{"version":"1.0.0","segments":[{"speaker":"Rob States","startTime":0.0,"endTime":2.71,"body":"startup R\u0026D people,"},{"speaker":"Rob States","startTime":0.0,"endTime":2.71,"body":"first off, they probably don't like"},{"speaker":"Rob States","startTime":2.71,"endTime":7.129,"body":"structure and, um, and they like the"},{"speaker":"Rob States","startTime":2.71,"endTime":7.129,"body":"freedom, and they like the freedom to"},{"speaker":"Rob States","startTime":7.129,"endTime":11.479,"body":"think, and they just… They really"},{"speaker":"Rob States","startTime":7.129,"endTime":11.479,"body":"are not caught up in process at all."},{"speaker":"Rob States","startTime":11.489,"endTime":12.5,"body":"They just wanna get it done."},{"speaker":"Rob States","startTime":13.25,"endTime":16.88,"body":"And when you get into big corporations,"},{"speaker":"Rob States","startTime":13.25,"endTime":16.88,"body":"they're managing risk and, you know,"},{"speaker":"Rob States","startTime":16.88,"endTime":19.55,"body":"they're risk management companies,"},{"speaker":"Rob States","startTime":16.88,"endTime":19.55,"body":"whether-- whatever it says on"},{"speaker":"Rob States","startTime":19.55,"endTime":22.204,"body":"the door, that's really what they"},{"speaker":"Rob States","startTime":19.55,"endTime":22.204,"body":"are, is risk management companies."},{"speaker":"Aaron Moncur","startTime":35.635,"endTime":38.425,"body":"Hello, and welcome"},{"speaker":"Aaron Moncur","startTime":35.635,"endTime":38.425,"body":"to the Being an Engineer podcast."},{"speaker":"Aaron Moncur","startTime":38.635,"endTime":44.035,"body":"Today, we've got Rob States coming back to"},{"speaker":"Aaron Moncur","startTime":38.635,"endTime":44.035,"body":"us, who is wearing two hats as a founder"},{"speaker":"Aaron Moncur","startTime":44.035,"endTime":49.295,"body":"and owner of AccelaTech, a management"},{"speaker":"Aaron Moncur","startTime":44.035,"endTime":49.295,"body":"consulting firm, and vice president of"},{"speaker":"Aaron Moncur","startTime":49.295,"endTime":53.765,"body":"technical services at Cormica Medical"},{"speaker":"Aaron Moncur","startTime":49.295,"endTime":53.765,"body":"Device and Pharmaceutical Testing."},{"speaker":"Aaron Moncur","startTime":54.405,"endTime":59.075,"body":"With a background in plastics engineering,"},{"speaker":"Aaron Moncur","startTime":54.405,"endTime":59.075,"body":"an MBA, and more than two decades"},{"speaker":"Aaron Moncur","startTime":59.075,"endTime":62.445,"body":"across product development, testing,"},{"speaker":"Aaron Moncur","startTime":59.075,"endTime":62.445,"body":"consulting, and technical leadership,"},{"speaker":"Aaron Moncur","startTime":62.885,"endTime":67.345,"body":"Rob brings a practical perspective on"},{"speaker":"Aaron Moncur","startTime":62.885,"endTime":67.345,"body":"how engineers can thrive in corporate"},{"speaker":"Aaron Moncur","startTime":67.375,"endTime":71.805,"body":"R\u0026D by understanding the connection"},{"speaker":"Aaron Moncur","startTime":67.375,"endTime":71.805,"body":"between budgets, project success, staffing"},{"speaker":"Aaron Moncur","startTime":71.805,"endTime":74.095,"body":"choices, and business performance."},{"speaker":"Aaron Moncur","startTime":74.095,"endTime":75.805,"body":"Rob, thanks for being with us on the show."},{"speaker":"Rob States","startTime":76.32,"endTime":77.12,"body":"Uh, great to be back."},{"speaker":"Rob States","startTime":77.12,"endTime":77.65,"body":"Thank you"},{"speaker":"Aaron Moncur","startTime":77.929,"endTime":78.249,"body":"Yeah."},{"speaker":"Aaron Moncur","startTime":78.249,"endTime":80.489,"body":"This is, uh, round number two for Rob."},{"speaker":"Aaron Moncur","startTime":80.489,"endTime":83.519,"body":"So if you haven't heard his first"},{"speaker":"Aaron Moncur","startTime":80.489,"endTime":83.519,"body":"episode, be sure and go through the"},{"speaker":"Aaron Moncur","startTime":83.519,"endTime":85.149,"body":"archives and find, find that one."},{"speaker":"Aaron Moncur","startTime":85.519,"endTime":89.209,"body":"Today we're, we're gonna have, uh, a"},{"speaker":"Aaron Moncur","startTime":85.519,"endTime":89.209,"body":"conversation that is loosely focused"},{"speaker":"Aaron Moncur","startTime":89.219,"endTime":94.089,"body":"on this idea of how engineers can"},{"speaker":"Aaron Moncur","startTime":89.219,"endTime":94.089,"body":"thrive in corporate R\u0026D environments,"},{"speaker":"Aaron Moncur","startTime":94.089,"endTime":97.749,"body":"and understanding budgets and,"},{"speaker":"Aaron Moncur","startTime":94.089,"endTime":97.749,"body":"and staffing choices and business"},{"speaker":"Aaron Moncur","startTime":97.759,"endTime":98.979,"body":"performance, things like that."},{"speaker":"Aaron Moncur","startTime":99.419,"endTime":104.469,"body":"And I feel like Rob is particularly"},{"speaker":"Aaron Moncur","startTime":99.419,"endTime":104.469,"body":"well-suited to this conversation"},{"speaker":"Aaron Moncur","startTime":105.009,"endTime":109.279,"body":"more than maybe any other engineer"},{"speaker":"Aaron Moncur","startTime":105.009,"endTime":109.279,"body":"I've gotten to know over the years,"},{"speaker":"Aaron Moncur","startTime":109.279,"endTime":112.259,"body":"and Rob and I have connected for,"},{"speaker":"Aaron Moncur","startTime":109.279,"endTime":112.259,"body":"for several years at this point."},{"speaker":"Aaron Moncur","startTime":112.589,"endTime":115.809,"body":"He really has a keen understanding"},{"speaker":"Aaron Moncur","startTime":112.589,"endTime":115.809,"body":"of the business of engineering and,"},{"speaker":"Aaron Moncur","startTime":115.809,"endTime":120.139,"body":"and not just the business, but the,"},{"speaker":"Aaron Moncur","startTime":115.809,"endTime":120.139,"body":"the macroeconomics of engineering."},{"speaker":"Aaron Moncur","startTime":120.149,"endTime":125.519,"body":"He, he always seems to have a finger"},{"speaker":"Aaron Moncur","startTime":120.149,"endTime":125.519,"body":"on the pulse of where the industry is,"},{"speaker":"Aaron Moncur","startTime":125.539,"endTime":129.899,"body":"who's hiring, who's not, who's got money,"},{"speaker":"Aaron Moncur","startTime":125.539,"endTime":129.899,"body":"who doesn't, and that's, that's kind"},{"speaker":"Aaron Moncur","startTime":129.899,"endTime":134.419,"body":"of a, a, a unique knowledge base that I"},{"speaker":"Aaron Moncur","startTime":129.899,"endTime":134.419,"body":"just don't find in, in other engineers."},{"speaker":"Aaron Moncur","startTime":134.669,"endTime":136.159,"body":"Rob, may- maybe we start there."},{"speaker":"Aaron Moncur","startTime":136.159,"endTime":140.039,"body":"What, what got you interested in"},{"speaker":"Aaron Moncur","startTime":136.159,"endTime":140.039,"body":"kind of like the behind-the-scenes,"},{"speaker":"Aaron Moncur","startTime":140.249,"endTime":143.649,"body":"um, macroeconomics of engineering?"},{"speaker":"Rob States","startTime":144.784,"endTime":145.204,"body":"Yeah."},{"speaker":"Rob States","startTime":145.264,"endTime":148.324,"body":"Engineers always wanna figure"},{"speaker":"Rob States","startTime":145.264,"endTime":148.324,"body":"out why stuff works and, and,"},{"speaker":"Rob States","startTime":148.324,"endTime":150.684,"body":"and of course, that's why I ended"},{"speaker":"Rob States","startTime":148.324,"endTime":150.684,"body":"up in an engineering career."},{"speaker":"Rob States","startTime":150.684,"endTime":155.984,"body":"But beyond that, um, you know, I, I came"},{"speaker":"Rob States","startTime":150.684,"endTime":155.984,"body":"in previously in a partnership model"},{"speaker":"Rob States","startTime":155.984,"endTime":158.664,"body":"where you had to go off and build your"},{"speaker":"Rob States","startTime":155.984,"endTime":158.664,"body":"own business, and I really wanted to"},{"speaker":"Rob States","startTime":158.664,"endTime":160.674,"body":"understand why people bought and sold."},{"speaker":"Rob States","startTime":161.484,"endTime":164.924,"body":"so I s- would… You know, I was"},{"speaker":"Rob States","startTime":161.484,"endTime":164.924,"body":"always just going off throwing,"},{"speaker":"Rob States","startTime":164.934,"endTime":166.924,"body":"you know, spaghetti at the"},{"speaker":"Rob States","startTime":164.934,"endTime":166.924,"body":"wall to see what would stick."},{"speaker":"Rob States","startTime":167.734,"endTime":171.014,"body":"started zeroing into why would"},{"speaker":"Rob States","startTime":167.734,"endTime":171.014,"body":"they buy this and not buy this?"},{"speaker":"Rob States","startTime":171.034,"endTime":175.324,"body":"And then why would this corporation"},{"speaker":"Rob States","startTime":171.034,"endTime":175.324,"body":"with, you know, oodles of talent"},{"speaker":"Rob States","startTime":175.344,"endTime":179.304,"body":"and equipment and money, why would"},{"speaker":"Rob States","startTime":175.344,"endTime":179.304,"body":"they outsource these kind of tasks?"},{"speaker":"Rob States","startTime":179.304,"endTime":183.074,"body":"So I spent a lot of time"},{"speaker":"Rob States","startTime":179.304,"endTime":183.074,"body":"understanding that nuance and"},{"speaker":"Rob States","startTime":183.074,"endTime":184.894,"body":"understanding the value in the market."},{"speaker":"Rob States","startTime":185.324,"endTime":189.874,"body":"And, you know, that's where it just then"},{"speaker":"Rob States","startTime":185.324,"endTime":189.874,"body":"it parlayed into my curiosity just kept"},{"speaker":"Rob States","startTime":189.874,"endTime":193.694,"body":"me going and, and digging into this,"},{"speaker":"Rob States","startTime":189.874,"endTime":193.694,"body":"and then forming friendships with other"},{"speaker":"Rob States","startTime":193.694,"endTime":197.734,"body":"services firms, understanding what made"},{"speaker":"Rob States","startTime":193.694,"endTime":197.734,"body":"them tick, and then spending a lot of time"},{"speaker":"Rob States","startTime":197.734,"endTime":202.174,"body":"with doing voice of customer activities"},{"speaker":"Rob States","startTime":197.734,"endTime":202.174,"body":"with clients, and then really understand"},{"speaker":"Rob States","startTime":202.174,"endTime":206.084,"body":"the value that you can provide to them"},{"speaker":"Rob States","startTime":202.174,"endTime":206.084,"body":"and why services companies needed to"},{"speaker":"Rob States","startTime":206.084,"endTime":208.004,"body":"exist versus what corporate R\u0026D would do"},{"speaker":"Aaron Moncur","startTime":208.809,"endTime":209.059,"body":"Yeah."},{"speaker":"Aaron Moncur","startTime":209.449,"endTime":214.449,"body":"Um, uh, help me define the"},{"speaker":"Aaron Moncur","startTime":209.449,"endTime":214.449,"body":"difference between corporate R\u0026D"},{"speaker":"Aaron Moncur","startTime":214.759,"endTime":216.849,"body":"and, like, a startup R\u0026D environment."},{"speaker":"Aaron Moncur","startTime":216.859,"endTime":217.539,"body":"What's the difference?"},{"speaker":"Rob States","startTime":218.166,"endTime":219.316,"body":"Oh, there's a big difference."},{"speaker":"Rob States","startTime":219.346,"endTime":223.326,"body":"Um, startup R\u0026D people, first off,"},{"speaker":"Rob States","startTime":219.346,"endTime":223.326,"body":"they probably don't like structure"},{"speaker":"Rob States","startTime":223.496,"endTime":227.596,"body":"and, um, and they like the freedom,"},{"speaker":"Rob States","startTime":223.496,"endTime":227.596,"body":"and they like the freedom to think,"},{"speaker":"Rob States","startTime":228.096,"endTime":231.516,"body":"and they just… They really are"},{"speaker":"Rob States","startTime":228.096,"endTime":231.516,"body":"not caught up in process at all."},{"speaker":"Rob States","startTime":231.526,"endTime":232.536,"body":"They just wanna get it done."},{"speaker":"Rob States","startTime":233.286,"endTime":236.916,"body":"And when you get into big corporations,"},{"speaker":"Rob States","startTime":233.286,"endTime":236.916,"body":"they're managing risk and, you know,"},{"speaker":"Rob States","startTime":236.916,"endTime":239.586,"body":"they're risk management companies,"},{"speaker":"Rob States","startTime":236.916,"endTime":239.586,"body":"whether-- whatever it says on"},{"speaker":"Rob States","startTime":239.586,"endTime":242.266,"body":"the door, that's really what they"},{"speaker":"Rob States","startTime":239.586,"endTime":242.266,"body":"are, is risk management companies."},{"speaker":"Rob States","startTime":242.986,"endTime":245.676,"body":"they're managing risk all the time."},{"speaker":"Rob States","startTime":245.816,"endTime":249.546,"body":"So they have all these procedures in"},{"speaker":"Rob States","startTime":245.816,"endTime":249.546,"body":"place and all these different parts of"},{"speaker":"Rob States","startTime":249.546,"endTime":254.166,"body":"the organization, you know, regulatory,"},{"speaker":"Rob States","startTime":249.546,"endTime":254.166,"body":"quality, R\u0026D, operations, and they all"},{"speaker":"Rob States","startTime":254.576,"endTime":259.856,"body":"operate in their silos, where if you go to"},{"speaker":"Rob States","startTime":254.576,"endTime":259.856,"body":"a startup, you wear 16 hats, guaranteed."},{"speaker":"Rob States","startTime":260.236,"endTime":265.536,"body":"And, and, and, uh, what I find is, is that"},{"speaker":"Rob States","startTime":260.236,"endTime":265.536,"body":"startups are actually, because they're"},{"speaker":"Rob States","startTime":265.566,"endTime":272.336,"body":"uninhibited, a lot better at innovation,"},{"speaker":"Rob States","startTime":265.566,"endTime":272.336,"body":"and the big corporations are the lot more"},{"speaker":"Rob States","startTime":272.336,"endTime":276.266,"body":"corp-- uh, lot more capable at scaling,"},{"speaker":"Rob States","startTime":272.336,"endTime":276.266,"body":"getting stuff across the finish line"},{"speaker":"Rob States","startTime":276.266,"endTime":278.306,"body":"at the reliability levels they need."},{"speaker":"Rob States","startTime":279.216,"endTime":280.876,"body":"They're not generally good at innovation."},{"speaker":"Rob States","startTime":280.876,"endTime":282.106,"body":"If you look, they generally buy it."},{"speaker":"Rob States","startTime":282.396,"endTime":286.596,"body":"Um, you know, uh, where the, the"},{"speaker":"Rob States","startTime":282.396,"endTime":286.596,"body":"startup people are the, the, the"},{"speaker":"Rob States","startTime":286.596,"endTime":290.226,"body":"innovative types here, and those"},{"speaker":"Rob States","startTime":286.596,"endTime":290.226,"body":"worlds sometimes merge when, you know,"},{"speaker":"Rob States","startTime":290.226,"endTime":291.876,"body":"someone grows a company, then sells it"},{"speaker":"Aaron Moncur","startTime":293.129,"endTime":298.359,"body":"It makes sense that a"},{"speaker":"Aaron Moncur","startTime":293.129,"endTime":298.359,"body":"startup might not be, um, immediately"},{"speaker":"Aaron Moncur","startTime":298.359,"endTime":302.499,"body":"effective at taking something across the"},{"speaker":"Aaron Moncur","startTime":298.359,"endTime":302.499,"body":"finish line, especially at scale and at a"},{"speaker":"Aaron Moncur","startTime":302.499,"endTime":306.949,"body":"high level of, of quality and consistency"},{"speaker":"Aaron Moncur","startTime":302.499,"endTime":306.949,"body":"just by the nature of what a startup is."},{"speaker":"Aaron Moncur","startTime":306.949,"endTime":312.189,"body":"But why, why do you think corporations,"},{"speaker":"Aaron Moncur","startTime":306.949,"endTime":312.189,"body":"larger companies out there, why can't"},{"speaker":"Aaron Moncur","startTime":312.199,"endTime":313.949,"body":"they be innovative like startups?"},{"speaker":"Rob States","startTime":315.938,"endTime":320.438,"body":"Um, because they're"},{"speaker":"Rob States","startTime":315.938,"endTime":320.438,"body":"busy following a process, you know."},{"speaker":"Rob States","startTime":320.438,"endTime":324.688,"body":"And I-- And that may-- That's not"},{"speaker":"Rob States","startTime":320.438,"endTime":324.688,"body":"good or bad, that's just who they are."},{"speaker":"Rob States","startTime":324.728,"endTime":327.058,"body":"You know, there was, um-- I'm"},{"speaker":"Rob States","startTime":324.728,"endTime":327.058,"body":"just taking some lessons from the"},{"speaker":"Rob States","startTime":327.058,"endTime":328.668,"body":"services world and reapplying it."},{"speaker":"Rob States","startTime":328.678,"endTime":331.928,"body":"So there was, there was these, these"},{"speaker":"Rob States","startTime":328.678,"endTime":331.928,"body":"books out here, and they talk about"},{"speaker":"Rob States","startTime":331.938,"endTime":335.228,"body":"like services firms, and there's three"},{"speaker":"Rob States","startTime":331.938,"endTime":335.228,"body":"kinds of services firms generally."},{"speaker":"Rob States","startTime":335.228,"endTime":339.558,"body":"It's like expertise, gray hairs,"},{"speaker":"Rob States","startTime":335.228,"endTime":339.558,"body":"and process-oriented, right?"},{"speaker":"Rob States","startTime":339.918,"endTime":345.398,"body":"So firms, you know, that are expertise"},{"speaker":"Rob States","startTime":339.918,"endTime":345.398,"body":"in gray hair offer something different"},{"speaker":"Rob States","startTime":345.398,"endTime":346.958,"body":"than firms that are process-oriented."},{"speaker":"Rob States","startTime":348.038,"endTime":350.098,"body":"Organizations follow process."},{"speaker":"Rob States","startTime":350.098,"endTime":352.168,"body":"They value process a lot."},{"speaker":"Rob States","startTime":352.758,"endTime":355.928,"body":"And when you value process,"},{"speaker":"Rob States","startTime":352.758,"endTime":355.928,"body":"it sort of cuts off the tails."},{"speaker":"Rob States","startTime":356.028,"endTime":358.538,"body":"When you cut off the tails, that's"},{"speaker":"Rob States","startTime":356.028,"endTime":358.538,"body":"where the innovation is, right?"},{"speaker":"Rob States","startTime":360.058,"endTime":364.088,"body":"It-- That's not perfectly true a hundred"},{"speaker":"Rob States","startTime":360.058,"endTime":364.088,"body":"percent of the time, but I'm gonna say"},{"speaker":"Rob States","startTime":364.108,"endTime":367.698,"body":"companies are more likely to give you"},{"speaker":"Rob States","startTime":364.108,"endTime":367.698,"body":"another flavor of what they do or another"},{"speaker":"Rob States","startTime":367.808,"endTime":371.388,"body":"s- or another revision of what they do"},{"speaker":"Rob States","startTime":367.808,"endTime":371.388,"body":"than they are to create something new."},{"speaker":"Rob States","startTime":371.388,"endTime":372.988,"body":"It's very hard to create something new."},{"speaker":"Rob States","startTime":373.718,"endTime":378.598,"body":"And so just have the horsepower to get it"},{"speaker":"Rob States","startTime":373.718,"endTime":378.598,"body":"across the finish line, really understand"},{"speaker":"Rob States","startTime":378.598,"endTime":382.108,"body":"reliability, really under supply--"},{"speaker":"Rob States","startTime":378.598,"endTime":382.108,"body":"understand supply chain, know how to sell"},{"speaker":"Rob States","startTime":382.108,"endTime":386.268,"body":"it, know how to get it to volume, know how"},{"speaker":"Rob States","startTime":382.108,"endTime":386.268,"body":"to get it through the regulatory pathways."},{"speaker":"Rob States","startTime":387.278,"endTime":388.418,"body":"where they're strong."},{"speaker":"Rob States","startTime":389.068,"endTime":392.778,"body":"Innovation, they wanna do"},{"speaker":"Rob States","startTime":389.068,"endTime":392.778,"body":"it, but I mean, they struggle"},{"speaker":"Aaron Moncur","startTime":394.441,"endTime":397.671,"body":"You mentioned earlier that,"},{"speaker":"Aaron Moncur","startTime":394.441,"endTime":397.671,"body":"uh, a lot of these corporations, no matter"},{"speaker":"Aaron Moncur","startTime":397.671,"endTime":401.701,"body":"what it says on the door, they're, they're"},{"speaker":"Aaron Moncur","startTime":397.671,"endTime":401.701,"body":"really risk mitigation companies, which is"},{"speaker":"Aaron Moncur","startTime":401.771,"endTime":403.701,"body":"an interesting way to, to think about it."},{"speaker":"Aaron Moncur","startTime":404.071,"endTime":406.461,"body":"And you have an interesting way"},{"speaker":"Aaron Moncur","startTime":404.071,"endTime":406.461,"body":"of thinking about a lot of things."},{"speaker":"Aaron Moncur","startTime":406.541,"endTime":411.871,"body":"Uh, another idea that you have or, or"},{"speaker":"Aaron Moncur","startTime":406.541,"endTime":411.871,"body":"a principle is the idea of this, the"},{"speaker":"Aaron Moncur","startTime":411.871,"endTime":417.061,"body":"quote unquote real contract between"},{"speaker":"Aaron Moncur","startTime":411.871,"endTime":417.061,"body":"an employee and, and the company,"},{"speaker":"Aaron Moncur","startTime":417.401,"endTime":419.871,"body":"uh, especially in an R\u0026D environment."},{"speaker":"Aaron Moncur","startTime":419.881,"endTime":423.651,"body":"What, what do you mean when you"},{"speaker":"Aaron Moncur","startTime":419.881,"endTime":423.651,"body":"say the real contract between"},{"speaker":"Aaron Moncur","startTime":423.661,"endTime":424.921,"body":"the company and the employee?"},{"speaker":"Rob States","startTime":426.48,"endTime":430.63,"body":"Well, you see it, you know, in"},{"speaker":"Rob States","startTime":426.48,"endTime":430.63,"body":"the layoffs, and I've seen it throughout"},{"speaker":"Rob States","startTime":430.63,"endTime":434.87,"body":"my career, and I've been trying to"},{"speaker":"Rob States","startTime":430.63,"endTime":434.87,"body":"understand, um, you know, 'cause you"},{"speaker":"Rob States","startTime":434.89,"endTime":438.13,"body":"value individuals and you, you go to"},{"speaker":"Rob States","startTime":434.89,"endTime":438.13,"body":"work for these big corporations, and"},{"speaker":"Rob States","startTime":438.13,"endTime":441.52,"body":"I've done it and, you know, and I've"},{"speaker":"Rob States","startTime":438.13,"endTime":441.52,"body":"enjoyed it and I've got a lot out of it."},{"speaker":"Rob States","startTime":443.18,"endTime":447.38,"body":"They are super focused on the process,"},{"speaker":"Rob States","startTime":443.18,"endTime":447.38,"body":"whether they tell you that or not."},{"speaker":"Rob States","startTime":447.62,"endTime":452.25,"body":"Your managers may be super focused on you,"},{"speaker":"Rob States","startTime":447.62,"endTime":452.25,"body":"but the company's focused on the process."},{"speaker":"Rob States","startTime":452.74,"endTime":455.67,"body":"And so when they're focused on the"},{"speaker":"Rob States","startTime":452.74,"endTime":455.67,"body":"process, they're gonna get that through."},{"speaker":"Rob States","startTime":455.7,"endTime":458.52,"body":"They're bringing people in and"},{"speaker":"Rob States","startTime":455.7,"endTime":458.52,"body":"running them through that process and"},{"speaker":"Rob States","startTime":458.52,"endTime":460.68,"body":"developing over a, a period of time"},{"speaker":"Rob States","startTime":462.992,"endTime":466.982,"body":"If you think they're hiring you"},{"speaker":"Rob States","startTime":462.992,"endTime":466.982,"body":"because you stand out technically"},{"speaker":"Rob States","startTime":467.732,"endTime":471.802,"body":"or you're smart, you're gonna be"},{"speaker":"Rob States","startTime":467.732,"endTime":471.802,"body":"disappointed because they are-- the"},{"speaker":"Rob States","startTime":471.802,"endTime":473.902,"body":"ability to hire smart people is common."},{"speaker":"Rob States","startTime":473.972,"endTime":475.162,"body":"They are all over the place."},{"speaker":"Rob States","startTime":475.162,"endTime":476.722,"body":"I run across them all the time."},{"speaker":"Rob States","startTime":477.002,"endTime":478.922,"body":"There's so much wonderful"},{"speaker":"Rob States","startTime":477.002,"endTime":478.922,"body":"talent out there."},{"speaker":"Rob States","startTime":480.702,"endTime":485.052,"body":"And so they, they really value people"},{"speaker":"Rob States","startTime":480.702,"endTime":485.052,"body":"they can put in their system and"},{"speaker":"Rob States","startTime":485.052,"endTime":488.282,"body":"run it through, and they're gonna"},{"speaker":"Rob States","startTime":485.052,"endTime":488.282,"body":"manage those costs accordingly."},{"speaker":"Rob States","startTime":488.292,"endTime":490.192,"body":"And then once you've been there"},{"speaker":"Rob States","startTime":488.292,"endTime":490.192,"body":"long enough, they're gonna say,"},{"speaker":"Rob States","startTime":490.192,"endTime":493.432,"body":"\"Hey, we've had enough,\" and they're"},{"speaker":"Rob States","startTime":490.192,"endTime":493.432,"body":"gonna bring in people behind that."},{"speaker":"Rob States","startTime":495.202,"endTime":496.272,"body":"That's not a bad thing."},{"speaker":"Rob States","startTime":497.062,"endTime":499.172,"body":"you know that, you should act accordingly."},{"speaker":"Rob States","startTime":499.242,"endTime":501.122,"body":"I think there's a real opportunity."},{"speaker":"Rob States","startTime":501.512,"endTime":506.912,"body":"If you wanna stand out in an organization,"},{"speaker":"Rob States","startTime":501.512,"endTime":506.912,"body":"you need to develop your own brand"},{"speaker":"Rob States","startTime":506.912,"endTime":510.812,"body":"in parallel, and your brand has to"},{"speaker":"Rob States","startTime":506.912,"endTime":510.812,"body":"be able to ha-- go after the same"},{"speaker":"Rob States","startTime":510.822,"endTime":512.372,"body":"thing that the company's going after."},{"speaker":"Rob States","startTime":512.402,"endTime":517.512,"body":"So if you're gonna go be, you know,"},{"speaker":"Rob States","startTime":512.402,"endTime":517.512,"body":"an expert in robotics, go tell the"},{"speaker":"Rob States","startTime":517.512,"endTime":521.012,"body":"world, go get on committees that"},{"speaker":"Rob States","startTime":517.512,"endTime":521.012,"body":"are gonna work on the controls."},{"speaker":"Rob States","startTime":521.022,"endTime":524.912,"body":"Go on committees that are gonna work on"},{"speaker":"Rob States","startTime":521.022,"endTime":524.912,"body":"human factors, whatever it is, and start"},{"speaker":"Rob States","startTime":524.912,"endTime":526.762,"body":"developing your brand simultaneously."},{"speaker":"Rob States","startTime":526.762,"endTime":531.042,"body":"The c-company wants you to do it because"},{"speaker":"Rob States","startTime":526.762,"endTime":531.042,"body":"they need to be involved, but also build"},{"speaker":"Rob States","startTime":531.042,"endTime":535.892,"body":"your brand simultaneously that you are"},{"speaker":"Rob States","startTime":531.042,"endTime":535.892,"body":"now insulated from any decision that"},{"speaker":"Rob States","startTime":535.892,"endTime":539.792,"body":"that company ever makes because you have"},{"speaker":"Rob States","startTime":535.892,"endTime":539.792,"body":"now developed a brand that has value."},{"speaker":"Rob States","startTime":540.522,"endTime":543.352,"body":"so if you go into your employment"},{"speaker":"Rob States","startTime":540.522,"endTime":543.352,"body":"doing that, you're gonna be great."},{"speaker":"Rob States","startTime":543.352,"endTime":545.272,"body":"If you go in and just ask"},{"speaker":"Rob States","startTime":543.352,"endTime":545.272,"body":"them, \"What should I do next?"},{"speaker":"Rob States","startTime":545.272,"endTime":546.172,"body":"What should I do next?"},{"speaker":"Rob States","startTime":546.182,"endTime":547.912,"body":"You know, how do I get to the next level?"},{"speaker":"Rob States","startTime":547.922,"endTime":551.652,"body":"How do I get to the next level?\""},{"speaker":"Rob States","startTime":547.922,"endTime":551.652,"body":"You can have a long, wonderful"},{"speaker":"Rob States","startTime":551.652,"endTime":554.662,"body":"career, but the odds are not in"},{"speaker":"Rob States","startTime":551.652,"endTime":554.662,"body":"your favor you get to choose the end"},{"speaker":"Aaron Moncur","startTime":596.299,"endTime":598.289,"body":"That's really smart advice."},{"speaker":"Aaron Moncur","startTime":598.339,"endTime":604.909,"body":"I know as, uh, a small business owner"},{"speaker":"Aaron Moncur","startTime":598.339,"endTime":604.909,"body":"myself, when I see that a team member"},{"speaker":"Aaron Moncur","startTime":604.9390000000001,"endTime":611.9590000000001,"body":"at Pipeline is aligned with helping,"},{"speaker":"Aaron Moncur","startTime":604.9390000000001,"endTime":611.9590000000001,"body":"helping me… I guess for me it, it"},{"speaker":"Aaron Moncur","startTime":611.9590000000001,"endTime":614.979,"body":"kind of comes down to personally me"},{"speaker":"Aaron Moncur","startTime":611.9590000000001,"endTime":614.979,"body":"since we're such a small company."},{"speaker":"Aaron Moncur","startTime":614.979,"endTime":619.779,"body":"But, uh, my focus is keeping"},{"speaker":"Aaron Moncur","startTime":614.979,"endTime":619.779,"body":"the machine going, right?"},{"speaker":"Aaron Moncur","startTime":619.779,"endTime":621.049,"body":"Making sure the machine is fed."},{"speaker":"Aaron Moncur","startTime":621.0690000000001,"endTime":623.229,"body":"We have enough work for everyone to do."},{"speaker":"Aaron Moncur","startTime":623.269,"endTime":626.729,"body":"The, the families that, that work"},{"speaker":"Aaron Moncur","startTime":623.269,"endTime":626.729,"body":"here are all supported and fed."},{"speaker":"Aaron Moncur","startTime":627.259,"endTime":630.159,"body":"At the end of the day, that's"},{"speaker":"Aaron Moncur","startTime":627.259,"endTime":630.159,"body":"really what, what my focus is."},{"speaker":"Aaron Moncur","startTime":630.169,"endTime":635.1890000000001,"body":"So when I see a team member who, who"},{"speaker":"Aaron Moncur","startTime":630.169,"endTime":635.1890000000001,"body":"gets that and is helping, not just do"},{"speaker":"Aaron Moncur","startTime":635.369,"endTime":639.9590000000001,"body":"great engineering work, but, but helping"},{"speaker":"Aaron Moncur","startTime":635.369,"endTime":639.9590000000001,"body":"the business perform well, I will never"},{"speaker":"Aaron Moncur","startTime":639.979,"endTime":641.649,"body":"get rid of that team member, right?"},{"speaker":"Aaron Moncur","startTime":641.6990000000001,"endTime":645.5690000000001,"body":"That's someone who's gonna be"},{"speaker":"Aaron Moncur","startTime":641.6990000000001,"endTime":645.5690000000001,"body":"here for good a- a- a- as long as"},{"speaker":"Aaron Moncur","startTime":645.779,"endTime":647.259,"body":"they're willing to be here, right?"},{"speaker":"Aaron Moncur","startTime":648.349,"endTime":655.049,"body":"How, how often do you think engineers"},{"speaker":"Aaron Moncur","startTime":648.349,"endTime":655.049,"body":"forget that and confuse success with, uh,"},{"speaker":"Aaron Moncur","startTime":655.359,"endTime":658.229,"body":"simply exceptional technical performance?"},{"speaker":"Rob States","startTime":661.16,"endTime":661.61,"body":"Uh, so I wanna compare"},{"speaker":"Rob States","startTime":661.16,"endTime":661.61,"body":"and contrast a few things about,"},{"speaker":"Rob States","startTime":661.65,"endTime":665.12,"body":"you know, working for, let's say,"},{"speaker":"Rob States","startTime":661.65,"endTime":665.12,"body":"you versus a large corporation,"},{"speaker":"Aaron Moncur","startTime":665.227,"endTime":665.6170000000001,"body":"Yeah"},{"speaker":"Rob States","startTime":666.0400000000001,"endTime":669.45,"body":"Um, you know, I'm in the space"},{"speaker":"Rob States","startTime":666.0400000000001,"endTime":669.45,"body":"where, where I'm in private equity, and"},{"speaker":"Rob States","startTime":669.45,"endTime":673.4,"body":"it's very common that we buy founder-led"},{"speaker":"Rob States","startTime":669.45,"endTime":673.4,"body":"firms, and our job is to convert them"},{"speaker":"Rob States","startTime":673.4,"endTime":675.28,"body":"from a founder-led firm to a small cap."},{"speaker":"Rob States","startTime":675.96,"endTime":677.52,"body":"And that, that's a very interesting play."},{"speaker":"Rob States","startTime":677.52,"endTime":681.21,"body":"What I find about these people that you"},{"speaker":"Rob States","startTime":677.52,"endTime":681.21,"body":"value, they're wonderful people, and you"},{"speaker":"Rob States","startTime":681.21,"endTime":682.64,"body":"definitely want them part of the team."},{"speaker":"Rob States","startTime":683.83,"endTime":687.26,"body":"But they don't have a lot of reps"},{"speaker":"Rob States","startTime":683.83,"endTime":687.26,"body":"maybe at making the decisions."},{"speaker":"Rob States","startTime":688.37,"endTime":692.34,"body":"And so sometimes they, they have a"},{"speaker":"Rob States","startTime":688.37,"endTime":692.34,"body":"hard time in this environment where"},{"speaker":"Rob States","startTime":692.36,"endTime":694.35,"body":"they're now part of a small cap, right?"},{"speaker":"Rob States","startTime":695.11,"endTime":697.64,"body":"And there's nothing wrong with"},{"speaker":"Rob States","startTime":695.11,"endTime":697.64,"body":"that, but that's, that's-- I've"},{"speaker":"Rob States","startTime":697.64,"endTime":701.25,"body":"seen that behavior, so I spent a"},{"speaker":"Rob States","startTime":697.64,"endTime":701.25,"body":"lot of time helping them transition"},{"speaker":"Rob States","startTime":701.28,"endTime":702.99,"body":"through that to, to be successful."},{"speaker":"Rob States","startTime":703.41,"endTime":707.99,"body":"In big corporations, they might not"},{"speaker":"Rob States","startTime":703.41,"endTime":707.99,"body":"ever experience something like that."},{"speaker":"Rob States","startTime":708.0500000000001,"endTime":710.0,"body":"They just would have no idea."},{"speaker":"Rob States","startTime":710.9,"endTime":714.91,"body":"and a lot of times they think that"},{"speaker":"Rob States","startTime":710.9,"endTime":714.91,"body":"they're the most important part, mo--"},{"speaker":"Rob States","startTime":714.98,"endTime":716.64,"body":"cog in the wheel because you know what?"},{"speaker":"Rob States","startTime":716.64,"endTime":719.8000000000001,"body":"Everything has to go through me because"},{"speaker":"Rob States","startTime":716.64,"endTime":719.8000000000001,"body":"I'm the, the, the technical person."},{"speaker":"Rob States","startTime":721.33,"endTime":724.21,"body":"Um, that's not how they"},{"speaker":"Rob States","startTime":721.33,"endTime":724.21,"body":"view it at the top."},{"speaker":"Rob States","startTime":724.34,"endTime":727.2,"body":"How they view it at the top is, how"},{"speaker":"Rob States","startTime":724.34,"endTime":727.2,"body":"are you helping me get there fast?"},{"speaker":"Rob States","startTime":727.2,"endTime":730.57,"body":"And they're-- and they actually"},{"speaker":"Rob States","startTime":727.2,"endTime":730.57,"body":"the engineering as a given."},{"speaker":"Rob States","startTime":731.69,"endTime":733.3000000000001,"body":"I've seen that a lot."},{"speaker":"Rob States","startTime":733.33,"endTime":734.83,"body":"It's just a given that's gonna happen."},{"speaker":"Rob States","startTime":735.3100000000001,"endTime":740.4300000000001,"body":"And it, it's largely because the"},{"speaker":"Rob States","startTime":735.3100000000001,"endTime":740.4300000000001,"body":"decision makers may not understand"},{"speaker":"Rob States","startTime":741.2,"endTime":742.76,"body":"the technical aspect of it."},{"speaker":"Rob States","startTime":742.76,"endTime":745.3000000000001,"body":"It's, it's actually a nuance to"},{"speaker":"Rob States","startTime":742.76,"endTime":745.3000000000001,"body":"them that they don't understand."},{"speaker":"Rob States","startTime":745.3000000000001,"endTime":749.69,"body":"It's hard for non-technical people to work"},{"speaker":"Rob States","startTime":745.3000000000001,"endTime":749.69,"body":"with technical people and lead them 'cause"},{"speaker":"Rob States","startTime":749.69,"endTime":751.45,"body":"they, they don't understand the nuance."},{"speaker":"Rob States","startTime":751.45,"endTime":754.97,"body":"But when you and I are in the details,"},{"speaker":"Rob States","startTime":751.45,"endTime":754.97,"body":"right, we're paying attention to"},{"speaker":"Rob States","startTime":754.97,"endTime":757.95,"body":"a lot of details, and we know that"},{"speaker":"Rob States","startTime":754.97,"endTime":757.95,"body":"these small things really matter."},{"speaker":"Rob States","startTime":759.27,"endTime":761.87,"body":"it takes a long time to"},{"speaker":"Rob States","startTime":759.27,"endTime":761.87,"body":"develop that perspective"},{"speaker":"Aaron Moncur","startTime":762.8910000000001,"endTime":763.171,"body":"Yeah."},{"speaker":"Aaron Moncur","startTime":763.871,"endTime":768.981,"body":"Um, so in, in a, a larger"},{"speaker":"Aaron Moncur","startTime":763.871,"endTime":768.981,"body":"corporate environment"},{"speaker":"Aaron Moncur","startTime":771.241,"endTime":772.971,"body":"At Pipeline, again, we're"},{"speaker":"Aaron Moncur","startTime":771.241,"endTime":772.971,"body":"very different, right?"},{"speaker":"Aaron Moncur","startTime":772.971,"endTime":774.231,"body":"Small company here."},{"speaker":"Aaron Moncur","startTime":774.591,"endTime":777.761,"body":"Um, we don't have"},{"speaker":"Aaron Moncur","startTime":774.591,"endTime":777.761,"body":"budgeting seasons, right?"},{"speaker":"Aaron Moncur","startTime":777.811,"endTime":780.221,"body":"W- we don't really define"},{"speaker":"Aaron Moncur","startTime":777.811,"endTime":780.221,"body":"a, an annual budget."},{"speaker":"Aaron Moncur","startTime":780.231,"endTime":780.981,"body":"Maybe we should."},{"speaker":"Aaron Moncur","startTime":781.0210000000001,"endTime":784.131,"body":"You know, that's a conversation for"},{"speaker":"Aaron Moncur","startTime":781.0210000000001,"endTime":784.131,"body":"another time, but we really don't."},{"speaker":"Aaron Moncur","startTime":784.1610000000001,"endTime":786.751,"body":"I mean, loosely, of course, we"},{"speaker":"Aaron Moncur","startTime":784.1610000000001,"endTime":786.751,"body":"have project budgets, right?"},{"speaker":"Aaron Moncur","startTime":786.751,"endTime":789.861,"body":"When there's a project, we"},{"speaker":"Aaron Moncur","startTime":786.751,"endTime":789.861,"body":"quote a qu- a customer, there's"},{"speaker":"Aaron Moncur","startTime":789.861,"endTime":791.0210000000001,"body":"a specific budget in place."},{"speaker":"Aaron Moncur","startTime":791.0210000000001,"endTime":792.861,"body":"Of course, for a project"},{"speaker":"Aaron Moncur","startTime":791.0210000000001,"endTime":792.861,"body":"that, that's true."},{"speaker":"Aaron Moncur","startTime":792.861,"endTime":795.711,"body":"But, you know, generally for"},{"speaker":"Aaron Moncur","startTime":792.861,"endTime":795.711,"body":"the business, we don't really go"},{"speaker":"Aaron Moncur","startTime":795.711,"endTime":797.541,"body":"through formal budgeting seasons."},{"speaker":"Aaron Moncur","startTime":797.541,"endTime":802.941,"body":"But larger corporations do, and you have"},{"speaker":"Aaron Moncur","startTime":797.541,"endTime":802.941,"body":"some unique perspective and insight into"},{"speaker":"Aaron Moncur","startTime":803.081,"endTime":807.241,"body":"what's really going on behind the scenes"},{"speaker":"Aaron Moncur","startTime":803.081,"endTime":807.241,"body":"when, when budgeting season comes around."},{"speaker":"Aaron Moncur","startTime":807.241,"endTime":810.491,"body":"What are some of the decisions and"},{"speaker":"Aaron Moncur","startTime":807.241,"endTime":810.491,"body":"conversations that leadership is"},{"speaker":"Aaron Moncur","startTime":810.501,"endTime":814.981,"body":"having that maybe the engineers don't"},{"speaker":"Aaron Moncur","startTime":810.501,"endTime":814.981,"body":"really see or, or, or appreciate?"},{"speaker":"Rob States","startTime":815.698,"endTime":816.138,"body":"Yeah."},{"speaker":"Rob States","startTime":816.158,"endTime":819.268,"body":"I mean, I, I, I got a dose of this"},{"speaker":"Rob States","startTime":816.158,"endTime":819.268,"body":"a few years ago when, you know, we"},{"speaker":"Rob States","startTime":819.268,"endTime":822.5980000000001,"body":"just had this… There's been a lot"},{"speaker":"Rob States","startTime":819.268,"endTime":822.5980000000001,"body":"of layoffs in med tech and pharma"},{"speaker":"Rob States","startTime":822.638,"endTime":824.618,"body":"in the last, you know, couple years."},{"speaker":"Rob States","startTime":825.318,"endTime":830.0980000000001,"body":"And I saw something recently that"},{"speaker":"Rob States","startTime":825.318,"endTime":830.0980000000001,"body":"just got my attention where the"},{"speaker":"Rob States","startTime":830.0980000000001,"endTime":835.7280000000001,"body":"client's organization, say it's a"},{"speaker":"Rob States","startTime":830.0980000000001,"endTime":835.7280000000001,"body":"larger company, they, managed, uh,"},{"speaker":"Rob States","startTime":836.908,"endTime":840.668,"body":"their headcount reduction via--"},{"speaker":"Rob States","startTime":836.908,"endTime":840.668,"body":"They looked at their portfolio"},{"speaker":"Rob States","startTime":840.688,"endTime":842.788,"body":"projects across their enterprise."},{"speaker":"Rob States","startTime":843.928,"endTime":847.208,"body":"And if there was, let's just say there"},{"speaker":"Rob States","startTime":843.928,"endTime":847.208,"body":"was 15 major projects going on, they"},{"speaker":"Rob States","startTime":847.208,"endTime":851.318,"body":"just looked at the three lagging ones,"},{"speaker":"Rob States","startTime":847.208,"endTime":851.318,"body":"and that's-- And all those people"},{"speaker":"Rob States","startTime":851.508,"endTime":854.888,"body":"from the VP down to the person who"},{"speaker":"Rob States","startTime":851.508,"endTime":854.888,"body":"started two weeks ago were let go."},{"speaker":"Rob States","startTime":856.418,"endTime":860.388,"body":"And it was pretty indiscriminate"},{"speaker":"Rob States","startTime":856.418,"endTime":860.388,"body":"because somewhere in that line,"},{"speaker":"Rob States","startTime":860.398,"endTime":863.518,"body":"you could have people that were the"},{"speaker":"Rob States","startTime":860.398,"endTime":863.518,"body":"best in the company, but it was,"},{"speaker":"Rob States","startTime":863.5980000000001,"endTime":867.028,"body":"they really didn't care because I"},{"speaker":"Rob States","startTime":863.5980000000001,"endTime":867.028,"body":"think the legalese gets in the way."},{"speaker":"Rob States","startTime":868.6080000000001,"endTime":872.938,"body":"I, I, I stepped back and looked at"},{"speaker":"Rob States","startTime":868.6080000000001,"endTime":872.938,"body":"that and I go, \"Oh my gosh, the, the,"},{"speaker":"Rob States","startTime":872.948,"endTime":878.818,"body":"the budgeting process for projects is"},{"speaker":"Rob States","startTime":872.948,"endTime":878.818,"body":"a zero-sum game.\" If you have really"},{"speaker":"Rob States","startTime":878.818,"endTime":884.168,"body":"good people but it's underfunded,"},{"speaker":"Rob States","startTime":878.818,"endTime":884.168,"body":"you could end up one of those three"},{"speaker":"Rob States","startTime":884.168,"endTime":887.128,"body":"out of 15 that are at the bottom"},{"speaker":"Rob States","startTime":884.168,"endTime":887.128,"body":"and then, you know, you get cut."},{"speaker":"Rob States","startTime":888.208,"endTime":890.288,"body":"And you have no idea"},{"speaker":"Rob States","startTime":892.306,"endTime":896.0360000000001,"body":"You know, from a certain level down,"},{"speaker":"Rob States","startTime":892.306,"endTime":896.0360000000001,"body":"director level down, maybe, you know,"},{"speaker":"Rob States","startTime":896.0360000000001,"endTime":899.196,"body":"associate director, depending on how"},{"speaker":"Rob States","startTime":896.0360000000001,"endTime":899.196,"body":"they're structured, you have no idea."},{"speaker":"Rob States","startTime":899.196,"endTime":903.3960000000001,"body":"You're coming to work every day, you"},{"speaker":"Rob States","startTime":899.196,"endTime":903.3960000000001,"body":"know, doing your best, and you just happen"},{"speaker":"Rob States","startTime":903.3960000000001,"endTime":907.446,"body":"to be caught up in a project that just"},{"speaker":"Rob States","startTime":903.3960000000001,"endTime":907.446,"body":"had maybe poor leadership at the top or"},{"speaker":"Rob States","startTime":907.446,"endTime":910.2860000000001,"body":"not sufficient budget, and you're out."},{"speaker":"Rob States","startTime":911.996,"endTime":916.866,"body":"And so you just have to accept that"},{"speaker":"Rob States","startTime":911.996,"endTime":916.866,"body":"that's what's gonna happen, right?"},{"speaker":"Rob States","startTime":916.9060000000001,"endTime":920.9060000000001,"body":"And ideally, the luck of the draw, this"},{"speaker":"Rob States","startTime":916.9060000000001,"endTime":920.9060000000001,"body":"doesn't happen to you for a long time, and"},{"speaker":"Rob States","startTime":920.9060000000001,"endTime":922.9060000000001,"body":"you can build your brand simultaneously."},{"speaker":"Rob States","startTime":923.566,"endTime":926.246,"body":"But what you see with technical"},{"speaker":"Rob States","startTime":923.566,"endTime":926.246,"body":"people, particularly engineers, the"},{"speaker":"Rob States","startTime":926.246,"endTime":928.416,"body":"unemployment rate is like one or 2%."},{"speaker":"Rob States","startTime":929.096,"endTime":931.756,"body":"I've never seen any of them not"},{"speaker":"Rob States","startTime":929.096,"endTime":931.756,"body":"land on their feet, go somewhere"},{"speaker":"Rob States","startTime":931.756,"endTime":933.716,"body":"else, and just be successful, right?"},{"speaker":"Rob States","startTime":934.236,"endTime":937.956,"body":"And so just know that's g- it's"},{"speaker":"Rob States","startTime":934.236,"endTime":937.956,"body":"just a disruption in your life."},{"speaker":"Rob States","startTime":938.0360000000001,"endTime":942.006,"body":"Uh, but you're-- if you know it"},{"speaker":"Rob States","startTime":938.0360000000001,"endTime":942.006,"body":"could happen and you're prepared"},{"speaker":"Rob States","startTime":942.006,"endTime":945.076,"body":"and you're building your brand,"},{"speaker":"Rob States","startTime":942.006,"endTime":945.076,"body":"you might be surprised what happens"},{"speaker":"Rob States","startTime":945.076,"endTime":946.4060000000001,"body":"when you move on to the next role"},{"speaker":"Aaron Moncur","startTime":947.731,"endTime":950.841,"body":"Let's talk about that a"},{"speaker":"Aaron Moncur","startTime":947.731,"endTime":950.841,"body":"little more, building your personal brand."},{"speaker":"Aaron Moncur","startTime":950.841,"endTime":955.3910000000001,"body":"So you talked about how corporations are--"},{"speaker":"Aaron Moncur","startTime":950.841,"endTime":955.3910000000001,"body":"they're really misc-- risk mitigation,"},{"speaker":"Aaron Moncur","startTime":955.431,"endTime":957.631,"body":"uh, companies or, or organizations."},{"speaker":"Aaron Moncur","startTime":957.971,"endTime":961.1410000000001,"body":"And I, I think the same should"},{"speaker":"Aaron Moncur","startTime":957.971,"endTime":961.1410000000001,"body":"be true to some extent for"},{"speaker":"Aaron Moncur","startTime":961.1410000000001,"endTime":962.481,"body":"the individual as well, right?"},{"speaker":"Aaron Moncur","startTime":962.481,"endTime":965.1410000000001,"body":"You, you should be"},{"speaker":"Aaron Moncur","startTime":962.481,"endTime":965.1410000000001,"body":"mitigating risk for yourself."},{"speaker":"Aaron Moncur","startTime":965.761,"endTime":970.1610000000001,"body":"And like you just said, there might be"},{"speaker":"Aaron Moncur","startTime":965.761,"endTime":970.1610000000001,"body":"situations in which you just don't have"},{"speaker":"Aaron Moncur","startTime":970.1610000000001,"endTime":973.9110000000001,"body":"visibility to what's really happening,"},{"speaker":"Aaron Moncur","startTime":970.1610000000001,"endTime":973.9110000000001,"body":"the conversations going on at the top,"},{"speaker":"Aaron Moncur","startTime":974.301,"endTime":978.741,"body":"and those conversations may greatly"},{"speaker":"Aaron Moncur","startTime":974.301,"endTime":978.741,"body":"impact your, your future, right?"},{"speaker":"Aaron Moncur","startTime":978.741,"endTime":979.801,"body":"Near term anyway."},{"speaker":"Aaron Moncur","startTime":980.131,"endTime":981.221,"body":"You might get let go."},{"speaker":"Aaron Moncur","startTime":981.221,"endTime":984.131,"body":"The whole division might get shut down."},{"speaker":"Aaron Moncur","startTime":984.6610000000001,"endTime":988.4010000000001,"body":"And doesn't matter how good you"},{"speaker":"Aaron Moncur","startTime":984.6610000000001,"endTime":988.4010000000001,"body":"are or how well you're performing,"},{"speaker":"Aaron Moncur","startTime":988.4110000000001,"endTime":990.861,"body":"y-you might just find yourself"},{"speaker":"Aaron Moncur","startTime":988.4110000000001,"endTime":990.861,"body":"out of luck in that situation."},{"speaker":"Aaron Moncur","startTime":990.861,"endTime":993.341,"body":"So what can engineers can do?"},{"speaker":"Aaron Moncur","startTime":993.341,"endTime":997.921,"body":"What are a, a few practical suggestions"},{"speaker":"Aaron Moncur","startTime":993.341,"endTime":997.921,"body":"that you have that engineers can, can"},{"speaker":"Aaron Moncur","startTime":997.921,"endTime":1002.6410000000001,"body":"use to build their personal brand so that"},{"speaker":"Aaron Moncur","startTime":997.921,"endTime":1002.6410000000001,"body":"if the unfortunate thing should happen,"},{"speaker":"Aaron Moncur","startTime":1002.6410000000001,"endTime":1007.0210000000001,"body":"they get let go, um, they can get back"},{"speaker":"Aaron Moncur","startTime":1002.6410000000001,"endTime":1007.0210000000001,"body":"on their feet as quickly as possible?"},{"speaker":"Rob States","startTime":1007.922,"endTime":1009.572,"body":"Yeah, I'll"},{"speaker":"Rob States","startTime":1007.922,"endTime":1009.572,"body":"start with some extremes."},{"speaker":"Rob States","startTime":1009.572,"endTime":1013.842,"body":"I've seen, uh, folks that were"},{"speaker":"Rob States","startTime":1009.572,"endTime":1013.842,"body":"prolific in their organization, very"},{"speaker":"Rob States","startTime":1013.842,"endTime":1017.072,"body":"much the face of the organization"},{"speaker":"Rob States","startTime":1013.842,"endTime":1017.072,"body":"to the rest of the world, whether in"},{"speaker":"Rob States","startTime":1017.072,"endTime":1019.0020000000001,"body":"industry groups or whatever it is."},{"speaker":"Rob States","startTime":1019.482,"endTime":1024.312,"body":"You know, ISO committees, AST committees,"},{"speaker":"Rob States","startTime":1019.482,"endTime":1024.312,"body":"or, you know, conferences or industry"},{"speaker":"Rob States","startTime":1024.312,"endTime":1026.622,"body":"conferences, everybody knew who they were."},{"speaker":"Rob States","startTime":1027.292,"endTime":1030.272,"body":"Those people, whether they did it"},{"speaker":"Rob States","startTime":1027.292,"endTime":1030.272,"body":"with intention or not, built their own"},{"speaker":"Rob States","startTime":1030.272,"endTime":1034.412,"body":"brand, and I've watched them then leave"},{"speaker":"Rob States","startTime":1030.272,"endTime":1034.412,"body":"or retire, and they just get sucked"},{"speaker":"Rob States","startTime":1034.412,"endTime":1036.312,"body":"into all these other organizations."},{"speaker":"Rob States","startTime":1037.032,"endTime":1041.942,"body":"I talk to them, and they, they're like,"},{"speaker":"Rob States","startTime":1037.032,"endTime":1041.942,"body":"\"I had no idea.\" you know, but there's,"},{"speaker":"Rob States","startTime":1041.972,"endTime":1047.132,"body":"there's a, you know, there's a basically"},{"speaker":"Rob States","startTime":1041.972,"endTime":1047.132,"body":"a case study on, you know, what you"},{"speaker":"Rob States","startTime":1047.142,"endTime":1049.552,"body":"should do, whatever is your lane, right?"},{"speaker":"Rob States","startTime":1049.8319999999999,"endTime":1052.752,"body":"First thing, my advice to anybody"},{"speaker":"Rob States","startTime":1049.8319999999999,"endTime":1052.752,"body":"is only do what you're good at."},{"speaker":"Rob States","startTime":1053.292,"endTime":1055.8419999999999,"body":"You know, you know, quit"},{"speaker":"Rob States","startTime":1053.292,"endTime":1055.8419999999999,"body":"being something else."},{"speaker":"Rob States","startTime":1055.882,"endTime":1059.1019999999999,"body":"Don't emulate me or emulate"},{"speaker":"Rob States","startTime":1055.882,"endTime":1059.1019999999999,"body":"you if that's not who you are."},{"speaker":"Rob States","startTime":1059.542,"endTime":1063.262,"body":"Be who you are, find"},{"speaker":"Rob States","startTime":1059.542,"endTime":1063.262,"body":"your lane, and then go."},{"speaker":"Rob States","startTime":1063.932,"endTime":1067.222,"body":"And then go-- And there, and then,"},{"speaker":"Rob States","startTime":1063.932,"endTime":1067.222,"body":"like, if you can't find a lane, then"},{"speaker":"Rob States","startTime":1067.222,"endTime":1068.712,"body":"you picked the wrong career, right?"},{"speaker":"Rob States","startTime":1068.732,"endTime":1071.6619999999998,"body":"You know, it's like just, you know,"},{"speaker":"Rob States","startTime":1068.732,"endTime":1071.6619999999998,"body":"there's, there's something there for you."},{"speaker":"Rob States","startTime":1072.002,"endTime":1075.262,"body":"And then be focused on"},{"speaker":"Rob States","startTime":1072.002,"endTime":1075.262,"body":"what is the value, right?"},{"speaker":"Rob States","startTime":1075.292,"endTime":1079.482,"body":"I've, I've been, you know, in"},{"speaker":"Rob States","startTime":1075.292,"endTime":1079.482,"body":"services a long time, had, you know,"},{"speaker":"Rob States","startTime":1079.502,"endTime":1082.8419999999999,"body":"over $100 million go across my desk"},{"speaker":"Rob States","startTime":1079.502,"endTime":1082.8419999999999,"body":"where people had to spend money."},{"speaker":"Rob States","startTime":1082.972,"endTime":1084.232,"body":"So I understand value, right?"},{"speaker":"Rob States","startTime":1084.232,"endTime":1085.6419999999998,"body":"And you've had money"},{"speaker":"Rob States","startTime":1084.232,"endTime":1085.6419999999998,"body":"come across your desk."},{"speaker":"Rob States","startTime":1085.6419999999998,"endTime":1087.1119999999999,"body":"You know where the value is, right?"},{"speaker":"Rob States","startTime":1088.572,"endTime":1089.702,"body":"time on that."},{"speaker":"Rob States","startTime":1090.292,"endTime":1094.792,"body":"If you can understand the value of"},{"speaker":"Rob States","startTime":1090.292,"endTime":1094.792,"body":"what's being done by your organization"},{"speaker":"Rob States","startTime":1094.8419999999999,"endTime":1098.822,"body":"and what, and what the value is in the"},{"speaker":"Rob States","startTime":1094.8419999999999,"endTime":1098.822,"body":"market, out there and be the leader of it."},{"speaker":"Rob States","startTime":1099.042,"endTime":1102.192,"body":"And oh, by the way, that"},{"speaker":"Rob States","startTime":1099.042,"endTime":1102.192,"body":"company wants you to do it."},{"speaker":"Rob States","startTime":1103.032,"endTime":1105.442,"body":"Like, they want you to do it."},{"speaker":"Rob States","startTime":1106.1019999999999,"endTime":1107.052,"body":"Go do it"},{"speaker":"Aaron Moncur","startTime":1108.587,"endTime":1112.5469999999998,"body":"It's, it's a little"},{"speaker":"Aaron Moncur","startTime":1108.587,"endTime":1112.5469999999998,"body":"bit sad in a way that engineers go"},{"speaker":"Aaron Moncur","startTime":1112.5469999999998,"endTime":1113.7869999999998,"body":"through all this training, right?"},{"speaker":"Aaron Moncur","startTime":1113.7869999999998,"endTime":1115.2569999999998,"body":"We're excited to be technical."},{"speaker":"Aaron Moncur","startTime":1115.2569999999998,"endTime":1118.9869999999999,"body":"We're excited to be technical"},{"speaker":"Aaron Moncur","startTime":1115.2569999999998,"endTime":1118.9869999999999,"body":"problem-solvers, use CAD, you know,"},{"speaker":"Aaron Moncur","startTime":1119.2769999999998,"endTime":1122.7769999999998,"body":"prototype things, assemble things, test"},{"speaker":"Aaron Moncur","startTime":1119.2769999999998,"endTime":1122.7769999999998,"body":"things, all these things that we, we"},{"speaker":"Aaron Moncur","startTime":1122.7769999999998,"endTime":1125.7869999999998,"body":"kind of think of as being an engineer."},{"speaker":"Aaron Moncur","startTime":1126.147,"endTime":1129.347,"body":"And, and that's great and"},{"speaker":"Aaron Moncur","startTime":1126.147,"endTime":1129.347,"body":"for sure necessary, right?"},{"speaker":"Aaron Moncur","startTime":1129.657,"endTime":1133.067,"body":"Um, but then there's this other"},{"speaker":"Aaron Moncur","startTime":1129.657,"endTime":1133.067,"body":"layer, the, the, the financial"},{"speaker":"Aaron Moncur","startTime":1133.067,"endTime":1134.187,"body":"layer, the business layer."},{"speaker":"Aaron Moncur","startTime":1134.587,"endTime":1140.4669999999999,"body":"And oftentimes I think that engineers,"},{"speaker":"Aaron Moncur","startTime":1134.587,"endTime":1140.4669999999999,"body":"a- and to no fault of their own, because"},{"speaker":"Aaron Moncur","startTime":1140.4669999999999,"endTime":1144.177,"body":"they were never trained like this, and"},{"speaker":"Aaron Moncur","startTime":1140.4669999999999,"endTime":1144.177,"body":"no one ever took them aside and said,"},{"speaker":"Aaron Moncur","startTime":1144.177,"endTime":1147.837,"body":"\"Hey, listen, like, at the end of the"},{"speaker":"Aaron Moncur","startTime":1144.177,"endTime":1147.837,"body":"day, this is kind of what really matters.\""},{"speaker":"Aaron Moncur","startTime":1148.697,"endTime":1153.5269999999998,"body":"But they don't tie their efforts,"},{"speaker":"Aaron Moncur","startTime":1148.697,"endTime":1153.5269999999998,"body":"their technical efforts, to the,"},{"speaker":"Aaron Moncur","startTime":1153.5369999999998,"endTime":1157.657,"body":"the financial outcome, the business"},{"speaker":"Aaron Moncur","startTime":1153.5369999999998,"endTime":1157.657,"body":"performance of, of the company, right?"},{"speaker":"Aaron Moncur","startTime":1158.0169999999998,"endTime":1164.307,"body":"And i- sometimes you get let go anyway,"},{"speaker":"Aaron Moncur","startTime":1158.0169999999998,"endTime":1164.307,"body":"because like you talked about, you know,"},{"speaker":"Aaron Moncur","startTime":1164.307,"endTime":1167.5269999999998,"body":"an entire division might get shut down"},{"speaker":"Aaron Moncur","startTime":1164.307,"endTime":1167.5269999999998,"body":"no matter how good you are, no matter how"},{"speaker":"Aaron Moncur","startTime":1167.7469999999998,"endTime":1171.887,"body":"well you understand the connection between"},{"speaker":"Aaron Moncur","startTime":1167.7469999999998,"endTime":1171.887,"body":"your performance and the business goals."},{"speaker":"Aaron Moncur","startTime":1172.2269999999999,"endTime":1176.2669999999998,"body":"But, uh, there, there are probably other"},{"speaker":"Aaron Moncur","startTime":1172.2269999999999,"endTime":1176.2669999999998,"body":"situations where you can save yourself."},{"speaker":"Aaron Moncur","startTime":1176.327,"endTime":1180.587,"body":"Do you have any advice for engineers"},{"speaker":"Aaron Moncur","startTime":1176.327,"endTime":1180.587,"body":"on, on how to go about connecting"},{"speaker":"Aaron Moncur","startTime":1180.587,"endTime":1183.9569999999999,"body":"those dots between what they're--"},{"speaker":"Aaron Moncur","startTime":1180.587,"endTime":1183.9569999999999,"body":"the technical problems they are"},{"speaker":"Aaron Moncur","startTime":1183.9569999999999,"endTime":1188.677,"body":"solving and how they affect the bottom"},{"speaker":"Aaron Moncur","startTime":1183.9569999999999,"endTime":1188.677,"body":"line of the company a- and also how"},{"speaker":"Aaron Moncur","startTime":1188.677,"endTime":1190.5169999999998,"body":"to, how to market yourself, right?"},{"speaker":"Aaron Moncur","startTime":1190.5269999999998,"endTime":1193.667,"body":"Y- you might, you might understand the"},{"speaker":"Aaron Moncur","startTime":1190.5269999999998,"endTime":1193.667,"body":"connection and know that you understand"},{"speaker":"Aaron Moncur","startTime":1193.667,"endTime":1196.607,"body":"it, but if your leadership doesn't"},{"speaker":"Aaron Moncur","startTime":1193.667,"endTime":1196.607,"body":"know that you understand it, well,"},{"speaker":"Aaron Moncur","startTime":1196.937,"endTime":1198.687,"body":"you might as well not understand it."},{"speaker":"Rob States","startTime":1199.634,"endTime":1202.5639999999999,"body":"So one of the things that I"},{"speaker":"Rob States","startTime":1199.634,"endTime":1202.5639999999999,"body":"had to personally focus on, you know, and"},{"speaker":"Rob States","startTime":1202.5639999999999,"endTime":1207.414,"body":"through the, these trials of, you know,"},{"speaker":"Rob States","startTime":1202.5639999999999,"endTime":1207.414,"body":"you know, going on 20 some years tw- of"},{"speaker":"Rob States","startTime":1207.734,"endTime":1213.524,"body":"consulting is that I had, uh… One day"},{"speaker":"Rob States","startTime":1207.734,"endTime":1213.524,"body":"it just dawned on me, 'cause I worked for"},{"speaker":"Rob States","startTime":1213.524,"endTime":1216.024,"body":"the biggest companies in the world with"},{"speaker":"Rob States","startTime":1213.524,"endTime":1216.024,"body":"the biggest budget in the world, the most"},{"speaker":"Rob States","startTime":1216.0339999999999,"endTime":1217.724,"body":"talented people and everything they want."},{"speaker":"Rob States","startTime":1218.444,"endTime":1224.3239999999998,"body":"100% of the clients had problems"},{"speaker":"Rob States","startTime":1218.444,"endTime":1224.3239999999998,"body":"on 100% of the projects, right?"},{"speaker":"Rob States","startTime":1224.3639999999998,"endTime":1226.0839999999998,"body":"And I could just tell you that's the case."},{"speaker":"Rob States","startTime":1226.164,"endTime":1233.164,"body":"And so I then viewed, I then went"},{"speaker":"Rob States","startTime":1226.164,"endTime":1233.164,"body":"after what is the highest value thing"},{"speaker":"Rob States","startTime":1233.164,"endTime":1235.0539999999999,"body":"I could do to help them with that?"},{"speaker":"Rob States","startTime":1237.8739999999998,"endTime":1238.6239999999998,"body":"And I went after that."},{"speaker":"Rob States","startTime":1238.6239999999998,"endTime":1242.224,"body":"And I would just tell anybody they need"},{"speaker":"Rob States","startTime":1238.6239999999998,"endTime":1242.224,"body":"to go after the highest value thing from"},{"speaker":"Rob States","startTime":1242.224,"endTime":1244.3739999999998,"body":"the thing, the perspective that they see."},{"speaker":"Rob States","startTime":1244.754,"endTime":1250.494,"body":"So I see this, and so I then focused"},{"speaker":"Rob States","startTime":1244.754,"endTime":1250.494,"body":"on big… I'm a technical person, I'm"},{"speaker":"Rob States","startTime":1250.494,"endTime":1255.934,"body":"still fal- solving technical problems,"},{"speaker":"Rob States","startTime":1250.494,"endTime":1255.934,"body":"but I went and focused on bigger"},{"speaker":"Rob States","startTime":1256.0339999999999,"endTime":1258.144,"body":"technical problems, and I solved them."},{"speaker":"Rob States","startTime":1259.6139999999998,"endTime":1263.174,"body":"And the other thing is, here's"},{"speaker":"Rob States","startTime":1259.6139999999998,"endTime":1263.174,"body":"a little secret to all of it."},{"speaker":"Rob States","startTime":1263.174,"endTime":1265.154,"body":"There's a pattern to it almost always."},{"speaker":"Rob States","startTime":1266.3039999999999,"endTime":1271.004,"body":"So if you recognize the pattern,"},{"speaker":"Rob States","startTime":1266.3039999999999,"endTime":1271.004,"body":"you will see it faster than your"},{"speaker":"Rob States","startTime":1271.004,"endTime":1273.0839999999998,"body":"clients will or the people around you."},{"speaker":"Rob States","startTime":1273.8039999999999,"endTime":1276.2839999999999,"body":"You can be-- You can start predicting it."},{"speaker":"Rob States","startTime":1276.704,"endTime":1280.0339999999999,"body":"You can get the nickname"},{"speaker":"Rob States","startTime":1276.704,"endTime":1280.0339999999999,"body":"Nostradamus in your organization"},{"speaker":"Rob States","startTime":1282.706,"endTime":1283.7859999999998,"body":"Be that person, right?"},{"speaker":"Rob States","startTime":1283.7959999999998,"endTime":1284.936,"body":"That's just one lane."},{"speaker":"Rob States","startTime":1284.936,"endTime":1288.906,"body":"But, you know, it probably took me"},{"speaker":"Rob States","startTime":1284.936,"endTime":1288.906,"body":"20 years to figure that out, right?"},{"speaker":"Rob States","startTime":1289.466,"endTime":1293.5659999999998,"body":"But if, if you-- I had to find it out the"},{"speaker":"Rob States","startTime":1289.466,"endTime":1293.5659999999998,"body":"hard way, and I'm just bouncing off of"},{"speaker":"Rob States","startTime":1293.5659999999998,"endTime":1295.5159999999998,"body":"walls, and then it dawned on me one day."},{"speaker":"Rob States","startTime":1295.5159999999998,"endTime":1299.126,"body":"But I wish I would've known what I"},{"speaker":"Rob States","startTime":1295.5159999999998,"endTime":1299.126,"body":"know now, you know, 15 years ago."},{"speaker":"Rob States","startTime":1299.5559999999998,"endTime":1301.076,"body":"It would've been a lot"},{"speaker":"Rob States","startTime":1299.5559999999998,"endTime":1301.076,"body":"more effective, right?"},{"speaker":"Rob States","startTime":1302.086,"endTime":1307.186,"body":"But go seek out that niche-y"},{"speaker":"Rob States","startTime":1302.086,"endTime":1307.186,"body":"thing allows you to be an engineer"},{"speaker":"Rob States","startTime":1307.196,"endTime":1310.146,"body":"where you can monetize it and"},{"speaker":"Rob States","startTime":1307.196,"endTime":1310.146,"body":"it has value in the market."},{"speaker":"Rob States","startTime":1311.166,"endTime":1313.636,"body":"And then, uh, you know, I can"},{"speaker":"Rob States","startTime":1311.166,"endTime":1313.636,"body":"then tell you all about that."},{"speaker":"Rob States","startTime":1313.7859999999998,"endTime":1316.7259999999999,"body":"So I go, I just go talk"},{"speaker":"Rob States","startTime":1313.7859999999998,"endTime":1316.7259999999999,"body":"to senior leadership now."},{"speaker":"Rob States","startTime":1317.146,"endTime":1319.2959999999998,"body":"You know, every-- You know, when I"},{"speaker":"Rob States","startTime":1317.146,"endTime":1319.2959999999998,"body":"first started going off talking to"},{"speaker":"Rob States","startTime":1319.2959999999998,"endTime":1322.5259999999998,"body":"people, I'd have a PowerPoint and this"},{"speaker":"Rob States","startTime":1319.2959999999998,"endTime":1322.5259999999998,"body":"and that, and like, do that anymore."},{"speaker":"Rob States","startTime":1323.366,"endTime":1326.096,"body":"I basically tell them what's"},{"speaker":"Rob States","startTime":1323.366,"endTime":1326.096,"body":"about to happen and how I know."},{"speaker":"Rob States","startTime":1326.926,"endTime":1329.466,"body":"And what the… You know, the"},{"speaker":"Rob States","startTime":1326.926,"endTime":1329.466,"body":"interesting part is, is, of course,"},{"speaker":"Rob States","startTime":1329.466,"endTime":1332.906,"body":"I got a lot of reps at this now, is"},{"speaker":"Rob States","startTime":1329.466,"endTime":1332.906,"body":"they start telling me their stories"},{"speaker":"Rob States","startTime":1332.906,"endTime":1334.2459999999999,"body":"that match what I'm telling them."},{"speaker":"Rob States","startTime":1335.706,"endTime":1340.0159999999998,"body":"And at that point, know, you"},{"speaker":"Rob States","startTime":1335.706,"endTime":1340.0159999999998,"body":"are aligned with their needs."},{"speaker":"And then I s- they start asking me","startTime":1340.376,"endTime":1344.856,"body":"\"Well, well, what would you do?\" And"},{"speaker":"And then I s- they start asking me","startTime":1344.856,"endTime":1348.466,"body":"I start making suggestions to them,"},{"speaker":"And then I s- they start asking me","startTime":1344.856,"endTime":1348.466,"body":"and that's how you-- then you, you"},{"speaker":"And then I s- they start asking me","startTime":1348.466,"endTime":1351.586,"body":"build this career and this demand of"},{"speaker":"And then I s- they start asking me","startTime":1348.466,"endTime":1351.586,"body":"your own brand, whatever it happens"},{"speaker":"And then I s- they start asking me","startTime":1351.586,"endTime":1353.856,"body":"to be, and then you go down that road"},{"speaker":"Aaron Moncur","startTime":1355.0169999999998,"endTime":1358.627,"body":"I wonder, is there a"},{"speaker":"Aaron Moncur","startTime":1355.0169999999998,"endTime":1358.627,"body":"specific story or example that you"},{"speaker":"Aaron Moncur","startTime":1358.627,"endTime":1362.187,"body":"could share in your own life that"},{"speaker":"Aaron Moncur","startTime":1358.627,"endTime":1362.187,"body":"illustrates that point where you were"},{"speaker":"Aaron Moncur","startTime":1362.187,"endTime":1367.057,"body":"able to identify some kind of pattern"},{"speaker":"Aaron Moncur","startTime":1362.187,"endTime":1367.057,"body":"or that, that niche thing that really"},{"speaker":"Aaron Moncur","startTime":1367.097,"endTime":1368.857,"body":"moved the needle for the company?"},{"speaker":"Rob States","startTime":1369.4119999999998,"endTime":1370.532,"body":"Oh, right."},{"speaker":"Rob States","startTime":1370.6619999999998,"endTime":1376.0819999999999,"body":"Uh, it-- this one is very universal,"},{"speaker":"Rob States","startTime":1370.6619999999998,"endTime":1376.0819999999999,"body":"and I talk to clients about this a lot."},{"speaker":"Rob States","startTime":1376.692,"endTime":1381.032,"body":"You're gonna go endeavor to do this new"},{"speaker":"Rob States","startTime":1376.692,"endTime":1381.032,"body":"whatever, and it's a big corporation,"},{"speaker":"Rob States","startTime":1381.032,"endTime":1382.3919999999998,"body":"so they don't do small things."},{"speaker":"Rob States","startTime":1384.1019999999999,"endTime":1386.962,"body":"I just ask them, \"How many decisions"},{"speaker":"Rob States","startTime":1384.1019999999999,"endTime":1386.962,"body":"are gonna be made in this project?\""},{"speaker":"Rob States","startTime":1388.472,"endTime":1390.502,"body":"You know, let's just say it's 10,000."},{"speaker":"Rob States","startTime":1390.502,"endTime":1391.8419999999999,"body":"So 10,000."},{"speaker":"Rob States","startTime":1392.0919999999999,"endTime":1393.6419999999998,"body":"How many are you gonna"},{"speaker":"Rob States","startTime":1392.0919999999999,"endTime":1393.6419999999998,"body":"get right the first time?"},{"speaker":"Rob States","startTime":1395.7939999999999,"endTime":1399.3239999999998,"body":"If you're really, really,"},{"speaker":"Rob States","startTime":1395.7939999999999,"endTime":1399.3239999999998,"body":"really good, maybe 8,000"},{"speaker":"Rob States","startTime":1402.002,"endTime":1403.1119999999999,"body":"And most people are not that good."},{"speaker":"Rob States","startTime":1404.452,"endTime":1409.9119999999998,"body":"You got 2,000 that are not gonna be right,"},{"speaker":"Rob States","startTime":1404.452,"endTime":1409.9119999999998,"body":"and that's for a variety of reasons."},{"speaker":"Rob States","startTime":1409.9119999999998,"endTime":1411.442,"body":"That's not because someone made a mistake."},{"speaker":"Rob States","startTime":1411.442,"endTime":1413.8619999999999,"body":"Maybe there's a tariff, maybe"},{"speaker":"Rob States","startTime":1411.442,"endTime":1413.8619999999999,"body":"there's a hurricane, you know,"},{"speaker":"Rob States","startTime":1413.8619999999999,"endTime":1415.1319999999998,"body":"maybe there's a new regulation."},{"speaker":"Rob States","startTime":1415.1319999999998,"endTime":1416.3819999999998,"body":"There's something, right?"},{"speaker":"Rob States","startTime":1416.532,"endTime":1417.712,"body":"'Cause these go on over time."},{"speaker":"Rob States","startTime":1418.5819999999999,"endTime":1423.472,"body":"Of those 2,000 remaining, you know,"},{"speaker":"Rob States","startTime":1418.5819999999999,"endTime":1423.472,"body":"uh, 1,000 of them you probably"},{"speaker":"Rob States","startTime":1423.472,"endTime":1425.292,"body":"could solve in an hour or less"},{"speaker":"Rob States","startTime":1427.3139999999999,"endTime":1430.0739999999998,"body":"But just recognize, you know, when"},{"speaker":"Rob States","startTime":1427.3139999999999,"endTime":1430.0739999999998,"body":"you live in the services world,"},{"speaker":"Rob States","startTime":1430.0839999999998,"endTime":1431.694,"body":"that equals a half a effort here"},{"speaker":"Rob States","startTime":1434.77,"endTime":1437.81,"body":"The next 500 you could probably"},{"speaker":"Rob States","startTime":1434.77,"endTime":1437.81,"body":"solve in a week or less"},{"speaker":"Rob States","startTime":1440.466,"endTime":1441.596,"body":"But that's a long time"},{"speaker":"Rob States","startTime":1443.858,"endTime":1446.5179999999998,"body":"The next hundred will take a month."},{"speaker":"Rob States","startTime":1448.168,"endTime":1451.4479999999999,"body":"You get down to the last fifty,"},{"speaker":"Rob States","startTime":1448.168,"endTime":1451.4479999999999,"body":"and that's twenty to forty"},{"speaker":"Rob States","startTime":1451.4479999999999,"endTime":1452.818,"body":"percent of your time and budget."},{"speaker":"Rob States","startTime":1453.9479999999999,"endTime":1457.9479999999999,"body":"And right there, they stop me, and"},{"speaker":"Rob States","startTime":1453.9479999999999,"endTime":1457.9479999999999,"body":"they tell me all their stories."},{"speaker":"Rob States","startTime":1458.2379999999998,"endTime":1461.088,"body":"As engineers, we go into it thinking"},{"speaker":"Rob States","startTime":1458.2379999999998,"endTime":1461.088,"body":"that's never gonna happen again."},{"speaker":"Rob States","startTime":1461.088,"endTime":1462.048,"body":"That's a one-off."},{"speaker":"Rob States","startTime":1463.868,"endTime":1466.338,"body":"But I see it every day."},{"speaker":"Rob States","startTime":1467.398,"endTime":1471.348,"body":"And so the way that you impact them"},{"speaker":"Rob States","startTime":1467.398,"endTime":1471.348,"body":"is that you talk to them about what"},{"speaker":"Rob States","startTime":1471.348,"endTime":1473.358,"body":"is your strategy around recovery?"},{"speaker":"Rob States","startTime":1476.1779999999999,"endTime":1479.7079999999999,"body":"You know, and so for the engineers"},{"speaker":"Rob States","startTime":1476.1779999999999,"endTime":1479.7079999999999,"body":"that are listening to this who"},{"speaker":"Rob States","startTime":1479.7079999999999,"endTime":1480.898,"body":"are thinking about their career"},{"speaker":"Rob States","startTime":1483.25,"endTime":1488.6699999999998,"body":"If you turn yourself into the"},{"speaker":"Rob States","startTime":1483.25,"endTime":1488.6699999999998,"body":"hero on projects, you win."},{"speaker":"Rob States","startTime":1490.3799999999999,"endTime":1491.4399999999998,"body":"Go be the hero."},{"speaker":"Rob States","startTime":1492.12,"endTime":1494.4599999999998,"body":"The hero is knowing how to recover fast."},{"speaker":"Rob States","startTime":1496.09,"endTime":1498.36,"body":"The hero is not about being"},{"speaker":"Rob States","startTime":1496.09,"endTime":1498.36,"body":"the best at the design because"},{"speaker":"Rob States","startTime":1498.36,"endTime":1499.9099999999999,"body":"that design will have problems."},{"speaker":"Rob States","startTime":1501.3899999999999,"endTime":1505.24,"body":"And so, you know, I might have a"},{"speaker":"Rob States","startTime":1501.3899999999999,"endTime":1505.24,"body":"b-biased point of view, but I'm"},{"speaker":"Rob States","startTime":1505.24,"endTime":1508.1,"body":"just telling you, like, there's"},{"speaker":"Rob States","startTime":1505.24,"endTime":1508.1,"body":"an infinite appetite for that"},{"speaker":"Aaron Moncur","startTime":1509.867,"endTime":1512.9769999999999,"body":"Yeah, there, there are a lot"},{"speaker":"Aaron Moncur","startTime":1509.867,"endTime":1512.9769999999999,"body":"of engineers out there who are technically"},{"speaker":"Aaron Moncur","startTime":1512.9769999999999,"endTime":1516.917,"body":"very good at what they do, but there are"},{"speaker":"Aaron Moncur","startTime":1512.9769999999999,"endTime":1516.917,"body":"not very many engineers out there who"},{"speaker":"Aaron Moncur","startTime":1516.917,"endTime":1520.917,"body":"are both technically savvy and business"},{"speaker":"Aaron Moncur","startTime":1516.917,"endTime":1520.917,"body":"savvy who can do both of those things."},{"speaker":"Aaron Moncur","startTime":1520.917,"endTime":1524.647,"body":"And those people are"},{"speaker":"Aaron Moncur","startTime":1520.917,"endTime":1524.647,"body":"rare and very valuable."},{"speaker":"Aaron Moncur","startTime":1524.657,"endTime":1529.107,"body":"So to the extent that you can become"},{"speaker":"Aaron Moncur","startTime":1524.657,"endTime":1529.107,"body":"one of those people, you're, you're set."},{"speaker":"Aaron Moncur","startTime":1529.137,"endTime":1531.147,"body":"You're kind of set for your career."},{"speaker":"Aaron Moncur","startTime":1531.4569999999999,"endTime":1536.947,"body":"Um, going back to, to R\u0026D, uh, especially"},{"speaker":"Aaron Moncur","startTime":1531.4569999999999,"endTime":1536.947,"body":"in corporate sit- environments, you,"},{"speaker":"Aaron Moncur","startTime":1536.947,"endTime":1541.387,"body":"you mentioned, uh, you know, sometimes"},{"speaker":"Aaron Moncur","startTime":1536.947,"endTime":1541.387,"body":"there might be 15 different, uh,"},{"speaker":"Aaron Moncur","startTime":1541.907,"endTime":1546.937,"body":"uh, programs going across, uh, a, a"},{"speaker":"Aaron Moncur","startTime":1541.907,"endTime":1546.937,"body":"company's portfolio and, and maybe three"},{"speaker":"Aaron Moncur","startTime":1546.9769999999999,"endTime":1548.7369999999999,"body":"are underperforming and just get cut."},{"speaker":"Aaron Moncur","startTime":1549.087,"endTime":1554.407,"body":"What, what are some of the common"},{"speaker":"Aaron Moncur","startTime":1549.087,"endTime":1554.407,"body":"reasons why an R\u0026D program might get cut?"},{"speaker":"Rob States","startTime":1555.2459999999999,"endTime":1557.5659999999998,"body":"Uh, because they"},{"speaker":"Rob States","startTime":1555.2459999999999,"endTime":1557.5659999999998,"body":"didn't recover fast enough."},{"speaker":"Rob States","startTime":1557.5659999999998,"endTime":1561.9759999999999,"body":"They had-- See, they, they discover"},{"speaker":"Rob States","startTime":1557.5659999999998,"endTime":1561.9759999999999,"body":"problems often in a serial manner."},{"speaker":"Rob States","startTime":1562.956,"endTime":1566.966,"body":"And, you know, when I get a phone call to"},{"speaker":"Rob States","startTime":1562.956,"endTime":1566.966,"body":"go help a client, you know, and they're,"},{"speaker":"Rob States","startTime":1566.9959999999999,"endTime":1571.176,"body":"they're late and over budget and it's"},{"speaker":"Rob States","startTime":1566.9959999999999,"endTime":1571.176,"body":"not working, you know, it's funny as"},{"speaker":"Rob States","startTime":1571.176,"endTime":1574.916,"body":"I'll-- you know, you meet with the team"},{"speaker":"Rob States","startTime":1571.176,"endTime":1574.916,"body":"and I ha- like, it, it's, it's sort of"},{"speaker":"Rob States","startTime":1574.916,"endTime":1578.466,"body":"a trick question, not intentionally,"},{"speaker":"Rob States","startTime":1574.916,"endTime":1578.466,"body":"but I'll ask them, \"Well, when's the"},{"speaker":"Rob States","startTime":1578.466,"endTime":1581.9859999999999,"body":"last time you discovered something"},{"speaker":"Rob States","startTime":1578.466,"endTime":1581.9859999999999,"body":"new?\" And they'll enthusiastically"},{"speaker":"Rob States","startTime":1583.0459999999998,"endTime":1584.9859999999999,"body":"tell you, like, yesterday."},{"speaker":"Rob States","startTime":1585.706,"endTime":1588.076,"body":"Because they're like, \"Oh, look"},{"speaker":"Rob States","startTime":1585.706,"endTime":1588.076,"body":"what this magic engineering I"},{"speaker":"Rob States","startTime":1588.076,"endTime":1589.2659999999998,"body":"did,\" and blah, blah, blah, right?"},{"speaker":"Rob States","startTime":1589.356,"endTime":1589.9859999999999,"body":"Okay, great."},{"speaker":"Rob States","startTime":1591.346,"endTime":1594.186,"body":"And I said, \"Are you done"},{"speaker":"Rob States","startTime":1591.346,"endTime":1594.186,"body":"discovering problems?\""},{"speaker":"Rob States","startTime":1597.29,"endTime":1598.48,"body":"And oh yeah, that's the last one."},{"speaker":"Rob States","startTime":1598.82,"endTime":1600.1599999999999,"body":"Now it's-- Right."},{"speaker":"Rob States","startTime":1600.25,"endTime":1605.6299999999999,"body":"The me- the meantime be- between discovery"},{"speaker":"Rob States","startTime":1600.25,"endTime":1605.6299999999999,"body":"needs to be about this long, you know, in"},{"speaker":"Rob States","startTime":1605.6299999999999,"endTime":1607.82,"body":"order to say that you're near and done."},{"speaker":"Rob States","startTime":1608.4299999999998,"endTime":1612.78,"body":"And, and so the, the, the problem"},{"speaker":"Rob States","startTime":1608.4299999999998,"endTime":1612.78,"body":"that a lot of people do is they"},{"speaker":"Rob States","startTime":1612.78,"endTime":1613.9199999999998,"body":"solve it in a serial manner."},{"speaker":"Rob States","startTime":1613.9399999999998,"endTime":1617.9599999999998,"body":"I go in assuming they're never solved,"},{"speaker":"Rob States","startTime":1613.9399999999998,"endTime":1617.9599999999998,"body":"and how am I managing this risk?"},{"speaker":"Rob States","startTime":1618.9499999999998,"endTime":1620.8899999999999,"body":"And then how are you"},{"speaker":"Rob States","startTime":1618.9499999999998,"endTime":1620.8899999999999,"body":"pressure testing these?"},{"speaker":"Rob States","startTime":1620.8999999999999,"endTime":1624.37,"body":"Because, you know, they'll go… You know,"},{"speaker":"Rob States","startTime":1620.8999999999999,"endTime":1624.37,"body":"there's a lot of momentum in a project"},{"speaker":"Rob States","startTime":1624.3799999999999,"endTime":1625.8799999999999,"body":"'cause they'll go sit in a design review."},{"speaker":"Rob States","startTime":1625.8899999999999,"endTime":1629.3799999999999,"body":"So, you know, you know, working in"},{"speaker":"Rob States","startTime":1625.8899999999999,"endTime":1629.3799999999999,"body":"services, I think in hours, right?"},{"speaker":"Rob States","startTime":1629.3899999999999,"endTime":1631.31,"body":"That's my universal currency is hours."},{"speaker":"Rob States","startTime":1631.8,"endTime":1638.34,"body":"And okay, I went and may have to do"},{"speaker":"Rob States","startTime":1631.8,"endTime":1638.34,"body":"these 10,000 decisions and, um, you"},{"speaker":"Rob States","startTime":1638.34,"endTime":1642.3899999999999,"body":"know, I don't know, each one took,"},{"speaker":"Rob States","startTime":1638.34,"endTime":1642.3899999999999,"body":"you know, 10 hours or something."},{"speaker":"Rob States","startTime":1642.3899999999999,"endTime":1644.37,"body":"You know, so there's 100,000"},{"speaker":"Rob States","startTime":1642.3899999999999,"endTime":1644.37,"body":"hours into this, right?"},{"speaker":"Rob States","startTime":1644.37,"endTime":1645.4199999999998,"body":"'Cause these are big projects."},{"speaker":"Rob States","startTime":1646.2199999999998,"endTime":1649.01,"body":"you're like-- And then you get, you"},{"speaker":"Rob States","startTime":1646.2199999999998,"endTime":1649.01,"body":"know, you sit in a design review for"},{"speaker":"Rob States","startTime":1649.01,"endTime":1650.8799999999999,"body":"one hour with, you know, six experts."},{"speaker":"Rob States","startTime":1650.9099999999999,"endTime":1652.84,"body":"You, you, you, you can't keep up, right?"},{"speaker":"Rob States","startTime":1653.4399999999998,"endTime":1657.76,"body":"And then I-- A lot of times I'm"},{"speaker":"Rob States","startTime":1653.4399999999998,"endTime":1657.76,"body":"dealing with, you know, issues"},{"speaker":"Rob States","startTime":1657.76,"endTime":1661.23,"body":"in late-stage development, either"},{"speaker":"Rob States","startTime":1657.76,"endTime":1661.23,"body":"pre or just immediately past"},{"speaker":"Rob States","startTime":1661.23,"endTime":1663.74,"body":"launch, they start scaling up."},{"speaker":"Rob States","startTime":1664.51,"endTime":1670.1299999999999,"body":"the problems that get the clients"},{"speaker":"Rob States","startTime":1664.51,"endTime":1670.1299999999999,"body":"are often three sigma and four"},{"speaker":"Rob States","startTime":1670.1299999999999,"endTime":1672.8999999999999,"body":"sigma and five sigma events."},{"speaker":"Aaron Moncur","startTime":1673.771,"endTime":1675.1809999999998,"body":"These edge cases"},{"speaker":"Rob States","startTime":1675.5,"endTime":1678.8899999999999,"body":"that's what grinds"},{"speaker":"Rob States","startTime":1675.5,"endTime":1678.8899999999999,"body":"everything to a halt, you know."},{"speaker":"Rob States","startTime":1680.1299999999999,"endTime":1683.1299999999999,"body":"And they discover that way too late"},{"speaker":"Rob States","startTime":1685.4759999999999,"endTime":1686.956,"body":"Good companies don't do that"},{"speaker":"Aaron Moncur","startTime":1689.8429999999998,"endTime":1695.173,"body":"Okay, so what you're"},{"speaker":"Aaron Moncur","startTime":1689.8429999999998,"endTime":1695.173,"body":"saying is that one of the primary reasons"},{"speaker":"Aaron Moncur","startTime":1695.193,"endTime":1700.463,"body":"that R\u0026D programs can get shut down is"},{"speaker":"Aaron Moncur","startTime":1695.193,"endTime":1700.463,"body":"because they don't have the internal"},{"speaker":"Aaron Moncur","startTime":1700.493,"endTime":1702.943,"body":"capability to recover fast enough."},{"speaker":"Aaron Moncur","startTime":1703.503,"endTime":1705.723,"body":"So if you're an engineer and"},{"speaker":"Rob States","startTime":1705.812,"endTime":1706.952,"body":"often very capable."},{"speaker":"Rob States","startTime":1706.962,"endTime":1707.6519999999998,"body":"Let me interrupt you."},{"speaker":"Rob States","startTime":1707.6519999999998,"endTime":1711.5819999999999,"body":"They're very capable, the problem is"},{"speaker":"Rob States","startTime":1707.6519999999998,"endTime":1711.5819999999999,"body":"they're discovering in a serial manner"},{"speaker":"Rob States","startTime":1711.5819999999999,"endTime":1714.8819999999998,"body":"and they don't retire risk fast enough,"},{"speaker":"Rob States","startTime":1711.5819999999999,"endTime":1714.8819999999998,"body":"and then they basically run out of"},{"speaker":"Rob States","startTime":1714.8819999999998,"endTime":1716.6219999999998,"body":"time and that they just get yanked"},{"speaker":"Aaron Moncur","startTime":1717.2269999999999,"endTime":1718.0069999999998,"body":"Yeah, yeah."},{"speaker":"Aaron Moncur","startTime":1718.177,"endTime":1720.107,"body":"Th-they don't recover fast enough anyway."},{"speaker":"Aaron Moncur","startTime":1720.7069999999999,"endTime":1725.327,"body":"If you're an engineer working in"},{"speaker":"Aaron Moncur","startTime":1720.7069999999999,"endTime":1725.327,"body":"an R\u0026D environment and you want to"},{"speaker":"Aaron Moncur","startTime":1725.327,"endTime":1728.887,"body":"make sure you're mitigating risk for"},{"speaker":"Aaron Moncur","startTime":1725.327,"endTime":1728.887,"body":"yourself and your own career, what"},{"speaker":"Aaron Moncur","startTime":1728.907,"endTime":1730.577,"body":"are some of those telltale signs?"},{"speaker":"Aaron Moncur","startTime":1730.577,"endTime":1734.0469999999998,"body":"You know, how do you know if"},{"speaker":"Aaron Moncur","startTime":1730.577,"endTime":1734.0469999999998,"body":"you're not recovering fast enough?"},{"speaker":"Aaron Moncur","startTime":1734.0469999999998,"endTime":1738.437,"body":"Or, or are there other signs or patterns"},{"speaker":"Aaron Moncur","startTime":1734.0469999999998,"endTime":1738.437,"body":"that you should be looking out for as"},{"speaker":"Aaron Moncur","startTime":1738.437,"endTime":1743.157,"body":"indications that, hey, this program"},{"speaker":"Aaron Moncur","startTime":1738.437,"endTime":1743.157,"body":"might be in danger, and I might need to"},{"speaker":"Aaron Moncur","startTime":1743.157,"endTime":1745.0069999999998,"body":"start thinking about what's next for me?"},{"speaker":"Rob States","startTime":1746.9979999999998,"endTime":1747.278,"body":"Oh."},{"speaker":"Rob States","startTime":1750.962,"endTime":1754.6519999999998,"body":"If there's a lot of"},{"speaker":"Rob States","startTime":1750.962,"endTime":1754.6519999999998,"body":"rework loops, a bad sign."},{"speaker":"Rob States","startTime":1755.4119999999998,"endTime":1759.822,"body":"Um, and you know, if you keep on"},{"speaker":"Rob States","startTime":1755.4119999999998,"endTime":1759.822,"body":"going back, that, that's a bad sign."},{"speaker":"Rob States","startTime":1760.532,"endTime":1766.482,"body":"If you're not seeing enough risk be--"},{"speaker":"Rob States","startTime":1760.532,"endTime":1766.482,"body":"you know, you haven't-- you're not"},{"speaker":"Rob States","startTime":1766.482,"endTime":1770.0919999999999,"body":"identifying the risk early on, and you're"},{"speaker":"Rob States","startTime":1766.482,"endTime":1770.0919999999999,"body":"discovering, you know, the methodology"},{"speaker":"Rob States","startTime":1770.0919999999999,"endTime":1774.792,"body":"is discovered in a certain manner but"},{"speaker":"Rob States","startTime":1770.0919999999999,"endTime":1774.792,"body":"not try to, try to seek it out fast and"},{"speaker":"Rob States","startTime":1774.792,"endTime":1779.8719999999998,"body":"have alternative pathways identified"},{"speaker":"Rob States","startTime":1774.792,"endTime":1779.8719999999998,"body":"early on, it's a problem, right?"},{"speaker":"Rob States","startTime":1779.8719999999998,"endTime":1781.532,"body":"You know, here's a telltale sign for me."},{"speaker":"Rob States","startTime":1782.722,"endTime":1786.1519999999998,"body":"I'll ask them, like, \"What is the"},{"speaker":"Rob States","startTime":1782.722,"endTime":1786.1519999999998,"body":"reliability of this device?\" If they"},{"speaker":"Rob States","startTime":1786.1519999999998,"endTime":1789.032,"body":"can't tell me what it is right-- If"},{"speaker":"Rob States","startTime":1786.1519999999998,"endTime":1789.032,"body":"everybody in the organization can't tell"},{"speaker":"Rob States","startTime":1789.032,"endTime":1791.692,"body":"me it is off the tip of their tongue, I"},{"speaker":"Rob States","startTime":1789.032,"endTime":1791.692,"body":"already sort of know they're in trouble."},{"speaker":"Rob States","startTime":1792.3319999999999,"endTime":1795.712,"body":"The next thing is, is that, you know,"},{"speaker":"Rob States","startTime":1792.3319999999999,"endTime":1795.712,"body":"I'm gonna just say, \"Well, what is the"},{"speaker":"Rob States","startTime":1795.712,"endTime":1799.6219999999998,"body":"reliability?\" \"Well, we'll find out when"},{"speaker":"Rob States","startTime":1795.712,"endTime":1799.6219999999998,"body":"we test.\" Ooh, you're in trouble, right?"},{"speaker":"Rob States","startTime":1799.8519999999999,"endTime":1802.052,"body":"You know, you don't hear that"},{"speaker":"Rob States","startTime":1799.8519999999999,"endTime":1802.052,"body":"a lot, but on occasion, right?"},{"speaker":"Rob States","startTime":1802.4119999999998,"endTime":1805.492,"body":"Or they'll tell me what it is, but they'll"},{"speaker":"Rob States","startTime":1802.4119999999998,"endTime":1805.492,"body":"say, \"We'll verify that in testing.\""},{"speaker":"Rob States","startTime":1805.552,"endTime":1808.732,"body":"Oh, that's a, that's a problem because"},{"speaker":"Rob States","startTime":1805.552,"endTime":1808.732,"body":"that's-- you're getting to late stage."},{"speaker":"Rob States","startTime":1808.732,"endTime":1810.762,"body":"Everything's being built"},{"speaker":"Rob States","startTime":1808.732,"endTime":1810.762,"body":"up and you're going, right?"},{"speaker":"Rob States","startTime":1811.8419999999999,"endTime":1814.932,"body":"Really good people have"},{"speaker":"Rob States","startTime":1811.8419999999999,"endTime":1814.932,"body":"reliability models on day one"},{"speaker":"Rob States","startTime":1817.01,"endTime":1820.6399999999999,"body":"The first thing I do on a complex"},{"speaker":"Rob States","startTime":1817.01,"endTime":1820.6399999999999,"body":"program is I go build a reliability"},{"speaker":"Rob States","startTime":1820.6399999999999,"endTime":1824.58,"body":"model, and I then bring in people"},{"speaker":"Rob States","startTime":1820.6399999999999,"endTime":1824.58,"body":"who have been there and done that"},{"speaker":"and tell me","startTime":1824.58,"endTime":1826.11,"body":"What can these be?"},{"speaker":"and tell me","startTime":1826.98,"endTime":1832.31,"body":"then identify those risks, and then, you"},{"speaker":"and tell me","startTime":1826.98,"endTime":1832.31,"body":"know, then you send a team off to fill"},{"speaker":"and tell me","startTime":1832.31,"endTime":1835.84,"body":"in the-- 'Cause at, at first it's a,"},{"speaker":"and tell me","startTime":1832.31,"endTime":1835.84,"body":"you know, it's an educated guess, right?"},{"speaker":"and tell me","startTime":1835.8899999999999,"endTime":1837.84,"body":"Or, you know, it's been there, done that."},{"speaker":"and tell me","startTime":1839.12,"endTime":1840.48,"body":"but then I send the team off."},{"speaker":"They're like","startTime":1840.51,"endTime":1843.9499999999998,"body":"We need to get these numbers"},{"speaker":"They're like","startTime":1840.51,"endTime":1843.9499999999998,"body":"in a hurry, and I need to know this fast."},{"speaker":"They're like","startTime":1845.1,"endTime":1847.6499999999999,"body":"If they come back and they can't"},{"speaker":"They're like","startTime":1845.1,"endTime":1847.6499999999999,"body":"start hitting the numbers from"},{"speaker":"They're like","startTime":1847.6499999999999,"endTime":1852.02,"body":"an engineering perspective, then"},{"speaker":"They're like","startTime":1847.6499999999999,"endTime":1852.02,"body":"advising the team, \"You need to have"},{"speaker":"They're like","startTime":1852.02,"endTime":1854.04,"body":"a plan B or pivot right now,\" right?"},{"speaker":"They're like","startTime":1854.78,"endTime":1857.6799999999998,"body":"a lot of times they just, you know, it's"},{"speaker":"They're like","startTime":1854.78,"endTime":1857.6799999999998,"body":"like the end of the movie of \"Dumb and"},{"speaker":"They're like","startTime":1857.6799999999998,"endTime":1861.1299999999999,"body":"Dumber,\" \"So you're saying there's a"},{"speaker":"They're like","startTime":1857.6799999999998,"endTime":1861.1299999999999,"body":"chance?\" So they wanna go off and go do"},{"speaker":"They're like","startTime":1861.1299999999999,"endTime":1863.33,"body":"it again, and they wanna go do it again."},{"speaker":"They're like","startTime":1864.3799999999999,"endTime":1868.9699999999998,"body":"those, you know, maybe they can"},{"speaker":"They're like","startTime":1864.3799999999999,"endTime":1868.9699999999998,"body":"find an answer, but rarely, right?"},{"speaker":"They're like","startTime":1868.98,"endTime":1870.83,"body":"And so when they're saying,"},{"speaker":"They're like","startTime":1868.98,"endTime":1870.83,"body":"\"Well, I just need one more."},{"speaker":"They're like","startTime":1870.84,"endTime":1874.06,"body":"I just need one more.\" Right?"},{"speaker":"They're like","startTime":1874.4699999999998,"endTime":1877.1599999999999,"body":"If you don't know the outcome"},{"speaker":"They're like","startTime":1874.4699999999998,"endTime":1877.1599999999999,"body":"of what you're about to do, at"},{"speaker":"They're like","startTime":1877.1699999999998,"endTime":1880.4299999999998,"body":"that point, you know, it's like"},{"speaker":"They're like","startTime":1877.1699999999998,"endTime":1880.4299999999998,"body":"the odds are not in your favor."},{"speaker":"Aaron Moncur","startTime":1880.9389999999999,"endTime":1881.299,"body":"Yeah"},{"speaker":"Rob States","startTime":1881.36,"endTime":1885.51,"body":"where you see things"},{"speaker":"Rob States","startTime":1881.36,"endTime":1885.51,"body":"get really and specifications get"},{"speaker":"Rob States","startTime":1885.53,"endTime":1888.9299999999998,"body":"tighter and, you know, there's a"},{"speaker":"Rob States","startTime":1885.53,"endTime":1888.9299999999998,"body":"lot of OEE problems, you know, are"},{"speaker":"Rob States","startTime":1888.9299999999998,"endTime":1890.4199999999998,"body":"very low when they're launching."},{"speaker":"Rob States","startTime":1890.4199999999998,"endTime":1892.6,"body":"It's just, it's, it's just not robust"},{"speaker":"Aaron Moncur","startTime":1893.0449999999998,"endTime":1893.465,"body":"Hmm."},{"speaker":"Aaron Moncur","startTime":1893.5249999999999,"endTime":1894.0449999999998,"body":"Yes."},{"speaker":"Aaron Moncur","startTime":1894.715,"endTime":1896.5449999999998,"body":"May the odds be ever in your favor."},{"speaker":"Aaron Moncur","startTime":1896.735,"endTime":1900.0249999999999,"body":"Brings to mind a, a"},{"speaker":"Aaron Moncur","startTime":1896.735,"endTime":1900.0249999999999,"body":"ominous voice from a movie."},{"speaker":"Aaron Moncur","startTime":1900.7749999999999,"endTime":1902.665,"body":"Um, uh, let's see."},{"speaker":"Aaron Moncur","startTime":1902.665,"endTime":1903.8449999999998,"body":"I had a, a thought here."},{"speaker":"Aaron Moncur","startTime":1903.8449999999998,"endTime":1904.5249999999999,"body":"What was it?"},{"speaker":"Aaron Moncur","startTime":1904.5749999999998,"endTime":1905.205,"body":"Oh, right."},{"speaker":"Aaron Moncur","startTime":1905.975,"endTime":1913.395,"body":"So what, in your experience, leads a"},{"speaker":"Aaron Moncur","startTime":1905.975,"endTime":1913.395,"body":"product to be a commercial success versus"},{"speaker":"Aaron Moncur","startTime":1913.975,"endTime":1919.8049999999998,"body":"other projects that might be technically"},{"speaker":"Aaron Moncur","startTime":1913.975,"endTime":1919.8049999999998,"body":"successful but not so commercially?"},{"speaker":"Rob States","startTime":1920.644,"endTime":1922.6239999999998,"body":"Oh, it got it"},{"speaker":"Rob States","startTime":1920.644,"endTime":1922.6239999999998,"body":"across the finish line."},{"speaker":"Rob States","startTime":1922.634,"endTime":1928.8239999999998,"body":"I it's the-- particularly with the big"},{"speaker":"Rob States","startTime":1922.634,"endTime":1928.8239999999998,"body":"corporations, it is nobody gets across the"},{"speaker":"Rob States","startTime":1928.8239999999998,"endTime":1930.8739999999998,"body":"finish line with extra gas in the tank."},{"speaker":"Rob States","startTime":1930.904,"endTime":1931.964,"body":"They're all wore out."},{"speaker":"Rob States","startTime":1932.3239999999998,"endTime":1937.3739999999998,"body":"And, know, and, and, and so"},{"speaker":"Rob States","startTime":1932.3239999999998,"endTime":1937.3739999999998,"body":"I think that they, they, they"},{"speaker":"Rob States","startTime":1937.3739999999998,"endTime":1941.174,"body":"basically, they-- the-- they caught"},{"speaker":"Rob States","startTime":1937.3739999999998,"endTime":1941.174,"body":"lightning in a jar on a few things."},{"speaker":"Rob States","startTime":1941.204,"endTime":1945.3239999999998,"body":"They, they, they got-- they were able"},{"speaker":"Rob States","startTime":1941.204,"endTime":1945.3239999999998,"body":"to recover fast enough or-- and they"},{"speaker":"Rob States","startTime":1945.3239999999998,"endTime":1946.5739999999998,"body":"were able to get it to go through."},{"speaker":"Rob States","startTime":1946.904,"endTime":1951.754,"body":"But this is where the big corporations"},{"speaker":"Rob States","startTime":1946.904,"endTime":1951.754,"body":"sort of shine because if you"},{"speaker":"Rob States","startTime":1951.764,"endTime":1956.7839999999999,"body":"watch the pattern, all of a sudden"},{"speaker":"Rob States","startTime":1951.764,"endTime":1956.7839999999999,"body":"it's gone up the ladder, right?"},{"speaker":"Rob States","startTime":1956.8439999999998,"endTime":1961.204,"body":"You now there's a daily call with whoever"},{"speaker":"Rob States","startTime":1956.8439999999998,"endTime":1961.204,"body":"at the, you know, the very senior level."},{"speaker":"Rob States","startTime":1961.8339999999998,"endTime":1964.944,"body":"You then see-- because the"},{"speaker":"Rob States","startTime":1961.8339999999998,"endTime":1964.944,"body":"projects have project teams."},{"speaker":"Rob States","startTime":1965.3539999999998,"endTime":1968.3539999999998,"body":"Even though I work for a company"},{"speaker":"Rob States","startTime":1965.3539999999998,"endTime":1968.3539999999998,"body":"ABC, I'm only… That has a"},{"speaker":"Rob States","startTime":1968.3539999999998,"endTime":1971.384,"body":"hundred thousand employees, I'm on"},{"speaker":"Rob States","startTime":1968.3539999999998,"endTime":1971.384,"body":"project team with thirty people,"},{"speaker":"Rob States","startTime":1973.8439999999998,"endTime":1975.934,"body":"Even though there's another"},{"speaker":"Rob States","startTime":1973.8439999999998,"endTime":1975.934,"body":"hundred thousand somewhere"},{"speaker":"Rob States","startTime":1975.934,"endTime":1976.964,"body":"else, you only got that."},{"speaker":"Rob States","startTime":1976.994,"endTime":1981.774,"body":"But when a push comes to shove,"},{"speaker":"Rob States","startTime":1976.994,"endTime":1981.774,"body":"what they can do is they can summon"},{"speaker":"Rob States","startTime":1981.8639999999998,"endTime":1986.1239999999998,"body":"another two hundred people, experts"},{"speaker":"Rob States","startTime":1981.8639999999998,"endTime":1986.1239999999998,"body":"in the company, and they come on"},{"speaker":"Rob States","startTime":1986.1239999999998,"endTime":1987.514,"body":"that project and they get it done."},{"speaker":"Rob States","startTime":1988.154,"endTime":1989.744,"body":"That's what happens, right?"},{"speaker":"Rob States","startTime":1989.744,"endTime":1991.8039999999999,"body":"I, I've seen that more often than not."},{"speaker":"Rob States","startTime":1992.194,"endTime":1995.154,"body":"In addition to that, that's when they"},{"speaker":"Rob States","startTime":1992.194,"endTime":1995.154,"body":"start calling the consultants, right?"},{"speaker":"Rob States","startTime":1995.894,"endTime":1996.274,"body":"right."},{"speaker":"Rob States","startTime":1996.3739999999998,"endTime":1998.774,"body":"You know, you-- they, they bring--"},{"speaker":"Rob States","startTime":1996.3739999999998,"endTime":1998.774,"body":"Because remember, you're making"},{"speaker":"Rob States","startTime":1998.774,"endTime":2000.924,"body":"those ten thousand decisions."},{"speaker":"Rob States","startTime":2001.3139999999999,"endTime":2003.5639999999999,"body":"Well, every decision"},{"speaker":"Rob States","startTime":2001.3139999999999,"endTime":2003.5639999999999,"body":"wasn't made by an expert."},{"speaker":"Rob States","startTime":2005.3439999999998,"endTime":2007.944,"body":"And, and if you did make every"},{"speaker":"Rob States","startTime":2005.3439999999998,"endTime":2007.944,"body":"decision by an expert, the"},{"speaker":"Rob States","startTime":2007.944,"endTime":2009.204,"body":"project would take too long."},{"speaker":"Rob States","startTime":2010.884,"endTime":2011.994,"body":"You just can't do it."},{"speaker":"Rob States","startTime":2012.484,"endTime":2015.694,"body":"It would-- You, you just--"},{"speaker":"Rob States","startTime":2012.484,"endTime":2015.694,"body":"It, it would never get done."},{"speaker":"Rob States","startTime":2016.384,"endTime":2018.644,"body":"so there's a lot of heuristics"},{"speaker":"Rob States","startTime":2016.384,"endTime":2018.644,"body":"and things like that to go into"},{"speaker":"Rob States","startTime":2018.644,"endTime":2020.3239999999998,"body":"the decision-making process."},{"speaker":"Rob States","startTime":2063.024,"endTime":2065.114,"body":"so there's a tad better luck on these."},{"speaker":"Rob States","startTime":2065.124,"endTime":2069.394,"body":"You know, there's the resources of"},{"speaker":"Rob States","startTime":2065.124,"endTime":2069.394,"body":"the corporation to push these through."},{"speaker":"Rob States","startTime":2069.884,"endTime":2073.764,"body":"They start peppering talent, you know,"},{"speaker":"Rob States","startTime":2069.884,"endTime":2073.764,"body":"where needed, and they just get all"},{"speaker":"Rob States","startTime":2073.764,"endTime":2075.284,"body":"these things across the finish line."},{"speaker":"Rob States","startTime":2075.314,"endTime":2076.364,"body":"That's what happens"},{"speaker":"Aaron Moncur","startTime":2077.401,"endTime":2080.5609999999997,"body":"So it sounds like you're"},{"speaker":"Aaron Moncur","startTime":2077.401,"endTime":2080.5609999999997,"body":"saying maybe not 100% of the time, but a"},{"speaker":"Aaron Moncur","startTime":2080.5609999999997,"endTime":2084.711,"body":"large portion of the time, the projects"},{"speaker":"Aaron Moncur","startTime":2080.5609999999997,"endTime":2084.711,"body":"and the products that end up being"},{"speaker":"Aaron Moncur","startTime":2084.711,"endTime":2090.531,"body":"commercial successes were such because the"},{"speaker":"Aaron Moncur","startTime":2084.711,"endTime":2090.531,"body":"company had enough resources to just throw"},{"speaker":"Aaron Moncur","startTime":2090.531,"endTime":2094.431,"body":"more people at it, throw more money at it,"},{"speaker":"Aaron Moncur","startTime":2090.531,"endTime":2094.431,"body":"throw more experts at it, as opposed to,"},{"speaker":"Rob States","startTime":2094.8379999999997,"endTime":2095.468,"body":"game, right?"},{"speaker":"Rob States","startTime":2095.518,"endTime":2095.888,"body":"It's that"},{"speaker":"Aaron Moncur","startTime":2095.941,"endTime":2096.361,"body":"yeah"},{"speaker":"Rob States","startTime":2096.428,"endTime":2097.0879999999997,"body":"game, right?"},{"speaker":"Rob States","startTime":2097.3779999999997,"endTime":2099.658,"body":"If your project doesn't"},{"speaker":"Rob States","startTime":2097.3779999999997,"endTime":2099.658,"body":"have the money and resources"},{"speaker":"Aaron Moncur","startTime":2103.609,"endTime":2103.929,"body":"Yeah."},{"speaker":"Aaron Moncur","startTime":2104.3089999999997,"endTime":2105.889,"body":"Either everyone works late or bye-bye"},{"speaker":"Rob States","startTime":2108.584,"endTime":2108.874,"body":"Right."},{"speaker":"Rob States","startTime":2109.334,"endTime":2110.064,"body":"There's a lot of that"},{"speaker":"Aaron Moncur","startTime":2112.889,"endTime":2116.629,"body":"For engineers listening to"},{"speaker":"Aaron Moncur","startTime":2112.889,"endTime":2116.629,"body":"this who went through the, the traditional"},{"speaker":"Aaron Moncur","startTime":2116.739,"endTime":2119.519,"body":"engineering, uh, education, right?"},{"speaker":"Aaron Moncur","startTime":2119.519,"endTime":2124.519,"body":"Four-year university, bachelor's or a"},{"speaker":"Aaron Moncur","startTime":2119.519,"endTime":2124.519,"body":"master's, or heaven forbid, a PhD in"},{"speaker":"Aaron Moncur","startTime":2124.5789999999997,"endTime":2129.249,"body":"engineering, what, what are some of"},{"speaker":"Aaron Moncur","startTime":2124.5789999999997,"endTime":2129.249,"body":"the things that they didn't learn at"},{"speaker":"Aaron Moncur","startTime":2129.249,"endTime":2135.2389999999996,"body":"school, especially around the subjects"},{"speaker":"Aaron Moncur","startTime":2129.249,"endTime":2135.2389999999996,"body":"of budget and finance and, um, uh,"},{"speaker":"Aaron Moncur","startTime":2135.6389999999997,"endTime":2141.069,"body":"commercial KPIs that, that they should"},{"speaker":"Aaron Moncur","startTime":2135.6389999999997,"endTime":2141.069,"body":"really go out and intentionally learn?"},{"speaker":"Rob States","startTime":2142.5699999999997,"endTime":2146.0699999999997,"body":"They should know"},{"speaker":"Rob States","startTime":2142.5699999999997,"endTime":2146.0699999999997,"body":"the value of their work."},{"speaker":"Rob States","startTime":2148.43,"endTime":2149.68,"body":"I'm gonna do a simple thing."},{"speaker":"Rob States","startTime":2149.73,"endTime":2155.3599999999997,"body":"I need directions from Cincinnati to"},{"speaker":"Rob States","startTime":2149.73,"endTime":2155.3599999999997,"body":"where you're at in Arizona, right?"},{"speaker":"Rob States","startTime":2156.95,"endTime":2162.29,"body":"If I give you turn by turn with every"},{"speaker":"Rob States","startTime":2156.95,"endTime":2162.29,"body":"landmark in between, gonna be a, bigger,"},{"speaker":"Rob States","startTime":2162.29,"endTime":2168.5299999999997,"body":"lar- that's a larger, um, effort compared"},{"speaker":"Rob States","startTime":2162.29,"endTime":2168.5299999999997,"body":"to if I'm saying, you know, 71 to 80 to"},{"speaker":"Rob States","startTime":2168.5299999999997,"endTime":2170.37,"body":"whatever, to whatever, and you get there."},{"speaker":"Rob States","startTime":2170.8399999999997,"endTime":2172.48,"body":"Both those answers are correct"},{"speaker":"Rob States","startTime":2174.624,"endTime":2175.4739999999997,"body":"They're both correct."},{"speaker":"Rob States","startTime":2176.944,"endTime":2179.5139999999997,"body":"Sometimes they just need to know"},{"speaker":"Rob States","startTime":2176.944,"endTime":2179.5139999999997,"body":"if I needed to turn left and right."},{"speaker":"Rob States","startTime":2179.624,"endTime":2183.754,"body":"So if you give them this whole thing here,"},{"speaker":"Rob States","startTime":2179.624,"endTime":2183.754,"body":"that, that was value not, uh, realized."},{"speaker":"Rob States","startTime":2184.564,"endTime":2188.8439999999996,"body":"And so I-- with engineers, you have to"},{"speaker":"Rob States","startTime":2184.564,"endTime":2188.8439999999996,"body":"understand the value of what you're doing."},{"speaker":"Rob States","startTime":2189.754,"endTime":2194.504,"body":"you know, as a service provider, what I"},{"speaker":"Rob States","startTime":2189.754,"endTime":2194.504,"body":"really had to learn to get, you know, to"},{"speaker":"Rob States","startTime":2194.504,"endTime":2199.424,"body":"get the clients to spend money with you"},{"speaker":"Rob States","startTime":2194.504,"endTime":2199.424,"body":"and provide value to them is I had to know"},{"speaker":"Rob States","startTime":2200.0739999999996,"endTime":2204.234,"body":"when did I have to go deep and when did I"},{"speaker":"Rob States","startTime":2200.0739999999996,"endTime":2204.234,"body":"have to just tell them turn left or right"},{"speaker":"Rob States","startTime":2206.654,"endTime":2208.544,"body":"And clients need it all, right?"},{"speaker":"Rob States","startTime":2208.5539999999996,"endTime":2211.694,"body":"So if you're, if you're a highly"},{"speaker":"Rob States","startTime":2208.5539999999996,"endTime":2211.694,"body":"technical person, you're going deep"},{"speaker":"Rob States","startTime":2211.714,"endTime":2213.5739999999996,"body":"on these things here all the time."},{"speaker":"Rob States","startTime":2214.604,"endTime":2218.564,"body":"But the value is I just need to"},{"speaker":"Rob States","startTime":2214.604,"endTime":2218.564,"body":"know left or right, gonna miss."},{"speaker":"Rob States","startTime":2220.2039999999997,"endTime":2223.964,"body":"And, and if you give them a left or"},{"speaker":"Rob States","startTime":2220.2039999999997,"endTime":2223.964,"body":"right and call it in, but they needed"},{"speaker":"Rob States","startTime":2223.964,"endTime":2226.154,"body":"more details, you're gonna miss."},{"speaker":"Rob States","startTime":2227.604,"endTime":2231.654,"body":"Hone that skill to understand the"},{"speaker":"Rob States","startTime":2227.604,"endTime":2231.654,"body":"value of the work that you're providing"},{"speaker":"Aaron Moncur","startTime":2234.0829999999996,"endTime":2237.6029999999996,"body":"When it comes to things"},{"speaker":"Aaron Moncur","startTime":2234.0829999999996,"endTime":2237.6029999999996,"body":"like, yeah, I don't know, y- you get an"},{"speaker":"Aaron Moncur","startTime":2237.6029999999996,"endTime":2239.673,"body":"MBA and you learn about finance, right?"},{"speaker":"Aaron Moncur","startTime":2239.673,"endTime":2240.723,"body":"You learn about revenue."},{"speaker":"Aaron Moncur","startTime":2240.723,"endTime":2243.953,"body":"You, you learn about gross margins"},{"speaker":"Aaron Moncur","startTime":2240.723,"endTime":2243.953,"body":"and net income and things like that."},{"speaker":"Aaron Moncur","startTime":2244.413,"endTime":2250.1029999999996,"body":"Uh, are, are there some basic, um,"},{"speaker":"Aaron Moncur","startTime":2244.413,"endTime":2250.1029999999996,"body":"let's, let's call them MBA principles"},{"speaker":"Aaron Moncur","startTime":2250.133,"endTime":2254.283,"body":"that, that you should understand as an"},{"speaker":"Aaron Moncur","startTime":2250.133,"endTime":2254.283,"body":"engineer to, to really understand what's"},{"speaker":"Aaron Moncur","startTime":2254.283,"endTime":2258.7129999999997,"body":"going on with your project from, from"},{"speaker":"Aaron Moncur","startTime":2254.283,"endTime":2258.7129999999997,"body":"a, a commercial success standpoint?"},{"speaker":"Rob States","startTime":2261.2,"endTime":2264.31,"body":"Um, you know, if the company"},{"speaker":"Rob States","startTime":2261.2,"endTime":2264.31,"body":"is on a no-fail mission, they're gonna"},{"speaker":"Rob States","startTime":2264.31,"endTime":2267.8199999999997,"body":"throw all the resources at it, and so"},{"speaker":"Rob States","startTime":2264.31,"endTime":2267.8199999999997,"body":"learn to be the hero because you can"},{"speaker":"Rob States","startTime":2267.8199999999997,"endTime":2271.5499999999997,"body":"make it in your… You mean, 'cause"},{"speaker":"Rob States","startTime":2267.8199999999997,"endTime":2271.5499999999997,"body":"winning on a big project will accelerate"},{"speaker":"Rob States","startTime":2271.5499999999997,"endTime":2272.97,"body":"your career in the organization."},{"speaker":"Rob States","startTime":2273.12,"endTime":2276.23,"body":"Um, And so I, I think that's part of it."},{"speaker":"Rob States","startTime":2276.23,"endTime":2281.33,"body":"But again, go back to understand the value"},{"speaker":"Rob States","startTime":2276.23,"endTime":2281.33,"body":"of the decision you're making at the time."},{"speaker":"Rob States","startTime":2282.1299999999997,"endTime":2287.5,"body":"And I think I, I've run across really"},{"speaker":"Rob States","startTime":2282.1299999999997,"endTime":2287.5,"body":"talented individuals and client"},{"speaker":"Rob States","startTime":2287.5,"endTime":2291.5099999999998,"body":"organizations, particularly when you're"},{"speaker":"Rob States","startTime":2287.5,"endTime":2291.5099999999998,"body":"dealing with problems, and they start"},{"speaker":"Rob States","startTime":2291.5099999999998,"endTime":2297.18,"body":"telling me about three layers of deep"},{"speaker":"Rob States","startTime":2291.5099999999998,"endTime":2297.18,"body":"on a nuance that, I've, I've done 100"},{"speaker":"Rob States","startTime":2297.18,"endTime":2300.3799999999997,"body":"fail… or excuse me, 1,000 failure"},{"speaker":"Rob States","startTime":2297.18,"endTime":2300.3799999999997,"body":"projects and it's never been the solution."},{"speaker":"Rob States","startTime":2301.24,"endTime":2302.41,"body":"It's never that deep."},{"speaker":"Rob States","startTime":2302.81,"endTime":2307.6,"body":"And, you know, and so they then"},{"speaker":"Rob States","startTime":2302.81,"endTime":2307.6,"body":"are-- They get frustrated 'cause"},{"speaker":"Rob States","startTime":2307.6,"endTime":2308.8599999999997,"body":"no one's listening to them."},{"speaker":"Rob States","startTime":2309.6899999999996,"endTime":2315.5,"body":"They're demonstrating technical excellence"},{"speaker":"Rob States","startTime":2309.6899999999996,"endTime":2315.5,"body":"to you, but, everybody, you know, I, I'm"},{"speaker":"Rob States","startTime":2315.5,"endTime":2318.7799999999997,"body":"listening to it and, you know, I'm being"},{"speaker":"Rob States","startTime":2315.5,"endTime":2318.7799999999997,"body":"nice about it, but I'm like, \"That's"},{"speaker":"Rob States","startTime":2318.7799999999997,"endTime":2325.0299999999997,"body":"not it.\" And they don't understand that"},{"speaker":"Rob States","startTime":2318.7799999999997,"endTime":2325.0299999999997,"body":"value, And so… But it's also hard"},{"speaker":"Rob States","startTime":2325.0299999999997,"endTime":2326.91,"body":"because I, I have an unfair advantage."},{"speaker":"Rob States","startTime":2326.91,"endTime":2328.85,"body":"I, I-- and I'm sufficiently paranoid."},{"speaker":"Rob States","startTime":2328.85,"endTime":2330.2799999999997,"body":"I've seen it, right?"},{"speaker":"Rob States","startTime":2330.98,"endTime":2334.0899999999997,"body":"And that's the value that I offer"},{"speaker":"Rob States","startTime":2330.98,"endTime":2334.0899999999997,"body":"that they haven't seen it before."},{"speaker":"Rob States","startTime":2334.0899999999997,"endTime":2337.74,"body":"So, and then they, they go down these"},{"speaker":"Rob States","startTime":2334.0899999999997,"endTime":2337.74,"body":"trails and then, you know, take it a"},{"speaker":"Rob States","startTime":2337.75,"endTime":2340.6499999999996,"body":"step further about technical people."},{"speaker":"Rob States","startTime":2340.7599999999998,"endTime":2345.4399999999996,"body":"I have a problem and I take it and"},{"speaker":"Rob States","startTime":2340.7599999999998,"endTime":2345.4399999999996,"body":"I set it on the table and I to my"},{"speaker":"Rob States","startTime":2345.47,"endTime":2349.3599999999997,"body":"colleagues or the clients, and I talk"},{"speaker":"Rob States","startTime":2345.47,"endTime":2349.3599999999997,"body":"to the design guy, and the design tell--"},{"speaker":"Rob States","startTime":2349.3599999999997,"endTime":2350.7599999999998,"body":"guy tells me it's a design problem."},{"speaker":"Rob States","startTime":2351.2099999999996,"endTime":2354.2999999999997,"body":"I talk to the materials person, and that"},{"speaker":"Rob States","startTime":2351.2099999999996,"endTime":2354.2999999999997,"body":"person tells me it's a material problem."},{"speaker":"Rob States","startTime":2354.2999999999997,"endTime":2356.7,"body":"I talk to the ops person,"},{"speaker":"Rob States","startTime":2354.2999999999997,"endTime":2356.7,"body":"it's being made wrong."},{"speaker":"Rob States","startTime":2357.06,"endTime":2358.9199999999996,"body":"Then you go talk to the human"},{"speaker":"Rob States","startTime":2357.06,"endTime":2358.9199999999996,"body":"factors person, \"Oh, they're"},{"speaker":"Rob States","startTime":2358.9199999999996,"endTime":2360.0099999999998,"body":"just using it wrong,\" right?"},{"speaker":"Rob States","startTime":2360.83,"endTime":2361.5299999999997,"body":"Who's right?"},{"speaker":"Rob States","startTime":2364.4579999999996,"endTime":2364.7479999999996,"body":"Right?"},{"speaker":"Rob States","startTime":2365.6079999999997,"endTime":2367.8979999999997,"body":"the answer is they're"},{"speaker":"Rob States","startTime":2365.6079999999997,"endTime":2367.8979999999997,"body":"probably all correct."},{"speaker":"Rob States","startTime":2369.218,"endTime":2372.4179999999997,"body":"But the smart one, the one that will"},{"speaker":"Rob States","startTime":2369.218,"endTime":2372.4179999999997,"body":"advance, is the one that knows h-"},{"speaker":"Rob States","startTime":2372.488,"endTime":2375.928,"body":"which one to pull on that gets you to"},{"speaker":"Rob States","startTime":2372.488,"endTime":2375.928,"body":"the answer the fastest with the least"},{"speaker":"Rob States","startTime":2375.928,"endTime":2378.1079999999997,"body":"amount of changes to get it to market."},{"speaker":"Aaron Moncur","startTime":2378.6809999999996,"endTime":2379.051,"body":"Yeah."},{"speaker":"Aaron Moncur","startTime":2379.201,"endTime":2379.651,"body":"Right"},{"speaker":"Rob States","startTime":2379.808,"endTime":2384.038,"body":"And if you can do that,"},{"speaker":"Rob States","startTime":2379.808,"endTime":2384.038,"body":"you're way ahead, and you understand that"},{"speaker":"Rob States","startTime":2384.038,"endTime":2387.758,"body":"there's this rest of the world working"},{"speaker":"Rob States","startTime":2384.038,"endTime":2387.758,"body":"around the niche that you work in, and"},{"speaker":"Rob States","startTime":2387.758,"endTime":2390.408,"body":"you understand how you fit into the"},{"speaker":"Rob States","startTime":2387.758,"endTime":2390.408,"body":"ecosystem, whether it's the technical"},{"speaker":"Rob States","startTime":2390.508,"endTime":2392.198,"body":"ecosystem or the business ecosystem."},{"speaker":"Rob States","startTime":2393.308,"endTime":2397.078,"body":"Because, you know, 'cause in the end,"},{"speaker":"Rob States","startTime":2393.308,"endTime":2397.078,"body":"imagine you have this passion that it's"},{"speaker":"Rob States","startTime":2397.078,"endTime":2401.2479999999996,"body":"this, and that answer could be true,"},{"speaker":"Rob States","startTime":2397.078,"endTime":2401.2479999999996,"body":"but that creates a regulatory barrier"},{"speaker":"Rob States","startTime":2401.278,"endTime":2405.4579999999996,"body":"to get it through, don't appreciate"},{"speaker":"Rob States","startTime":2401.278,"endTime":2405.4579999999996,"body":"that, you're gonna end up frustrated"},{"speaker":"Aaron Moncur","startTime":2406.2329999999997,"endTime":2406.573,"body":"Yeah."},{"speaker":"Aaron Moncur","startTime":2406.7129999999997,"endTime":2407.0229999999997,"body":"Yep."},{"speaker":"Aaron Moncur","startTime":2407.173,"endTime":2407.903,"body":"Great point."},{"speaker":"Aaron Moncur","startTime":2409.133,"endTime":2411.113,"body":"Okay, well, I think"},{"speaker":"Aaron Moncur","startTime":2409.133,"endTime":2411.113,"body":"we'll wrap this up here."},{"speaker":"Aaron Moncur","startTime":2411.153,"endTime":2416.8129999999996,"body":"Um, what is something that you are"},{"speaker":"Aaron Moncur","startTime":2411.153,"endTime":2416.8129999999996,"body":"working on, Rob, that you could"},{"speaker":"Aaron Moncur","startTime":2416.8129999999996,"endTime":2419.0829999999996,"body":"use some help from the audience on?"},{"speaker":"Aaron Moncur","startTime":2419.1229999999996,"endTime":2423.6229999999996,"body":"Maybe it's a, a technical question,"},{"speaker":"Aaron Moncur","startTime":2419.1229999999996,"endTime":2423.6229999999996,"body":"maybe it's a, a person that you're"},{"speaker":"Aaron Moncur","startTime":2423.6229999999996,"endTime":2427.0229999999997,"body":"trying to meet or, or technology that"},{"speaker":"Aaron Moncur","startTime":2423.6229999999996,"endTime":2427.0229999999997,"body":"you're trying to ba- bring up, but"},{"speaker":"Aaron Moncur","startTime":2427.0229999999997,"endTime":2431.8129999999996,"body":"there are, um, a lot of engineers"},{"speaker":"Aaron Moncur","startTime":2427.0229999999997,"endTime":2431.8129999999996,"body":"listening to this episode right now."},{"speaker":"Aaron Moncur","startTime":2431.8129999999996,"endTime":2436.703,"body":"So what, w- uh, for, for those listening,"},{"speaker":"Aaron Moncur","startTime":2431.8129999999996,"endTime":2436.703,"body":"what is something that you hope they"},{"speaker":"Aaron Moncur","startTime":2436.703,"endTime":2438.7129999999997,"body":"could reach out to you and help you with?"},{"speaker":"Rob States","startTime":2439.7279999999996,"endTime":2443.3179999999998,"body":"I, I have this, this"},{"speaker":"Rob States","startTime":2439.7279999999996,"endTime":2443.3179999999998,"body":"vision that in the future that"},{"speaker":"Rob States","startTime":2443.3179999999998,"endTime":2447.258,"body":"specifications will no longer be on"},{"speaker":"Rob States","startTime":2443.3179999999998,"endTime":2447.258,"body":"a piece of paper, but a digital model"},{"speaker":"Rob States","startTime":2449.544,"endTime":2453.894,"body":"And, you know, I, I talk to a lot of"},{"speaker":"Rob States","startTime":2449.544,"endTime":2453.894,"body":"people about it, and there's, there's"},{"speaker":"Rob States","startTime":2453.894,"endTime":2457.624,"body":"a lot of interest in it, but there"},{"speaker":"Rob States","startTime":2453.894,"endTime":2457.624,"body":"are big barriers to getting it done."},{"speaker":"Rob States","startTime":2458.644,"endTime":2462.174,"body":"Most people are not willing to risk"},{"speaker":"Rob States","startTime":2458.644,"endTime":2462.174,"body":"their career on it, and I get it"},{"speaker":"Rob States","startTime":2463.0739999999996,"endTime":2466.394,"body":"because the, the system is built"},{"speaker":"Rob States","startTime":2463.0739999999996,"endTime":2466.394,"body":"around the way it's built today, and"},{"speaker":"Rob States","startTime":2466.394,"endTime":2470.144,"body":"if you were a maverick and you don't"},{"speaker":"Rob States","startTime":2466.394,"endTime":2470.144,"body":"get it right, it's gonna be a problem"},{"speaker":"Aaron Moncur","startTime":2471.127,"endTime":2475.817,"body":"Now, are, are you referring"},{"speaker":"Aaron Moncur","startTime":2471.127,"endTime":2475.817,"body":"to what is commonly called model-based"},{"speaker":"Aaron Moncur","startTime":2475.8469999999998,"endTime":2477.547,"body":"definition or something different?"},{"speaker":"Rob States","startTime":2478.598,"endTime":2482.198,"body":"Uh, what I, what I"},{"speaker":"Rob States","startTime":2478.598,"endTime":2482.198,"body":"would really like to see is a, a"},{"speaker":"Rob States","startTime":2482.198,"endTime":2488.328,"body":"digital model is a physics-based"},{"speaker":"Rob States","startTime":2482.198,"endTime":2488.328,"body":"model of whatever this device is."},{"speaker":"Rob States","startTime":2488.3779999999997,"endTime":2491.008,"body":"Let's just say, for example,"},{"speaker":"Rob States","startTime":2488.3779999999997,"endTime":2491.008,"body":"I'll use an auto-injector."},{"speaker":"Rob States","startTime":2491.8179999999998,"endTime":2494.7479999999996,"body":"And everybody puts all these"},{"speaker":"Rob States","startTime":2491.8179999999998,"endTime":2494.7479999999996,"body":"specifications together about how"},{"speaker":"Rob States","startTime":2494.758,"endTime":2497.758,"body":"the plunger fits in the barrel"},{"speaker":"Rob States","startTime":2494.758,"endTime":2497.758,"body":"and what the spring forces are"},{"speaker":"Rob States","startTime":2497.7679999999996,"endTime":2500.6279999999997,"body":"and what, you know, activation"},{"speaker":"Rob States","startTime":2497.7679999999996,"endTime":2500.6279999999997,"body":"forces are, and those are all fine."},{"speaker":"Rob States","startTime":2502.038,"endTime":2506.3179999999998,"body":"Um, but I have this perspective"},{"speaker":"Rob States","startTime":2502.038,"endTime":2506.3179999999998,"body":"from dealing with a lot of failures."},{"speaker":"Rob States","startTime":2506.3379999999997,"endTime":2510.758,"body":"The first thing I do is I build a model,"},{"speaker":"Rob States","startTime":2506.3379999999997,"endTime":2510.758,"body":"and then I figure out why it failed."},{"speaker":"Rob States","startTime":2512.058,"endTime":2514.598,"body":"And why am I waiting for it"},{"speaker":"Rob States","startTime":2512.058,"endTime":2514.598,"body":"to fail to build the model?"},{"speaker":"Rob States","startTime":2515.718,"endTime":2519.6479999999997,"body":"Uh, what I really like to do is have a"},{"speaker":"Rob States","startTime":2515.718,"endTime":2519.6479999999997,"body":"virtual model every device that where"},{"speaker":"Rob States","startTime":2519.6479999999997,"endTime":2524.218,"body":"you get the unique constituent components"},{"speaker":"Rob States","startTime":2519.6479999999997,"endTime":2524.218,"body":"that you then build into a surrogate"},{"speaker":"Rob States","startTime":2524.218,"endTime":2529.778,"body":"model that you fire at the end of the"},{"speaker":"Rob States","startTime":2524.218,"endTime":2529.778,"body":"line virtually and know that in fact it's"},{"speaker":"Rob States","startTime":2529.778,"endTime":2532.048,"body":"gonna be safe on a high reliability device"},{"speaker":"Rob States","startTime":2534.3999999999996,"endTime":2538.3799999999997,"body":"So I like to-- the release"},{"speaker":"Rob States","startTime":2534.3999999999996,"endTime":2538.3799999999997,"body":"criteria that it passes a digital"},{"speaker":"Rob States","startTime":2538.4599999999996,"endTime":2541.9599999999996,"body":"model at the end, whether it's a"},{"speaker":"Rob States","startTime":2538.4599999999996,"endTime":2541.9599999999996,"body":"physics-based model, whatever it is."},{"speaker":"Rob States","startTime":2542.9199999999996,"endTime":2544.98,"body":"That's, that's where I wanna go."},{"speaker":"Rob States","startTime":2544.98,"endTime":2547.6099999999997,"body":"And so what I'm looking for"},{"speaker":"Rob States","startTime":2544.98,"endTime":2547.6099999999997,"body":"is like-minded people that are"},{"speaker":"Rob States","startTime":2547.6299999999997,"endTime":2549.49,"body":"looking to accomplish that."},{"speaker":"Aaron Moncur","startTime":2550.0809999999997,"endTime":2550.4809999999998,"body":"Okay."},{"speaker":"Rob States","startTime":2551.23,"endTime":2551.93,"body":"And,"},{"speaker":"Aaron Moncur","startTime":2552.191,"endTime":2552.8909999999996,"body":"like, like,"},{"speaker":"Rob States","startTime":2553.2599999999998,"endTime":2553.56,"body":"around it"},{"speaker":"Aaron Moncur","startTime":2554.8309999999997,"endTime":2557.091,"body":"like next level simulation."},{"speaker":"Aaron Moncur","startTime":2557.1009999999997,"endTime":2561.8309999999997,"body":"Not, not just simple FEA or CFD, but,"},{"speaker":"Aaron Moncur","startTime":2557.1009999999997,"endTime":2561.8309999999997,"body":"but something a more advanced that"},{"speaker":"Aaron Moncur","startTime":2562.451,"endTime":2566.7509999999997,"body":"takes into account all the different"},{"speaker":"Aaron Moncur","startTime":2562.451,"endTime":2566.7509999999997,"body":"components at the same time, and maybe"},{"speaker":"Aaron Moncur","startTime":2566.7509999999997,"endTime":2568.741,"body":"even assem- things like assembly."},{"speaker":"Aaron Moncur","startTime":2569.1609999999996,"endTime":2572.781,"body":"Uh, what's the word I'm looking for?"},{"speaker":"Aaron Moncur","startTime":2572.781,"endTime":2575.511,"body":"Assembly process and"},{"speaker":"Aaron Moncur","startTime":2572.781,"endTime":2575.511,"body":"variation in that process."},{"speaker":"Aaron Moncur","startTime":2575.511,"endTime":2577.1009999999997,"body":"Is, is that what you're referring to?"},{"speaker":"Rob States","startTime":2577.408,"endTime":2578.1279999999997,"body":"Yes, right."},{"speaker":"Rob States","startTime":2578.158,"endTime":2581.778,"body":"And, and ba- basically the specification"},{"speaker":"Rob States","startTime":2578.158,"endTime":2581.778,"body":"is it passes the digital model"},{"speaker":"Aaron Moncur","startTime":2583.0009999999997,"endTime":2583.3109999999997,"body":"Yeah"},{"speaker":"Rob States","startTime":2584.33,"endTime":2584.6699999999996,"body":"Right?"},{"speaker":"Rob States","startTime":2585.0,"endTime":2586.54,"body":"And then you maintain that, right?"},{"speaker":"Rob States","startTime":2586.7999999999997,"endTime":2589.68,"body":"And then there's more and more that"},{"speaker":"Rob States","startTime":2586.7999999999997,"endTime":2589.68,"body":"can go from there because you can build"},{"speaker":"Rob States","startTime":2589.81,"endTime":2592.6099999999997,"body":"deterministic models, and then you have"},{"speaker":"Rob States","startTime":2589.81,"endTime":2592.6099999999997,"body":"things like, you know, these machine"},{"speaker":"Rob States","startTime":2592.6099999999997,"endTime":2596.5,"body":"learning tools and things like that where"},{"speaker":"Rob States","startTime":2592.6099999999997,"endTime":2596.5,"body":"you can start building stochastic models."},{"speaker":"Rob States","startTime":2597.56,"endTime":2600.8399999999997,"body":"And I have this desire to predict recalls."},{"speaker":"Rob States","startTime":2601.79,"endTime":2606.2,"body":"And the thesis that I will put out"},{"speaker":"Rob States","startTime":2601.79,"endTime":2606.2,"body":"there is, is that when the deterministic"},{"speaker":"Rob States","startTime":2606.2,"endTime":2609.1099999999997,"body":"models and the stochastic models deviate"},{"speaker":"Rob States","startTime":2611.5519999999997,"endTime":2615.962,"body":"the probability of a recall goes up"},{"speaker":"Rob States","startTime":2611.5519999999997,"endTime":2615.962,"body":"because the number one reason I don't"},{"speaker":"Rob States","startTime":2615.962,"endTime":2619.022,"body":"know why something works is because"},{"speaker":"Rob States","startTime":2615.962,"endTime":2619.022,"body":"I didn't know I needed to know that."},{"speaker":"Rob States","startTime":2619.412,"endTime":2622.0719999999997,"body":"And if I can force myself to know things"},{"speaker":"Rob States","startTime":2625.192,"endTime":2626.432,"body":"There's an opportunity."},{"speaker":"Rob States","startTime":2626.852,"endTime":2630.982,"body":"And I think it'll transform, know,"},{"speaker":"Rob States","startTime":2626.852,"endTime":2630.982,"body":"how companies work in these silos"},{"speaker":"Rob States","startTime":2630.982,"endTime":2634.0919999999996,"body":"from oper- R\u0026D to operations, right?"},{"speaker":"Rob States","startTime":2634.1119999999996,"endTime":2637.292,"body":"And, you know, they hand stuff over,"},{"speaker":"Rob States","startTime":2634.1119999999996,"endTime":2637.292,"body":"they shake hands, and then they"},{"speaker":"Rob States","startTime":2637.292,"endTime":2639.7819999999997,"body":"say, \"I'll see you on the next one,\""},{"speaker":"Rob States","startTime":2637.292,"endTime":2639.7819999999997,"body":"and then they both mumble under"},{"speaker":"Rob States","startTime":2639.7819999999997,"endTime":2641.0719999999997,"body":"their breath as they walk away."},{"speaker":"Rob States","startTime":2642.7019999999998,"endTime":2647.0319999999997,"body":"you know, it doesn't need to be like that,"},{"speaker":"Rob States","startTime":2642.7019999999998,"endTime":2647.0319999999997,"body":"I wanna find people that wanna change that"},{"speaker":"Aaron Moncur","startTime":2647.971,"endTime":2649.3309999999997,"body":"We did a project recently."},{"speaker":"Aaron Moncur","startTime":2649.3309999999997,"endTime":2655.3109999999997,"body":"This was a, an automated machine that"},{"speaker":"Aaron Moncur","startTime":2649.3309999999997,"endTime":2655.3109999999997,"body":"we built for assembly, and the company"},{"speaker":"Aaron Moncur","startTime":2655.3109999999997,"endTime":2660.211,"body":"that came to us did so because there"},{"speaker":"Aaron Moncur","startTime":2655.3109999999997,"endTime":2660.211,"body":"were errors in the manual process."},{"speaker":"Aaron Moncur","startTime":2660.2509999999997,"endTime":2663.6809999999996,"body":"It was, uh, it was an assembly"},{"speaker":"Aaron Moncur","startTime":2660.2509999999997,"endTime":2663.6809999999996,"body":"operation with some small parts that"},{"speaker":"Aaron Moncur","startTime":2663.6809999999996,"endTime":2669.591,"body":"were intricate and, and, um, and"},{"speaker":"Aaron Moncur","startTime":2663.6809999999996,"endTime":2669.591,"body":"the operators, the, uh, operators'"},{"speaker":"Aaron Moncur","startTime":2669.591,"endTime":2671.5809999999997,"body":"defense, difficult to work with, right?"},{"speaker":"Aaron Moncur","startTime":2671.5809999999997,"endTime":2674.441,"body":"They're under a microscope looking at"},{"speaker":"Aaron Moncur","startTime":2671.5809999999997,"endTime":2674.441,"body":"these things, trying to put them together."},{"speaker":"Aaron Moncur","startTime":2675.191,"endTime":2678.991,"body":"And there were problems, and they"},{"speaker":"Aaron Moncur","startTime":2675.191,"endTime":2678.991,"body":"didn't catch those problems until"},{"speaker":"Aaron Moncur","startTime":2678.991,"endTime":2682.821,"body":"the end of the line when all the"},{"speaker":"Aaron Moncur","startTime":2678.991,"endTime":2682.821,"body":"value had been put into this product."},{"speaker":"Aaron Moncur","startTime":2683.221,"endTime":2686.741,"body":"So they came back and said, \"Okay, we need"},{"speaker":"Aaron Moncur","startTime":2683.221,"endTime":2686.741,"body":"to build a machine and just automate this"},{"speaker":"Aaron Moncur","startTime":2686.7509999999997,"endTime":2688.5609999999997,"body":"so it happens the same way every time.\""},{"speaker":"Aaron Moncur","startTime":2688.5609999999997,"endTime":2690.211,"body":"Which, which we did,"},{"speaker":"Aaron Moncur","startTime":2688.5609999999997,"endTime":2690.211,"body":"and it's working great."},{"speaker":"Aaron Moncur","startTime":2690.5609999999997,"endTime":2694.711,"body":"Um, but they spent, you know, whatever"},{"speaker":"Aaron Moncur","startTime":2690.5609999999997,"endTime":2694.711,"body":"it was, six, eight, 10 months before"},{"speaker":"Aaron Moncur","startTime":2694.711,"endTime":2699.7309999999998,"body":"they learned that it was a problem"},{"speaker":"Aaron Moncur","startTime":2694.711,"endTime":2699.7309999999998,"body":"assembling these parts manually."},{"speaker":"Aaron Moncur","startTime":2699.861,"endTime":2703.6409999999996,"body":"And if they had had a model like"},{"speaker":"Aaron Moncur","startTime":2699.861,"endTime":2703.6409999999996,"body":"you're telling-- talking about, right?"},{"speaker":"Aaron Moncur","startTime":2703.6409999999996,"endTime":2708.511,"body":"Physics-based model that took into"},{"speaker":"Aaron Moncur","startTime":2703.6409999999996,"endTime":2708.511,"body":"account operator error and process"},{"speaker":"Aaron Moncur","startTime":2709.151,"endTime":2713.171,"body":"deviations, then they, they presumably"},{"speaker":"Aaron Moncur","startTime":2709.151,"endTime":2713.171,"body":"could have saved whatever that"},{"speaker":"Aaron Moncur","startTime":2713.171,"endTime":2714.7509999999997,"body":"time was, six, eight, 10 months."},{"speaker":"Aaron Moncur","startTime":2715.1009999999997,"endTime":2717.9109999999996,"body":"They still would have had to build an"},{"speaker":"Aaron Moncur","startTime":2715.1009999999997,"endTime":2717.9109999999996,"body":"expensive machine, but they would have"},{"speaker":"Aaron Moncur","startTime":2717.9109999999996,"endTime":2719.991,"body":"done it, you know, that much earlier."},{"speaker":"Aaron Moncur","startTime":2719.991,"endTime":2723.3509999999997,"body":"So I can see the value of, uh, a model"},{"speaker":"Aaron Moncur","startTime":2719.991,"endTime":2723.3509999999997,"body":"like that that you're talking about."},{"speaker":"Aaron Moncur","startTime":2723.6209999999996,"endTime":2723.9109999999996,"body":"Great."},{"speaker":"Aaron Moncur","startTime":2723.9109999999996,"endTime":2727.8509999999997,"body":"Well, anyone listening to this, if"},{"speaker":"Aaron Moncur","startTime":2723.9109999999996,"endTime":2727.8509999999997,"body":"you're interested in, in developing"},{"speaker":"Aaron Moncur","startTime":2727.8509999999997,"endTime":2731.171,"body":"something li-like that or working"},{"speaker":"Aaron Moncur","startTime":2727.8509999999997,"endTime":2731.171,"body":"with Rob on it, please reach out."},{"speaker":"Aaron Moncur","startTime":2731.171,"endTime":2734.3109999999997,"body":"Which brings me to the last"},{"speaker":"Aaron Moncur","startTime":2731.171,"endTime":2734.3109999999997,"body":"question of the interview."},{"speaker":"Aaron Moncur","startTime":2734.321,"endTime":2736.951,"body":"What is the best way for people"},{"speaker":"Aaron Moncur","startTime":2734.321,"endTime":2736.951,"body":"to get ahold of you, Rob?"},{"speaker":"Rob States","startTime":2737.7459999999996,"endTime":2739.466,"body":"Uh, yeah,"},{"speaker":"Rob States","startTime":2737.7459999999996,"endTime":2739.466,"body":"I'm prolific on LinkedIn."},{"speaker":"Rob States","startTime":2739.4959999999996,"endTime":2740.796,"body":"They can reach out to me on LinkedIn."},{"speaker":"Rob States","startTime":2740.796,"endTime":2742.4559999999997,"body":"I really appreciate the time here."},{"speaker":"Rob States","startTime":2742.776,"endTime":2746.576,"body":"And I would just point out, you fit the"},{"speaker":"Rob States","startTime":2742.776,"endTime":2746.576,"body":"pattern with the description of that"},{"speaker":"Rob States","startTime":2746.576,"endTime":2752.486,"body":"project, you know, and, uh, the… Yeah,"},{"speaker":"Rob States","startTime":2746.576,"endTime":2752.486,"body":"it's, it's a very common problem, right?"},{"speaker":"Rob States","startTime":2752.4959999999996,"endTime":2752.7859999999996,"body":"So"},{"speaker":"Aaron Moncur","startTime":2752.9849999999997,"endTime":2753.3149999999996,"body":"Yeah"},{"speaker":"Rob States","startTime":2753.6459999999997,"endTime":2756.076,"body":"that together and,"},{"speaker":"Rob States","startTime":2753.6459999999997,"endTime":2756.076,"body":"you know, and yeah, I can be"},{"speaker":"Rob States","startTime":2756.076,"endTime":2757.7059999999997,"body":"reached on LinkedIn anytime"},{"speaker":"Aaron Moncur","startTime":2758.2749999999996,"endTime":2758.865,"body":"Wonderful."},{"speaker":"Aaron Moncur","startTime":2758.9049999999997,"endTime":2759.435,"body":"Wonderful."},{"speaker":"Aaron Moncur","startTime":2759.6349999999998,"endTime":2760.745,"body":"Rob, thank you so much."},{"speaker":"Aaron Moncur","startTime":2760.7949999999996,"endTime":2762.3149999999996,"body":"Uh, appreciate all the insight."},{"speaker":"Aaron Moncur","startTime":2762.395,"endTime":2764.2749999999996,"body":"Always a pleasure to talk with you."},{"speaker":"Aaron Moncur","startTime":2764.5649999999996,"endTime":2768.1349999999998,"body":"And is there anything else that you'd"},{"speaker":"Aaron Moncur","startTime":2764.5649999999996,"endTime":2768.1349999999998,"body":"like to go over before we sign off today?"},{"speaker":"Rob States","startTime":2769.798,"endTime":2772.2479999999996,"body":"Uh, no, let's do"},{"speaker":"Rob States","startTime":2769.798,"endTime":2772.2479999999996,"body":"this again in four more years"},{"speaker":"Aaron Moncur","startTime":2774.4109999999996,"endTime":2774.6409999999996,"body":"All right."},{"speaker":"Aaron Moncur","startTime":2774.9309999999996,"endTime":2777.261,"body":"Sounds, that's about the,"},{"speaker":"Aaron Moncur","startTime":2774.9309999999996,"endTime":2777.261,"body":"the right cadence, yeah."},{"speaker":"Aaron Moncur","startTime":2777.6009999999997,"endTime":2779.321,"body":"Okay, Rob, thanks again so much"},{"speaker":"Rob States","startTime":2780.256,"endTime":2780.906,"body":"Take care."},{"speaker":"Rob States","startTime":2781.0359999999996,"endTime":2781.4959999999996,"body":"Thank you"}]}