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> Use this file to discover other available public pages before exploring further.

# Formstack CEO Aled Miles
- URL: https://www.ceo.com/episodes/formstack-ceo-aled-miles/
- Published: 2024-08-29T10:00:02.000Z
- Updated: 2026-08-29T22:50:54.000Z
- Description: The three-time CEO on trust that only builds in person, the geese analogy he runs his calendar by, and why his wife's water glass is a management lesson.
- Author: Clint Betts

# The chief energy officer

Aled Miles recently put a decimal point in the wrong place and nearly gave a board member a heart attack. He brought it up himself, on the CEO.com Podcast, as evidence that he knows what he is bad at. "I'm not as mathematically competent as I am, perhaps communicatively competent. So I'm aware of my weaknesses, and so I have to work on those, and I have my work checked."

The communicative part is not in dispute. Miles is the son of a Welsh Baptist minister and a mother he describes as an equally strong orator. He talks in analogies, in two-by-two grids, in geese. He is also, by his own description, not an entrepreneur. "I've never been an entrepreneur. I don't know what it's like to start a company," he said. "I tend to be asked to come in at a certain stage of a company's value and help it scale to being what we would call a full-size scalable global enterprise. So, the investors called me and asked me if I'd help transition the company to that scale."

The investors were [PSG and Silversmith Capital Partners](https://www.formstack.com/press/new-ceo?ref=ceo.com). The company was Formstack, a form, document, and e-signature business based in Fishers, Indiana. Its previous CEO, Chris Byers, ran it for nearly 14 years and grew it from [seven employees to close to 200](https://www.ibj.com/articles/fishers-based-tech-firm-formstack-has-a-new-ceo?ref=ceo.com). Byers told the Indianapolis Business Journal that leaving was his idea. When bad things happened, he said, he was no longer bouncing back as fast as he used to, and the company should find somebody who could. The board found Miles, who lives in Los Angeles, spent 20 years at Symantec, and had already sold one company and recapitalized another. He started the day after Byers left.

## The plate of food

Miles spent his first six months listening. He calls it using two ears more than one mouth, and concedes that people who work with him might not recognize the description. What he heard from healthcare customers set the direction for everything that followed.

"One healthcare professional explained to me it was a bit like a doctor having a plate of food in front of them that they didn't know they could eat because it might do some damage," he said. "In other words, the food isn't compliant, and the frustration is the food's right there in front of them; the data is already in the system, but they have to ask the patient for the data again, or they have to refill in the form, which is a mundane, repetitive exercise that frankly they shouldn't have to do. They should have more time literally to do the magic of what they do."

The fix he described was to tag data against compliance rules as it enters the workflow, so HIPAA or GDPR or a given state's code gets checked once, and the doctor never asks twice. To do it, Formstack [bought Open Raven](https://www.formstack.com/press/formstack-acquires-openraven?ref=ceo.com) in June 2024, a California data security company whose founder, Dave Cole, became Formstack's chief technology officer. Cole had been chief product officer at Tenable and CrowdStrike, which says a lot about the kind of company Miles was building.

He was careful about the timing. "I'm not saying that this problem has not been solved yet because we've just bought a company that can do this, but we're going to have a product in the market. I would say, if I'm being conservative, early next year might be a bit quicker."

It was not quicker. The product, [Intellistack Streamline](https://www.businesswire.com/news/home/20250625807080/en/Intellistack-Launches-Streamline-a-Groundbreaking-No-Code-AI-Driven-Process-Automation-Platform-for-Secure-Frictionless-Workflows?ref=ceo.com), shipped on June 25, 2025, about six months after his conservative estimate. It shipped alongside a bigger change. That same day [Formstack became Intellistack](https://www.businesswire.com/news/home/20250625107051/en/Intellistack-Announces-Name-Change-and-Relocation-of-Company-Headquarters?ref=ceo.com) and moved its headquarters from Fishers to Denver. Formstack survives as a product brand. The company that hired Miles to scale it no longer exists under that name, and the town that built it is no longer where it lives. In March 2026, Intellistack added a [Healthcare Advisory Board](https://www.intellistack.com/resources/blog/intellistack-launches-healthcare-advisory-board?ref=ceo.com) that includes a former chief medical officer of Providence's South Bay hospitals and a former head of technical assurance at NHS England. The doctor with the plate of food is now the customer the whole company is organized around.

## Chief energy officer

Miles does not keep a routine and is suspicious of people who claim one. He wakes around 5:45 because his board is on the East Coast, works out before the day can crowd it out, clears email because it is "the bane of my life," and has his assistant cluster meetings into a four- or five-hour block. The rest of the day stays open on purpose. "I'm no longer afraid of gaps 'cause I think they're really valuable, and I'm a true believer that the CEO job is not just chief executive officer, but it's chief energy officer."

Asked how he decides where to spend his time, he admitted he was not sure he had an answer, then gave one anyway.

"If you think about the formation of geese, I chose to take the front position and fly for the distance that I need to get the formation organized so that we have altitude and thrust, we have speed and altitude because a company needs both. I have reached the point where the decisions I'm making now about my time, literally in the last week, Clint. I'm able to drop back in the formation." A chief operations officer had taken over planning. A sales leader owned customers. A new chief solutions officer owned retention. "So I'm now slipstreaming, which is phenomenal. I have now more time. So now I'm thinking about what the market is doing."

The energy idea comes from John W. Thompson, who ran Symantec during Miles's years there and later chaired Microsoft. Thompson called it the rhythm of a company. The discipline comes from Steve Bennett, the former Intuit CEO who chaired Symantec and put Miles on the executive committee to run what he describes as a $2.2 billion business. "You were not the easiest person to work for," Miles said, addressing Bennett directly in case he was watching. "You were tricky, you were tough, but I learned a lot."

## The water glass

His answer on leadership traits is worth quoting at length, because it is where the two-by-two habit does real work.

"Am I self-aware enough, or am I being told that I am unconsciously being incompetent? Now it's a little dramatic, right, incompetence. So we'll tone the word down, but it still hits the meaning. So, am I not aware that I'm doing something wrong? Which, of course, is very important in marriage, partnerships, or friendships. I may be doing something inadvertently that is causing frustration. The next box is Can I, therefore, through self-awareness, shift into conscious incompetence? I'm aware that I'm doing it, and only now that I'm in that box can I move to conscious competence. And if I deliver repeatability and build a habit, can I become unconsciously competent?"

The example he gave was his wife's water glass. "One very simple gesture I can make is to fill her water glass at night before she goes to bed. It's such a simple thing, and I was unconsciously incompetent. I wasn't doing it. We talked about acts of service as an important part of our marriage, and now I do it without thinking, unconsciously competent. I don't do it every night. If she was by my side, she'd say what happened on Thursday?"

He runs a CEO council every six weeks, drawn from across the company, and had received feedback that morning aimed at him personally. "It was brilliantly delivered, and I accepted it with grace because it was a gift." He also said, twice, that he is not naturally humble and has to practice it. The Welsh, he explained, are a farming and coal-mining people who have been subjugated for most of their history. "I have a chip on both shoulders, so I'm balanced."

## Six executives in the office

The one place Miles gets close to doctrine is on being in the room. He was traveling constantly between offices in Denver, Indianapolis, and Los Angeles, and his reason is what he calls the trust scale. Half an hour together before a meeting, a handshake, a smile, all of it moves the scale further than a screen can. It also lets him read who is not speaking. "If I'm super directive in a meeting, an amiable person is unlikely to speak. So it's not just one-on-one; I want to read the room face to face. I want to see if everybody is getting a fair shout."

The policy that follows is specific. Sales, pre-sales, customer success, and marketing work in the office. Six of his executives go in every day. Engineering and product can work asynchronously. "Call these philosophies," he said. "I don't force it on everyone." A year later, he moved the headquarters to a city where the company had just opened an office. Whether that was the trust scale or the talent market, he did not say on the show, because the decision had not been made yet.

## Wales

Miles was born in Bridgend, [moved to the United States in 2006 to run Cineflex Camera Systems](https://www.gov.wales/written-statement-launch-diaspora-envoy-initiative?ref=ceo.com), an aerial camera company that he says shot for the BBC's Frozen Planet, and became an American citizen. He says the country gave him more opportunity than he thought believable. He has not stopped working for the other one. In September 2020, the Welsh Government [made him its envoy to the United States](https://media.service.gov.wales/news/envoys-appointed-to-promote-wales-as-an-investment-location-on-the-world-stage?ref=ceo.com), an unpaid trade job he calls one of the great joys of his life, and he [chaired Wales Tech Week in 2025](https://www.intellistack.com/resources/blog/intellistack-named-as-headline-partner-for-wales-largest-international-tech-summit?ref=ceo.com), with Intellistack as headline partner. He credited Wales's recent profile to two Americans. "Ryan Reynolds and Rob McElhenney, hats off to you. They've done more for lifting the voice of Wales in 18 episodes than we've done in 18 years."

## Who gave him a chance

Every conversation on the CEO.com Podcast ends with the same question, on the theory that the chances one gives are as important as the chances one takes. Miles named Bennett first. Then the three TeleSign board members, Greg Goldfarb, Jamie Montgomery, and CrowdStrike chairman Gerhard Watzinger, who gave him his first CEO job without a day of CEO experience. That company [sold to Proximus for more than $230 million](https://www.formstack.com/press/new-ceo?ref=ceo.com).

Thompson, he put in a different category. "What John Thompson did for me was give me chances every day. It is different. He gave me chances every single day to prove myself, encouraged me, and advocated. And sometimes people say to me, " Who's your mentor? And I go, I have a mentor, but I have an advocate in John Thompson. And that man I will be grateful to for the rest of my life."

```chapters
00:00:00 Introduction to Formstack and Aled's Background
00:02:46 Importance of Compliance in Formstack's Services
00:05:46 Utilizing Artificial Intelligence in Formstack
00:10:04 Aled's Daily Routine and Leadership Advice
00:17:38 Key Leadership Traits Every Leader Should Cultivate
00:18:38 Recommended Reading and Book Insights
00:22:35 Aled's Views on Macro Environment and Economy
00:26:41 Aled's Surprising Journey to Leadership
00:38:37 Importance of In-Person Interactions for Building Trust
00:44:54 Individuals Who Gave Aled a Chance to Succeed
```

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You<00:00:14.670> are<00:00:14.815> the<00:00:14.880> CEO<00:00:15.782> of<00:00:16.136> Formstack.

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I<00:03:01.413> imagine<00:03:02.055> as<00:03:02.151> I'm<00:03:02.359> thinking<00:03:02.600> about,<00:03:02.776> I<00:03:02.792> mean,<00:03:03.001> we're<00:03:03.081> not<00:03:03.193> like<00:03:03.418> a<00:03:03.498> healthcare<00:03:03.979> company<00:03:04.781> or<00:03:05.006> a<00:03:05.038> finance<00:03:05.647> company,<00:03:05.936> so<00:03:06.080> we<00:03:06.177> don't<00:03:06.337> have<00:03:06.385> to<00:03:06.449> worry<00:03:06.690> about,<00:03:07.027> um,<00:03:07.203> some<00:03:07.444> of<00:03:07.508> the<00:03:07.829> features<00:03:08.230> inside<00:03:08.566> of<00:03:08.615> there.

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But<00:03:09.262> I<00:03:09.361> imagine<00:03:09.690> that<00:03:09.854> compliance<00:03:11.152> piece<00:03:11.481> is<00:03:11.579> a<00:03:11.744> big<00:03:11.974> deal<00:03:12.236> in<00:03:12.319> getting<00:03:12.565> that<00:03:12.877> right.

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It<00:03:14.672> is.

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Firstly,<00:03:15.395> thanks<00:03:15.701> for<00:03:15.797> being<00:03:16.022> a<00:03:16.038> customer.

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I<00:03:16.987> always<00:03:17.244> think<00:03:17.469> that<00:03:17.646> the<00:03:17.968> two<00:03:18.129> most<00:03:18.370> important<00:03:18.836> words<00:03:19.093> in<00:03:19.174> business<00:03:20.138> are<00:03:20.203> thank<00:03:20.524> you.

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And<00:03:21.183> we<00:03:21.328> appreciate<00:03:21.891> that<00:03:22.052> you<00:03:22.148> did<00:03:22.373> that.

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When<00:03:25.318> I<00:03:25.415> joined,<00:03:26.464> you<00:03:26.545> know,<00:03:26.625> one<00:03:26.722> of<00:03:26.787> the<00:03:26.867> first<00:03:27.255> things<00:03:27.432> that<00:03:27.577> you<00:03:27.674> have<00:03:27.900> to<00:03:27.997> define<00:03:28.562> as<00:03:28.658> a<00:03:28.723> company<00:03:29.062> is<00:03:29.207> where<00:03:29.272> are<00:03:29.433> you<00:03:29.530> going,<00:03:29.998> what<00:03:30.111> I<00:03:30.256> call<00:03:30.562> line<00:03:30.804> of<00:03:30.885> sight.

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It's<00:03:31.966> a<00:03:32.031> bit<00:03:32.257> more<00:03:32.370> than<00:03:32.515> direction<00:03:33.160> for<00:03:33.322> me.

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It's<00:03:34.209> a<00:03:34.274> bit<00:03:34.435> more<00:03:34.500> than<00:03:34.604> strategy<00:03:35.384> even.

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When<00:03:36.534> you<00:03:36.615> create<00:03:36.856> a<00:03:36.920> line<00:03:37.112> of<00:03:37.193> sight,<00:03:37.674> it's<00:03:37.819> not<00:03:38.060> just<00:03:38.365> where<00:03:38.525> you<00:03:38.622> want<00:03:38.750> to<00:03:38.863> end<00:03:39.087> up,<00:03:39.184> but<00:03:39.344> it's<00:03:39.505> the<00:03:39.649> how<00:03:40.131> you<00:03:40.227> get<00:03:40.532> there<00:03:40.853> and<00:03:41.030> giving<00:03:41.351> that<00:03:41.608> view<00:03:42.331> sort<00:03:42.539> of<00:03:42.620> up<00:03:42.796> the<00:03:42.876> mountainside<00:03:43.695> to<00:03:43.824> the<00:03:43.920> peak.

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And<00:03:45.365> one<00:03:45.429> of<00:03:45.526> the<00:03:45.590> things<00:03:45.911> that<00:03:46.072> I<00:03:46.168> felt<00:03:46.650> fairly<00:03:46.955> strongly<00:03:47.372> about<00:03:47.774> after<00:03:47.998> I<00:03:48.095> talked<00:03:48.319> to<00:03:48.416> a<00:03:48.432> number<00:03:48.673> of<00:03:48.801> customers,<00:03:50.246> particularly<00:03:50.760> our<00:03:50.904> healthcare<00:03:51.386> customers,<00:03:52.895> is<00:03:53.152> that<00:03:53.457> they<00:03:53.634> were<00:03:53.794> increasingly<00:03:54.437> having<00:03:55.063> a<00:03:55.239> problem<00:03:55.866> with<00:03:56.765> putting<00:03:57.246> compliant<00:03:58.049> data<00:03:58.836> into<00:03:59.173> the<00:03:59.318> workflow.

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So<00:04:00.843> Clint,<00:04:01.084> again,<00:04:01.276> if<00:04:01.421> I<00:04:01.501> may,<00:04:01.726> let<00:04:01.806> me<00:04:01.903> give<00:04:01.999> you<00:04:02.079> an<00:04:02.160> example<00:04:02.561> of<00:04:02.689> that.

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So<00:04:03.187> imagine<00:04:03.524> that<00:04:03.653> you're<00:04:03.813> a<00:04:03.829> doctor<00:04:04.488> It's<00:04:04.634> hard<00:04:04.796> for<00:04:04.909> me<00:04:05.039> to<00:04:05.184> do.

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I<00:04:06.091> don't<00:04:06.253> have<00:04:06.480> the<00:04:06.577> skill<00:04:06.836> set<00:04:07.127> or<00:04:07.208> the<00:04:07.240> intelligence<00:04:07.937> to<00:04:08.018> be<00:04:08.908> as<00:04:09.086> clever<00:04:09.410> as<00:04:09.556> doctors.

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But<00:04:11.094> if<00:04:11.191> you're<00:04:12.567> a<00:04:12.632> doctor<00:04:12.875> that<00:04:12.940> performs<00:04:13.223> surgery,<00:04:16.020> one<00:04:16.133> healthcare<00:04:16.456> professional<00:04:16.925> explained<00:04:17.345> to<00:04:17.442> me<00:04:17.523> it<00:04:17.588> was<00:04:17.749> a<00:04:17.895> bit<00:04:18.137> like<00:04:18.622> a<00:04:18.784> doctor<00:04:19.204> having<00:04:19.851> a<00:04:19.932> plate<00:04:20.320> of<00:04:20.417> food<00:04:21.064> in<00:04:21.225> front<00:04:21.532> of<00:04:21.613> them<00:04:22.745> that<00:04:22.907> they<00:04:23.149> didn't<00:04:23.569> know<00:04:23.893> they<00:04:24.054> could<00:04:24.378> eat<00:04:25.251> because<00:04:25.493> it<00:04:25.590> might<00:04:25.752> do<00:04:25.915> some<00:04:26.405> damage.

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In<00:04:27.221> other<00:04:27.385> words,<00:04:27.695> the<00:04:27.777> food<00:04:28.462> isn't<00:04:28.756> compliant.

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And<00:04:30.354> the<00:04:30.500> frustration<00:04:31.081> is<00:04:31.242> the<00:04:31.387> food's<00:04:31.791> right<00:04:32.033> there<00:04:32.146> in<00:04:32.275> front<00:04:32.533> of<00:04:32.613> them,<00:04:32.775> the<00:04:32.936> data<00:04:33.404> is<00:04:33.565> already<00:04:33.969> in<00:04:34.066> the<00:04:34.179> system,<00:04:35.260> but<00:04:35.357> they<00:04:35.437> have<00:04:35.599> to<00:04:35.824> ask<00:04:36.228> the<00:04:36.309> patient<00:04:37.277> for<00:04:37.938> the<00:04:38.019> data<00:04:38.406> again,<00:04:38.826> or<00:04:38.922> they<00:04:39.068> have<00:04:39.245> to<00:04:39.520> refill<00:04:40.099> in<00:04:40.341> the<00:04:40.421> form,<00:04:41.886> which<00:04:42.112> is<00:04:42.273> a<00:04:42.289> mundane,<00:04:43.818> repetitive<00:04:44.688> exercise<00:04:45.750> that<00:04:45.911> frankly<00:04:46.394> they<00:04:46.475> shouldn't,<00:04:47.747> um,<00:04:47.924> have<00:04:48.246> to<00:04:48.391> do.

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They<00:04:48.986> should<00:04:49.196> have<00:04:49.437> more<00:04:49.695> time<00:04:50.564> literally<00:04:50.983> to<00:04:51.063> do<00:04:51.208> the<00:04:51.288> magic<00:04:51.723> of<00:04:51.868> what<00:04:52.029> they<00:04:52.190> do.

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So<00:04:54.267> the<00:04:54.589> concept<00:04:55.152> of<00:04:55.313> having<00:04:55.796> compliant<00:04:56.601> data<00:04:57.165> is<00:04:57.406> absolutely<00:04:57.728> critical.

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Of<00:04:58.372> course,<00:04:58.630> we've<00:04:58.855> all<00:04:58.920> heard<00:04:59.169> of<00:04:59.430> HIPAA<00:04:59.638> regulations.

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Um,<00:05:01.305> GDPR<00:05:01.962> is<00:05:02.107> no<00:05:02.267> longer<00:05:02.572> just<00:05:02.764> a<00:05:02.828> European<00:05:03.646> issue.

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ISO<00:05:04.816> 27001,<00:05:06.355> I<00:05:06.435> think<00:05:06.692> it<00:05:06.836> is,<00:05:07.477> another<00:05:07.798> compliancy<00:05:08.920> that<00:05:09.016> is<00:05:09.305> critical<00:05:09.802> to<00:05:09.962> data<00:05:10.523> management.

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So<00:05:12.447> we<00:05:12.591> just<00:05:12.928> bought<00:05:13.232> a<00:05:13.329> company<00:05:14.531> that<00:05:14.787> specializes<00:05:16.118> in<00:05:16.214> a<00:05:16.455> data<00:05:16.775> management,<00:05:17.978> and<00:05:18.058> I<00:05:18.122> think<00:05:18.298> what<00:05:18.443> I<00:05:18.523> would<00:05:18.683> call<00:05:18.940> it<00:05:19.517> is<00:05:19.645> a<00:05:19.741> data<00:05:20.286> activation<00:05:21.264> platform<00:05:22.386> where<00:05:22.611> you<00:05:22.707> can<00:05:22.867> take<00:05:23.172> the<00:05:23.268> data<00:05:23.829> and<00:05:23.989> activate<00:05:24.695> it<00:05:25.128> So<00:05:25.272> it<00:05:25.353> becomes<00:05:25.738> useful<00:05:26.477> to<00:05:26.637> both<00:05:26.942> the<00:05:27.360> patient<00:05:27.922> experience<00:05:29.191> and<00:05:29.432> the<00:05:29.592> doctor<00:05:30.010> experience.

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And<00:05:31.776> it's<00:05:31.937> all<00:05:32.098> about<00:05:32.403> managing<00:05:32.981> the<00:05:33.061> data<00:05:33.382> coming<00:05:33.768> in<00:05:34.346> and<00:05:34.426> making<00:05:34.812> it<00:05:34.908> compliant.

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And<00:05:36.032> you<00:05:36.113> wouldn't<00:05:36.353> be<00:05:36.434> surprised<00:05:36.916> to<00:05:36.996> know<00:05:37.237> that<00:05:37.381> there<00:05:37.542> are<00:05:37.783> elements<00:05:38.265> of<00:05:38.361> artificial<00:05:38.843> intelligence<00:05:39.951> that<00:05:40.288> automate<00:05:41.011> that<00:05:41.316> mundane<00:05:42.601> so<00:05:42.793> that<00:05:43.002> the<00:05:43.099> doctor<00:05:43.902> or<00:05:43.982> the<00:05:44.126> healthcare<00:05:44.464> professionals<00:05:45.106> can<00:05:45.267> do<00:05:45.427> their<00:05:45.588> magic.

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I<00:05:46.776> was<00:05:46.889> gonna<00:05:47.017> ask<00:05:47.354> you,<00:05:47.451> like,<00:05:47.756> how<00:05:48.061> are<00:05:48.238> you<00:05:48.463> utilizing<00:05:49.121> artificial<00:05:49.603> intelligence<00:05:50.550> and<00:05:51.209> what<00:05:51.305> do<00:05:51.434> you<00:05:51.610> think<00:05:52.333> your<00:05:52.558> company<00:05:52.975> looks<00:05:53.280> like<00:05:53.473> in<00:05:53.618> 5<00:05:54.003> years?

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Given<00:05:55.449> that<00:05:56.252> technology<00:05:57.055> and<00:05:57.151> the<00:05:57.312> various<00:05:57.713> ways<00:05:57.954> that<00:05:58.018> you<00:05:58.114> can<00:05:58.275> integrate<00:05:58.741> it?

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And<00:05:59.624> who<00:05:59.720> even<00:05:59.945> knows<00:06:00.186> where<00:06:00.668> that<00:06:00.845> technology<00:06:01.407> is<00:06:01.567> in<00:06:01.712> 5<00:06:01.905> years,<00:06:02.194> right?

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Very,<00:06:03.800> very<00:06:04.057> good<00:06:04.201> question.

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Let<00:06:05.598> me<00:06:05.743> give<00:06:05.887> you<00:06:06.080> a<00:06:06.305> two-part<00:06:06.851> answer,<00:06:07.253> then<00:06:07.301> I'll<00:06:07.895> answer<00:06:08.136> the<00:06:08.216> second<00:06:08.553> part.

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So,<00:06:09.581> here's<00:06:09.758> a<00:06:09.838> really<00:06:10.224> lovely<00:06:10.545> example<00:06:10.962> of<00:06:11.187> AI<00:06:11.926> that's<00:06:12.327> real<00:06:13.291> that<00:06:13.596> you<00:06:13.917> can<00:06:14.078> use<00:06:14.335> in<00:06:14.480> your<00:06:14.640> product.

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So,<00:06:15.941> think<00:06:16.182> ChatGPT,<00:06:17.611> right?

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Voice<00:06:18.414> prompt<00:06:18.976> or<00:06:20.020> just<00:06:20.213> simple<00:06:20.582> keyboard<00:06:21.000> prompt.

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If<00:06:23.311> you<00:06:23.391> think<00:06:23.568> about<00:06:23.728> the<00:06:23.808> complexity<00:06:24.611> of<00:06:24.755> forms<00:06:25.236> that<00:06:25.333> are<00:06:25.413> needed<00:06:25.798> in<00:06:26.280> healthcare<00:06:26.937> or<00:06:27.258> education<00:06:28.301> or<00:06:28.382> in<00:06:28.606> large<00:06:29.007> human<00:06:29.264> resources<00:06:29.826> people<00:06:30.147> departments<00:06:30.724> of<00:06:30.789> the<00:06:30.933> large<00:06:31.270> banks,<00:06:32.056> they're<00:06:32.153> creating<00:06:32.634> myriads<00:06:33.436> of<00:06:33.516> forms,<00:06:33.934> and<00:06:34.399> some<00:06:34.560> of<00:06:34.608> those<00:06:34.800> forms<00:06:35.041> are<00:06:35.105> quite<00:06:35.282> complex.

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The<00:06:37.271> old<00:06:37.448> days,<00:06:37.913> you<00:06:38.010> had<00:06:38.170> to<00:06:38.314> literally<00:06:38.716> do<00:06:38.876> dropdown<00:06:39.357> menus<00:06:39.775> and<00:06:39.855> inserts.

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Now<00:06:41.524> you<00:06:41.620> can<00:06:41.780> use<00:06:42.085> AI<00:06:42.422> to<00:06:42.647> just<00:06:43.048> prompt,<00:06:44.332> create<00:06:44.813> me<00:06:44.926> a<00:06:44.990> form<00:06:45.936> that<00:06:46.594> helps<00:06:47.076> me<00:06:47.621> bring<00:06:47.878> in<00:06:48.263> a<00:06:48.279> patient.

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Help<00:06:49.803> me<00:06:50.444> create<00:06:50.829> a<00:06:50.845> form<00:06:51.566> that<00:06:52.368> enables<00:06:52.833> me<00:06:52.865> to<00:06:52.945> survey<00:06:54.612> my<00:06:54.853> student<00:06:55.494> base<00:06:55.879> about<00:06:56.119> the<00:06:56.215> quality<00:06:56.760> of<00:06:57.017> this<00:06:57.498> program.

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And<00:06:59.838> it'll<00:06:59.982> just<00:07:00.223> do<00:07:00.367> it<00:07:00.463> for<00:07:00.768> you<00:07:01.265> magically<00:07:01.746> in<00:07:01.810> front<00:07:02.066> of<00:07:02.131> your<00:07:02.291> eyes.

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So<00:07:03.028> less<00:07:03.333> time<00:07:03.589> at<00:07:03.686> the<00:07:03.814> keyboard,<00:07:04.872> more<00:07:05.176> time<00:07:05.577> doing<00:07:05.834> the<00:07:05.914> things<00:07:06.379> that<00:07:06.699> you<00:07:07.180> want<00:07:07.421> to<00:07:07.501> do,<00:07:07.741> your<00:07:08.062> purpose.

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We're<00:07:09.457> doing<00:07:09.681> that<00:07:09.841> for<00:07:10.002> both<00:07:10.242> the<00:07:10.386> forms<00:07:10.883> creation<00:07:11.669> and<00:07:11.845> the<00:07:12.005> document<00:07:12.550> creation.

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And<00:07:13.432> we're<00:07:13.512> the<00:07:13.608> first<00:07:14.009> in<00:07:14.089> the<00:07:14.186> industry<00:07:14.570> to<00:07:14.650> do<00:07:14.811> it.

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So<00:07:15.436> much<00:07:15.773> less<00:07:16.319> work<00:07:16.816> from<00:07:17.137> you.

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Secondly,<00:07:20.185> what<00:07:20.329> I<00:07:20.409> was<00:07:20.506> talking<00:07:20.891> about<00:07:21.227> from<00:07:21.388> the<00:07:21.468> perspective<00:07:21.965> of<00:07:22.094> a<00:07:22.190> doctor<00:07:22.912> in<00:07:22.992> that<00:07:23.297> use<00:07:23.538> case<00:07:24.612> is<00:07:24.757> we're<00:07:24.933> using<00:07:25.543> AI<00:07:26.505> to<00:07:26.826> tag<00:07:27.628> data<00:07:28.751> as<00:07:28.864> it<00:07:29.249> ingests,<00:07:30.227> as<00:07:30.356> it<00:07:30.452> comes<00:07:30.917> in,<00:07:32.120> so<00:07:32.377> that<00:07:33.323> large<00:07:33.740> quantities<00:07:34.398> of<00:07:34.543> data<00:07:34.944> can<00:07:35.104> be<00:07:35.345> tagged<00:07:36.371> against<00:07:36.885> a<00:07:36.949> set<00:07:37.366> of<00:07:37.510> compliancy<00:07:38.457> rules.

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The<00:07:40.302> customer<00:07:40.655> sets<00:07:41.040> the<00:07:41.184> rules.

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The<00:07:41.906> customer<00:07:42.403> owns<00:07:42.707> the<00:07:42.803> data.

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What<00:07:43.925> we<00:07:44.085> do<00:07:44.245> is<00:07:44.406> tag<00:07:44.806> it<00:07:45.431> that<00:07:45.543> says,<00:07:45.912> for<00:07:46.152> example,<00:07:46.873> if<00:07:47.034> you<00:07:47.274> use<00:07:48.027> a<00:07:48.075> Social<00:07:48.412> Security<00:07:48.909> number<00:07:49.437> and<00:07:49.533> an<00:07:49.630> address<00:07:50.239> and<00:07:50.351> a<00:07:50.415> phone<00:07:50.735> number<00:07:51.440> in<00:07:51.537> this<00:07:51.841> way,<00:07:52.338> that<00:07:52.562> may<00:07:52.819> or<00:07:52.899> may<00:07:53.059> not<00:07:53.299> be<00:07:53.460> compliant<00:07:54.277> to<00:07:54.421> that<00:07:54.677> state's<00:07:55.767> code<00:07:57.001> or<00:07:57.065> code<00:07:57.305> of<00:07:57.386> operations.

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So<00:08:00.094> obviously<00:08:00.510> then<00:08:00.735> we're<00:08:00.975> training<00:08:02.337> a<00:08:02.353> small<00:08:03.219> or<00:08:03.251> large<00:08:03.940> language<00:08:04.340> model<00:08:05.318> to<00:08:05.478> interpret<00:08:06.279> that<00:08:06.536> data<00:08:07.000> correctly.

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And<00:08:08.112> then<00:08:08.292> serve<00:08:08.700> it<00:08:08.863> back<00:08:09.124> into<00:08:09.418> the<00:08:09.582> workflow<00:08:09.957> perfectly.

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Now,<00:08:12.593> early<00:08:12.771> days.

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I'm<00:08:13.726> not<00:08:13.888> saying<00:08:14.066> that<00:08:14.212> this<00:08:14.374> problem<00:08:14.617> has<00:08:14.779> been<00:08:14.957> cracked<00:08:15.362> yet<00:08:15.605> because<00:08:15.848> we've<00:08:16.075> just<00:08:16.415> bought<00:08:16.641> the<00:08:16.739> company<00:08:17.063> that<00:08:17.225> can<00:08:17.386> do<00:08:17.532> this,<00:08:18.115> but<00:08:18.180> we're<00:08:18.261> going<00:08:18.358> to<00:08:18.407> have<00:08:18.504> a<00:08:18.585> product<00:08:18.990> in<00:08:19.087> market.

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I<00:08:20.122> would<00:08:20.285> say<00:08:20.675> if<00:08:20.789> I'm,<00:08:21.748> if<00:08:21.829> I'm<00:08:22.463> being<00:08:22.723> conservative,<00:08:23.926> early<00:08:24.186> next<00:08:24.593> year<00:08:25.064> might<00:08:25.227> be<00:08:25.324> a<00:08:25.405> bit<00:08:25.633> quicker.

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So<00:08:28.674> your<00:08:28.837> last<00:08:29.080> question,<00:08:29.502> company<00:08:29.827> in<00:08:29.908> 5<00:08:30.298> years.

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Look,<00:08:31.045> it's<00:08:31.191> very<00:08:31.386> simple.

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If<00:08:33.302> you<00:08:33.384> look,<00:08:33.497> for<00:08:33.627> example,<00:08:34.066> at<00:08:34.212> the<00:08:34.293> advances<00:08:35.024> that<00:08:35.186> Siri<00:08:35.755> has<00:08:35.982> made,<00:08:36.595> and<00:08:36.692> what<00:08:36.917> Apple<00:08:37.190> is<00:08:37.334> doing.

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And<00:08:38.121> I'm<00:08:38.218> not,<00:08:38.603> you<00:08:38.684> know,<00:08:38.796> favoring<00:08:39.326> Apple<00:08:39.647> over<00:08:39.824> any<00:08:40.049> other<00:08:40.210> technology,<00:08:40.788> but<00:08:40.868> Siri's<00:08:41.431> really<00:08:41.752> come<00:08:41.993> on.

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Your<00:08:43.101> ability<00:08:43.439> to<00:08:43.599> ask<00:08:43.921> it<00:08:44.001> to<00:08:44.306> do<00:08:44.499> things<00:08:45.463> is<00:08:45.607> so<00:08:46.154> much<00:08:46.411> greater<00:08:46.732> than<00:08:46.893> it<00:08:47.037> was.

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If<00:08:48.644> you<00:08:48.724> think<00:08:48.901> about<00:08:49.206> workflow—<00:08:50.250> forms,<00:08:50.748> documents,<00:08:51.455> e-sign—<00:08:52.820> agents<00:08:53.640> will<00:08:53.865> do<00:08:54.106> a<00:08:54.202> far<00:08:54.764> better<00:08:55.150> job<00:08:55.503> than<00:08:55.712> humans<00:08:56.612> in<00:08:56.756> that<00:08:56.933> moment.

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It's<00:08:58.298> relatively<00:08:58.877> mundane,<00:09:00.306> so<00:09:00.547> it's<00:09:01.110> not<00:09:01.335> as<00:09:01.495> contentious<00:09:02.395> as<00:09:02.459> some<00:09:02.652> of<00:09:02.813> the<00:09:03.102> AI<00:09:04.905> solutions<00:09:05.794> that<00:09:05.956> are<00:09:06.279> being<00:09:06.603> looked<00:09:06.910> for.

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But<00:09:08.397> data<00:09:08.624> compliancy<00:09:09.659> is<00:09:09.756> really<00:09:09.998> important,<00:09:11.195> and<00:09:11.356> humans<00:09:11.857> won't<00:09:12.181> do,<00:09:12.569> haven't<00:09:12.973> done,<00:09:13.555> and<00:09:13.717> won't<00:09:14.282> ever<00:09:14.443> in<00:09:14.523> the<00:09:14.603> future<00:09:15.005> do<00:09:15.551> as<00:09:15.808> good<00:09:16.033> a<00:09:16.049> job<00:09:17.158> as<00:09:17.479> a<00:09:17.720> carefully<00:09:18.459> and<00:09:18.620> thoughtfully<00:09:19.327> trained<00:09:20.853> model<00:09:22.074> that<00:09:22.170> an<00:09:22.459> AI<00:09:22.941> agent<00:09:23.423> acts<00:09:23.905> on<00:09:23.986> a<00:09:24.018> human's<00:09:24.471> behalf.

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So,<00:09:26.575> you<00:09:26.656> know,<00:09:28.856> we're<00:09:29.099> not<00:09:29.997> trying<00:09:30.318> to<00:09:30.414> be<00:09:30.574> as<00:09:30.735> complex<00:09:31.393> as<00:09:31.457> some<00:09:31.778> other<00:09:31.938> industries,<00:09:32.500> but<00:09:32.580> we<00:09:32.740> are<00:09:32.837> solving<00:09:33.928> quite<00:09:34.104> a<00:09:34.248> complex<00:09:34.826> problem.

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So<00:09:35.532> in<00:09:35.628> 5<00:09:35.933> years'<00:09:36.110> time,<00:09:37.377> I<00:09:37.473> think<00:09:37.714> that<00:09:38.019> our<00:09:38.260> industry<00:09:39.784> gets<00:09:40.201> major<00:09:40.987> disruption<00:09:42.110> and<00:09:42.287> we're<00:09:42.447> trying<00:09:42.672> to<00:09:42.752> get<00:09:42.848> ahead<00:09:43.394> of<00:09:43.506> that<00:09:43.731> disruption<00:09:44.613> with<00:09:44.758> a<00:09:44.918> line<00:09:45.175> of<00:09:45.255> sight<00:09:45.977> to<00:09:46.137> an<00:09:46.442> AI-enabled<00:09:47.565> future,<00:09:48.287> not<00:09:48.945> an<00:09:49.411> AI<00:09:49.748> future.

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Yeah,<00:09:51.657> yeah,<00:09:52.138> yeah.

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That's<00:09:52.940> super<00:09:53.277> interesting.

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And<00:09:53.999> congrats<00:09:54.625> on,<00:09:55.508> you<00:09:55.540> know,<00:09:55.684> being<00:09:56.246> first<00:09:56.486> in<00:09:56.566> the<00:09:56.647> industry<00:09:57.032> there.

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That's<00:09:57.609> a<00:09:57.674> big<00:09:57.850> deal.

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Um,<00:10:00.159> what<00:10:00.239> does<00:10:00.351> a<00:10:00.479> typical<00:10:00.896> day<00:10:01.120> look<00:10:01.297> like<00:10:01.521> for<00:10:01.762> you<00:10:01.938> as<00:10:02.034> CEO<00:10:02.563> of<00:10:02.595> Formstack?

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Oh<00:10:04.422> boy,<00:10:04.807> I,<00:10:05.031> you<00:10:05.063> know,<00:10:05.689> Clint,<00:10:05.881> I'm<00:10:06.025> not<00:10:06.185> sure<00:10:06.426> that<00:10:06.586> any<00:10:06.827> day<00:10:06.987> is<00:10:07.147> typical,<00:10:07.612> frankly,<00:10:08.269> and<00:10:08.654> I<00:10:08.750> think<00:10:08.974> I<00:10:09.135> like<00:10:09.391> it<00:10:09.535> that<00:10:09.712> way.

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Um,<00:10:11.138> my<00:10:11.299> team<00:10:11.539> will<00:10:11.699> tell<00:10:11.940> you<00:10:12.036> that,<00:10:13.222> uh,<00:10:13.318> I<00:10:13.398> have<00:10:13.543> to<00:10:13.703> really<00:10:13.863> concentrate,<00:10:15.145> uh,<00:10:15.546> uh,<00:10:16.107> and,<00:10:16.428> and<00:10:16.508> having<00:10:16.764> variety<00:10:17.325> in<00:10:17.470> my<00:10:17.646> life<00:10:17.982> is<00:10:18.191> a<00:10:18.367> good<00:10:18.592> thing.

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You<00:10:19.986> know,<00:10:20.531> it<00:10:20.771> generally<00:10:21.172> falls<00:10:21.509> into<00:10:21.733> two<00:10:21.974> parts.

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Um,<00:10:23.801> I<00:10:23.897> am<00:10:23.993> a<00:10:24.057> huge<00:10:24.618> believer<00:10:24.939> in<00:10:25.083> face-to-face<00:10:25.724> contact.

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We<00:10:28.226> have<00:10:29.430> a<00:10:29.446> new<00:10:29.751> office<00:10:30.071> that<00:10:30.216> we've<00:10:30.312> just<00:10:30.537> put<00:10:30.697> into<00:10:30.954> Denver.

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We<00:10:32.638> have<00:10:32.719> an<00:10:32.863> office<00:10:33.120> in<00:10:33.216> Indianapolis.

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We<00:10:33.938> have<00:10:34.018> an<00:10:34.147> office<00:10:34.323> in<00:10:34.403> Los<00:10:34.628> Angeles.

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I<00:10:36.232> try<00:10:36.409> to<00:10:36.569> get<00:10:36.794> to<00:10:36.890> those<00:10:37.195> offices<00:10:37.773> and<00:10:37.933> see<00:10:38.655> and<00:10:38.896> touch<00:10:39.216> people,<00:10:40.484> hear<00:10:40.885> what<00:10:40.997> they've<00:10:41.142> got<00:10:41.382> to<00:10:41.447> say,<00:10:41.928> listen<00:10:42.185> to<00:10:42.329> their<00:10:42.505> point<00:10:42.730> of<00:10:42.810> view.

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So<00:10:44.206> I'm<00:10:44.415> frequently<00:10:45.153> traveling.

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So<00:10:45.859> a<00:10:45.939> typical<00:10:46.276> day<00:10:46.581> is,<00:10:47.319> you<00:10:47.383> know,<00:10:47.479> begins<00:10:47.816> and<00:10:47.944> ends<00:10:48.121> with<00:10:48.217> an<00:10:48.345> airport<00:10:48.747> or<00:10:48.843> a<00:10:48.907> hotel.

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When<00:10:50.768> I'm<00:10:50.929> not<00:10:51.233> traveling,<00:10:52.630> I'm<00:10:52.871> a<00:10:52.999> pretty<00:10:53.256> early<00:10:53.497> riser.

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Our<00:10:55.006> investors<00:10:55.584> and<00:10:55.648> our<00:10:55.809> board<00:10:56.050> members<00:10:56.451> are<00:10:56.708> East<00:10:56.949> Coast.

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So,<00:10:58.137> I'm<00:10:58.298> up<00:10:58.410> at—<00:10:58.972> I'm<00:10:59.277> usually<00:10:59.743> at<00:10:59.775> about<00:11:00.546> 5:45,<00:11:01.429> 6<00:11:01.686> o'clock.

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I<00:11:03.372> work<00:11:03.677> out.

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I'm<00:11:04.415> a<00:11:04.576> great<00:11:04.817> believer<00:11:05.218> in<00:11:05.619> keeping<00:11:05.925> myself<00:11:06.342> fit<00:11:06.583> and<00:11:06.743> eating<00:11:07.048> well.

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I<00:11:07.305> think<00:11:07.466> that<00:11:07.546> provides<00:11:07.964> a<00:11:08.028> certain<00:11:08.285> degree<00:11:08.574> of<00:11:08.750> energy<00:11:09.955> for<00:11:10.196> my<00:11:10.356> day.

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So,<00:11:11.303> I'll<00:11:11.400> try<00:11:11.560> to<00:11:11.625> get<00:11:11.721> a<00:11:11.801> workout<00:11:12.749> in<00:11:13.070> before<00:11:13.407> the<00:11:13.551> day<00:11:13.728> starts<00:11:14.146> because,<00:11:14.370> as<00:11:14.515> you<00:11:14.547> know,<00:11:14.756> the<00:11:14.852> longer<00:11:15.093> the<00:11:15.173> day<00:11:15.398> goes<00:11:15.639> on,<00:11:15.815> the<00:11:16.217> harder<00:11:16.554> it<00:11:16.634> is<00:11:16.779> to<00:11:16.923> work<00:11:17.164> out.

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Email,<00:11:19.986> got<00:11:20.130> to<00:11:20.210> get<00:11:20.387> email<00:11:20.691> done.

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Email,<00:11:21.733> bane<00:11:21.926> of<00:11:21.990> my<00:11:22.214> life.

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Just<00:11:23.673> let's<00:11:24.314> get<00:11:24.410> that<00:11:24.699> cleared<00:11:25.035> so<00:11:25.196> it's<00:11:25.356> not<00:11:25.580> cluttering<00:11:26.077> my<00:11:26.222> mind.

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And<00:11:26.718> then<00:11:26.863> for<00:11:26.991> me,<00:11:27.183> it's<00:11:27.344> a<00:11:27.424> decision<00:11:27.776> about<00:11:28.001> what's<00:11:28.225> important<00:11:28.706> versus<00:11:29.027> urgent<00:11:31.431> and<00:11:31.527> setting<00:11:31.928> priorities.

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I<00:11:32.713> have<00:11:32.810> a<00:11:32.874> fantastic<00:11:33.787> assistant<00:11:34.717> who<00:11:35.214> knows<00:11:35.535> that<00:11:35.679> I<00:11:35.759> like<00:11:36.000> to<00:11:36.240> cluster<00:11:36.753> meetings.

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So<00:11:38.244> what<00:11:38.324> I<00:11:38.340> like<00:11:38.564> to<00:11:38.596> do<00:11:38.741> is<00:11:38.885> do<00:11:39.045> meeting<00:11:39.382> after<00:11:39.558> meeting<00:11:39.863> after<00:11:40.023> meeting<00:11:40.600> in<00:11:40.728> a<00:11:41.305> 4<00:11:41.626> or<00:11:41.722> 5-hour<00:11:42.347> period,<00:11:42.972> which<00:11:43.149> leaves<00:11:43.373> the<00:11:43.453> rest<00:11:43.774> of<00:11:43.870> the<00:11:44.030> day<00:11:44.976> to<00:11:45.152> whatever<00:11:45.553> is<00:11:45.729> needed,<00:11:46.514> whether<00:11:46.738> it's<00:11:46.979> thinking<00:11:47.459> time,<00:11:48.901> reading,<00:11:50.023> or<00:11:50.183> people<00:11:50.599> need<00:11:50.840> me<00:11:51.224> at<00:11:51.304> a<00:11:51.336> moment<00:11:51.865> where,<00:11:52.987> you<00:11:53.099> know,<00:11:53.483> I'm<00:11:53.788> unscheduled.

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Clint,<00:11:55.710> I<00:11:55.967> will<00:11:56.111> tell<00:11:56.287> you,<00:11:56.367> one<00:11:56.527> of<00:11:56.592> my<00:11:56.688> pet<00:11:56.992> hates<00:11:57.248> is<00:11:57.328> to<00:11:57.473> be<00:11:57.793> overscheduled.

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Yeah.

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And<00:11:59.732> I<00:11:59.812> believe<00:12:00.052> that<00:12:00.292> having<00:12:00.773> time<00:12:01.110> is<00:12:01.254> both<00:12:01.558> restful<00:12:02.055> for<00:12:02.215> the<00:12:02.359> mind,<00:12:03.641> enables<00:12:04.122> you<00:12:04.218> to<00:12:04.298> be<00:12:04.458> both<00:12:04.762> tactical<00:12:05.483> and<00:12:05.676> strategic.

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And<00:12:07.518> I<00:12:07.646> think<00:12:07.823> lastly,<00:12:08.207> what<00:12:08.303> I<00:12:08.447> would<00:12:08.544> say<00:12:08.864> is<00:12:09.825> sometimes<00:12:10.290> when<00:12:10.386> people<00:12:10.610> say,<00:12:10.770> what<00:12:10.867> type<00:12:11.027> of<00:12:11.091> CEO<00:12:11.652> are<00:12:11.812> you?

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I<00:12:12.485> mean<00:12:12.709> this<00:12:12.869> with<00:12:13.013> all<00:12:13.254> the<00:12:13.334> humility<00:12:13.831> in<00:12:13.911> the<00:12:13.975> world.

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Even<00:12:14.930> though<00:12:15.027> I<00:12:15.124> may<00:12:15.270> not<00:12:15.497> be<00:12:15.594> as<00:12:15.691> humble<00:12:15.934> as<00:12:16.080> I<00:12:16.144> should<00:12:16.323> be<00:12:16.468> at<00:12:16.501> some<00:12:16.727> times.

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And<00:12:17.602> that<00:12:17.715> is<00:12:17.861> whatever<00:12:19.546> the<00:12:19.643> company<00:12:20.291> needs,<00:12:21.003> whatever<00:12:21.343> type<00:12:21.667> of<00:12:21.748> CEO<00:12:22.153> the<00:12:22.299> company<00:12:22.639> needs<00:12:23.368> at<00:12:23.530> any<00:12:23.660> given<00:12:24.015> moment.

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And<00:12:24.824> that<00:12:24.969> could<00:12:25.066> be<00:12:25.228> different<00:12:25.551> at<00:12:25.632> the<00:12:25.713> beginning<00:12:26.052> of<00:12:26.117> the<00:12:26.214> day<00:12:26.424> or<00:12:26.505> the<00:12:26.602> end<00:12:26.764> of<00:12:26.844> the<00:12:26.925> day.

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If<00:12:27.895> you<00:12:27.976> don't<00:12:28.283> make<00:12:28.542> time<00:12:29.091> in<00:12:29.172> the<00:12:29.269> end<00:12:29.447> of<00:12:29.528> the<00:12:29.657> day<00:12:29.997> and<00:12:30.320> in<00:12:30.466> a<00:12:30.547> day<00:12:31.840> to<00:12:31.937> breathe,<00:12:33.580> to<00:12:34.081> refind<00:12:34.663> your<00:12:35.051> energy,<00:12:37.831> then<00:12:38.607> I<00:12:38.688> think<00:12:38.947> you,<00:12:39.351> you<00:12:39.496> are<00:12:39.739> imbalancing<00:12:41.158> your<00:12:41.320> capability.

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And<00:12:43.522> I'm<00:12:43.684> no<00:12:43.991> longer<00:12:44.250> afraid<00:12:44.720> of<00:12:44.979> gaps<00:12:45.627> because<00:12:46.193> I<00:12:46.258> think<00:12:46.436> they're<00:12:46.663> really<00:12:46.841> valuable.

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And<00:12:48.396> I'm<00:12:48.541> a<00:12:48.622> true<00:12:48.946> believer<00:12:50.321> that<00:12:50.483> the<00:12:50.580> CEO<00:12:51.938> job<00:12:52.196> is<00:12:52.326> not<00:12:52.568> just<00:12:52.811> chief<00:12:53.215> executive<00:12:53.781> officer,<00:12:54.120> but<00:12:54.266> it's<00:12:54.427> chief<00:12:54.993> energy<00:12:55.413> officer.

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Yeah,<00:12:58.818> I<00:12:58.980> love<00:12:59.141> that.

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That's<00:12:59.610> super<00:12:59.787> interesting,<00:13:00.434> actually.

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As<00:13:02.518> you<00:13:02.615> think<00:13:02.938> about<00:13:04.311> prioritizing<00:13:05.361> product<00:13:05.846> roadmaps,<00:13:07.166> and<00:13:07.407> various<00:13:08.064> things<00:13:08.465> that<00:13:08.786> deal<00:13:09.170> with<00:13:09.411> like,<00:13:10.052> okay,<00:13:10.469> so,<00:13:10.806> so<00:13:11.335> basically<00:13:11.655> what<00:13:11.816> I<00:13:11.832> want<00:13:12.265> to<00:13:12.457> ask<00:13:12.649> is<00:13:12.778> like<00:13:12.874> kind<00:13:13.034> of<00:13:13.114> go<00:13:13.339> a<00:13:13.355> little<00:13:13.579> bit<00:13:13.756> deeper<00:13:14.221> on<00:13:14.397> that<00:13:14.638> question<00:13:16.337> around<00:13:18.068> how<00:13:18.245> do<00:13:18.325> you<00:13:18.565> decide<00:13:20.313> where<00:13:20.714> to<00:13:20.810> spend<00:13:21.195> your<00:13:21.291> time<00:13:21.676> each<00:13:21.932> day<00:13:22.814> versus<00:13:23.199> product<00:13:23.760> versus<00:13:24.081> team<00:13:24.417> versus<00:13:25.379> meetings<00:13:26.021> versus<00:13:26.822> traveling,<00:13:27.447> all<00:13:27.544> that?

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Like,<00:13:27.944> how<00:13:28.025> do<00:13:28.169> you<00:13:28.265> make<00:13:28.506> those<00:13:28.666> decisions<00:13:29.211> on<00:13:29.307> like<00:13:29.532> what<00:13:29.708> the<00:13:29.788> priority<00:13:30.510> is<00:13:31.295> for<00:13:31.375> you<00:13:31.536> in<00:13:31.632> like<00:13:31.792> a<00:13:31.872> week<00:13:32.113> or<00:13:32.193> a<00:13:32.257> day?

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It's<00:13:32.834> just<00:13:33.059> really<00:13:33.235> interesting<00:13:33.572> to<00:13:33.796> get<00:13:34.053> into<00:13:34.261> the<00:13:34.293> mindset<00:13:34.694> of<00:13:34.774> somebody<00:13:35.063> who's<00:13:35.239> running<00:13:35.480> a<00:13:35.560> company<00:13:35.865> like<00:13:36.025> yours.

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Yeah,<00:13:36.987> I,<00:13:37.789> I'm<00:13:37.966> not<00:13:38.126> sure<00:13:38.511> I<00:13:38.672> am.

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I<00:13:39.089> truly<00:13:39.506> know.

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I'm<00:13:40.356> not<00:13:40.452> sure<00:13:40.837> that<00:13:41.078> if<00:13:41.174> I'm<00:13:41.335> honest,<00:13:41.720> I<00:13:41.880> have<00:13:42.137> a<00:13:42.859> routine<00:13:43.516> of<00:13:43.597> an<00:13:43.725> answer<00:13:44.206> here,<00:13:45.249> and<00:13:45.361> I<00:13:45.425> think<00:13:45.666> it<00:13:45.810> changes.

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And<00:13:46.933> I<00:13:46.966> think<00:13:47.190> being<00:13:47.415> able<00:13:47.575> to<00:13:47.752> deal<00:13:48.137> with<00:13:48.377> change,<00:13:49.837> you<00:13:49.933> know,<00:13:50.078> different<00:13:50.543> periods<00:13:51.040> in<00:13:51.137> a<00:13:51.265> company<00:13:52.083> require<00:13:52.628> different<00:13:53.767> responses.

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So,<00:13:56.639> you<00:13:56.671> know,<00:13:56.751> when<00:13:56.896> you<00:13:57.056> join<00:13:57.361> a<00:13:57.441> company,<00:13:59.045> I<00:13:59.142> have<00:13:59.302> a<00:13:59.366> different<00:13:59.623> set<00:13:59.864> of<00:13:59.944> priorities<00:14:00.585> in<00:14:00.666> the<00:14:00.746> first<00:14:00.987> 6<00:14:01.291> months<00:14:01.612> that<00:14:01.692> I<00:14:01.789> do<00:14:02.270> now<00:14:02.992> in<00:14:03.073> the<00:14:03.218> latter<00:14:03.476> half<00:14:03.782> of<00:14:03.862> the<00:14:03.959> year.

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Look,<00:14:04.523> in<00:14:04.587> the<00:14:04.668> first<00:14:04.925> 6<00:14:05.167> months,<00:14:05.489> it<00:14:05.650> was,<00:14:07.084> um,<00:14:07.841> assimilate<00:14:09.114> as<00:14:09.259> much<00:14:09.436> information<00:14:09.935> as<00:14:10.080> possible.

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So<00:14:11.272> I<00:14:11.353> was<00:14:11.530> pretty<00:14:11.772> meeting<00:14:12.160> heavy,<00:14:13.777> um,<00:14:14.827> firstly<00:14:15.329> understanding<00:14:16.703> employees'<00:14:17.188> reactions,<00:14:17.737> then<00:14:17.899> understanding<00:14:18.546> customer<00:14:18.966> reactions.

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And<00:14:20.324> I<00:14:20.421> think<00:14:20.728> until<00:14:21.148> that's<00:14:21.440> been<00:14:21.569> assimilated,<00:14:22.262> you<00:14:22.343> can't<00:14:22.666> really<00:14:22.940> make<00:14:23.247> the<00:14:23.392> kind<00:14:23.505> of<00:14:23.634> decisions<00:14:24.199> on<00:14:24.441> time<00:14:25.329> or<00:14:25.425> priorities<00:14:25.990> of<00:14:26.152> choice.

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So<00:14:28.289> I<00:14:28.322> suppose<00:14:28.667> I'm<00:14:28.864> answering<00:14:29.127> the<00:14:29.209> question<00:14:29.456> by<00:14:29.555> saying,<00:14:29.883> in<00:14:29.966> the<00:14:30.097> beginning,<00:14:30.935> I<00:14:31.001> was<00:14:31.165> choosing<00:14:31.445> a<00:14:31.576> priority<00:14:31.987> of<00:14:32.086> listening.

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Using<00:14:35.580> two<00:14:35.758> ears<00:14:35.984> more<00:14:36.146> than<00:14:36.308> one<00:14:36.550> mouth.

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And<00:14:36.971> I'm<00:14:37.181> sure<00:14:37.359> there<00:14:37.520> are<00:14:37.601> plenty<00:14:37.844> of<00:14:37.925> people<00:14:38.167> who<00:14:38.329> I<00:14:38.474> work<00:14:38.652> with<00:14:38.814> who<00:14:38.976> are<00:14:39.056> like,<00:14:39.542> really?

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I<00:14:40.447> don't<00:14:40.592> know<00:14:40.657> if<00:14:40.819> you<00:14:40.900> did<00:14:41.061> that,<00:14:41.466> but<00:14:41.643> that<00:14:41.789> was<00:14:41.951> the<00:14:42.112> intent.

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Uh,<00:14:45.163> I<00:14:45.243> would<00:14:45.404> say<00:14:45.726> that<00:14:45.871> there<00:14:46.032> was<00:14:46.145> a<00:14:46.274> period<00:14:46.677> of<00:14:46.757> time<00:14:47.015> where<00:14:47.095> my<00:14:47.256> authority<00:14:47.885> became<00:14:48.287> more<00:14:48.464> directive,<00:14:51.106> uh,<00:14:51.347> which<00:14:51.524> is<00:14:51.685> a<00:14:52.233> dangerous<00:14:52.716> period<00:14:54.423> because<00:14:55.131> I<00:14:55.614> am—<00:14:56.838> if<00:14:56.902> you<00:14:56.999> think<00:14:57.241> about<00:14:57.466> the<00:14:57.546> sort<00:14:57.708> of<00:14:57.804> the<00:14:57.885> formation<00:14:58.464> of<00:14:58.609> geese<00:15:00.469> I<00:15:00.614> chose<00:15:00.954> to<00:15:01.099> take<00:15:01.342> the<00:15:01.423> front<00:15:01.746> position<00:15:04.091> and<00:15:04.188> fly<00:15:04.592> for<00:15:05.805> the<00:15:05.967> distance<00:15:06.533> that<00:15:06.679> I<00:15:06.776> need<00:15:07.099> to,<00:15:07.487> to<00:15:07.730> get<00:15:08.053> the<00:15:08.312> formation<00:15:09.284> organized<00:15:10.920> so<00:15:11.228> that<00:15:11.552> we<00:15:11.778> have<00:15:12.264> altitude<00:15:13.155> and<00:15:13.333> thrust.

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We<00:15:14.208> have<00:15:14.305> speed<00:15:14.807> and<00:15:14.937> altitude<00:15:15.504> because<00:15:15.860> a<00:15:15.925> company<00:15:16.265> needs<00:15:16.492> both.

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I<00:15:18.426> have<00:15:18.571> reached<00:15:18.829> the<00:15:18.909> point<00:15:19.457> where<00:15:20.279> the<00:15:20.360> decisions<00:15:20.860> now<00:15:21.021> I'm<00:15:21.166> making<00:15:21.488> about<00:15:21.794> my<00:15:21.972> time,<00:15:23.181> literally<00:15:23.600> in<00:15:23.664> the<00:15:23.809> last<00:15:24.228> week,<00:15:24.486> Clint<00:15:26.860> I'm<00:15:27.120> able<00:15:27.348> to<00:15:27.446> drop<00:15:27.836> back<00:15:28.113> in<00:15:28.260> the<00:15:28.341> formation.

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And<00:15:31.906> if<00:15:31.987> you<00:15:32.083> follow<00:15:32.389> the<00:15:32.485> analogy,<00:15:33.612> there<00:15:33.676> are<00:15:33.773> two<00:15:33.998> components<00:15:34.642> of<00:15:35.543> that<00:15:35.768> priority<00:15:36.251> choice.

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One<00:15:37.393> is<00:15:38.584> I<00:15:38.681> am<00:15:39.308> slipstreaming.

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I'm<00:15:41.787> rebuilding<00:15:42.271> energy<00:15:43.320> because<00:15:43.643> now<00:15:43.869> other<00:15:44.047> people<00:15:44.515> like<00:15:44.692> our<00:15:44.773> Chief<00:15:45.015> Operations<00:15:45.644> Officer<00:15:46.322> are<00:15:46.387> taking<00:15:46.774> on<00:15:46.855> the<00:15:46.952> planning<00:15:47.500> cycle<00:15:47.904> for<00:15:48.033> next<00:15:48.307> year.

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Our,<00:15:49.776> the<00:15:50.372> leader<00:15:50.612> of<00:15:50.677> sales<00:15:51.255> is<00:15:51.480> truly<00:15:52.298> driving<00:15:53.840> our<00:15:53.904> customer<00:15:54.611> orientation.

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Our<00:15:55.831> brand<00:15:56.136> new<00:15:56.297> chief<00:15:56.553> solutions<00:15:57.276> officer<00:15:58.015> is<00:15:58.095> now<00:15:58.320> worried<00:15:58.641> about<00:15:59.604> gross<00:15:59.990> retention.

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And<00:16:02.157> these<00:16:02.559> roles<00:16:03.602> have<00:16:03.859> lanes,<00:16:04.341> responsibilities,<00:16:05.224> and<00:16:05.320> accountability.

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So<00:16:06.814> I'm<00:16:06.990> now<00:16:07.151> slipstreaming,<00:16:08.339> which<00:16:08.451> is<00:16:08.580> phenomenal.

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I<00:16:09.334> have<00:16:09.479> now<00:16:09.559> more<00:16:09.880> time.

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So<00:16:11.101> now<00:16:11.229> I'm<00:16:11.406> thinking<00:16:11.807> about<00:16:13.654> what's<00:16:13.878> the<00:16:14.055> market<00:16:14.537> doing?

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So<00:16:16.484> my<00:16:16.646> switch<00:16:17.131> now<00:16:17.422> is<00:16:17.923> more<00:16:18.085> market<00:16:18.473> orientation,<00:16:19.379> macroeconomics.

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How<00:16:23.262> much<00:16:23.586> are<00:16:23.667> we<00:16:23.813> actually<00:16:24.138> satisfying<00:16:24.787> customers?

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What<00:16:26.328> are<00:16:26.409> customers<00:16:26.896> telling<00:16:27.220> us<00:16:27.317> that<00:16:27.480> we're<00:16:27.577> not<00:16:27.950> noticing?

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It's<00:16:30.804> so—<00:16:30.950> it's<00:16:31.063> a<00:16:31.208> probing<00:16:31.936> time<00:16:33.456> so<00:16:33.698> that<00:16:33.860> the<00:16:33.941> formation<00:16:34.846> that<00:16:35.008> we're<00:16:35.121> flying<00:16:35.574> in<00:16:35.719> is<00:16:35.816> getting<00:16:36.301> more—<00:16:37.336> less<00:16:37.594> wind<00:16:37.837> resistance,<00:16:38.645> right?

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More<00:16:39.534> capability<00:16:40.181> to<00:16:40.230> get<00:16:40.411> higher<00:16:40.857> and<00:16:41.071> further.

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And<00:16:42.714> conserve<00:16:43.341> the<00:16:43.501> energy<00:16:43.903> to<00:16:44.063> do<00:16:44.240> it.

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So<00:16:44.898> it's<00:16:45.043> an<00:16:45.267> odd<00:16:45.589> answer<00:16:45.910> to<00:16:45.990> your<00:16:46.167> question,<00:16:47.531> but<00:16:47.628> I'm<00:16:47.772> very<00:16:48.029> methodical<00:16:48.736> about<00:16:49.282> where<00:16:49.539> we<00:16:49.763> are<00:16:50.036> in<00:16:50.165> the<00:16:50.325> company's<00:16:51.048> evolution.

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And<00:16:52.236> I'm<00:16:52.429> now<00:16:52.670> trying<00:16:52.975> to<00:16:53.055> think<00:16:53.312> about<00:16:54.917> what<00:16:55.030> does<00:16:55.158> next<00:16:55.560> year<00:16:55.785> look<00:16:55.961> like?

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And<00:16:56.459> even<00:16:56.764> beyond<00:16:57.230> next<00:16:57.487> year,<00:16:57.647> what<00:16:57.759> does<00:16:57.952> '26<00:16:58.916> look<00:16:59.076> like?

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What<00:17:00.248> do<00:17:00.280> we<00:17:00.361> have<00:17:00.521> to<00:17:00.698> buy<00:17:01.244> or<00:17:01.501> build?

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What<00:17:02.785> is<00:17:03.010> the<00:17:03.267> product<00:17:04.295> and<00:17:04.455> engineering<00:17:05.017> team<00:17:05.258> thinking<00:17:05.691> about?

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Do<00:17:07.525> we<00:17:07.673> have<00:17:07.789> to<00:17:07.937> re-engineer<00:17:08.679> components<00:17:09.256> of<00:17:09.355> our<00:17:09.421> platform?

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How<00:17:11.620> do<00:17:11.750> we<00:17:11.930> do<00:17:12.158> that<00:17:13.626> rather<00:17:13.870> like<00:17:13.985> a<00:17:14.115> Jenga<00:17:14.457> puzzle?

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Pull<00:17:15.501> some<00:17:15.746> pieces<00:17:16.153> out,<00:17:16.333> but<00:17:16.480> the<00:17:16.561> stack,<00:17:17.846> every<00:17:18.023> pun<00:17:18.264> intended,<00:17:18.746> stays<00:17:19.454> stable.

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And<00:17:20.675> those<00:17:20.980> are<00:17:21.077> bigger<00:17:21.318> strategic<00:17:21.864> questions.

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And<00:17:22.363> that's<00:17:22.684> what<00:17:23.182> I<00:17:23.247> should<00:17:23.632> be<00:17:23.729> worried<00:17:23.986> about,<00:17:24.613> as<00:17:24.758> well<00:17:24.918> as<00:17:25.015> the<00:17:25.256> tactical<00:17:26.043> concern<00:17:26.526> about<00:17:27.352> the<00:17:28.632> happiness<00:17:29.215> of<00:17:29.361> our<00:17:29.458> employees.

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Sorry,<00:17:30.851> a<00:17:30.916> bit<00:17:31.062> long-winded.

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No,<00:17:32.066> that<00:17:32.277> was<00:17:32.763> beautiful.

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What's<00:17:34.033> the<00:17:34.180> best<00:17:34.440> piece<00:17:35.075> of<00:17:35.237> leadership<00:17:35.742> advice<00:17:36.149> you've<00:17:36.311> ever<00:17:36.539> received?

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Oh,<00:17:38.845> boy.

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Humility<00:17:40.592> and<00:17:40.738> curiosity.

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Just<00:17:42.113> two<00:17:42.291> words.

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Be<00:17:43.164> humble.

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Be<00:17:43.828> curious.

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And<00:17:45.672> I'm<00:17:45.850> not<00:17:46.173> naturally<00:17:46.804> humble.

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I'm<00:17:47.338> going<00:17:47.419> to<00:17:47.532> confess<00:17:47.936> that.

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Right.

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There's<00:17:48.692> plenty<00:17:48.900> of<00:17:48.981> people<00:17:49.174> you<00:17:49.238> could<00:17:49.383> talk<00:17:49.560> to<00:17:49.720> and<00:17:49.817> agree<00:17:50.042> with<00:17:50.203> you.

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I—<00:17:52.067> the<00:17:52.212> older<00:17:52.517> I<00:17:52.614> have<00:17:52.791> got,<00:17:53.723> the<00:17:53.820> more<00:17:54.221> I<00:17:54.848> truly<00:17:55.668> try<00:17:56.070> to<00:17:56.231> be<00:17:56.360> humble.

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It's<00:17:58.083> not<00:17:58.246> an<00:17:58.490> ego<00:17:58.831> thing<00:17:59.140> either.

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It's<00:17:59.872> funny.

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It's<00:18:00.376> not<00:18:00.604> ego<00:18:00.864> for<00:18:01.011> me.

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It's<00:18:01.713> the<00:18:01.874> humility<00:18:02.276> of<00:18:02.372> listening.

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I<00:18:04.125> have<00:18:04.350> to<00:18:04.431> practice<00:18:04.913> that.

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I'm<00:18:05.235> a<00:18:05.331> natural<00:18:05.797> talker.

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I'm<00:18:07.020> a<00:18:07.180> Welshman.

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We<00:18:08.386> love<00:18:08.612> to<00:18:08.772> talk.

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And<00:18:11.535> I've<00:18:12.327> read<00:18:12.666> more.

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I'm<00:18:13.232> more<00:18:13.539> curious<00:18:14.186> to<00:18:14.363> learn<00:18:14.687> from<00:18:14.913> other<00:18:15.155> people,<00:18:16.287> to<00:18:16.384> be<00:18:16.545> mentored,<00:18:18.677> to<00:18:18.935> be<00:18:19.160> advocated<00:18:19.886> for,<00:18:21.755> and<00:18:21.836> to<00:18:21.932> be<00:18:22.142> curious<00:18:22.803> about<00:18:23.206> customer<00:18:23.770> needs,<00:18:24.575> employee<00:18:25.236> needs,<00:18:26.010> board<00:18:26.429> needs.

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So<00:18:27.416> humility<00:18:28.064> and<00:18:28.227> curiosity<00:18:28.956> are<00:18:29.037> kind<00:18:29.199> of<00:18:29.361> watchwords<00:18:29.929> I<00:18:30.074> try<00:18:30.253> to<00:18:30.415> practice<00:18:31.452> from<00:18:31.566> a<00:18:31.776> leadership<00:18:32.198> perspective,<00:18:33.008> and<00:18:33.106> I<00:18:33.170> fail.

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What<00:18:35.042> are<00:18:35.124> you<00:18:35.303> reading<00:18:35.858> and<00:18:36.021> what<00:18:36.266> reading<00:18:36.527> recommendations<00:18:37.180> would<00:18:37.326> you<00:18:37.424> have<00:18:37.604> for<00:18:37.816> us?

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Oh<00:18:38.974> my<00:18:39.203> gosh.

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I'll<00:18:42.336> tell<00:18:42.563> you,<00:18:43.001> I'll<00:18:43.536> answer<00:18:43.795> that.

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I'll<00:18:44.103> tell<00:18:44.265> you<00:18:44.379> that<00:18:44.606> the<00:18:45.173> book<00:18:45.481> that<00:18:45.578> has<00:18:45.821> guided<00:18:46.308> me<00:18:47.767> in<00:18:47.913> recent<00:18:48.334> times<00:18:48.982> the<00:18:49.064> most<00:18:50.185> is<00:18:52.156> a<00:18:52.237> book<00:18:52.465> called<00:18:52.710> Surfing<00:18:53.280> the<00:18:53.443> Edge<00:18:53.703> of<00:18:53.866> Chaos.

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And<00:18:59.159> companies<00:18:59.641> are<00:18:59.738> chaotic.

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And<00:19:01.829> there<00:19:02.070> is<00:19:02.617> a<00:19:03.823> natural<00:19:04.322> belief<00:19:04.659> in<00:19:04.788> all<00:19:05.190> of<00:19:05.287> us.

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The<00:19:06.010> minute<00:19:06.317> somebody<00:19:06.576> says<00:19:06.819> chaos,<00:19:07.223> we<00:19:07.304> think<00:19:07.531> it's<00:19:07.709> negative.

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Well,<00:19:09.150> if<00:19:09.247> you<00:19:09.393> can<00:19:09.555> harness<00:19:09.959> the<00:19:10.057> power<00:19:10.542> of<00:19:10.688> chaos,<00:19:12.400> then<00:19:14.053> it<00:19:14.134> can<00:19:14.280> be<00:19:14.377> really<00:19:14.685> powerful<00:19:15.204> for<00:19:15.415> change.

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Now,<00:19:17.214> of<00:19:17.376> course,<00:19:18.333> too<00:19:18.430> much<00:19:18.657> chaos<00:19:19.143> is,<00:19:19.727> is<00:19:19.808> negative.

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But<00:19:20.618> this<00:19:20.845> book<00:19:21.088> talks<00:19:21.364> about<00:19:21.739> the<00:19:21.988> comparison<00:19:22.569> of<00:19:22.735> business<00:19:23.083> and<00:19:23.332> nature.

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So<00:19:24.851> a<00:19:24.867> fascinating<00:19:25.725> comparison.

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Uh,<00:19:27.539> it's<00:19:27.685> a<00:19:27.750> very<00:19:27.993> intellectual<00:19:28.641> book,<00:19:28.916> and<00:19:29.046> it<00:19:29.208> also<00:19:29.451> takes<00:19:29.710> case<00:19:29.969> studies<00:19:31.151> of<00:19:31.491> large<00:19:31.880> organizations<00:19:32.544> and<00:19:32.706> how<00:19:33.014> they<00:19:33.160> harnessed<00:19:33.676> chaos.

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And<00:19:34.806> there<00:19:34.855> have<00:19:34.968> been<00:19:35.113> just<00:19:35.290> a<00:19:35.371> couple<00:19:35.629> of<00:19:35.839> lines<00:19:36.324> that<00:19:36.404> have<00:19:36.501> appeared<00:19:36.921> in<00:19:37.050> that<00:19:37.227> book<00:19:37.470> that<00:19:37.793> stayed<00:19:38.115> with<00:19:38.293> me.

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Um,<00:19:39.972> equilibrium<00:19:40.634> is<00:19:40.779> the<00:19:40.860> precursor<00:19:41.409> to<00:19:41.506> death.

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Companies<00:19:43.668> that<00:19:43.829> stand<00:19:44.168> still<00:19:45.282> for<00:19:45.443> too<00:19:45.685> long.

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Disequilibrium<00:19:48.752> devices<00:19:50.298> are<00:19:50.394> powerful<00:19:51.021> change<00:19:51.359> agents.

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Sometimes<00:19:52.967> literally<00:19:53.835> creating<00:19:54.253> a<00:19:54.317> little<00:19:54.558> swirl,<00:19:55.121> creating<00:19:55.523> a<00:19:55.539> little<00:19:55.780> chaos<00:19:56.584> causes<00:19:56.905> people<00:19:57.179> to<00:19:57.243> step<00:19:57.549> out<00:19:57.629> of<00:19:57.709> their<00:19:57.854> comfort<00:19:58.176> zone,<00:19:58.740> think<00:19:59.321> harder.

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So<00:20:01.562> I<00:20:01.643> would<00:20:01.804> say<00:20:01.982> it's<00:20:02.127> quite<00:20:02.320> a<00:20:02.465> tough<00:20:02.788> read,<00:20:04.681> but<00:20:04.778> there's—<00:20:05.426> look,<00:20:05.669> I'm<00:20:06.138> no<00:20:06.316> book<00:20:06.543> critic,<00:20:06.883> but<00:20:07.029> I'd<00:20:07.077> say<00:20:07.126> there's<00:20:07.352> like<00:20:07.514> 40%<00:20:08.178> of<00:20:08.405> the<00:20:08.502> book<00:20:09.878> is<00:20:10.105> fascinating.

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And<00:20:11.011> the<00:20:11.092> book<00:20:11.238> was<00:20:11.400> written<00:20:12.144> 20<00:20:12.549> years<00:20:13.990> ago.

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Great<00:20:14.492> book.

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No<00:20:16.823> Rules<00:20:17.228> Rules,<00:20:17.730> just<00:20:18.060> I<00:20:18.076> love<00:20:18.252> the<00:20:18.397> whole<00:20:18.718> cultural<00:20:19.360> aspect<00:20:19.938> of<00:20:20.034> that.

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I<00:20:20.645> think<00:20:20.741> that's<00:20:21.608> a,<00:20:21.785> a<00:20:22.090> really<00:20:22.347> brilliant<00:20:23.711> piece<00:20:23.936> of<00:20:24.033> writing.

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I<00:20:25.060> was<00:20:25.157> a<00:20:25.397> big<00:20:25.638> fan<00:20:26.184> of<00:20:27.581> Sapiens,<00:20:28.994> uh,<00:20:29.476> uh,<00:20:30.535> Yuval<00:20:31.001> Harari.

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But<00:20:31.804> what<00:20:31.900> I'm<00:20:32.061> more<00:20:32.237> interested<00:20:32.543> in<00:20:32.639> now<00:20:32.880> is<00:20:33.490> I've<00:20:33.586> just<00:20:33.747> started<00:20:34.052> reading<00:20:34.293> Homo<00:20:34.630> Deus,<00:20:35.738> uh,<00:20:35.979> you<00:20:36.011> know,<00:20:36.155> Human<00:20:36.557> Gods,<00:20:37.745> uh,<00:20:37.841> which<00:20:38.002> of<00:20:38.146> course<00:20:38.403> is<00:20:38.548> a<00:20:38.789> really,<00:20:39.206> really<00:20:39.591> good,<00:20:41.037> um,<00:20:41.438> follow-on<00:20:42.273> from<00:20:42.482> The<00:20:42.578> Brief<00:20:42.819> History<00:20:43.220> of<00:20:43.590> you<00:20:43.638> know,<00:20:43.782> man,<00:20:44.567> to<00:20:44.743> what<00:20:44.984> man<00:20:45.304> can<00:20:45.545> become<00:20:46.891> through<00:20:47.131> this<00:20:47.308> technological<00:20:48.173> evolution<00:20:48.670> that<00:20:48.830> we're<00:20:48.975> going<00:20:49.231> through.

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So<00:20:49.568> it's<00:20:49.792> both,<00:20:50.657> you<00:20:50.689> know,<00:20:50.930> it's<00:20:51.074> touching<00:20:51.459> on<00:20:51.539> humanity<00:20:52.356> and<00:20:52.436> the<00:20:52.517> humanities<00:20:53.318> of<00:20:53.462> man,<00:20:54.199> but<00:20:54.360> also<00:20:54.760> what's<00:20:55.962> our<00:20:56.203> future<00:20:56.667> look<00:20:56.924> like.

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And<00:20:57.581> I'm<00:20:57.709> halfway<00:20:58.126> through,<00:20:58.591> and<00:20:58.927> I<00:20:58.943> mean,<00:20:59.104> it's<00:20:59.248> a<00:20:59.408> great<00:20:59.729> read,<00:20:59.969> and<00:21:00.033> he's<00:21:00.931> such<00:21:01.251> a<00:21:01.395> great<00:21:01.796> writer.

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So<00:21:03.239> those<00:21:03.559> are—<00:21:04.360> that's<00:21:04.841> in<00:21:04.937> my<00:21:05.098> sort<00:21:05.338> of<00:21:05.899> motion<00:21:06.220> at<00:21:06.316> the<00:21:06.396> moment.

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What<00:21:07.357> do<00:21:07.422> you<00:21:07.582> read,<00:21:07.822> like,<00:21:08.303> throughout<00:21:08.608> the<00:21:08.704> day?

00:21:09.249 --> 00:21:13.063
Are<00:21:09.345> you<00:21:09.489> reading,<00:21:09.601> like,<00:21:09.826> Wall<00:21:10.002> Street<00:21:10.306> Journal,<00:21:11.733> trade<00:21:11.989> publications,<00:21:12.534> things<00:21:12.775> like<00:21:12.871> that?

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Big<00:21:14.474> Financial<00:21:14.976> Times<00:21:15.299> reader.

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Love<00:21:15.850> the<00:21:16.011> FT.<00:21:17.225> Love<00:21:17.468> the<00:21:18.358> quality<00:21:18.779> of<00:21:18.860> writing<00:21:19.264> and<00:21:19.329> the<00:21:19.426> analysis.

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Some<00:21:20.170> of<00:21:20.300> it<00:21:20.397> goes<00:21:20.640> over<00:21:20.802> my<00:21:20.963> head.

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I'm<00:21:21.352> not<00:21:21.514> that<00:21:21.692> bright.

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But<00:21:22.258> boy,<00:21:23.100> very<00:21:23.537> good<00:21:23.652> from<00:21:23.945> a<00:21:24.369> macroeconomic<00:21:25.185> and<00:21:25.266> socioeconomic<00:21:26.294> motion.

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I<00:21:30.512> would<00:21:30.672> say<00:21:32.506> Wall<00:21:32.618> Street<00:21:32.924> Journal<00:21:34.757> for<00:21:34.998> US<00:21:35.818> business<00:21:36.445> and<00:21:36.783> generic<00:21:37.442> news.

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After<00:21:39.179> that,<00:21:39.581> I—<00:21:40.896> When<00:21:41.042> I<00:21:41.124> wake<00:21:41.303> up<00:21:41.400> in<00:21:41.449> the<00:21:41.514> morning,<00:21:41.774> a<00:21:41.790> little<00:21:41.969> bit<00:21:42.116> to<00:21:42.197> answer<00:21:42.376> your<00:21:42.587> earlier<00:21:42.831> question,<00:21:43.661> first<00:21:43.904> thing<00:21:44.067> I<00:21:44.132> do<00:21:44.246> is<00:21:44.376> go<00:21:44.474> to<00:21:44.555> the<00:21:44.636> BBC<00:21:45.059> News<00:21:45.433> app.

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British,<00:21:47.390> sorry,<00:21:48.258> but<00:21:48.499> just<00:21:48.821> world<00:21:49.142> news.

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Yeah,<00:21:51.055> I'm<00:21:52.358> an<00:21:52.422> American<00:21:52.759> citizen,<00:21:53.097> so<00:21:53.242> with<00:21:53.386> all<00:21:53.483> due<00:21:53.628> respect<00:21:53.949> to<00:21:53.981> American<00:21:54.351> television,<00:21:54.689> sometimes<00:21:55.896> it's,<00:21:56.283> it's<00:21:57.493> the<00:21:57.654> true<00:21:57.913> international<00:21:58.945> nature<00:21:59.203> of<00:21:59.300> news<00:21:59.784> I<00:21:59.913> tend<00:22:00.009> to<00:22:00.090> capture<00:22:00.477> from<00:22:00.574> BBC<00:22:00.977> World.

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I<00:22:04.904> rely<00:22:05.317> very<00:22:05.632> heavily<00:22:06.062> on<00:22:06.622> a<00:22:06.638> number<00:22:07.008> of<00:22:07.088> our<00:22:07.249> executives<00:22:08.229> to<00:22:08.454> also<00:22:08.855> pool<00:22:09.417> reading<00:22:09.755> resources.

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So<00:22:11.201> in<00:22:11.297> our<00:22:11.458> Slack,<00:22:12.566> if<00:22:12.647> somebody<00:22:12.968> sees<00:22:13.225> a<00:22:13.289> great<00:22:13.595> article,<00:22:14.655> they<00:22:14.816> drop<00:22:15.057> it<00:22:15.137> in<00:22:15.282> for<00:22:15.378> the<00:22:15.442> executive<00:22:15.940> team<00:22:16.181> to<00:22:16.326> read,<00:22:16.583> and<00:22:16.663> that,<00:22:16.969> that<00:22:17.129> makes<00:22:17.386> for<00:22:17.531> great<00:22:17.788> reading.

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I<00:22:18.656> like<00:22:18.832> to<00:22:18.993> print<00:22:19.379> reading<00:22:19.700> out<00:22:20.921> and<00:22:21.483> take<00:22:21.660> it<00:22:21.789> off,<00:22:22.512> read,<00:22:23.090> coming<00:22:23.331> down,<00:22:23.877> read,<00:22:24.375> and<00:22:24.472> just<00:22:24.680> make<00:22:24.857> handwritten<00:22:25.419> notes,<00:22:26.528> uh,<00:22:27.090> uh,<00:22:27.412> just<00:22:27.588> to,<00:22:27.926> just<00:22:28.135> to<00:22:28.215> keep<00:22:28.472> the,<00:22:28.777> uh,<00:22:29.822> the<00:22:29.918> brain<00:22:30.223> matter<00:22:30.561> going<00:22:30.882> and<00:22:31.027> staying<00:22:31.444> current<00:22:31.991> on<00:22:32.087> all<00:22:32.248> aspects<00:22:32.874> of<00:22:33.292> what<00:22:33.452> I<00:22:33.533> need<00:22:33.693> to<00:22:33.774> worry<00:22:33.998> about.

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As<00:22:35.620> someone<00:22:35.925> who's<00:22:36.102> like<00:22:36.343> thinking<00:22:36.680> about<00:22:36.985> this,<00:22:37.611> um,<00:22:37.884> so<00:22:38.253> often<00:22:38.831> these<00:22:39.088> days,<00:22:39.795> what<00:22:40.100> are<00:22:40.180> your<00:22:40.357> thoughts<00:22:40.678> on<00:22:40.758> kind<00:22:40.919> of<00:22:40.999> the<00:22:41.063> macroeconomic<00:22:42.219> and<00:22:42.284> maybe<00:22:42.524> even<00:22:42.685> like<00:22:42.846> the<00:22:42.942> macro<00:22:44.114> environment<00:22:44.837> in<00:22:44.997> general?

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What's<00:22:46.378> happening<00:22:46.844> obviously<00:22:47.245> in<00:22:47.325> the<00:22:47.406> United<00:22:47.582> States<00:22:47.919> is<00:22:48.144> we've<00:22:48.369> got<00:22:48.530> a,<00:22:49.108> you<00:22:49.172> know,<00:22:49.284> election<00:22:49.750> coming<00:22:50.071> up,<00:22:50.216> but<00:22:50.312> over<00:22:50.472> 20,<00:22:50.794> 25<00:22:51.195> countries<00:22:51.516> have<00:22:51.757> elections<00:22:52.158> coming<00:22:52.383> up<00:22:52.544> this<00:22:52.704> year<00:22:53.363> which<00:22:53.587> will<00:22:53.684> affect<00:22:54.310> the<00:22:54.471> economy,<00:22:55.033> which<00:22:55.209> will<00:22:55.306> have<00:22:55.530> effects<00:22:56.076> on<00:22:56.253> policy<00:22:56.735> leading<00:22:56.991> into<00:22:57.200> it.

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Your<00:22:58.019> current<00:22:59.087> view<00:22:59.815> on<00:23:00.300> the<00:23:00.332> macro<00:23:00.898> state<00:23:01.205> of<00:23:01.351> things?

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I'm<00:23:02.886> pretty<00:23:03.145> positive,<00:23:03.630> actually.

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I<00:23:06.055> think<00:23:06.298> we<00:23:06.944> are<00:23:07.171> in<00:23:07.332> a<00:23:07.429> fairly<00:23:07.995> good<00:23:08.238> economy<00:23:08.642> at<00:23:08.803> this<00:23:09.045> moment.

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Look,<00:23:09.755> I<00:23:09.836> think<00:23:10.094> there's<00:23:11.062> a<00:23:11.143> nod<00:23:11.546> to<00:23:12.095> maybe<00:23:12.530> as<00:23:12.660> many<00:23:12.837> as<00:23:12.982> 2<00:23:13.160> interest<00:23:13.482> rate<00:23:14.531> cuts.

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I<00:23:15.193> think<00:23:15.338> they<00:23:15.499> take<00:23:15.741> a<00:23:15.822> quarter<00:23:16.145> or<00:23:16.226> 2<00:23:16.532> for<00:23:16.613> them<00:23:16.774> to<00:23:16.935> really<00:23:17.678> flow<00:23:18.000> through<00:23:18.130> the<00:23:18.162> system.

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But<00:23:19.786> it's<00:23:20.354> good<00:23:20.581> to<00:23:20.662> see,<00:23:21.961> I<00:23:22.058> think,<00:23:22.302> the<00:23:22.448> work<00:23:22.692> that's<00:23:22.870> been<00:23:23.195> done<00:23:23.503> lately.

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And<00:23:23.877> I'm<00:23:23.990> not<00:23:24.153> being<00:23:24.331> political<00:23:24.802> here.

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I'm<00:23:25.410> not<00:23:25.539> going<00:23:25.636> to<00:23:25.701> declare<00:23:25.959> any<00:23:26.186> political<00:23:26.606> viability,<00:23:27.253> but<00:23:27.883> I<00:23:27.980> think<00:23:28.288> that<00:23:28.627> what<00:23:28.854> we<00:23:29.015> are<00:23:29.112> seeing<00:23:30.179> is<00:23:30.406> caution<00:23:31.699> with<00:23:32.103> optimism.

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I<00:23:33.952> think<00:23:34.097> I'm<00:23:34.340> more<00:23:34.598> worried<00:23:34.922> about<00:23:35.471> the<00:23:36.780> socioeconomic<00:23:38.703> and<00:23:38.784> sociopolitical<00:23:39.948> situation<00:23:40.578> that<00:23:40.659> we're<00:23:40.821> in<00:23:40.966> in<00:23:41.128> many<00:23:41.386> countries.

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I<00:23:43.472> think,<00:23:43.731> as<00:23:43.860> you<00:23:43.957> say,<00:23:44.199> there<00:23:44.280> are<00:23:44.344> a<00:23:44.360> number<00:23:44.602> of<00:23:44.699> elections<00:23:45.167> coming<00:23:45.474> up,<00:23:46.055> and<00:23:46.152> it's<00:23:46.297> very<00:23:46.523> interesting<00:23:46.781> to<00:23:46.878> see<00:23:47.040> the<00:23:47.185> polarization<00:23:48.057> in<00:23:48.137> certain<00:23:48.541> countries<00:23:48.944> that's<00:23:49.122> going<00:23:49.364> on<00:23:49.461> at<00:23:49.525> the<00:23:49.590> moment.

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Like<00:23:50.906> you,<00:23:51.083> I'm<00:23:51.243> sure,<00:23:51.645> you<00:23:51.677> know,<00:23:51.789> I<00:23:51.886> worry<00:23:52.126> about<00:23:52.303> the<00:23:52.432> polarization<00:23:53.090> of<00:23:53.186> the<00:23:53.315> US,<00:23:54.053> not<00:23:54.214> just<00:23:54.439> politically,<00:23:55.017> but<00:23:55.177> in<00:23:55.322> terms<00:23:55.803> of<00:23:56.285> macroeconomic<00:23:57.104> status.

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I<00:23:58.469> worry<00:23:58.710> about<00:24:00.556> the<00:24:01.359> variance<00:24:02.242> in<00:24:02.387> education<00:24:03.029> standards.

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I<00:24:05.373> particularly,<00:24:05.935> because<00:24:06.192> of<00:24:06.256> some<00:24:06.417> of<00:24:06.481> the<00:24:06.513> stuff<00:24:06.738> that's<00:24:06.899> in<00:24:06.979> my<00:24:07.139> past<00:24:07.766> work-wise,<00:24:09.130> I'm<00:24:10.013> very<00:24:10.495> worried<00:24:10.688> about<00:24:10.929> the<00:24:10.993> environment.

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Here<00:24:12.904> I<00:24:13.000> am<00:24:13.257> in<00:24:14.590> Northern<00:24:14.911> California<00:24:15.553> today.

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2<00:24:17.014> days<00:24:17.335> ago,<00:24:18.218> friends<00:24:18.603> of<00:24:18.684> ours<00:24:19.005> rang<00:24:19.839> 3<00:24:20.144> boys<00:24:20.465> in<00:24:20.546> a<00:24:20.690> local<00:24:21.974> summer<00:24:22.231> camp.

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Sorry,<00:24:23.676> that<00:24:24.061> great<00:24:24.238> technological<00:24:24.944> ability<00:24:25.281> to<00:24:25.362> put<00:24:25.458> a<00:24:25.506> thumbs<00:24:25.843> up<00:24:25.988> whenever<00:24:26.228> you<00:24:26.309> want<00:24:26.485> it.

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There<00:24:27.111> was<00:24:27.224> a<00:24:27.288> forest<00:24:27.754> fire.

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There's<00:24:29.471> a<00:24:29.535> forest<00:24:29.921> fire.

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They<00:24:30.402> had<00:24:30.499> to<00:24:30.579> be<00:24:30.675> evacuated<00:24:31.221> from<00:24:31.382> the<00:24:31.526> camp.

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You<00:24:32.280> know,<00:24:33.533> I<00:24:33.789> think<00:24:34.111> what's<00:24:34.335> happening<00:24:34.656> to<00:24:34.688> our<00:24:34.833> planet<00:24:35.154> is<00:24:35.298> going<00:24:35.379> to<00:24:35.475> have<00:24:35.652> a<00:24:35.716> socio<00:24:36.438> and<00:24:36.599> macroeconomic<00:24:37.626> effect.

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And<00:24:38.670> I<00:24:38.702> think<00:24:39.007> we're<00:24:39.167> ignoring<00:24:39.649> it.

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And<00:24:39.874> so<00:24:40.034> if<00:24:40.114> you<00:24:40.211> want<00:24:40.355> a<00:24:40.371> political<00:24:40.757> soapbox,<00:24:41.800> that's<00:24:42.121> the<00:24:42.201> one<00:24:42.378> I<00:24:42.458> jump<00:24:42.763> on<00:24:42.924> the<00:24:43.004> most.

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That<00:24:43.806> one<00:24:43.983> concerns<00:24:44.528> me.

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But<00:24:44.688> I<00:24:44.784> think<00:24:45.009> the<00:24:45.249> outlook<00:24:46.773> economically,<00:24:47.446> I'm<00:24:47.735> looking,<00:24:48.232> I<00:24:48.312> feel<00:24:48.553> is<00:24:48.713> good<00:24:48.938> for<00:24:49.114> us<00:24:50.557> and<00:24:50.718> for<00:24:51.359> our<00:24:51.584> country<00:24:51.920> in<00:24:52.000> the<00:24:52.145> coming<00:24:52.786> years,<00:24:53.524> subject<00:24:54.069> to<00:24:54.165> how<00:24:54.326> the<00:24:54.486> election<00:24:54.967> goes<00:24:55.769> and<00:24:57.212> what<00:24:57.356> either<00:24:57.597> party<00:24:57.934> decides<00:24:58.351> is<00:24:58.479> the<00:24:58.559> future.

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That<00:24:59.617> I<00:24:59.698> can't<00:24:59.858> predict.

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Do<00:25:00.403> you<00:25:00.564> think<00:25:00.740> it<00:25:00.820> even<00:25:00.981> matters<00:25:01.462> who<00:25:02.648> wins<00:25:02.985> these<00:25:03.242> types<00:25:03.482> of<00:25:03.546> things<00:25:04.011> from<00:25:04.124> an<00:25:04.252> economic<00:25:04.749> perspective?

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I<00:25:05.086> mean,<00:25:05.230> obviously<00:25:05.535> it<00:25:05.615> matters.

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I<00:25:06.176> don't<00:25:06.336> want<00:25:06.465> to<00:25:06.673> dismiss<00:25:07.074> it,<00:25:07.218> but<00:25:07.812> from<00:25:08.036> an<00:25:08.181> economic<00:25:08.694> and<00:25:08.822> business<00:25:09.159> perspective,<00:25:09.624> does<00:25:09.736> it<00:25:09.864> matter?

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I,<00:25:12.126> I,<00:25:12.511> I<00:25:12.607> think<00:25:12.912> I<00:25:12.992> would<00:25:13.105> agree<00:25:13.474> with<00:25:13.570> the<00:25:13.714> inherent<00:25:14.292> in<00:25:14.436> your<00:25:14.613> question,<00:25:16.843> right?

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Look,<00:25:18.447> you<00:25:18.928> know,<00:25:19.185> the<00:25:19.345> political<00:25:19.747> spectrum<00:25:21.335> now<00:25:21.575> is<00:25:22.057> pretty<00:25:22.297> wide,<00:25:23.260> right?

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So<00:25:23.838> whether<00:25:24.158> I'm<00:25:24.399> a<00:25:25.522> Democratic<00:25:26.019> supporter<00:25:26.485> or<00:25:26.565> Republican<00:25:27.191> supporter,<00:25:27.688> right,<00:25:27.912> I<00:25:27.945> mean,<00:25:28.089> I<00:25:28.233> will<00:25:28.330> classify<00:25:28.827> myself,<00:25:29.677> you<00:25:29.709> know,<00:25:30.271> I'm<00:25:30.479> socially<00:25:30.897> liberal,<00:25:31.795> I'm<00:25:31.939> fiscally<00:25:32.405> conservative.

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That<00:25:33.367> doesn't<00:25:33.544> mean<00:25:33.624> to<00:25:33.704> say<00:25:33.800> I'm<00:25:34.009> either<00:25:34.201> a<00:25:34.266> Democrat<00:25:34.683> or<00:25:34.811> Republican.

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Yeah,<00:25:35.693> exactly.

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I<00:25:38.421> I<00:25:38.502> am<00:25:38.839> pretty<00:25:39.064> comfortable<00:25:39.643> with<00:25:40.832> many<00:25:41.105> of<00:25:41.249> the<00:25:41.394> economic<00:25:42.294> policy<00:25:42.776> changes<00:25:43.338> that<00:25:43.467> have<00:25:43.563> happened.

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And<00:25:45.267> I<00:25:45.427> believe<00:25:45.909> that<00:25:46.734> if<00:25:46.946> there's<00:25:47.142> a<00:25:47.273> change<00:25:47.698> in<00:25:47.845> government,<00:25:50.175> from<00:25:50.337> a<00:25:50.418> business<00:25:50.823> perspective,<00:25:53.075> the<00:25:53.172> right<00:25:53.480> has<00:25:53.577> been<00:25:53.820> very<00:25:54.128> pro-business.

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Unfortunately,<00:25:57.747> in<00:25:57.893> politics<00:25:58.397> on<00:25:58.543> both<00:25:58.738> sides,<00:25:59.436> we<00:25:59.696> just<00:25:59.940> should<00:26:00.103> avoid<00:26:00.428> the<00:26:00.574> extremes.

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But<00:26:02.117> I<00:26:02.133> think<00:26:02.377> there's<00:26:02.686> a<00:26:02.718> middling.

00:26:03.908 --> 00:26:06.276
In<00:26:04.069> US<00:26:04.407> politics,<00:26:04.890> certainly<00:26:05.277> in<00:26:05.374> British<00:26:05.760> politics.

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Certainly<00:26:07.371> I<00:26:07.452> feel<00:26:07.565> more<00:26:08.177> comfortable<00:26:08.676> talking<00:26:09.014> about<00:26:09.240> British<00:26:09.562> politics.

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If<00:26:10.384> you<00:26:10.464> look<00:26:10.625> at<00:26:10.690> the<00:26:10.835> recent<00:26:11.109> election<00:26:11.495> of<00:26:11.576> Sakir<00:26:11.914> Starmer,<00:26:13.927> you<00:26:13.959> know,<00:26:14.105> you<00:26:14.266> see<00:26:15.558> a<00:26:15.785> left-wing<00:26:16.511> Labour<00:26:16.834> government<00:26:18.062> that<00:26:18.126> I<00:26:18.223> would<00:26:18.385> describe<00:26:18.934> as<00:26:19.435> close<00:26:19.742> to<00:26:19.838> the<00:26:19.919> centrist<00:26:20.484> policies<00:26:21.034> of<00:26:21.130> the<00:26:21.211> Tony<00:26:21.534> Blair<00:26:21.777> days.

00:26:23.685 --> 00:26:37.883
The<00:26:23.928> business<00:26:24.396> community<00:26:24.881> in<00:26:24.978> the<00:26:25.205> United<00:26:25.787> Kingdom,<00:26:28.131> you<00:26:28.211> know,<00:26:29.020> was<00:26:29.650> more<00:26:29.909> concerned<00:26:30.491> about<00:26:30.782> the<00:26:30.879> policies<00:26:31.428> of<00:26:31.590> Liz<00:26:31.832> Truss<00:26:32.253> for<00:26:32.398> 30<00:26:32.722> days<00:26:34.453> right,<00:26:34.694> than<00:26:34.870> it<00:26:34.998> has<00:26:35.174> been<00:26:35.335> a<00:26:35.912> major<00:26:36.360> change<00:26:36.793> of<00:26:36.873> a<00:26:37.001> Tory<00:26:37.338> government.

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That's<00:26:38.139> fascinating.

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That's<00:26:39.982> actually<00:26:40.222> really<00:26:40.382> interesting.

00:26:42.161 --> 00:26:51.007
Switching<00:26:42.546> back<00:26:42.722> to<00:26:42.866> leadership,<00:26:43.507> what<00:26:43.667> are<00:26:43.892> the<00:26:44.068> 3<00:26:44.308> most<00:26:44.565> important<00:26:44.949> leadership<00:26:45.414> traits<00:26:46.472> that<00:26:46.776> you<00:26:46.968> think<00:26:47.497> every<00:26:47.754> leader<00:26:48.138> should<00:26:48.459> try<00:26:48.875> to<00:26:49.116> cultivate<00:26:50.382> or<00:26:50.622> have?

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Okay,<00:26:53.603> I'm<00:26:53.843> going<00:26:53.955> to<00:26:54.083> do<00:26:54.244> 3<00:26:54.789> in<00:26:54.885> addition<00:26:55.926> to<00:26:56.247> humility<00:26:57.272> and<00:26:57.433> curiosity<00:26:57.833> because<00:26:58.074> I<00:26:58.154> feel<00:26:58.250> like<00:26:58.394> I've<00:26:58.490> already<00:26:58.715> answered<00:26:59.035> that.

00:27:00.608 --> 00:27:03.627
The<00:27:00.690> first<00:27:01.020> one<00:27:01.515> that<00:27:01.664> shouts<00:27:02.076> the<00:27:02.241> loudest<00:27:02.654> to<00:27:02.736> me<00:27:02.835> is<00:27:02.918> self-awareness.

00:27:05.797 --> 00:27:14.538
If<00:27:05.958> you<00:27:05.990> don't<00:27:06.280> have<00:27:06.682> the<00:27:06.779> ability<00:27:07.165> to<00:27:07.246> look<00:27:07.342> at<00:27:07.407> yourself<00:27:07.664> in<00:27:07.745> the<00:27:07.809> mirror<00:27:08.373> or<00:27:08.695> take<00:27:08.952> constructive<00:27:09.580> feedback—<00:27:10.465> and<00:27:11.190> by<00:27:11.367> taking<00:27:11.689> constructive<00:27:12.156> feedback,<00:27:12.478> you<00:27:12.526> have<00:27:12.590> to<00:27:12.719> genuinely<00:27:13.218> invite<00:27:13.604> it,<00:27:13.701> you<00:27:13.765> have<00:27:13.862> to<00:27:14.023> ask<00:27:14.248> for<00:27:14.425> it.

00:27:15.230 --> 00:27:21.421
I<00:27:15.246> have<00:27:15.440> a<00:27:15.456> CEO<00:27:15.876> council<00:27:16.345> that<00:27:16.442> I<00:27:16.587> do<00:27:17.234> about<00:27:17.492> every<00:27:17.670> 6<00:27:17.977> weeks,<00:27:18.770> all<00:27:18.867> corners<00:27:19.190> of<00:27:19.255> the<00:27:19.335> company,<00:27:19.836> all<00:27:19.982> races,<00:27:20.806> all<00:27:20.952> genders.

00:27:22.827 --> 00:27:25.270
I<00:27:22.908> got<00:27:23.053> some<00:27:23.215> feedback<00:27:23.619> this<00:27:23.797> morning<00:27:24.039> that<00:27:24.120> was<00:27:24.282> directed<00:27:24.751> solely<00:27:25.155> at<00:27:25.220> me.

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It<00:27:25.491> was<00:27:25.762> brilliantly<00:27:26.338> delivered.

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And<00:27:27.292> I<00:27:27.452> accepted<00:27:27.997> it<00:27:28.414> with<00:27:28.574> grace<00:27:28.975> because<00:27:29.215> it's<00:27:29.359> a<00:27:29.439> gift.

00:27:30.882 --> 00:27:39.230
For<00:27:30.994> me,<00:27:31.763> the<00:27:31.795> second<00:27:32.885> component<00:27:33.365> after<00:27:33.622> self-awareness<00:27:34.423> is<00:27:34.647> then<00:27:35.545> leadership's<00:27:36.089> ability<00:27:36.730> to<00:27:37.612> recognize<00:27:38.493> and<00:27:38.669> change.

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And<00:27:39.791> that<00:27:39.871> change<00:27:40.208> may<00:27:40.352> be<00:27:40.496> minute.

00:27:40.993 --> 00:27:47.178
It<00:27:41.073> may<00:27:41.233> be<00:27:41.377> in<00:27:41.938> the<00:27:42.018> simplicity<00:27:42.499> of<00:27:42.595> my<00:27:42.691> next<00:27:43.060> conversation,<00:27:44.022> or<00:27:44.118> it<00:27:44.198> may<00:27:44.358> be<00:27:44.518> my<00:27:44.743> disposition<00:27:45.336> to<00:27:45.464> the<00:27:45.544> whole<00:27:45.800> company<00:27:46.457> or<00:27:46.521> the<00:27:46.601> whole<00:27:46.842> market.

00:27:47.242 --> 00:27:48.332
It<00:27:47.323> could<00:27:47.467> be<00:27:47.547> small<00:27:47.883> or<00:27:48.044> large.

00:27:49.069 --> 00:27:59.213
And<00:27:49.149> there's<00:27:49.790> a<00:27:49.951> 2x2<00:27:50.207> that<00:27:50.351> I<00:27:50.447> use<00:27:51.393> both<00:27:52.114> when<00:27:52.354> I<00:27:52.530> coach<00:27:53.396> and<00:27:53.893> when<00:27:54.037> I<00:27:54.293> try<00:27:54.453> to<00:27:54.533> coach<00:27:54.854> myself,<00:27:56.280> and<00:27:56.761> it<00:27:56.921> bleeds<00:27:57.258> into<00:27:57.482> my<00:27:57.658> private<00:27:58.123> life<00:27:58.700> with<00:27:58.860> my<00:27:59.004> wife.

00:27:59.805 --> 00:28:01.007
And<00:28:00.062> the<00:28:00.222> 2x2<00:28:00.398> is<00:28:00.543> very<00:28:00.703> simple.

00:28:01.985 --> 00:28:08.186
Am<00:28:02.065> I<00:28:02.161> self-aware<00:28:02.882> enough,<00:28:03.731> or<00:28:03.827> am<00:28:03.988> I<00:28:04.148> being<00:28:04.452> told<00:28:04.789> that<00:28:04.933> I<00:28:05.109> am<00:28:05.414> unconsciously<00:28:07.032> being<00:28:07.577> incompetent?

00:28:08.795 --> 00:28:13.122
Now,<00:28:08.939> it's<00:28:09.051> a<00:28:09.115> little,<00:28:10.077> it's<00:28:10.221> a<00:28:10.301> little,<00:28:10.622> you<00:28:10.654> know,<00:28:10.942> um,<00:28:12.240> dramatic,<00:28:12.881> right?

00:28:13.202 --> 00:28:13.827
Incompetence.

00:28:14.067 --> 00:28:18.025
So<00:28:14.243> we'll<00:28:16.006> tone<00:28:16.310> the<00:28:16.390> word<00:28:16.663> down,<00:28:16.967> but<00:28:17.063> it<00:28:17.192> still<00:28:17.432> hits<00:28:17.672> the<00:28:17.753> meaning.

00:28:18.089 --> 00:28:26.075
So<00:28:18.249> am<00:28:18.393> I<00:28:18.490> not<00:28:18.970> aware<00:28:19.740> that<00:28:19.836> I'm<00:28:19.998> doing<00:28:20.176> something<00:28:20.499> wrong,<00:28:21.210> which<00:28:21.323> of<00:28:21.388> course<00:28:21.630> in<00:28:21.776> marriage<00:28:22.988> or<00:28:23.166> partnerships<00:28:23.812> or<00:28:23.893> friendships<00:28:24.539> is<00:28:24.620> a<00:28:24.636> very<00:28:24.863> important<00:28:25.509> thing<00:28:25.832> to<00:28:25.929> know.

00:28:27.412 --> 00:28:30.638
I<00:28:27.428> may<00:28:27.591> be<00:28:27.738> doing<00:28:27.917> something<00:28:28.455> inadvertently<00:28:29.367> causing<00:28:30.182> frustration.

00:28:33.236 --> 00:28:39.868
The<00:28:33.333> next<00:28:33.656> box<00:28:34.140> is,<00:28:34.285> can<00:28:34.527> I<00:28:34.688> therefore,<00:28:35.447> through<00:28:35.834> self-awareness,<00:28:36.947> shift<00:28:37.528> into<00:28:38.319> conscious<00:28:39.142> incompetence?

00:28:40.126 --> 00:28:46.054
I'm<00:28:40.352> aware<00:28:40.594> that<00:28:40.707> I'm<00:28:40.900> doing<00:28:41.142> it,<00:28:42.110> and<00:28:42.352> only<00:28:42.530> now<00:28:42.772> that<00:28:42.921> I<00:28:43.020> am<00:28:43.119> in<00:28:43.333> that<00:28:43.514> box<00:28:43.844> can<00:28:44.009> I<00:28:44.108> move<00:28:44.504> to<00:28:44.998> conscious<00:28:45.658> competence.

00:28:47.128 --> 00:28:54.308
And<00:28:47.224> if<00:28:47.385> I<00:28:47.626> deliver<00:28:48.108> repeatability<00:28:49.714> and<00:28:49.939> build<00:28:50.212> a<00:28:50.276> habit,<00:28:51.160> can<00:28:51.320> I<00:28:51.481> become<00:28:52.509> unconsciously<00:28:53.730> competent?

00:28:55.320 --> 00:29:02.613
So<00:28:56.139> my<00:28:56.364> wife,<00:28:57.569> one<00:28:57.890> very<00:28:58.083> simple<00:28:58.549> gesture<00:28:59.095> I<00:28:59.191> can<00:28:59.288> make<00:28:59.528> for<00:28:59.737> her<00:28:59.769> is<00:28:59.914> to<00:29:00.010> fill<00:29:00.251> her<00:29:00.460> water<00:29:00.717> glass<00:29:01.038> at<00:29:01.199> night<00:29:01.842> before<00:29:02.082> she<00:29:02.227> goes<00:29:02.388> to<00:29:02.484> bed.

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It's<00:29:03.110> such<00:29:03.287> a<00:29:03.303> simple<00:29:03.769> thing.

00:29:04.572 --> 00:29:06.644
And<00:29:04.717> I<00:29:04.813> was<00:29:05.118> unconsciously<00:29:06.098> incompetent.

00:29:06.741 --> 00:29:07.255
I<00:29:06.757> wasn't<00:29:06.966> doing<00:29:07.158> it.

00:29:08.251 --> 00:29:11.897
We<00:29:08.331> talked<00:29:08.572> about<00:29:08.813> acts<00:29:09.150> of<00:29:09.230> service,<00:29:09.857> you<00:29:09.937> know,<00:29:10.435> as<00:29:10.515> an<00:29:10.612> important<00:29:10.997> part<00:29:11.254> of<00:29:11.335> our<00:29:11.479> marriage.

00:29:12.367 --> 00:29:14.127
And<00:29:12.448> now<00:29:12.774> I<00:29:13.018> do<00:29:13.247> it<00:29:13.410> without<00:29:13.752> thinking.

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Unconsciously<00:29:17.136> competent.

00:29:17.702 --> 00:29:18.672
I<00:29:17.783> don't<00:29:17.977> do<00:29:18.106> it<00:29:18.187> every<00:29:18.365> night.

00:29:18.753 --> 00:29:20.952
If<00:29:18.834> she<00:29:18.996> was<00:29:19.238> by<00:29:19.335> my<00:29:19.497> side,<00:29:19.804> she'd<00:29:19.950> say,<00:29:20.128> what<00:29:20.257> happened<00:29:20.451> on<00:29:20.597> Thursday?

00:29:21.017 --> 00:29:24.704
But,<00:29:21.728> but<00:29:22.068> there<00:29:22.294> is<00:29:22.391> a<00:29:22.456> certain<00:29:23.442> unconsciousness<00:29:24.332> of<00:29:24.493> that.

00:29:25.059 --> 00:29:32.516
And<00:29:25.140> I<00:29:25.156> think<00:29:25.270> that<00:29:25.623> that<00:29:25.784> is<00:29:25.944> a<00:29:26.025> really<00:29:26.330> important<00:29:26.828> quality<00:29:30.042> in<00:29:30.444> leadership<00:29:31.504> about<00:29:31.954> oneself.

00:29:33.095 --> 00:29:35.506
So<00:29:33.239> it's<00:29:33.738> a,<00:29:33.898> it's<00:29:34.059> a,<00:29:34.300> it's<00:29:34.461> a<00:29:34.670> natural<00:29:35.037> number<00:29:35.355> one.

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Number<00:29:36.376> two.

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Number<00:29:36.944> three.

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For<00:29:37.932> me,<00:29:38.376> I'm<00:29:38.474> afraid<00:29:38.803> to<00:29:38.901> say,<00:29:39.296> is,<00:29:39.690> um,<00:29:40.052> is<00:29:40.118> speed<00:29:40.594> and<00:29:40.775> urgency.

00:29:42.837 --> 00:29:53.481
And<00:29:42.934> speed,<00:29:43.580> not<00:29:43.887> haste,<00:29:46.165> but<00:29:46.262> the<00:29:46.392> world<00:29:46.585> in<00:29:46.650> which<00:29:46.876> we<00:29:47.038> live<00:29:47.215> in—<00:29:47.765> high<00:29:48.023> degree<00:29:48.266> of<00:29:48.346> competitors,<00:29:50.212> high<00:29:50.550> need<00:29:50.775> to<00:29:50.856> satisfy<00:29:51.661> and<00:29:51.822> make<00:29:51.983> your<00:29:52.144> product<00:29:52.450> relevant<00:29:52.869> to<00:29:53.030> customers.

00:29:54.237 --> 00:29:57.796
There's<00:29:54.624> always<00:29:54.817> someone<00:29:55.204> wanting<00:29:55.509> to,<00:29:56.798> uh,<00:29:56.975> take<00:29:57.232> market<00:29:57.603> share.

00:29:57.860 --> 00:29:59.728
There's<00:29:58.086> always<00:29:58.360> somebody<00:29:58.746> wanting<00:29:58.988> to<00:29:59.068> do<00:29:59.229> better<00:29:59.471> than<00:29:59.600> you.

00:30:00.357 --> 00:30:05.335
I'm<00:30:00.453> afraid<00:30:00.760> that<00:30:00.905> in<00:30:01.001> modern<00:30:01.323> business,<00:30:01.791> we<00:30:01.871> have<00:30:01.984> to<00:30:02.113> realize<00:30:02.677> that<00:30:03.080> sitting<00:30:03.402> on<00:30:03.498> one's<00:30:03.805> laurels<00:30:04.240> is<00:30:04.385> no<00:30:04.610> longer<00:30:05.029> possible.

00:30:06.045 --> 00:30:10.396
And<00:30:06.190> that<00:30:06.431> a<00:30:06.464> sense<00:30:06.850> of<00:30:06.931> speed,<00:30:07.640> not<00:30:07.882> haste,<00:30:08.768> and<00:30:09.090> urgency<00:30:09.670> in<00:30:09.815> what<00:30:09.993> we<00:30:10.154> do.

00:30:11.846 --> 00:30:18.888
And<00:30:11.991> you<00:30:12.088> can<00:30:12.233> see,<00:30:12.474> Clint,<00:30:12.716> how<00:30:12.893> it<00:30:12.974> ties<00:30:13.296> back<00:30:13.538> to<00:30:13.602> my<00:30:13.715> theory<00:30:14.166> and<00:30:14.263> thoughts<00:30:14.585> about<00:30:15.133> energy,<00:30:17.635> I<00:30:17.715> think<00:30:18.020> are<00:30:18.101> absolutely<00:30:18.519> critical.

00:30:18.936 --> 00:30:27.854
So<00:30:19.145> self-awareness,<00:30:20.672> understanding<00:30:21.154> your<00:30:21.250> degree<00:30:21.572> of<00:30:21.652> competence,<00:30:22.375> where<00:30:22.520> you<00:30:22.616> stand<00:30:22.922> in<00:30:23.002> that<00:30:23.500> 2x2,<00:30:24.223> and<00:30:24.304> then<00:30:24.545> being<00:30:24.770> able<00:30:24.866> to<00:30:25.027> build<00:30:25.525> a<00:30:25.573> sense<00:30:25.911> of<00:30:26.120> speed,<00:30:26.622> not<00:30:26.800> haste,<00:30:27.287> and<00:30:27.514> urgency.

00:30:29.799 --> 00:30:30.675
How<00:30:29.897> do<00:30:30.026> you<00:30:30.124> stay<00:30:30.367> grounded?

00:30:31.223 --> 00:30:33.813
How<00:30:31.369> do<00:30:31.449> you<00:30:31.611> stay<00:30:33.003> motivated?

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How<00:30:34.056> do<00:30:34.201> you<00:30:34.379> stay<00:30:35.593> self-aware?

00:30:38.450 --> 00:30:39.096
I<00:30:38.466> have<00:30:38.546> two<00:30:38.724> kids.

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Yeah,<00:30:40.001> that'll<00:30:40.599> do<00:30:40.890> it.

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One's<00:30:41.391> 5,<00:30:41.779> one's<00:30:42.102> 10.

00:30:43.169 --> 00:30:45.076
Let<00:30:43.250> me<00:30:43.331> tell<00:30:43.573> you,<00:30:44.123> that<00:30:44.284> keeps<00:30:44.527> you<00:30:44.624> grounded.

00:30:46.584 --> 00:30:49.059
I<00:30:46.729> rely<00:30:47.131> very<00:30:47.533> heavily<00:30:47.870> on<00:30:47.902> my<00:30:48.111> relationship<00:30:48.577> with<00:30:48.673> my<00:30:48.834> wife.

00:30:49.300 --> 00:30:57.718
I<00:30:49.397> have<00:30:49.622> a<00:30:49.798> true<00:30:50.039> partner<00:30:52.193> and<00:30:52.289> a<00:30:52.353> partner<00:30:52.835> that<00:30:53.012> is<00:30:53.237> also<00:30:53.575> a<00:30:53.655> partner<00:30:54.057> to<00:30:54.217> my<00:30:54.378> business<00:30:54.700> career<00:30:55.742> and<00:30:55.841> a<00:30:55.907> partner<00:30:56.401> who<00:30:56.648> is<00:30:57.076> super<00:30:57.405> bright.

00:30:57.817 --> 00:30:58.525
You<00:30:57.899> know,<00:30:57.998> she's<00:30:58.228> an<00:30:58.311> MBA.

00:30:59.859 --> 00:31:06.701
Who<00:31:00.260> has—<00:31:01.304> we<00:31:01.385> have<00:31:01.561> built<00:31:01.866> into<00:31:02.107> our<00:31:02.204> relationship<00:31:02.910> the<00:31:03.007> ability<00:31:03.971> to<00:31:04.067> say,<00:31:04.693> I<00:31:04.725> don't<00:31:04.918> think<00:31:05.111> you're<00:31:05.256> understanding<00:31:06.043> where<00:31:06.219> you're<00:31:06.444> at.

00:31:07.167 --> 00:31:09.078
We<00:31:07.247> also<00:31:07.488> talk<00:31:07.681> about<00:31:07.890> the<00:31:07.986> race<00:31:08.307> to<00:31:08.404> say<00:31:08.645> sorry.

00:31:09.978 --> 00:31:12.660
Whether<00:31:10.235> I'm<00:31:10.460> at<00:31:10.540> fault<00:31:10.861> or<00:31:10.893> not,<00:31:11.295> saying<00:31:11.616> sorry<00:31:12.002> is<00:31:12.098> a<00:31:12.162> diffuser.

00:31:13.142 --> 00:31:14.845
I'm<00:31:13.351> doing<00:31:13.544> something<00:31:13.993> that<00:31:14.106> is<00:31:14.331> triggering<00:31:14.812> you.

00:31:14.893 --> 00:31:16.338
I'm<00:31:15.053> doing<00:31:15.294> something<00:31:15.696> that<00:31:15.840> isn't<00:31:16.097> right.

00:31:16.740 --> 00:31:21.623
These<00:31:16.917> are<00:31:17.045> words<00:31:17.286> we<00:31:17.366> should<00:31:17.543> be<00:31:17.623> using<00:31:17.945> in<00:31:18.089> business<00:31:19.454> and<00:31:19.535> having<00:31:19.856> the<00:31:19.952> awareness<00:31:21.237> of<00:31:21.382> people.

00:31:22.265 --> 00:31:26.746
I<00:31:22.362> rely—<00:31:23.325> I<00:31:23.406> actively<00:31:23.888> drive<00:31:24.289> the<00:31:24.369> comp—<00:31:24.610> my<00:31:24.916> executive<00:31:25.333> team<00:31:25.654> to<00:31:26.039> keep<00:31:26.232> me<00:31:26.377> grounded.

00:31:27.806 --> 00:31:36.732
I<00:31:27.886> think<00:31:28.079> thirdly,<00:31:28.785> I'm<00:31:29.186> very,<00:31:29.973> very<00:31:30.294> willing<00:31:30.551> to<00:31:30.631> be<00:31:30.728> self-deprecating,<00:31:32.622> and<00:31:33.040> humor<00:31:33.505> is<00:31:33.682> a<00:31:33.762> great<00:31:34.083> way<00:31:35.352> to<00:31:35.769> apply<00:31:36.331> that.

00:31:37.760 --> 00:31:41.967
You<00:31:37.792> know,<00:31:37.937> I'm<00:31:38.097> not<00:31:38.258> as<00:31:38.402> mathematically<00:31:39.141> competent<00:31:39.687> as<00:31:39.847> I<00:31:39.944> am<00:31:40.168> perhaps<00:31:40.506> communicatively<00:31:41.533> competent.

00:31:42.272 --> 00:31:47.939
So<00:31:42.304> I'm<00:31:42.448> aware<00:31:42.834> of<00:31:42.978> my<00:31:43.701> weaknesses,<00:31:44.921> and<00:31:45.001> so<00:31:45.226> I<00:31:45.242> have<00:31:45.402> to<00:31:45.563> work<00:31:45.868> on<00:31:45.964> those,<00:31:46.687> and<00:31:46.783> I<00:31:46.912> have<00:31:47.088> my<00:31:47.313> work<00:31:47.554> checked.

00:31:48.678 --> 00:31:50.717
I<00:31:48.758> recently<00:31:49.015> put<00:31:49.176> a<00:31:49.256> decimal<00:31:49.882> point<00:31:50.123> in<00:31:50.155> the<00:31:50.283> wrong<00:31:50.460> place.

00:31:50.910 --> 00:31:52.595
Nearly<00:31:51.108> gave<00:31:51.290> a<00:31:51.422> board<00:31:51.670> member<00:31:51.917> a<00:31:51.950> heart<00:31:52.281> attack.

00:31:55.723 --> 00:32:03.333
I<00:31:55.804> would<00:31:55.965> also<00:31:56.286> say<00:31:56.608> that<00:31:57.637> there's<00:31:57.798> a<00:31:57.879> part<00:31:58.072> of<00:31:58.136> my<00:31:58.377> DNA<00:31:59.744> here<00:32:00.050> that<00:32:00.452> helps<00:32:02.640> people<00:32:02.865> from<00:32:03.026> Wales.

00:32:04.013 --> 00:32:07.753
We're<00:32:05.713> pretty<00:32:05.875> much<00:32:06.182> a<00:32:06.749> farming<00:32:07.316> culture.

00:32:08.076 --> 00:32:09.501
It's<00:32:08.206> a<00:32:08.303> coal<00:32:08.692> mining<00:32:09.015> culture.

00:32:10.643 --> 00:32:13.591
We've<00:32:10.804> been<00:32:10.965> subjugated<00:32:11.835> as<00:32:12.012> a<00:32:12.028> nation<00:32:12.737> throughout<00:32:13.140> history.

00:32:14.655 --> 00:32:15.025
I<00:32:14.816> laugh.

00:32:15.073 --> 00:32:17.506
I<00:32:15.090> have<00:32:15.235> a<00:32:15.299> chip<00:32:15.557> on<00:32:15.637> both<00:32:15.895> shoulders,<00:32:16.604> so<00:32:16.701> I'm<00:32:16.846> balanced.

00:32:18.283 --> 00:32:20.824
And<00:32:18.349> there's<00:32:18.778> a<00:32:18.926> part<00:32:19.207> of<00:32:19.355> that<00:32:19.685> that<00:32:19.916> drives<00:32:20.263> humility<00:32:20.675> to<00:32:20.741> this<00:32:20.791> day.

00:32:22.592 --> 00:32:23.828
One,<00:32:22.817> I<00:32:22.897> found<00:32:23.234> America.

00:32:24.502 --> 00:32:28.626
Two,<00:32:24.694> America,<00:32:25.304> the<00:32:25.705> United<00:32:25.962> States<00:32:26.283> granted<00:32:26.684> me<00:32:26.781> citizenship<00:32:27.567> and<00:32:27.647> the<00:32:27.792> ability<00:32:28.048> to<00:32:28.193> live<00:32:28.369> here.

00:32:28.995 --> 00:32:29.621
That's<00:32:29.107> amazing.

00:32:30.118 --> 00:32:37.564
You<00:32:30.199> know,<00:32:30.295> then<00:32:30.455> I<00:32:30.536> found<00:32:30.776> the<00:32:30.856> great<00:32:31.081> city<00:32:31.338> of<00:32:31.402> Los<00:32:31.643> Angeles,<00:32:32.846> and<00:32:33.905> I've<00:32:34.050> had<00:32:34.226> more<00:32:34.387> opportunity<00:32:35.109> in<00:32:35.253> this<00:32:35.430> country<00:32:35.751> than<00:32:35.831> I<00:32:35.911> never<00:32:36.473> thought<00:32:37.179> believable.

00:32:37.676 --> 00:32:38.687
And<00:32:38.062> I'm<00:32:38.142> a<00:32:38.238> Welshman.

00:32:39.682 --> 00:32:42.779
We<00:32:39.763> just<00:32:39.987> naturally—<00:32:40.886> I<00:32:40.966> think<00:32:41.207> we<00:32:41.351> naturally<00:32:41.913> have<00:32:42.025> our<00:32:42.089> feet<00:32:42.346> on<00:32:42.410> the<00:32:42.490> ground.

00:32:43.197 --> 00:32:49.519
But<00:32:43.293> you<00:32:43.437> have<00:32:43.854> to<00:32:44.015> be<00:32:44.272> self-aware<00:32:45.700> of<00:32:45.860> when<00:32:46.101> you're<00:32:46.342> being—<00:32:47.770> fill<00:32:48.107> in<00:32:48.508> inappropriate<00:32:49.214> word.

00:32:49.780 --> 00:32:49.909
Yeah.

00:32:50.121 --> 00:32:57.481
And<00:32:50.446> sure,<00:32:50.852> I<00:32:51.031> do<00:32:51.193> it,<00:32:51.827> I<00:32:51.859> fail,<00:32:52.412> but<00:32:52.720> just<00:32:53.630> recognize,<00:32:54.914> have<00:32:55.239> the<00:32:55.320> humility<00:32:55.823> and<00:32:55.921> the<00:32:56.067> curiosity<00:32:56.717> about<00:32:57.026> yourself.

00:32:59.177 --> 00:33:00.738
And<00:32:59.434> by<00:32:59.579> the<00:32:59.660> way,<00:32:59.821> Wales<00:33:00.094> is<00:33:00.159> so<00:33:00.400> beautiful.

00:33:00.803 --> 00:33:02.976
I<00:33:00.883> was<00:33:01.108> there,<00:33:01.672> uh,<00:33:01.946> 4<00:33:02.155> or<00:33:02.332> 5<00:33:02.557> years<00:33:02.815> ago.

00:33:03.056 --> 00:33:05.278
What<00:33:03.201> a<00:33:03.282> beautiful,<00:33:04.087> beautiful,<00:33:04.586> beautiful<00:33:04.988> place.

00:33:05.954 --> 00:33:06.292
Thank<00:33:06.196> you.

00:33:06.357 --> 00:33:09.760
I<00:33:06.373> think<00:33:06.582> I<00:33:06.598> took<00:33:06.840> the<00:33:06.985> train<00:33:07.242> from<00:33:07.468> London,<00:33:07.870> and<00:33:07.967> that<00:33:08.353> train<00:33:08.595> ride<00:33:08.756> was<00:33:08.869> so<00:33:09.258> incredible.

00:33:10.538 --> 00:33:10.879
I<00:33:10.619> love<00:33:10.733> it.

00:33:11.284 --> 00:33:14.978
We,<00:33:11.446> we<00:33:11.673> often<00:33:11.932> say<00:33:12.240> that<00:33:12.402> Wales<00:33:12.742> are—<00:33:13.147> Welsh<00:33:13.633> people<00:33:13.860> are<00:33:13.941> the<00:33:14.103> Irish<00:33:14.444> that<00:33:14.590> couldn't<00:33:14.833> swim.

00:33:16.063 --> 00:33:20.227
We<00:33:16.160> couldn't<00:33:16.403> get<00:33:16.549> over<00:33:16.743> there,<00:33:17.132> but<00:33:17.294> the<00:33:17.440> comparison<00:33:18.104> of<00:33:18.202> our<00:33:18.347> countries<00:33:18.833> in<00:33:18.979> terms<00:33:19.255> of<00:33:19.384> beauty<00:33:19.644> is<00:33:19.789> very<00:33:19.903> similar.

00:33:20.275 --> 00:33:21.815
We<00:33:20.373> love<00:33:20.535> the<00:33:20.681> Irish,<00:33:20.924> the<00:33:21.021> Irish<00:33:21.264> love<00:33:21.426> the<00:33:21.491> Welsh.

00:33:22.560 --> 00:33:36.609
Um,<00:33:22.915> and<00:33:23.061> I<00:33:23.158> have<00:33:23.336> this,<00:33:23.562> as<00:33:23.708> you<00:33:23.788> know,<00:33:24.031> I<00:33:24.112> have<00:33:24.306> this<00:33:24.468> amazing<00:33:25.567> sort<00:33:25.745> of<00:33:25.810> second<00:33:26.392> gig<00:33:26.635> which<00:33:26.861> I<00:33:26.958> do<00:33:27.524> pro<00:33:27.686> bono,<00:33:28.090> for<00:33:28.236> free,<00:33:29.222> representing<00:33:29.788> the<00:33:29.853> Welsh<00:33:30.111> government<00:33:30.532> as<00:33:30.613> the<00:33:30.742> Welsh<00:33:30.920> government<00:33:31.308> envoy<00:33:31.712> in<00:33:31.793> the<00:33:31.858> United<00:33:32.068> States,<00:33:32.841> which<00:33:32.921> has<00:33:33.018> been<00:33:33.163> one<00:33:33.276> of<00:33:33.324> the<00:33:33.421> great<00:33:33.662> joys<00:33:34.065> of<00:33:34.145> my<00:33:34.306> life,<00:33:34.709> to<00:33:35.337> lift<00:33:35.514> the<00:33:35.659> voice<00:33:35.997> of<00:33:36.158> Wales.

00:33:37.430 --> 00:33:40.458
Um,<00:33:39.057> this<00:33:39.218> is<00:33:39.314> a<00:33:39.379> special<00:33:39.781> time<00:33:40.023> for<00:33:40.184> Wales.

00:33:40.506 --> 00:33:41.247
There's<00:33:40.667> a<00:33:40.731> lot<00:33:40.909> going<00:33:41.215> on.

00:33:42.140 --> 00:33:47.374
We've<00:33:42.318> just,<00:33:43.691> we're<00:33:44.160> just<00:33:44.353> about<00:33:44.580> to<00:33:44.676> announce<00:33:45.129> our<00:33:45.226> first<00:33:45.630> female<00:33:46.502> First<00:33:46.906> Minister.

00:33:48.908 --> 00:33:56.324
We've<00:33:49.070> just<00:33:49.377> had<00:33:49.555> our<00:33:49.636> first<00:33:50.041> Black<00:33:50.365> First<00:33:50.673> Minister,<00:33:51.029> sadly<00:33:51.418> for<00:33:51.984> not<00:33:52.163> as<00:33:52.292> long<00:33:52.535> as<00:33:52.697> I<00:33:52.794> believe<00:33:53.102> we<00:33:53.183> should<00:33:53.377> have,<00:33:55.288> but<00:33:55.466> both<00:33:55.790> good<00:33:55.952> people.

00:33:56.778 --> 00:33:59.483
So,<00:33:57.232> you<00:33:57.264> know,<00:33:57.410> firsts<00:33:58.868> politically.

00:34:00.471 --> 00:34:07.399
And<00:34:00.876> then<00:34:01.929> more<00:34:02.091> humorously,<00:34:02.739> I<00:34:02.917> don't<00:34:03.241> know<00:34:03.306> if<00:34:03.468> you've<00:34:03.662> come<00:34:03.824> across<00:34:04.100> Welcome<00:34:04.454> to<00:34:04.534> Wrexham,<00:34:06.288> the<00:34:06.465> TV<00:34:06.884> series.

00:34:07.914 --> 00:34:09.217
Mr.<00:34:08.220> Ryan<00:34:08.477> Reynolds<00:34:08.879> and<00:34:08.960> Mr.

00:34:09.266 --> 00:34:10.811
Rob<00:34:09.443> McElhenney,<00:34:10.070> hats<00:34:10.392> off<00:34:10.553> to<00:34:10.634> you.

00:34:11.077 --> 00:34:15.121
They've<00:34:11.321> done<00:34:11.499> more<00:34:11.808> for<00:34:11.970> lifting<00:34:12.311> the<00:34:12.376> voice<00:34:12.652> of<00:34:12.782> Wales<00:34:13.107> in<00:34:13.205> 18<00:34:13.513> episodes<00:34:14.017> than<00:34:14.163> we've<00:34:14.325> done<00:34:14.488> in<00:34:14.569> 18<00:34:14.894> years.

00:34:15.235 --> 00:34:16.859
So<00:34:16.128> keep<00:34:16.291> going,<00:34:16.551> Rex.

00:34:18.792 --> 00:34:19.195
That<00:34:18.954> is<00:34:19.019> true.

00:34:19.356 --> 00:34:24.803
It's<00:34:20.481> interesting<00:34:20.963> the<00:34:21.059> power<00:34:21.461> that<00:34:21.622> that<00:34:21.830> has<00:34:22.409> and<00:34:23.052> the<00:34:23.309> way<00:34:23.550> sports<00:34:23.951> brings<00:34:24.192> people<00:34:24.433> together.

00:34:24.915 --> 00:34:27.743
And<00:34:25.558> obviously<00:34:25.879> those<00:34:26.040> two<00:34:26.201> are<00:34:26.345> also<00:34:26.538> massive<00:34:26.924> celebrities,<00:34:27.406> which<00:34:27.567> helps.

00:34:27.808 --> 00:34:31.052
So<00:34:27.952> you<00:34:28.049> get<00:34:28.209> all<00:34:28.306> of<00:34:28.500> their<00:34:28.629> following<00:34:29.178> and<00:34:29.323> the<00:34:29.420> attention<00:34:29.824> that<00:34:29.986> they<00:34:30.212> get,<00:34:30.551> which<00:34:30.632> is<00:34:30.777> cool.

00:34:32.005 --> 00:34:41.327
I<00:34:32.150> wonder,<00:34:34.993> what<00:34:35.155> about<00:34:35.801> your<00:34:36.689> journey<00:34:37.963> to<00:34:38.061> becoming<00:34:38.616> the<00:34:38.714> leader<00:34:39.024> you<00:34:39.188> are<00:34:39.302> today<00:34:40.086> has<00:34:40.266> surprised<00:34:41.131> you?

00:34:43.300 --> 00:34:58.068
Oh,<00:34:43.348> I<00:34:43.364> mean,<00:34:43.494> I<00:34:43.736> never—<00:34:44.060> look,<00:34:44.691> I<00:34:44.950> never,<00:34:45.986> never—<00:34:46.309> you<00:34:46.730> talk<00:34:46.957> to<00:34:47.038> my<00:34:47.151> 17-year-old<00:34:47.879> self,<00:34:49.141> I<00:34:49.319> never<00:34:49.805> believed<00:34:50.274> that<00:34:50.371> I<00:34:50.533> would,<00:34:51.083> uh,<00:34:51.407> would,<00:34:51.746> would<00:34:51.892> have<00:34:52.135> the<00:34:52.200> privilege,<00:34:53.764> uh,<00:34:54.188> to,<00:34:54.661> to<00:34:54.906> hold<00:34:55.150> this<00:34:55.329> job<00:34:55.574> title,<00:34:56.536> um,<00:34:56.862> you<00:34:57.123> know,<00:34:57.367> more<00:34:57.530> than<00:34:57.628> a<00:34:57.693> few<00:34:57.921> times.

00:35:01.933 --> 00:35:07.846
Um,<00:35:02.248> I,<00:35:02.430> I<00:35:02.513> would<00:35:02.662> say<00:35:03.428> You<00:35:03.492> know,<00:35:03.589> my<00:35:03.798> father,<00:35:05.179> just<00:35:05.404> to<00:35:05.485> go<00:35:05.581> back<00:35:05.742> to<00:35:05.886> Wales,<00:35:06.304> is<00:35:06.529> a<00:35:06.690> Welsh<00:35:07.011> Baptist<00:35:07.445> minister.

00:35:08.136 --> 00:35:08.521
Hmm.

00:35:09.662 --> 00:35:15.839
And<00:35:12.152> both<00:35:12.715> he<00:35:13.117> and<00:35:13.294> my<00:35:13.455> mother<00:35:14.325> are<00:35:14.405> both<00:35:14.728> really<00:35:14.905> strong<00:35:15.452> orators.

00:35:17.256 --> 00:35:26.346
So<00:35:17.643> I<00:35:17.724> believe<00:35:18.126> that<00:35:18.368> they<00:35:18.529> gave<00:35:18.835> me<00:35:18.932> the<00:35:19.012> gift<00:35:19.351> of<00:35:19.479> communication,<00:35:20.204> which,<00:35:20.800> of<00:35:20.945> course,<00:35:21.284> more<00:35:21.573> and<00:35:21.735> more<00:35:21.896> in<00:35:22.153> today's<00:35:22.474> society,<00:35:23.759> communication<00:35:24.258> is<00:35:24.322> such<00:35:24.563> an<00:35:24.643> important<00:35:25.350> role<00:35:25.913> as<00:35:26.073> a<00:35:26.154> leader.

00:35:26.411 --> 00:35:34.939
It<00:35:27.214> doesn't<00:35:27.407> necessarily<00:35:27.712> mean<00:35:27.873> you<00:35:27.921> have<00:35:28.098> to<00:35:28.178> be<00:35:28.499> a<00:35:28.580> brilliant<00:35:29.287> communicator<00:35:29.946> or<00:35:30.026> public<00:35:30.347> speaker,<00:35:30.749> but<00:35:30.910> just<00:35:31.151> being<00:35:31.461> able<00:35:31.883> to<00:35:32.562> precisely<00:35:33.204> and<00:35:33.365> concisely<00:35:34.088> tell<00:35:34.344> a<00:35:34.425> story.

00:35:35.838 --> 00:35:36.384
Mm-hmm.

00:35:37.154 --> 00:35:41.875
So<00:35:37.684> I<00:35:37.716> think<00:35:37.861> that<00:35:38.086> was<00:35:38.246> an<00:35:38.327> enormous<00:35:38.888> influence,<00:35:39.852> uh,<00:35:40.751> obviously<00:35:41.152> on<00:35:41.297> my<00:35:41.474> career.

00:35:41.955 --> 00:35:53.741
And<00:35:42.036> then<00:35:43.657> I<00:35:43.722> think<00:35:43.882> along<00:35:44.203> the<00:35:44.284> way<00:35:45.327> there<00:35:45.552> were<00:35:45.729> people,<00:35:47.158> uh,<00:35:47.334> that<00:35:47.559> influenced<00:35:48.137> me<00:35:48.282> greatly,<00:35:50.048> and<00:35:51.894> I<00:35:52.071> learned<00:35:52.938> at<00:35:53.179> their<00:35:53.436> knee.

00:35:55.202 --> 00:35:57.418
One<00:35:55.363> of<00:35:55.443> them<00:35:55.603> is,<00:35:56.230> uh,<00:35:56.470> John<00:35:56.647> W.<00:35:56.968> Thompson.

00:35:58.499 --> 00:36:03.703
John<00:35:58.824> was<00:35:59.213> the<00:35:59.294> CEO<00:35:59.796> at<00:35:59.877> Symantec<00:36:01.320> when<00:36:01.725> I<00:36:01.887> was<00:36:02.066> there<00:36:02.309> during<00:36:02.633> my<00:36:02.860> 20-year<00:36:03.346> career.

00:36:05.369 --> 00:36:12.264
He<00:36:05.822> then<00:36:06.645> became<00:36:07.210> the<00:36:07.291> chairman<00:36:07.630> of<00:36:07.759> Microsoft<00:36:09.293> and<00:36:09.406> is,<00:36:09.552> I<00:36:09.632> think,<00:36:09.939> one<00:36:10.052> of<00:36:10.262> the<00:36:10.359> great<00:36:10.698> CEOs<00:36:11.554> of<00:36:11.651> our<00:36:11.877> time.

00:36:13.480 --> 00:36:19.370
He,<00:36:14.064> he<00:36:15.281> taught<00:36:15.557> me<00:36:15.865> to<00:36:16.595> be<00:36:16.904> able<00:36:17.244> to<00:36:17.472> understand<00:36:18.121> the<00:36:18.283> energy<00:36:18.786> of<00:36:18.867> a<00:36:19.013> company.

00:36:21.056 --> 00:36:24.053
So<00:36:21.138> when<00:36:21.203> I<00:36:21.301> talk<00:36:21.529> about<00:36:21.643> the<00:36:21.773> chief<00:36:22.017> energy<00:36:22.359> officer,<00:36:22.669> I<00:36:22.766> don't<00:36:23.011> mean<00:36:23.564> my<00:36:23.809> energy.

00:36:24.656 --> 00:36:26.050
I<00:36:24.689> mean,<00:36:24.905> the<00:36:25.054> ability<00:36:25.419> to<00:36:25.552> interpret.

00:36:27.960 --> 00:36:30.180
He<00:36:28.140> called<00:36:28.387> it<00:36:28.486> the<00:36:28.733> rhythm<00:36:29.638> of<00:36:29.720> a<00:36:29.802> company.

00:36:33.231 --> 00:36:40.049
Then<00:36:33.409> I<00:36:33.554> worked<00:36:33.797> directly<00:36:34.218> for<00:36:35.190> a<00:36:35.255> gentleman<00:36:35.595> by<00:36:35.692> the<00:36:35.773> name<00:36:35.935> of<00:36:36.000> Steve<00:36:36.405> Bennett,<00:36:36.712> who's<00:36:36.874> the<00:36:36.955> former<00:36:37.295> CEO<00:36:37.716> of<00:36:37.943> Intuit<00:36:38.429> and<00:36:38.575> then<00:36:38.753> was<00:36:38.931> our<00:36:38.996> chairman<00:36:39.417> at<00:36:39.482> Symantec.

00:36:40.696 --> 00:36:49.675
He<00:36:40.939> gave<00:36:41.263> me<00:36:41.409> my<00:36:41.587> first<00:36:41.896> major<00:36:42.560> executive<00:36:43.759> opportunity<00:36:44.651> onto<00:36:44.910> the<00:36:45.056> executive<00:36:45.477> team<00:36:45.801> of<00:36:46.677> what<00:36:46.774> was<00:36:46.936> then<00:36:47.114> a<00:36:47.244> $25<00:36:48.313> billion<00:36:48.783> market<00:36:49.124> cap<00:36:49.383> company.

00:36:50.883 --> 00:36:52.240
And<00:36:51.226> the<00:36:51.537> discipline.

00:36:55.189 --> 00:36:57.942
And,<00:36:55.463> uh,<00:36:56.316> I<00:36:56.348> mean,<00:36:56.509> he<00:36:56.718> was,<00:36:57.282> he<00:36:57.362> was<00:36:57.620> tough.

00:36:58.827 --> 00:37:00.083
He<00:36:58.988> drove<00:36:59.375> it<00:36:59.697> tough.

00:37:01.387 --> 00:37:14.119
And<00:37:01.468> I<00:37:01.564> would<00:37:01.725> say<00:37:02.047> that<00:37:02.192> I,<00:37:02.466> I<00:37:02.530> don't<00:37:02.836> drive<00:37:03.110> it<00:37:03.255> quite<00:37:03.577> as<00:37:03.722> tough<00:37:03.979> as<00:37:04.124> him,<00:37:04.285> but<00:37:04.350> I've<00:37:04.463> taken<00:37:04.785> a<00:37:04.947> little<00:37:05.205> of<00:37:05.286> the<00:37:05.431> toughness,<00:37:06.400> the<00:37:06.481> kind<00:37:06.642> of<00:37:06.804> reality<00:37:07.433> that<00:37:07.530> a<00:37:07.611> company<00:37:07.918> sometimes<00:37:08.676> needs<00:37:08.886> to<00:37:08.967> know,<00:37:09.871> with<00:37:10.178> the<00:37:11.066> empathy<00:37:12.277> and<00:37:12.438> the<00:37:12.681> rhythm<00:37:13.100> that<00:37:13.230> John<00:37:13.576> talked<00:37:13.856> about.

00:37:14.828 --> 00:37:22.500
And<00:37:14.976> that<00:37:15.075> sort<00:37:15.306> of<00:37:15.470> carved<00:37:16.409> my<00:37:17.040> Those<00:37:17.296> two<00:37:17.473> really<00:37:17.714> carved<00:37:18.276> my<00:37:18.501> leadership<00:37:18.838> philosophy<00:37:19.882> alongside<00:37:20.428> some<00:37:20.605> of<00:37:20.637> the<00:37:20.830> reading<00:37:21.167> that,<00:37:21.890> that<00:37:22.051> went<00:37:22.276> on.

00:37:23.416 --> 00:37:28.090
And<00:37:23.480> I<00:37:23.577> think<00:37:23.753> it<00:37:23.817> was<00:37:24.058> pretty<00:37:24.299> amazing<00:37:24.861> to<00:37:24.942> have<00:37:25.022> spent<00:37:25.327> 20<00:37:25.648> years<00:37:25.922> at<00:37:26.002> a<00:37:26.066> company<00:37:26.323> that<00:37:26.452> felt<00:37:26.725> like<00:37:26.869> a<00:37:26.949> different<00:37:27.190> company<00:37:27.496> every<00:37:27.672> 6.

00:37:28.636 --> 00:37:31.382
You<00:37:28.668> know,<00:37:28.941> I<00:37:29.021> wasn't<00:37:29.262> at<00:37:29.455> Symantec,<00:37:30.065> the<00:37:30.146> same<00:37:30.467> company<00:37:30.804> for<00:37:30.949> 20<00:37:31.190> years.

00:37:31.447 --> 00:37:35.077
I<00:37:31.527> was<00:37:31.752> at,<00:37:32.330> you<00:37:32.394> know,<00:37:32.571> every<00:37:32.732> 6<00:37:33.117> years,<00:37:33.856> you<00:37:33.920> know,<00:37:34.241> 3<00:37:34.418> and<00:37:34.514> a<00:37:34.579> bit,<00:37:34.820> right?

00:37:35.221 --> 00:37:36.233
3<00:37:35.382> and<00:37:35.462> a<00:37:35.478> bit<00:37:35.687> changes.

00:37:37.149 --> 00:37:38.401
And<00:37:37.309> companies<00:37:37.871> do<00:37:38.112> evolve.

00:37:39.783 --> 00:37:52.001
And<00:37:39.959> this<00:37:40.136> is<00:37:40.264> why<00:37:40.345> I<00:37:40.441> talk<00:37:40.682> about<00:37:40.907> leadership<00:37:42.047> evolving,<00:37:42.609> but,<00:37:42.850> but<00:37:43.798> Uh,<00:37:43.974> yeah,<00:37:44.520> I<00:37:44.600> think,<00:37:45.339> I<00:37:45.403> think,<00:37:45.820> you<00:37:45.901> know,<00:37:46.045> and<00:37:46.125> then<00:37:46.382> just<00:37:46.623> experience,<00:37:48.549> um,<00:37:49.352> being<00:37:49.657> open<00:37:49.994> to<00:37:50.074> the<00:37:50.219> experiences<00:37:50.957> that<00:37:51.102> are<00:37:51.262> presented<00:37:51.744> to<00:37:51.904> you.

00:37:52.402 --> 00:38:09.755
You<00:37:52.482> know,<00:37:52.627> I<00:37:52.787> took<00:37:52.964> a<00:37:53.269> left-hand<00:37:53.831> career<00:37:54.232> turn<00:37:54.408> to<00:37:54.553> run<00:37:54.713> a<00:37:54.794> helicopter<00:37:55.372> company,<00:37:57.041> which<00:37:57.153> is<00:37:57.282> how<00:37:57.362> I<00:37:57.523> came<00:37:57.699> to<00:37:57.844> the<00:37:57.924> US,<00:37:58.422> but<00:37:58.566> the<00:37:58.662> experience<00:37:59.385> of<00:37:59.545> that<00:38:00.412> taught<00:38:00.669> me<00:38:00.813> more<00:38:01.151> about<00:38:01.472> fiscal<00:38:02.419> management<00:38:03.639> than<00:38:03.799> perhaps<00:38:04.201> I'd<00:38:04.361> been<00:38:04.522> exposed<00:38:05.228> to<00:38:06.271> in<00:38:06.368> a<00:38:06.432> large<00:38:06.833> company<00:38:07.170> that<00:38:07.331> kind<00:38:07.556> of—<00:38:07.636> they<00:38:07.796> have,<00:38:08.358> you<00:38:08.390> know,<00:38:08.599> large<00:38:08.936> financial<00:38:09.418> teams.

00:38:09.979 --> 00:38:14.869
It<00:38:10.060> was<00:38:10.703> a<00:38:10.848> P&L,<00:38:11.817> it<00:38:11.898> was<00:38:12.560> cash<00:38:12.947> flow,<00:38:13.222> it<00:38:13.432> was,<00:38:13.690> can<00:38:13.916> I<00:38:14.013> make<00:38:14.417> payroll?

00:38:16.663 --> 00:38:22.398
And<00:38:16.809> sometimes<00:38:17.313> dealing<00:38:17.622> with<00:38:17.800> distressed<00:38:18.532> businesses,<00:38:19.328> really,<00:38:19.978> those<00:38:20.221> are<00:38:20.400> the<00:38:20.481> times<00:38:20.790> when<00:38:20.952> you<00:38:21.131> learn<00:38:21.391> so<00:38:21.878> much.

00:38:23.290 --> 00:38:24.642
Sorry,<00:38:23.467> I<00:38:23.563> could<00:38:23.724> go<00:38:23.950> on,<00:38:24.127> so<00:38:24.224> I'll<00:38:24.385> stop.

00:38:24.771 --> 00:38:26.785
Hopefully<00:38:25.093> that<00:38:25.238> was<00:38:25.802> close<00:38:26.124> to<00:38:26.237> an<00:38:26.366> answer.

00:38:27.348 --> 00:38:36.836
No,<00:38:27.574> I<00:38:27.670> wonder,<00:38:27.976> like,<00:38:28.298> I'm<00:38:29.120> bringing<00:38:29.378> back,<00:38:29.603> like,<00:38:29.748> something<00:38:29.990> you<00:38:30.022> said<00:38:30.392> kind<00:38:30.553> of<00:38:30.650> early<00:38:30.956> on<00:38:31.069> in<00:38:31.133> our<00:38:31.294> conversation<00:38:31.922> about<00:38:32.244> how<00:38:32.422> you<00:38:33.301> are<00:38:33.481> traveling<00:38:34.051> a<00:38:34.132> lot<00:38:35.174> and<00:38:35.777> meeting<00:38:36.152> with<00:38:36.331> clients.

00:38:36.966 --> 00:38:44.784
I<00:38:37.063> wonder,<00:38:37.454> like,<00:38:37.634> if<00:38:37.780> you<00:38:37.878> could<00:38:40.243> Explain<00:38:40.647> why<00:38:40.809> that's<00:38:41.051> so<00:38:41.213> important<00:38:41.601> to<00:38:41.682> be<00:38:41.795> in<00:38:41.940> person<00:38:42.490> rather<00:38:42.829> than<00:38:43.217> what<00:38:43.378> we're<00:38:43.475> doing<00:38:43.734> right<00:38:43.879> now,<00:38:44.283> right?

00:38:44.849 --> 00:38:55.358
Like,<00:38:45.495> why<00:38:45.818> is<00:38:45.980> traveling<00:38:46.691> to<00:38:47.030> your<00:38:47.919> customers,<00:38:48.872> to<00:38:49.050> your<00:38:49.196> employees,<00:38:49.619> to<00:38:49.927> your<00:38:50.757> various<00:38:51.570> folks,<00:38:52.448> board,<00:38:53.196> investors,<00:38:53.602> things<00:38:53.830> like<00:38:53.927> that,<00:38:54.074> why<00:38:54.139> is<00:38:54.252> that<00:38:54.399> important<00:38:54.740> to<00:38:54.822> be<00:38:54.968> in<00:38:55.065> person?

00:38:56.740 --> 00:38:58.989
For<00:38:56.903> me,<00:38:57.473> it's<00:38:57.701> the<00:38:57.783> scale<00:38:58.353> of<00:38:58.533> trust.

00:39:01.758 --> 00:39:06.864
So,<00:39:01.968> we<00:39:02.131> will<00:39:02.293> have<00:39:02.471> developed<00:39:03.119> in<00:39:03.265> the<00:39:03.346> short<00:39:03.671> time<00:39:04.011> that<00:39:04.562> we<00:39:04.643> have<00:39:04.741> been<00:39:04.968> on<00:39:05.065> Zoom<00:39:05.373> together<00:39:05.811> a<00:39:05.875> certain<00:39:06.200> degree<00:39:06.459> of<00:39:06.589> trust.

00:39:06.929 --> 00:39:07.724
I'll<00:39:07.059> have<00:39:07.172> listened<00:39:07.416> to<00:39:07.561> you.

00:39:08.443 --> 00:39:10.950
I'm<00:39:08.588> trying<00:39:08.845> to<00:39:08.990> interpret<00:39:09.472> your<00:39:09.632> energy,<00:39:10.130> right?

00:39:11.014 --> 00:39:13.954
I'm<00:39:11.159> doing<00:39:11.480> it,<00:39:12.139> I<00:39:12.219> think,<00:39:12.444> unconsciously<00:39:13.103> as<00:39:13.247> well<00:39:13.360> as<00:39:13.488> consciously.

00:39:15.609 --> 00:39:19.527
If<00:39:15.673> we<00:39:15.818> were<00:39:15.979> together,<00:39:17.135> I<00:39:17.312> don't<00:39:17.650> know,<00:39:17.763> let's<00:39:18.038> say<00:39:18.167> for<00:39:18.345> half<00:39:18.653> an<00:39:18.718> hour<00:39:18.815> before<00:39:19.284> the<00:39:19.381> call.

00:39:21.647 --> 00:39:34.209
For<00:39:21.793> me,<00:39:21.971> there's<00:39:22.132> no<00:39:22.359> doubt<00:39:22.683> that<00:39:22.845> our<00:39:22.942> trust<00:39:23.492> scale<00:39:23.913> would<00:39:23.994> have<00:39:24.075> been<00:39:24.220> higher<00:39:25.752> just<00:39:26.010> because<00:39:27.366> our<00:39:27.527> ability<00:39:27.882> to<00:39:28.011> read<00:39:28.189> each<00:39:28.350> other's<00:39:28.592> mannerisms,<00:39:29.867> which<00:39:30.045> we<00:39:30.206> do<00:39:30.432> do<00:39:30.674> unconsciously,<00:39:31.982> a<00:39:32.062> handshake,<00:39:33.273> you<00:39:33.305> know,<00:39:33.370> physical<00:39:33.983> touch.

00:39:35.256 --> 00:39:42.085
You<00:39:36.092> know,<00:39:36.317> a<00:39:36.558> tap<00:39:36.879> on<00:39:37.024> the<00:39:37.184> arm,<00:39:37.666> a<00:39:37.682> smile,<00:39:39.996> is<00:39:40.720> a<00:39:40.896> trust<00:39:41.539> enabler.

00:39:43.869 --> 00:39:53.407
I<00:39:43.933> think<00:39:44.175> the<00:39:44.255> other<00:39:44.400> thing<00:39:45.139> in<00:39:45.862> a<00:39:46.264> company<00:39:46.747> moment<00:39:47.470> is,<00:39:47.792> look,<00:39:48.210> I'm<00:39:48.451> very<00:39:48.756> aware<00:39:49.014> that<00:39:49.174> the<00:39:49.255> CEO<00:39:49.721> title<00:39:50.139> sometimes<00:39:50.943> carries<00:39:51.280> a<00:39:51.345> little<00:39:51.586> bit<00:39:51.731> of<00:39:51.763> fear<00:39:52.309> or<00:39:52.454> a<00:39:52.470> little<00:39:52.631> bit<00:39:52.792> of<00:39:52.873> hesitation.

00:39:54.475 --> 00:40:01.958
I<00:39:54.895> try<00:39:55.203> very,<00:39:55.623> very<00:39:55.866> hard<00:39:56.190> to<00:39:56.271> be<00:39:56.416> the<00:39:56.448> same<00:39:56.902> in<00:39:57.080> my<00:39:57.306> home<00:39:57.630> life<00:39:57.905> as<00:39:57.986> I<00:39:58.034> am<00:39:58.228> in<00:39:58.293> my<00:39:58.455> work<00:39:58.762> life,<00:39:59.037> and<00:39:59.167> the<00:39:59.231> same<00:39:59.426> in<00:39:59.458> my<00:39:59.652> work<00:39:59.895> life<00:40:00.240> there's<00:40:00.753> no<00:40:00.850> need<00:40:01.235> for<00:40:01.331> me<00:40:01.412> to<00:40:01.492> be<00:40:01.636> different.

00:40:02.584 --> 00:40:04.703
You<00:40:02.616> know,<00:40:02.744> my<00:40:02.905> daughter<00:40:03.162> will<00:40:03.242> come<00:40:03.403> and<00:40:03.483> sit<00:40:03.644> on<00:40:03.676> my<00:40:03.804> knee<00:40:04.029> on<00:40:04.109> a<00:40:04.190> conference<00:40:04.591> call.

00:40:04.768 --> 00:40:05.265
I'm<00:40:04.912> human.

00:40:05.330 --> 00:40:06.518
I<00:40:05.410> am<00:40:05.506> a<00:40:05.715> dad,<00:40:06.293> right?

00:40:06.630 --> 00:40:14.306
I<00:40:06.775> got<00:40:06.903> to—<00:40:08.059> and<00:40:08.927> also,<00:40:09.649> I<00:40:09.745> find<00:40:10.083> it's<00:40:10.307> very<00:40:10.629> valuable<00:40:11.576> to<00:40:11.817> create<00:40:12.154> more<00:40:12.315> trust<00:40:12.636> through<00:40:13.278> the<00:40:13.358> ability<00:40:13.615> to<00:40:13.744> disarm.

00:40:15.365 --> 00:40:18.465
So<00:40:15.751> I<00:40:15.831> love<00:40:16.008> to<00:40:16.152> talk<00:40:16.393> about,<00:40:17.228> so<00:40:17.758> how's<00:40:17.919> your<00:40:18.015> day<00:40:18.256> going?

00:40:19.267 --> 00:40:20.488
What<00:40:19.492> did<00:40:19.605> you<00:40:19.685> do<00:40:19.845> last<00:40:20.102> night?

00:40:20.648 --> 00:40:21.435
Tell<00:40:20.745> me<00:40:20.793> about<00:40:20.969> your<00:40:21.066> kids.

00:40:21.788 --> 00:40:31.178
Tell<00:40:21.885> me<00:40:21.965> a<00:40:21.981> little<00:40:22.190> bit<00:40:22.270> about<00:40:22.495> you<00:40:22.591> personally,<00:40:23.234> not<00:40:23.378> in<00:40:23.474> a<00:40:23.555> prying<00:40:24.117> way,<00:40:25.000> but<00:40:25.144> also<00:40:25.321> if<00:40:25.466> I<00:40:25.562> can<00:40:25.706> understand<00:40:26.349> a<00:40:26.429> little<00:40:26.606> bit<00:40:26.766> more<00:40:26.927> about<00:40:27.232> what<00:40:27.392> makes<00:40:27.649> you<00:40:27.810> tick,<00:40:29.238> then<00:40:29.398> I<00:40:29.494> can<00:40:29.638> think<00:40:29.975> about<00:40:30.296> how<00:40:30.520> I<00:40:30.617> react<00:40:31.017> to<00:40:31.082> you.

00:40:32.364 --> 00:40:35.796
So,<00:40:33.567> you<00:40:33.599> know,<00:40:33.743> Clint,<00:40:34.000> sorry<00:40:34.288> about<00:40:34.465> this,<00:40:34.625> another<00:40:34.946> 2x2<00:40:35.571> coming.

00:40:37.030 --> 00:40:38.089
But<00:40:37.143> I<00:40:37.175> have<00:40:37.287> a<00:40:37.351> 2x2,<00:40:37.896> man.

00:40:38.153 --> 00:40:41.552
But<00:40:38.634> look,<00:40:39.115> it<00:40:39.355> doesn't<00:40:40.077> matter<00:40:40.317> to<00:40:40.462> me<00:40:40.558> whether<00:40:40.718> this<00:40:40.895> is<00:40:41.023> right<00:40:41.280> or<00:40:41.344> wrong.

00:40:41.680 --> 00:40:46.090
But,<00:40:41.841> you<00:40:41.921> know,<00:40:42.081> most<00:40:42.402> people<00:40:43.508> are<00:40:43.605> directive<00:40:45.513> naturally.

00:40:46.651 --> 00:40:51.750
They<00:40:46.876> are<00:40:47.757> extrovert<00:40:48.351> naturally,<00:40:49.601> or<00:40:49.698> they<00:40:49.938> are<00:40:50.243> amiable<00:40:51.045> or<00:40:51.205> analytical.

00:40:52.969 --> 00:40:55.678
That<00:40:53.049> doesn't<00:40:53.289> mean<00:40:53.386> to<00:40:53.450> say<00:40:53.690> any<00:40:53.867> of<00:40:54.187> those<00:40:54.508> boxes<00:40:54.909> are<00:40:55.053> right<00:40:55.374> or<00:40:55.614> wrong.

00:40:57.000 --> 00:41:09.072
Um,<00:40:58.809> but<00:40:59.035> it's<00:40:59.197> hard<00:40:59.455> for<00:40:59.569> me<00:40:59.682> to<00:40:59.859> read,<00:41:01.540> you<00:41:01.637> know,<00:41:01.718> based<00:41:02.025> on<00:41:02.105> your<00:41:02.283> questions<00:41:02.832> and<00:41:02.913> the<00:41:03.860> thoroughness—<00:41:04.118> excuse<00:41:04.457> me—<00:41:04.537> of<00:41:04.634> your<00:41:04.779> preparation,<00:41:05.425> I<00:41:05.505> would<00:41:05.667> say<00:41:05.828> that<00:41:05.973> you<00:41:06.038> have<00:41:06.151> quite<00:41:06.296> a<00:41:06.328> strong<00:41:06.635> analytical<00:41:07.345> component,<00:41:08.233> right?

00:41:09.136 --> 00:41:11.879
You're,<00:41:09.378> you're,<00:41:09.717> you're,<00:41:10.185> you're<00:41:10.298> not<00:41:10.443> afraid<00:41:10.831> of<00:41:10.911> an<00:41:11.234> analysis.

00:41:12.509 --> 00:41:16.674
And<00:41:12.606> the<00:41:12.751> way<00:41:13.074> that<00:41:13.187> you're<00:41:13.300> coming<00:41:13.573> across<00:41:14.456> right<00:41:14.681> now<00:41:14.874> is<00:41:15.019> you're,<00:41:15.356> you're<00:41:15.565> an<00:41:15.726> amiable<00:41:16.288> gentleman.

00:41:16.866 --> 00:41:17.863
Now,<00:41:17.252> I<00:41:17.268> don't<00:41:17.493> know<00:41:17.670> that.

00:41:18.634 --> 00:41:19.566
I<00:41:18.714> mean,<00:41:18.859> you're<00:41:19.036> nodding,<00:41:19.501> right?

00:41:19.614 --> 00:41:20.257
I<00:41:19.678> probably<00:41:19.983> got<00:41:20.224> you.

00:41:20.321 --> 00:41:30.744
And<00:41:20.385> of<00:41:20.465> course<00:41:20.706> you<00:41:20.787> can<00:41:20.883> be<00:41:20.964> directive<00:41:21.365> when<00:41:21.510> you<00:41:21.590> need<00:41:21.687> to,<00:41:21.847> and<00:41:21.912> you<00:41:22.008> can<00:41:22.088> be<00:41:22.169> extrovert<00:41:22.554> when<00:41:22.651> you<00:41:22.731> need<00:41:22.860> to,<00:41:22.926> of<00:41:22.976> course,<00:41:23.209> but<00:41:23.292> you'll<00:41:23.558> lead<00:41:24.207> to<00:41:24.925> So<00:41:25.071> in<00:41:25.103> the<00:41:25.233> way<00:41:25.411> that<00:41:25.557> I<00:41:25.719> deal<00:41:25.914> with<00:41:26.124> you,<00:41:26.530> if<00:41:26.692> I<00:41:26.870> am<00:41:27.097> forceful,<00:41:28.653> yeah,<00:41:29.301> that's<00:41:29.528> not<00:41:29.625> going<00:41:29.739> to<00:41:29.868> get<00:41:30.030> the<00:41:30.176> best<00:41:30.436> out<00:41:30.533> of<00:41:30.663> you.

00:41:31.732 --> 00:41:39.844
And<00:41:31.813> if<00:41:31.959> you<00:41:32.056> show<00:41:32.462> me<00:41:32.688> work,<00:41:34.344> I<00:41:34.425> should<00:41:34.587> read<00:41:34.831> it<00:41:35.788> because<00:41:36.129> then<00:41:36.372> you<00:41:36.518> will<00:41:36.680> feel<00:41:38.302> that<00:41:38.465> I<00:41:38.481> am<00:41:38.886> giving<00:41:39.195> you<00:41:39.292> respect.

00:41:40.483 --> 00:41:43.296
I<00:41:41.033> am<00:41:41.195> respecting<00:41:42.649> where<00:41:42.811> you<00:41:42.908> come<00:41:43.134> from.

00:41:43.377 --> 00:41:50.069
Now,<00:41:43.538> as<00:41:43.635> a<00:41:43.716> directive<00:41:45.074> extrovert<00:41:45.640> who<00:41:45.721> has<00:41:45.882> to<00:41:45.963> concentrate,<00:41:46.949> my<00:41:47.111> natural<00:41:47.596> is<00:41:48.178> just<00:41:48.404> give<00:41:49.034> me<00:41:49.131> the<00:41:49.681> headlines.

00:41:50.250 --> 00:41:52.175
Yeah,<00:41:51.084> yeah,<00:41:51.550> give<00:41:51.630> me<00:41:51.662> the<00:41:51.742> highlights.

00:41:52.352 --> 00:41:54.583
How<00:41:52.432> offensive<00:41:52.946> is<00:41:53.090> that<00:41:53.331> to<00:41:53.411> an<00:41:53.893> analytical?

00:41:55.081 --> 00:41:55.241
Yeah.

00:41:55.418 --> 00:42:01.067
And<00:41:55.498> if<00:41:55.723> I'm<00:41:56.461> super<00:41:56.782> directive<00:41:57.279> in<00:41:57.408> a<00:41:57.440> meeting,<00:41:59.109> an<00:41:59.575> amiable<00:41:59.912> person<00:42:00.168> is<00:42:00.297> unlikely<00:42:00.714> to<00:42:00.794> speak.

00:42:02.560 --> 00:42:03.940
So<00:42:02.961> it's<00:42:03.106> not<00:42:03.282> just<00:42:03.507> one-on-one.

00:42:03.988 --> 00:42:06.219
I<00:42:04.085> want<00:42:04.213> to<00:42:04.325> read<00:42:04.566> the<00:42:04.711> room<00:42:05.272> face-to-face.

00:42:07.455 --> 00:42:09.397
I<00:42:07.519> want<00:42:07.600> to<00:42:07.632> see,<00:42:07.937> is<00:42:08.161> everybody<00:42:08.498> getting<00:42:08.723> a<00:42:08.739> fair<00:42:08.980> shout?

00:42:09.622 --> 00:42:11.612
Is<00:42:09.654> somebody<00:42:10.023> feeling<00:42:10.890> that<00:42:11.002> this<00:42:11.227> is<00:42:11.371> tough?

00:42:12.334 --> 00:42:14.036
Is<00:42:12.671> somebody<00:42:13.153> not<00:42:13.378> agreeing<00:42:13.859> here?

00:42:14.581 --> 00:42:15.641
Are<00:42:14.613> they<00:42:14.758> getting<00:42:15.079> a<00:42:15.095> voice?

00:42:16.285 --> 00:42:20.053
These<00:42:16.512> are<00:42:16.593> how<00:42:16.754> you<00:42:16.851> build<00:42:17.078> trust<00:42:17.482> scores—<00:42:18.388> reliable<00:42:19.520> and<00:42:19.665> regular.

00:42:22.736 --> 00:42:25.766
I<00:42:22.752> don't<00:42:22.997> think<00:42:23.241> it's<00:42:23.404> as<00:42:23.632> easy<00:42:23.909> to<00:42:24.056> do<00:42:24.300> that<00:42:25.261> on<00:42:25.375> Zoom.

00:42:27.742 --> 00:42:32.587
I<00:42:27.888> think<00:42:28.066> Zoom<00:42:28.325> is<00:42:28.617> brilliant,<00:42:29.200> or<00:42:29.427> video<00:42:29.686> conferencing<00:42:30.173> is<00:42:30.335> brilliant<00:42:31.129> for<00:42:31.226> speed<00:42:31.728> and<00:42:31.874> getting<00:42:32.198> to<00:42:32.344> people.

00:42:33.089 --> 00:42:34.775
Now<00:42:33.251> you<00:42:33.397> put<00:42:33.511> that<00:42:33.673> in—<00:42:33.964> now<00:42:34.045> you<00:42:34.078> think<00:42:34.240> about<00:42:34.467> customers.

00:42:36.061 --> 00:42:38.605
So<00:42:36.274> the<00:42:36.373> reason<00:42:36.701> I<00:42:36.849> go<00:42:37.013> visit<00:42:37.275> customers<00:42:37.751> is<00:42:37.997> discovery.

00:42:40.567 --> 00:42:41.888
I<00:42:40.632> want<00:42:40.779> to<00:42:40.812> find<00:42:41.122> out<00:42:41.219> what<00:42:41.366> their<00:42:41.480> needs<00:42:41.856> are.

00:42:41.954 --> 00:42:43.226
I<00:42:41.970> want<00:42:42.084> to<00:42:42.117> find<00:42:42.427> out<00:42:42.508> what's<00:42:42.671> challenging<00:42:43.161> them.

00:42:43.275 --> 00:42:46.767
I<00:42:43.340> want<00:42:43.471> to<00:42:43.569> find<00:42:43.764> out<00:42:43.911> what<00:42:44.074> makes<00:42:44.384> them<00:42:45.600> um,<00:42:46.037> go<00:42:46.118> to<00:42:46.200> work<00:42:46.427> every<00:42:46.605> day.

00:42:46.848 --> 00:42:48.113
I<00:42:46.913> want<00:42:46.994> to<00:42:47.075> find<00:42:47.270> out<00:42:47.335> what<00:42:47.497> their<00:42:47.594> values<00:42:48.081> are.

00:42:48.162 --> 00:42:49.573
I<00:42:48.194> want<00:42:48.324> to<00:42:48.405> find<00:42:48.616> out<00:42:48.697> what<00:42:48.794> their<00:42:48.940> purpose<00:42:49.443> is.

00:42:49.994 --> 00:42:52.297
I<00:42:50.011> want<00:42:50.140> to<00:42:50.238> find<00:42:50.562> out<00:42:51.292> what<00:42:51.616> they<00:42:51.892> need.

00:42:52.622 --> 00:42:53.676
I<00:42:52.638> don't<00:42:53.011> want<00:42:53.157> to<00:42:53.189> talk<00:42:53.335> about<00:42:53.449> Formstack.

00:42:56.169 --> 00:42:56.395
Hmm.

00:42:56.653 --> 00:42:59.108
They<00:42:56.912> give<00:42:57.170> more<00:42:57.784> in<00:42:57.865> a<00:42:57.881> face-to-face<00:42:58.608> environment.

00:42:59.189 --> 00:43:05.166
Of<00:42:59.335> course,<00:43:00.546> we<00:43:00.627> have<00:43:00.724> a<00:43:00.772> chance<00:43:01.192> to<00:43:02.097> sometimes<00:43:02.484> break<00:43:02.727> bread<00:43:02.969> together<00:43:03.518> or<00:43:03.615> just<00:43:04.083> connect<00:43:04.503> as<00:43:04.649> humans.

00:43:07.587 --> 00:43:17.480
From<00:43:07.852> a<00:43:08.100> work<00:43:08.497> ethic<00:43:08.910> perspective,<00:43:10.260> You<00:43:10.292> know,<00:43:10.372> the<00:43:10.452> company<00:43:10.838> will<00:43:10.999> tell<00:43:11.240> you,<00:43:12.044> I<00:43:12.141> believe<00:43:12.463> that<00:43:12.559> certain<00:43:12.945> functions<00:43:13.508> need<00:43:13.749> to<00:43:13.829> be<00:43:13.990> in<00:43:14.071> the<00:43:14.151> office,<00:43:15.759> and<00:43:15.856> I'm<00:43:16.161> quite<00:43:16.402> vociferous<00:43:16.901> about<00:43:17.190> this.

00:43:18.220 --> 00:43:26.665
Sales,<00:43:19.845> pre-sales,<00:43:21.695> um,<00:43:23.224> customer<00:43:23.497> success,<00:43:25.300> uh,<00:43:26.280> marketing.

00:43:27.420 --> 00:43:46.833
Now,<00:43:28.047> not<00:43:28.368> everyone—<00:43:29.927> I'm<00:43:30.168> not<00:43:30.714> an<00:43:30.955> ogre,<00:43:32.080> but<00:43:32.706> I,<00:43:32.803> for<00:43:33.301> example,<00:43:33.767> now<00:43:34.313> we've<00:43:34.490> built<00:43:34.731> the<00:43:34.860> executive<00:43:35.227> team<00:43:35.461> so<00:43:35.645> that<00:43:35.962> the<00:43:36.679> customer<00:43:36.955> experience<00:43:37.767> executive,<00:43:38.401> the<00:43:38.466> marketing<00:43:38.985> executive,<00:43:39.440> the<00:43:39.521> sales<00:43:39.944> executive,<00:43:40.431> the<00:43:40.674> partner<00:43:41.243> executive,<00:43:43.040> the<00:43:43.618> person<00:43:43.859> in<00:43:43.940> charge<00:43:44.293> of<00:43:44.502> pre-sales,<00:43:45.081> the<00:43:45.161> person<00:43:45.467> in<00:43:45.563> charge<00:43:46.030> of<00:43:46.110> enablement.

00:43:47.171 --> 00:43:51.190
Just,<00:43:47.476> just<00:43:48.071> off<00:43:48.200> the<00:43:48.280> top<00:43:48.425> of<00:43:48.521> my<00:43:48.682> head,<00:43:48.859> there<00:43:48.939> are<00:43:49.020> 6<00:43:49.502> execs<00:43:50.290> who<00:43:50.370> go<00:43:50.466> to<00:43:50.627> work<00:43:50.884> every<00:43:51.109> day.

00:43:52.733 --> 00:43:58.792
And<00:43:52.879> what<00:43:52.976> we're<00:43:53.234> seeing<00:43:53.703> coming<00:43:54.010> from<00:43:54.333> that<00:43:54.591> engagement<00:43:55.335> is<00:43:55.965> much<00:43:56.207> different<00:43:56.611> from<00:43:56.772> what<00:43:56.934> we're<00:43:57.031> seeing<00:43:57.726> in<00:43:57.968> asynchronous<00:43:58.630> work.

00:43:59.616 --> 00:44:03.346
So<00:43:59.761> for<00:43:59.955> me,<00:44:00.892> I<00:44:00.973> get<00:44:01.296> engineering,<00:44:02.990> Absolutely.

00:44:03.427 --> 00:44:09.789
Product,<00:44:04.155> I<00:44:04.317> get<00:44:04.560> the<00:44:05.127> beauty<00:44:05.612> of<00:44:05.920> asynchronicity<00:44:07.231> and<00:44:07.296> the<00:44:07.377> fact<00:44:07.701> that,<00:44:07.960> you<00:44:08.024> know<00:44:08.186> what,<00:44:08.753> quietness<00:44:09.336> matters.

00:44:11.764 --> 00:44:13.249
So,<00:44:12.088> you<00:44:12.153> know,<00:44:12.250> call<00:44:12.380> these<00:44:12.573> philosophies.

00:44:13.297 --> 00:44:21.878
I<00:44:13.313> don't<00:44:13.619> force<00:44:14.021> it<00:44:14.102> on<00:44:14.263> everyone,<00:44:15.148> but<00:44:15.453> generally<00:44:16.113> speaking,<00:44:17.224> those<00:44:17.546> functions<00:44:18.125> benefit,<00:44:18.592> in<00:44:18.624> my<00:44:18.833> opinion,<00:44:19.640> from<00:44:19.913> the<00:44:20.139> trust<00:44:20.735> scale<00:44:21.524> building.

00:44:23.456 --> 00:44:26.082
That's<00:44:23.618> one<00:44:23.698> of<00:44:23.762> the<00:44:23.795> most<00:44:24.020> brilliant<00:44:24.423> answers<00:44:24.809> I've<00:44:24.906> ever<00:44:25.131> heard<00:44:25.325> to<00:44:25.631> that<00:44:25.776> question.

00:44:26.259 --> 00:44:26.967
Oh,<00:44:26.323> you're<00:44:26.500> too<00:44:26.661> kind.

00:44:27.080 --> 00:44:27.515
Thank<00:44:27.322> you.

00:44:27.644 --> 00:44:28.739
That<00:44:27.789> was,<00:44:28.046> that<00:44:28.191> was<00:44:28.352> incredible.

00:44:30.322 --> 00:44:38.749
Finally,<00:44:30.563> we<00:44:31.530> end<00:44:31.691> every<00:44:31.869> interview<00:44:32.078> with<00:44:32.239> the<00:44:32.271> same<00:44:32.481> question,<00:44:32.803> and<00:44:32.884> you<00:44:32.980> may<00:44:33.142> have<00:44:33.303> kind<00:44:33.480> of<00:44:33.625> answered<00:44:34.108> it<00:44:34.414> in<00:44:34.576> the<00:44:34.672> previous<00:44:35.397> question<00:44:35.816> around<00:44:36.284> this,<00:44:36.606> but<00:44:36.831> I<00:44:37.637> want<00:44:37.718> to<00:44:37.798> give<00:44:37.895> you<00:44:37.975> the<00:44:38.040> opportunity<00:44:38.620> again.

00:44:39.822 --> 00:44:45.797
And<00:44:39.870> if<00:44:39.967> there's<00:44:40.129> somebody<00:44:40.322> else<00:44:40.468> who<00:44:40.613> comes<00:44:40.791> to<00:44:40.871> mind,<00:44:41.275> at<00:44:41.356> CEO.com,<00:44:42.632> we<00:44:42.729> believe<00:44:42.955> the<00:44:43.035> chances<00:44:43.439> one<00:44:43.617> gives<00:44:43.924> is<00:44:44.085> just<00:44:44.247> as<00:44:44.279> important<00:44:44.570> as<00:44:44.650> the<00:44:44.747> chance<00:44:45.151> one<00:44:45.312> takes.

00:44:46.362 --> 00:44:49.495
And<00:44:46.443> when<00:44:46.669> you<00:44:46.830> hear<00:44:47.008> that,<00:44:47.250> who<00:44:47.412> gave<00:44:47.718> you<00:44:47.832> a<00:44:47.896> chance<00:44:48.364> to<00:44:48.461> get<00:44:48.623> you<00:44:48.720> to<00:44:48.849> where<00:44:49.010> you<00:44:49.188> are<00:44:49.333> today?

00:44:54.047 --> 00:44:55.999
In<00:44:54.275> truth,<00:44:55.104> it<00:44:55.251> was<00:44:55.348> Steve<00:44:55.837> Bennett.

00:44:57.644 --> 00:45:01.725
And<00:44:57.741> if<00:44:57.919> Steve<00:44:58.292> watches<00:44:58.713> this,<00:44:59.458> I'll<00:44:59.668> tell<00:44:59.830> you,<00:44:59.911> you<00:44:59.992> were<00:45:00.025> not<00:45:00.332> the<00:45:00.559> easiest<00:45:00.899> person<00:45:01.223> to<00:45:01.304> work<00:45:01.531> for.

00:45:02.195 --> 00:45:02.811
You<00:45:02.341> were<00:45:02.438> tricky.

00:45:03.637 --> 00:45:04.204
You<00:45:03.734> were<00:45:03.896> tough.

00:45:05.670 --> 00:45:07.305
But<00:45:06.520> I<00:45:06.602> learned<00:45:06.929> a<00:45:07.011> lot.

00:45:10.788 --> 00:45:20.544
You<00:45:11.352> put<00:45:11.529> me<00:45:11.690> on<00:45:11.787> your<00:45:11.948> executive<00:45:12.656> team,<00:45:13.220> and<00:45:13.365> you<00:45:13.542> gave<00:45:13.864> me<00:45:14.106> the<00:45:14.331> opportunity<00:45:14.911> to<00:45:15.072> run<00:45:15.314> a<00:45:15.459> $2.2<00:45:16.425> billion<00:45:17.150> business<00:45:18.293> and<00:45:18.374> be<00:45:18.535> responsible<00:45:19.324> for<00:45:19.566> its<00:45:20.063> success.

00:45:21.960 --> 00:45:25.001
That<00:45:22.073> was<00:45:22.380> a<00:45:23.933> major<00:45:24.435> moment.

00:45:25.551 --> 00:45:29.773
And<00:45:25.632> the<00:45:25.729> second<00:45:26.182> one,<00:45:26.295> I<00:45:26.424> have<00:45:26.764> to<00:45:26.845> say,<00:45:27.880> was<00:45:28.042> the<00:45:28.139> first<00:45:28.462> time<00:45:28.705> I<00:45:28.786> was<00:45:28.932> given<00:45:29.190> a<00:45:29.271> CEO<00:45:29.692> job.

00:45:30.760 --> 00:45:37.413
When<00:45:30.856> you<00:45:30.937> think<00:45:31.211> about<00:45:31.919> companies<00:45:32.387> recruiting<00:45:32.886> for<00:45:33.031> CEOs,<00:45:34.594> it's<00:45:34.722> incredibly<00:45:35.286> hard<00:45:35.625> to<00:45:35.850> get<00:45:36.172> your<00:45:36.333> first<00:45:36.591> CEO<00:45:37.155> gig.

00:45:40.416 --> 00:45:47.435
Greg<00:45:40.497> Goldfarb,<00:45:42.675> um,<00:45:44.950> was<00:45:45.176> on<00:45:45.273> our<00:45:45.354> board<00:45:45.612> at<00:45:46.967> Telesign.

00:45:50.513 --> 00:45:59.881
Jamie<00:45:50.769> Montgomery<00:45:51.635> was<00:45:51.796> on<00:45:51.908> our<00:45:52.053> board<00:45:52.357> at<00:45:52.454> Telesign,<00:45:53.079> March<00:45:53.336> Capital,<00:45:54.459> and<00:45:54.619> Gerhard<00:45:55.165> Watzinger,<00:45:56.528> current<00:45:56.785> chairman<00:45:57.170> of<00:45:57.330> CrowdStrike,<00:45:58.293> was<00:45:58.470> my<00:45:58.630> chairman<00:45:59.256> at<00:45:59.416> Telesign.

00:46:00.796 --> 00:46:02.047
CrowdStrike's<00:46:01.357> been<00:46:01.534> in<00:46:01.662> the<00:46:01.694> news.

00:46:03.346 --> 00:46:12.202
Those<00:46:03.683> three<00:46:03.988> individuals<00:46:05.127> eventually<00:46:06.635> believed<00:46:07.213> in<00:46:07.373> me<00:46:07.533> enough<00:46:08.400> with<00:46:08.576> no<00:46:08.961> previous<00:46:09.378> CEO<00:46:10.116> experience<00:46:11.127> to<00:46:11.303> give<00:46:11.544> me<00:46:11.704> the<00:46:11.865> gig.

00:46:13.068 --> 00:46:20.136
And<00:46:13.212> I<00:46:13.309> would<00:46:13.469> say<00:46:13.870> that<00:46:14.817> those<00:46:15.235> two<00:46:15.492> moments<00:46:16.681> from<00:46:16.842> a<00:46:16.922> chances<00:46:17.646> perspective<00:46:18.915> transformed<00:46:19.574> my<00:46:19.799> career.

00:46:20.201 --> 00:46:24.236
And<00:46:20.763> you<00:46:20.843> would<00:46:20.956> not<00:46:21.165> expect<00:46:21.486> me<00:46:21.518> to<00:46:21.599> say<00:46:21.808> anything<00:46:22.145> other<00:46:22.386> than<00:46:23.093> the<00:46:23.173> gratitude<00:46:23.736> to<00:46:23.898> them.

00:46:25.849 --> 00:46:29.719
What<00:46:26.091> John<00:46:26.574> Thompson<00:46:27.219> did<00:46:27.703> for<00:46:27.880> me<00:46:28.251> was<00:46:28.348> give<00:46:28.509> me<00:46:28.590> chances<00:46:29.138> every<00:46:29.461> day.

00:46:30.541 --> 00:46:31.315
It<00:46:30.815> was<00:46:31.009> different.

00:46:32.072 --> 00:46:37.108
He<00:46:32.153> gave<00:46:32.396> me<00:46:32.477> chances<00:46:33.108> every<00:46:33.448> single<00:46:33.934> day<00:46:34.096> to<00:46:34.177> prove<00:46:34.420> myself<00:46:35.537> and<00:46:35.618> encouraged<00:46:36.185> me<00:46:36.363> and<00:46:36.509> advocated.

00:46:37.642 --> 00:46:40.379
And<00:46:38.225> I'm<00:46:38.711> proud<00:46:39.116> to<00:46:39.261> have<00:46:39.423> stayed<00:46:39.747> in<00:46:39.844> touch<00:46:40.087> with<00:46:40.249> him.

00:46:40.946 --> 00:46:41.412
All<00:46:41.042> the<00:46:41.187> time.

00:46:41.508 --> 00:46:46.227
He,<00:46:42.230> he,<00:46:42.632> he<00:46:42.792> gave<00:46:42.969> me<00:46:43.129> the<00:46:43.274> chance<00:46:44.173> through<00:46:44.734> constant<00:46:45.601> advocation.

00:46:47.062 --> 00:46:48.715
And<00:46:47.206> sometimes<00:46:47.544> people<00:46:47.736> say<00:46:47.945> to<00:46:48.025> me,<00:46:48.105> who's<00:46:48.282> your<00:46:48.378> mentor?

00:46:48.763 --> 00:46:51.717
And<00:46:48.812> I<00:46:48.908> go,<00:46:48.972> I<00:46:49.068> don't<00:46:49.213> have<00:46:49.293> a<00:46:49.309> mentor,<00:46:49.951> but<00:46:50.096> I<00:46:50.112> have<00:46:50.272> an<00:46:50.417> advocate<00:46:51.075> in<00:46:51.155> John<00:46:51.396> Thompson.

00:46:52.199 --> 00:46:56.581
And<00:46:52.841> that<00:46:53.082> man,<00:46:54.350> uh,<00:46:54.911> I<00:46:54.992> will<00:46:55.168> be<00:46:55.249> grateful<00:46:55.650> to<00:46:55.810> for<00:46:55.923> the<00:46:55.971> rest<00:46:56.212> of<00:46:56.276> my<00:46:56.436> life.

00:46:57.737 --> 00:46:58.636
Alan,<00:46:57.977> thank<00:46:58.202> you<00:46:58.234> so<00:46:58.395> much.

00:46:58.684 --> 00:46:59.679
What<00:46:58.780> a<00:46:58.860> pleasure<00:46:59.262> to<00:46:59.342> talk<00:46:59.599> to<00:46:59.647> you.

00:47:00.466 --> 00:47:00.738
Thank<00:47:00.706> you.

00:47:00.787 --> 00:47:01.766
A<00:47:00.867> pleasure<00:47:01.124> to<00:47:01.252> talk<00:47:01.429> to<00:47:01.493> you<00:47:01.653> too.

00:47:01.830 --> 00:47:02.263
That<00:47:01.910> was<00:47:02.135> fun.

```