you"},{"speaker":"Galen Low","startTime":1889.664,"endTime":1891.404,"body":"can then take Sally and be"},{"speaker":"Galen Low","startTime":1891.404,"endTime":1893.5339999999999,"body":"like, sho into another project"},{"speaker":"Galen Low","startTime":1891.404,"endTime":1893.5339999999999,"body":"and everything's gonna be fine."},{"speaker":"Galen Low","startTime":1893.5339999999999,"endTime":1895.754,"body":"It's not a big enough,"},{"speaker":"Galen Low","startTime":1893.5339999999999,"endTime":1895.754,"body":"like, it's not like 50%."},{"speaker":"Galen Low","startTime":1895.934,"endTime":1897.5539999999999,"body":"If we were like, okay, well"},{"speaker":"Galen Low","startTime":1895.934,"endTime":1897.5539999999999,"body":"that cut, you know, the"},{"speaker":"Galen Low","startTime":1897.5539999999999,"endTime":1900.164,"body":"job down by 50%, well now"},{"speaker":"Galen Low","startTime":1897.5539999999999,"endTime":1900.164,"body":"Sally can, you know, do two"},{"speaker":"Galen Low","startTime":1900.164,"endTime":1901.094,"body":"projects instead of one."},{"speaker":"Galen Low","startTime":1901.214,"endTime":1902.174,"body":"Like that kind of makes sense."},{"speaker":"Galen Low","startTime":1902.174,"endTime":1904.154,"body":"So 10% is a smaller slice."},{"speaker":"Galen Low","startTime":1904.3039999999999,"endTime":1905.924,"body":"And then I think you're"},{"speaker":"Galen Low","startTime":1904.3039999999999,"endTime":1905.924,"body":"right in the sense that, you"},{"speaker":"Galen Low","startTime":1905.924,"endTime":1909.0439999999999,"body":"know, businesses, leaders,"},{"speaker":"Galen Low","startTime":1905.924,"endTime":1909.0439999999999,"body":"organizations, teams, they"},{"speaker":"Galen Low","startTime":1909.0439999999999,"endTime":1910.154,"body":"need to make decisions."},{"speaker":"Galen Low","startTime":1910.404,"endTime":1913.734,"body":"About what they're gonna do with"},{"speaker":"Galen Low","startTime":1910.404,"endTime":1913.734,"body":"that increment of efficiency."},{"speaker":"Galen Low","startTime":1913.824,"endTime":1915.864,"body":"And I really do like"},{"speaker":"Galen Low","startTime":1913.824,"endTime":1915.864,"body":"that idea that you could"},{"speaker":"Galen Low","startTime":1915.864,"endTime":1916.674,"body":"split the difference."},{"speaker":"Galen Low","startTime":1916.674,"endTime":1919.074,"body":"You could be, you know, I"},{"speaker":"Galen Low","startTime":1916.674,"endTime":1919.074,"body":"know a lot of folks, they'd be"},{"speaker":"Galen Low","startTime":1919.074,"endTime":1920.454,"body":"like, oh, that's a bit woke."},{"speaker":"Galen Low","startTime":1920.484,"endTime":1923.0339999999999,"body":"Okay, yeah, you get to walk"},{"speaker":"Galen Low","startTime":1920.484,"endTime":1923.0339999999999,"body":"your dog now and your mental"},{"speaker":"Galen Low","startTime":1923.0339999999999,"endTime":1925.254,"body":"wellbeing is going to like"},{"speaker":"Galen Low","startTime":1923.0339999999999,"endTime":1925.254,"body":"make you a better worker."},{"speaker":"Galen Low","startTime":1925.404,"endTime":1928.014,"body":"But you know, I think there's"},{"speaker":"Galen Low","startTime":1925.404,"endTime":1928.014,"body":"science behind that and I"},{"speaker":"Galen Low","startTime":1928.014,"endTime":1929.694,"body":"think there's a different"},{"speaker":"Galen Low","startTime":1928.014,"endTime":1929.694,"body":"way to look at that."},{"speaker":"Galen Low","startTime":1929.694,"endTime":1930.144,"body":"It's not like."},{"speaker":"Galen Low","startTime":1930.319,"endTime":1931.519,"body":"Free time, flex time."},{"speaker":"Galen Low","startTime":1931.549,"endTime":1933.439,"body":"Hope you feel good"},{"speaker":"Galen Low","startTime":1931.549,"endTime":1933.439,"body":"enough to do good work."},{"speaker":"Galen Low","startTime":1933.439,"endTime":1936.499,"body":"But like you said, professional"},{"speaker":"Galen Low","startTime":1933.439,"endTime":1936.499,"body":"development or using that 5%"},{"speaker":"Galen Low","startTime":1936.499,"endTime":1938.989,"body":"to work on the human stuff,"},{"speaker":"Galen Low","startTime":1936.499,"endTime":1938.989,"body":"like team efficiencies,"},{"speaker":"Galen Low","startTime":1938.989,"endTime":1941.479,"body":"workflows, soft skills, and"},{"speaker":"Galen Low","startTime":1938.989,"endTime":1941.479,"body":"then I like that the other"},{"speaker":"Galen Low","startTime":1941.479,"endTime":1943.459,"body":"side of it could be like,"},{"speaker":"Galen Low","startTime":1941.479,"endTime":1943.459,"body":"great, we can use some of"},{"speaker":"Galen Low","startTime":1943.459,"endTime":1945.529,"body":"this time not to like do more."},{"speaker":"Galen Low","startTime":1945.589,"endTime":1947.899,"body":"Like we can't do a whole"},{"speaker":"Galen Low","startTime":1945.589,"endTime":1947.899,"body":"nother project for the client."},{"speaker":"Galen Low","startTime":1948.229,"endTime":1950.089,"body":"Certainly not the big rock"},{"speaker":"Galen Low","startTime":1948.229,"endTime":1950.089,"body":"that we sold through those"},{"speaker":"Galen Low","startTime":1950.089,"endTime":1952.579,"body":"like multimillion dollar deals"},{"speaker":"Galen Low","startTime":1950.089,"endTime":1952.579,"body":"that we've been chasing, but"},{"speaker":"Galen Low","startTime":1952.579,"endTime":1954.049,"body":"we can use some of that time."},{"speaker":"Galen Low","startTime":1954.109,"endTime":1956.509,"body":"You know, you said exploratory"},{"speaker":"Galen Low","startTime":1954.109,"endTime":1956.509,"body":"projects, and I'm thinking,"},{"speaker":"Galen Low","startTime":1956.509,"endTime":1958.939,"body":"okay, yeah, well structured"},{"speaker":"Galen Low","startTime":1956.509,"endTime":1958.939,"body":"internal projects to find"},{"speaker":"Galen Low","startTime":1958.939,"endTime":1960.6789999999999,"body":"another 10% of efficiency gain."},{"speaker":"Galen Low","startTime":1960.6789999999999,"endTime":1962.209,"body":"Then we take that at least"},{"speaker":"Galen Low","startTime":1960.6789999999999,"endTime":1962.209,"body":"with that difference, like"},{"speaker":"Galen Low","startTime":1962.209,"endTime":1962.9289999999999,"body":"I think that's a really."},{"speaker":"Galen Low","startTime":1963.244,"endTime":1966.004,"body":"Optimistic, but also pragmatic"},{"speaker":"Galen Low","startTime":1963.244,"endTime":1966.004,"body":"way to look at it is that,"},{"speaker":"Galen Low","startTime":1966.214,"endTime":1968.104,"body":"you know, you had said"},{"speaker":"Galen Low","startTime":1966.214,"endTime":1968.104,"body":"earlier, especially right"},{"speaker":"Galen Low","startTime":1968.104,"endTime":1970.264,"body":"now, this doesn't need to"},{"speaker":"Galen Low","startTime":1968.104,"endTime":1970.264,"body":"be adapting all the time."},{"speaker":"Galen Low","startTime":1970.264,"endTime":1971.314,"body":"Like start adapting now."},{"speaker":"Galen Low","startTime":1971.314,"endTime":1974.0439999999999,"body":"Start planning for the"},{"speaker":"Galen Low","startTime":1971.314,"endTime":1974.0439999999999,"body":"future, now start exploring"},{"speaker":"Galen Low","startTime":1974.0439999999999,"endTime":1975.094,"body":"what that looks like now."},{"speaker":"Galen Low","startTime":1975.244,"endTime":1977.884,"body":"And that can't be done off"},{"speaker":"Galen Low","startTime":1975.244,"endTime":1977.884,"body":"the side of someone's desk"},{"speaker":"Galen Low","startTime":1977.884,"endTime":1980.5539999999999,"body":"when they're already, you"},{"speaker":"Galen Low","startTime":1977.884,"endTime":1980.5539999999999,"body":"know, working 60 hours a week."},{"speaker":"Galen Low","startTime":1980.674,"endTime":1983.194,"body":"They get freaked out about"},{"speaker":"Galen Low","startTime":1980.674,"endTime":1983.194,"body":"losing their job because, you"},{"speaker":"Galen Low","startTime":1983.194,"endTime":1985.834,"body":"know, their utilization isn't,"},{"speaker":"Galen Low","startTime":1983.194,"endTime":1985.834,"body":"you know, gonna be as strong"},{"speaker":"Galen Low","startTime":1985.834,"endTime":1987.184,"body":"one week as it was the other."},{"speaker":"Galen Low","startTime":1987.424,"endTime":1989.854,"body":"Like, that's not a"},{"speaker":"Galen Low","startTime":1987.424,"endTime":1989.854,"body":"great foundation to"},{"speaker":"Galen Low","startTime":1989.854,"endTime":1990.874,"body":"build a business on."},{"speaker":"Galen Low","startTime":1990.964,"endTime":1992.674,"body":"It might adapt under duress."},{"speaker":"Galen Low","startTime":1993.029,"endTime":1997.319,"body":"But it would be, at least in"},{"speaker":"Galen Low","startTime":1993.029,"endTime":1997.319,"body":"my mind, a lot nicer to have it"},{"speaker":"Galen Low","startTime":1997.319,"endTime":2000.259,"body":"as part of the strategy rather"},{"speaker":"Galen Low","startTime":1997.319,"endTime":2000.259,"body":"than being so reactionary to"},{"speaker":"Galen Low","startTime":2000.259,"endTime":2002.839,"body":"be like, oh gosh, we gotta,"},{"speaker":"Galen Low","startTime":2000.259,"endTime":2002.839,"body":"like, the market is soft."},{"speaker":"Galen Low","startTime":2002.839,"endTime":2004.729,"body":"Suddenly we haven't"},{"speaker":"Galen Low","startTime":2002.839,"endTime":2004.729,"body":"been closing many deals."},{"speaker":"Galen Low","startTime":2004.819,"endTime":2006.529,"body":"You have three days"},{"speaker":"Galen Low","startTime":2004.819,"endTime":2006.529,"body":"to figure out how to"},{"speaker":"Galen Low","startTime":2006.529,"endTime":2007.789,"body":"shave 10% off your job."},{"speaker":"Galen Low","startTime":2007.789,"endTime":2009.854,"body":"Otherwise, you know, we're"},{"speaker":"Galen Low","startTime":2007.789,"endTime":2009.854,"body":"closing the doors like that's."},{"speaker":"Galen Low","startTime":2010.424,"endTime":2013.214,"body":"Unhealthy pressure versus, you"},{"speaker":"Galen Low","startTime":2010.424,"endTime":2013.214,"body":"know, something more optimistic"},{"speaker":"Galen Low","startTime":2013.214,"endTime":2015.134,"body":"to be like, yeah, let's grow,"},{"speaker":"Galen Low","startTime":2013.214,"endTime":2015.134,"body":"let's push forward, let's find"},{"speaker":"Galen Low","startTime":2015.134,"endTime":2016.124,"body":"better ways of doing things."},{"speaker":"Galen Low","startTime":2016.334,"endTime":2018.854,"body":"And yeah, that doesn't"},{"speaker":"Galen Low","startTime":2016.334,"endTime":2018.854,"body":"necessarily mean that if we get,"},{"speaker":"Galen Low","startTime":2018.944,"endTime":2021.164,"body":"you know, twice as efficient,"},{"speaker":"Galen Low","startTime":2018.944,"endTime":2021.164,"body":"we do twice as much work."},{"speaker":"Galen Low","startTime":2021.344,"endTime":2022.3039999999999,"body":"It could mean other things."},{"speaker":"Galen Low","startTime":2022.364,"endTime":2024.194,"body":"It's just how we"},{"speaker":"Galen Low","startTime":2022.364,"endTime":2024.194,"body":"improve or like that."},{"speaker":"Galen Low","startTime":2024.614,"endTime":2027.434,"body":"I wanted to circle back to data."},{"speaker":"Galen Low","startTime":2027.434,"endTime":2029.654,"body":"I know that some of my"},{"speaker":"Galen Low","startTime":2027.434,"endTime":2029.654,"body":"listeners, they're like yeah."},{"speaker":"Galen Low","startTime":2029.654,"endTime":2030.884,"body":"You keep having these"},{"speaker":"Galen Low","startTime":2029.654,"endTime":2030.884,"body":"folks on the show."},{"speaker":"Galen Low","startTime":2030.884,"endTime":2032.114,"body":"They're talking about"},{"speaker":"Galen Low","startTime":2030.884,"endTime":2032.114,"body":"data, cleanliness."},{"speaker":"Galen Low","startTime":2032.114,"endTime":2033.0439999999999,"body":"It all starts with data."},{"speaker":"Galen Low","startTime":2033.224,"endTime":2034.634,"body":"And you know, in their"},{"speaker":"Galen Low","startTime":2033.224,"endTime":2034.634,"body":"heads they're like,"},{"speaker":"Galen Low","startTime":2034.874,"endTime":2035.954,"body":"but who's got the time?"},{"speaker":"Galen Low","startTime":2035.984,"endTime":2038.954,"body":"You know, like, like we'd have"},{"speaker":"Galen Low","startTime":2035.984,"endTime":2038.954,"body":"to pause our business for six"},{"speaker":"Galen Low","startTime":2038.954,"endTime":2042.5539999999999,"body":"months to a year to like, you"},{"speaker":"Galen Low","startTime":2038.954,"endTime":2042.5539999999999,"body":"know, get our data in order."},{"speaker":"Galen Low","startTime":2042.889,"endTime":2046.069,"body":"Because it's so time consuming"},{"speaker":"Galen Low","startTime":2042.889,"endTime":2046.069,"body":"to sort of organize this data"},{"speaker":"Galen Low","startTime":2046.069,"endTime":2049.309,"body":"and make sure it's clean and"},{"speaker":"Galen Low","startTime":2046.069,"endTime":2049.309,"body":"honestly even down to like"},{"speaker":"Galen Low","startTime":2049.309,"endTime":2050.509,"body":"the time tracking level."},{"speaker":"Galen Low","startTime":2050.509,"endTime":2053.299,"body":"Like I know so many folks in"},{"speaker":"Galen Low","startTime":2050.509,"endTime":2053.299,"body":"my community who are like, oh,"},{"speaker":"Galen Low","startTime":2053.359,"endTime":2055.909,"body":"can we just please invent a"},{"speaker":"Galen Low","startTime":2053.359,"endTime":2055.909,"body":"robot that just stands behind"},{"speaker":"Galen Low","startTime":2055.909,"endTime":2057.289,"body":"me and tracks my time as I work?"},{"speaker":"Galen Low","startTime":2057.469,"endTime":2058.9390000000003,"body":"There's like different devices."},{"speaker":"Galen Low","startTime":2058.9390000000003,"endTime":2060.9790000000003,"body":"There's these multi-sided"},{"speaker":"Galen Low","startTime":2058.9390000000003,"endTime":2060.9790000000003,"body":"D you flip 'em over every"},{"speaker":"Galen Low","startTime":2060.9790000000003,"endTime":2061.9990000000003,"body":"time you switch tasks."},{"speaker":"Galen Low","startTime":2062.2090000000003,"endTime":2064.5190000000002,"body":"All of them kind of depend"},{"speaker":"Galen Low","startTime":2062.2090000000003,"endTime":2064.5190000000002,"body":"on this idea that you"},{"speaker":"Galen Low","startTime":2064.5190000000002,"endTime":2066.4390000000003,"body":"start a task and then"},{"speaker":"Galen Low","startTime":2064.5190000000002,"endTime":2066.4390000000003,"body":"finish it and then move on."},{"speaker":"Galen Low","startTime":2066.65,"endTime":2067.639,"body":"I don't work that way."},{"speaker":"Galen Low","startTime":2067.639,"endTime":2069.775,"body":"You know, a little badge"},{"speaker":"Galen Low","startTime":2067.639,"endTime":2069.775,"body":"shows up in my slack or"},{"speaker":"Galen Low","startTime":2069.775,"endTime":2071.1240000000003,"body":"my email, I go to it."},{"speaker":"Galen Low","startTime":2071.1240000000003,"endTime":2071.6200000000003,"body":"My time is split."},{"speaker":"Galen Low","startTime":2072.255,"endTime":2074.655,"body":"So like how can"},{"speaker":"Galen Low","startTime":2072.255,"endTime":2074.655,"body":"teams gather data?"},{"speaker":"Galen Low","startTime":2074.655,"endTime":2077.715,"body":"How can they track enough"},{"speaker":"Galen Low","startTime":2074.655,"endTime":2077.715,"body":"data and communicate about"},{"speaker":"Galen Low","startTime":2077.715,"endTime":2080.0550000000003,"body":"their workload without getting"},{"speaker":"Galen Low","startTime":2077.715,"endTime":2080.0550000000003,"body":"to the point that it like"},{"speaker":"Galen Low","startTime":2080.175,"endTime":2082.6650000000004,"body":"adds so much overhead to"},{"speaker":"Galen Low","startTime":2080.175,"endTime":2082.6650000000004,"body":"even gather that data that"},{"speaker":"Galen Low","startTime":2082.6650000000004,"endTime":2083.8050000000003,"body":"it burns out even harder?"},{"speaker":"Brandon Llewellyn","startTime":2084.3450000000003,"endTime":2085.9950000000003,"body":"First of"},{"speaker":"Brandon Llewellyn","startTime":2084.3450000000003,"endTime":2085.9950000000003,"body":"all, it's, I feel the pain of"},{"speaker":"Brandon Llewellyn","startTime":2085.9950000000003,"endTime":2088.3050000000003,"body":"a PM because if you're a PM"},{"speaker":"Brandon Llewellyn","startTime":2085.9950000000003,"endTime":2088.3050000000003,"body":"listening to this and you're"},{"speaker":"Brandon Llewellyn","startTime":2088.3050000000003,"endTime":2090.375,"body":"talking about time tracking and"},{"speaker":"Brandon Llewellyn","startTime":2088.3050000000003,"endTime":2090.375,"body":"like you're probably feeling."},{"speaker":"Brandon Llewellyn","startTime":2090.485,"endTime":2093.664,"body":"Ugh, like I really don't like"},{"speaker":"Brandon Llewellyn","startTime":2090.485,"endTime":2093.664,"body":"time track and it's probably the"},{"speaker":"Brandon Llewellyn","startTime":2093.664,"endTime":2096.485,"body":"hardest rule to half the time"},{"speaker":"Brandon Llewellyn","startTime":2093.664,"endTime":2096.485,"body":"track because you are popping"},{"speaker":"Brandon Llewellyn","startTime":2096.485,"endTime":2097.684,"body":"in and out of every project."},{"speaker":"Brandon Llewellyn","startTime":2097.8650000000002,"endTime":2100.954,"body":"Two minutes here, a minute"},{"speaker":"Brandon Llewellyn","startTime":2097.8650000000002,"endTime":2100.954,"body":"and a half here, 47 seconds"},{"speaker":"Brandon Llewellyn","startTime":2100.954,"endTime":2103.8050000000003,"body":"on this one, and it's like, oh"},{"speaker":"Brandon Llewellyn","startTime":2100.954,"endTime":2103.8050000000003,"body":"my gosh, this is impossible."},{"speaker":"Brandon Llewellyn","startTime":2104.1040000000003,"endTime":2106.8650000000002,"body":"And so like, you know,"},{"speaker":"Brandon Llewellyn","startTime":2104.1040000000003,"endTime":2106.8650000000002,"body":"I understand that and"},{"speaker":"Brandon Llewellyn","startTime":2106.8650000000002,"endTime":2107.7650000000003,"body":"empathize with that."},{"speaker":"Brandon Llewellyn","startTime":2107.914,"endTime":2110.3450000000003,"body":"I'm no longer a PM, but I felt"},{"speaker":"Brandon Llewellyn","startTime":2107.914,"endTime":2110.3450000000003,"body":"that pain when I was a PM."},{"speaker":"Brandon Llewellyn","startTime":2110.5550000000003,"endTime":2111.635,"body":"But there's one"},{"speaker":"Brandon Llewellyn","startTime":2110.5550000000003,"endTime":2111.635,"body":"thing that I do know."},{"speaker":"Brandon Llewellyn","startTime":2111.949,"endTime":2114.11,"body":"We need time, data,"},{"speaker":"Brandon Llewellyn","startTime":2111.949,"endTime":2114.11,"body":"no matter what."},{"speaker":"Brandon Llewellyn","startTime":2114.26,"endTime":2117.26,"body":"And so the question is how can"},{"speaker":"Brandon Llewellyn","startTime":2114.26,"endTime":2117.26,"body":"we make this reasonable data"},{"speaker":"Brandon Llewellyn","startTime":2117.26,"endTime":2120.32,"body":"to collect and how can we make"},{"speaker":"Brandon Llewellyn","startTime":2117.26,"endTime":2120.32,"body":"the friction of time tracking"},{"speaker":"Brandon Llewellyn","startTime":2120.38,"endTime":2123.44,"body":"as frictionless as possible"},{"speaker":"Brandon Llewellyn","startTime":2120.38,"endTime":2123.44,"body":"so that people don't stop"},{"speaker":"Brandon Llewellyn","startTime":2123.5,"endTime":2126.32,"body":"tracking time and therefore"},{"speaker":"Brandon Llewellyn","startTime":2123.5,"endTime":2126.32,"body":"make your data even worse than"},{"speaker":"Brandon Llewellyn","startTime":2126.32,"endTime":2127.73,"body":"if they had been tracking it?"},{"speaker":"Brandon Llewellyn","startTime":2127.9700000000003,"endTime":2129.889,"body":"The way that I think about"},{"speaker":"Brandon Llewellyn","startTime":2127.9700000000003,"endTime":2129.889,"body":"this is always to simplify,"},{"speaker":"Brandon Llewellyn","startTime":2129.889,"endTime":2133.13,"body":"so simplify the expectations"},{"speaker":"Brandon Llewellyn","startTime":2129.889,"endTime":2133.13,"body":"you have for what time"},{"speaker":"Brandon Llewellyn","startTime":2133.13,"endTime":2133.88,"body":"tracking looks like."},{"speaker":"Brandon Llewellyn","startTime":2134.03,"endTime":2136.34,"body":"Simplify the way that you"},{"speaker":"Brandon Llewellyn","startTime":2134.03,"endTime":2136.34,"body":"collect that data and the way"},{"speaker":"Brandon Llewellyn","startTime":2136.34,"endTime":2140.119,"body":"that you transform that data"},{"speaker":"Brandon Llewellyn","startTime":2136.34,"endTime":2140.119,"body":"into how you look at it on a"},{"speaker":"Brandon Llewellyn","startTime":2140.119,"endTime":2141.44,"body":"weekly basis or a monthly basis."},{"speaker":"Brandon Llewellyn","startTime":2141.7200000000003,"endTime":2143.28,"body":"So I always come"},{"speaker":"Brandon Llewellyn","startTime":2141.7200000000003,"endTime":2143.28,"body":"back to is simplify."},{"speaker":"Brandon Llewellyn","startTime":2143.28,"endTime":2146.9100000000003,"body":"So what that means is maybe your"},{"speaker":"Brandon Llewellyn","startTime":2143.28,"endTime":2146.9100000000003,"body":"time checking expectations for"},{"speaker":"Brandon Llewellyn","startTime":2146.9100000000003,"endTime":2148.65,"body":"your team is only delivery time."},{"speaker":"Brandon Llewellyn","startTime":2148.92,"endTime":2150.1800000000003,"body":"You don't care about"},{"speaker":"Brandon Llewellyn","startTime":2148.92,"endTime":2150.1800000000003,"body":"the internal stuff."},{"speaker":"Brandon Llewellyn","startTime":2150.3900000000003,"endTime":2152.73,"body":"You only track client"},{"speaker":"Brandon Llewellyn","startTime":2150.3900000000003,"endTime":2152.73,"body":"profitability so that you"},{"speaker":"Brandon Llewellyn","startTime":2152.73,"endTime":2156.6600000000003,"body":"can easily track things like"},{"speaker":"Brandon Llewellyn","startTime":2152.73,"endTime":2156.6600000000003,"body":"utilization or estimated"},{"speaker":"Brandon Llewellyn","startTime":2156.6600000000003,"endTime":2159.2400000000002,"body":"time versus actual time"},{"speaker":"Brandon Llewellyn","startTime":2156.6600000000003,"endTime":2159.2400000000002,"body":"and the rest of it well."},{"speaker":"Brandon Llewellyn","startTime":2159.549,"endTime":2161.65,"body":"It's just internal time and"},{"speaker":"Brandon Llewellyn","startTime":2159.549,"endTime":2161.65,"body":"maybe we want to try that"},{"speaker":"Brandon Llewellyn","startTime":2161.65,"endTime":2163.719,"body":"down the road, but let's just"},{"speaker":"Brandon Llewellyn","startTime":2161.65,"endTime":2163.719,"body":"remove that friction for now"},{"speaker":"Brandon Llewellyn","startTime":2163.719,"endTime":2165.009,"body":"and say just delivery time."},{"speaker":"Brandon Llewellyn","startTime":2165.279,"endTime":2168.309,"body":"Other things, maybe we want to"},{"speaker":"Brandon Llewellyn","startTime":2165.279,"endTime":2168.309,"body":"take our increments and say,"},{"speaker":"Brandon Llewellyn","startTime":2168.369,"endTime":2170.98,"body":"you don't have to track anything"},{"speaker":"Brandon Llewellyn","startTime":2168.369,"endTime":2170.98,"body":"that's under 10 minutes."},{"speaker":"Brandon Llewellyn","startTime":2171.25,"endTime":2173.529,"body":"That's not worth your time"},{"speaker":"Brandon Llewellyn","startTime":2171.25,"endTime":2173.529,"body":"to actually log into the"},{"speaker":"Brandon Llewellyn","startTime":2173.529,"endTime":2174.909,"body":"tool and type what you did."},{"speaker":"Brandon Llewellyn","startTime":2175.15,"endTime":2178.84,"body":"And so maybe we say it's 30,"},{"speaker":"Brandon Llewellyn","startTime":2175.15,"endTime":2178.84,"body":"it's a minimum of 30 minutes,"},{"speaker":"Brandon Llewellyn","startTime":2178.84,"endTime":2182.199,"body":"and if you spent a bit of time"},{"speaker":"Brandon Llewellyn","startTime":2178.84,"endTime":2182.199,"body":"with a client, call at 30 and"},{"speaker":"Brandon Llewellyn","startTime":2182.199,"endTime":2184.539,"body":"then the next time maybe you"},{"speaker":"Brandon Llewellyn","startTime":2182.199,"endTime":2184.539,"body":"just like, don't try that time"},{"speaker":"Brandon Llewellyn","startTime":2184.539,"endTime":2186.429,"body":"and then eventually you'll"},{"speaker":"Brandon Llewellyn","startTime":2184.539,"endTime":2186.429,"body":"probably even out and get close"},{"speaker":"Brandon Llewellyn","startTime":2186.429,"endTime":2189.965,"body":"enough and directionally enough"},{"speaker":"Brandon Llewellyn","startTime":2186.429,"endTime":2189.965,"body":"to give you an idea of how much"},{"speaker":"Brandon Llewellyn","startTime":2189.965,"endTime":2191.0150000000003,"body":"time I spend on that project."},{"speaker":"Brandon Llewellyn","startTime":2191.1650000000004,"endTime":2193.505,"body":"So upping those increments"},{"speaker":"Brandon Llewellyn","startTime":2191.1650000000004,"endTime":2193.505,"body":"can absolutely help with"},{"speaker":"Brandon Llewellyn","startTime":2193.505,"endTime":2194.375,"body":"removing that friction."},{"speaker":"Brandon Llewellyn","startTime":2194.645,"endTime":2196.895,"body":"And then finally, like"},{"speaker":"Brandon Llewellyn","startTime":2194.645,"endTime":2196.895,"body":"going back to not the"},{"speaker":"Brandon Llewellyn","startTime":2196.895,"endTime":2198.0350000000003,"body":"inputs, but the outputs."},{"speaker":"Brandon Llewellyn","startTime":2198.335,"endTime":2201.5150000000003,"body":"When you transform that data,"},{"speaker":"Brandon Llewellyn","startTime":2198.335,"endTime":2201.5150000000003,"body":"keep it as simple as possible."},{"speaker":"Brandon Llewellyn","startTime":2201.5150000000003,"endTime":2203.8250000000003,"body":"Don't worry too much about"},{"speaker":"Brandon Llewellyn","startTime":2201.5150000000003,"endTime":2203.8250000000003,"body":"the edge cases, don't worry"},{"speaker":"Brandon Llewellyn","startTime":2203.8250000000003,"endTime":2207.0350000000003,"body":"about PTO or things that"},{"speaker":"Brandon Llewellyn","startTime":2203.8250000000003,"endTime":2207.0350000000003,"body":"matter at scale, but don't"},{"speaker":"Brandon Llewellyn","startTime":2207.0350000000003,"endTime":2209.315,"body":"change directionally what"},{"speaker":"Brandon Llewellyn","startTime":2207.0350000000003,"endTime":2209.315,"body":"your reports are telling you."},{"speaker":"Brandon Llewellyn","startTime":2209.52,"endTime":2209.86,"body":"You could."},{"speaker":"Brandon Llewellyn","startTime":2210.474,"endTime":2213.715,"body":"Bring them in, but they might"},{"speaker":"Brandon Llewellyn","startTime":2210.474,"endTime":2213.715,"body":"cause more friction, harder to"},{"speaker":"Brandon Llewellyn","startTime":2213.715,"endTime":2216.0550000000003,"body":"maintain and therefore you're"},{"speaker":"Brandon Llewellyn","startTime":2213.715,"endTime":2216.0550000000003,"body":"not getting the data you need."},{"speaker":"Brandon Llewellyn","startTime":2216.0550000000003,"endTime":2218.514,"body":"So keep things simple where"},{"speaker":"Brandon Llewellyn","startTime":2216.0550000000003,"endTime":2218.514,"body":"you can, what works for someone"},{"speaker":"Brandon Llewellyn","startTime":2218.514,"endTime":2220.0750000000003,"body":"else might not work for you."},{"speaker":"Brandon Llewellyn","startTime":2220.224,"endTime":2222.385,"body":"Maybe you need something"},{"speaker":"Brandon Llewellyn","startTime":2220.224,"endTime":2222.385,"body":"that's a bit simpler to"},{"speaker":"Brandon Llewellyn","startTime":2222.385,"endTime":2224.5750000000003,"body":"make it happen, but getting"},{"speaker":"Brandon Llewellyn","startTime":2222.385,"endTime":2224.5750000000003,"body":"something to start is great."},{"speaker":"Brandon Llewellyn","startTime":2224.5750000000003,"endTime":2226.6150000000002,"body":"And then building from there"},{"speaker":"Brandon Llewellyn","startTime":2224.5750000000003,"endTime":2226.6150000000002,"body":"is probably a good way to go."},{"speaker":"Galen Low","startTime":2227.014,"endTime":2227.795,"body":"I really like that."},{"speaker":"Galen Low","startTime":2227.795,"endTime":2230.585,"body":"And I also like it"},{"speaker":"Galen Low","startTime":2227.795,"endTime":2230.585,"body":"because overall that like"},{"speaker":"Galen Low","startTime":2230.585,"endTime":2232.025,"body":"granularity is important."},{"speaker":"Galen Low","startTime":2232.025,"endTime":2234.184,"body":"And then project"},{"speaker":"Galen Low","startTime":2232.025,"endTime":2234.184,"body":"manager, account manager,"},{"speaker":"Galen Low","startTime":2234.184,"endTime":2235.145,"body":"business development guy."},{"speaker":"Galen Low","startTime":2235.145,"endTime":2237.755,"body":"So like I've I'm seeing it"},{"speaker":"Galen Low","startTime":2235.145,"endTime":2237.755,"body":"from the three angles and I"},{"speaker":"Galen Low","startTime":2237.755,"endTime":2240.3050000000003,"body":"think a lot of the time people"},{"speaker":"Galen Low","startTime":2237.755,"endTime":2240.3050000000003,"body":"think, oh, productized work."},{"speaker":"Galen Low","startTime":2240.335,"endTime":2243.3050000000003,"body":"'cause a services agency means,"},{"speaker":"Galen Low","startTime":2240.335,"endTime":2243.3050000000003,"body":"you know, we're gonna be like"},{"speaker":"Galen Low","startTime":2243.3050000000003,"endTime":2245.375,"body":"always profitable because"},{"speaker":"Galen Low","startTime":2243.3050000000003,"endTime":2245.375,"body":"we've, we figured it out,"},{"speaker":"Galen Low","startTime":2245.4350000000004,"endTime":2247.505,"body":"we've cracked the code, we know"},{"speaker":"Galen Low","startTime":2245.4350000000004,"endTime":2247.505,"body":"exactly how long it's gonna"},{"speaker":"Galen Low","startTime":2247.505,"endTime":2250.385,"body":"take, and now everything is"},{"speaker":"Galen Low","startTime":2247.505,"endTime":2250.385,"body":"gonna be equally as profitable"},{"speaker":"Galen Low","startTime":2250.385,"endTime":2250.98,"body":"until the end of time."},{"speaker":"Galen Low","startTime":2251.425,"endTime":2252.4150000000004,"body":"Which I think is naive."},{"speaker":"Galen Low","startTime":2252.655,"endTime":2253.885,"body":"You touched on it"},{"speaker":"Galen Low","startTime":2252.655,"endTime":2253.885,"body":"earlier, right?"},{"speaker":"Galen Low","startTime":2253.885,"endTime":2256.5550000000003,"body":"It's like you're managing"},{"speaker":"Galen Low","startTime":2253.885,"endTime":2256.5550000000003,"body":"within that pricing model."},{"speaker":"Galen Low","startTime":2256.7650000000003,"endTime":2259.7050000000004,"body":"And so like the edge cases,"},{"speaker":"Galen Low","startTime":2256.7650000000003,"endTime":2259.7050000000004,"body":"unless they are a pattern,"},{"speaker":"Galen Low","startTime":2259.7050000000004,"endTime":2262.525,"body":"unless they are a trend, those"},{"speaker":"Galen Low","startTime":2259.7050000000004,"endTime":2262.525,"body":"are the, you know, the swing and"},{"speaker":"Galen Low","startTime":2262.525,"endTime":2265.855,"body":"a miss within an ocean within"},{"speaker":"Galen Low","startTime":2262.525,"endTime":2265.855,"body":"an entire season of gameplay."},{"speaker":"Galen Low","startTime":2266.7000000000003,"endTime":2270.03,"body":"And as long as you're kind"},{"speaker":"Galen Low","startTime":2266.7000000000003,"endTime":2270.03,"body":"of measuring whether or not"},{"speaker":"Galen Low","startTime":2270.03,"endTime":2273.1800000000003,"body":"you come out on top across"},{"speaker":"Galen Low","startTime":2270.03,"endTime":2273.1800000000003,"body":"this portfolio of work,"},{"speaker":"Galen Low","startTime":2273.27,"endTime":2274.2900000000004,"body":"then that's what matters."},{"speaker":"Galen Low","startTime":2274.2900000000004,"endTime":2276.48,"body":"And what I really like about"},{"speaker":"Galen Low","startTime":2274.2900000000004,"endTime":2276.48,"body":"that, you know, other places"},{"speaker":"Galen Low","startTime":2276.48,"endTime":2278.5800000000004,"body":"that I've worked is like"},{"speaker":"Galen Low","startTime":2276.48,"endTime":2278.5800000000004,"body":"the transparency around that"},{"speaker":"Galen Low","startTime":2278.61,"endTime":2280.9500000000003,"body":"because I've also worked"},{"speaker":"Galen Low","startTime":2278.61,"endTime":2280.9500000000003,"body":"in organizations where that"},{"speaker":"Galen Low","startTime":2281.01,"endTime":2283.5,"body":"there's a wall between the"},{"speaker":"Galen Low","startTime":2281.01,"endTime":2283.5,"body":"two Ops is like not telling"},{"speaker":"Galen Low","startTime":2283.5,"endTime":2284.5800000000004,"body":"us that we're doing okay."},{"speaker":"Galen Low","startTime":2284.7000000000003,"endTime":2287.3700000000003,"body":"The pressure is on the PMs to"},{"speaker":"Galen Low","startTime":2284.7000000000003,"endTime":2287.3700000000003,"body":"be, you know, delivering the"},{"speaker":"Galen Low","startTime":2287.3700000000003,"endTime":2289.1400000000003,"body":"same margin for everything."},{"speaker":"Galen Low","startTime":2289.1400000000003,"endTime":2291.63,"body":"Even if it's a PITA, you"},{"speaker":"Galen Low","startTime":2289.1400000000003,"endTime":2291.63,"body":"know, client and that"},{"speaker":"Galen Low","startTime":2291.63,"endTime":2292.98,"body":"never kind of factors in."},{"speaker":"Galen Low","startTime":2293.26,"endTime":2295.42,"body":"It's always, you know, we're"},{"speaker":"Galen Low","startTime":2293.26,"endTime":2295.42,"body":"always getting the stick, but"},{"speaker":"Galen Low","startTime":2295.42,"endTime":2297.4,"body":"I like that idea that it's"},{"speaker":"Galen Low","startTime":2295.42,"endTime":2297.4,"body":"like, okay, well yeah, it's"},{"speaker":"Galen Low","startTime":2297.4,"endTime":2300.46,"body":"important to try and, you"},{"speaker":"Galen Low","startTime":2297.4,"endTime":2300.46,"body":"know, respect our margins and"},{"speaker":"Galen Low","startTime":2300.4900000000002,"endTime":2303.369,"body":"do the work within estimates,"},{"speaker":"Galen Low","startTime":2300.4900000000002,"endTime":2303.369,"body":"but also life happens."},{"speaker":"Galen Low","startTime":2303.369,"endTime":2305.679,"body":"Stuff happens, you know,"},{"speaker":"Galen Low","startTime":2303.369,"endTime":2305.679,"body":"like there's complexity,"},{"speaker":"Galen Low","startTime":2305.679,"endTime":2306.61,"body":"there's different things."},{"speaker":"Galen Low","startTime":2306.94,"endTime":2309.76,"body":"And I like the idea that there's"},{"speaker":"Galen Low","startTime":2306.94,"endTime":2309.76,"body":"also a picture, like some kind"},{"speaker":"Galen Low","startTime":2309.76,"endTime":2312.34,"body":"of information radiator or"},{"speaker":"Galen Low","startTime":2309.76,"endTime":2312.34,"body":"some kind of calms to be like."},{"speaker":"Galen Low","startTime":2312.5400000000004,"endTime":2314.9100000000003,"body":"You know what, but we're"},{"speaker":"Galen Low","startTime":2312.5400000000004,"endTime":2314.9100000000003,"body":"doing okay as an organization."},{"speaker":"Galen Low","startTime":2314.9100000000003,"endTime":2315.63,"body":"We're doing okay."},{"speaker":"Galen Low","startTime":2315.63,"endTime":2318.57,"body":"Like, you know, here's our sort"},{"speaker":"Galen Low","startTime":2315.63,"endTime":2318.57,"body":"of, you know, operating margin."},{"speaker":"Galen Low","startTime":2318.57,"endTime":2321.0600000000004,"body":"Here's how we've done over"},{"speaker":"Galen Low","startTime":2318.57,"endTime":2321.0600000000004,"body":"the past season or quarter."},{"speaker":"Galen Low","startTime":2321.2400000000002,"endTime":2324.0600000000004,"body":"And I think that kind"},{"speaker":"Galen Low","startTime":2321.2400000000002,"endTime":2324.0600000000004,"body":"of helps a PM mindset."},{"speaker":"Galen Low","startTime":2324.4500000000003,"endTime":2328.0800000000004,"body":"Look at it from a business"},{"speaker":"Galen Low","startTime":2324.4500000000003,"endTime":2328.0800000000004,"body":"mindset, which is not just like"},{"speaker":"Galen Low","startTime":2328.4100000000003,"endTime":2330.3900000000003,"body":"every at bat must be a home run."},{"speaker":"Galen Low","startTime":2330.69,"endTime":2333.96,"body":"It's just overall we need to"},{"speaker":"Galen Low","startTime":2330.69,"endTime":2333.96,"body":"like support the business."},{"speaker":"Galen Low","startTime":2333.96,"endTime":2335.2200000000003,"body":"We need this needs"},{"speaker":"Galen Low","startTime":2333.96,"endTime":2335.2200000000003,"body":"to be sustainable."},{"speaker":"Brandon Llewellyn","startTime":2335.4900000000002,"endTime":2335.7000000000003,"body":"Yeah."},{"speaker":"Brandon Llewellyn","startTime":2335.7000000000003,"endTime":2339.03,"body":"Thinking longevity there I think"},{"speaker":"Brandon Llewellyn","startTime":2335.7000000000003,"endTime":2339.03,"body":"is the word you're looking for."},{"speaker":"Brandon Llewellyn","startTime":2339.03,"endTime":2340.8300000000004,"body":"And I absolutely agree."},{"speaker":"Galen Low","startTime":2341.224,"endTime":2343.114,"body":"I wonder if we can"},{"speaker":"Galen Low","startTime":2341.224,"endTime":2343.114,"body":"round out by like talking a"},{"speaker":"Galen Low","startTime":2343.114,"endTime":2344.164,"body":"little bit about the future."},{"speaker":"Galen Low","startTime":2344.164,"endTime":2345.755,"body":"We've touched a"},{"speaker":"Galen Low","startTime":2344.164,"endTime":2345.755,"body":"little bit on AI."},{"speaker":"Galen Low","startTime":2345.965,"endTime":2347.824,"body":"You yourself, you've"},{"speaker":"Galen Low","startTime":2345.965,"endTime":2347.824,"body":"been building AI power"},{"speaker":"Galen Low","startTime":2347.824,"endTime":2348.994,"body":"workflows at surface."},{"speaker":"Galen Low","startTime":2349.025,"endTime":2351.364,"body":"Those have been adding"},{"speaker":"Galen Low","startTime":2349.025,"endTime":2351.364,"body":"operational efficiencies that"},{"speaker":"Galen Low","startTime":2351.364,"endTime":2352.264,"body":"we've been talking about."},{"speaker":"Galen Low","startTime":2352.355,"endTime":2355.114,"body":"It's been helping you and"},{"speaker":"Galen Low","startTime":2352.355,"endTime":2355.114,"body":"your teams deliver more for"},{"speaker":"Galen Low","startTime":2355.114,"endTime":2356.164,"body":"your enterprise clients."},{"speaker":"Galen Low","startTime":2356.405,"endTime":2359.855,"body":"Has that investment of effort"},{"speaker":"Galen Low","startTime":2356.405,"endTime":2359.855,"body":"helped build a buffer between"},{"speaker":"Galen Low","startTime":2359.945,"endTime":2363.634,"body":"the teams' current capacity and"},{"speaker":"Galen Low","startTime":2359.945,"endTime":2363.634,"body":"the company's growth ambitions."},{"speaker":"Brandon Llewellyn","startTime":2363.9950000000003,"endTime":2366.155,"body":"Yeah,"},{"speaker":"Brandon Llewellyn","startTime":2363.9950000000003,"endTime":2366.155,"body":"but I think this all ties"},{"speaker":"Brandon Llewellyn","startTime":2366.155,"endTime":2369.275,"body":"together so perfectly where we"},{"speaker":"Brandon Llewellyn","startTime":2366.155,"endTime":2369.275,"body":"are seeing some efficiencies"},{"speaker":"Brandon Llewellyn","startTime":2369.275,"endTime":2370.445,"body":"and by leveraging AI."},{"speaker":"Brandon Llewellyn","startTime":2370.715,"endTime":2372.635,"body":"You know, one of the"},{"speaker":"Brandon Llewellyn","startTime":2370.715,"endTime":2372.635,"body":"things that I just did just"},{"speaker":"Brandon Llewellyn","startTime":2372.635,"endTime":2376.085,"body":"yesterday was I'm planning"},{"speaker":"Brandon Llewellyn","startTime":2372.635,"endTime":2376.085,"body":"on heading off for pad leave"},{"speaker":"Brandon Llewellyn","startTime":2376.085,"endTime":2378.275,"body":"for two or three weeks,"},{"speaker":"Brandon Llewellyn","startTime":2376.085,"endTime":2378.275,"body":"which you're well aware of."},{"speaker":"Galen Low","startTime":2378.3050000000003,"endTime":2379.1150000000002,"body":"Congratulations."},{"speaker":"Brandon Llewellyn","startTime":2379.655,"endTime":2379.895,"body":"Thanks."},{"speaker":"Brandon Llewellyn","startTime":2379.895,"endTime":2380.885,"body":"So excited about that."},{"speaker":"Brandon Llewellyn","startTime":2380.885,"endTime":2383.795,"body":"And a little bit nervous, but"},{"speaker":"Brandon Llewellyn","startTime":2380.885,"endTime":2383.795,"body":"on top of that, like one of the"},{"speaker":"Brandon Llewellyn","startTime":2383.795,"endTime":2384.94,"body":"things I needed to do while out."},{"speaker":"Brandon Llewellyn","startTime":2385.48,"endTime":2387.88,"body":"Is the team has to be"},{"speaker":"Brandon Llewellyn","startTime":2385.48,"endTime":2387.88,"body":"resourced and we have to"},{"speaker":"Brandon Llewellyn","startTime":2387.88,"endTime":2390.25,"body":"understand how to resource"},{"speaker":"Brandon Llewellyn","startTime":2387.88,"endTime":2390.25,"body":"a project when I'm not here."},{"speaker":"Brandon Llewellyn","startTime":2390.52,"endTime":2393.07,"body":"And what I did was I built an AI"},{"speaker":"Brandon Llewellyn","startTime":2390.52,"endTime":2393.07,"body":"teammate inside of Asana, which"},{"speaker":"Brandon Llewellyn","startTime":2393.07,"endTime":2395.86,"body":"is a new feature that's not yet"},{"speaker":"Brandon Llewellyn","startTime":2393.07,"endTime":2395.86,"body":"been released to the public as"},{"speaker":"Brandon Llewellyn","startTime":2395.86,"endTime":2397.09,"body":"surface as partners of Asana."},{"speaker":"Brandon Llewellyn","startTime":2397.09,"endTime":2399.8500000000004,"body":"We get access to beta features"},{"speaker":"Brandon Llewellyn","startTime":2397.09,"endTime":2399.8500000000004,"body":"and we're testing it right now."},{"speaker":"Brandon Llewellyn","startTime":2400.03,"endTime":2402.94,"body":"The Resourcer I built, which"},{"speaker":"Brandon Llewellyn","startTime":2400.03,"endTime":2402.94,"body":"is an AI teammate to do just"},{"speaker":"Brandon Llewellyn","startTime":2402.94,"endTime":2406.09,"body":"that, has really allowed for"},{"speaker":"Brandon Llewellyn","startTime":2402.94,"endTime":2406.09,"body":"efficiencies in the company."},{"speaker":"Brandon Llewellyn","startTime":2406.09,"endTime":2408.1000000000004,"body":"And so coming back to"},{"speaker":"Brandon Llewellyn","startTime":2406.09,"endTime":2408.1000000000004,"body":"your question about."},{"speaker":"Brandon Llewellyn","startTime":2408.36,"endTime":2409.53,"body":"What do we do with"},{"speaker":"Brandon Llewellyn","startTime":2408.36,"endTime":2409.53,"body":"that buffer time?"},{"speaker":"Brandon Llewellyn","startTime":2409.53,"endTime":2410.61,"body":"Has it created a buffer time?"},{"speaker":"Brandon Llewellyn","startTime":2410.82,"endTime":2413.07,"body":"It's kind of what we talked"},{"speaker":"Brandon Llewellyn","startTime":2410.82,"endTime":2413.07,"body":"about earlier where it's like,"},{"speaker":"Brandon Llewellyn","startTime":2413.07,"endTime":2415.11,"body":"Hey, yeah, a buffer has been"},{"speaker":"Brandon Llewellyn","startTime":2413.07,"endTime":2415.11,"body":"created, but what do we do"},{"speaker":"Brandon Llewellyn","startTime":2415.11,"endTime":2416.01,"body":"with the rest of that time?"},{"speaker":"Brandon Llewellyn","startTime":2416.1600000000003,"endTime":2418.44,"body":"We've been trying to use it"},{"speaker":"Brandon Llewellyn","startTime":2416.1600000000003,"endTime":2418.44,"body":"just the way that we explained"},{"speaker":"Brandon Llewellyn","startTime":2418.44,"endTime":2421.0800000000004,"body":"where it's like we can probably"},{"speaker":"Brandon Llewellyn","startTime":2418.44,"endTime":2421.0800000000004,"body":"take on a bit extra work, but"},{"speaker":"Brandon Llewellyn","startTime":2421.0800000000004,"endTime":2423.5400000000004,"body":"we also can have those explore"},{"speaker":"Brandon Llewellyn","startTime":2421.0800000000004,"endTime":2423.5400000000004,"body":"where conversations and we"},{"speaker":"Brandon Llewellyn","startTime":2423.5400000000004,"endTime":2425.55,"body":"can also understand that."},{"speaker":"Brandon Llewellyn","startTime":2425.795,"endTime":2428.315,"body":"Because so many of these"},{"speaker":"Brandon Llewellyn","startTime":2425.795,"endTime":2428.315,"body":"tactical tasks have now been"},{"speaker":"Brandon Llewellyn","startTime":2428.315,"endTime":2430.295,"body":"taken off our plate, we're"},{"speaker":"Brandon Llewellyn","startTime":2428.315,"endTime":2430.295,"body":"gonna need some more head"},{"speaker":"Brandon Llewellyn","startTime":2430.295,"endTime":2432.574,"body":"space for all the strategic"},{"speaker":"Brandon Llewellyn","startTime":2430.295,"endTime":2432.574,"body":"and creative thinking that"},{"speaker":"Brandon Llewellyn","startTime":2432.724,"endTime":2436.054,"body":"will come into play when as"},{"speaker":"Brandon Llewellyn","startTime":2432.724,"endTime":2436.054,"body":"a company like Surface, when"},{"speaker":"Brandon Llewellyn","startTime":2436.054,"endTime":2438.605,"body":"we inherently have to create"},{"speaker":"Brandon Llewellyn","startTime":2436.054,"endTime":2438.605,"body":"solutions for our clients."},{"speaker":"Brandon Llewellyn","startTime":2438.605,"endTime":2442.264,"body":"And so we're using that"},{"speaker":"Brandon Llewellyn","startTime":2438.605,"endTime":2442.264,"body":"buffer to give our brains"},{"speaker":"Brandon Llewellyn","startTime":2442.474,"endTime":2443.704,"body":"the space to think."},{"speaker":"Brandon Llewellyn","startTime":2443.764,"endTime":2445.385,"body":"That's essentially what"},{"speaker":"Brandon Llewellyn","startTime":2443.764,"endTime":2445.385,"body":"we're using it for right now."},{"speaker":"Brandon Llewellyn","startTime":2445.385,"endTime":2446.824,"body":"So I think it has"},{"speaker":"Brandon Llewellyn","startTime":2445.385,"endTime":2446.824,"body":"created a buffer."},{"speaker":"Brandon Llewellyn","startTime":2446.824,"endTime":2447.755,"body":"I'm seeing that currently."},{"speaker":"Brandon Llewellyn","startTime":2447.96,"endTime":2449.88,"body":"I don't know if it's"},{"speaker":"Brandon Llewellyn","startTime":2447.96,"endTime":2449.88,"body":"going to continue on that"},{"speaker":"Brandon Llewellyn","startTime":2449.88,"endTime":2450.914,"body":"trajectory like I have."},{"speaker":"Brandon Llewellyn","startTime":2450.92,"endTime":2453.36,"body":"I have a feeling that like as"},{"speaker":"Brandon Llewellyn","startTime":2450.92,"endTime":2453.36,"body":"of right now, there might be"},{"speaker":"Brandon Llewellyn","startTime":2453.36,"endTime":2455.67,"body":"a plateau in some ways, but"},{"speaker":"Brandon Llewellyn","startTime":2453.36,"endTime":2455.67,"body":"I might regret saying that,"},{"speaker":"Brandon Llewellyn","startTime":2455.67,"endTime":2457.079,"body":"and so don't quote me on that."},{"speaker":"Brandon Llewellyn","startTime":2457.38,"endTime":2459.059,"body":"There might be a plateau in"},{"speaker":"Brandon Llewellyn","startTime":2457.38,"endTime":2459.059,"body":"like the value that AI has"},{"speaker":"Brandon Llewellyn","startTime":2459.11,"endTime":2462.5,"body":"been providing until we have"},{"speaker":"Brandon Llewellyn","startTime":2459.11,"endTime":2462.5,"body":"another jump in what's possible,"},{"speaker":"Brandon Llewellyn","startTime":2462.5,"endTime":2465.26,"body":"and so it could be plateauing"},{"speaker":"Brandon Llewellyn","startTime":2462.5,"endTime":2465.26,"body":"at that for a little bit."},{"speaker":"Brandon Llewellyn","startTime":2465.26,"endTime":2466.61,"body":"Now that's currently"},{"speaker":"Brandon Llewellyn","startTime":2465.26,"endTime":2466.61,"body":"what I'm seeing."},{"speaker":"Brandon Llewellyn","startTime":2466.61,"endTime":2468.2000000000003,"body":"Is that a helpful answer, Galen?"},{"speaker":"Galen Low","startTime":2468.44,"endTime":2469.07,"body":"I think so."},{"speaker":"Galen Low","startTime":2469.07,"endTime":2471.4700000000003,"body":"You know, I was just and again,"},{"speaker":"Galen Low","startTime":2469.07,"endTime":2471.4700000000003,"body":"I haven't done all of the"},{"speaker":"Galen Low","startTime":2471.4700000000003,"endTime":2474.59,"body":"sort of deep research on it,"},{"speaker":"Galen Low","startTime":2471.4700000000003,"endTime":2474.59,"body":"but a colleague shared a, an"},{"speaker":"Galen Low","startTime":2474.59,"endTime":2477.8,"body":"article earlier today about"},{"speaker":"Galen Low","startTime":2474.59,"endTime":2477.8,"body":"this idea that the confidence"},{"speaker":"Galen Low","startTime":2477.8,"endTime":2480.289,"body":"in AI technology actually"},{"speaker":"Galen Low","startTime":2477.8,"endTime":2480.289,"body":"has dropped for the first"},{"speaker":"Galen Low","startTime":2480.289,"endTime":2481.2200000000003,"body":"time in a couple of years."},{"speaker":"Galen Low","startTime":2481.2200000000003,"endTime":2483.52,"body":"Even though adoption is,"},{"speaker":"Galen Low","startTime":2481.2200000000003,"endTime":2483.52,"body":"you know, is way higher."},{"speaker":"Galen Low","startTime":2483.76,"endTime":2486.4,"body":"I think we're going to"},{"speaker":"Galen Low","startTime":2483.76,"endTime":2486.4,"body":"see that as well manifests"},{"speaker":"Galen Low","startTime":2486.4,"endTime":2487.1800000000003,"body":"exactly as you said."},{"speaker":"Galen Low","startTime":2487.1800000000003,"endTime":2488.4700000000003,"body":"It's like, okay,"},{"speaker":"Galen Low","startTime":2487.1800000000003,"endTime":2488.4700000000003,"body":"yeah, we can find."},{"speaker":"Galen Low","startTime":2489.11,"endTime":2492.86,"body":"Small sort of increments and"},{"speaker":"Galen Low","startTime":2489.11,"endTime":2492.86,"body":"maybe the technology can do"},{"speaker":"Galen Low","startTime":2492.86,"endTime":2495.4700000000003,"body":"a lot of these things that"},{"speaker":"Galen Low","startTime":2492.86,"endTime":2495.4700000000003,"body":"are currently look like"},{"speaker":"Galen Low","startTime":2495.4700000000003,"endTime":2496.61,"body":"they're beyond our reach."},{"speaker":"Galen Low","startTime":2496.88,"endTime":2500.1800000000003,"body":"But it will take, like the"},{"speaker":"Galen Low","startTime":2496.88,"endTime":2500.1800000000003,"body":"human factor is actually"},{"speaker":"Galen Low","startTime":2500.3900000000003,"endTime":2503.1200000000003,"body":"going to create this plateau"},{"speaker":"Galen Low","startTime":2500.3900000000003,"endTime":2503.1200000000003,"body":"a little bit, even if the"},{"speaker":"Galen Low","startTime":2503.1200000000003,"endTime":2504.4100000000003,"body":"technology's advancing."},{"speaker":"Galen Low","startTime":2504.4100000000003,"endTime":2507.02,"body":"A, because change management"},{"speaker":"Galen Low","startTime":2504.4100000000003,"endTime":2507.02,"body":"like so much is changing so"},{"speaker":"Galen Low","startTime":2507.02,"endTime":2509.6000000000004,"body":"fast, B, because we actually"},{"speaker":"Galen Low","startTime":2507.02,"endTime":2509.6000000000004,"body":"now need to sit down and figure"},{"speaker":"Galen Low","startTime":2509.6000000000004,"endTime":2513.98,"body":"out where the most like valuable"},{"speaker":"Galen Low","startTime":2509.6000000000004,"endTime":2513.98,"body":"efficiencies are to be found."},{"speaker":"Galen Low","startTime":2514.375,"endTime":2516.625,"body":"What I really like about your"},{"speaker":"Galen Low","startTime":2514.375,"endTime":2516.625,"body":"answer is again, that dog"},{"speaker":"Galen Low","startTime":2516.625,"endTime":2518.545,"body":"food thing, and I didn't know"},{"speaker":"Galen Low","startTime":2516.625,"endTime":2518.545,"body":"this about surface really,"},{"speaker":"Galen Low","startTime":2518.545,"endTime":2520.5550000000003,"body":"but you know, you're really"},{"speaker":"Galen Low","startTime":2518.545,"endTime":2520.5550000000003,"body":"living your values there."},{"speaker":"Galen Low","startTime":2520.645,"endTime":2524.005,"body":"You are creating enough space"},{"speaker":"Galen Low","startTime":2520.645,"endTime":2524.005,"body":"where you can have balance"},{"speaker":"Galen Low","startTime":2524.005,"endTime":2527.6650000000004,"body":"in your life and where"},{"speaker":"Galen Low","startTime":2524.005,"endTime":2527.6650000000004,"body":"you can find efficiencies."},{"speaker":"Galen Low","startTime":2527.695,"endTime":2530.3650000000002,"body":"That doesn't mean you"},{"speaker":"Galen Low","startTime":2527.695,"endTime":2530.3650000000002,"body":"know that we are going to."},{"speaker":"Galen Low","startTime":2530.63,"endTime":2533.42,"body":"Take on more little tiny"},{"speaker":"Galen Low","startTime":2530.63,"endTime":2533.42,"body":"projects and hope that"},{"speaker":"Galen Low","startTime":2533.42,"endTime":2534.53,"body":"we can maintain quality."},{"speaker":"Galen Low","startTime":2534.53,"endTime":2538.0400000000004,"body":"Instead, we wanna be able to,"},{"speaker":"Galen Low","startTime":2534.53,"endTime":2538.0400000000004,"body":"you know, service clients with"},{"speaker":"Galen Low","startTime":2538.0400000000004,"endTime":2541.34,"body":"high quality in a way where"},{"speaker":"Galen Low","startTime":2538.0400000000004,"endTime":2541.34,"body":"we're eating our own dog food."},{"speaker":"Galen Low","startTime":2541.34,"endTime":2544.07,"body":"We wanna be able to deliver"},{"speaker":"Galen Low","startTime":2541.34,"endTime":2544.07,"body":"efficiently deliver value."},{"speaker":"Galen Low","startTime":2544.2200000000003,"endTime":2547.07,"body":"They get more value from it,"},{"speaker":"Galen Low","startTime":2544.2200000000003,"endTime":2547.07,"body":"and your organization gets"},{"speaker":"Galen Low","startTime":2547.07,"endTime":2548.51,"body":"more value from it as well."},{"speaker":"Galen Low","startTime":2548.6600000000003,"endTime":2550.82,"body":"And that's kind of really"},{"speaker":"Galen Low","startTime":2548.6600000000003,"endTime":2550.82,"body":"the, like the growth engine,"},{"speaker":"Galen Low","startTime":2550.9100000000003,"endTime":2554.3300000000004,"body":"not just sell as much as we"},{"speaker":"Galen Low","startTime":2550.9100000000003,"endTime":2554.3300000000004,"body":"possibly can, but almost like."},{"speaker":"Galen Low","startTime":2554.6400000000003,"endTime":2559.02,"body":"Sell a mindset, a philosophy, a"},{"speaker":"Galen Low","startTime":2554.6400000000003,"endTime":2559.02,"body":"different way to grow that isn't"},{"speaker":"Galen Low","startTime":2559.02,"endTime":2562.4700000000003,"body":"the sort of ruthless model of"},{"speaker":"Galen Low","startTime":2559.02,"endTime":2562.4700000000003,"body":"operational efficiency where you"},{"speaker":"Galen Low","startTime":2562.4700000000003,"endTime":2564.0,"body":"know, we're just slicing jobs."},{"speaker":"Galen Low","startTime":2564.15,"endTime":2566.8500000000004,"body":"It's actually just"},{"speaker":"Galen Low","startTime":2564.15,"endTime":2566.8500000000004,"body":"gaining more capacity."},{"speaker":"Galen Low","startTime":2566.9100000000003,"endTime":2569.76,"body":"Coming back to capacity, like"},{"speaker":"Galen Low","startTime":2566.9100000000003,"endTime":2569.76,"body":"increasing the capacity to"},{"speaker":"Galen Low","startTime":2569.76,"endTime":2572.0400000000004,"body":"do more within a project,"},{"speaker":"Galen Low","startTime":2569.76,"endTime":2572.0400000000004,"body":"within an engagement."},{"speaker":"Brandon Llewellyn","startTime":2572.77,"endTime":2574.36,"body":"And that's"},{"speaker":"Brandon Llewellyn","startTime":2572.77,"endTime":2574.36,"body":"what we come back to is if"},{"speaker":"Brandon Llewellyn","startTime":2574.36,"endTime":2577.3900000000003,"body":"we can create systems for our"},{"speaker":"Brandon Llewellyn","startTime":2574.36,"endTime":2577.3900000000003,"body":"clients that remove so much of"},{"speaker":"Brandon Llewellyn","startTime":2577.3900000000003,"endTime":2580.48,"body":"the work about work that improve"},{"speaker":"Brandon Llewellyn","startTime":2577.3900000000003,"endTime":2580.48,"body":"visibility for everybody who"},{"speaker":"Brandon Llewellyn","startTime":2580.48,"endTime":2583.78,"body":"needs to have that visibility,"},{"speaker":"Brandon Llewellyn","startTime":2580.48,"endTime":2583.78,"body":"that improves expectations for"},{"speaker":"Brandon Llewellyn","startTime":2583.78,"endTime":2586.8100000000004,"body":"how to do something, when to do"},{"speaker":"Brandon Llewellyn","startTime":2583.78,"endTime":2586.8100000000004,"body":"it by, we can have a world where"},{"speaker":"Brandon Llewellyn","startTime":2586.8100000000004,"endTime":2590.05,"body":"those efficiencies can be seen,"},{"speaker":"Brandon Llewellyn","startTime":2586.8100000000004,"endTime":2590.05,"body":"and then that buffer that we"},{"speaker":"Brandon Llewellyn","startTime":2590.05,"endTime":2591.76,"body":"create is up to us to deal with."},{"speaker":"Brandon Llewellyn","startTime":2591.76,"endTime":2593.6800000000003,"body":"And maybe you wanna choose"},{"speaker":"Brandon Llewellyn","startTime":2591.76,"endTime":2593.6800000000003,"body":"a company that's gonna thank"},{"speaker":"Brandon Llewellyn","startTime":2593.6800000000003,"endTime":2596.4700000000003,"body":"both of you and your clients to"},{"speaker":"Brandon Llewellyn","startTime":2593.6800000000003,"endTime":2596.4700000000003,"body":"make sure that this is the long"},{"speaker":"Brandon Llewellyn","startTime":2596.4700000000003,"endTime":2597.4900000000002,"body":"game for everybody involved."},{"speaker":"Galen Low","startTime":2597.7000000000003,"endTime":2598.09,"body":"Love that."},{"speaker":"Galen Low","startTime":2598.2400000000002,"endTime":2600.2200000000003,"body":"Longevity, the long"},{"speaker":"Galen Low","startTime":2598.2400000000002,"endTime":2600.2200000000003,"body":"game comes back again."},{"speaker":"Galen Low","startTime":2600.4300000000003,"endTime":2602.6800000000003,"body":"Brandon, thanks so much for"},{"speaker":"Galen Low","startTime":2600.4300000000003,"endTime":2602.6800000000003,"body":"spending the time with me today."},{"speaker":"Galen Low","startTime":2602.6800000000003,"endTime":2603.9100000000003,"body":"I really enjoyed"},{"speaker":"Galen Low","startTime":2602.6800000000003,"endTime":2603.9100000000003,"body":"this conversation."},{"speaker":"Galen Low","startTime":2603.9100000000003,"endTime":2604.63,"body":"It's been a lot of fun."},{"speaker":"Galen Low","startTime":2604.78,"endTime":2606.7000000000003,"body":"For folks who wanna learn more"},{"speaker":"Galen Low","startTime":2604.78,"endTime":2606.7000000000003,"body":"about you, learn more about"},{"speaker":"Galen Low","startTime":2606.71,"endTime":2607.9300000000003,"body":"Cirface, like where can they go?"},{"speaker":"Brandon Llewellyn","startTime":2608.0800000000004,"endTime":2609.67,"body":"Yeah, I'll"},{"speaker":"Brandon Llewellyn","startTime":2608.0800000000004,"endTime":2609.67,"body":"give you my LinkedIn profile."},{"speaker":"Brandon Llewellyn","startTime":2609.94,"endTime":2612.46,"body":"They can follow me if they wanna"},{"speaker":"Brandon Llewellyn","startTime":2609.94,"endTime":2612.46,"body":"learn more about anything to"},{"speaker":"Brandon Llewellyn","startTime":2612.46,"endTime":2616.27,"body":"do with Asana's new features,"},{"speaker":"Brandon Llewellyn","startTime":2612.46,"endTime":2616.27,"body":"automations, visibility,"},{"speaker":"Brandon Llewellyn","startTime":2616.27,"endTime":2616.8700000000003,"body":"all that kind of stuff."},{"speaker":"Brandon Llewellyn","startTime":2616.8700000000003,"endTime":2619.8100000000004,"body":"I post about on the daily"},{"speaker":"Brandon Llewellyn","startTime":2616.8700000000003,"endTime":2619.8100000000004,"body":"about Asana and about"},{"speaker":"Brandon Llewellyn","startTime":2619.8100000000004,"endTime":2620.59,"body":"delivery leadership."},{"speaker":"Brandon Llewellyn","startTime":2620.59,"endTime":2622.21,"body":"So we're thinking about"},{"speaker":"Brandon Llewellyn","startTime":2620.59,"endTime":2622.21,"body":"data, we're thinking about"},{"speaker":"Brandon Llewellyn","startTime":2622.21,"endTime":2623.38,"body":"things like leadership."},{"speaker":"Brandon Llewellyn","startTime":2623.4100000000003,"endTime":2624.01,"body":"It's all there."},{"speaker":"Brandon Llewellyn","startTime":2624.01,"endTime":2626.7400000000002,"body":"And so Popeye, my profile, give"},{"speaker":"Brandon Llewellyn","startTime":2624.01,"endTime":2626.7400000000002,"body":"it a follow out and maybe you'll"},{"speaker":"Brandon Llewellyn","startTime":2626.7400000000002,"endTime":2627.4150000000004,"body":"find the goodie here and there."},{"speaker":"Galen Low","startTime":2628.17,"endTime":2628.4100000000003,"body":"Awesome."},{"speaker":"Galen Low","startTime":2628.7400000000002,"endTime":2630.3300000000004,"body":"I'll add those links"},{"speaker":"Galen Low","startTime":2628.7400000000002,"endTime":2630.3300000000004,"body":"to the show notes."},{"speaker":"Galen Low","startTime":2630.42,"endTime":2632.13,"body":"And Brandon, thanks again"},{"speaker":"Galen Low","startTime":2630.42,"endTime":2632.13,"body":"for coming on the show."},{"speaker":"Brandon Llewellyn","startTime":2632.4900000000002,"endTime":2633.2290000000003,"body":"Thanks"},{"speaker":"Brandon Llewellyn","startTime":2632.4900000000002,"endTime":2633.2290000000003,"body":"for having me, Galen."},{"speaker":"Galen Low","startTime":2633.75,"endTime":2635.7000000000003,"body":"Alright folks, that's"},{"speaker":"Galen Low","startTime":2633.75,"endTime":2635.7000000000003,"body":"it for today's episode of The"},{"speaker":"Galen Low","startTime":2635.7000000000003,"endTime":2637.3500000000004,"body":"Digital Project Manager Podcast."},{"speaker":"Galen Low","startTime":2637.6200000000003,"endTime":2639.3,"body":"If you enjoyed this"},{"speaker":"Galen Low","startTime":2637.6200000000003,"endTime":2639.3,"body":"conversation, make sure"},{"speaker":"Galen Low","startTime":2639.3,"endTime":2640.6200000000003,"body":"to subscribe wherever"},{"speaker":"Galen Low","startTime":2639.3,"endTime":2640.6200000000003,"body":"you're listening."},{"speaker":"Galen Low","startTime":2640.9500000000003,"endTime":2643.38,"body":"And if you want even more"},{"speaker":"Galen Low","startTime":2640.9500000000003,"endTime":2643.38,"body":"tactical insights, case"},{"speaker":"Galen Low","startTime":2643.38,"endTime":2645.42,"body":"studies and playbooks,"},{"speaker":"Galen Low","startTime":2643.38,"endTime":2645.42,"body":"create a free account at"},{"speaker":"Galen Low","startTime":2645.5600000000004,"endTime":2646.59,"body":"thedigitalprojectmanager.com/free-account."},{"speaker":"Galen Low","startTime":2649.2900000000004,"endTime":2651.045,"body":"Until next time,"},{"speaker":"Galen Low","startTime":2649.2900000000004,"endTime":2651.045,"body":"thanks for listening."}]}