{"version":"1.0.0","segments":[{"speaker":"Presenter","startTime":0.75,"endTime":4.14,"body":"The Being An Engineer"},{"speaker":"Presenter","startTime":0.75,"endTime":4.14,"body":"Podcast is a repository for"},{"speaker":"Presenter","startTime":4.14,"endTime":7.32,"body":"industry knowledge and a tool"},{"speaker":"Presenter","startTime":4.14,"endTime":7.32,"body":"through which engineers learn"},{"speaker":"Presenter","startTime":7.32,"endTime":11.34,"body":"about and connect with relevant"},{"speaker":"Presenter","startTime":7.32,"endTime":11.34,"body":"companies technologies, people"},{"speaker":"Presenter","startTime":11.34,"endTime":15.24,"body":"resources and opportunities."},{"speaker":"Presenter","startTime":11.34,"endTime":15.24,"body":"Enjoy the show."},{"speaker":"Robert States","startTime":16.2,"endTime":18.42,"body":"You know as an"},{"speaker":"Robert States","startTime":16.2,"endTime":18.42,"body":"outside looking in, we're an"},{"speaker":"Robert States","startTime":18.42,"endTime":21.03,"body":"engineering services company but"},{"speaker":"Robert States","startTime":18.42,"endTime":21.03,"body":"inside these four walls, we're"},{"speaker":"Robert States","startTime":21.03,"endTime":22.23,"body":"people development company"},{"speaker":"Aaron Moncur","startTime":36.57,"endTime":39.54,"body":"Hello, and welcome"},{"speaker":"Aaron Moncur","startTime":36.57,"endTime":39.54,"body":"to another episode of the Being"},{"speaker":"Aaron Moncur","startTime":39.57,"endTime":44.13,"body":"An Engineer Podcast. Our guest"},{"speaker":"Aaron Moncur","startTime":39.57,"endTime":44.13,"body":"today is Robert States, who"},{"speaker":"Aaron Moncur","startTime":44.13,"endTime":48.21,"body":"holds a bachelor's degree in"},{"speaker":"Aaron Moncur","startTime":44.13,"endTime":48.21,"body":"plastics engineering and an MBA"},{"speaker":"Aaron Moncur","startTime":48.21,"endTime":53.16,"body":"from Penn State. Robert is a"},{"speaker":"Aaron Moncur","startTime":48.21,"endTime":53.16,"body":"principal at Stress Engineering"},{"speaker":"Aaron Moncur","startTime":53.16,"endTime":56.79,"body":"Services where he and his team"},{"speaker":"Aaron Moncur","startTime":53.16,"endTime":56.79,"body":"provide comprehensive design"},{"speaker":"Aaron Moncur","startTime":56.82,"endTime":61.02,"body":"analysis and testing services to"},{"speaker":"Aaron Moncur","startTime":56.82,"endTime":61.02,"body":"industries from plastics to"},{"speaker":"Aaron Moncur","startTime":61.02,"endTime":65.04,"body":"packaging, materials to testing"},{"speaker":"Aaron Moncur","startTime":61.02,"endTime":65.04,"body":"medical to pharmaceutical"},{"speaker":"Aaron Moncur","startTime":65.13,"endTime":68.55,"body":"pipelines to power and"},{"speaker":"Aaron Moncur","startTime":65.13,"endTime":68.55,"body":"measurements to forensics."},{"speaker":"Aaron Moncur","startTime":68.76,"endTime":70.71,"body":"Robert, thank you so much for"},{"speaker":"Aaron Moncur","startTime":68.76,"endTime":70.71,"body":"joining us today."},{"speaker":"Robert States","startTime":71.07,"endTime":71.88,"body":"Thank you for"},{"speaker":"Robert States","startTime":71.07,"endTime":71.88,"body":"having me."},{"speaker":"Aaron Moncur","startTime":72.45,"endTime":75.36,"body":"Well, how did you"},{"speaker":"Aaron Moncur","startTime":72.45,"endTime":75.36,"body":"decide to become an engineer?"},{"speaker":"Robert States","startTime":76.14,"endTime":80.85,"body":"I was always"},{"speaker":"Robert States","startTime":76.14,"endTime":80.85,"body":"liked math, and solving"},{"speaker":"Robert States","startTime":80.85,"endTime":85.95,"body":"problems. And in Penn State, the"},{"speaker":"Robert States","startTime":80.85,"endTime":85.95,"body":"campus I went to, was closer to"},{"speaker":"Robert States","startTime":85.95,"endTime":89.16,"body":"my house and my high school. So"},{"speaker":"Robert States","startTime":85.95,"endTime":89.16,"body":"I went up there I took classes"},{"speaker":"Robert States","startTime":89.16,"endTime":92.58,"body":"when I was in high school. And I"},{"speaker":"Robert States","startTime":89.16,"endTime":92.58,"body":"just asked which degree paid the"},{"speaker":"Robert States","startTime":92.58,"endTime":94.77,"body":"most when he graduated. And"},{"speaker":"Robert States","startTime":92.58,"endTime":94.77,"body":"that's how I choose. That's how"},{"speaker":"Robert States","startTime":94.77,"endTime":95.88,"body":"I chose plastics."},{"speaker":"Aaron Moncur","startTime":96.06,"endTime":98.85,"body":"Is that right?"},{"speaker":"Aaron Moncur","startTime":96.06,"endTime":98.85,"body":"Which degree within engineering"},{"speaker":"Aaron Moncur","startTime":98.85,"endTime":100.56,"body":"or just which degree period?"},{"speaker":"Robert States","startTime":100.86,"endTime":102.72,"body":"Yeah, what also"},{"speaker":"Robert States","startTime":100.86,"endTime":102.72,"body":"paid the most I think across"},{"speaker":"Robert States","startTime":102.72,"endTime":103.74,"body":"that campus, I went to"},{"speaker":"Robert States","startTime":103.74,"endTime":104.34,"body":"Oh, wow."},{"speaker":"Robert States","startTime":104.49,"endTime":109.02,"body":"Penn State Erie, which is a sub"},{"speaker":"Robert States","startTime":104.49,"endTime":109.02,"body":"campus from Maine. And it has"},{"speaker":"Robert States","startTime":109.02,"endTime":112.44,"body":"the highest salaries for"},{"speaker":"Robert States","startTime":109.02,"endTime":112.44,"body":"starting salaries for graduate."},{"speaker":"Aaron Moncur","startTime":112.83,"endTime":116.4,"body":"Interesting. Now,"},{"speaker":"Aaron Moncur","startTime":112.83,"endTime":116.4,"body":"did it ever, were you ever"},{"speaker":"Aaron Moncur","startTime":116.4,"endTime":119.22,"body":"worried that, 'Yeah, maybe this"},{"speaker":"Aaron Moncur","startTime":116.4,"endTime":119.22,"body":"is going to have the highest"},{"speaker":"Aaron Moncur","startTime":119.22,"endTime":121.95,"body":"salary. But what if I don't like"},{"speaker":"Aaron Moncur","startTime":119.22,"endTime":121.95,"body":"it?' Was that ever a concern?"},{"speaker":"Robert States","startTime":122.31,"endTime":122.76,"body":"No."},{"speaker":"Aaron Moncur","startTime":123.39,"endTime":124.08,"body":"You always knew."},{"speaker":"Robert States","startTime":124.08,"endTime":125.67,"body":"I did not even"},{"speaker":"Robert States","startTime":124.08,"endTime":125.67,"body":"know what a plastic engineer"},{"speaker":"Robert States","startTime":125.67,"endTime":129.42,"body":"did. I had no idea. I had no"},{"speaker":"Robert States","startTime":125.67,"endTime":129.42,"body":"idea. I originally thought I"},{"speaker":"Robert States","startTime":129.42,"endTime":132.63,"body":"wanted to be an architect. And"},{"speaker":"Robert States","startTime":129.42,"endTime":132.63,"body":"they had programmes when I was"},{"speaker":"Robert States","startTime":132.63,"endTime":135.84,"body":"in high school where you can go"},{"speaker":"Robert States","startTime":132.63,"endTime":135.84,"body":"shadow architects and I realised"},{"speaker":"Robert States","startTime":135.84,"endTime":139.86,"body":"you have to have an artist's"},{"speaker":"Robert States","startTime":135.84,"endTime":139.86,"body":"flair to do that. Well, and I"},{"speaker":"Robert States","startTime":139.86,"endTime":140.79,"body":"don't have that gene."},{"speaker":"Aaron Moncur","startTime":141.03,"endTime":144.3,"body":"As many mechanical"},{"speaker":"Aaron Moncur","startTime":141.03,"endTime":144.3,"body":"engineers lack. Yes. It's so"},{"speaker":"Aaron Moncur","startTime":144.3,"endTime":146.13,"body":"what does a plastics engineer"},{"speaker":"Aaron Moncur","startTime":144.3,"endTime":146.13,"body":"do?"},{"speaker":"Robert States","startTime":147.6,"endTime":150.48,"body":"You know, the"},{"speaker":"Robert States","startTime":147.6,"endTime":150.48,"body":"focus was, I would say a split"},{"speaker":"Robert States","startTime":150.48,"endTime":156.87,"body":"between mechanical design,"},{"speaker":"Robert States","startTime":150.48,"endTime":156.87,"body":"processing and some chemistry"},{"speaker":"Robert States","startTime":156.87,"endTime":160.92,"body":"and I would say was that mix"},{"speaker":"Robert States","startTime":156.87,"endTime":160.92,"body":"pulled together. In it's an"},{"speaker":"Robert States","startTime":160.92,"endTime":163.5,"body":"Engineering Technology degree."},{"speaker":"Robert States","startTime":160.92,"endTime":163.5,"body":"So it's more hands on, it's more"},{"speaker":"Robert States","startTime":163.5,"endTime":167.97,"body":"applied. And so you you you"},{"speaker":"Robert States","startTime":163.5,"endTime":167.97,"body":"really ran a lot of stuff in the"},{"speaker":"Robert States","startTime":167.97,"endTime":171.24,"body":"labs, you ran equipment, you ran"},{"speaker":"Robert States","startTime":167.97,"endTime":171.24,"body":"test equipment, you ran"},{"speaker":"Robert States","startTime":171.24,"endTime":175.59,"body":"processing equipment, you learn"},{"speaker":"Robert States","startTime":171.24,"endTime":175.59,"body":"a lot about design, you learn a"},{"speaker":"Robert States","startTime":175.59,"endTime":179.49,"body":"lot about simulation. So it was"},{"speaker":"Robert States","startTime":175.59,"endTime":179.49,"body":"quite an eclectic group of"},{"speaker":"Robert States","startTime":179.52,"endTime":183.57,"body":"talent and everybody graduates I"},{"speaker":"Robert States","startTime":179.52,"endTime":183.57,"body":"got a job offer as a sophomore,"},{"speaker":"Robert States","startTime":183.57,"endTime":186.51,"body":"the job market was so hot in the"},{"speaker":"Robert States","startTime":183.57,"endTime":186.51,"body":"90s that people were offering a"},{"speaker":"Robert States","startTime":186.51,"endTime":187.95,"body":"job as a sophomore."},{"speaker":"Aaron Moncur","startTime":188.1,"endTime":192.0,"body":"Wow, incredible. I"},{"speaker":"Aaron Moncur","startTime":188.1,"endTime":192.0,"body":"mean, these days, you don't see"},{"speaker":"Aaron Moncur","startTime":192.03,"endTime":195.24,"body":"degrees specifically for"},{"speaker":"Aaron Moncur","startTime":192.03,"endTime":195.24,"body":"plastics engineering, you see"},{"speaker":"Aaron Moncur","startTime":195.24,"endTime":197.88,"body":"mechanical engineering, you see"},{"speaker":"Aaron Moncur","startTime":195.24,"endTime":197.88,"body":"electrical engineering, chemical"},{"speaker":"Aaron Moncur","startTime":197.88,"endTime":202.02,"body":"engineering. It was was plastics"},{"speaker":"Aaron Moncur","startTime":197.88,"endTime":202.02,"body":"engineering, kind of a rare"},{"speaker":"Aaron Moncur","startTime":202.02,"endTime":203.37,"body":"degree even back then."},{"speaker":"Robert States","startTime":203.97,"endTime":205.65,"body":"You know, yeah,"},{"speaker":"Robert States","startTime":203.97,"endTime":205.65,"body":"it wasn't the most common"},{"speaker":"Robert States","startTime":205.65,"endTime":213.15,"body":"there's a handful of schools."},{"speaker":"Robert States","startTime":205.65,"endTime":213.15,"body":"UMass, Ferris State. Obviously,"},{"speaker":"Robert States","startTime":213.15,"endTime":215.97,"body":"Penn State, there's a lot of"},{"speaker":"Robert States","startTime":213.15,"endTime":215.97,"body":"polymer science kind of schools."},{"speaker":"Robert States","startTime":216.72,"endTime":220.35,"body":"You go for polymer science, but"},{"speaker":"Robert States","startTime":216.72,"endTime":220.35,"body":"you don't and by doing it in,"},{"speaker":"Robert States","startTime":220.86,"endTime":225.99,"body":"in, in the form of more design,"},{"speaker":"Robert States","startTime":220.86,"endTime":225.99,"body":"more processing. Those are rare"},{"speaker":"Robert States","startTime":225.99,"endTime":226.71,"body":"combination."},{"speaker":"Aaron Moncur","startTime":227.01,"endTime":230.46,"body":"Yeah. Okay. Well,"},{"speaker":"Aaron Moncur","startTime":227.01,"endTime":230.46,"body":"eventually you wound up at the"},{"speaker":"Aaron Moncur","startTime":230.46,"endTime":234.12,"body":"company for whom you work now"},{"speaker":"Aaron Moncur","startTime":230.46,"endTime":234.12,"body":"Stress Engineering Services."},{"speaker":"Robert States","startTime":234.27,"endTime":234.54,"body":"Yeah."},{"speaker":"Aaron Moncur","startTime":234.54,"endTime":237.54,"body":"Can you tell us a"},{"speaker":"Aaron Moncur","startTime":234.54,"endTime":237.54,"body":"little bit about how did you get"},{"speaker":"Aaron Moncur","startTime":237.54,"endTime":237.9,"body":"there?"},{"speaker":"Robert States","startTime":238.47,"endTime":240.84,"body":"I had, so I"},{"speaker":"Robert States","startTime":238.47,"endTime":240.84,"body":"worked for two large"},{"speaker":"Robert States","startTime":240.84,"endTime":245.31,"body":"multinationals before joining"},{"speaker":"Robert States","startTime":240.84,"endTime":245.31,"body":"Stress. And I worked for the"},{"speaker":"Robert States","startTime":245.31,"endTime":248.43,"body":"first one I work, I work for two"},{"speaker":"Robert States","startTime":245.31,"endTime":248.43,"body":"key people, both of them left,"},{"speaker":"Robert States","startTime":248.55,"endTime":251.28,"body":"and one came, went to another"},{"speaker":"Robert States","startTime":248.55,"endTime":251.28,"body":"company where I went there"},{"speaker":"Robert States","startTime":251.28,"endTime":254.73,"body":"first. So my first job out of"},{"speaker":"Robert States","startTime":251.28,"endTime":254.73,"body":"schools are Procter and Gamble."},{"speaker":"Robert States","startTime":255.24,"endTime":258.84,"body":"And the guy originally worked"},{"speaker":"Robert States","startTime":255.24,"endTime":258.84,"body":"for left I went to Rubbermaid,"},{"speaker":"Robert States","startTime":258.84,"endTime":261.57,"body":"vice president of RMA. So I went"},{"speaker":"Robert States","startTime":258.84,"endTime":261.57,"body":"up to Rubbermaid and work there"},{"speaker":"Robert States","startTime":261.57,"endTime":264.39,"body":"for a handful years and the"},{"speaker":"Robert States","startTime":261.57,"endTime":264.39,"body":"other guy worked for came to"},{"speaker":"Robert States","startTime":264.39,"endTime":269.43,"body":"stress engineering and, and I"},{"speaker":"Robert States","startTime":264.39,"endTime":269.43,"body":"watched the business cycles. And"},{"speaker":"Robert States","startTime":269.43,"endTime":273.48,"body":"I and I realised that in working"},{"speaker":"Robert States","startTime":269.43,"endTime":273.48,"body":"for big corporations, there's a"},{"speaker":"Robert States","startTime":273.48,"endTime":278.46,"body":"lot of upsides to that, but"},{"speaker":"Robert States","startTime":273.48,"endTime":278.46,"body":"also, they're, with time, the"},{"speaker":"Robert States","startTime":278.46,"endTime":280.62,"body":"companies change a lot and"},{"speaker":"Robert States","startTime":278.46,"endTime":280.62,"body":"their, their need for different"},{"speaker":"Robert States","startTime":280.62,"endTime":282.84,"body":"skills changes. And so sometimes"},{"speaker":"Robert States","startTime":280.62,"endTime":282.84,"body":"it's not your choice if you're"},{"speaker":"Robert States","startTime":282.84,"endTime":285.9,"body":"going to be there long term. And"},{"speaker":"Robert States","startTime":282.84,"endTime":285.9,"body":"I just said, 'Well, I'm not"},{"speaker":"Robert States","startTime":285.9,"endTime":288.72,"body":"going to let that happen to me.'"},{"speaker":"Robert States","startTime":285.9,"endTime":288.72,"body":"So I was attracted to the"},{"speaker":"Robert States","startTime":288.72,"endTime":292.38,"body":"services model because I really"},{"speaker":"Robert States","startTime":288.72,"endTime":292.38,"body":"have, for the sake of"},{"speaker":"Robert States","startTime":292.38,"endTime":295.17,"body":"discussion, I have 50 employers"},{"speaker":"Robert States","startTime":292.38,"endTime":295.17,"body":"which you know, I just have a"},{"speaker":"Robert States","startTime":295.17,"endTime":299.58,"body":"you have a pool of 50 clients,"},{"speaker":"Robert States","startTime":295.17,"endTime":299.58,"body":"and so, as long as you keep on"},{"speaker":"Robert States","startTime":299.58,"endTime":302.73,"body":"doing a great job for them and"},{"speaker":"Robert States","startTime":299.58,"endTime":302.73,"body":"looking out for them and making"},{"speaker":"Robert States","startTime":302.73,"endTime":305.07,"body":"sure you're providing value, you"},{"speaker":"Robert States","startTime":302.73,"endTime":305.07,"body":"will have a job the rest of your"},{"speaker":"Robert States","startTime":305.07,"endTime":309.63,"body":"life. So I've learned the art of"},{"speaker":"Robert States","startTime":305.07,"endTime":309.63,"body":"really understanding value for"},{"speaker":"Robert States","startTime":309.63,"endTime":314.52,"body":"our clients in. And I've really"},{"speaker":"Robert States","startTime":309.63,"endTime":314.52,"body":"just adopted the services"},{"speaker":"Robert States","startTime":314.52,"endTime":319.83,"body":"mindset in, I really, it's a"},{"speaker":"Robert States","startTime":314.52,"endTime":319.83,"body":"gift that I got from a company"},{"speaker":"Robert States","startTime":319.83,"endTime":323.58,"body":"that allows you a total freedom."},{"speaker":"Robert States","startTime":319.83,"endTime":323.58,"body":"I mean, you're 18, in my job has"},{"speaker":"Robert States","startTime":323.58,"endTime":325.68,"body":"been unscripted for 16 years."},{"speaker":"Aaron Moncur","startTime":326.01,"endTime":328.92,"body":"What does a day in"},{"speaker":"Aaron Moncur","startTime":326.01,"endTime":328.92,"body":"the life look like for you right"},{"speaker":"Aaron Moncur","startTime":328.92,"endTime":331.29,"body":"now? Or is it just completely"},{"speaker":"Aaron Moncur","startTime":328.92,"endTime":331.29,"body":"different every day?"},{"speaker":"Robert States","startTime":332.37,"endTime":337.95,"body":"A huge variety."},{"speaker":"Robert States","startTime":332.37,"endTime":337.95,"body":"Well, you know, I'm in a role"},{"speaker":"Robert States","startTime":337.95,"endTime":342.15,"body":"now we're really supporting a"},{"speaker":"Robert States","startTime":337.95,"endTime":342.15,"body":"lot of the folks that are coming"},{"speaker":"Robert States","startTime":342.15,"endTime":344.28,"body":"up in the ranks, you know,"},{"speaker":"Robert States","startTime":342.15,"endTime":344.28,"body":"what's, what's interesting about"},{"speaker":"Robert States","startTime":344.28,"endTime":347.79,"body":"this business model is it's not"},{"speaker":"Robert States","startTime":344.28,"endTime":347.79,"body":"a zero sum game. My goal is that"},{"speaker":"Robert States","startTime":347.79,"endTime":351.42,"body":"the folks that are that that"},{"speaker":"Robert States","startTime":347.79,"endTime":351.42,"body":"work for me is they all become"},{"speaker":"Robert States","startTime":351.42,"endTime":355.68,"body":"my peer become my partner. So I"},{"speaker":"Robert States","startTime":351.42,"endTime":355.68,"body":"focus every day on really"},{"speaker":"Robert States","startTime":355.68,"endTime":358.14,"body":"driving the careers of the"},{"speaker":"Robert States","startTime":355.68,"endTime":358.14,"body":"individuals here, you know, as"},{"speaker":"Robert States","startTime":358.14,"endTime":361.02,"body":"an outside looking in, we're an"},{"speaker":"Robert States","startTime":358.14,"endTime":361.02,"body":"engineering services company."},{"speaker":"Robert States","startTime":361.02,"endTime":365.16,"body":"But inside these four walls were"},{"speaker":"Robert States","startTime":361.02,"endTime":365.16,"body":"people development company. And"},{"speaker":"Robert States","startTime":365.16,"endTime":368.07,"body":"so I spent a lot of time on a"},{"speaker":"Robert States","startTime":365.16,"endTime":368.07,"body":"variety of projects. And what's"},{"speaker":"Robert States","startTime":368.07,"endTime":370.8,"body":"interesting is when you're a"},{"speaker":"Robert States","startTime":368.07,"endTime":370.8,"body":"physics-based organisation,"},{"speaker":"Robert States","startTime":372.27,"endTime":375.18,"body":"you're almost industry agnostic,"},{"speaker":"Robert States","startTime":372.27,"endTime":375.18,"body":"because the physics are"},{"speaker":"Robert States","startTime":375.18,"endTime":377.7,"body":"identical in all these"},{"speaker":"Robert States","startTime":375.18,"endTime":377.7,"body":"industries. And so you will work"},{"speaker":"Robert States","startTime":377.7,"endTime":380.19,"body":"in multiple industries in any"},{"speaker":"Robert States","startTime":377.7,"endTime":380.19,"body":"given day, I work in oil and"},{"speaker":"Robert States","startTime":380.19,"endTime":384.42,"body":"gas, I work in consumer"},{"speaker":"Robert States","startTime":380.19,"endTime":384.42,"body":"products, I work in med device,"},{"speaker":"Robert States","startTime":384.42,"endTime":389.13,"body":"and I work at pharmaceutical all"},{"speaker":"Robert States","startTime":384.42,"endTime":389.13,"body":"before lunch, then that happens."},{"speaker":"Robert States","startTime":389.16,"endTime":393.93,"body":"And so it's a huge variety,"},{"speaker":"Robert States","startTime":389.16,"endTime":393.93,"body":"it's, there's never a boring"},{"speaker":"Robert States","startTime":393.93,"endTime":395.22,"body":"day, I can guarantee you that."},{"speaker":"Aaron Moncur","startTime":396.21,"endTime":398.37,"body":"It's interesting"},{"speaker":"Aaron Moncur","startTime":396.21,"endTime":398.37,"body":"to hear you talking about the"},{"speaker":"Aaron Moncur","startTime":398.37,"endTime":402.48,"body":"variety. When I talked to my"},{"speaker":"Aaron Moncur","startTime":398.37,"endTime":402.48,"body":"team, we're a services company"},{"speaker":"Aaron Moncur","startTime":402.48,"endTime":405.24,"body":"as well. And when I asked them,"},{"speaker":"Aaron Moncur","startTime":402.48,"endTime":405.24,"body":"What do you like about working"},{"speaker":"Aaron Moncur","startTime":405.24,"endTime":408.33,"body":"in pipeline, one of the most"},{"speaker":"Aaron Moncur","startTime":405.24,"endTime":408.33,"body":"common answers is the variety of"},{"speaker":"Aaron Moncur","startTime":408.33,"endTime":411.21,"body":"work that they get to do right,"},{"speaker":"Aaron Moncur","startTime":408.33,"endTime":411.21,"body":"at a big corporation, you might"},{"speaker":"Aaron Moncur","startTime":411.21,"endTime":414.27,"body":"be doing the same thing every"},{"speaker":"Aaron Moncur","startTime":411.21,"endTime":414.27,"body":"day, you know, month after"},{"speaker":"Aaron Moncur","startTime":414.27,"endTime":417.18,"body":"month, maybe even year after"},{"speaker":"Aaron Moncur","startTime":414.27,"endTime":417.18,"body":"year. But in a services"},{"speaker":"Aaron Moncur","startTime":417.18,"endTime":420.45,"body":"organisation, like you said, you"},{"speaker":"Aaron Moncur","startTime":417.18,"endTime":420.45,"body":"have 50 different customers or"},{"speaker":"Aaron Moncur","startTime":420.45,"endTime":422.97,"body":"more, and there's always"},{"speaker":"Aaron Moncur","startTime":420.45,"endTime":422.97,"body":"something different to do,"},{"speaker":"Aaron Moncur","startTime":422.97,"endTime":427.08,"body":"which, for me anyways, is very"},{"speaker":"Aaron Moncur","startTime":422.97,"endTime":427.08,"body":"gratifying. Now you've been"},{"speaker":"Aaron Moncur","startTime":427.08,"endTime":431.49,"body":"there at SCS for for 17 years"},{"speaker":"Aaron Moncur","startTime":427.08,"endTime":431.49,"body":"and change. That's that's a"},{"speaker":"Aaron Moncur","startTime":431.49,"endTime":434.19,"body":"fairly long time to stay at one"},{"speaker":"Aaron Moncur","startTime":431.49,"endTime":434.19,"body":"company what has kept you there"},{"speaker":"Aaron Moncur","startTime":434.19,"endTime":435.09,"body":"all these years?"},{"speaker":"Robert States","startTime":435.63,"endTime":438.51,"body":"Uh, well, I'm an"},{"speaker":"Robert States","startTime":435.63,"endTime":438.51,"body":"owner. And so if I want to"},{"speaker":"Robert States","startTime":438.51,"endTime":440.91,"body":"complain about my boss, there's,"},{"speaker":"Robert States","startTime":438.51,"endTime":440.91,"body":"there's really no one to"},{"speaker":"Robert States","startTime":440.91,"endTime":445.71,"body":"complain. And so it is a model"},{"speaker":"Robert States","startTime":440.91,"endTime":445.71,"body":"currently, that's based on a"},{"speaker":"Robert States","startTime":445.71,"endTime":449.97,"body":"partnership. So when you get"},{"speaker":"Robert States","startTime":445.71,"endTime":449.97,"body":"promoted you buy in and the buy"},{"speaker":"Robert States","startTime":449.97,"endTime":453.03,"body":"in was more than the value of my"},{"speaker":"Robert States","startTime":449.97,"endTime":453.03,"body":"last house. Right? You know, so"},{"speaker":"Robert States","startTime":453.03,"endTime":456.15,"body":"it's, it's, it's a significant"},{"speaker":"Robert States","startTime":453.03,"endTime":456.15,"body":"thing. Now, I think we're"},{"speaker":"Robert States","startTime":456.15,"endTime":458.49,"body":"heading towards where partial"},{"speaker":"Robert States","startTime":456.15,"endTime":458.49,"body":"lease operating towards"},{"speaker":"Robert States","startTime":458.49,"endTime":461.94,"body":"probably, maybe a model 100%"},{"speaker":"Robert States","startTime":458.49,"endTime":461.94,"body":"ESOP or something like that, but"},{"speaker":"Robert States","startTime":461.94,"endTime":467.91,"body":"the but you're truly an owner,"},{"speaker":"Robert States","startTime":461.94,"endTime":467.91,"body":"you're truly an owner. And in"},{"speaker":"Robert States","startTime":467.91,"endTime":472.08,"body":"that part, I really like right"},{"speaker":"Robert States","startTime":467.91,"endTime":472.08,"body":"in, it's not that for the power,"},{"speaker":"Robert States","startTime":472.08,"endTime":476.94,"body":"whatever else, but the freedom,"},{"speaker":"Robert States","startTime":472.08,"endTime":476.94,"body":"I really do what I just want to"},{"speaker":"Robert States","startTime":476.94,"endTime":480.75,"body":"do, I find my lane, if you read"},{"speaker":"Robert States","startTime":476.94,"endTime":480.75,"body":"about anybody that's successful,"},{"speaker":"Robert States","startTime":480.75,"endTime":483.6,"body":"you go watch any commencement"},{"speaker":"Robert States","startTime":480.75,"endTime":483.6,"body":"speech of a successful person,"},{"speaker":"Robert States","startTime":484.02,"endTime":487.38,"body":"any Hall of Fame speech of"},{"speaker":"Robert States","startTime":484.02,"endTime":487.38,"body":"anybody in any sports, and they"},{"speaker":"Robert States","startTime":487.38,"endTime":491.19,"body":"always have this consistent"},{"speaker":"Robert States","startTime":487.38,"endTime":491.19,"body":"theme. I stayed in my lane, and"},{"speaker":"Robert States","startTime":491.19,"endTime":496.08,"body":"I did it really well. And that's"},{"speaker":"Robert States","startTime":491.19,"endTime":496.08,"body":"what I encourage everybody here"},{"speaker":"Robert States","startTime":496.08,"endTime":499.47,"body":"as stress to do, that's what I"},{"speaker":"Robert States","startTime":496.08,"endTime":499.47,"body":"do. If I'm good at it, I'm gonna"},{"speaker":"Robert States","startTime":499.47,"endTime":502.92,"body":"do it. And before you know, I'm"},{"speaker":"Robert States","startTime":499.47,"endTime":502.92,"body":"here every day at seven, and"},{"speaker":"Robert States","startTime":502.92,"endTime":505.29,"body":"sometimes I don't leave to"},{"speaker":"Robert States","startTime":502.92,"endTime":505.29,"body":"seven, and I don't even realise"},{"speaker":"Robert States","startTime":505.29,"endTime":507.21,"body":"it, because you're just doing"},{"speaker":"Robert States","startTime":505.29,"endTime":507.21,"body":"what you like."},{"speaker":"Aaron Moncur","startTime":552.04,"endTime":555.31,"body":"What advice can"},{"speaker":"Aaron Moncur","startTime":552.04,"endTime":555.31,"body":"you give to listeners who might"},{"speaker":"Aaron Moncur","startTime":555.31,"endTime":558.8800000000001,"body":"not have as much freedom as you"},{"speaker":"Aaron Moncur","startTime":555.31,"endTime":558.8800000000001,"body":"do, but who want to have that"},{"speaker":"Aaron Moncur","startTime":558.8800000000001,"endTime":562.3,"body":"kind of role? Where they find"},{"speaker":"Aaron Moncur","startTime":558.8800000000001,"endTime":562.3,"body":"what they do really well? And"},{"speaker":"Aaron Moncur","startTime":562.3,"endTime":565.5699999999999,"body":"they just keep doing that thing?"},{"speaker":"Aaron Moncur","startTime":562.3,"endTime":565.5699999999999,"body":"Is that something that can be"},{"speaker":"Aaron Moncur","startTime":565.5699999999999,"endTime":569.29,"body":"done in most companies to some"},{"speaker":"Aaron Moncur","startTime":565.5699999999999,"endTime":569.29,"body":"extent? Or do you really have to"},{"speaker":"Aaron Moncur","startTime":569.29,"endTime":573.0699999999999,"body":"find a special organisation,"},{"speaker":"Aaron Moncur","startTime":569.29,"endTime":573.0699999999999,"body":"maybe a services organisation,"},{"speaker":"Aaron Moncur","startTime":573.25,"endTime":575.29,"body":"similar distress where they can"},{"speaker":"Aaron Moncur","startTime":573.25,"endTime":575.29,"body":"do that?"},{"speaker":"Robert States","startTime":575.9200000000001,"endTime":578.29,"body":"Bias? I think"},{"speaker":"Robert States","startTime":575.9200000000001,"endTime":578.29,"body":"that only a handful people"},{"speaker":"Robert States","startTime":578.29,"endTime":581.02,"body":"actually do that in a"},{"speaker":"Robert States","startTime":578.29,"endTime":581.02,"body":"corporation. And, you know, if"},{"speaker":"Robert States","startTime":581.02,"endTime":584.8900000000001,"body":"you get to a fellow role, after"},{"speaker":"Robert States","startTime":581.02,"endTime":584.8900000000001,"body":"30 years of working somewhere,"},{"speaker":"Robert States","startTime":584.8900000000001,"endTime":589.3599999999999,"body":"maybe, but I would say, if you"},{"speaker":"Robert States","startTime":584.8900000000001,"endTime":589.3599999999999,"body":"don't control your future,"},{"speaker":"Robert States","startTime":589.3599999999999,"endTime":595.1800000000001,"body":"someone else will. And you know,"},{"speaker":"Robert States","startTime":589.3599999999999,"endTime":595.1800000000001,"body":"and in for me, I spent a lot of"},{"speaker":"Robert States","startTime":595.1800000000001,"endTime":597.97,"body":"time with the folks you're"},{"speaker":"Robert States","startTime":595.1800000000001,"endTime":597.97,"body":"thinking about what is your"},{"speaker":"Robert States","startTime":597.97,"endTime":601.1500000000001,"body":"lane? What do you do well, and"},{"speaker":"Robert States","startTime":597.97,"endTime":601.1500000000001,"body":"let's promote that."},{"speaker":"Aaron Moncur","startTime":602.1400000000001,"endTime":605.8,"body":"Yeah. Over those"},{"speaker":"Aaron Moncur","startTime":602.1400000000001,"endTime":605.8,"body":"17 years, I'm sure you've"},{"speaker":"Aaron Moncur","startTime":605.8,"endTime":609.7,"body":"encountered many, many projects,"},{"speaker":"Aaron Moncur","startTime":605.8,"endTime":609.7,"body":"can you share what has been one"},{"speaker":"Aaron Moncur","startTime":609.7,"endTime":613.1199999999999,"body":"of the most technically"},{"speaker":"Aaron Moncur","startTime":609.7,"endTime":613.1199999999999,"body":"challenging projects that you"},{"speaker":"Aaron Moncur","startTime":613.1199999999999,"endTime":615.79,"body":"and your team has solved without"},{"speaker":"Aaron Moncur","startTime":613.1199999999999,"endTime":615.79,"body":"going into any confidential"},{"speaker":"Aaron Moncur","startTime":615.79,"endTime":618.7,"body":"information? Of course, and, and"},{"speaker":"Aaron Moncur","startTime":615.79,"endTime":618.7,"body":"what was the process that you"},{"speaker":"Aaron Moncur","startTime":618.7,"endTime":620.98,"body":"followed to solve that problem?"},{"speaker":"Robert States","startTime":623.8900000000001,"endTime":626.8599999999999,"body":"You know, we, we"},{"speaker":"Robert States","startTime":623.8900000000001,"endTime":626.8599999999999,"body":"do a lot in the men device space"},{"speaker":"Robert States","startTime":626.8599999999999,"endTime":633.8800000000001,"body":"with campus. And, and I, I have"},{"speaker":"Robert States","startTime":626.8599999999999,"endTime":633.8800000000001,"body":"a client that in the in the,"},{"speaker":"Robert States","startTime":633.9100000000001,"endTime":636.97,"body":"we'll call the structural"},{"speaker":"Robert States","startTime":633.9100000000001,"endTime":636.97,"body":"heartspace, where they had add"},{"speaker":"Robert States","startTime":636.97,"endTime":640.0899999999999,"body":"multiple Kappas on the same"},{"speaker":"Robert States","startTime":636.97,"endTime":640.0899999999999,"body":"product over five or six years."},{"speaker":"Aaron Moncur","startTime":640.3299999999999,"endTime":642.5799999999999,"body":"I'm sorry to"},{"speaker":"Aaron Moncur","startTime":640.3299999999999,"endTime":642.5799999999999,"body":"interrupt kappa corrective and"},{"speaker":"Aaron Moncur","startTime":642.6099999999999,"endTime":646.0899999999999,"body":"preventive, I can't remember"},{"speaker":"Aaron Moncur","startTime":642.6099999999999,"endTime":646.0899999999999,"body":"what the last H stands for."},{"speaker":"Robert States","startTime":646.45,"endTime":649.54,"body":"Yes. So it's"},{"speaker":"Robert States","startTime":646.45,"endTime":649.54,"body":"generally a process that they"},{"speaker":"Robert States","startTime":649.54,"endTime":651.6099999999999,"body":"follow where they identify the"},{"speaker":"Robert States","startTime":649.54,"endTime":651.6099999999999,"body":"root cause and what they're"},{"speaker":"Robert States","startTime":651.6099999999999,"endTime":655.99,"body":"going to do to address that. And"},{"speaker":"Robert States","startTime":651.6099999999999,"endTime":655.99,"body":"so that's a that's a term"},{"speaker":"Robert States","startTime":655.99,"endTime":659.3199999999999,"body":"popular in well, probably many"},{"speaker":"Robert States","startTime":655.99,"endTime":659.3199999999999,"body":"industries, but popular in the"},{"speaker":"Robert States","startTime":659.3199999999999,"endTime":664.54,"body":"in the med device space, right."},{"speaker":"Robert States","startTime":659.3199999999999,"endTime":664.54,"body":"So. So corrective action and"},{"speaker":"Robert States","startTime":664.54,"endTime":667.0899999999999,"body":"preventative action, some"},{"speaker":"Robert States","startTime":664.54,"endTime":667.0899999999999,"body":"something along those lines"},{"speaker":"Robert States","startTime":667.0899999999999,"endTime":673.0,"body":"there. And this client was"},{"speaker":"Robert States","startTime":667.0899999999999,"endTime":673.0,"body":"struggling with this, they had"},{"speaker":"Robert States","startTime":673.0,"endTime":679.0,"body":"sent it to multiple firms. And"},{"speaker":"Robert States","startTime":673.0,"endTime":679.0,"body":"we went through the typical"},{"speaker":"Robert States","startTime":679.0,"endTime":682.54,"body":"process, what we thought caused"},{"speaker":"Robert States","startTime":679.0,"endTime":682.54,"body":"a problem, we came up with the"},{"speaker":"Robert States","startTime":682.5999999999999,"endTime":687.73,"body":"same results that everybody else"},{"speaker":"Robert States","startTime":682.5999999999999,"endTime":687.73,"body":"came up with, right. And so, I"},{"speaker":"Robert States","startTime":687.73,"endTime":690.94,"body":"came in, because I racked my"},{"speaker":"Robert States","startTime":687.73,"endTime":690.94,"body":"brain. So I come in, well,"},{"speaker":"Robert States","startTime":690.94,"endTime":694.03,"body":"first, I always go talk to the"},{"speaker":"Robert States","startTime":690.94,"endTime":694.03,"body":"rest of the brain trust in the"},{"speaker":"Robert States","startTime":694.03,"endTime":697.1800000000001,"body":"building. I mean, I have 100"},{"speaker":"Robert States","startTime":694.03,"endTime":697.1800000000001,"body":"PhDs for colleagues, I'm like, I"},{"speaker":"Robert States","startTime":697.1800000000001,"endTime":702.46,"body":"work in a university, except for"},{"speaker":"Robert States","startTime":697.1800000000001,"endTime":702.46,"body":"we get stuff done. And, and, and"},{"speaker":"Robert States","startTime":702.46,"endTime":706.27,"body":"so I talked to all them, and you"},{"speaker":"Robert States","startTime":702.46,"endTime":706.27,"body":"know, and sometimes they say,"},{"speaker":"Robert States","startTime":706.27,"endTime":711.76,"body":"you just have to go out there."},{"speaker":"Robert States","startTime":706.27,"endTime":711.76,"body":"And, play with the assemblies"},{"speaker":"Robert States","startTime":711.76,"endTime":714.49,"body":"and see what's really going on."},{"speaker":"Robert States","startTime":711.76,"endTime":714.49,"body":"And so it basically they were"},{"speaker":"Robert States","startTime":714.49,"endTime":716.9200000000001,"body":"solving bonding some punk"},{"speaker":"Robert States","startTime":714.49,"endTime":716.9200000000001,"body":"components together when I was"},{"speaker":"Robert States","startTime":716.9200000000001,"endTime":721.99,"body":"breaking the tubing. And I went"},{"speaker":"Robert States","startTime":716.9200000000001,"endTime":721.99,"body":"out in the lab, and I was trying"},{"speaker":"Robert States","startTime":721.99,"endTime":725.5,"body":"to recreate this problem. And"},{"speaker":"Robert States","startTime":721.99,"endTime":725.5,"body":"basically a solvent, bonding"},{"speaker":"Robert States","startTime":725.5,"endTime":727.9300000000001,"body":"them and then putting them under"},{"speaker":"Robert States","startTime":725.5,"endTime":727.9300000000001,"body":"tensile right away and seeing if"},{"speaker":"Robert States","startTime":727.9300000000001,"endTime":733.3599999999999,"body":"I can cause it to fail. And,"},{"speaker":"Robert States","startTime":727.9300000000001,"endTime":733.3599999999999,"body":"after a period of time, probably"},{"speaker":"Robert States","startTime":733.3599999999999,"endTime":736.45,"body":"about two hours out there, I"},{"speaker":"Robert States","startTime":733.3599999999999,"endTime":736.45,"body":"finally ran across a combination"},{"speaker":"Robert States","startTime":736.45,"endTime":739.5699999999999,"body":"and actually can make it happen."},{"speaker":"Robert States","startTime":736.45,"endTime":739.5699999999999,"body":"So I started designing"},{"speaker":"Robert States","startTime":739.5699999999999,"endTime":743.26,"body":"experiments around that and"},{"speaker":"Robert States","startTime":739.5699999999999,"endTime":743.26,"body":"seeing if I can reproduce it and"},{"speaker":"Robert States","startTime":743.26,"endTime":747.0699999999999,"body":"I could, then I went back to the"},{"speaker":"Robert States","startTime":743.26,"endTime":747.0699999999999,"body":"client and I asked them about"},{"speaker":"Robert States","startTime":747.0699999999999,"endTime":749.3199999999999,"body":"process changes that they've"},{"speaker":"Robert States","startTime":747.0699999999999,"endTime":749.3199999999999,"body":"done and what their control"},{"speaker":"Robert States","startTime":749.3199999999999,"endTime":753.3399999999999,"body":"strategy was. And lo and behold,"},{"speaker":"Robert States","startTime":749.3199999999999,"endTime":753.3399999999999,"body":"I stumbled on what actually"},{"speaker":"Robert States","startTime":753.3399999999999,"endTime":757.3599999999999,"body":"really happened. And  this is"},{"speaker":"Robert States","startTime":753.3399999999999,"endTime":757.3599999999999,"body":"one of those things with a"},{"speaker":"Robert States","startTime":757.3599999999999,"endTime":760.0899999999999,"body":"little little bit of adhesive is"},{"speaker":"Robert States","startTime":757.3599999999999,"endTime":760.0899999999999,"body":"good, a lot is better. Well, in"},{"speaker":"Robert States","startTime":760.0899999999999,"endTime":763.3299999999999,"body":"this case, here a lot caused a"},{"speaker":"Robert States","startTime":760.0899999999999,"endTime":763.3299999999999,"body":"chemical attack and was causing"},{"speaker":"Robert States","startTime":763.3299999999999,"endTime":768.25,"body":"a failure on a tube. And they"},{"speaker":"Robert States","startTime":763.3299999999999,"endTime":768.25,"body":"had changed out. They were"},{"speaker":"Robert States","startTime":768.25,"endTime":771.52,"body":"running some, Kaizen events or"},{"speaker":"Robert States","startTime":768.25,"endTime":771.52,"body":"whatever, and they were trying"},{"speaker":"Robert States","startTime":771.52,"endTime":775.3900000000001,"body":"to speed up and cut their cycle"},{"speaker":"Robert States","startTime":771.52,"endTime":775.3900000000001,"body":"times down on manufacturing. So"},{"speaker":"Robert States","startTime":775.69,"endTime":778.6600000000001,"body":"they usually let those parts sit"},{"speaker":"Robert States","startTime":775.69,"endTime":778.6600000000001,"body":"for a period of time before they"},{"speaker":"Robert States","startTime":778.6600000000001,"endTime":781.99,"body":"would put them in the packaging"},{"speaker":"Robert States","startTime":778.6600000000001,"endTime":781.99,"body":"and put a sustained strain on"},{"speaker":"Robert States","startTime":781.99,"endTime":785.6800000000001,"body":"the tube. And so you go and"},{"speaker":"Robert States","startTime":781.99,"endTime":785.6800000000001,"body":"you're able to backtrack, saying"},{"speaker":"Robert States","startTime":785.71,"endTime":788.53,"body":"I know this is the failure mode,"},{"speaker":"Robert States","startTime":785.71,"endTime":788.53,"body":"this is the only way I can get"},{"speaker":"Robert States","startTime":788.53,"endTime":791.05,"body":"this to fail. You've done this"},{"speaker":"Robert States","startTime":788.53,"endTime":791.05,"body":"with, you know, several other"},{"speaker":"Robert States","startTime":791.05,"endTime":795.31,"body":"companies. And this is the only"},{"speaker":"Robert States","startTime":791.05,"endTime":795.31,"body":"magnificent fail. Where would"},{"speaker":"Robert States","startTime":795.31,"endTime":798.5799999999999,"body":"this occur? And we track down in"},{"speaker":"Robert States","startTime":795.31,"endTime":798.5799999999999,"body":"the process where that would"},{"speaker":"Robert States","startTime":798.5799999999999,"endTime":801.8800000000001,"body":"occur. We addressed it and the"},{"speaker":"Robert States","startTime":798.5799999999999,"endTime":801.8800000000001,"body":"problem went away. I have a"},{"speaker":"Robert States","startTime":801.8800000000001,"endTime":802.8399999999999,"body":"client for life."},{"speaker":"Aaron Moncur","startTime":803.44,"endTime":805.99,"body":"Absolutely. Man,"},{"speaker":"Aaron Moncur","startTime":803.44,"endTime":805.99,"body":"what a great feeling that must"},{"speaker":"Aaron Moncur","startTime":805.99,"endTime":806.44,"body":"have been."},{"speaker":"Robert States","startTime":807.4300000000001,"endTime":810.0699999999999,"body":"Yeah, I mean,"},{"speaker":"Robert States","startTime":807.4300000000001,"endTime":810.0699999999999,"body":"then, if you just want to sit"},{"speaker":"Robert States","startTime":810.0699999999999,"endTime":812.44,"body":"behind a computer all day long,"},{"speaker":"Robert States","startTime":810.0699999999999,"endTime":812.44,"body":"you're not going to solve some"},{"speaker":"Robert States","startTime":812.44,"endTime":813.0999999999999,"body":"of these problems."},{"speaker":"Aaron Moncur","startTime":813.97,"endTime":817.21,"body":"Well, what is your"},{"speaker":"Aaron Moncur","startTime":813.97,"endTime":817.21,"body":"process for product development?"},{"speaker":"Aaron Moncur","startTime":817.21,"endTime":821.1400000000001,"body":"Like at SCS? What are what are"},{"speaker":"Aaron Moncur","startTime":817.21,"endTime":821.1400000000001,"body":"your teams doing there that"},{"speaker":"Aaron Moncur","startTime":821.1400000000001,"endTime":823.0899999999999,"body":"other firms should consider"},{"speaker":"Aaron Moncur","startTime":821.1400000000001,"endTime":823.0899999999999,"body":"doing?"},{"speaker":"Robert States","startTime":824.05,"endTime":827.5,"body":"I have, you know,"},{"speaker":"Robert States","startTime":824.05,"endTime":827.5,"body":"one of the one of the advantages"},{"speaker":"Robert States","startTime":827.5,"endTime":831.76,"body":"that we have is that we become a"},{"speaker":"Robert States","startTime":827.5,"endTime":831.76,"body":"clearinghouse industry for"},{"speaker":"Robert States","startTime":831.76,"endTime":834.52,"body":"problems. So a third of our"},{"speaker":"Robert States","startTime":831.76,"endTime":834.52,"body":"business is just dealing with"},{"speaker":"Robert States","startTime":834.52,"endTime":839.44,"body":"problems. And we see the same"},{"speaker":"Robert States","startTime":834.52,"endTime":839.44,"body":"problems over and over and over"},{"speaker":"Robert States","startTime":839.44,"endTime":843.4000000000001,"body":"again, and it gives us a huge"},{"speaker":"Robert States","startTime":839.44,"endTime":843.4000000000001,"body":"competitive advantage. Because"},{"speaker":"Robert States","startTime":844.1199999999999,"endTime":848.0799999999999,"body":"in this building, here, we have"},{"speaker":"Robert States","startTime":844.1199999999999,"endTime":848.0799999999999,"body":"100 people we burned through 650"},{"speaker":"Robert States","startTime":848.0799999999999,"endTime":848.9200000000001,"body":"projects a year."},{"speaker":"Aaron Moncur","startTime":849.1600000000001,"endTime":849.8499999999999,"body":"Wow."},{"speaker":"Robert States","startTime":850.06,"endTime":852.8499999999999,"body":"Okay, so you see"},{"speaker":"Robert States","startTime":850.06,"endTime":852.8499999999999,"body":"an awful lot, some are really"},{"speaker":"Robert States","startTime":852.8499999999999,"endTime":856.8699999999999,"body":"big, some are really small. But"},{"speaker":"Robert States","startTime":852.8499999999999,"endTime":856.8699999999999,"body":"you know, so you can imagine 200"},{"speaker":"Robert States","startTime":856.8699999999999,"endTime":861.3399999999999,"body":"of those projects are just"},{"speaker":"Robert States","startTime":856.8699999999999,"endTime":861.3399999999999,"body":"dealing with bad situation. And"},{"speaker":"Robert States","startTime":861.6400000000001,"endTime":864.8199999999999,"body":"what you want on your team is"},{"speaker":"Robert States","startTime":861.6400000000001,"endTime":864.8199999999999,"body":"not someone who's read about it,"},{"speaker":"Robert States","startTime":864.8199999999999,"endTime":869.23,"body":"or seen it, but done it. And so"},{"speaker":"Robert States","startTime":864.8199999999999,"endTime":869.23,"body":"I like to sit way early on in"},{"speaker":"Robert States","startTime":869.23,"endTime":872.44,"body":"the process with the maybe the"},{"speaker":"Robert States","startTime":869.23,"endTime":872.44,"body":"systems engineer with the"},{"speaker":"Robert States","startTime":872.44,"endTime":876.3399999999999,"body":"programme manager and say, this"},{"speaker":"Robert States","startTime":872.44,"endTime":876.3399999999999,"body":"is where you're gonna have"},{"speaker":"Robert States","startTime":876.3399999999999,"endTime":880.6300000000001,"body":"trouble here, here. And here,"},{"speaker":"Robert States","startTime":876.3399999999999,"endTime":880.6300000000001,"body":"because we just see, we call it"},{"speaker":"Robert States","startTime":880.6300000000001,"endTime":883.51,"body":"material failure logic models,"},{"speaker":"Robert States","startTime":880.6300000000001,"endTime":883.51,"body":"we see the same combination of"},{"speaker":"Robert States","startTime":883.51,"endTime":886.3299999999999,"body":"events lead to failure, and it's"},{"speaker":"Robert States","startTime":883.51,"endTime":886.3299999999999,"body":"not about being critical and"},{"speaker":"Robert States","startTime":886.3299999999999,"endTime":890.02,"body":"say, you can't make this happen,"},{"speaker":"Robert States","startTime":886.3299999999999,"endTime":890.02,"body":"but it's about making sure that"},{"speaker":"Robert States","startTime":890.02,"endTime":894.0999999999999,"body":"you have an engineered solution"},{"speaker":"Robert States","startTime":890.02,"endTime":894.0999999999999,"body":"that will be robust. And so one,"},{"speaker":"Robert States","startTime":894.1300000000001,"endTime":896.3499999999999,"body":"you know, we follow the same"},{"speaker":"Robert States","startTime":894.1300000000001,"endTime":896.3499999999999,"body":"process that everybody else"},{"speaker":"Robert States","startTime":896.3499999999999,"endTime":900.94,"body":"follows from the FDA for med"},{"speaker":"Robert States","startTime":896.3499999999999,"endTime":900.94,"body":"device, you know, in the in the"},{"speaker":"Robert States","startTime":900.94,"endTime":905.6500000000001,"body":"waterfall process, but I think"},{"speaker":"Robert States","startTime":900.94,"endTime":905.6500000000001,"body":"the real advantages is Steding"},{"speaker":"Robert States","startTime":905.6500000000001,"endTime":908.8599999999999,"body":"way up front in telling them"},{"speaker":"Robert States","startTime":905.6500000000001,"endTime":908.8599999999999,"body":"where you probably need to spend"},{"speaker":"Robert States","startTime":908.8599999999999,"endTime":912.25,"body":"extra effort so I'd say that's"},{"speaker":"Robert States","startTime":908.8599999999999,"endTime":912.25,"body":"number one. Number two is we're"},{"speaker":"Robert States","startTime":912.25,"endTime":916.5699999999999,"body":"strong components of billing"},{"speaker":"Robert States","startTime":912.25,"endTime":916.5699999999999,"body":"using predictive analysis and"},{"speaker":"Robert States","startTime":916.5699999999999,"endTime":920.05,"body":"designing your the party that"},{"speaker":"Robert States","startTime":916.5699999999999,"endTime":920.05,"body":"you design that the for the"},{"speaker":"Robert States","startTime":920.05,"endTime":923.6500000000001,"body":"design the manufacturer in the"},{"speaker":"Robert States","startTime":920.05,"endTime":923.6500000000001,"body":"US so we will do advanced"},{"speaker":"Robert States","startTime":923.6500000000001,"endTime":926.8599999999999,"body":"simulations on all those in if"},{"speaker":"Robert States","startTime":923.6500000000001,"endTime":926.8599999999999,"body":"you don't understand it, you"},{"speaker":"Robert States","startTime":926.8599999999999,"endTime":929.98,"body":"can't stimulate and get it"},{"speaker":"Robert States","startTime":926.8599999999999,"endTime":929.98,"body":"right. If something does slip"},{"speaker":"Robert States","startTime":929.98,"endTime":932.8900000000001,"body":"through the cracks. You can"},{"speaker":"Robert States","startTime":929.98,"endTime":932.8900000000001,"body":"always go back and interrogate"},{"speaker":"Robert States","startTime":932.8900000000001,"endTime":937.51,"body":"the model. And those are some"},{"speaker":"Robert States","startTime":932.8900000000001,"endTime":937.51,"body":"you know, that you know, I don't"},{"speaker":"Robert States","startTime":937.51,"endTime":940.24,"body":"think that that's as strong in"},{"speaker":"Robert States","startTime":937.51,"endTime":940.24,"body":"the med device and pharmacy"},{"speaker":"Robert States","startTime":940.24,"endTime":944.74,"body":"space as it is in the consumer"},{"speaker":"Robert States","startTime":940.24,"endTime":944.74,"body":"product. backspace, right. So"},{"speaker":"Robert States","startTime":944.74,"endTime":948.3399999999999,"body":"the consumer product space has"},{"speaker":"Robert States","startTime":944.74,"endTime":948.3399999999999,"body":"been doing this for a long time."},{"speaker":"Robert States","startTime":948.76,"endTime":951.8800000000001,"body":"Because they're they're"},{"speaker":"Robert States","startTime":948.76,"endTime":951.8800000000001,"body":"concerning themselves with scale"},{"speaker":"Robert States","startTime":951.8800000000001,"endTime":955.4200000000001,"body":"up from zero to a billion or"},{"speaker":"Robert States","startTime":951.8800000000001,"endTime":955.4200000000001,"body":"zero to 100 million men device."},{"speaker":"Robert States","startTime":955.4200000000001,"endTime":957.79,"body":"Folks don't concern themselves"},{"speaker":"Robert States","startTime":955.4200000000001,"endTime":957.79,"body":"with that. So they do a lot of"},{"speaker":"Robert States","startTime":957.79,"endTime":961.3299999999999,"body":"built test fail cycles. And you"},{"speaker":"Robert States","startTime":957.79,"endTime":961.3299999999999,"body":"know, there's better ways to go"},{"speaker":"Robert States","startTime":961.3299999999999,"endTime":962.1400000000001,"body":"about doing that."},{"speaker":"Aaron Moncur","startTime":962.77,"endTime":968.77,"body":"Yeah. You talked"},{"speaker":"Aaron Moncur","startTime":962.77,"endTime":968.77,"body":"about some of these common areas"},{"speaker":"Aaron Moncur","startTime":968.8,"endTime":974.26,"body":"that you've been able to see as"},{"speaker":"Aaron Moncur","startTime":968.8,"endTime":974.26,"body":"patterns, because you've seen so"},{"speaker":"Aaron Moncur","startTime":974.26,"endTime":977.6199999999999,"body":"many of them. Are there a few of"},{"speaker":"Aaron Moncur","startTime":974.26,"endTime":977.6199999999999,"body":"these common areas that lead to"},{"speaker":"Aaron Moncur","startTime":977.6199999999999,"endTime":978.8800000000001,"body":"failures that you can share?"},{"speaker":"Robert States","startTime":979.3,"endTime":981.7,"body":"Yeah, absolutely."},{"speaker":"Robert States","startTime":979.3,"endTime":981.7,"body":"The when they passed the"},{"speaker":"Robert States","startTime":981.7,"endTime":986.3800000000001,"body":"Affordable Care Act, what that"},{"speaker":"Robert States","startTime":981.7,"endTime":986.3800000000001,"body":"said was, is that if you get an"},{"speaker":"Robert States","startTime":986.3800000000001,"endTime":991.1199999999999,"body":"infection in a hospital, the"},{"speaker":"Robert States","startTime":986.3800000000001,"endTime":991.1199999999999,"body":"hospital is not going to be"},{"speaker":"Robert States","startTime":991.1199999999999,"endTime":994.03,"body":"reimbursed for the additional"},{"speaker":"Robert States","startTime":991.1199999999999,"endTime":994.03,"body":"incremental cost to treat that"},{"speaker":"Robert States","startTime":994.03,"endTime":998.77,"body":"patient. So what you saw was"},{"speaker":"Robert States","startTime":994.03,"endTime":998.77,"body":"cleaning protocols were changed"},{"speaker":"Robert States","startTime":998.77,"endTime":1002.76,"body":"within clinical environments,"},{"speaker":"Robert States","startTime":998.77,"endTime":1002.76,"body":"and they became more aggressive"},{"speaker":"Robert States","startTime":1002.76,"endTime":1006.03,"body":"with the cleaning. Well, that"},{"speaker":"Robert States","startTime":1002.76,"endTime":1006.03,"body":"caused environmental stress"},{"speaker":"Robert States","startTime":1006.03,"endTime":1009.9000000000001,"body":"cracking on very common"},{"speaker":"Robert States","startTime":1006.03,"endTime":1009.9000000000001,"body":"materials used in the med device"},{"speaker":"Robert States","startTime":1009.9000000000001,"endTime":1012.96,"body":"space. And you know, one of the"},{"speaker":"Robert States","startTime":1009.9000000000001,"endTime":1012.96,"body":"most common materials that"},{"speaker":"Robert States","startTime":1012.96,"endTime":1016.1700000000001,"body":"everybody knows about is"},{"speaker":"Robert States","startTime":1012.96,"endTime":1016.1700000000001,"body":"polycarbonate. And polycarbonate"},{"speaker":"Robert States","startTime":1016.1700000000001,"endTime":1021.0899999999999,"body":"is bulletproof. Right. And the"},{"speaker":"Robert States","startTime":1016.1700000000001,"endTime":1021.0899999999999,"body":"dirty little secret about it is"},{"speaker":"Robert States","startTime":1021.0899999999999,"endTime":1023.9100000000001,"body":"is it can take a strong impact,"},{"speaker":"Robert States","startTime":1021.0899999999999,"endTime":1023.9100000000001,"body":"but you put a little bit of load"},{"speaker":"Robert States","startTime":1023.9100000000001,"endTime":1026.13,"body":"on there for a long enough"},{"speaker":"Robert States","startTime":1023.9100000000001,"endTime":1026.13,"body":"period of time, it will break."},{"speaker":"Robert States","startTime":1026.64,"endTime":1029.73,"body":"And it'll be accelerated by"},{"speaker":"Robert States","startTime":1026.64,"endTime":1029.73,"body":"things such as cleaners, the"},{"speaker":"Robert States","startTime":1029.73,"endTime":1033.93,"body":"cleaners will accelerate that."},{"speaker":"Robert States","startTime":1029.73,"endTime":1033.93,"body":"So we saw a lot of campus go"},{"speaker":"Robert States","startTime":1033.93,"endTime":1036.33,"body":"through and they're starting to"},{"speaker":"Robert States","startTime":1033.93,"endTime":1036.33,"body":"wind down the industries not"},{"speaker":"Robert States","startTime":1036.33,"endTime":1040.32,"body":"getting ahead of that problem."},{"speaker":"Robert States","startTime":1036.33,"endTime":1040.32,"body":"But you we just saw a rash of"},{"speaker":"Robert States","startTime":1040.32,"endTime":1044.88,"body":"those problems coming through"},{"speaker":"Robert States","startTime":1040.32,"endTime":1044.88,"body":"the organisation that's very"},{"speaker":"Robert States","startTime":1044.88,"endTime":1049.14,"body":"common. And as part of that, he"},{"speaker":"Robert States","startTime":1044.88,"endTime":1049.14,"body":"also saw that they're driving up"},{"speaker":"Robert States","startTime":1049.14,"endTime":1052.23,"body":"the IP X rating. So you'll see"},{"speaker":"Robert States","startTime":1049.14,"endTime":1052.23,"body":"it on your iPhone, it has an IPX"},{"speaker":"Robert States","startTime":1052.23,"endTime":1054.42,"body":"rating, it tells you how much"},{"speaker":"Robert States","startTime":1052.23,"endTime":1054.42,"body":"water you can expose it to"},{"speaker":"Robert States","startTime":1054.69,"endTime":1056.76,"body":"whether you can go down a metre"},{"speaker":"Robert States","startTime":1054.69,"endTime":1056.76,"body":"or whether you can put it in a"},{"speaker":"Robert States","startTime":1056.76,"endTime":1060.87,"body":"shower or whatever it is. And so"},{"speaker":"Robert States","startTime":1056.76,"endTime":1060.87,"body":"you see these systems being"},{"speaker":"Robert States","startTime":1061.02,"endTime":1064.02,"body":"sealed up. So the systems then"},{"speaker":"Robert States","startTime":1061.02,"endTime":1064.02,"body":"with these batteries inside are"},{"speaker":"Robert States","startTime":1064.02,"endTime":1066.18,"body":"getting hotter, and they're"},{"speaker":"Robert States","startTime":1064.02,"endTime":1066.18,"body":"ageing the parts and they're"},{"speaker":"Robert States","startTime":1066.18,"endTime":1069.81,"body":"failing earlier. You know, so"},{"speaker":"Robert States","startTime":1066.18,"endTime":1069.81,"body":"you're seeing these kind of"},{"speaker":"Robert States","startTime":1069.81,"endTime":1074.73,"body":"failure modes right, and they're"},{"speaker":"Robert States","startTime":1069.81,"endTime":1074.73,"body":"very common in the marketplace."},{"speaker":"Robert States","startTime":1075.1200000000001,"endTime":1079.05,"body":"In they still happen a lot"},{"speaker":"Robert States","startTime":1075.1200000000001,"endTime":1079.05,"body":"today. And so,  there's an"},{"speaker":"Robert States","startTime":1079.05,"endTime":1081.6000000000001,"body":"example of one that that that's"},{"speaker":"Robert States","startTime":1079.05,"endTime":1081.6000000000001,"body":"very, very common."},{"speaker":"Aaron Moncur","startTime":1081.9,"endTime":1082.38,"body":"Yeah."},{"speaker":"Robert States","startTime":1082.6200000000001,"endTime":1086.16,"body":"Is really how"},{"speaker":"Robert States","startTime":1082.6200000000001,"endTime":1086.16,"body":"sterilisation affects materials."},{"speaker":"Robert States","startTime":1087.15,"endTime":1090.21,"body":"People still run into a lot of"},{"speaker":"Robert States","startTime":1087.15,"endTime":1090.21,"body":"problems with sterilisation,"},{"speaker":"Robert States","startTime":1090.21,"endTime":1093.63,"body":"it's very, very common to run"},{"speaker":"Robert States","startTime":1090.21,"endTime":1093.63,"body":"into sterilisation problems, and"},{"speaker":"Robert States","startTime":1093.63,"endTime":1095.43,"body":"they have a negative impact on"},{"speaker":"Robert States","startTime":1093.63,"endTime":1095.43,"body":"the material."},{"speaker":"Aaron Moncur","startTime":1096.72,"endTime":1099.42,"body":"Those are great"},{"speaker":"Aaron Moncur","startTime":1096.72,"endTime":1099.42,"body":"examples. And I could see how if"},{"speaker":"Aaron Moncur","startTime":1099.45,"endTime":1102.3600000000001,"body":"you weren't privy to seeing"},{"speaker":"Aaron Moncur","startTime":1099.45,"endTime":1102.3600000000001,"body":"those so frequently, I mean, it"},{"speaker":"Aaron Moncur","startTime":1102.3600000000001,"endTime":1106.44,"body":"could take a team, you know,"},{"speaker":"Aaron Moncur","startTime":1102.3600000000001,"endTime":1106.44,"body":"weeks or months or longer to"},{"speaker":"Aaron Moncur","startTime":1106.44,"endTime":1108.63,"body":"figure out what's really going"},{"speaker":"Aaron Moncur","startTime":1106.44,"endTime":1108.63,"body":"on, but because you guys have"},{"speaker":"Aaron Moncur","startTime":1108.63,"endTime":1111.3600000000001,"body":"been able to see these same"},{"speaker":"Aaron Moncur","startTime":1108.63,"endTime":1111.3600000000001,"body":"problems, so often, we're"},{"speaker":"Aaron Moncur","startTime":1111.3600000000001,"endTime":1114.27,"body":"probably a lot faster at"},{"speaker":"Aaron Moncur","startTime":1111.3600000000001,"endTime":1114.27,"body":"diagnosing those then than other"},{"speaker":"Aaron Moncur","startTime":1114.27,"endTime":1115.3200000000002,"body":"organisations."},{"speaker":"Robert States","startTime":1115.47,"endTime":1119.4,"body":"Yeah, if I can"},{"speaker":"Robert States","startTime":1115.47,"endTime":1119.4,"body":"add to that engineers are, they"},{"speaker":"Robert States","startTime":1119.4,"endTime":1121.95,"body":"often have a lot of pride and"},{"speaker":"Robert States","startTime":1119.4,"endTime":1121.95,"body":"never, they don't want to call"},{"speaker":"Robert States","startTime":1121.95,"endTime":1125.64,"body":"for help. Right? You know, so"},{"speaker":"Robert States","startTime":1121.95,"endTime":1125.64,"body":"you realise, you know, that we"},{"speaker":"Robert States","startTime":1125.64,"endTime":1128.19,"body":"get the phone call, and they've"},{"speaker":"Robert States","startTime":1125.64,"endTime":1128.19,"body":"been struggling for six months."},{"speaker":"Robert States","startTime":1128.73,"endTime":1132.3,"body":"And, you know, now, you know,"},{"speaker":"Robert States","startTime":1128.73,"endTime":1132.3,"body":"I'm presenting in person, or now"},{"speaker":"Robert States","startTime":1132.3,"endTime":1136.68,"body":"you're doing it with, you know,"},{"speaker":"Robert States","startTime":1132.3,"endTime":1136.68,"body":"teams or whatever. And I say,"},{"speaker":"Robert States","startTime":1136.74,"endTime":1139.44,"body":"ask him, Well, does it look like"},{"speaker":"Robert States","startTime":1136.74,"endTime":1139.44,"body":"this, and I'll bring it up on"},{"speaker":"Robert States","startTime":1139.44,"endTime":1141.63,"body":"the screen their failure mode,"},{"speaker":"Robert States","startTime":1139.44,"endTime":1141.63,"body":"because they'll just describe it"},{"speaker":"Robert States","startTime":1141.63,"endTime":1144.39,"body":"to me. And I'll know, within a"},{"speaker":"Robert States","startTime":1141.63,"endTime":1144.39,"body":"handful of minutes, probably"},{"speaker":"Robert States","startTime":1144.39,"endTime":1146.8500000000001,"body":"what's driving that problem?"},{"speaker":"Robert States","startTime":1144.39,"endTime":1146.8500000000001,"body":"Because I've been there and done"},{"speaker":"Robert States","startTime":1146.8500000000001,"endTime":1149.5800000000002,"body":"that before. And it's really"},{"speaker":"Robert States","startTime":1146.8500000000001,"endTime":1149.5800000000002,"body":"about the remediation, I say,"},{"speaker":"Robert States","startTime":1149.5800000000002,"endTime":1153.81,"body":"does it look like this? And they"},{"speaker":"Robert States","startTime":1149.5800000000002,"endTime":1153.81,"body":"go, how do you know? Well, it's"},{"speaker":"Robert States","startTime":1153.81,"endTime":1157.38,"body":"my job to know. And so it looks"},{"speaker":"Robert States","startTime":1153.81,"endTime":1157.38,"body":"like this, and, and they're"},{"speaker":"Robert States","startTime":1157.38,"endTime":1159.93,"body":"trying to get their bearings on"},{"speaker":"Robert States","startTime":1157.38,"endTime":1159.93,"body":"why it's happening. And I start"},{"speaker":"Robert States","startTime":1159.93,"endTime":1162.54,"body":"talking about how we're going to"},{"speaker":"Robert States","startTime":1159.93,"endTime":1162.54,"body":"fix it. And they're like, Oh,"},{"speaker":"Robert States","startTime":1162.5700000000002,"endTime":1166.5900000000001,"body":"wow. And again, you know, one of"},{"speaker":"Robert States","startTime":1162.5700000000002,"endTime":1166.5900000000001,"body":"our, you know, we have lots of"},{"speaker":"Robert States","startTime":1166.5900000000001,"endTime":1170.52,"body":"clients. And it's not unusual"},{"speaker":"Robert States","startTime":1166.5900000000001,"endTime":1170.52,"body":"that our first interaction with"},{"speaker":"Robert States","startTime":1170.52,"endTime":1173.43,"body":"a client is they got a problem."},{"speaker":"Robert States","startTime":1170.52,"endTime":1173.43,"body":"And then they realise that, hey,"},{"speaker":"Robert States","startTime":1173.43,"endTime":1175.6200000000001,"body":"you know, there's value for you"},{"speaker":"Robert States","startTime":1173.43,"endTime":1175.6200000000001,"body":"to add here. Most of our"},{"speaker":"Robert States","startTime":1175.6200000000001,"endTime":1179.28,"body":"clients, we deal with the top"},{"speaker":"Robert States","startTime":1175.6200000000001,"endTime":1179.28,"body":"20, med device, pharma, consumer"},{"speaker":"Robert States","startTime":1179.28,"endTime":1182.16,"body":"products, companies, these, they"},{"speaker":"Robert States","startTime":1179.28,"endTime":1182.16,"body":"all have tremendous resources."},{"speaker":"Robert States","startTime":1183.3300000000002,"endTime":1185.94,"body":"But what they don't have access"},{"speaker":"Robert States","startTime":1183.3300000000002,"endTime":1185.94,"body":"to is all those tremendous"},{"speaker":"Robert States","startTime":1185.94,"endTime":1189.1200000000001,"body":"resources on a dime in so we can"},{"speaker":"Robert States","startTime":1185.94,"endTime":1189.1200000000001,"body":"just give it to him right then"},{"speaker":"Robert States","startTime":1189.1200000000001,"endTime":1191.8200000000002,"body":"and there. They bring you in,"},{"speaker":"Robert States","startTime":1189.1200000000001,"endTime":1191.8200000000002,"body":"they want you as part of their"},{"speaker":"Robert States","startTime":1191.8200000000002,"endTime":1194.6100000000001,"body":"team, and we just help them"},{"speaker":"Robert States","startTime":1191.8200000000002,"endTime":1194.6100000000001,"body":"drive through and get the"},{"speaker":"Robert States","startTime":1194.6100000000001,"endTime":1195.75,"body":"products on done."},{"speaker":"Aaron Moncur","startTime":1196.38,"endTime":1199.47,"body":"Yeah, I can attest"},{"speaker":"Aaron Moncur","startTime":1196.38,"endTime":1199.47,"body":"to that. Have you worked with"},{"speaker":"Aaron Moncur","startTime":1199.68,"endTime":1203.94,"body":"several large medical device"},{"speaker":"Aaron Moncur","startTime":1199.68,"endTime":1203.94,"body":"companies or cells, they are, in"},{"speaker":"Aaron Moncur","startTime":1203.94,"endTime":1206.22,"body":"general, much more concerned"},{"speaker":"Aaron Moncur","startTime":1203.94,"endTime":1206.22,"body":"with getting something done"},{"speaker":"Aaron Moncur","startTime":1206.22,"endTime":1210.6000000000001,"body":"quickly than they are with how"},{"speaker":"Aaron Moncur","startTime":1206.22,"endTime":1210.6000000000001,"body":"much it costs? To point of"},{"speaker":"Aaron Moncur","startTime":1210.6000000000001,"endTime":1210.93,"body":"course"},{"speaker":"Robert States","startTime":1210.93,"endTime":1213.3,"body":"Yeah, that'd be"},{"speaker":"Robert States","startTime":1210.93,"endTime":1213.3,"body":"there. You know, you're, you"},{"speaker":"Robert States","startTime":1213.3,"endTime":1215.25,"body":"know, you set up your race"},{"speaker":"Robert States","startTime":1213.3,"endTime":1215.25,"body":"director commensurate with the"},{"speaker":"Robert States","startTime":1215.25,"endTime":1218.94,"body":"value that you give to your"},{"speaker":"Robert States","startTime":1215.25,"endTime":1218.94,"body":"clients. And so, you know, so"},{"speaker":"Robert States","startTime":1218.94,"endTime":1221.19,"body":"you know, when when a third of"},{"speaker":"Robert States","startTime":1218.94,"endTime":1221.19,"body":"your businesses in the emergency"},{"speaker":"Robert States","startTime":1221.19,"endTime":1224.49,"body":"room, you know, what that means"},{"speaker":"Robert States","startTime":1221.19,"endTime":1224.49,"body":"is is that we have to have all"},{"speaker":"Robert States","startTime":1224.49,"endTime":1227.8500000000001,"body":"these resources. All these"},{"speaker":"Robert States","startTime":1224.49,"endTime":1227.8500000000001,"body":"people are getting W2s from"},{"speaker":"Robert States","startTime":1227.88,"endTime":1231.39,"body":"stress engineering, we have all"},{"speaker":"Robert States","startTime":1227.88,"endTime":1231.39,"body":"these labs, they're there to be"},{"speaker":"Robert States","startTime":1231.39,"endTime":1233.64,"body":"used on a moment's notice based"},{"speaker":"Robert States","startTime":1231.39,"endTime":1233.64,"body":"on that need."},{"speaker":"Aaron Moncur","startTime":1235.14,"endTime":1236.88,"body":"Well, that's a"},{"speaker":"Aaron Moncur","startTime":1235.14,"endTime":1236.88,"body":"great segue into my next"},{"speaker":"Aaron Moncur","startTime":1236.88,"endTime":1242.3400000000001,"body":"question, what are some tactics"},{"speaker":"Aaron Moncur","startTime":1236.88,"endTime":1242.3400000000001,"body":"or best practices that the best"},{"speaker":"Aaron Moncur","startTime":1242.3400000000001,"endTime":1245.01,"body":"product development firms out"},{"speaker":"Aaron Moncur","startTime":1242.3400000000001,"endTime":1245.01,"body":"out there, the best engineering"},{"speaker":"Aaron Moncur","startTime":1245.01,"endTime":1248.64,"body":"services companies out there"},{"speaker":"Aaron Moncur","startTime":1245.01,"endTime":1248.64,"body":"follow to ensure that they"},{"speaker":"Aaron Moncur","startTime":1248.64,"endTime":1249.93,"body":"remain profitable."},{"speaker":"Robert States","startTime":1250.5,"endTime":1254.79,"body":"Yeah, so device"},{"speaker":"Robert States","startTime":1250.5,"endTime":1254.79,"body":"development is broad in long, it"},{"speaker":"Robert States","startTime":1254.79,"endTime":1258.3600000000001,"body":"requires you to do 1000"},{"speaker":"Robert States","startTime":1254.79,"endTime":1258.3600000000001,"body":"different things. It also"},{"speaker":"Robert States","startTime":1258.3600000000001,"endTime":1261.6000000000001,"body":"requires people to who have done"},{"speaker":"Robert States","startTime":1258.3600000000001,"endTime":1261.6000000000001,"body":"technical things 1000 times."},{"speaker":"Robert States","startTime":1262.26,"endTime":1267.72,"body":"Alright. And so those, so it's"},{"speaker":"Robert States","startTime":1262.26,"endTime":1267.72,"body":"it's not about pride, but"},{"speaker":"Robert States","startTime":1267.72,"endTime":1271.38,"body":"recognising, who's been there"},{"speaker":"Robert States","startTime":1267.72,"endTime":1271.38,"body":"and done that before. I mean,"},{"speaker":"Robert States","startTime":1271.44,"endTime":1275.16,"body":"wait time All I care about who"},{"speaker":"Robert States","startTime":1271.44,"endTime":1275.16,"body":"am I teams, like, who's been"},{"speaker":"Robert States","startTime":1275.16,"endTime":1278.46,"body":"there and done this before. So"},{"speaker":"Robert States","startTime":1275.16,"endTime":1278.46,"body":"we can drive this through. So"},{"speaker":"Robert States","startTime":1278.46,"endTime":1283.14,"body":"those that recognise that do"},{"speaker":"Robert States","startTime":1278.46,"endTime":1283.14,"body":"that? Well, and we see a lot of"},{"speaker":"Robert States","startTime":1283.17,"endTime":1285.93,"body":"I mean, we have certain clients,"},{"speaker":"Robert States","startTime":1283.17,"endTime":1285.93,"body":"certain med device companies"},{"speaker":"Robert States","startTime":1285.96,"endTime":1288.75,"body":"that we will all know, some of"},{"speaker":"Robert States","startTime":1285.96,"endTime":1288.75,"body":"them are highly vertically"},{"speaker":"Robert States","startTime":1288.75,"endTime":1291.24,"body":"integrated internally, and they"},{"speaker":"Robert States","startTime":1288.75,"endTime":1291.24,"body":"build those systems. Other ones"},{"speaker":"Robert States","startTime":1291.24,"endTime":1294.42,"body":"have, like a skeleton crew,"},{"speaker":"Robert States","startTime":1291.24,"endTime":1294.42,"body":"where they fill the rest with"},{"speaker":"Robert States","startTime":1294.42,"endTime":1298.3200000000002,"body":"either contractors or services"},{"speaker":"Robert States","startTime":1294.42,"endTime":1298.3200000000002,"body":"companies. They're both they're"},{"speaker":"Robert States","startTime":1298.3200000000002,"endTime":1301.3500000000001,"body":"both trying to accomplish the"},{"speaker":"Robert States","startTime":1298.3200000000002,"endTime":1301.3500000000001,"body":"same task in a different ways."},{"speaker":"Robert States","startTime":1301.3500000000001,"endTime":1304.17,"body":"But really, you want those folks"},{"speaker":"Robert States","startTime":1301.3500000000001,"endTime":1304.17,"body":"that have been there and done"},{"speaker":"Robert States","startTime":1304.17,"endTime":1307.05,"body":"that before, you know, what's"},{"speaker":"Robert States","startTime":1304.17,"endTime":1307.05,"body":"very common, now you go into"},{"speaker":"Robert States","startTime":1307.05,"endTime":1309.75,"body":"design review, and they"},{"speaker":"Robert States","startTime":1307.05,"endTime":1309.75,"body":"generally bring the person has"},{"speaker":"Robert States","startTime":1309.75,"endTime":1313.05,"body":"been around for 30 years in the"},{"speaker":"Robert States","startTime":1309.75,"endTime":1313.05,"body":"back, and they sit there and"},{"speaker":"Robert States","startTime":1313.05,"endTime":1315.24,"body":"you're, you're presenting all"},{"speaker":"Robert States","startTime":1313.05,"endTime":1315.24,"body":"this stuff, and you're all happy"},{"speaker":"Robert States","startTime":1315.24,"endTime":1318.78,"body":"about it. And they they say to"},{"speaker":"Robert States","startTime":1315.24,"endTime":1318.78,"body":"comments, and I'll get shut down"},{"speaker":"Robert States","startTime":1360.6499999999999,"endTime":1364.1599999999999,"body":"at a moment's notice. Right. And"},{"speaker":"Robert States","startTime":1360.6499999999999,"endTime":1364.1599999999999,"body":"in there. I mean, a lot of us"},{"speaker":"Robert States","startTime":1364.19,"endTime":1367.31,"body":"have been there before. Well,"},{"speaker":"Robert States","startTime":1364.19,"endTime":1367.31,"body":"let's not get to that point."},{"speaker":"Robert States","startTime":1367.31,"endTime":1370.79,"body":"Let's make sure the team, the"},{"speaker":"Robert States","startTime":1367.31,"endTime":1370.79,"body":"people on the team have been"},{"speaker":"Robert States","startTime":1370.79,"endTime":1373.76,"body":"there and done that before. And"},{"speaker":"Robert States","startTime":1370.79,"endTime":1373.76,"body":"I, and I refer back to the"},{"speaker":"Robert States","startTime":1373.76,"endTime":1376.52,"body":"systems in general engineering"},{"speaker":"Robert States","startTime":1373.76,"endTime":1376.52,"body":"role, when you're developing"},{"speaker":"Robert States","startTime":1376.52,"endTime":1380.1799999999998,"body":"your requirements. And you're"},{"speaker":"Robert States","startTime":1376.52,"endTime":1380.1799999999998,"body":"also seeing true, how am I going"},{"speaker":"Robert States","startTime":1380.1799999999998,"endTime":1382.7,"body":"to verify these requirements?"},{"speaker":"Robert States","startTime":1380.1799999999998,"endTime":1382.7,"body":"How am I going to validate this"},{"speaker":"Robert States","startTime":1382.7,"endTime":1385.79,"body":"product? And you're thinking"},{"speaker":"Robert States","startTime":1382.7,"endTime":1385.79,"body":"through all that upfront, and"},{"speaker":"Robert States","startTime":1385.97,"endTime":1389.51,"body":"and those that manage that"},{"speaker":"Robert States","startTime":1385.97,"endTime":1389.51,"body":"better? tend to have less"},{"speaker":"Robert States","startTime":1389.51,"endTime":1394.25,"body":"problems? And, you know, I think"},{"speaker":"Robert States","startTime":1389.51,"endTime":1394.25,"body":"this because I can run down the"},{"speaker":"Robert States","startTime":1394.25,"endTime":1397.46,"body":"reasons why failures occur, but"},{"speaker":"Robert States","startTime":1394.25,"endTime":1397.46,"body":"I'll walk through it, or there's"},{"speaker":"Robert States","startTime":1397.46,"endTime":1400.79,"body":"four big items that drive"},{"speaker":"Robert States","startTime":1397.46,"endTime":1400.79,"body":"failures in product development."},{"speaker":"Aaron Moncur","startTime":1402.32,"endTime":1404.1799999999998,"body":"Are you going to"},{"speaker":"Aaron Moncur","startTime":1402.32,"endTime":1404.1799999999998,"body":"tell us what those four are? Or"},{"speaker":"Aaron Moncur","startTime":1404.1799999999998,"endTime":1405.59,"body":"hold us in suspense?"},{"speaker":"Robert States","startTime":1405.62,"endTime":1409.52,"body":"Oh, I'll go"},{"speaker":"Robert States","startTime":1405.62,"endTime":1409.52,"body":"through those. You know, so I"},{"speaker":"Robert States","startTime":1409.52,"endTime":1412.9099999999999,"body":"spent a lot of time after you"},{"speaker":"Robert States","startTime":1409.52,"endTime":1412.9099999999999,"body":"know, you get a phone call and"},{"speaker":"Robert States","startTime":1412.9099999999999,"endTime":1415.6399999999999,"body":"you go, you know, go work with a"},{"speaker":"Robert States","startTime":1412.9099999999999,"endTime":1415.6399999999999,"body":"client to get them across the"},{"speaker":"Robert States","startTime":1415.6399999999999,"endTime":1419.0,"body":"finish line? In you know, maybe"},{"speaker":"Robert States","startTime":1415.6399999999999,"endTime":1419.0,"body":"they had some problems along the"},{"speaker":"Robert States","startTime":1419.0,"endTime":1424.73,"body":"way. And I'll ask, you know, how"},{"speaker":"Robert States","startTime":1419.0,"endTime":1424.73,"body":"did you get here? It doesn't"},{"speaker":"Robert States","startTime":1424.73,"endTime":1427.6399999999999,"body":"show up on an FMEA. It doesn't"},{"speaker":"Robert States","startTime":1424.73,"endTime":1427.6399999999999,"body":"show up on a file tree doesn't"},{"speaker":"Robert States","startTime":1427.6399999999999,"endTime":1430.76,"body":"show up anywhere? The simple"},{"speaker":"Robert States","startTime":1427.6399999999999,"endTime":1430.76,"body":"answer is almost always I didn't"},{"speaker":"Robert States","startTime":1430.76,"endTime":1437.12,"body":"know I needed to know that."},{"speaker":"Robert States","startTime":1430.76,"endTime":1437.12,"body":"Number one, alright. Number two"},{"speaker":"Robert States","startTime":1437.1499999999999,"endTime":1444.77,"body":"is key stakeholders talking past"},{"speaker":"Robert States","startTime":1437.1499999999999,"endTime":1444.77,"body":"each other. There's a push the"},{"speaker":"Robert States","startTime":1444.77,"endTime":1450.4099999999999,"body":"push the development down into"},{"speaker":"Robert States","startTime":1444.77,"endTime":1450.4099999999999,"body":"the supply chain. And when you"},{"speaker":"Robert States","startTime":1450.4099999999999,"endTime":1454.49,"body":"look at failures, you know, if I"},{"speaker":"Robert States","startTime":1450.4099999999999,"endTime":1454.49,"body":"have a failure, and I show it to"},{"speaker":"Robert States","startTime":1454.49,"endTime":1457.22,"body":"design personal tomates design"},{"speaker":"Robert States","startTime":1454.49,"endTime":1457.22,"body":"problem, I take it to a"},{"speaker":"Robert States","startTime":1457.22,"endTime":1460.4299999999998,"body":"materials person, they'll tell"},{"speaker":"Robert States","startTime":1457.22,"endTime":1460.4299999999998,"body":"me as a material problem. I take"},{"speaker":"Robert States","startTime":1460.4299999999998,"endTime":1463.31,"body":"it to a manufacturing person, it"},{"speaker":"Robert States","startTime":1460.4299999999998,"endTime":1463.31,"body":"was made wrong. And then my more"},{"speaker":"Robert States","startTime":1463.31,"endTime":1466.3999999999999,"body":"favourite one recently is I"},{"speaker":"Robert States","startTime":1463.31,"endTime":1466.3999999999999,"body":"taken human factors and it's a"},{"speaker":"Robert States","startTime":1466.3999999999999,"endTime":1470.9299999999998,"body":"user. And you know, well, who's"},{"speaker":"Robert States","startTime":1466.3999999999999,"endTime":1470.9299999999998,"body":"right? Well, the fact is,"},{"speaker":"Robert States","startTime":1470.9299999999998,"endTime":1475.8799999999999,"body":"they're all right. But if you"},{"speaker":"Robert States","startTime":1470.9299999999998,"endTime":1475.8799999999999,"body":"have an injection moulded part,"},{"speaker":"Robert States","startTime":1476.8999999999999,"endTime":1481.7,"body":"and it's failing, what I see is"},{"speaker":"Robert States","startTime":1476.8999999999999,"endTime":1481.7,"body":"as they go to the person who"},{"speaker":"Robert States","startTime":1481.7,"endTime":1484.22,"body":"made the part and said, Well,"},{"speaker":"Robert States","startTime":1481.7,"endTime":1484.22,"body":"you're an injection moulder, you"},{"speaker":"Robert States","startTime":1484.22,"endTime":1487.94,"body":"should understand mechanics and"},{"speaker":"Robert States","startTime":1484.22,"endTime":1487.94,"body":"materials and human factors."},{"speaker":"Robert States","startTime":1488.24,"endTime":1491.24,"body":"They don't they're really good"},{"speaker":"Robert States","startTime":1488.24,"endTime":1491.24,"body":"at manufacturing, you should"},{"speaker":"Robert States","startTime":1491.24,"endTime":1495.32,"body":"rely on them for manufacturing."},{"speaker":"Robert States","startTime":1491.24,"endTime":1495.32,"body":"But they'll ask them, do you"},{"speaker":"Robert States","startTime":1495.32,"endTime":1497.87,"body":"know about plastics? And they'll"},{"speaker":"Robert States","startTime":1495.32,"endTime":1497.87,"body":"say, Yes, we do. And they go,"},{"speaker":"Robert States","startTime":1497.87,"endTime":1499.79,"body":"'Well, that's fantastic.'"},{"speaker":"Robert States","startTime":1497.87,"endTime":1499.79,"body":"Because we have a plastic part."},{"speaker":"Robert States","startTime":1499.79,"endTime":1503.4199999999998,"body":"And we need help. And they're"},{"speaker":"Robert States","startTime":1499.79,"endTime":1503.4199999999998,"body":"all talking past each other, and"},{"speaker":"Robert States","startTime":1503.4199999999998,"endTime":1505.37,"body":"they don't realise the"},{"speaker":"Robert States","startTime":1503.4199999999998,"endTime":1505.37,"body":"limitations of their"},{"speaker":"Robert States","startTime":1505.37,"endTime":1510.1399999999999,"body":"conversation. That is the number"},{"speaker":"Robert States","startTime":1505.37,"endTime":1510.1399999999999,"body":"two driver of failures. Number"},{"speaker":"Robert States","startTime":1510.1399999999999,"endTime":1515.36,"body":"three, is need to reinvent the"},{"speaker":"Robert States","startTime":1510.1399999999999,"endTime":1515.36,"body":"wheel every day. All right, you"},{"speaker":"Robert States","startTime":1515.36,"endTime":1519.26,"body":"know, there's this constant need"},{"speaker":"Robert States","startTime":1515.36,"endTime":1519.26,"body":"to reinvent the wheel. And"},{"speaker":"Robert States","startTime":1519.26,"endTime":1521.57,"body":"they're going up these learning"},{"speaker":"Robert States","startTime":1519.26,"endTime":1521.57,"body":"curves. That's why you want"},{"speaker":"Robert States","startTime":1521.57,"endTime":1524.3899999999999,"body":"someone who's already been up"},{"speaker":"Robert States","startTime":1521.57,"endTime":1524.3899999999999,"body":"the learning curve. They go up"},{"speaker":"Robert States","startTime":1524.3899999999999,"endTime":1526.1,"body":"the learning curve, and you're"},{"speaker":"Robert States","startTime":1524.3899999999999,"endTime":1526.1,"body":"like, 'Hey, listen, that"},{"speaker":"Robert States","startTime":1526.1,"endTime":1531.23,"body":"problems been solved over here."},{"speaker":"Robert States","startTime":1526.1,"endTime":1531.23,"body":"And the fourth reason, often"},{"speaker":"Robert States","startTime":1531.23,"endTime":1536.96,"body":"very controversial, is rapid"},{"speaker":"Robert States","startTime":1531.23,"endTime":1536.96,"body":"prototyping. Rapid prototyping"},{"speaker":"Robert States","startTime":1536.96,"endTime":1540.44,"body":"gives you overcome"},{"speaker":"Robert States","startTime":1536.96,"endTime":1540.44,"body":"overconfidence too early."},{"speaker":"Robert States","startTime":1541.8799999999999,"endTime":1544.34,"body":"Especially when you show to"},{"speaker":"Robert States","startTime":1541.8799999999999,"endTime":1544.34,"body":"someone who doesn't know a lot"},{"speaker":"Robert States","startTime":1544.34,"endTime":1550.19,"body":"about development. They go, it's"},{"speaker":"Robert States","startTime":1544.34,"endTime":1550.19,"body":"there, just go. And I see that a"},{"speaker":"Robert States","startTime":1550.19,"endTime":1554.0,"body":"lot. So there's an over reliance"},{"speaker":"Robert States","startTime":1550.19,"endTime":1554.0,"body":"on rapid prototypes to build"},{"speaker":"Robert States","startTime":1554.0,"endTime":1558.47,"body":"confidence and that we can move"},{"speaker":"Robert States","startTime":1554.0,"endTime":1558.47,"body":"faster. And, you know, and I see"},{"speaker":"Robert States","startTime":1558.47,"endTime":1561.86,"body":"that a lot too. So those are"},{"speaker":"Robert States","startTime":1558.47,"endTime":1561.86,"body":"often if I had to boil it down"},{"speaker":"Robert States","startTime":1561.86,"endTime":1566.21,"body":"to the four drivers that often"},{"speaker":"Robert States","startTime":1561.86,"endTime":1566.21,"body":"drive a lot of failures in you"},{"speaker":"Robert States","startTime":1566.21,"endTime":1569.21,"body":"know, and this comes from"},{"speaker":"Robert States","startTime":1566.21,"endTime":1569.21,"body":"looking I mean, I like to do"},{"speaker":"Robert States","startTime":1569.21,"endTime":1572.24,"body":"failure. I always I always tell"},{"speaker":"Robert States","startTime":1569.21,"endTime":1572.24,"body":"people my nickname is Winston"},{"speaker":"Robert States","startTime":1572.24,"endTime":1575.84,"body":"Wolf. Now, for those that don't"},{"speaker":"Robert States","startTime":1572.24,"endTime":1575.84,"body":"know who Mr. Wolf is, that's the"},{"speaker":"Robert States","startTime":1575.84,"endTime":1579.05,"body":"cleanup guy from Pulp Fiction,"},{"speaker":"Robert States","startTime":1575.84,"endTime":1579.05,"body":"you know, 30 minutes away, be"},{"speaker":"Robert States","startTime":1579.05,"endTime":1584.03,"body":"there in 10. Right, you're so"},{"speaker":"Robert States","startTime":1579.05,"endTime":1584.03,"body":"you know, you you see you see a"},{"speaker":"Robert States","startTime":1584.03,"endTime":1588.23,"body":"lot of problems all the time. In"},{"speaker":"Robert States","startTime":1584.03,"endTime":1588.23,"body":"any you started going? Yep, they"},{"speaker":"Robert States","startTime":1588.23,"endTime":1591.32,"body":"did that. Yep, they did that"},{"speaker":"Robert States","startTime":1588.23,"endTime":1591.32,"body":"they did I don't my favourite"},{"speaker":"Robert States","startTime":1591.32,"endTime":1593.8999999999999,"body":"thing is is that, you know, I, I"},{"speaker":"Robert States","startTime":1591.32,"endTime":1593.8999999999999,"body":"know how much it cost to do the"},{"speaker":"Robert States","startTime":1593.8999999999999,"endTime":1596.03,"body":"work that they needed to get"},{"speaker":"Robert States","startTime":1593.8999999999999,"endTime":1596.03,"body":"done that they should have done,"},{"speaker":"Robert States","startTime":1596.03,"endTime":1599.8999999999999,"body":"you know, six months ago. But at"},{"speaker":"Robert States","startTime":1596.03,"endTime":1599.8999999999999,"body":"times it was probably a $5,000"},{"speaker":"Robert States","startTime":1599.9299999999998,"endTime":1602.24,"body":"task that could have saved them"},{"speaker":"Robert States","startTime":1599.9299999999998,"endTime":1602.24,"body":"a million dollars. And I see"},{"speaker":"Robert States","startTime":1602.24,"endTime":1602.78,"body":"that a lot."},{"speaker":"Aaron Moncur","startTime":1602.87,"endTime":1606.71,"body":"Wow, that's"},{"speaker":"Aaron Moncur","startTime":1602.87,"endTime":1606.71,"body":"incredible. Ouch. All right,"},{"speaker":"Aaron Moncur","startTime":1606.71,"endTime":1609.2,"body":"well, this is a good place to"},{"speaker":"Aaron Moncur","startTime":1606.71,"endTime":1609.2,"body":"take a quick pause and share"},{"speaker":"Aaron Moncur","startTime":1609.2,"endTime":1612.86,"body":"with the listeners that"},{"speaker":"Aaron Moncur","startTime":1609.2,"endTime":1612.86,"body":"teampipeline.us is where you can"},{"speaker":"Aaron Moncur","startTime":1612.86,"endTime":1616.01,"body":"learn more about how we help"},{"speaker":"Aaron Moncur","startTime":1612.86,"endTime":1616.01,"body":"medical device and other product"},{"speaker":"Aaron Moncur","startTime":1616.01,"endTime":1620.12,"body":"engineering or manufacturing"},{"speaker":"Aaron Moncur","startTime":1616.01,"endTime":1620.12,"body":"teams develop turnkey equipment,"},{"speaker":"Aaron Moncur","startTime":1620.33,"endTime":1623.45,"body":"custom fixtures and automated"},{"speaker":"Aaron Moncur","startTime":1620.33,"endTime":1623.45,"body":"machines to characterise"},{"speaker":"Aaron Moncur","startTime":1623.45,"endTime":1627.53,"body":"inspect, assemble, manufacture"},{"speaker":"Aaron Moncur","startTime":1623.45,"endTime":1627.53,"body":"and perform verification testing"},{"speaker":"Aaron Moncur","startTime":1627.53,"endTime":1631.07,"body":"on your devices. We're speaking"},{"speaker":"Aaron Moncur","startTime":1627.53,"endTime":1631.07,"body":"with Robert States today."},{"speaker":"Aaron Moncur","startTime":1631.25,"endTime":1636.02,"body":"Robert, you have personally"},{"speaker":"Aaron Moncur","startTime":1631.25,"endTime":1636.02,"body":"investigated and interacted with"},{"speaker":"Aaron Moncur","startTime":1636.05,"endTime":1640.52,"body":"over 30 different services"},{"speaker":"Aaron Moncur","startTime":1636.05,"endTime":1640.52,"body":"firms, from engineering to"},{"speaker":"Aaron Moncur","startTime":1640.55,"endTime":1642.77,"body":"marketing to product"},{"speaker":"Aaron Moncur","startTime":1640.55,"endTime":1642.77,"body":"development. Are there any"},{"speaker":"Aaron Moncur","startTime":1642.77,"endTime":1647.4199999999998,"body":"common threads or patterns that"},{"speaker":"Aaron Moncur","startTime":1642.77,"endTime":1647.4199999999998,"body":"you've seen, amongst them all?"},{"speaker":"Robert States","startTime":1648.3799999999999,"endTime":1650.1499999999999,"body":"The most"},{"speaker":"Robert States","startTime":1648.3799999999999,"endTime":1650.1499999999999,"body":"successful people are the ones"},{"speaker":"Robert States","startTime":1650.1499999999999,"endTime":1652.82,"body":"that learn how to develop strong"},{"speaker":"Robert States","startTime":1650.1499999999999,"endTime":1652.82,"body":"relationships with their clients"},{"speaker":"Robert States","startTime":1652.82,"endTime":1657.1399999999999,"body":"and understand their client's"},{"speaker":"Robert States","startTime":1652.82,"endTime":1657.1399999999999,"body":"needs. The, if you want to go"},{"speaker":"Robert States","startTime":1657.1399999999999,"endTime":1661.04,"body":"sell your capabilities, if you"},{"speaker":"Robert States","startTime":1657.1399999999999,"endTime":1661.04,"body":"want to go do a capabilities"},{"speaker":"Robert States","startTime":1661.04,"endTime":1663.83,"body":"presentation, you're going to"},{"speaker":"Robert States","startTime":1661.04,"endTime":1663.83,"body":"narrow your scope. If you want"},{"speaker":"Robert States","startTime":1663.83,"endTime":1667.19,"body":"to provide a solution to the"},{"speaker":"Robert States","startTime":1663.83,"endTime":1667.19,"body":"clients, it'll grow. So those"},{"speaker":"Robert States","startTime":1667.19,"endTime":1671.03,"body":"that really capture that, that"},{"speaker":"Robert States","startTime":1667.19,"endTime":1671.03,"body":"essence of that they have the"},{"speaker":"Robert States","startTime":1671.03,"endTime":1673.85,"body":"most amount of success, right."},{"speaker":"Robert States","startTime":1671.03,"endTime":1673.85,"body":"And the other thing is, is they"},{"speaker":"Robert States","startTime":1673.85,"endTime":1676.82,"body":"stay in their lane. And they"},{"speaker":"Robert States","startTime":1673.85,"endTime":1676.82,"body":"stopped telling the world they"},{"speaker":"Robert States","startTime":1676.82,"endTime":1679.49,"body":"can do everything, you know,"},{"speaker":"Robert States","startTime":1676.82,"endTime":1679.49,"body":"well, I once did that, you know,"},{"speaker":"Robert States","startTime":1679.52,"endTime":1682.37,"body":"30 years ago, I you know, I can"},{"speaker":"Robert States","startTime":1679.52,"endTime":1682.37,"body":"probably, you know, dust off the"},{"speaker":"Robert States","startTime":1682.37,"endTime":1685.52,"body":"book and figure that out. It's"},{"speaker":"Robert States","startTime":1682.37,"endTime":1685.52,"body":"like, hey, if that's a part of a"},{"speaker":"Robert States","startTime":1685.52,"endTime":1689.03,"body":"bigger scope of work, great. But"},{"speaker":"Robert States","startTime":1685.52,"endTime":1689.03,"body":"you go be that first interaction"},{"speaker":"Robert States","startTime":1689.03,"endTime":1690.9199999999998,"body":"with a client not a good idea."},{"speaker":"Aaron Moncur","startTime":1691.3999999999999,"endTime":1693.5,"body":"Well, it goes back"},{"speaker":"Aaron Moncur","startTime":1691.3999999999999,"endTime":1693.5,"body":"to the the learning curve that"},{"speaker":"Aaron Moncur","startTime":1693.5,"endTime":1695.75,"body":"you're talking about, right? All"},{"speaker":"Aaron Moncur","startTime":1693.5,"endTime":1695.75,"body":"of a sudden, you have to climb"},{"speaker":"Aaron Moncur","startTime":1695.75,"endTime":1698.03,"body":"this giant curve in order to get"},{"speaker":"Aaron Moncur","startTime":1695.75,"endTime":1698.03,"body":"the job done."},{"speaker":"Robert States","startTime":1698.57,"endTime":1702.98,"body":"Yeah, listen,"},{"speaker":"Robert States","startTime":1698.57,"endTime":1702.98,"body":"during the peak of COVID, the"},{"speaker":"Robert States","startTime":1702.98,"endTime":1707.45,"body":"unemployment rate for an"},{"speaker":"Robert States","startTime":1702.98,"endTime":1707.45,"body":"engineer was 3%. Right? There's"},{"speaker":"Robert States","startTime":1707.45,"endTime":1711.59,"body":"no shortage of need in the"},{"speaker":"Robert States","startTime":1707.45,"endTime":1711.59,"body":"marketplace for engineers, be"},{"speaker":"Robert States","startTime":1711.59,"endTime":1712.55,"body":"who you are."},{"speaker":"Aaron Moncur","startTime":1713.03,"endTime":1717.95,"body":"Well said. Well,"},{"speaker":"Aaron Moncur","startTime":1713.03,"endTime":1717.95,"body":"what what tools are gaining"},{"speaker":"Aaron Moncur","startTime":1717.95,"endTime":1723.6499999999999,"body":"traction in the development"},{"speaker":"Aaron Moncur","startTime":1717.95,"endTime":1723.6499999999999,"body":"phase of a device or a piece of"},{"speaker":"Aaron Moncur","startTime":1723.6499999999999,"endTime":1726.77,"body":"equipment? What tools are you"},{"speaker":"Aaron Moncur","startTime":1723.6499999999999,"endTime":1726.77,"body":"seeing commonly being used these"},{"speaker":"Aaron Moncur","startTime":1726.77,"endTime":1727.22,"body":"days?"},{"speaker":"Robert States","startTime":1728.99,"endTime":1731.1499999999999,"body":"You know, in the"},{"speaker":"Robert States","startTime":1728.99,"endTime":1731.1499999999999,"body":"consumer products industry was"},{"speaker":"Robert States","startTime":1731.1499999999999,"endTime":1734.51,"body":"on the forefront of using"},{"speaker":"Robert States","startTime":1731.1499999999999,"endTime":1734.51,"body":"predictive now. Because they"},{"speaker":"Robert States","startTime":1734.51,"endTime":1737.69,"body":"were trying to drive out costs"},{"speaker":"Robert States","startTime":1734.51,"endTime":1737.69,"body":"and they build automated tools,"},{"speaker":"Robert States","startTime":1738.08,"endTime":1740.3899999999999,"body":"going back 30 years ago, they"},{"speaker":"Robert States","startTime":1738.08,"endTime":1740.3899999999999,"body":"gotta have an app for your"},{"speaker":"Robert States","startTime":1740.3899999999999,"endTime":1743.99,"body":"iPhone at this point for this."},{"speaker":"Robert States","startTime":1740.3899999999999,"endTime":1743.99,"body":"But it's interesting in"},{"speaker":"Robert States","startTime":1743.99,"endTime":1747.71,"body":"Aerospace is only done this way."},{"speaker":"Robert States","startTime":1743.99,"endTime":1747.71,"body":"offshore oil wells are only done"},{"speaker":"Robert States","startTime":1747.71,"endTime":1750.02,"body":"this way. It's all done with"},{"speaker":"Robert States","startTime":1747.71,"endTime":1750.02,"body":"predictive analysis, you can't"},{"speaker":"Robert States","startTime":1750.02,"endTime":1754.6699999999998,"body":"prototype that stuff. But what"},{"speaker":"Robert States","startTime":1750.02,"endTime":1754.6699999999998,"body":"you find is the med device base"},{"speaker":"Robert States","startTime":1754.6699999999998,"endTime":1759.11,"body":"is like lagging that industry by"},{"speaker":"Robert States","startTime":1754.6699999999998,"endTime":1759.11,"body":"literally 20 plus years. Right?"},{"speaker":"Robert States","startTime":1759.4099999999999,"endTime":1762.6499999999999,"body":"You, you will see them do it for"},{"speaker":"Robert States","startTime":1759.4099999999999,"endTime":1762.6499999999999,"body":"orthopaedic implants and heart"},{"speaker":"Robert States","startTime":1762.6499999999999,"endTime":1766.4299999999998,"body":"valves, because again, that's"},{"speaker":"Robert States","startTime":1762.6499999999999,"endTime":1766.4299999999998,"body":"hard to prototype. But the rest"},{"speaker":"Robert States","startTime":1766.4299999999998,"endTime":1770.9299999999998,"body":"of it is not fully accepted in"},{"speaker":"Robert States","startTime":1766.4299999999998,"endTime":1770.9299999999998,"body":"the marketplace, to the extent"},{"speaker":"Robert States","startTime":1770.9299999999998,"endTime":1774.98,"body":"it is in other industries. And"},{"speaker":"Robert States","startTime":1770.9299999999998,"endTime":1774.98,"body":"that's a huge opportunity in the"},{"speaker":"Robert States","startTime":1774.98,"endTime":1778.28,"body":"FDA recognise that and the FDA"},{"speaker":"Robert States","startTime":1774.98,"endTime":1778.28,"body":"is pushing on us to drive"},{"speaker":"Robert States","startTime":1778.28,"endTime":1781.55,"body":"competitiveness in the United"},{"speaker":"Robert States","startTime":1778.28,"endTime":1781.55,"body":"States. And so they provided"},{"speaker":"Robert States","startTime":1781.55,"endTime":1785.36,"body":"guidelines a handful years ago"},{"speaker":"Robert States","startTime":1781.55,"endTime":1785.36,"body":"on how to do this, you know, I"},{"speaker":"Robert States","startTime":1785.36,"endTime":1788.45,"body":"I've had opportunities to go"},{"speaker":"Robert States","startTime":1785.36,"endTime":1788.45,"body":"visit the FDA. And I've seen"},{"speaker":"Robert States","startTime":1788.45,"endTime":1791.54,"body":"some of their data where they go"},{"speaker":"Robert States","startTime":1788.45,"endTime":1791.54,"body":"off and run, you know, round"},{"speaker":"Robert States","startTime":1791.54,"endTime":1795.08,"body":"robins of testing and analyses"},{"speaker":"Robert States","startTime":1791.54,"endTime":1795.08,"body":"and get the data back. And they"},{"speaker":"Robert States","startTime":1795.08,"endTime":1797.06,"body":"showed me some of the"},{"speaker":"Robert States","startTime":1795.08,"endTime":1797.06,"body":"variability it was highly"},{"speaker":"Robert States","startTime":1797.06,"endTime":1800.12,"body":"variable. And so that's the"},{"speaker":"Robert States","startTime":1797.06,"endTime":1800.12,"body":"problem in the industry"},{"speaker":"Robert States","startTime":1800.12,"endTime":1803.33,"body":"struggles with is how do you use"},{"speaker":"Robert States","startTime":1800.12,"endTime":1803.33,"body":"these tools and know that you"},{"speaker":"Robert States","startTime":1803.33,"endTime":1809.1499999999999,"body":"have a regular regulatory grade"},{"speaker":"Robert States","startTime":1803.33,"endTime":1809.1499999999999,"body":"solution. And so that's what's"},{"speaker":"Robert States","startTime":1809.1499999999999,"endTime":1812.6,"body":"coming out. And so, you know,"},{"speaker":"Robert States","startTime":1809.1499999999999,"endTime":1812.6,"body":"you should expect to see this"},{"speaker":"Robert States","startTime":1812.6,"endTime":1815.72,"body":"grow. Right? You know, the"},{"speaker":"Robert States","startTime":1812.6,"endTime":1815.72,"body":"pharmaceutical industries do"},{"speaker":"Robert States","startTime":1815.72,"endTime":1818.57,"body":"this for the drug development. I"},{"speaker":"Robert States","startTime":1815.72,"endTime":1818.57,"body":"mean, they're, they have just"},{"speaker":"Robert States","startTime":1818.57,"endTime":1822.6799999999998,"body":"loads and loads of PhDs are"},{"speaker":"Robert States","startTime":1818.57,"endTime":1822.6799999999998,"body":"really deep. But I say, Well,"},{"speaker":"Robert States","startTime":1822.6799999999998,"endTime":1825.3799999999999,"body":"why don't you go use us on your"},{"speaker":"Robert States","startTime":1822.6799999999998,"endTime":1825.3799999999999,"body":"Med device? Nope, on our drug"},{"speaker":"Robert States","startTime":1825.3799999999999,"endTime":1827.9299999999998,"body":"delivery system? No, you know,"},{"speaker":"Robert States","startTime":1825.3799999999999,"endTime":1827.9299999999998,"body":"that's, that's someone else's"},{"speaker":"Robert States","startTime":1827.9299999999998,"endTime":1830.57,"body":"problem. So you know, they"},{"speaker":"Robert States","startTime":1827.9299999999998,"endTime":1830.57,"body":"recognise the value, but they"},{"speaker":"Robert States","startTime":1830.57,"endTime":1832.82,"body":"won't invest in it. So that that"},{"speaker":"Robert States","startTime":1830.57,"endTime":1832.82,"body":"creates the opportunity for a"},{"speaker":"Robert States","startTime":1832.82,"endTime":1834.8899999999999,"body":"lot of other companies in the"},{"speaker":"Robert States","startTime":1832.82,"endTime":1834.8899999999999,"body":"marketplace. So you're gonna,"},{"speaker":"Robert States","startTime":1835.31,"endTime":1840.11,"body":"you're gonna see that to"},{"speaker":"Robert States","startTime":1835.31,"endTime":1840.11,"body":"continue to grow in terms of"},{"speaker":"Robert States","startTime":1840.11,"endTime":1843.62,"body":"supporting development, and in"},{"speaker":"Robert States","startTime":1840.11,"endTime":1843.62,"body":"those that use predictive"},{"speaker":"Robert States","startTime":1843.62,"endTime":1848.4199999999998,"body":"modelling, you know, such as FDA"},{"speaker":"Robert States","startTime":1843.62,"endTime":1848.4199999999998,"body":"or CFD, they might use them the"},{"speaker":"Robert States","startTime":1848.4199999999998,"endTime":1851.21,"body":"development phase, and it sits"},{"speaker":"Robert States","startTime":1848.4199999999998,"endTime":1851.21,"body":"on the harddrive collecting dust"},{"speaker":"Robert States","startTime":1851.21,"endTime":1855.86,"body":"for the rest of its life. And"},{"speaker":"Robert States","startTime":1851.21,"endTime":1855.86,"body":"what you should expect to see"},{"speaker":"Robert States","startTime":1855.86,"endTime":1859.85,"body":"those models will have life"},{"speaker":"Robert States","startTime":1855.86,"endTime":1859.85,"body":"through the product lifecycle,"},{"speaker":"Robert States","startTime":1860.12,"endTime":1862.3999999999999,"body":"where you're going to be running"},{"speaker":"Robert States","startTime":1860.12,"endTime":1862.3999999999999,"body":"digital twins of the"},{"speaker":"Robert States","startTime":1862.3999999999999,"endTime":1865.82,"body":"manufacturing process and the"},{"speaker":"Robert States","startTime":1862.3999999999999,"endTime":1865.82,"body":"use. You compare that against"},{"speaker":"Robert States","startTime":1865.82,"endTime":1868.79,"body":"the predictive models. And"},{"speaker":"Robert States","startTime":1865.82,"endTime":1868.79,"body":"you're going to be able to use"},{"speaker":"Robert States","startTime":1868.79,"endTime":1871.85,"body":"that to drive quality and drive"},{"speaker":"Robert States","startTime":1868.79,"endTime":1871.85,"body":"long term reliability."},{"speaker":"Aaron Moncur","startTime":1872.6,"endTime":1874.1,"body":"Can you talk a"},{"speaker":"Aaron Moncur","startTime":1872.6,"endTime":1874.1,"body":"little bit more about the"},{"speaker":"Aaron Moncur","startTime":1874.1,"endTime":1876.98,"body":"digital twins? So what are"},{"speaker":"Aaron Moncur","startTime":1874.1,"endTime":1876.98,"body":"digital twins and how are they"},{"speaker":"Aaron Moncur","startTime":1876.98,"endTime":1877.46,"body":"used?"},{"speaker":"Robert States","startTime":1877.79,"endTime":1880.1599999999999,"body":"You know, so if"},{"speaker":"Robert States","startTime":1877.79,"endTime":1880.1599999999999,"body":"you have enough people listening"},{"speaker":"Robert States","startTime":1880.1599999999999,"endTime":1882.8,"body":"to this, they'll say I get the"},{"speaker":"Robert States","startTime":1880.1599999999999,"endTime":1882.8,"body":"definition wrong. So it's used"},{"speaker":"Robert States","startTime":1882.8,"endTime":1886.1599999999999,"body":"by a lot of people in a lot of"},{"speaker":"Robert States","startTime":1882.8,"endTime":1886.1599999999999,"body":"different ways. But In the"},{"speaker":"Robert States","startTime":1886.1599999999999,"endTime":1890.45,"body":"context that I'm just going to"},{"speaker":"Robert States","startTime":1886.1599999999999,"endTime":1890.45,"body":"strive it is, is that if I, if I"},{"speaker":"Robert States","startTime":1890.45,"endTime":1895.6399999999999,"body":"was putting a plunger into a"},{"speaker":"Robert States","startTime":1890.45,"endTime":1895.6399999999999,"body":"glass or rich, and if I'm able"},{"speaker":"Robert States","startTime":1895.6399999999999,"endTime":1898.31,"body":"to take a picture of that"},{"speaker":"Robert States","startTime":1895.6399999999999,"endTime":1898.31,"body":"plunger and I know the profile,"},{"speaker":"Robert States","startTime":1898.31,"endTime":1901.6399999999999,"body":"and I know the ID, because I can"},{"speaker":"Robert States","startTime":1898.31,"endTime":1901.6399999999999,"body":"measure the ID somewhere online,"},{"speaker":"Robert States","startTime":1901.9099999999999,"endTime":1905.6,"body":"for a given syringe, I should"},{"speaker":"Robert States","startTime":1901.9099999999999,"endTime":1905.6,"body":"know that I should be able to"},{"speaker":"Robert States","startTime":1905.6,"endTime":1909.74,"body":"highly predict the force to"},{"speaker":"Robert States","startTime":1905.6,"endTime":1909.74,"body":"insert that plunger into this"},{"speaker":"Robert States","startTime":1909.74,"endTime":1913.73,"body":"rich, okay. And today, it's all"},{"speaker":"Robert States","startTime":1909.74,"endTime":1913.73,"body":"done statistically. And you"},{"speaker":"Robert States","startTime":1913.73,"endTime":1916.76,"body":"know, and it's it actually"},{"speaker":"Robert States","startTime":1913.73,"endTime":1916.76,"body":"failures get through, I can tell"},{"speaker":"Robert States","startTime":1916.76,"endTime":1920.3899999999999,"body":"you all about I'm going to see"},{"speaker":"Robert States","startTime":1916.76,"endTime":1920.3899999999999,"body":"them and stuff gets through and"},{"speaker":"Robert States","startTime":1920.3899999999999,"endTime":1923.1799999999998,"body":"they're buying like components,"},{"speaker":"Robert States","startTime":1920.3899999999999,"endTime":1923.1799999999998,"body":"stock components from companies"},{"speaker":"Robert States","startTime":1923.1799999999998,"endTime":1927.5,"body":"like West or like, dot while or"},{"speaker":"Robert States","startTime":1923.1799999999998,"endTime":1927.5,"body":"BD, right? Everybody does, it's"},{"speaker":"Robert States","startTime":1927.5,"endTime":1931.19,"body":"a very smart move, it's a great"},{"speaker":"Robert States","startTime":1927.5,"endTime":1931.19,"body":"thing to do, all in favour of"},{"speaker":"Robert States","startTime":1931.19,"endTime":1935.03,"body":"it. But you know, but they have"},{"speaker":"Robert States","startTime":1931.19,"endTime":1935.03,"body":"all those three companies, for"},{"speaker":"Robert States","startTime":1935.03,"endTime":1938.3899999999999,"body":"instance, are trying to satisfy"},{"speaker":"Robert States","startTime":1935.03,"endTime":1938.3899999999999,"body":"you know, 50, other pharma"},{"speaker":"Robert States","startTime":1938.3899999999999,"endTime":1940.7,"body":"companies well have their own"},{"speaker":"Robert States","startTime":1938.3899999999999,"endTime":1940.7,"body":"requirements, everybody's trying"},{"speaker":"Robert States","startTime":1940.7,"endTime":1944.9299999999998,"body":"to figure that out. But if I"},{"speaker":"Robert States","startTime":1940.7,"endTime":1944.9299999999998,"body":"know that, that force to insert"},{"speaker":"Robert States","startTime":1944.9299999999998,"endTime":1949.6699999999998,"body":"that, that plunger in there"},{"speaker":"Robert States","startTime":1944.9299999999998,"endTime":1949.6699999999998,"body":"should be I'm making up numbers"},{"speaker":"Robert States","startTime":1949.6699999999998,"endTime":1955.46,"body":"here, half a pound, right? And,"},{"speaker":"Robert States","startTime":1949.6699999999998,"endTime":1955.46,"body":"and I know that force should be"},{"speaker":"Robert States","startTime":1955.46,"endTime":1958.6399999999999,"body":"that in and I know the"},{"speaker":"Robert States","startTime":1955.46,"endTime":1958.6399999999999,"body":"dimensions are correct. So I've"},{"speaker":"Robert States","startTime":1958.6399999999999,"endTime":1961.46,"body":"done a model and calculated on"},{"speaker":"Robert States","startTime":1958.6399999999999,"endTime":1961.46,"body":"the edge, right, it's I"},{"speaker":"Robert States","startTime":1961.46,"endTime":1964.1299999999999,"body":"calculated that I measure these"},{"speaker":"Robert States","startTime":1961.46,"endTime":1964.1299999999999,"body":"things, I should be able to put"},{"speaker":"Robert States","startTime":1964.1299999999999,"endTime":1968.0,"body":"this together, it should be half"},{"speaker":"Robert States","startTime":1964.1299999999999,"endTime":1968.0,"body":"a pound, and it comes out, then"},{"speaker":"Robert States","startTime":1968.0,"endTime":1971.84,"body":"it's three quarters of a pound."},{"speaker":"Robert States","startTime":1968.0,"endTime":1971.84,"body":"You go, 'Hmm, maybe there's no"},{"speaker":"Robert States","startTime":1971.84,"endTime":1976.34,"body":"silicone on there. Maybe"},{"speaker":"Robert States","startTime":1971.84,"endTime":1976.34,"body":"something happened there.' And"},{"speaker":"Robert States","startTime":1976.34,"endTime":1979.34,"body":"you should be able to do that"},{"speaker":"Robert States","startTime":1976.34,"endTime":1979.34,"body":"digital twin there and know what"},{"speaker":"Robert States","startTime":1979.34,"endTime":1982.6399999999999,"body":"that force should be in because"},{"speaker":"Robert States","startTime":1979.34,"endTime":1982.6399999999999,"body":"you may be measured in line"},{"speaker":"Robert States","startTime":1982.6699999999998,"endTime":1986.81,"body":"online Metrology is something"},{"speaker":"Robert States","startTime":1982.6699999999998,"endTime":1986.81,"body":"that's coming along. And you're"},{"speaker":"Robert States","startTime":1986.81,"endTime":1989.06,"body":"able to do that calculation,"},{"speaker":"Robert States","startTime":1986.81,"endTime":1989.06,"body":"because you have the predictive"},{"speaker":"Robert States","startTime":1989.06,"endTime":1991.28,"body":"modelling background, you've"},{"speaker":"Robert States","startTime":1989.06,"endTime":1991.28,"body":"built the regulatory grade"},{"speaker":"Robert States","startTime":1991.28,"endTime":1995.33,"body":"models. And you can see these"},{"speaker":"Robert States","startTime":1991.28,"endTime":1995.33,"body":"things you can check against"},{"speaker":"Robert States","startTime":1995.33,"endTime":1997.31,"body":"that they might all be"},{"speaker":"Robert States","startTime":1995.33,"endTime":1997.31,"body":"dimensionally correct, they go"},{"speaker":"Robert States","startTime":1997.31,"endTime":2000.37,"body":"all the way through the system"},{"speaker":"Robert States","startTime":1997.31,"endTime":2000.37,"body":"yet, if you were going to go"},{"speaker":"Robert States","startTime":2000.37,"endTime":2003.79,"body":"look at the forced activate that"},{"speaker":"Robert States","startTime":2000.37,"endTime":2003.79,"body":"syringe, it's going to be high,"},{"speaker":"Robert States","startTime":2004.3899999999999,"endTime":2008.5,"body":"and maybe not acceptable. And so"},{"speaker":"Robert States","startTime":2004.3899999999999,"endTime":2008.5,"body":"you should be able to do all"},{"speaker":"Robert States","startTime":2008.5,"endTime":2011.3799999999999,"body":"that forensic exam on that"},{"speaker":"Robert States","startTime":2008.5,"endTime":2011.3799999999999,"body":"device before it leaves a line."},{"speaker":"Robert States","startTime":2011.3799999999999,"endTime":2013.1799999999998,"body":"And that's how I would use"},{"speaker":"Robert States","startTime":2011.3799999999999,"endTime":2013.1799999999998,"body":"digital."},{"speaker":"Aaron Moncur","startTime":2014.11,"endTime":2020.77,"body":"So restating that"},{"speaker":"Aaron Moncur","startTime":2014.11,"endTime":2020.77,"body":"digital twins are, when you're"},{"speaker":"Aaron Moncur","startTime":2020.8,"endTime":2026.1699999999998,"body":"performing a test on a physical"},{"speaker":"Aaron Moncur","startTime":2020.8,"endTime":2026.1699999999998,"body":"component, and you get whatever"},{"speaker":"Aaron Moncur","startTime":2026.1699999999998,"endTime":2029.77,"body":"result you get based on that"},{"speaker":"Aaron Moncur","startTime":2026.1699999999998,"endTime":2029.77,"body":"physically performed test, then"},{"speaker":"Aaron Moncur","startTime":2029.77,"endTime":2033.34,"body":"you compare it against your"},{"speaker":"Aaron Moncur","startTime":2029.77,"endTime":2033.34,"body":"predictive model, your FDA or"},{"speaker":"Aaron Moncur","startTime":2033.34,"endTime":2036.73,"body":"your CFD, and you compare those"},{"speaker":"Aaron Moncur","startTime":2033.34,"endTime":2036.73,"body":"results. And if they're"},{"speaker":"Aaron Moncur","startTime":2036.94,"endTime":2040.06,"body":"significantly different, then"},{"speaker":"Aaron Moncur","startTime":2036.94,"endTime":2040.06,"body":"that gives you pause, and you"},{"speaker":"Aaron Moncur","startTime":2040.06,"endTime":2043.1499999999999,"body":"say, Hold on, something's not"},{"speaker":"Aaron Moncur","startTime":2040.06,"endTime":2043.1499999999999,"body":"matching up. Not sure if it's on"},{"speaker":"Aaron Moncur","startTime":2043.1499999999999,"endTime":2045.94,"body":"the digital twin side, or on the"},{"speaker":"Aaron Moncur","startTime":2043.1499999999999,"endTime":2045.94,"body":"physical side, but something's"},{"speaker":"Aaron Moncur","startTime":2045.94,"endTime":2048.7000000000003,"body":"not matching up. Let's figure"},{"speaker":"Aaron Moncur","startTime":2045.94,"endTime":2048.7000000000003,"body":"this out. Is that accurate?"},{"speaker":"Robert States","startTime":2048.85,"endTime":2051.94,"body":"Yeah, and I can"},{"speaker":"Robert States","startTime":2048.85,"endTime":2051.94,"body":"take it a step further we deal"},{"speaker":"Robert States","startTime":2052.3,"endTime":2054.94,"body":"if you're familiar with a"},{"speaker":"Robert States","startTime":2052.3,"endTime":2054.94,"body":"bathtub, reliability curves, you"},{"speaker":"Robert States","startTime":2054.94,"endTime":2057.85,"body":"know, reliability gets better"},{"speaker":"Robert States","startTime":2054.94,"endTime":2057.85,"body":"one after, you know, initial"},{"speaker":"Robert States","startTime":2057.85,"endTime":2060.82,"body":"phases, after you launch it"},{"speaker":"Robert States","startTime":2057.85,"endTime":2060.82,"body":"steady, then the liability gets"},{"speaker":"Robert States","startTime":2060.82,"endTime":2063.13,"body":"out of control again, you know,"},{"speaker":"Robert States","startTime":2060.82,"endTime":2063.13,"body":"you know, at some point in time"},{"speaker":"Robert States","startTime":2063.13,"endTime":2066.58,"body":"as things wear out, and so"},{"speaker":"Robert States","startTime":2063.13,"endTime":2066.58,"body":"everybody understands how to"},{"speaker":"Robert States","startTime":2066.58,"endTime":2069.94,"body":"handle early on reliability"},{"speaker":"Robert States","startTime":2066.58,"endTime":2069.94,"body":"issues, right? Everybody has"},{"speaker":"Robert States","startTime":2069.94,"endTime":2072.1,"body":"that built in their system"},{"speaker":"Robert States","startTime":2069.94,"endTime":2072.1,"body":"dealing with it. I mean, I know"},{"speaker":"Robert States","startTime":2072.1,"endTime":2074.68,"body":"there's better ways, and some"},{"speaker":"Robert States","startTime":2072.1,"endTime":2074.68,"body":"companies are better at than"},{"speaker":"Robert States","startTime":2074.68,"endTime":2078.2200000000003,"body":"others. But the one that all of"},{"speaker":"Robert States","startTime":2074.68,"endTime":2078.2200000000003,"body":"a sudden product has been in the"},{"speaker":"Robert States","startTime":2078.2200000000003,"endTime":2080.92,"body":"market for 10 years, and"},{"speaker":"Robert States","startTime":2078.2200000000003,"endTime":2080.92,"body":"everything's in spec, but all of"},{"speaker":"Robert States","startTime":2080.92,"endTime":2083.62,"body":"a sudden, they have problems."},{"speaker":"Robert States","startTime":2080.92,"endTime":2083.62,"body":"Right? We see those two,"},{"speaker":"Robert States","startTime":2083.8,"endTime":2088.81,"body":"probably about one a quarter."},{"speaker":"Robert States","startTime":2083.8,"endTime":2088.81,"body":"And you go what happened? What"},{"speaker":"Robert States","startTime":2088.81,"endTime":2091.8999999999996,"body":"happened? How do I find that"},{"speaker":"Robert States","startTime":2088.81,"endTime":2091.8999999999996,"body":"problem? So you know, you go, we"},{"speaker":"Robert States","startTime":2091.8999999999996,"endTime":2094.4199999999996,"body":"have PAC expos going on, and you"},{"speaker":"Robert States","startTime":2091.8999999999996,"endTime":2094.4199999999996,"body":"go there, and all these people"},{"speaker":"Robert States","startTime":2094.4199999999996,"endTime":2097.99,"body":"have these signs, say, industry"},{"speaker":"Robert States","startTime":2094.4199999999996,"endTime":2097.99,"body":"4.0, you go up in and say, What"},{"speaker":"Robert States","startTime":2097.99,"endTime":2100.12,"body":"does this mean to you? And"},{"speaker":"Robert States","startTime":2097.99,"endTime":2100.12,"body":"they're like, Oh, well, we can"},{"speaker":"Robert States","startTime":2100.2999999999997,"endTime":2104.44,"body":"provide you eight terabytes of"},{"speaker":"Robert States","startTime":2100.2999999999997,"endTime":2104.44,"body":"data a day. Okay, what am I"},{"speaker":"Robert States","startTime":2104.44,"endTime":2108.2799999999997,"body":"gonna do with that? And, and so"},{"speaker":"Robert States","startTime":2104.44,"endTime":2108.2799999999997,"body":"I think the real opportunity"},{"speaker":"Robert States","startTime":2108.2799999999997,"endTime":2111.3399999999997,"body":"here is I talked about the"},{"speaker":"Robert States","startTime":2108.2799999999997,"endTime":2111.3399999999997,"body":"digital twin is that you should"},{"speaker":"Robert States","startTime":2111.3399999999997,"endTime":2114.43,"body":"know what the force should be."},{"speaker":"Robert States","startTime":2111.3399999999997,"endTime":2114.43,"body":"Right? And actually, your your"},{"speaker":"Robert States","startTime":2114.43,"endTime":2116.98,"body":"thing is, is that if it doesn't"},{"speaker":"Robert States","startTime":2114.43,"endTime":2116.98,"body":"match, you either interrogate"},{"speaker":"Robert States","startTime":2116.98,"endTime":2120.49,"body":"the model, you interrogate the"},{"speaker":"Robert States","startTime":2116.98,"endTime":2120.49,"body":"part. So if I have a statistics"},{"speaker":"Robert States","startTime":2120.49,"endTime":2123.2799999999997,"body":"based model, there's a lot of"},{"speaker":"Robert States","startTime":2120.49,"endTime":2123.2799999999997,"body":"information companies out there,"},{"speaker":"Robert States","startTime":2123.31,"endTime":2127.27,"body":"like SAS and others, who will,"},{"speaker":"Robert States","startTime":2123.31,"endTime":2127.27,"body":"you know, do the data science"},{"speaker":"Robert States","startTime":2127.27,"endTime":2130.6,"body":"and are statistically looking at"},{"speaker":"Robert States","startTime":2127.27,"endTime":2130.6,"body":"that process. And my thing is"},{"speaker":"Robert States","startTime":2130.6,"endTime":2134.2,"body":"this when the when the when the"},{"speaker":"Robert States","startTime":2130.6,"endTime":2134.2,"body":"physics based model and the"},{"speaker":"Robert States","startTime":2134.2,"endTime":2139.0,"body":"statistics based model diverge."},{"speaker":"Robert States","startTime":2134.2,"endTime":2139.0,"body":"That's when the, that's when you"},{"speaker":"Robert States","startTime":2139.0,"endTime":2142.09,"body":"get those late stage reliability"},{"speaker":"Robert States","startTime":2139.0,"endTime":2142.09,"body":"issues, you know, late product"},{"speaker":"Robert States","startTime":2142.09,"endTime":2146.65,"body":"life run, okay? And you can"},{"speaker":"Robert States","startTime":2142.09,"endTime":2146.65,"body":"predict those and remember,"},{"speaker":"Robert States","startTime":2146.65,"endTime":2150.16,"body":"what's the number one reason why"},{"speaker":"Robert States","startTime":2146.65,"endTime":2150.16,"body":"have a failure? I didn't know I"},{"speaker":"Robert States","startTime":2150.16,"endTime":2153.94,"body":"needed to know that. So there"},{"speaker":"Robert States","startTime":2150.16,"endTime":2153.94,"body":"was something in that physics"},{"speaker":"Robert States","startTime":2153.94,"endTime":2157.69,"body":"based model that didn't capture"},{"speaker":"Robert States","startTime":2153.94,"endTime":2157.69,"body":"that behaviour. And it prompts"},{"speaker":"Robert States","startTime":2157.69,"endTime":2161.71,"body":"you to go look for it. If"},{"speaker":"Robert States","startTime":2157.69,"endTime":2161.71,"body":"prompts you to go look for in"},{"speaker":"Robert States","startTime":2161.74,"endTime":2165.0099999999998,"body":"you know, so this participate"},{"speaker":"Robert States","startTime":2161.74,"endTime":2165.0099999999998,"body":"systems don't work until you"},{"speaker":"Robert States","startTime":2165.0099999999998,"endTime":2167.35,"body":"made a million products. I'm"},{"speaker":"Robert States","startTime":2165.0099999999998,"endTime":2167.35,"body":"just making up numbers here, but"},{"speaker":"Robert States","startTime":2167.35,"endTime":2170.17,"body":"you don't know until you reach"},{"speaker":"Robert States","startTime":2167.35,"endTime":2170.17,"body":"some sort of steady state. When"},{"speaker":"Robert States","startTime":2170.17,"endTime":2174.16,"body":"you see from day one with a"},{"speaker":"Robert States","startTime":2170.17,"endTime":2174.16,"body":"physics based model, you can"},{"speaker":"Robert States","startTime":2174.16,"endTime":2176.77,"body":"provide confidence that that"},{"speaker":"Robert States","startTime":2174.16,"endTime":2176.77,"body":"product is good, and you're"},{"speaker":"Robert States","startTime":2176.77,"endTime":2179.5299999999997,"body":"going to learn about what's"},{"speaker":"Robert States","startTime":2176.77,"endTime":2179.5299999999997,"body":"really driving your reliability."},{"speaker":"Robert States","startTime":2179.7999999999997,"endTime":2182.68,"body":"And you can predict when it's"},{"speaker":"Robert States","startTime":2179.7999999999997,"endTime":2182.68,"body":"going to be problematic sometime"},{"speaker":"Robert States","startTime":2182.68,"endTime":2186.13,"body":"down the road. And I really"},{"speaker":"Robert States","startTime":2182.68,"endTime":2186.13,"body":"think that That's a true"},{"speaker":"Robert States","startTime":2186.13,"endTime":2189.82,"body":"opportunity in the marketplace."},{"speaker":"Robert States","startTime":2186.13,"endTime":2189.82,"body":"And I know companies are trying"},{"speaker":"Robert States","startTime":2189.82,"endTime":2192.58,"body":"to figure this out, I talked to"},{"speaker":"Robert States","startTime":2189.82,"endTime":2192.58,"body":"them, they all have interest,"},{"speaker":"Robert States","startTime":2193.15,"endTime":2196.57,"body":"the bigger and I go talk to"},{"speaker":"Robert States","startTime":2193.15,"endTime":2196.57,"body":"individual units, I'll talk to"},{"speaker":"Robert States","startTime":2196.57,"endTime":2200.77,"body":"quality regulatory, the standing"},{"speaker":"Robert States","startTime":2196.57,"endTime":2200.77,"body":"engineering, folks, r\u0026d, folks,"},{"speaker":"Robert States","startTime":2200.77,"endTime":2203.74,"body":"operations, folks are on board,"},{"speaker":"Robert States","startTime":2200.77,"endTime":2203.74,"body":"but none of them have the"},{"speaker":"Robert States","startTime":2203.74,"endTime":2206.02,"body":"political capital make it"},{"speaker":"Robert States","startTime":2203.74,"endTime":2206.02,"body":"happen. So it really has to"},{"speaker":"Robert States","startTime":2206.02,"endTime":2210.13,"body":"happen from the top down. And I"},{"speaker":"Robert States","startTime":2206.02,"endTime":2210.13,"body":"would say, the industry's in"},{"speaker":"Robert States","startTime":2210.13,"endTime":2212.98,"body":"flux, and how that's gonna"},{"speaker":"Robert States","startTime":2210.13,"endTime":2212.98,"body":"happen. I just know of case"},{"speaker":"Robert States","startTime":2212.98,"endTime":2216.46,"body":"studies that were involved with"},{"speaker":"Robert States","startTime":2212.98,"endTime":2216.46,"body":"where this is happening. But you"},{"speaker":"Robert States","startTime":2216.46,"endTime":2217.2999999999997,"body":"know, this is coming"},{"speaker":"Aaron Moncur","startTime":2218.71,"endTime":2222.04,"body":"We've been talking"},{"speaker":"Aaron Moncur","startTime":2218.71,"endTime":2222.04,"body":"about failure a lot during this"},{"speaker":"Aaron Moncur","startTime":2222.04,"endTime":2227.86,"body":"episode. Share with me, how does"},{"speaker":"Aaron Moncur","startTime":2222.04,"endTime":2227.86,"body":"organisational structure drive"},{"speaker":"Aaron Moncur","startTime":2227.89,"endTime":2228.58,"body":"failure?"},{"speaker":"Robert States","startTime":2230.68,"endTime":2233.62,"body":"Yeah, there,"},{"speaker":"Robert States","startTime":2230.68,"endTime":2233.62,"body":"there's, there's, there's a"},{"speaker":"Robert States","startTime":2233.98,"endTime":2239.32,"body":"couple a couple of things there,"},{"speaker":"Robert States","startTime":2233.98,"endTime":2239.32,"body":"if you don't have, if you are"},{"speaker":"Robert States","startTime":2240.34,"endTime":2244.81,"body":"highly vertically integrated,"},{"speaker":"Robert States","startTime":2240.34,"endTime":2244.81,"body":"and you have a relatively young"},{"speaker":"Robert States","startTime":2244.81,"endTime":2246.97,"body":"staff, you don't have enough"},{"speaker":"Robert States","startTime":2244.81,"endTime":2246.97,"body":"people there to have seen"},{"speaker":"Robert States","startTime":2246.97,"endTime":2252.07,"body":"enough. Right, you have to have"},{"speaker":"Robert States","startTime":2246.97,"endTime":2252.07,"body":"that mix. And so if you have an"},{"speaker":"Robert States","startTime":2252.07,"endTime":2255.22,"body":"organisation that regularly"},{"speaker":"Robert States","startTime":2252.07,"endTime":2255.22,"body":"burns through people, and"},{"speaker":"Robert States","startTime":2255.22,"endTime":2259.21,"body":"there's companies like that we"},{"speaker":"Robert States","startTime":2255.22,"endTime":2259.21,"body":"all run across them, there is no"},{"speaker":"Robert States","startTime":2259.21,"endTime":2262.39,"body":"one that's been there and done"},{"speaker":"Robert States","startTime":2259.21,"endTime":2262.39,"body":"that, that holds that tribal"},{"speaker":"Robert States","startTime":2262.39,"endTime":2266.59,"body":"knowledge. Right. And so you"},{"speaker":"Robert States","startTime":2262.39,"endTime":2266.59,"body":"really need access to that"},{"speaker":"Robert States","startTime":2266.59,"endTime":2270.13,"body":"tribal knowledge one way or the"},{"speaker":"Robert States","startTime":2266.59,"endTime":2270.13,"body":"other, though, if you're if your"},{"speaker":"Robert States","startTime":2270.13,"endTime":2272.59,"body":"structures to be highly"},{"speaker":"Robert States","startTime":2270.13,"endTime":2272.59,"body":"vertically integrated, and you"},{"speaker":"Robert States","startTime":2272.59,"endTime":2277.84,"body":"have a relatively inexperienced"},{"speaker":"Robert States","startTime":2272.59,"endTime":2277.84,"body":"staff, you know, even if you"},{"speaker":"Robert States","startTime":2277.84,"endTime":2279.97,"body":"have a handful of experienced"},{"speaker":"Robert States","startTime":2277.84,"endTime":2279.97,"body":"people on there, they can't"},{"speaker":"Robert States","startTime":2279.97,"endTime":2283.0299999999997,"body":"capture it, all right, you need"},{"speaker":"Robert States","startTime":2279.97,"endTime":2283.0299999999997,"body":"to be diversified there, as"},{"speaker":"Robert States","startTime":2283.0299999999997,"endTime":2286.45,"body":"opposed to a model where you"},{"speaker":"Robert States","startTime":2283.0299999999997,"endTime":2286.45,"body":"rely heavily on expertise on the"},{"speaker":"Robert States","startTime":2286.45,"endTime":2289.87,"body":"outside, you know, and I always,"},{"speaker":"Robert States","startTime":2286.45,"endTime":2289.87,"body":"I always tell people, I'm never"},{"speaker":"Robert States","startTime":2289.87,"endTime":2292.39,"body":"going to understand their"},{"speaker":"Robert States","startTime":2289.87,"endTime":2292.39,"body":"products or their customers as"},{"speaker":"Robert States","startTime":2292.39,"endTime":2295.93,"body":"well as they do. But you know,"},{"speaker":"Robert States","startTime":2292.39,"endTime":2295.93,"body":"outside people can provide an"},{"speaker":"Robert States","startTime":2295.96,"endTime":2298.75,"body":"equal perspective, if they've"},{"speaker":"Robert States","startTime":2295.96,"endTime":2298.75,"body":"been there and done that, you"},{"speaker":"Robert States","startTime":2298.75,"endTime":2302.14,"body":"know, I've done I've worked on,"},{"speaker":"Robert States","startTime":2298.75,"endTime":2302.14,"body":"you know, 50 different platforms"},{"speaker":"Robert States","startTime":2302.14,"endTime":2305.2599999999998,"body":"or drug delivery systems. So,"},{"speaker":"Robert States","startTime":2302.14,"endTime":2305.2599999999998,"body":"you know, bring me number 51,"},{"speaker":"Robert States","startTime":2305.29,"endTime":2307.5099999999998,"body":"there's probably not something"},{"speaker":"Robert States","startTime":2305.29,"endTime":2307.5099999999998,"body":"that I haven't seen before,"},{"speaker":"Robert States","startTime":2307.5099999999998,"endTime":2311.47,"body":"right? Right, oh, bring the"},{"speaker":"Robert States","startTime":2307.5099999999998,"endTime":2311.47,"body":"right, they'll need to run the"},{"speaker":"Robert States","startTime":2311.47,"endTime":2314.02,"body":"project, you only need them for"},{"speaker":"Robert States","startTime":2311.47,"endTime":2314.02,"body":"a small percentage of them, help"},{"speaker":"Robert States","startTime":2314.02,"endTime":2318.46,"body":"them help let them help you"},{"speaker":"Robert States","startTime":2314.02,"endTime":2318.46,"body":"identify where the problems are"},{"speaker":"Robert States","startTime":2318.46,"endTime":2324.07,"body":"going to be, and accept that"},{"speaker":"Robert States","startTime":2318.46,"endTime":2324.07,"body":"help. And it will go a long way."},{"speaker":"Robert States","startTime":2324.07,"endTime":2328.0,"body":"So, you know, sometimes you"},{"speaker":"Robert States","startTime":2324.07,"endTime":2328.0,"body":"have, you know, big corporate"},{"speaker":"Robert States","startTime":2328.0,"endTime":2331.45,"body":"entities, I can tell you that,"},{"speaker":"Robert States","startTime":2328.0,"endTime":2331.45,"body":"you know, we get phone calls all"},{"speaker":"Robert States","startTime":2331.45,"endTime":2334.63,"body":"the time, where, again, the"},{"speaker":"Robert States","startTime":2331.45,"endTime":2334.63,"body":"capabilities of some of these"},{"speaker":"Robert States","startTime":2334.63,"endTime":2337.54,"body":"large ones, nationals is huge,"},{"speaker":"Robert States","startTime":2334.63,"endTime":2337.54,"body":"their share price lose more than"},{"speaker":"Robert States","startTime":2337.54,"endTime":2340.33,"body":"the value of stress engineering"},{"speaker":"Robert States","startTime":2337.54,"endTime":2340.33,"body":"every day on the stock market,"},{"speaker":"Robert States","startTime":2340.33,"endTime":2344.89,"body":"okay. But they can't motivate"},{"speaker":"Robert States","startTime":2340.33,"endTime":2344.89,"body":"their colleagues to help them."},{"speaker":"Robert States","startTime":2346.69,"endTime":2350.71,"body":"And in so, you know, you need to"},{"speaker":"Robert States","startTime":2346.69,"endTime":2350.71,"body":"have a model that provides a lot"},{"speaker":"Robert States","startTime":2350.71,"endTime":2354.73,"body":"of freedom to the people to get"},{"speaker":"Robert States","startTime":2350.71,"endTime":2354.73,"body":"the job done. Right. And then"},{"speaker":"Robert States","startTime":2354.73,"endTime":2359.35,"body":"teach them about what right is."},{"speaker":"Robert States","startTime":2354.73,"endTime":2359.35,"body":"And so I would say, you know, I"},{"speaker":"Robert States","startTime":2359.35,"endTime":2361.93,"body":"see how the different"},{"speaker":"Robert States","startTime":2359.35,"endTime":2361.93,"body":"organisations have. And here's"},{"speaker":"Robert States","startTime":2361.93,"endTime":2365.38,"body":"the net result, you know, it's,"},{"speaker":"Robert States","startTime":2361.93,"endTime":2365.38,"body":"I can just tell you, if you're"},{"speaker":"Robert States","startTime":2365.38,"endTime":2368.41,"body":"buying services is a lot cheaper"},{"speaker":"Robert States","startTime":2365.38,"endTime":2368.41,"body":"to prevent it, then deal with it"},{"speaker":"Robert States","startTime":2368.41,"endTime":2372.2799999999997,"body":"later. They never asked me how"},{"speaker":"Robert States","startTime":2368.41,"endTime":2372.2799999999997,"body":"much it cost to fix it. But"},{"speaker":"Robert States","startTime":2372.2799999999997,"endTime":2374.56,"body":"they're always asking for"},{"speaker":"Robert States","startTime":2372.2799999999997,"endTime":2374.56,"body":"detailed proposals to help them"},{"speaker":"Robert States","startTime":2374.56,"endTime":2379.18,"body":"up front. And, hey, I get it."},{"speaker":"Robert States","startTime":2374.56,"endTime":2379.18,"body":"You know, we're, it's capital"},{"speaker":"Robert States","startTime":2379.18,"endTime":2381.97,"body":"society, this is what we're"},{"speaker":"Robert States","startTime":2379.18,"endTime":2381.97,"body":"going to do. But you know, I"},{"speaker":"Robert States","startTime":2382.0,"endTime":2384.94,"body":"just tell you, I guarantee you,"},{"speaker":"Robert States","startTime":2382.0,"endTime":2384.94,"body":"it's a lot lower cost to do it"},{"speaker":"Robert States","startTime":2384.94,"endTime":2385.2999999999997,"body":"upfront."},{"speaker":"Aaron Moncur","startTime":2386.5299999999997,"endTime":2388.75,"body":"To put the time in"},{"speaker":"Aaron Moncur","startTime":2386.5299999999997,"endTime":2388.75,"body":"to do it right now. Right."},{"speaker":"Robert States","startTime":2388.7799999999997,"endTime":2389.2,"body":"Yeah."},{"speaker":"Aaron Moncur","startTime":2389.86,"endTime":2394.39,"body":"What was the"},{"speaker":"Aaron Moncur","startTime":2389.86,"endTime":2394.39,"body":"saying it's a there's, there's"},{"speaker":"Aaron Moncur","startTime":2394.5099999999998,"endTime":2398.14,"body":"always time to or there's never"},{"speaker":"Aaron Moncur","startTime":2394.5099999999998,"endTime":2398.14,"body":"time to do it right, but there's"},{"speaker":"Aaron Moncur","startTime":2398.14,"endTime":2399.34,"body":"always time to do it again."},{"speaker":"Robert States","startTime":2399.52,"endTime":2402.97,"body":"Yes. that's"},{"speaker":"Robert States","startTime":2399.52,"endTime":2402.97,"body":"right."},{"speaker":"Aaron Moncur","startTime":2402.97,"endTime":2405.85,"body":"Well, I think"},{"speaker":"Aaron Moncur","startTime":2402.97,"endTime":2405.85,"body":"we'll wrap up here in just a few"},{"speaker":"Aaron Moncur","startTime":2405.85,"endTime":2411.7,"body":"minutes. I've got one or two"},{"speaker":"Aaron Moncur","startTime":2405.85,"endTime":2411.7,"body":"more questions for you, what are"},{"speaker":"Aaron Moncur","startTime":2411.73,"endTime":2415.06,"body":"one of the biggest one or two of"},{"speaker":"Aaron Moncur","startTime":2411.73,"endTime":2415.06,"body":"the biggest challenges that you"},{"speaker":"Aaron Moncur","startTime":2415.06,"endTime":2415.84,"body":"face at work?"},{"speaker":"Robert States","startTime":2416.92,"endTime":2422.41,"body":"Um,  it's"},{"speaker":"Robert States","startTime":2416.92,"endTime":2422.41,"body":"important to keep clients happy."},{"speaker":"Robert States","startTime":2422.41,"endTime":2425.2599999999998,"body":"And you know, you have no"},{"speaker":"Robert States","startTime":2422.41,"endTime":2425.2599999999998,"body":"throttle on whether you're going"},{"speaker":"Robert States","startTime":2425.2599999999998,"endTime":2430.48,"body":"to get more phone calls today."},{"speaker":"Robert States","startTime":2425.2599999999998,"endTime":2430.48,"body":"10, or one or zero. And so"},{"speaker":"Robert States","startTime":2430.48,"endTime":2436.54,"body":"you're always trying to manage"},{"speaker":"Robert States","startTime":2430.48,"endTime":2436.54,"body":"that, in that's it. That is"},{"speaker":"Robert States","startTime":2436.54,"endTime":2441.43,"body":"probably the most difficult part"},{"speaker":"Robert States","startTime":2436.54,"endTime":2441.43,"body":"is just managed that and because"},{"speaker":"Robert States","startTime":2441.43,"endTime":2446.2,"body":"it's key that you keep them all"},{"speaker":"Robert States","startTime":2441.43,"endTime":2446.2,"body":"happy that they come back in. So"},{"speaker":"Robert States","startTime":2446.2,"endTime":2448.9,"body":"I'd say that that's probably"},{"speaker":"Robert States","startTime":2446.2,"endTime":2448.9,"body":"the, you know, the biggest"},{"speaker":"Robert States","startTime":2448.9,"endTime":2453.19,"body":"challenge. The other one is, is"},{"speaker":"Robert States","startTime":2448.9,"endTime":2453.19,"body":"the in this aspect of this role,"},{"speaker":"Robert States","startTime":2453.82,"endTime":2457.63,"body":"is there's a there's a business"},{"speaker":"Robert States","startTime":2453.82,"endTime":2457.63,"body":"development aspect that that"},{"speaker":"Robert States","startTime":2457.63,"endTime":2460.63,"body":"there's a there's a high spirit"},{"speaker":"Robert States","startTime":2457.63,"endTime":2460.63,"body":"of entrepreneurship here, that"},{"speaker":"Robert States","startTime":2460.63,"endTime":2465.49,"body":"it's very hard for engineers."},{"speaker":"Robert States","startTime":2460.63,"endTime":2465.49,"body":"You know, I went to I never have"},{"speaker":"Robert States","startTime":2465.85,"endTime":2468.49,"body":"to take an entrepreneur class in"},{"speaker":"Robert States","startTime":2465.85,"endTime":2468.49,"body":"college, I said, I'll never do"},{"speaker":"Robert States","startTime":2468.49,"endTime":2471.94,"body":"this. I'll never do this, you"},{"speaker":"Robert States","startTime":2468.49,"endTime":2471.94,"body":"know, and I lead a lot of the"},{"speaker":"Robert States","startTime":2471.94,"endTime":2476.95,"body":"business development activity."},{"speaker":"Robert States","startTime":2471.94,"endTime":2476.95,"body":"So you know, so it's, it's that"},{"speaker":"Robert States","startTime":2476.95,"endTime":2479.77,"body":"that's a that's a difficult I"},{"speaker":"Robert States","startTime":2476.95,"endTime":2479.77,"body":"mean, I live for now. I love it,"},{"speaker":"Robert States","startTime":2480.04,"endTime":2481.96,"body":"but that's hard for a lot of"},{"speaker":"Robert States","startTime":2480.04,"endTime":2481.96,"body":"people."},{"speaker":"Aaron Moncur","startTime":2482.44,"endTime":2485.35,"body":"Yeah. Yeah, that's"},{"speaker":"Aaron Moncur","startTime":2482.44,"endTime":2485.35,"body":"hard for me to wrap my head"},{"speaker":"Aaron Moncur","startTime":2485.35,"endTime":2487.48,"body":"around. as well, because that's"},{"speaker":"Aaron Moncur","startTime":2485.35,"endTime":2487.48,"body":"the part I love the"},{"speaker":"Aaron Moncur","startTime":2487.48,"endTime":2489.85,"body":"entrepreneurial part, but not"},{"speaker":"Aaron Moncur","startTime":2487.48,"endTime":2489.85,"body":"everyone's built that way. And"},{"speaker":"Aaron Moncur","startTime":2489.85,"endTime":2492.5499999999997,"body":"actually, that's a good thing,"},{"speaker":"Aaron Moncur","startTime":2489.85,"endTime":2492.5499999999997,"body":"right? The world doesn't need"},{"speaker":"Aaron Moncur","startTime":2492.91,"endTime":2494.29,"body":"everyone to be an entrepreneur."},{"speaker":"Robert States","startTime":2494.74,"endTime":2498.85,"body":"Yeah, I mean, I"},{"speaker":"Robert States","startTime":2494.74,"endTime":2498.85,"body":"segment our folks from I draw a"},{"speaker":"Robert States","startTime":2498.88,"endTime":2502.63,"body":"bell curve distribution. On one"},{"speaker":"Robert States","startTime":2498.88,"endTime":2502.63,"body":"end, you have really what I call"},{"speaker":"Robert States","startTime":2502.63,"endTime":2506.08,"body":"the SME squared or the fellow."},{"speaker":"Robert States","startTime":2502.63,"endTime":2506.08,"body":"On the other end, you have"},{"speaker":"Robert States","startTime":2506.08,"endTime":2508.87,"body":"really the visionary in you"},{"speaker":"Robert States","startTime":2506.08,"endTime":2508.87,"body":"know, and then I have a spectrum"},{"speaker":"Robert States","startTime":2508.87,"endTime":2513.25,"body":"across that where I broke it up"},{"speaker":"Robert States","startTime":2508.87,"endTime":2513.25,"body":"into six segments. And I really"},{"speaker":"Robert States","startTime":2513.25,"endTime":2515.59,"body":"spent a lot of time with the"},{"speaker":"Robert States","startTime":2513.25,"endTime":2515.59,"body":"individuals and figuring out"},{"speaker":"Robert States","startTime":2515.62,"endTime":2518.7999999999997,"body":"what are you? Are you in the"},{"speaker":"Robert States","startTime":2515.62,"endTime":2518.7999999999997,"body":"middle? Are you on the left? Are"},{"speaker":"Robert States","startTime":2518.7999999999997,"endTime":2521.59,"body":"you on the right doesn't? You"},{"speaker":"Robert States","startTime":2518.7999999999997,"endTime":2521.59,"body":"know, the answers are all"},{"speaker":"Robert States","startTime":2521.59,"endTime":2523.96,"body":"correct. I mean, what's"},{"speaker":"Robert States","startTime":2521.59,"endTime":2523.96,"body":"important and stress is that all"},{"speaker":"Robert States","startTime":2523.96,"endTime":2527.23,"body":"of them are important. All of"},{"speaker":"Robert States","startTime":2523.96,"endTime":2527.23,"body":"them. There's, there's there's"},{"speaker":"Robert States","startTime":2527.23,"endTime":2531.73,"body":"no greater among them. And I"},{"speaker":"Robert States","startTime":2527.23,"endTime":2531.73,"body":"right, okay, this is your lane."},{"speaker":"Robert States","startTime":2531.7599999999998,"endTime":2534.91,"body":"This is this is what good looks"},{"speaker":"Robert States","startTime":2531.7599999999998,"endTime":2534.91,"body":"like, this is how we're going to"},{"speaker":"Robert States","startTime":2535.39,"endTime":2538.21,"body":"develop you and your career. And"},{"speaker":"Robert States","startTime":2535.39,"endTime":2538.21,"body":"you know, we want you to go"},{"speaker":"Robert States","startTime":2538.21,"endTime":2540.58,"body":"pursue this and love what you"},{"speaker":"Robert States","startTime":2538.21,"endTime":2540.58,"body":"do. Yeah."},{"speaker":"Aaron Moncur","startTime":2541.09,"endTime":2543.73,"body":"Okay. Well, before"},{"speaker":"Aaron Moncur","startTime":2541.09,"endTime":2543.73,"body":"we wrap up here, is there"},{"speaker":"Aaron Moncur","startTime":2543.73,"endTime":2546.7599999999998,"body":"anything else that we should"},{"speaker":"Aaron Moncur","startTime":2543.73,"endTime":2546.7599999999998,"body":"have talked about that we"},{"speaker":"Aaron Moncur","startTime":2546.7599999999998,"endTime":2547.6,"body":"haven't yet?"},{"speaker":"Robert States","startTime":2549.82,"endTime":2554.62,"body":"No, I mean, I can"},{"speaker":"Robert States","startTime":2549.82,"endTime":2554.62,"body":"just tell you that it product"},{"speaker":"Robert States","startTime":2554.62,"endTime":2557.2599999999998,"body":"development doesn't have to be"},{"speaker":"Robert States","startTime":2554.62,"endTime":2557.2599999999998,"body":"as hard as it is that a lot of"},{"speaker":"Robert States","startTime":2557.2599999999998,"endTime":2562.24,"body":"people are experiencing and"},{"speaker":"Robert States","startTime":2557.2599999999998,"endTime":2562.24,"body":"right. So you know, be open to"},{"speaker":"Robert States","startTime":2562.27,"endTime":2567.7599999999998,"body":"two other ideas, and you should"},{"speaker":"Robert States","startTime":2562.27,"endTime":2567.7599999999998,"body":"explore them and go in and find"},{"speaker":"Robert States","startTime":2567.7599999999998,"endTime":2570.22,"body":"people you can trust the the"},{"speaker":"Robert States","startTime":2567.7599999999998,"endTime":2570.22,"body":"number one piece of advice, I"},{"speaker":"Robert States","startTime":2570.22,"endTime":2572.7999999999997,"body":"told you my jobs on scripted"},{"speaker":"Robert States","startTime":2570.22,"endTime":2572.7999999999997,"body":"here, but I always tell people,"},{"speaker":"Robert States","startTime":2572.7999999999997,"endTime":2575.71,"body":"surround yourself with people"},{"speaker":"Robert States","startTime":2572.7999999999997,"endTime":2575.71,"body":"who have been there before and"},{"speaker":"Robert States","startTime":2575.71,"endTime":2576.31,"body":"listen to it."},{"speaker":"Aaron Moncur","startTime":2576.85,"endTime":2579.22,"body":"I love it. All"},{"speaker":"Aaron Moncur","startTime":2576.85,"endTime":2579.22,"body":"right. Well, Robert, thank you"},{"speaker":"Aaron Moncur","startTime":2579.22,"endTime":2583.84,"body":"so much for joining me today. I"},{"speaker":"Aaron Moncur","startTime":2579.22,"endTime":2583.84,"body":"really appreciate you spending"},{"speaker":"Aaron Moncur","startTime":2583.84,"endTime":2585.64,"body":"some time on on the podcast."},{"speaker":"Robert States","startTime":2585.79,"endTime":2587.68,"body":"Oh, this was"},{"speaker":"Robert States","startTime":2585.79,"endTime":2587.68,"body":"great. I really appreciate it."},{"speaker":"Aaron Moncur","startTime":2591.2799999999997,"endTime":2594.7599999999998,"body":"I'm Aaron Moncur,"},{"speaker":"Aaron Moncur","startTime":2591.2799999999997,"endTime":2594.7599999999998,"body":"founder of Pipeline Design and"},{"speaker":"Aaron Moncur","startTime":2594.7599999999998,"endTime":2597.79,"body":"Engineering. If you liked what"},{"speaker":"Aaron Moncur","startTime":2594.7599999999998,"endTime":2597.79,"body":"you heard today, please share"},{"speaker":"Aaron Moncur","startTime":2597.79,"endTime":2601.33,"body":"the episode. To learn how your"},{"speaker":"Aaron Moncur","startTime":2597.79,"endTime":2601.33,"body":"team can leverage our team's"},{"speaker":"Aaron Moncur","startTime":2601.33,"endTime":2605.08,"body":"expertise developing turnkey"},{"speaker":"Aaron Moncur","startTime":2601.33,"endTime":2605.08,"body":"equipment, custom fixtures and"},{"speaker":"Aaron Moncur","startTime":2605.11,"endTime":2609.1,"body":"automated machines and with"},{"speaker":"Aaron Moncur","startTime":2605.11,"endTime":2609.1,"body":"product design, visit us at"},{"speaker":"Aaron Moncur","startTime":2609.13,"endTime":2612.16,"body":"teampipeline.us. Thanks for"},{"speaker":"Aaron Moncur","startTime":2609.13,"endTime":2612.16,"body":"listening."},{"speaker":"Aaron Moncur","startTime":2622.18,"endTime":2626.23,"body":"Dear valued listener, we kindly"},{"speaker":"Aaron Moncur","startTime":2622.18,"endTime":2626.23,"body":"ask that you help us get to 105"},{"speaker":"Aaron Moncur","startTime":2626.23,"endTime":2629.83,"body":"star podcast reviews in their"},{"speaker":"Aaron Moncur","startTime":2626.23,"endTime":2629.83,"body":"platform of your choice. For a"},{"speaker":"Aaron Moncur","startTime":2629.83,"endTime":2633.79,"body":"chance to win a $50 amazon gift"},{"speaker":"Aaron Moncur","startTime":2629.83,"endTime":2633.79,"body":"card, send us a screenshot of"},{"speaker":"Aaron Moncur","startTime":2633.79,"endTime":2639.94,"body":"your five star podcast review to"},{"speaker":"Aaron Moncur","startTime":2633.79,"endTime":2639.94,"body":"podcast@teampipeline.us, you'll"},{"speaker":"Aaron Moncur","startTime":2639.94,"endTime":2642.43,"body":"find that email address in the"},{"speaker":"Aaron Moncur","startTime":2639.94,"endTime":2642.43,"body":"description of the show notes"}]}