WEBVTT 00:00:01.120 --> 00:00:04.660 Hey, what's up, Toby? We are to process debt 00:00:04.660 --> 00:00:10.519 podcast number 27. We're past the halfway home. 00:00:11.099 --> 00:00:16.039 I know we made it a half a year. I made it a 00:00:16.039 --> 00:00:18.519 half a year. All right, today's topic. Congratulations. 00:00:20.559 --> 00:00:29.089 Today's topic. Okay, go ahead. I know hold on 00:00:29.089 --> 00:00:30.649 i'm trying to i'm trying to find the good words 00:00:30.649 --> 00:00:34.750 here. So it is Processed that oftentimes hides 00:00:34.750 --> 00:00:39.590 in areas that people can't see okay And they 00:00:39.590 --> 00:00:43.350 name it something or they give the the fixing 00:00:43.350 --> 00:00:49.070 of that Problem a name and by giving it a name. 00:00:49.070 --> 00:00:52.450 It's gone like that that that problem now disappears 00:00:52.450 --> 00:00:57.689 from focus because that name has to like kind 00:00:57.689 --> 00:01:02.210 of uh, the happen. So like, think of a reorg. 00:01:03.090 --> 00:01:08.109 Okay. Yep. Okay. So, yeah, reorgs are really 00:01:08.109 --> 00:01:12.269 interesting right now. And how often in your 00:01:12.269 --> 00:01:14.769 career have you seen a reorg and then the next 00:01:14.769 --> 00:01:20.290 reorg is back to the org? With only 85 % of the 00:01:20.290 --> 00:01:25.189 staff. Yeah. Now we're going back to what we 00:01:25.189 --> 00:01:28.150 did with Tom, Dick, and Harry who understood 00:01:28.150 --> 00:01:33.329 how we used to do it. I've seen, I've seen that 00:01:33.329 --> 00:01:37.189 those patterns happen a lot. Well, you've been 00:01:37.189 --> 00:01:39.450 doing process work. We talk a lot about this, 00:01:39.569 --> 00:01:42.569 you know, between the two of us, like half a 00:01:42.569 --> 00:01:48.129 century now of process. And yeah, oftentimes 00:01:48.129 --> 00:01:51.609 we take action. And what we're really doing is 00:01:51.609 --> 00:01:54.829 focusing on a symptom, but that's all they can 00:01:54.829 --> 00:01:57.170 see. At an executive level, they're only seeing 00:01:57.170 --> 00:02:00.650 a little bit of the business process and it's 00:02:00.650 --> 00:02:03.750 usually whatever plinks out the back end, you 00:02:03.750 --> 00:02:09.289 know, pooping jelly beans. Well, what's funny 00:02:09.289 --> 00:02:15.090 is it's oftentimes we need to do something. And 00:02:15.090 --> 00:02:19.229 it's not really out of, the change isn't out 00:02:19.229 --> 00:02:23.789 of understanding. It's out of discomfort. That's 00:02:23.789 --> 00:02:27.949 pretty human, right? Oh yeah. Why wouldn't, why 00:02:27.949 --> 00:02:30.210 wouldn't we do that? Right? Like we're, we're, 00:02:30.210 --> 00:02:33.030 we're sitting on a Savannah and we're uncomfortable 00:02:33.030 --> 00:02:35.990 because we're getting sunburned. Let's go move 00:02:35.990 --> 00:02:38.270 under the tree. I'm sitting on a six inch cause 00:02:38.270 --> 00:02:41.430 Stan's a wallet. I need a new, I need a new chair. 00:02:41.909 --> 00:02:47.580 My hip. Yeah, you're right. Yeah. Humans recognize 00:02:47.580 --> 00:02:50.780 discomfort. We're just not very smart about identifying 00:02:50.780 --> 00:02:54.819 the root cause. And so we attack them. Totally. 00:02:55.259 --> 00:03:01.379 Yeah. Correct. Because it's easier to move, to 00:03:01.379 --> 00:03:04.240 move the emotion, right? To remove the emotion 00:03:04.240 --> 00:03:06.520 through movement, whatever that movement is, 00:03:07.219 --> 00:03:11.360 than to sit in the discomfort and say, what is 00:03:11.360 --> 00:03:15.099 actually going on? Yeah. I'm trying to think 00:03:15.099 --> 00:03:17.199 of what podcast I was listening to. It was, I 00:03:17.199 --> 00:03:21.699 think it was Brene Brown and a huge fan. And 00:03:21.699 --> 00:03:23.860 you know, one of the, one of the conversations 00:03:23.860 --> 00:03:27.419 had to do with, so you get a thorn in your foot 00:03:27.419 --> 00:03:29.740 and you know, it's going to hurt to have to pull 00:03:29.740 --> 00:03:32.800 it out. So now you find a way to put your sock 00:03:32.800 --> 00:03:35.639 on without snagging the thorn and you cut up 00:03:35.639 --> 00:03:38.500 your sock. And all of a sudden you've designed 00:03:38.500 --> 00:03:40.419 a custom sock for people that happen to have 00:03:40.419 --> 00:03:43.620 a thorn in that exact same place. Audience of 00:03:43.620 --> 00:03:46.479 one. But your shoe doesn't fit. So now you start 00:03:46.479 --> 00:03:49.060 re -engineering shoes that accommodate the thorn. 00:03:49.919 --> 00:03:52.520 And you see where this goes. Like the lucency 00:03:52.520 --> 00:03:56.659 is outrageous, but it's exactly what we do. It's 00:03:56.659 --> 00:03:59.780 nature, but it's manifest when we put your humans 00:03:59.780 --> 00:04:03.439 together and call it a company. Yep. Right. So 00:04:03.439 --> 00:04:05.259 Bob's an asshole, but we figured out a way to 00:04:05.259 --> 00:04:08.020 work around Bob, even though he's the center 00:04:08.020 --> 00:04:11.419 of everything and it's painful, but won't have 00:04:11.419 --> 00:04:18.339 to involve him. For sure. There's a law that 00:04:18.339 --> 00:04:21.379 I always mention, but for some reason I'm forgetting 00:04:21.379 --> 00:04:23.819 it, but basically it says that something will 00:04:23.819 --> 00:04:26.620 be around, there's a 50 % chance that something 00:04:26.620 --> 00:04:29.720 will be around for as long as it's been around. 00:04:30.379 --> 00:04:33.060 Oh, that's a horrible law. That makes me really 00:04:33.060 --> 00:04:40.720 think about my belly. Tell me more. For example, 00:04:40.860 --> 00:04:45.500 For example, IBM has been around for a hundred 00:04:45.500 --> 00:04:48.980 plus years. And so in some shape or form, there's 00:04:48.980 --> 00:04:53.480 a 50 % chance that IBM will be around in another 00:04:53.480 --> 00:04:56.660 hundred years. In some shape or form, right? 00:04:57.060 --> 00:05:00.339 Look at Nokia. It started out as, it's not a 00:05:00.339 --> 00:05:02.660 phone company that we all remember. It started 00:05:02.660 --> 00:05:06.240 out as like a woolen mill or something. Like 00:05:06.240 --> 00:05:08.199 Fiskars, Fiskars scissors. They've been around 00:05:08.199 --> 00:05:10.759 for two or 300 years, something, something very, 00:05:10.759 --> 00:05:12.439 very long. They're going to be around for a really 00:05:12.439 --> 00:05:15.339 long time. Right. You know, I thought they were 00:05:15.339 --> 00:05:17.759 damp and then I heard, I think it was Microsoft 00:05:17.759 --> 00:05:21.120 that acquired them about five years ago. AOL 00:05:21.120 --> 00:05:26.459 is still a thing. Right. And so, so like, this 00:05:26.459 --> 00:05:28.339 is the interesting thing about startups, right. 00:05:28.379 --> 00:05:30.959 It's like, they've been around for two years. 00:05:31.379 --> 00:05:33.259 There's a 50 % chance that they'll be around 00:05:33.259 --> 00:05:35.300 for another years. But the reason I bring this 00:05:35.300 --> 00:05:39.740 up is because oftentimes orgs are around human 00:05:39.740 --> 00:05:45.040 moving parts. Yes. Right. They're not around 00:05:45.040 --> 00:05:48.439 the internal tools or applications or business 00:05:48.439 --> 00:05:52.139 units that have been there for a long time. It's 00:05:52.139 --> 00:05:55.920 around personalities. Yeah. It's around personalities. 00:05:56.160 --> 00:05:58.500 It's around, let's shake things up and let's 00:05:58.500 --> 00:06:01.339 change our org structure to match something different. 00:06:01.360 --> 00:06:05.680 And you're like, I mean, That's why most of them 00:06:05.680 --> 00:06:09.459 that reorg around a concept just die in six months. 00:06:10.500 --> 00:06:13.279 I will say too, I don't know how many times I've 00:06:13.279 --> 00:06:18.040 seen a newly promoted manager or director or 00:06:18.040 --> 00:06:21.060 an executive come in from outside that says, 00:06:21.240 --> 00:06:26.560 here's how we used to do it. I want to put my 00:06:26.560 --> 00:06:32.459 mark on this. Organizations don't value consistent, 00:06:32.720 --> 00:06:36.920 steady, predictable. You lose sight of the fact 00:06:36.920 --> 00:06:39.100 that not every part of the business needs to 00:06:39.100 --> 00:06:42.040 be wildly innovative. For years I've said to 00:06:42.040 --> 00:06:44.639 clients, what are the boring parts of your business 00:06:44.639 --> 00:06:47.540 that have to be consistent? And their answer 00:06:47.540 --> 00:06:50.920 is, our business is wild and exciting. We do 00:06:50.920 --> 00:06:53.240 cold storage and you move pallets in and out 00:06:53.240 --> 00:06:57.240 of giant refrigerators. And I'm like, ooh, yes, 00:06:57.240 --> 00:07:02.660 that is sexy. You say so, chief. Isn't it sexy 00:07:02.660 --> 00:07:09.740 doing the billing and payroll too? And I love 00:07:09.740 --> 00:07:11.920 that you call that out because not every part 00:07:11.920 --> 00:07:14.860 of our business needs to be ever innovative. 00:07:16.240 --> 00:07:19.980 Like where we're the same as our competitors, 00:07:20.620 --> 00:07:22.779 that's where we should be cooperating and seeking 00:07:22.779 --> 00:07:25.939 best practices. If we can drive efficiencies 00:07:25.939 --> 00:07:29.449 in how we bill each other, fantastic. But where 00:07:29.449 --> 00:07:32.629 we compete in the marketplace is where we should 00:07:32.629 --> 00:07:35.550 be innovating. How we serve our customers uniquely 00:07:35.550 --> 00:07:39.310 is how we really sharpening our saw. And yet 00:07:39.310 --> 00:07:42.949 we confuse all of that. You know, we don't celebrate 00:07:42.949 --> 00:07:47.930 zero errors in payroll. I'm glad that's not my 00:07:47.930 --> 00:07:51.149 job, you know. Oh gosh. Oh yeah. I love to pick 00:07:51.149 --> 00:07:53.649 on what we have several friends in common that 00:07:53.649 --> 00:07:57.050 are deep in that world. And I'm like, God bless 00:07:57.050 --> 00:07:59.500 you. because I don't care about anything behind 00:07:59.500 --> 00:08:01.540 the comma and you guys are worried about fractions 00:08:01.540 --> 00:08:03.920 of pennies. Well, there's different mindsets 00:08:03.920 --> 00:08:07.759 at play here. Well, and it is really crazy, right? 00:08:07.819 --> 00:08:09.560 So if you think of like, and you've done change 00:08:09.560 --> 00:08:12.839 management forever, right? And getting people 00:08:12.839 --> 00:08:17.000 to change and getting them to figure out how 00:08:17.000 --> 00:08:19.379 do you change and how do you go through that 00:08:19.379 --> 00:08:22.779 discomfort of learning something new? Like it's 00:08:22.779 --> 00:08:26.800 not a matter of It's, it's not a matter of gen 00:08:26.800 --> 00:08:30.660 AI will solve the problem. Yeah. What is Chris's 00:08:30.660 --> 00:08:33.580 new mailing address for his pay stub? That's 00:08:33.580 --> 00:08:37.940 gen AI. It'll figure it out. Like I've got a, 00:08:37.940 --> 00:08:40.019 I've got a really good friend that's doing a 00:08:40.019 --> 00:08:43.720 lot of really cool gen AI work, right? And he 00:08:43.720 --> 00:08:47.820 has found that people come to him and he is a 00:08:47.820 --> 00:08:50.779 huge lever. in which they will come to him with 00:08:50.779 --> 00:08:53.320 a problem and he's like, that's not a gen AI 00:08:53.320 --> 00:08:56.360 problem. That's called a software problem. You 00:08:56.360 --> 00:08:58.840 should just throw some developers at it and fix 00:08:58.840 --> 00:09:01.240 it. And so it's been really funny because he's 00:09:01.240 --> 00:09:05.200 like, we're solving software problems. They're 00:09:05.200 --> 00:09:09.799 getting discovered by executives because that's 00:09:09.799 --> 00:09:12.700 where the focus is. That's where the spotlight 00:09:12.700 --> 00:09:16.120 effect is. And so you bring gen AI around and 00:09:16.120 --> 00:09:19.259 it's this big spotlight. And my buddy's like, 00:09:19.299 --> 00:09:24.419 yeah, that has nothing to do with LLMs or machine 00:09:24.419 --> 00:09:30.820 learning or nothing. And then it exposes the 00:09:30.820 --> 00:09:33.480 problem of like, well, what's going on? And he 00:09:33.480 --> 00:09:35.440 explains it. He's like, well, we're going to 00:09:35.440 --> 00:09:38.120 make it better by exposing this to clients or 00:09:38.120 --> 00:09:41.799 whatever they're doing. But the problem was not 00:09:41.799 --> 00:09:45.860 fundamentally even close to an LLM, but it allowed 00:09:45.860 --> 00:09:51.289 the focus to be on the problem. And he skillfully 00:09:51.289 --> 00:09:57.950 said, it's a software thing. I would say, and 00:09:57.950 --> 00:10:02.629 we've talked about this, there is the idea of, 00:10:02.850 --> 00:10:04.889 what do we solve with tools? What do we solve 00:10:04.889 --> 00:10:08.470 with process? What do we solve with human understanding? 00:10:08.529 --> 00:10:12.289 But then what has to be solved with vision? What 00:10:12.289 --> 00:10:14.350 you're describing is one of those, they're starting 00:10:14.350 --> 00:10:18.929 at the most technical solution. Right. I think 00:10:18.929 --> 00:10:22.090 the easiest version is, are we clear on the vision? 00:10:22.610 --> 00:10:25.370 You know, we want super innovative payroll practice 00:10:25.370 --> 00:10:28.350 or do we want payroll cut on time and accurate? 00:10:29.450 --> 00:10:32.629 And if the team is pressing it in Excel and we're 00:10:32.629 --> 00:10:34.970 not blowing it a hundred percent a year, let 00:10:34.970 --> 00:10:39.820 them do what they're doing. There's no subscription 00:10:39.820 --> 00:10:43.820 cost in the world that is better than the competent 00:10:43.820 --> 00:10:46.539 Excel guy that nails the payroll process or whatever. 00:10:46.899 --> 00:10:48.940 It's not, everything gets more expensive from 00:10:48.940 --> 00:10:52.559 there. And if we don't have that clarity and 00:10:52.559 --> 00:10:54.200 then we move on to the people is that there's 00:10:54.200 --> 00:10:57.580 an understanding gap there. Tools and gen AI 00:10:57.580 --> 00:11:00.000 doesn't solve somebody, you know, hiring Toby 00:11:00.000 --> 00:11:03.360 to run payroll. That's just a bad idea. Right. 00:11:03.399 --> 00:11:06.320 He's not wired for it. He doesn't care about 00:11:06.320 --> 00:11:09.029 it. Get the guy out of there. But we go directly 00:11:09.029 --> 00:11:12.129 to the most complex end because it is sexy. Our 00:11:12.129 --> 00:11:14.409 executives saw a Harvard Business Review at the 00:11:14.409 --> 00:11:16.730 airport and it had big in the eye on the cover. 00:11:17.110 --> 00:11:19.610 They didn't read it. They didn't buy it. You 00:11:19.610 --> 00:11:23.370 know, they read the cover. Well, but what's also 00:11:23.370 --> 00:11:25.850 interesting is it's like when, when these, I 00:11:25.850 --> 00:11:28.970 mean, we were around for the dot com bubble and 00:11:28.970 --> 00:11:31.789 it's one of those funny things where there's 00:11:31.789 --> 00:11:36.080 such a shift in attention. Oh my God. You can't 00:11:36.080 --> 00:11:39.659 go wrong spending money there. Yeah, it's true. 00:11:40.759 --> 00:11:43.320 And you will go wrong eventually because you've 00:11:43.320 --> 00:11:47.360 got to pay payroll. Right. It's like gravity. 00:11:48.259 --> 00:11:51.759 Yeah, yeah. Like it's the finance, it's the business 00:11:51.759 --> 00:11:55.120 and the problems that people are willing to pay 00:11:55.120 --> 00:11:58.899 to have solved. is where the rubber hits the 00:11:58.899 --> 00:12:00.460 road. Yeah. It's funny that you bring up the 00:12:00.460 --> 00:12:04.059 .com because it's very germane to today's mania 00:12:04.059 --> 00:12:07.279 around AI. And I was working in healthcare, you 00:12:07.279 --> 00:12:13.240 know, 97 to 99, and I was doing IT strategy and 00:12:13.240 --> 00:12:17.620 the interim CIO said, what we really need is 00:12:17.620 --> 00:12:21.799 a physician portal with a web interface. 99, 00:12:22.100 --> 00:12:25.820 everybody had... button only Nokia phones with 00:12:25.820 --> 00:12:28.539 little antenna that came out the top or flip 00:12:28.539 --> 00:12:32.980 phone. You're super cool, right? And most of 00:12:32.980 --> 00:12:35.759 these doctors are still packing pagers because 00:12:35.759 --> 00:12:38.899 it won't be able to call, right? And so here 00:12:38.899 --> 00:12:41.299 we have guys looking at a green screen that's 00:12:41.299 --> 00:12:44.480 installed in the wall by where they're doing 00:12:44.480 --> 00:12:47.899 their notes after procedures. If they would have 00:12:47.899 --> 00:12:49.220 had a web interface, they wouldn't have been 00:12:49.220 --> 00:12:52.100 able to use it. Like they didn't have these guys 00:12:52.100 --> 00:12:55.470 carrying laptops. And so I feel like we're in 00:12:55.470 --> 00:12:57.909 this same place. First it was, let's put web 00:12:57.909 --> 00:12:59.570 interfaces and then it's like move everything 00:12:59.570 --> 00:13:03.210 to the cloud, which ironically was when all the 00:13:03.210 --> 00:13:05.250 laptops and PCs were the opposite of, we were 00:13:05.250 --> 00:13:07.330 trying to get everything off of a mainframe and 00:13:07.330 --> 00:13:11.570 then we'd re -consolidate. And so now we have 00:13:11.570 --> 00:13:14.370 Jane AI, which is the latest exciting, not just 00:13:14.370 --> 00:13:17.169 Jen, but all the AI craze. And time and time 00:13:17.169 --> 00:13:19.789 again, what we find is in to your point, like 00:13:19.789 --> 00:13:23.539 it's a beautiful bandaid, but it may not be you 00:13:23.539 --> 00:13:26.759 know, maybe need a tourniquet, you know? Yeah. 00:13:26.940 --> 00:13:29.240 And what, well, the interesting thing is it's 00:13:29.240 --> 00:13:31.860 like, look, like life gets busy, you get stressful. 00:13:32.139 --> 00:13:35.960 Yeah. And we don't go to a place when we're in 00:13:35.960 --> 00:13:38.899 stress, we don't go to a place of, let's think 00:13:38.899 --> 00:13:42.379 deep here. A hundred percent. It's not our, it's 00:13:42.379 --> 00:13:44.899 not our natural tendencies. Right. And so, and 00:13:44.899 --> 00:13:46.840 I don't know even know how you would track this, 00:13:46.840 --> 00:13:49.460 but my guess is, is if you find really funky 00:13:49.460 --> 00:13:53.019 mistakes where businesses have like, kind of 00:13:53.019 --> 00:13:55.779 shifted wrong or done something. Like, I just 00:13:55.779 --> 00:13:59.460 wonder if it's just this whiplashy. I have to 00:13:59.460 --> 00:14:02.320 make a decision because I'm being sunburned in 00:14:02.320 --> 00:14:05.480 the Savannah. I have to make a decision to go 00:14:05.480 --> 00:14:07.679 under the tree or go run somewhere, right? Like 00:14:07.679 --> 00:14:10.080 I just have to, I have to, I have to do something 00:14:10.080 --> 00:14:15.000 to alleviate the stress. Sales organizations 00:14:15.000 --> 00:14:19.740 and sales comp is a perfect example of, you know, 00:14:19.769 --> 00:14:22.250 We're not, we're not getting the outcome we thought 00:14:22.250 --> 00:14:24.330 we were going to get. So how do we move quickly 00:14:24.330 --> 00:14:26.629 instead of asking why are we getting the outcome? 00:14:26.850 --> 00:14:28.549 Maybe we have a shitty sales force, but instead 00:14:28.549 --> 00:14:32.509 we call a plan. You know, that's the moving target 00:14:32.509 --> 00:14:34.809 marketing shifts the focus all the time. There's 00:14:34.809 --> 00:14:37.750 not a persistent strategy. It's like, we've got 00:14:37.750 --> 00:14:41.049 700 options. Clearly we chose the wrong one. 00:14:41.909 --> 00:14:44.289 So yes, I love this naming it alone. Doesn't 00:14:44.289 --> 00:14:47.350 solve the problem. You know, the lizard brain 00:14:47.350 --> 00:14:51.929 is fight, flight or freeze. And so we want to 00:14:51.929 --> 00:14:55.789 take action. This is how we correct. That's correct. 00:14:56.070 --> 00:14:58.669 And instead, instead it's, it's just that simple 00:14:58.669 --> 00:15:00.909 slowing down, take a breath. Like what's the 00:15:00.909 --> 00:15:04.190 real problem. You know, it's that slowest, you 00:15:04.190 --> 00:15:06.990 know, it's, it's all the smoother, the smoothest 00:15:06.990 --> 00:15:09.830 fast. It's, it's, it's a, I do have a, I have 00:15:09.830 --> 00:15:11.629 a little thing in my backpack that says that. 00:15:11.750 --> 00:15:13.509 Cause I do think that that's really brilliant. 00:15:13.549 --> 00:15:16.399 You're right. Like and I you know, just really 00:15:16.399 --> 00:15:19.080 quick like my wife and I have gotten into this 00:15:19.080 --> 00:15:23.600 like military Military where they send the celebrities 00:15:23.600 --> 00:15:25.419 and they go through basically like a seal. Okay 00:15:25.419 --> 00:15:29.100 a seal well seal selection. This is like anything 00:15:29.100 --> 00:15:32.159 Yeah, it's it's fun and it's enjoyable and you 00:15:32.159 --> 00:15:33.940 push these people to their mental limits and 00:15:33.940 --> 00:15:35.919 they crashed and they hate each other and they 00:15:35.919 --> 00:15:38.399 cry and all You know, it's it's good drama. But 00:15:38.399 --> 00:15:40.519 what's what's interesting about what's interesting 00:15:40.519 --> 00:15:43.629 about that is like We as Americans think that 00:15:43.629 --> 00:15:47.889 the army is all about this selection process. 00:15:48.070 --> 00:15:50.590 And the reality is, that's all that is in the 00:15:50.590 --> 00:15:54.230 military. Like that whole, you know, the Coronado 00:15:54.230 --> 00:15:56.889 Island with the Navy SEALs, where you ring the 00:15:56.889 --> 00:15:59.970 bell, that's selection. That's not execution. 00:16:00.610 --> 00:16:03.070 And it's two completely different things. And 00:16:03.070 --> 00:16:06.210 so like, even when, even when like our troops 00:16:06.210 --> 00:16:09.490 have like trained with, you know, Ukrainian troops. 00:16:09.820 --> 00:16:13.679 Like it's such a different culture and that like, 00:16:13.679 --> 00:16:17.639 we're very like the, like our army is very much 00:16:17.639 --> 00:16:20.440 about learning, growing, getting better. Right. 00:16:20.539 --> 00:16:23.500 It's not about hiding the truth. It's about exposing 00:16:23.500 --> 00:16:25.980 what went wrong. Right. And so, you know, I, 00:16:25.980 --> 00:16:28.960 and, you know, sure. It's not always that way. 00:16:29.100 --> 00:16:31.220 You know, the army is big enough to have, you 00:16:31.220 --> 00:16:34.360 know, some screw ups in it, but if you think 00:16:34.360 --> 00:16:36.840 about that, like, I think sometimes we think 00:16:36.840 --> 00:16:40.159 business is like the selection process. And it 00:16:40.159 --> 00:16:44.860 is if you're a startup, right? Yes. But if you're 00:16:44.860 --> 00:16:48.379 pulling in tens of millions or hundreds of millions, 00:16:48.379 --> 00:16:51.360 you've already been selected. And so the game's 00:16:51.360 --> 00:16:55.580 different. When so? Anyway, we made it again. 00:16:55.720 --> 00:16:58.220 Look at that. Just a shmidge over the five minute 00:16:58.220 --> 00:17:01.820 mark as usual. I hope you've all taken a second 00:17:01.820 --> 00:17:04.140 lap around the business building on your way 00:17:04.140 --> 00:17:07.000 into work today. Love it. Thanks for joining 00:17:07.000 --> 00:17:10.130 us as always. Chris, this is... Good stuff, brother. 00:17:10.529 --> 00:17:12.609 Thank you. Cool man. We'll catch you next week. 00:17:12.630 --> 00:17:13.789 It's a deal. Have a great week.