WEBVTT 00:00:05.680 --> 00:00:07.860 Well, hello, Toby. It's another week of the process. 00:00:08.019 --> 00:00:10.800 How are you? I'm good, buddy. How are you doing? 00:00:11.339 --> 00:00:14.099 Good. We were on the road last week, so we're 00:00:14.099 --> 00:00:16.940 back. Today's topic, you're kicking it off. I'm 00:00:16.940 --> 00:00:20.199 kicking it off. What's the topic? I probably 00:00:20.199 --> 00:00:23.000 sound like I was enjoying time away from the 00:00:23.000 --> 00:00:27.179 office, and I was. Nice. I was also dealing with 00:00:27.179 --> 00:00:29.100 something that comes for all of us eventually, 00:00:29.140 --> 00:00:33.159 and it's a little bit of joint pain. I had a 00:00:33.159 --> 00:00:37.500 case of old man knee. And now bear with me here, 00:00:37.500 --> 00:00:39.899 because I think we'll bring it around for our 00:00:39.899 --> 00:00:42.240 listeners who may be asking, I don't care how 00:00:42.240 --> 00:00:46.039 old these guys are. Well, you know, it's it's 00:00:46.039 --> 00:00:49.979 really great. I don't know about you, but we 00:00:49.979 --> 00:00:52.479 had the fourth of July holiday. I'd actually 00:00:52.479 --> 00:00:55.679 taken some personal day before the fourth just 00:00:55.679 --> 00:00:57.460 to clear my head and really enjoy the weekend. 00:00:57.640 --> 00:00:59.960 And then a week enrolled into vacation, which 00:00:59.960 --> 00:01:04.659 was fantastic. Yep. When I'm on vacation. I want 00:01:04.659 --> 00:01:09.099 to go as hard as I did in my 30s. And strangely, 00:01:09.260 --> 00:01:11.939 in my mid -50s, my mind and heart might be willing, 00:01:12.019 --> 00:01:14.439 but my body don't play ball the same way, right? 00:01:15.280 --> 00:01:20.500 And so just around the fourth, I remember waking 00:01:20.500 --> 00:01:23.459 up and trying to move, and God, my knee was so 00:01:23.459 --> 00:01:25.980 stiff. And I'm fortunate that I don't experience 00:01:25.980 --> 00:01:29.560 a lot of arthritis. Playing hard with the kids 00:01:29.560 --> 00:01:31.799 or trying to keep up with the young people or, 00:01:31.799 --> 00:01:33.640 you know, dancing at a wedding. I feel things 00:01:33.640 --> 00:01:35.939 differently, but in general, I take pretty good 00:01:35.939 --> 00:01:38.840 care of myself. Yep. Oh my God, Chris, my knee 00:01:38.840 --> 00:01:43.400 was killing me and it hurt beneath the, uh, it 00:01:43.400 --> 00:01:45.459 hurt beneath my knee cap and it hurt at the back 00:01:45.459 --> 00:01:50.299 of my knee. Yep. And it was so stiff when I wasn't 00:01:50.299 --> 00:01:53.019 moving and I'd get up to walk on it and I immediately 00:01:53.019 --> 00:01:56.280 thought, Oh my God. I didn't think like, is it 00:01:56.280 --> 00:02:03.500 a strain? I thought. It's a blood clot. I got 00:02:03.500 --> 00:02:06.859 a blood bite. It's the African whatever spider 00:02:06.859 --> 00:02:09.939 and it sucked my heart out. So I immediately 00:02:09.939 --> 00:02:11.840 think, oh my God, I've got a blood clot. It's 00:02:11.840 --> 00:02:13.699 hit my knee. Is it going to go to the heart of 00:02:13.699 --> 00:02:16.979 my brain? Everything's over. It's a good life 00:02:16.979 --> 00:02:21.020 and I'm done. Are we changing our podcast to 00:02:21.020 --> 00:02:26.009 the two old guys get old podcast? Bring it back. 00:02:26.129 --> 00:02:29.830 That's right. Old man ailments. But, you know, 00:02:29.830 --> 00:02:32.629 as I reflected on it and I walked it out, I didn't 00:02:32.629 --> 00:02:35.389 immediately go, who do I know that can tell me 00:02:35.389 --> 00:02:37.629 what's really going on? It's like, you know what? 00:02:37.930 --> 00:02:41.009 I'll work it out. And then I keep hobbling around 00:02:41.009 --> 00:02:43.509 on it. It would get better. And then I would 00:02:43.509 --> 00:02:44.909 sit for a prolonged period of time. We were on 00:02:44.909 --> 00:02:47.270 the road last week. And so I had a long section 00:02:47.270 --> 00:02:49.129 to drive and I got out of my truck and I thought, 00:02:49.229 --> 00:02:52.150 oh my Lord, I wanted this thing amputated. It's 00:02:52.150 --> 00:02:55.259 hurting. Yeah. Well, so finally, I'm like, I 00:02:55.259 --> 00:02:57.919 need to get into the PT, somebody that can actually 00:02:57.919 --> 00:03:04.020 feel the, the joint. And she said, uh, you've 00:03:04.020 --> 00:03:06.020 overblown it. It's not a blood clot. So for a 00:03:06.020 --> 00:03:08.039 week and a half, I'm thinking it's the worst. 00:03:10.180 --> 00:03:13.280 And then she goes to like, well, and the other 00:03:13.280 --> 00:03:16.020 good news is your meniscus is fine, but what 00:03:16.020 --> 00:03:18.960 you do was you probably move too fast. You've, 00:03:18.960 --> 00:03:21.120 you know, you've tightened up your quad and your 00:03:21.120 --> 00:03:25.360 hamstring and it's like, And so a lot of this 00:03:25.360 --> 00:03:27.699 pain is something that you could have stretched 00:03:27.699 --> 00:03:30.680 your way out of, Chief. And I'm sitting there 00:03:30.680 --> 00:03:34.379 kind of going, how much agony and heartache was 00:03:34.379 --> 00:03:37.680 I trying to ignore, making the most of my short, 00:03:37.780 --> 00:03:39.879 short life before that blood clot hit that didn't 00:03:39.879 --> 00:03:43.120 exist. Right. And so here's where we bring it 00:03:43.120 --> 00:03:46.159 back to our Processed Dead podcast. We have an 00:03:46.159 --> 00:03:50.259 old man whining and complaining. In spirit of 00:03:50.259 --> 00:03:51.699 our podcast, one of the things I was thinking 00:03:51.699 --> 00:03:54.960 about is How many times do leaders or process 00:03:54.960 --> 00:03:58.120 owners experience a symptom that they didn't 00:03:58.120 --> 00:04:01.699 expect? And then how quickly do we go to the 00:04:01.699 --> 00:04:04.759 worst possible scenario? Yeah. And we're like, 00:04:04.819 --> 00:04:06.759 oh my God, how much can we get done in light 00:04:06.759 --> 00:04:09.060 of this thing getting ready to completely blow 00:04:09.060 --> 00:04:11.939 up? Yeah. Instead of reaching out to the expert. 00:04:12.599 --> 00:04:14.680 You know, there's somebody that has the special, 00:04:14.860 --> 00:04:16.800 highly specialized training, especially in mature 00:04:16.800 --> 00:04:20.220 organizations that have a fine process. They're 00:04:20.220 --> 00:04:23.620 in the belly of it, right? What's funny, what 00:04:23.620 --> 00:04:28.120 that makes me think of is the whole, you know, 00:04:28.540 --> 00:04:31.759 I'm thinking about processes, right? The podcast. 00:04:31.920 --> 00:04:35.180 And I just think what's interesting is as processes 00:04:35.180 --> 00:04:39.480 get old, right? As we get old, we get more brittle, 00:04:39.519 --> 00:04:43.180 right? Which is unfortunate, but it's, you know, 00:04:43.259 --> 00:04:45.560 something we all have to go through. Totally. 00:04:48.420 --> 00:04:53.089 And to your point, as stuff gets brittle, right? 00:04:53.449 --> 00:04:55.550 Like stuff starts to show up, right? The older 00:04:55.550 --> 00:04:58.850 car, when it starts to hit 150 ,000 miles, like 00:04:58.850 --> 00:05:03.009 stuff starts to happen, right? And you also get 00:05:03.009 --> 00:05:07.129 overly anxious and there's a mechanic or a physical 00:05:07.129 --> 00:05:10.050 therapist or whatever that can help us out. Yeah. 00:05:10.290 --> 00:05:13.610 I think too, and we've talked a lot about our 00:05:13.610 --> 00:05:16.529 early career experience. Early on, we were fascinated 00:05:16.529 --> 00:05:19.250 with the mechanics of the process. Yeah. And 00:05:19.250 --> 00:05:21.410 we wanted to monitor each of those mechanics. 00:05:21.529 --> 00:05:23.629 Like that was a source of passion. And then over 00:05:23.629 --> 00:05:26.269 time, we get a bigger view of how an organization 00:05:26.269 --> 00:05:29.410 works. Yeah. And that mechanics of a specific 00:05:29.410 --> 00:05:33.209 process become less critical. Yeah. And so I've 00:05:33.209 --> 00:05:36.850 had this knee since I was born. I never became 00:05:36.850 --> 00:05:40.470 expert at how the knee joint functions. And well, 00:05:40.769 --> 00:05:43.949 but I never would call right. Got me in within 00:05:43.949 --> 00:05:47.569 24 hours to say, Hey buddy, don't sweat it. And 00:05:47.569 --> 00:05:50.620 so. organizationally, your point that you just 00:05:50.620 --> 00:05:52.339 touched on about maintenance, I think is such 00:05:52.339 --> 00:05:55.480 a good one. We may still be in the process that 00:05:55.480 --> 00:05:57.240 we started our career with, especially if you've 00:05:57.240 --> 00:05:59.819 been with a company, you know, three, five, 10 00:05:59.819 --> 00:06:02.740 years, you've been very expert part of it, but 00:06:02.740 --> 00:06:05.860 the organization is shifting. And that process 00:06:05.860 --> 00:06:08.899 may be getting stretched, you know, or maybe 00:06:08.899 --> 00:06:10.720 it's not getting stretched enough and becomes 00:06:10.720 --> 00:06:13.920 - Or it's not even needed anymore. Yeah, right. 00:06:14.680 --> 00:06:16.959 So unlike a knee, you know, business - Unlike 00:06:16.959 --> 00:06:20.410 a knee. It can evolve too. So maybe liver would 00:06:20.410 --> 00:06:23.610 have been a better medical example. Setting that 00:06:23.610 --> 00:06:26.589 aside, you know. That's funny. It also makes 00:06:26.589 --> 00:06:29.829 me think of like, how our body, when our bodies 00:06:29.829 --> 00:06:33.129 break down. Yeah. Right? Like a compound fracture 00:06:33.129 --> 00:06:36.870 or a broken bone. Yeah. Is actually better, I 00:06:36.870 --> 00:06:39.990 think also for businesses, than it is a soft 00:06:39.990 --> 00:06:44.889 tissue injury. Oh boy. Yeah. Right? Like you 00:06:44.889 --> 00:06:47.879 tear an ACL and you don't have a surgeon. And 00:06:47.879 --> 00:06:50.879 you're basically living in the 1800s. Hello, 00:06:51.019 --> 00:06:54.920 Kane. Oh, that's it. You're done. Yeah. And if 00:06:54.920 --> 00:06:57.899 you take this back to the business side, what's 00:06:57.899 --> 00:07:02.920 interesting is we think the strains and pains 00:07:02.920 --> 00:07:07.860 are compound fractures and they're not. Right. 00:07:08.819 --> 00:07:12.060 It's a bunch of tissue. Yeah. Correct. Correct. 00:07:12.439 --> 00:07:15.560 Right? And it's like, no, no, no, no. If it gets 00:07:15.560 --> 00:07:17.279 really bad, you're going to know. You're going 00:07:17.279 --> 00:07:22.100 to know. You would swarm it. You would solve 00:07:22.100 --> 00:07:24.860 the problem. Everybody would come out of the 00:07:24.860 --> 00:07:28.759 woodwork. And instead, some of these things, 00:07:29.060 --> 00:07:32.620 they're just nagging. They're nagging injuries 00:07:32.620 --> 00:07:39.980 or nagging processes or nagging whatever. And 00:07:39.980 --> 00:07:42.279 a lot of times we don't do anything about it. 00:07:42.399 --> 00:07:47.779 We don't. Chris, we complain. I would love to 00:07:47.779 --> 00:07:52.600 say that I just don't complain. Just make a bold 00:07:52.600 --> 00:07:57.199 face lie. Who me? Complain? What? Okay, random 00:07:57.199 --> 00:08:00.100 question. Completely off track. But if Instagram 00:08:00.100 --> 00:08:02.199 didn't have funny memes, would you go on it? 00:08:03.779 --> 00:08:10.420 Probably not. Funny memes and then guys telling 00:08:10.420 --> 00:08:12.540 me what I should be doing for my health as I 00:08:12.540 --> 00:08:15.259 go. Yes, that's true I should be doing that and 00:08:15.259 --> 00:08:18.360 What else should I think I knew that but I should 00:08:18.360 --> 00:08:21.300 be doing that and then I just yeah You're right. 00:08:21.300 --> 00:08:23.860 I'm somewhat Completely off -topic and we'll 00:08:23.860 --> 00:08:26.040 bring it back but completely off -topic. I'm 00:08:26.040 --> 00:08:28.480 somewhat below I somewhat believe that our algorithms 00:08:28.480 --> 00:08:33.039 Make us unhappy like they're in the we we we 00:08:33.289 --> 00:08:36.149 as the engineers of our algorithms that we don't 00:08:36.149 --> 00:08:39.409 know that we're in, make ourselves unhappy by 00:08:39.409 --> 00:08:44.269 clicking on things that make us unhappy. Yeah, 00:08:44.269 --> 00:08:46.570 we're our own worst enemies, aren't we? Yeah, 00:08:46.570 --> 00:08:50.230 yeah. And then we're upset all day because we 00:08:50.230 --> 00:08:52.490 click. For me, it's I clicked on that productivity 00:08:52.490 --> 00:08:55.789 thing. And it's like, oh, god, I'm just not productive. 00:08:56.169 --> 00:08:59.110 And you're like, oh, my god, maybe I should just 00:08:59.110 --> 00:09:02.929 do the work. All right, anyway, back to you. 00:09:02.909 --> 00:09:06.190 Back to your injury, right? Yeah. Well, and I 00:09:06.190 --> 00:09:07.889 think you touched on the point of it and it's 00:09:07.889 --> 00:09:11.370 like, what is the maintenance? You know, and 00:09:11.370 --> 00:09:13.929 when we were, when we were teenagers and playing 00:09:13.929 --> 00:09:17.070 sports, we were told to stretch and we were also 00:09:17.070 --> 00:09:20.570 damn flexible. It seemed silly. Yeah. Right. 00:09:20.830 --> 00:09:22.929 And then for those that continue to perform and 00:09:22.929 --> 00:09:25.429 compete at a higher level, stretching became 00:09:25.429 --> 00:09:27.570 increasingly important because that was the only 00:09:27.570 --> 00:09:30.659 way to maximize. But when we start to talk about 00:09:30.659 --> 00:09:33.440 process, we have that same kind of required maintenance 00:09:33.440 --> 00:09:35.779 routine, but we don't always prioritize the maintenance 00:09:35.779 --> 00:09:39.259 piece. If we're getting the right outputs, you 00:09:39.259 --> 00:09:41.299 know, the input and then we get the output, we 00:09:41.299 --> 00:09:43.360 don't think about what's taking place in the 00:09:43.360 --> 00:09:46.220 middle until it's a compound fracture, until 00:09:46.220 --> 00:09:49.240 it completely breaks. Well, the other thing that's 00:09:49.240 --> 00:09:55.240 interesting about the body, right, is we're so... 00:09:55.289 --> 00:09:58.330 our bodies are so able to be adjustable, right? 00:09:58.570 --> 00:10:01.289 Like many businesses, really. Yeah, right. Right. 00:10:01.710 --> 00:10:05.769 You could have injured this 10 years ago. Oh 00:10:05.769 --> 00:10:08.970 my gosh. Right? And never even known it. And 00:10:08.970 --> 00:10:11.009 your body just kind of worked around it. You 00:10:11.009 --> 00:10:13.049 were sore one morning and the next day you were 00:10:13.049 --> 00:10:16.289 fine. And then you did something today and all 00:10:16.289 --> 00:10:18.429 of a sudden, or whatever, or over the weekend, 00:10:19.110 --> 00:10:24.009 and now you're like... Like, like, and I think 00:10:24.009 --> 00:10:27.960 that... I think that that maintenance when it 00:10:27.960 --> 00:10:30.879 comes to businesses and processes and asking 00:10:30.879 --> 00:10:34.200 why we do things and actually listening to the 00:10:34.200 --> 00:10:45.299 response, like, I, I slowed down here because 00:10:45.299 --> 00:10:51.559 I'm just thinking about different social cues 00:10:51.559 --> 00:10:54.879 that we follow in business. that actually don't 00:10:54.879 --> 00:11:01.600 help process. What I mean by that is like, what 00:11:01.600 --> 00:11:04.779 I mean by that is like going back to Instagram 00:11:04.779 --> 00:11:11.480 and health, right? It's, you know, I'm gonna 00:11:11.480 --> 00:11:15.700 do this later, or is this really helpful? And 00:11:15.700 --> 00:11:19.759 a lot of times, the real response that we should 00:11:19.759 --> 00:11:24.159 give, If we're psychologically safe, it would 00:11:24.159 --> 00:11:26.820 be, that's not helpful. I got nothing out of 00:11:26.820 --> 00:11:30.519 that. And the answer comes by and says, how are 00:11:30.519 --> 00:11:32.399 things going today? And you're like, hey, everything's 00:11:32.399 --> 00:11:35.759 good. What you're saying is, I feel good. And 00:11:35.759 --> 00:11:37.279 sometimes what you need to be doing is saying, 00:11:37.360 --> 00:11:39.720 hang on a second, what I'm doing isn't working. 00:11:40.700 --> 00:11:43.899 So that some of that social interaction too smothers. 00:11:44.259 --> 00:11:47.659 Yeah, yeah, yeah, yeah. And it's like that injury, 00:11:48.259 --> 00:11:52.169 right? It's not a big deal at first. Right, but 00:11:52.169 --> 00:11:54.809 it's the second it's the second injury or that's 00:11:54.809 --> 00:11:57.490 the injury that that's caused by you getting 00:11:57.490 --> 00:11:59.990 out of kilter Right, so you hurt your knee and 00:11:59.990 --> 00:12:02.110 all of a sudden it's your ankle hurts, right? 00:12:02.210 --> 00:12:04.389 Like this happens in businesses, right? So like 00:12:04.389 --> 00:12:07.370 you hand off a report you hand that up you hand 00:12:07.370 --> 00:12:10.669 that off upstream and The upstream people don't 00:12:10.669 --> 00:12:13.830 ever use it or they're reading it wrong or whatever 00:12:13.830 --> 00:12:16.929 Like it just it's really interesting like to 00:12:16.929 --> 00:12:18.389 be honest at the beginning of this I was like 00:12:18.460 --> 00:12:20.039 I don't know how we're going to get anywhere 00:12:20.039 --> 00:12:22.000 unprocessed at because we're just going to be 00:12:22.000 --> 00:12:24.600 two old guys complaining while our knee is. So 00:12:24.600 --> 00:12:26.620 that's fine. We'll see what happens. Well, Chris, 00:12:26.679 --> 00:12:29.200 we've done worse broadcasts. We have. I will 00:12:29.200 --> 00:12:31.720 say, you know, to kind of tie it back, when I 00:12:31.720 --> 00:12:33.919 think about what process maintenance and debt 00:12:33.919 --> 00:12:37.279 management looks like, you know, I would say, 00:12:37.379 --> 00:12:38.980 and I'm thinking about some of so much of the 00:12:38.980 --> 00:12:41.639 work I did around Sarbanes -Oxley, you know, 00:12:41.759 --> 00:12:44.840 now a lot of that focus was 15 years ago, but 00:12:45.129 --> 00:12:47.809 When it came to the financial processes, we were 00:12:47.809 --> 00:12:49.990 actively measuring every month. What does our 00:12:49.990 --> 00:12:52.909 throughput look like? How long does it take to 00:12:52.909 --> 00:12:55.529 perform a transaction? How many transactions 00:12:55.529 --> 00:12:58.470 have to get cleaned up? And so there was dimensions 00:12:58.470 --> 00:13:02.669 of duration and is our duration for a process 00:13:02.669 --> 00:13:04.809 cycle still the same? We were looking at the 00:13:04.809 --> 00:13:07.929 quality of the transactions moving through. So 00:13:07.929 --> 00:13:09.750 it doesn't have to be overblown. It's not like 00:13:09.750 --> 00:13:13.750 we have to rigorously scrub our process every 00:13:13.750 --> 00:13:17.220 day, but Even on a quarterly basis, if we take 00:13:17.220 --> 00:13:20.600 a moment to really ask, is the throughput happening? 00:13:20.740 --> 00:13:23.620 Are people getting internal or external customers? 00:13:23.740 --> 00:13:25.559 Are they getting what they need in a timely fashion? 00:13:26.159 --> 00:13:30.019 Those are indicators of process health. Not necessarily 00:13:30.019 --> 00:13:32.200 knee health, but process health. And that's really 00:13:32.200 --> 00:13:35.940 what tells us if we're accumulating debt. Well, 00:13:36.220 --> 00:13:42.059 one of my big PUs in the business world is an 00:13:42.059 --> 00:13:46.620 ever -changing, consistent deliverable. Yes. 00:13:46.720 --> 00:13:49.019 Right. Whether that's a QBR or monthly something 00:13:49.019 --> 00:13:53.259 or other or whatever. Like I, and I get, I get 00:13:53.259 --> 00:14:01.860 the desire for executives to improve those, improve 00:14:01.860 --> 00:14:06.320 them, make them look better. But oftentimes the 00:14:06.320 --> 00:14:11.139 better is more pretty and more pretty isn't necessarily 00:14:11.139 --> 00:14:15.590 better. Right. Like more More pretty hides a 00:14:15.590 --> 00:14:21.710 lot of sins. Yeah. We've talked about that before, 00:14:21.909 --> 00:14:25.289 right? A one -off thing that's done really beautifully 00:14:25.289 --> 00:14:27.889 is expect to become a daily report and it's an 00:14:27.889 --> 00:14:31.110 impossible task. Yeah. Yeah. Yeah. Yeah. It just, 00:14:31.169 --> 00:14:35.210 it just doesn't work. I think that's a form over 00:14:35.210 --> 00:14:38.029 function kind of thing, right? And focused on 00:14:38.029 --> 00:14:42.000 functional health. With our bodies in process, 00:14:42.000 --> 00:14:44.980 we're going to be happier in the long term. Right. 00:14:45.059 --> 00:14:52.440 Next topic, rehab or replacement? No. First of 00:14:52.440 --> 00:14:53.740 all, I don't think you're going to get your knee 00:14:53.740 --> 00:14:59.340 replaced yet, but the reason why I bring that 00:14:59.340 --> 00:15:03.899 up is what I've seen consistently through my 00:15:03.899 --> 00:15:08.340 career is that processes get so bad. That it 00:15:08.340 --> 00:15:14.960 requires a replacement. And it's in the act of 00:15:14.960 --> 00:15:20.259 replacing where the impact is. It's not necessarily 00:15:20.259 --> 00:15:26.360 in the act of what the replacement is. Meaning 00:15:26.360 --> 00:15:32.580 processes run amok and they're so bad or something 00:15:32.580 --> 00:15:36.480 doesn't work. Then you come in with an SAP or 00:15:36.480 --> 00:15:40.299 another different piece of software. That comes 00:15:40.299 --> 00:15:43.980 in, you have to undo all your bad processes, 00:15:45.259 --> 00:15:48.299 hear a bunch of complaining, stand up a bunch 00:15:48.299 --> 00:15:50.659 of spreadsheets where the software doesn't work. 00:15:51.600 --> 00:15:55.539 But generally, I've not seen an implementation 00:15:55.539 --> 00:16:02.000 that has been fully funded and where executives 00:16:02.000 --> 00:16:05.559 are behind it. that hasn't had a decent impact. 00:16:05.940 --> 00:16:08.039 Now, whether it's the right solution or not, 00:16:08.080 --> 00:16:09.779 or whether they spent the right amount of money, 00:16:10.279 --> 00:16:13.539 that's different. But the act of saying, no, 00:16:13.539 --> 00:16:15.860 we're gonna go change to something really does 00:16:15.860 --> 00:16:19.860 make processes better. It's pretty fascinating. 00:16:21.740 --> 00:16:24.320 God, we could do a series of podcasts on rehab 00:16:24.320 --> 00:16:27.480 versus replacement. I've probably implemented... 00:16:28.200 --> 00:16:31.659 ERP or ERP -like enterprise -wide systems across 00:16:31.659 --> 00:16:33.759 multiple functional teams, you know, a couple 00:16:33.759 --> 00:16:35.759 dozen times with different clients over the years. 00:16:36.480 --> 00:16:38.840 And I will tell you, the single most valuable 00:16:38.840 --> 00:16:41.340 piece is what you just described. Let's tear 00:16:41.340 --> 00:16:43.600 down today's process and understand how it's 00:16:43.600 --> 00:16:47.299 working. And then understand how it should work. 00:16:47.460 --> 00:16:49.539 And that's a book we've worked. That's just good 00:16:49.539 --> 00:16:52.200 rehab. Either you're going to replace it and 00:16:52.200 --> 00:16:57.509 do the rehab, or we just do the rehab. is a fragile 00:16:57.509 --> 00:17:00.929 trust. Yeah, you can never get executives to 00:17:00.929 --> 00:17:02.750 be like, you know what we're going to do? We're 00:17:02.750 --> 00:17:05.849 going to go spend a quarter of a million dollars 00:17:05.849 --> 00:17:08.650 on the same system that everybody complains about. 00:17:08.650 --> 00:17:11.069 I know. And yet that probably would work pretty 00:17:11.069 --> 00:17:15.589 good. Dollar to donuts all day long. The value 00:17:15.589 --> 00:17:18.750 is so much higher on doing the process improvement. 00:17:18.930 --> 00:17:23.390 But it's not shiny. It's not definable. I will 00:17:23.390 --> 00:17:28.170 say when... When we've given a process, redesigned 00:17:28.170 --> 00:17:32.009 project a name, like code name, watermelon, or 00:17:32.009 --> 00:17:35.210 something sexy, watermelon's pretty sexy, but 00:17:35.210 --> 00:17:38.369 when you can name it, and executives can identify 00:17:38.369 --> 00:17:41.470 a body of work with a name, it makes it seem 00:17:41.470 --> 00:17:44.349 more tangible. It gives it shape, right? Yep, 00:17:44.849 --> 00:17:48.509 yep. So, yeah. No, it's everything like... Good 00:17:48.509 --> 00:17:50.750 question. I was thinking about merger M &A, right? 00:17:50.849 --> 00:17:52.549 Oh, sure. So mergers and acquisitions, it's always 00:17:52.549 --> 00:17:58.079 buy or build. And it's almost like it's buy or 00:17:58.079 --> 00:18:02.339 try. And I'm actually being a little bit serious 00:18:02.339 --> 00:18:06.680 on this. Within your internal organization, it 00:18:06.680 --> 00:18:11.920 should be buy or try. It just should be. And 00:18:11.920 --> 00:18:20.440 my guess is the try actually, I don't know. It 00:18:20.440 --> 00:18:22.579 would be really interesting if there was a study 00:18:22.579 --> 00:18:27.269 on that. where the output of the try, because 00:18:27.269 --> 00:18:30.130 the buy, you basically are forcing people to 00:18:30.130 --> 00:18:33.390 change, right? Whereas the try, you basically 00:18:33.390 --> 00:18:36.829 need a lot more executive buy -in, a lot more 00:18:36.829 --> 00:18:39.890 like, this is what we're doing, a lot more, no, 00:18:40.009 --> 00:18:42.630 it has to follow this way, a lot more design. 00:18:43.230 --> 00:18:44.910 But you don't have to train people how to use 00:18:44.910 --> 00:18:47.789 the tool though. I'll tell you my hypothesis 00:18:47.789 --> 00:18:51.670 on why there's such a bias towards buy. and we 00:18:51.670 --> 00:18:54.950 send your value try is that a try exercise takes 00:18:54.950 --> 00:18:58.089 place in the weeds. That's a guy doing hand -to 00:18:58.089 --> 00:19:00.750 -hand combat with transactions and bad profits 00:19:00.750 --> 00:19:05.029 every day. A buy happens at the executive, the 00:19:05.029 --> 00:19:09.670 board, or the private equity level. And we mask 00:19:09.670 --> 00:19:12.490 all the suffering and all of that rehab, all 00:19:12.490 --> 00:19:16.490 that integration and adaptive adoption work. 00:19:16.950 --> 00:19:19.609 All of that gets pushed. down and that becomes 00:19:19.609 --> 00:19:21.690 invisible. But what we get to talk about is a 00:19:21.690 --> 00:19:24.210 big transaction. We don't make the headlines 00:19:24.210 --> 00:19:29.509 by thinking we've retooled our supply chain process 00:19:29.509 --> 00:19:32.609 in this small segment and it's 40 % more effective. 00:19:33.170 --> 00:19:37.390 Is that because the try doesn't have a name? 00:19:38.690 --> 00:19:41.230 I think it's not a name. There's like, yeah, 00:19:41.230 --> 00:19:43.589 back to the name where it's like the decision 00:19:43.589 --> 00:19:47.910 has, they are constantly in the view of the decision 00:19:47.910 --> 00:19:53.750 of the try. Whereas the buy, they basically have 00:19:53.750 --> 00:19:57.549 to show up, force something, come back when it's 00:19:57.549 --> 00:19:59.970 done, or come back when it should have been done 00:19:59.970 --> 00:20:04.170 because it got pushed by a year and a half and 00:20:04.170 --> 00:20:07.210 $80 million. Most of the headlines that I think 00:20:07.210 --> 00:20:09.750 about off the top of my head, it'd be an interesting 00:20:09.750 --> 00:20:12.329 study, but how many headlines are about organizations 00:20:12.329 --> 00:20:16.009 saying, we took a hard look at some of our core 00:20:16.009 --> 00:20:19.589 process and we've improved it by 20, 30, 40%. 00:20:19.589 --> 00:20:22.130 Sure. Right? Those are more of the exceptions. 00:20:22.250 --> 00:20:24.789 They're almost always the soft stories instead 00:20:24.789 --> 00:20:26.769 of the hard news stories. There's, there's no 00:20:26.769 --> 00:20:28.509 dollars behind them. No, the hard news. Like 00:20:28.509 --> 00:20:31.069 that's the hardest part, right? Yeah. Like there, 00:20:31.190 --> 00:20:33.289 there's no, there's no sales department from 00:20:33.289 --> 00:20:36.390 the SaaS, the SaaS company that's saying, yeah, 00:20:36.450 --> 00:20:41.390 we save 20 % of our time and you know. No. Well, 00:20:41.390 --> 00:20:44.200 it's hard, even, even when, uh, And I'm sure 00:20:44.200 --> 00:20:46.259 you've experienced this being a process guy. 00:20:46.759 --> 00:20:48.420 You come to them and say, this is broken. If 00:20:48.420 --> 00:20:51.559 we fix it, it could materially impact. It could 00:20:51.559 --> 00:20:53.700 be shaving days off delivery, or it could be 00:20:53.700 --> 00:20:56.700 saving hundreds or thousands of dollars. Sure. 00:20:56.759 --> 00:20:58.900 Those don't feel as tangible as cutting a check 00:20:58.900 --> 00:21:02.279 to buy something. Yeah, yeah. Well, and I would 00:21:02.279 --> 00:21:06.680 say just culturally, and we'll end it here, but 00:21:06.680 --> 00:21:09.380 I would say culturally, we are a consumer society. 00:21:09.759 --> 00:21:13.619 And so therefore that buying is, the decision 00:21:13.619 --> 00:21:16.440 is easy. It's simpler, right? It's finding budget, 00:21:16.740 --> 00:21:20.619 right? Whereas the try is more of a deeper thinking. 00:21:20.759 --> 00:21:24.880 And I would say the people that are good at trying 00:21:24.880 --> 00:21:30.660 are hard to find. Yeah, well said. Like your 00:21:30.660 --> 00:21:34.599 tires. It's a different skill set because it's... 00:21:34.440 --> 00:21:39.240 It's influencing, it's leading, it's hard human 00:21:39.240 --> 00:21:45.039 work. It's making hard decisions in known ecosystems. 00:21:46.500 --> 00:21:50.480 It's holding people accountable to those known 00:21:50.480 --> 00:21:56.640 non -Excel processes. It's staying on. And the 00:21:56.640 --> 00:21:59.759 thing is, it could be so cheap, because really 00:21:59.759 --> 00:22:01.940 all you need is one or two people and the executive 00:22:01.940 --> 00:22:04.859 to say, I need it this way. Like that's the funny 00:22:04.859 --> 00:22:08.920 thing. Yeah. Chris, I think this episode is the 00:22:08.920 --> 00:22:11.200 culture of buy versus try. Cause what you called 00:22:11.200 --> 00:22:14.980 out is a cultural mindset, right? Ship from consumerism 00:22:14.980 --> 00:22:18.500 to maintenance and reinvestment. Yeah. But yeah. 00:22:18.619 --> 00:22:21.240 Culture of buy or try and old man knee. Maybe 00:22:21.240 --> 00:22:23.779 that's how this will go. Old man knee. Cry or 00:22:23.779 --> 00:22:27.640 buy. That's it. I love it. Have a great week. 00:22:27.920 --> 00:22:29.980 You too. All right. See ya.