IoT Coffee Talk: Episode 160 - The Beauty of Analog in a Digital World

or dinner or something for sure for sure or dinner or something for sure for sure I'm I'm there uh it's gonna be awesome I'm I'm there uh it's gonna be awesome I'm I'm there uh it's gonna be awesome it's gonna be awesome like this episode it's gonna be awesome like this episode it's gonna be awesome like this episode of iot coffee talk that we just fired of iot coffee talk that we just fired of iot coffee talk that we just fired off Bill let's go yeah welcome to Aoki off Bill let's go yeah welcome to Aoki off Bill let's go yeah welcome to Aoki hello goodness welcome to iot Coffee hello goodness welcome to iot Coffee hello goodness welcome to iot Coffee Talk and this is the Santos episode Talk and this is the Santos episode Talk and this is the Santos episode bring it David oh you're a little blurry bring it David oh you're a little blurry bring it David oh you're a little blurry there there you go there there we go there there you go there there we go there there you go there there we go there we go yes you know it's because there we go yes you know it's because there we go yes you know it's because you have your fake blurry background you have your fake blurry background you have your fake blurry background sticky yes yes fake like many watches you can still buy fake like many watches you can still buy in Canal Street in New York City if you in Canal Street in New York City if you in Canal Street in New York City if you know which alley to turn into know which alley to turn into know which alley to turn into or at the silk Market in Beijing yes yes or at the silk Market in Beijing yes yes or at the silk Market in Beijing yes yes you know and of course this is iot you know and of course this is iot you know and of course this is iot related in many fronts right because you related in many fronts right because you related in many fronts right because you have the imitators uh you buy the fake have the imitators uh you buy the fake have the imitators uh you buy the fake thing and then you don't notice until thing and then you don't notice until thing and then you don't notice until your plant is on fire that that was a your plant is on fire that that was a your plant is on fire that that was a bad decision and you should not you bad decision and you should not you bad decision and you should not you should have bought the real thing but should have bought the real thing but should have bought the real thing but real thing yes real thing yes real thing yes um when and then whether you're a more um when and then whether you're a more um when and then whether you're a more traditional mechanical instrument person traditional mechanical instrument person traditional mechanical instrument person versus completely digital instrument versus completely digital instrument versus completely digital instrument person I think there's there's going to person I think there's there's going to person I think there's there's going to be lots of iot analogies in the uh in be lots of iot analogies in the uh in be lots of iot analogies in the uh in the watch and instrumentation world I the watch and instrumentation world I the watch and instrumentation world I can feel it but do you think we would can feel it but do you think we would can feel it but do you think we would have gotten to sophisticated mechanical have gotten to sophisticated mechanical have gotten to sophisticated mechanical things today if it weren't for the things today if it weren't for the things today if it weren't for the deeply complex deeply complex deeply complex watches built in Switzerland and watches built in Switzerland and watches built in Switzerland and elsewhere I doubt it because you know it

elsewhere I doubt it because you know it elsewhere I doubt it because you know it takes it takes craftsmanship to put you takes it takes craftsmanship to put you takes it takes craftsmanship to put you know hundreds uh of uh many hundreds of know hundreds uh of uh many hundreds of know hundreds uh of uh many hundreds of digital of of tiny mechanical parts that digital of of tiny mechanical parts that digital of of tiny mechanical parts that no pun intended they have to be in sync no pun intended they have to be in sync no pun intended they have to be in sync like all day every day for the thing to like all day every day for the thing to like all day every day for the thing to work otherwise you have a you know work otherwise you have a you know work otherwise you have a you know malfunctioning things like like a malfunctioning things like like a malfunctioning things like like a variable frequency drive that's maybe variable frequency drive that's maybe variable frequency drive that's maybe shaking a little bit too much you this shaking a little bit too much you this shaking a little bit too much you this is like mems these people were doing is like mems these people were doing is like mems these people were doing just intense miniaturization hundreds of just intense miniaturization hundreds of just intense miniaturization hundreds of years ago before people thought about it years ago before people thought about it years ago before people thought about it with computers or small Tech or things with computers or small Tech or things with computers or small Tech or things like that like that like that um that's pretty wild to think about it um that's pretty wild to think about it um that's pretty wild to think about it so we're giving props to watchmakers so we're giving props to watchmakers so we're giving props to watchmakers yes and you know and uh and it's funny yes and you know and uh and it's funny yes and you know and uh and it's funny the uh a lot of the um the uh a lot of the um the uh a lot of the um there's a lot of um there's a lot of um there's a lot of um analog you know uh technology in the way analog you know uh technology in the way analog you know uh technology in the way that you still have it's a lot of manual that you still have it's a lot of manual that you still have it's a lot of manual labor right it's the you know for on the labor right it's the you know for on the labor right it's the you know for on the higher end of mechanical watches you higher end of mechanical watches you higher end of mechanical watches you still have a master watchmaker you know still have a master watchmaker you know still have a master watchmaker you know making Milling parts to put these pieces making Milling parts to put these pieces making Milling parts to put these pieces together together together um the uh but but many but also many of um the uh but but many but also many of um the uh but but many but also many of them you know obviously the you know the them you know obviously the you know the them you know obviously the you know the engraving has been been done by laser engraving has been been done by laser engraving has been been done by laser for many years now you don't you don't for many years now you don't you don't for many years now you don't you don't have a guy with a tiny chisel in there have a guy with a tiny chisel in there have a guy with a tiny chisel in there anymore anymore anymore um wow you have um wow you have um wow you have um

um um more laser cutting uh nowadays because more laser cutting uh nowadays because more laser cutting uh nowadays because you know we talked about right uh how do you know we talked about right uh how do you know we talked about right uh how do we remove repetitive manual labor from we remove repetitive manual labor from we remove repetitive manual labor from humans right so you know that exists in humans right so you know that exists in humans right so you know that exists in the watch world too so no again like the watch world too so no again like the watch world too so no again like just a lot of uh iot crossover between just a lot of uh iot crossover between just a lot of uh iot crossover between uh you know watchmaking and whatnot uh you know watchmaking and whatnot uh you know watchmaking and whatnot I love that I love that I love that we're able to free them up to work on we're able to free them up to work on we're able to free them up to work on higher level problems yeah Bill do you higher level problems yeah Bill do you higher level problems yeah Bill do you what do you wear watch your mechanical what do you wear watch your mechanical what do you wear watch your mechanical watch guy your you know digital what do watch guy your you know digital what do watch guy your you know digital what do you what do you have if you know what's you what do you have if you know what's you what do you have if you know what's funny is is I'm not much of a jewelry funny is is I'm not much of a jewelry funny is is I'm not much of a jewelry person at all I have I have I have a a person at all I have I have I have a a person at all I have I have I have a a few watches I have a Breitling few watches I have a Breitling few watches I have a Breitling and of course I have a Rolex of course and of course I have a Rolex of course and of course I have a Rolex of course uh I have uh I have my Samsung uh I have uh I have my Samsung uh I have uh I have my Samsung watch yeah watch yeah watch yeah I mean I have I have I have them but I mean I have I have I have them but I mean I have I have I have them but it's weird it's like I I just don't I it's weird it's like I I just don't I it's weird it's like I I just don't I don't wear them don't wear them don't wear them that's okay you know I think it's funny that's okay you know I think it's funny that's okay you know I think it's funny like I'll call out the the category you like I'll call out the the category you like I'll call out the the category you win jewelry like I specifically said win jewelry like I specifically said win jewelry like I specifically said watches you but it's now it is it is in watches you but it's now it is it is in watches you but it's now it is it is in the right category I don't do that either I don't do that I don't do that either I don't do that um uh I don't you know I gave up the um uh I don't you know I gave up the um uh I don't you know I gave up the earring a long time ago earring a long time ago earring a long time ago um I just it was just something that I

um I just it was just something that I um I just it was just something that I was like yeah was like yeah was like yeah I went through that phase yeah it's like I went through that phase yeah it's like I went through that phase yeah it's like it's like the the Samsung watch you know it's like the the Samsung watch you know it's like the the Samsung watch you know I got that because it was free when I I got that because it was free when I I got that because it was free when I upgraded the phone yeah so it was you upgraded the phone yeah so it was you upgraded the phone yeah so it was you know it's just been it's just been if if know it's just been it's just been if if know it's just been it's just been if if I need to check the time I've always I need to check the time I've always I need to check the time I've always just pulled out my phone yeah yeah and just pulled out my phone yeah yeah and just pulled out my phone yeah yeah and you're lucky you're able to do that and you're lucky you're able to do that and you're lucky you're able to do that and you don't have to like walk down to the you don't have to like walk down to the you don't have to like walk down to the town square of your Main Street to look town square of your Main Street to look town square of your Main Street to look at the tower clock or wait for the train at the tower clock or wait for the train at the tower clock or wait for the train to pass there's no what time it is yeah to pass there's no what time it is yeah to pass there's no what time it is yeah yes right yeah but you know we saw that yes right yeah but you know we saw that yes right yeah but you know we saw that Trend you know with the rise of Trend you know with the rise of Trend you know with the rise of everybody having smartphones everybody having smartphones everybody having smartphones I think we saw a decline in watch usage I think we saw a decline in watch usage I think we saw a decline in watch usage because you're right that's right there because you're right that's right there because you're right that's right there on your you know and it probably wasn't on your you know and it probably wasn't on your you know and it probably wasn't until these new until these new until these new fancy high-end computer watches from fancy high-end computer watches from fancy high-end computer watches from Apple and Samsung and others came along Apple and Samsung and others came along Apple and Samsung and others came along that all of a sudden you know it was that all of a sudden you know it was that all of a sudden you know it was interesting I remember you know interesting I remember you know interesting I remember you know obviously Apple at other events they obviously Apple at other events they obviously Apple at other events they love to tout numbers and how awesome love to tout numbers and how awesome love to tout numbers and how awesome they are and um I think what after the they are and um I think what after the they are and um I think what after the first year of the Apple watch it was the first year of the Apple watch it was the first year of the Apple watch it was the number two watch in the world Rolex was number two watch in the world Rolex was number two watch in the world Rolex was the only one that had them the only one that had them the only one that had them needless to say Rolex is no longer ahead needless to say Rolex is no longer ahead needless to say Rolex is no longer ahead of time you know everybody and that's of time you know everybody and that's of time you know everybody and that's kind of weird and it kind of feels good kind of weird and it kind of feels good kind of weird and it kind of feels good to wear this sometimes I don't wear it to wear this sometimes I don't wear it to wear this sometimes I don't wear it often often often but there's so much sameness now in the but there's so much sameness now in the but there's so much sameness now in the world it feels like everywhere I go world it feels like everywhere I go world it feels like everywhere I go everybody's wearing an Apple Watch like everybody's wearing an Apple Watch like everybody's wearing an Apple Watch like everybody everybody everybody I mean I don't get it

I mean I don't get it I mean I don't get it I I really don't get it I I mean I wore I I really don't get it I I mean I wore I I really don't get it I I mean I wore it it's sitting uh oh it it's sitting uh oh it it's sitting uh oh it's sitting right here it's sitting right here it's sitting right here there it is I mean that's where it sits there it is I mean that's where it sits there it is I mean that's where it sits it's it's in my office and it sits on a it's it's in my office and it sits on a it's it's in my office and it sits on a box box box yeah and and that's it and you know I yeah and and that's it and you know I yeah and and that's it and you know I hear people they're like well it counts hear people they're like well it counts hear people they're like well it counts my steps I'm like so does your phone my steps I'm like so does your phone my steps I'm like so does your phone between the watch and your phone is it's between the watch and your phone is it's between the watch and your phone is it's a one-to-one relationship you know and a one-to-one relationship you know and a one-to-one relationship you know and that and people like well you know if I that and people like well you know if I that and people like well you know if I get a message I'm like you're constantly get a message I'm like you're constantly get a message I'm like you're constantly doing you're constantly doing this which doing you're constantly doing this which doing you're constantly doing this which is no different than looking at your is no different than looking at your is no different than looking at your phone I'm I'm I'm struggling with the phone I'm I'm I'm struggling with the phone I'm I'm I'm struggling with the efficiency efficiency efficiency of of it of of it of of it and you know and well it counts my and you know and well it counts my and you know and well it counts my Biometrics and all this other stuff I'm Biometrics and all this other stuff I'm Biometrics and all this other stuff I'm like no it actually sends the Biometrics like no it actually sends the Biometrics like no it actually sends the Biometrics somewhere else so that somebody knows somewhere else so that somebody knows somewhere else so that somebody knows how how you're doing oh yeah yeah yeah I see mechanical watches have full yeah I see mechanical watches have full privacy built in privacy built in privacy built in yeah yeah yeah um but you know but the the uh well Bill um but you know but the the uh well Bill um but you know but the the uh well Bill you know you're also you're talking uh you know you're also you're talking uh you know you're also you're talking uh it's it's a utility it's a tool for the it's it's a utility it's a tool for the it's it's a utility it's a tool for the job right because because here's the job right because because here's the job right because because here's the thing like so I have a analog watch but thing like so I have a analog watch but thing like so I have a analog watch but I carry my iPhone and and honestly like I carry my iPhone and and honestly like I carry my iPhone and and honestly like depending which hand is free sometimes I depending which hand is free sometimes I depending which hand is free sometimes I look at the Roman numerals or my left look at the Roman numerals or my left look at the Roman numerals or my left wrist yep uh which and my kids know how wrist yep uh which and my kids know how wrist yep uh which and my kids know how to read it because I'll be damned if to read it because I'll be damned if to read it because I'll be damned if they cannot read a pressure gauge you they cannot read a pressure gauge you they cannot read a pressure gauge you know one of these days right

know one of these days right know one of these days right um but so yeah so it's it's a it's a um but so yeah so it's it's a it's a um but so yeah so it's it's a it's a utility and um utility and um utility and um you know no different than uh you know you know no different than uh you know you know no different than uh you know picking anything else you know step picking anything else you know step picking anything else you know step counter uh you know there's still some counter uh you know there's still some counter uh you know there's still some that just do that are not Cloud that just do that are not Cloud that just do that are not Cloud connected right so because um the and I connected right so because um the and I connected right so because um the and I and I with same utility I think where and I with same utility I think where and I with same utility I think where I'm you know since we are talking about I'm you know since we are talking about I'm you know since we are talking about watches watches watches and iot coffee talk it's also there's and iot coffee talk it's also there's and iot coffee talk it's also there's you know we talk a lot about Niche you know we talk a lot about Niche you know we talk a lot about Niche Solutions you know that that are like Solutions you know that that are like Solutions you know that that are like only sort of like a tiny Market you know only sort of like a tiny Market you know only sort of like a tiny Market you know Watchers do this because you have Watchers do this because you have Watchers do this because you have watches that are specially made for say watches that are specially made for say watches that are specially made for say the military like you know like you're the military like you know like you're the military like you know like you're some sort of like special ops you know some sort of like special ops you know some sort of like special ops you know like there's there's watches for that like there's there's watches for that like there's there's watches for that you've got the watches for say uh a an you've got the watches for say uh a an you've got the watches for say uh a an ultra marathon or Trail Runner where ultra marathon or Trail Runner where ultra marathon or Trail Runner where it's like you've got solar power you've it's like you've got solar power you've it's like you've got solar power you've got a bigger face you've got a lot of got a bigger face you've got a lot of got a bigger face you've got a lot of protection you got a sapphire screen protection you got a sapphire screen protection you got a sapphire screen there's all these permutations of there's all these permutations of there's all these permutations of watches that that go from watches that that go from watches that that go from um you know the calculator watches right um you know the calculator watches right um you know the calculator watches right we all have that Casio one back in the we all have that Casio one back in the we all have that Casio one back in the world world world you have the Casio calculator watch I you have the Casio calculator watch I you have the Casio calculator watch I yes yes I was the coolest kid in class I yes I was the coolest kid in class I even had an address book you can put even had an address book you can put even had an address book you can put like people's phone numbers into this like people's phone numbers into this like people's phone numbers into this thing um that's when I that's when I I had um that's when I that's when I I had hope for about a week that it was going hope for about a week that it was going hope for about a week that it was going to make me popular it did not but I

to make me popular it did not but I to make me popular it did not but I still had the watch still had the watch still had the watch so yeah there's uh so it's it's quite a so yeah there's uh so it's it's quite a so yeah there's uh so it's it's quite a you know it's quite a wide um you know you know it's quite a wide um you know you know it's quite a wide um you know selection of them uh that you know so selection of them uh that you know so selection of them uh that you know so from you know from from parts to the from you know from from parts to the from you know from from parts to the utility or the watch it's it's almost utility or the watch it's it's almost utility or the watch it's it's almost like you know which sensor do you need like you know which sensor do you need like you know which sensor do you need for the job right which ones that you for the job right which ones that you for the job right which ones that you need for the job so anyway super super need for the job so anyway super super need for the job so anyway super super topical I'm I'm glad topical I'm I'm glad topical I'm I'm glad and since this is the Santos episode I and since this is the Santos episode I and since this is the Santos episode I really think you should go ahead and really think you should go ahead and really think you should go ahead and take a moment and tell everyone the take a moment and tell everyone the take a moment and tell everyone the story of Santos and Cartier fair enough story of Santos and Cartier fair enough story of Santos and Cartier fair enough uh I'm gonna go off the top of my head uh I'm gonna go off the top of my head uh I'm gonna go off the top of my head so folks use use Wikipedia or the so folks use use Wikipedia or the so folks use use Wikipedia or the Cartier archives but way back in the day Cartier archives but way back in the day Cartier archives but way back in the day uh there was this uh folk name uh there was this uh folk name uh there was this uh folk name um um um Santos Dumont uh he was a Portuguese or Santos Dumont uh he was a Portuguese or Santos Dumont uh he was a Portuguese or Brazilian like wealthy entrepreneur guy Brazilian like wealthy entrepreneur guy Brazilian like wealthy entrepreneur guy hanging out in France he had I could hanging out in France he had I could hanging out in France he had I could never get this word in English uh the never get this word in English uh the never get this word in English uh the the blimp the dirigible thing right yeah the blimp the dirigible thing right yeah the blimp the dirigible thing right yeah okay yes he had one of those to get okay yes he had one of those to get okay yes he had one of those to get around around around and you know so these things to operate and you know so these things to operate and you know so these things to operate if you think of maybe the trolleys in if you think of maybe the trolleys in if you think of maybe the trolleys in San Francisco where you have the two San Francisco where you have the two San Francisco where you have the two levers it was a two-handed operation air levers it was a two-handed operation air levers it was a two-handed operation air vessel and a challenge that he was vessel and a challenge that he was vessel and a challenge that he was having he was he was trying to time uh having he was he was trying to time uh having he was he was trying to time uh travel between pointing at point B but travel between pointing at point B but travel between pointing at point B but he couldn't tell the time and control

he couldn't tell the time and control he couldn't tell the time and control the ship at the same time because his the ship at the same time because his the ship at the same time because his watch was a pocket watch so imagine this watch was a pocket watch so imagine this watch was a pocket watch so imagine this kind of three-piece suit kind of three-piece suit kind of three-piece suit 100 feet above the you know the uh the 100 feet above the you know the uh the 100 feet above the you know the uh the Parisian Skyline trying to put his hand Parisian Skyline trying to put his hand Parisian Skyline trying to put his hand in his pocket to figure out what time it in his pocket to figure out what time it in his pocket to figure out what time it was and he's explaining this problem to was and he's explaining this problem to was and he's explaining this problem to his friend Henry Cartier his friend Henry Cartier his friend Henry Cartier right and you know that gave him an idea right and you know that gave him an idea right and you know that gave him an idea and the guy's like you know what I'm and the guy's like you know what I'm and the guy's like you know what I'm gonna figure something out and the word gonna figure something out and the word gonna figure something out and the word is he sketched it out in the back of a is he sketched it out in the back of a is he sketched it out in the back of a paper napkin and got to work and design paper napkin and got to work and design paper napkin and got to work and design and folks this is how we have wrist and folks this is how we have wrist and folks this is how we have wrist watches nowadays so that's uh you know watches nowadays so that's uh you know watches nowadays so that's uh you know little little snapshot in history when little little snapshot in history when little little snapshot in history when the dinosaurs worked walk the earth are the dinosaurs worked walk the earth are the dinosaurs worked walk the earth are you saying that prior to that a watch you saying that prior to that a watch you saying that prior to that a watch was a pocket watch basically there was was a pocket watch basically there was was a pocket watch basically there was no such thing no there were people no no such thing no there were people no no such thing no there were people no there were there were no wrist watches there were there were no wrist watches there were there were no wrist watches uh you know only mostly like men carry uh you know only mostly like men carry uh you know only mostly like men carry them uh not the ladies if you want to them uh not the ladies if you want to them uh not the ladies if you want to tell time like I joked at the beginning tell time like I joked at the beginning tell time like I joked at the beginning of the episode right you you look of the episode right you you look of the episode right you you look outside and if you're close to the tower outside and if you're close to the tower outside and if you're close to the tower clock of your town or you live by the clock of your town or you live by the clock of your town or you live by the train track and you knew that you know train track and you knew that you know train track and you knew that you know I'm 20 minutes from the next station and I'm 20 minutes from the next station and I'm 20 minutes from the next station and that's at 12 o'clock so it must be 11 that's at 12 o'clock so it must be 11 that's at 12 o'clock so it must be 11 40. uh you know that's how you that's 40. uh you know that's how you that's 40. uh you know that's how you that's how accurate you would tell the time how accurate you would tell the time how accurate you would tell the time Banks the banks will have a clock Banks the banks will have a clock Banks the banks will have a clock outside uh that's how it was before uh outside uh that's how it was before uh outside uh that's how it was before uh wrist watches got invented and wrist watches got invented and wrist watches got invented and eventually eventually eventually you know mass-produced so thanks Santos

you know mass-produced so thanks Santos you know mass-produced so thanks Santos thanks Henry Cartier thanks Henry Cartier thanks Henry Cartier for having watches today wow for having watches today wow for having watches today wow talk about and talk about an addressable talk about and talk about an addressable talk about and talk about an addressable Market Market Market I love that town the watches yeah and I love that town the watches yeah and I love that town the watches yeah and you know I wonder there was some guy you know I wonder there was some guy you know I wonder there was some guy from some agency that went well they do from some agency that went well they do from some agency that went well they do have two wrists so somehow we must try have two wrists so somehow we must try have two wrists so somehow we must try to sling two watches per person and just to sling two watches per person and just to sling two watches per person and just double The Tam like that absolutely double The Tam like that absolutely double The Tam like that absolutely absolutely why not oh my gosh isn't that absolutely why not oh my gosh isn't that absolutely why not oh my gosh isn't that crazy crazy crazy you know it also shows how ridiculous you know it also shows how ridiculous you know it also shows how ridiculous Venture capitalists are too Venture capitalists are too Venture capitalists are too sometimes people are just trying to sometimes people are just trying to sometimes people are just trying to solve a problem solve a problem solve a problem in this case in this case in this case a wrist watch so the guy could fly his a wrist watch so the guy could fly his a wrist watch so the guy could fly his dirigible blimp Zeppelin thingy over dirigible blimp Zeppelin thingy over dirigible blimp Zeppelin thingy over Paris Paris Paris right but but you know but and then right but but you know but and then right but but you know but and then another thing uh also iot related is you another thing uh also iot related is you another thing uh also iot related is you know so it's know so it's know so it's without get without getting too bougie without get without getting too bougie without get without getting too bougie the reality is so you know a a correctly the reality is so you know a a correctly the reality is so you know a a correctly manufactured watch manufactured watch manufactured watch will tell the time right its primary will tell the time right its primary will tell the time right its primary function is to tell the time therefore function is to tell the time therefore function is to tell the time therefore in telling the time in the output there in telling the time in the output there in telling the time in the output there is no difference between is no difference between is no difference between a luxury watch and a I'm trying to think a luxury watch and a I'm trying to think a luxury watch and a I'm trying to think I'm gonna go back to the Casual I'm gonna go back to the Casual I'm gonna go back to the Casual calculator watch they just do they just calculator watch they just do they just calculator watch they just do they just do the the same thing yeah do the the same thing yeah do the the same thing yeah so so the why you know why why overspend so so the why you know why why overspend so so the why you know why why overspend in um

in um in um in a consultancy and a six-month project in a consultancy and a six-month project in a consultancy and a six-month project uh to try to transform something when uh to try to transform something when uh to try to transform something when all you want is to know the time all you want is to know the time all you want is to know the time just buy the thing just go off the shelf just buy the thing just go off the shelf just buy the thing just go off the shelf you just want to tell the time you don't you just want to tell the time you don't you just want to tell the time you don't want to do anything else you know like want to do anything else you know like want to do anything else you know like we we we wrap ourselves around the axle we we we wrap ourselves around the axle we we we wrap ourselves around the axle sometimes when it's like this is all I sometimes when it's like this is all I sometimes when it's like this is all I need I know the problem is I know where need I know the problem is I know where need I know the problem is I know where the tool is let me just let me just do the tool is let me just let me just do the tool is let me just let me just do it don't uh you know don't spend crazy it don't uh you know don't spend crazy it don't uh you know don't spend crazy money when the solution is just right money when the solution is just right money when the solution is just right there in your face there in your face there in your face but that that that lends itself to what but that that that lends itself to what but that that that lends itself to what our good friend Rob Tiffany always says our good friend Rob Tiffany always says our good friend Rob Tiffany always says in that in that in that just don't over complicate it just don't over complicate it just don't over complicate it don't over complicate it this stuff is don't over complicate it this stuff is don't over complicate it this stuff is still there it's just you know why are still there it's just you know why are still there it's just you know why are we over complicating things because we over complicating things because we over complicating things because it because it's Tech it because it's Tech it because it's Tech yeah it it really doesn't need to be yeah it it really doesn't need to be yeah it it really doesn't need to be that all right I'm gonna ask a question that all right I'm gonna ask a question that all right I'm gonna ask a question let's see if you guys can get the answer let's see if you guys can get the answer let's see if you guys can get the answer why does Anderson Consulting feel the why does Anderson Consulting feel the why does Anderson Consulting feel the need to over complicate things for a need to over complicate things for a need to over complicate things for a customer and this is customer and this is customer and this is billable hours billable hours that's billable hours billable hours that's billable hours billable hours that's right well I mean is that and and how right well I mean is that and and how right well I mean is that and and how many acronyms can I tie together to show many acronyms can I tie together to show many acronyms can I tie together to show you the hockey stick trajectory that can you the hockey stick trajectory that can you the hockey stick trajectory that can be achieved if you just follow my hours be achieved if you just follow my hours be achieved if you just follow my hours laughs

laughs laughs I just remember the frustration of being I just remember the frustration of being I just remember the frustration of being which is by the way why I don't charge which is by the way why I don't charge which is by the way why I don't charge billable hours billable hours billable hours never never have never will just don't never never have never will just don't never never have never will just don't do it do it do it I just don't do it are you are you I just don't do it are you are you I just don't do it are you are you Project based or are you I am 100 Project based or are you I am 100 Project based or are you I am 100 Project based outcomes based because if Project based outcomes based because if Project based outcomes based because if I don't deliver on what's there I don't deliver on what's there I don't deliver on what's there you don't pay you don't pay you don't pay it's not by Milestone it's not by this it's not by Milestone it's not by this it's not by Milestone it's not by this it's not if it's a nine month project it's not if it's a nine month project it's not if it's a nine month project then we will set up a pay schedule that then we will set up a pay schedule that then we will set up a pay schedule that is based on delivery and outcome those is based on delivery and outcome those is based on delivery and outcome those things is are what drive my business things is are what drive my business things is are what drive my business that's awesome I remember the olden that's awesome I remember the olden that's awesome I remember the olden you know I'm sure many of us have worked you know I'm sure many of us have worked you know I'm sure many of us have worked at a consulting firm of some kind uh you at a consulting firm of some kind uh you at a consulting firm of some kind uh you know and I remember working at large and know and I remember working at large and know and I remember working at large and small boutique consulting firms you know small boutique consulting firms you know small boutique consulting firms you know sis whatever you want to call them and sis whatever you want to call them and sis whatever you want to call them and uh I remember though it was a rarity to uh I remember though it was a rarity to uh I remember though it was a rarity to see consulting firms that did Project see consulting firms that did Project see consulting firms that did Project based pricing based pricing based pricing um and the reason was maybe maybe it's um and the reason was maybe maybe it's um and the reason was maybe maybe it's changed but in back in the day it's just changed but in back in the day it's just changed but in back in the day it's just really difficult to calculate that and a really difficult to calculate that and a really difficult to calculate that and a lot of a lot of firms who tried to do it lot of a lot of firms who tried to do it lot of a lot of firms who tried to do it got burned really bad like they'd say got burned really bad like they'd say got burned really bad like they'd say here's a fixed bid here's a fixed bid here's a fixed bid for whatever project and it turned out for whatever project and it turned out for whatever project and it turned out to go on forever and they went out of to go on forever and they went out of to go on forever and they went out of business because they they went out of business because they they went out of business because they they went out of business because they didn't know what

business because they didn't know what business because they didn't know what the hell they were doing that's right the hell they were doing that's right the hell they were doing that's right that's right and so since people so many that's right and so since people so many that's right and so since people so many folks don't know what they're doing and folks don't know what they're doing and folks don't know what they're doing and they're bad at estimating project sizing they're bad at estimating project sizing they're bad at estimating project sizing uh they're just like you know what we're uh they're just like you know what we're uh they're just like you know what we're just gonna Punt and do timing materials just gonna Punt and do timing materials just gonna Punt and do timing materials and stick it to the customer and stick it to the customer and stick it to the customer there's um there's a soft spot in my heart for um there's a soft spot in my heart for some for some of of uh some for some of of uh some for some of of uh you know in the Consulting world because you know in the Consulting world because you know in the Consulting world because look at the end of the day you know um look at the end of the day you know um look at the end of the day you know um it's great that they are available it's great that they are available it's great that they are available because you have someone if you have the because you have someone if you have the because you have someone if you have the right person right if you hire the right right person right if you hire the right right person right if you hire the right shop that they have the right experience shop that they have the right experience shop that they have the right experience in the right sector that can help you in the right sector that can help you in the right sector that can help you deliver results in in a fast manner deliver results in in a fast manner deliver results in in a fast manner versus trying to hire it out and you versus trying to hire it out and you versus trying to hire it out and you know do it from within sort of thing but know do it from within sort of thing but know do it from within sort of thing but what really really makes me upset what really really makes me upset what really really makes me upset because I've seen it many times is you because I've seen it many times is you because I've seen it many times is you have the big name firm does the deal have the big name firm does the deal have the big name firm does the deal with the big name firm the executives with the big name firm the executives with the big name firm the executives shake hands and it's going to be awesome shake hands and it's going to be awesome shake hands and it's going to be awesome and when and when it's time to okay you and when and when it's time to okay you and when and when it's time to okay you know let's deploy the project dude the know let's deploy the project dude the know let's deploy the project dude the junior people are really Junior junior people are really Junior junior people are really Junior and the billable hours for these kids and the billable hours for these kids and the billable hours for these kids are outrageous and all of a sudden you are outrageous and all of a sudden you are outrageous and all of a sudden you like wait a minute what happened to the like wait a minute what happened to the like wait a minute what happened to the guy that pitched this thing that had all guy that pitched this thing that had all guy that pitched this thing that had all this experience and soundness you know this experience and soundness you know this experience and soundness you know like knows like what the problem is and like knows like what the problem is and like knows like what the problem is and I just got I'm like excuse me are you

I just got I'm like excuse me are you I just got I'm like excuse me are you even shaving and and and hold on before someone says and and and hold on before someone says like no this isn't an Aegis thing but like no this isn't an Aegis thing but like no this isn't an Aegis thing but experience is experience and if you're experience is experience and if you're experience is experience and if you're 20 years old you you just don't have 20 20 years old you you just don't have 20 20 years old you you just don't have 20 years of Enterprise experience because years of Enterprise experience because years of Enterprise experience because you just can't uh so anyway that that you just can't uh so anyway that that you just can't uh so anyway that that always just drove me nuts to see the the always just drove me nuts to see the the always just drove me nuts to see the the um to being Levering leveraging Junior um to being Levering leveraging Junior um to being Levering leveraging Junior employees for crazy billable hours when employees for crazy billable hours when employees for crazy billable hours when and nothing nothing was going to happen and nothing nothing was going to happen and nothing nothing was going to happen because the experience wasn't there so because the experience wasn't there so because the experience wasn't there so that uh that always drove me nuts and I that uh that always drove me nuts and I that uh that always drove me nuts and I saw it too many times saw it too many times saw it too many times I think that's it that that 100 I mean I think that's it that that 100 I mean I think that's it that that 100 I mean the the whole thing about it and and I the the whole thing about it and and I the the whole thing about it and and I caught it when I started caught it when I started caught it when I started it but but mind you that when I started it but but mind you that when I started it but but mind you that when I started I had already gone through an IPO I had I had already gone through an IPO I had I had already gone through an IPO I had already gone through an accretive already gone through an accretive already gone through an accretive acquisition I was in charge of acquisition I was in charge of acquisition I was in charge of architecting and building platforms and architecting and building platforms and architecting and building platforms and solutions and doing diligence on solutions and doing diligence on solutions and doing diligence on companies for Acquisitions and things companies for Acquisitions and things companies for Acquisitions and things like that so I had been from A to Z and like that so I had been from A to Z and like that so I had been from A to Z and had done it I had been passed over I had had done it I had been passed over I had had done it I had been passed over I had been all of these other things that made been all of these other things that made been all of these other things that made me say you know what me say you know what me say you know what um I've got I've got the patents I've um I've got I've got the patents I've um I've got I've got the patents I've got the cachet I've got the knowledge got the cachet I've got the knowledge got the cachet I've got the knowledge I've got the experience I can go and do I've got the experience I can go and do I've got the experience I can go and do this and create value this and create value this and create value for a set of customers

for a set of customers for a set of customers and I don't have to tell them it's 350 and I don't have to tell them it's 350 and I don't have to tell them it's 350 an hour I don't have to tell them that I an hour I don't have to tell them that I an hour I don't have to tell them that I don't have to justify that I literally don't have to justify that I literally don't have to justify that I literally will go in and say what problem are we will go in and say what problem are we will go in and say what problem are we trying to solve number one trying to solve number one trying to solve number one I'm not going to come in and ask you I'm not going to come in and ask you I'm not going to come in and ask you your pain point your pain point your pain point I know your pain point I know your pain point I know your pain point I just want to know what problem we're I just want to know what problem we're I just want to know what problem we're solving first solving first solving first I'm going to do I'm going to do I'm going to do I'm smiling here bill because I bought I'm smiling here bill because I bought I'm smiling here bill because I bought you I mean not me directly my own you I mean not me directly my own you I mean not me directly my own friends I'm like I'm like yeah I I friends I'm like I'm like yeah I I friends I'm like I'm like yeah I I remember this remember this remember this very clearly and after we're done very clearly and after we're done very clearly and after we're done recording I swear I haven't anyway recording I swear I haven't anyway recording I swear I haven't anyway there's something for me to show you let there's something for me to show you let there's something for me to show you let me let me not say okay okay I mean I'm me let me not say okay okay I mean I'm me let me not say okay okay I mean I'm just saying that you know it was it was just saying that you know it was it was just saying that you know it was it was the feedback that I got initially was oh the feedback that I got initially was oh the feedback that I got initially was oh if you're Consulting you're just looking if you're Consulting you're just looking if you're Consulting you're just looking for your next job I was like I don't for your next job I was like I don't for your next job I was like I don't want a job want a job want a job I don't I want the freedom I don't I want the freedom I don't I want the freedom to create to create to create so unlike a set of the big names so unlike a set of the big names so unlike a set of the big names that do the Pretty slides and have you that do the Pretty slides and have you that do the Pretty slides and have you know all the perk charts and all of know all the perk charts and all of know all the perk charts and all of these other you know forget all of that these other you know forget all of that these other you know forget all of that you know what you need let's let's you know what you need let's let's you know what you need let's let's figure out what problem we're solving figure out what problem we're solving figure out what problem we're solving let's tie things together let's not let's tie things together let's not let's tie things together let's not throw the baby out with the bath water throw the baby out with the bath water throw the baby out with the bath water because you got some good stuff there because you got some good stuff there because you got some good stuff there and let's and let's and let's uh solidify what you have that's usable uh solidify what you have that's usable uh solidify what you have that's usable and then let's build on top of that to and then let's build on top of that to and then let's build on top of that to deliver the outcomes that you're looking deliver the outcomes that you're looking deliver the outcomes that you're looking for oh and by the way after I finish the

for oh and by the way after I finish the for oh and by the way after I finish the slides I actually do the work so it's slides I actually do the work so it's slides I actually do the work so it's either myself and my team or we have either myself and my team or we have either myself and my team or we have ecosystem partners that come in the ecosystem partners that come in the ecosystem partners that come in the price doesn't change price doesn't change price doesn't change the price is the rice the price is the rice the price is the rice and and so that was the thing for me and and so that was the thing for me and and so that was the thing for me that I feel like set me apart from from that I feel like set me apart from from that I feel like set me apart from from the rest of that but you know the the rest of that but you know the the rest of that but you know the um but actually I I see what your um but actually I I see what your um but actually I I see what your reaction is reaction is reaction is when the price is the price the the when the price is the price the the when the price is the price the the reaction is different when you're reaction is different when you're reaction is different when you're talking to a doer that aligns with you talking to a doer that aligns with you talking to a doer that aligns with you on an outcome and understands that on an outcome and understands that on an outcome and understands that you're going to do something together to you're going to do something together to you're going to do something together to deliver an outcome versus the the deliver an outcome versus the the deliver an outcome versus the the someone in a budgetary or leadership someone in a budgetary or leadership someone in a budgetary or leadership position that ultimately is not really position that ultimately is not really position that ultimately is not really doing anything they're going to hire doing anything they're going to hire doing anything they're going to hire people to do what this person should be people to do what this person should be people to do what this person should be responsible to deliver in the first responsible to deliver in the first responsible to deliver in the first place place place and if it fails it's just like well they and if it fails it's just like well they and if it fails it's just like well they failed not me and the reaction to price failed not me and the reaction to price failed not me and the reaction to price is very different because the door Sees is very different because the door Sees is very different because the door Sees the value right away won't even ask the value right away won't even ask the value right away won't even ask questions wait only 350 and we're going questions wait only 350 and we're going questions wait only 350 and we're going to deliver this project in time let's go to deliver this project in time let's go to deliver this project in time let's go the RIS already there let's just let's the RIS already there let's just let's the RIS already there let's just let's just run with it because they're doing just run with it because they're doing just run with it because they're doing it with you versus the other person it with you versus the other person it with you versus the other person they're sub again audience right they're sub again audience right they're sub again audience right 100 100 I mean the thing about it is 100 100 I mean the thing about it is 100 100 I mean the thing about it is someone someone one of my I mean someone someone one of my I mean someone someone one of my I mean everybody has mentors one of my mentors

everybody has mentors one of my mentors everybody has mentors one of my mentors actually said you know what not all actually said you know what not all actually said you know what not all money is good money money is good money money is good money and I I said I said wow and I I said I said wow and I I said I said wow okay okay okay and I experienced that where literally and I experienced that where literally and I experienced that where literally they were like name your price and I was they were like name your price and I was they were like name your price and I was like there is no price like there is no price like there is no price oh you you don't want this project no I oh you you don't want this project no I oh you you don't want this project no I don't don't don't number one there are conditions that number one there are conditions that number one there are conditions that that most Consultants ignore that most Consultants ignore that most Consultants ignore that lets you know that it's a poison that lets you know that it's a poison that lets you know that it's a poison pill that you're taking pill that you're taking pill that you're taking and they will go in and they'll say this and they will go in and they'll say this and they will go in and they'll say this project is 1.5 million dollars yeah but project is 1.5 million dollars yeah but project is 1.5 million dollars yeah but there's 2.5 million dollars of technical there's 2.5 million dollars of technical there's 2.5 million dollars of technical debt debt debt that you're not going to overcome that you're not going to overcome that you're not going to overcome yeah and you are being set up for yeah and you are being set up for yeah and you are being set up for failure yeah failure yeah failure yeah yeah I mean that way they can blame it yeah I mean that way they can blame it yeah I mean that way they can blame it on the consultant on the consultant on the consultant so so if I if if I took the job and I so so if I if if I took the job and I so so if I if if I took the job and I didn't realize how they still had a didn't realize how they still had a didn't realize how they still had a Mainframe in the basement I'm host Mainframe in the basement I'm host Mainframe in the basement I'm host you're host you're host you're host or like you're having to take over a or like you're having to take over a or like you're having to take over a project a big code based and you project a big code based and you project a big code based and you discover that there's absolutely no discover that there's absolutely no discover that there's absolutely no documentation there's no architecture documentation there's no architecture documentation there's no architecture diagrams there's no entity relationship diagrams there's no entity relationship diagrams there's no entity relationship diagram for the database there's nothing diagram for the database there's nothing diagram for the database there's nothing there's just oh just dig into the code there's just oh just dig into the code there's just oh just dig into the code and figure it out you know I could see and figure it out you know I could see and figure it out you know I could see Bill walking into a pump station and Bill walking into a pump station and Bill walking into a pump station and sees that there's a there's a rotary

sees that there's a there's a rotary sees that there's a there's a rotary phone hooked up to the alarm and he just phone hooked up to the alarm and he just phone hooked up to the alarm and he just walks back like Homer Simpson into the walks back like Homer Simpson into the walks back like Homer Simpson into the trees like no no folks I'm out that's it I am like no no folks I'm out that's it I am done I am done no you the the writing is done I am done no you the the writing is done I am done no you the the writing is on the wall and you have to see those on the wall and you have to see those on the wall and you have to see those things it's it's it's very similar and I things it's it's it's very similar and I things it's it's it's very similar and I mean I think it's just to your point mean I think it's just to your point mean I think it's just to your point David when you're talking about the David when you're talking about the David when you're talking about the younger generation right this is not an younger generation right this is not an younger generation right this is not an age thing this is an experienced thing age thing this is an experienced thing age thing this is an experienced thing the younger generation does not see what the younger generation does not see what the younger generation does not see what what is directly in front of them what what is directly in front of them what what is directly in front of them what they see and when they say rose-colored they see and when they say rose-colored they see and when they say rose-colored glasses they're seeing it the way they glasses they're seeing it the way they glasses they're seeing it the way they want to see it and then when the stuff want to see it and then when the stuff want to see it and then when the stuff goes south goes south goes south I should have saw the writing on the I should have saw the writing on the I should have saw the writing on the wall you did see the writing on the wall wall you did see the writing on the wall wall you did see the writing on the wall you just there read it it was there all you just there read it it was there all you just there read it it was there all along yes along yes along yes yes I wish I could look at my mortgage yes I wish I could look at my mortgage yes I wish I could look at my mortgage bill with rose color glasses bill with rose color glasses bill with rose color glasses I'm like damn I gotta go to work again I'm like damn I gotta go to work again I'm like damn I gotta go to work again okay okay let's put it down yeah oh my okay okay let's put it down yeah oh my okay okay let's put it down yeah oh my gosh man I always thought of that you gosh man I always thought of that you gosh man I always thought of that you know earlier you're talking about how know earlier you're talking about how know earlier you're talking about how they'd always put the most junior young they'd always put the most junior young they'd always put the most junior young kids on these projects kids on these projects kids on these projects and the the saying was and I'm just and the the saying was and I'm just and the the saying was and I'm just picking on Old Anderson consulting which picking on Old Anderson consulting which picking on Old Anderson consulting which doesn't exist anymore but they were like doesn't exist anymore but they were like doesn't exist anymore but they were like many and they're like everybody said many and they're like everybody said many and they're like everybody said yeah they're gonna back up the school yeah they're gonna back up the school yeah they're gonna back up the school bus to your office building bus to your office building bus to your office building let out the Consultants who are going to

let out the Consultants who are going to let out the Consultants who are going to come do the project you know and um you come do the project you know and um you come do the project you know and um you know I've always felt like I'm a doer know I've always felt like I'm a doer know I've always felt like I'm a doer right but like kind of like you guys you right but like kind of like you guys you right but like kind of like you guys you know I create things and I would always know I create things and I would always know I create things and I would always be frustrated when I'd see a big be frustrated when I'd see a big be frustrated when I'd see a big consulting firm spend six let's say six consulting firm spend six let's say six consulting firm spend six let's say six months 12 months whatever it is and the months 12 months whatever it is and the months 12 months whatever it is and the deliverable was a stack of paper deliverable was a stack of paper deliverable was a stack of paper and I'm like and I'm like and I'm like why didn't you do the thing why didn't you do the thing why didn't you do the thing well no we don't actually do the thing well no we don't actually do the thing well no we don't actually do the thing but we're going to give you all this but we're going to give you all this but we're going to give you all this documentation that tells you what you documentation that tells you what you documentation that tells you what you should do should do should do um and I understand that that's part of um and I understand that that's part of um and I understand that that's part of it but sometimes it just seemed like it but sometimes it just seemed like it but sometimes it just seemed like that's all I saw as deliverables that's all I saw as deliverables that's all I saw as deliverables from my naive eyes I guess from a lot of from my naive eyes I guess from a lot of from my naive eyes I guess from a lot of these big you know consulting firms sis these big you know consulting firms sis these big you know consulting firms sis whatever now I know the bit again for whatever now I know the bit again for whatever now I know the bit again for the second time also a little bit of the second time also a little bit of the second time also a little bit of Defense Defense Defense um where I've seen it work is so here's um where I've seen it work is so here's um where I've seen it work is so here's the thing uh the thing uh the thing uh if you rob you get you know you decide if you rob you get you know you decide if you rob you get you know you decide to go corporate again next week you come to go corporate again next week you come to go corporate again next week you come into a big org you're an executive and into a big org you're an executive and into a big org you're an executive and you've got they hand you the plate of you've got they hand you the plate of you've got they hand you the plate of steaming cabbage steaming cabbage steaming cabbage now as a responsible leader why you got now as a responsible leader why you got now as a responsible leader why you got to figure out you know what to figure out you know what to figure out you know what what are the problems to solve so that what are the problems to solve so that what are the problems to solve so that we can you know make money business 101 we can you know make money business 101 we can you know make money business 101 and of course you know you're gonna talk and of course you know you're gonna talk and of course you know you're gonna talk to whoever is there uh you know to the to whoever is there uh you know to the to whoever is there uh you know to the the people that are in that org right the people that are in that org right the people that are in that org right now and you hope that they're going to now and you hope that they're going to now and you hope that they're going to tell you the truth right they're going tell you the truth right they're going tell you the truth right they're going to be honest they're going to tell you to be honest they're going to tell you to be honest they're going to tell you what the skeletons are are buried so

what the skeletons are are buried so what the skeletons are are buried so that you know how to fix the thing that that you know how to fix the thing that that you know how to fix the thing that you just got hired on you just got hired on you just got hired on so where I've seen the consultant thing so where I've seen the consultant thing so where I've seen the consultant thing work is you know remove the bias let me work is you know remove the bias let me work is you know remove the bias let me bring someone from the outside bring someone from the outside bring someone from the outside to come and do this project it's like to come and do this project it's like to come and do this project it's like hey your job is to tell me what the hell hey your job is to tell me what the hell hey your job is to tell me what the hell is wrong here and give it to me in a is wrong here and give it to me in a is wrong here and give it to me in a stack of paper because now this person stack of paper because now this person stack of paper because now this person ideally right is not a there's no bias ideally right is not a there's no bias ideally right is not a there's no bias because they don't work there and because they don't work there and because they don't work there and they're there with a mission I'm here to they're there with a mission I'm here to they're there with a mission I'm here to find problems report the problems and find problems report the problems and find problems report the problems and leave there's value there because now leave there's value there because now leave there's value there because now it's a leader you can compare well what it's a leader you can compare well what it's a leader you can compare well what I heard from I heard from I heard from my teams versus you know this report and my teams versus you know this report and my teams versus you know this report and let me so there it works and I think you let me so there it works and I think you let me so there it works and I think you know that that's that's worth good money know that that's that's worth good money know that that's that's worth good money because then it will save an executive a because then it will save an executive a because then it will save an executive a ton of time you know put on a strategy ton of time you know put on a strategy ton of time you know put on a strategy and then just kind of go so those those and then just kind of go so those those and then just kind of go so those those I support if you don't get the if you I support if you don't get the if you I support if you don't get the if you don't get the slow bus really look at at what you just said really look at at what you just said an organization you come in you're an an organization you come in you're an an organization you come in you're an executive at whatever level it is you executive at whatever level it is you executive at whatever level it is you have a team that are chartered to do a have a team that are chartered to do a have a team that are chartered to do a certain thing certain thing certain thing first thing that happens when you become first thing that happens when you become first thing that happens when you become that we all know this okay well he just that we all know this okay well he just that we all know this okay well he just got in here the the team's first got in here the the team's first got in here the the team's first reaction self-preservation self-preservation because as an

self-preservation because as an executive I have a long a large Network executive I have a long a large Network executive I have a long a large Network and if I can't get these other things I and if I can't get these other things I and if I can't get these other things I need that position I need that position need that position I need that position need that position I need that position I'm bringing my team I'm bringing my team I'm bringing my team typical yeah yeah so self-preservation typical yeah yeah so self-preservation typical yeah yeah so self-preservation is the first thing let me make sure so is the first thing let me make sure so is the first thing let me make sure so the likelihood that you're going to hear the likelihood that you're going to hear the likelihood that you're going to hear the truth the unadulterated truth is the truth the unadulterated truth is the truth the unadulterated truth is slim to none slim to none slim to none so to your point you bring in an outside so to your point you bring in an outside so to your point you bring in an outside entity that is going to give you a real entity that is going to give you a real entity that is going to give you a real assessment of here's what you really assessment of here's what you really assessment of here's what you really should do now the problem with that with should do now the problem with that with should do now the problem with that with the majority of organizations is the not the majority of organizations is the not the majority of organizations is the not invented here invented here invented here the we already tried that that didn't the we already tried that that didn't the we already tried that that didn't work work work and you're wasting big money on a and you're wasting big money on a and you're wasting big money on a consulting firm that's just going to consulting firm that's just going to consulting firm that's just going to give you a presentation and walk away give you a presentation and walk away give you a presentation and walk away yeah so so consultants over over time yeah so so consultants over over time yeah so so consultants over over time because of their lack of doing because of their lack of doing because of their lack of doing their lack of Hands-On their lack of their lack of Hands-On their lack of their lack of Hands-On their lack of jumping in and becoming an integrated jumping in and becoming an integrated jumping in and becoming an integrated part of the team even though they're part of the team even though they're part of the team even though they're they're not you know even if they're they're not you know even if they're they're not you know even if they're just an extension but they've got a just an extension but they've got a just an extension but they've got a direct tie-in and it's not at the direct tie-in and it's not at the direct tie-in and it's not at the executive level they're tied into the executive level they're tied into the executive level they're tied into the doers yeah doers yeah doers yeah have you ever had the experience where have you ever had the experience where have you ever had the experience where you're working with you're not part of you're working with you're not part of you're working with you're not part of you know so there's a lot of these you know so there's a lot of these you know so there's a lot of these really really big consulting firms sis I really really big consulting firms sis I really really big consulting firms sis I don't want to say any names they were don't want to say any names they were don't want to say any names they were all previously accounting auditing firms all previously accounting auditing firms all previously accounting auditing firms but now they've decided to go into but now they've decided to go into but now they've decided to go into computer Consulting and all that anywho computer Consulting and all that anywho computer Consulting and all that anywho have you ever been with them yeah have you ever been with them yeah have you ever been with them yeah because a lot of times because you're

because a lot of times because you're because a lot of times because you're right they actually don't know how to do right they actually don't know how to do right they actually don't know how to do the thing they just know how to do the thing they just know how to do the thing they just know how to do PowerPoint and give you stacks and stuff PowerPoint and give you stacks and stuff PowerPoint and give you stacks and stuff but you're right they usually will bring but you're right they usually will bring but you're right they usually will bring in smaller Boutique consulting firms or in smaller Boutique consulting firms or in smaller Boutique consulting firms or Regional sis who actually know how to do Regional sis who actually know how to do Regional sis who actually know how to do the thing the thing the thing and so I found myself in that situation and so I found myself in that situation and so I found myself in that situation before and that's fine have you ever had before and that's fine have you ever had before and that's fine have you ever had that experience when they're doing their that experience when they're doing their that experience when they're doing their PowerPoint presentation and you see your PowerPoint presentation and you see your PowerPoint presentation and you see your slides Oh Yeah from a past life that slides Oh Yeah from a past life that slides Oh Yeah from a past life that they're using yeah yeah customer they're using yeah yeah customer they're using yeah yeah customer yeah yeah yeah yeah yeah I mean it's yeah yeah yeah yeah yeah I mean it's yeah yeah yeah yeah yeah I mean it's it's a wonderful thing but I I look at it's a wonderful thing but I I look at it's a wonderful thing but I I look at it I look at it like knowing all the it I look at it like knowing all the it I look at it like knowing all the things that we're talking about knowing things that we're talking about knowing things that we're talking about knowing that before I ever even started that before I ever even started that before I ever even started I said I'm not going to do that I said I'm not going to do that I said I'm not going to do that that is what I'm not going to do that is what I'm not going to do that is what I'm not going to do so literally I would not create pretty so literally I would not create pretty so literally I would not create pretty slides I don't 12 years later I don't slides I don't 12 years later I don't slides I don't 12 years later I don't create pretty slides I create create pretty slides I create create pretty slides I create informative slides informative slides informative slides and people worry about a lot of white and people worry about a lot of white and people worry about a lot of white space I'm like if that's what it is space I'm like if that's what it is space I'm like if that's what it is that's what it is it's a lot of white that's what it is it's a lot of white that's what it is it's a lot of white space I'm just gonna get the point space I'm just gonna get the point space I'm just gonna get the point across it is what it is but now once we across it is what it is but now once we across it is what it is but now once we have agreed on this and you as the have agreed on this and you as the have agreed on this and you as the customer client customer client customer client are happy are happy are happy let's go do the thing let's go do the thing let's go do the thing that's right there and that same team that's right there and that same team that's right there and that same team that did that right up and everything that did that right up and everything that did that right up and everything it's the same team that's going to go it's the same team that's going to go it's the same team that's going to go execute yeah execute yeah execute yeah yeah you're right Rob where I thought

yeah you're right Rob where I thought yeah you're right Rob where I thought you were going with the you know hey you were going with the you know hey you were going with the you know hey you're showing the slides of the thing I you're showing the slides of the thing I you're showing the slides of the thing I highlighted six months ago and we didn't highlighted six months ago and we didn't highlighted six months ago and we didn't do Jack and now all of a sudden it's a do Jack and now all of a sudden it's a do Jack and now all of a sudden it's a priority I thought I thought you were priority I thought I thought you were priority I thought I thought you were gonna go with the the typical move where gonna go with the the typical move where gonna go with the the typical move where uh a firm is hired and they are on site uh a firm is hired and they are on site uh a firm is hired and they are on site and they come to you Mr manager and say and they come to you Mr manager and say and they come to you Mr manager and say okay so listen uh you're gonna work you okay so listen uh you're gonna work you okay so listen uh you're gonna work you know there's a new team and then you're know there's a new team and then you're know there's a new team and then you're in a presentation three weeks later and in a presentation three weeks later and in a presentation three weeks later and you're like so yeah so you're training you're like so yeah so you're training you're like so yeah so you're training them them them and then we're going to re-badge all of and then we're going to re-badge all of and then we're going to re-badge all of you you you and yeah and then you're like oh so and yeah and then you're like oh so and yeah and then you're like oh so that's that's what I'm doing I am that's that's what I'm doing I am that's that's what I'm doing I am basically going to train these guys basically going to train these guys basically going to train these guys empty my brain here then change employer empty my brain here then change employer empty my brain here then change employer uh yeah that's the that's that's that's uh yeah that's the that's that's that's uh yeah that's the that's that's that's no good but you know that's that's no good but you know that's that's no good but you know that's that's happened too happened too happened too yeah yeah no you're right you're right and I yeah no you're right you're right and I wouldn't even talking about like recent wouldn't even talking about like recent wouldn't even talking about like recent slides or something related to the slides or something related to the slides or something related to the project I'm talking about me as a project I'm talking about me as a project I'm talking about me as a speaker at conferences and content speaker at conferences and content speaker at conferences and content creator for thousands of years them just creator for thousands of years them just creator for thousands of years them just grabbing my stuff from The Ether and grabbing my stuff from The Ether and grabbing my stuff from The Ether and then selling it as their ideas then selling it as their ideas then selling it as their ideas um I also want to touch on white space I um I also want to touch on white space I um I also want to touch on white space I think due to something going on with the think due to something going on with the think due to something going on with the knits of computers these days knits of computers these days knits of computers these days and the glaring brightness of white and the glaring brightness of white and the glaring brightness of white space I prefer black space space I prefer black space space I prefer black space and so all my PowerPoints I'd say for and so all my PowerPoints I'd say for and so all my PowerPoints I'd say for the last few years

the last few years the last few years the black the background is black with the black the background is black with the black the background is black with white text versus then the opposite white text versus then the opposite white text versus then the opposite because I don't know what you sometimes because I don't know what you sometimes because I don't know what you sometimes maybe it's maybe it's night time maybe maybe it's maybe it's night time maybe maybe it's maybe it's night time maybe it's whatever it's whatever it's whatever the white slide is just blinding bright the white slide is just blinding bright the white slide is just blinding bright yeah it's just sometimes it's yeah it's just sometimes it's yeah it's just sometimes it's overwhelming and so I find it's less eye overwhelming and so I find it's less eye overwhelming and so I find it's less eye strain strain strain if you have a black background you know if you have a black background you know if you have a black background you know that I know that's just bizarre that I know that's just bizarre that I know that's just bizarre conversation here but um I don't know I conversation here but um I don't know I conversation here but um I don't know I don't know a white PowerPoint slide don't know a white PowerPoint slide don't know a white PowerPoint slide sometimes represent what's on my brain sometimes represent what's on my brain sometimes represent what's on my brain most of the time most of the time most of the time [Laughter] [Laughter] [Laughter] actual of what it is to be in here yeah actual of what it is to be in here yeah actual of what it is to be in here yeah it's also another another thing that's it's also another another thing that's it's also another another thing that's that's really interesting is when you're that's really interesting is when you're that's really interesting is when you're doing your own thing how many people doing your own thing how many people doing your own thing how many people reach out to you and just say I just reach out to you and just say I just reach out to you and just say I just want to pick your brain oh want to pick your brain oh want to pick your brain oh yes I just want to pick your brain oh my yes I just want to pick your brain oh my yes I just want to pick your brain oh my God God God and I'm fine with it I mean I'm totally and I'm fine with it I mean I'm totally and I'm fine with it I mean I'm totally fine with it I mean literally I will you fine with it I mean literally I will you fine with it I mean literally I will you want to talk let's set up an hour want to talk let's set up an hour want to talk let's set up an hour far away far away far away um because we'll go back to David's um because we'll go back to David's um because we'll go back to David's point point point I've got 25 plus years in this I've got 25 plus years in this I've got 25 plus years in this there's a reason why I do things the way there's a reason why I do things the way there's a reason why I do things the way that I do them that I do them that I do them and before there was ever really a smart

and before there was ever really a smart and before there was ever really a smart City consultant that's what I was City consultant that's what I was City consultant that's what I was because that was the vertical area that because that was the vertical area that because that was the vertical area that I chose to focus in I chose to focus in I chose to focus in but then all of a sudden I started but then all of a sudden I started but then all of a sudden I started seeing a bunch of smart City Consultants seeing a bunch of smart City Consultants seeing a bunch of smart City Consultants pop up and that's what they would do I pop up and that's what they would do I pop up and that's what they would do I just want to pick your brain just want to pick your brain just want to pick your brain and I mean it over and over you know and I mean it over and over you know and I mean it over and over you know well well how do you approach cities and well well how do you approach cities and well well how do you approach cities and what makes them what makes them pick you what makes them what makes them pick you what makes them what makes them pick you and why do you do this and why do you do and why do you do this and why do you do and why do you do this and why do you do that and you know and I'm like that and you know and I'm like that and you know and I'm like I'll give you answers I'll give you answers I'll give you answers um um um if you can take my answers and turn them if you can take my answers and turn them if you can take my answers and turn them into execution good on you into execution good on you into execution good on you but if you don't have my experience and but if you don't have my experience and but if you don't have my experience and have done the things that I've done good have done the things that I've done good have done the things that I've done good luck luck luck it's been a lot of brain picking it's been a lot of brain picking it's been a lot of brain picking happening since I left Erickson last happening since I left Erickson last happening since I left Erickson last year year year a lot of that happening a lot of that happening a lot of that happening real hard bring a hard hat with you real hard bring a hard hat with you real hard bring a hard hat with you you know it's um I think it's a it's a you know it's um I think it's a it's a you know it's um I think it's a it's a it's a Time consideration I I definitely it's a Time consideration I I definitely it's a Time consideration I I definitely take them uh with the because first I'm take them uh with the because first I'm take them uh with the because first I'm like God why would you want to pick my like God why would you want to pick my like God why would you want to pick my brain out of all available brains so brain out of all available brains so brain out of all available brains so that's my first reaction that's my first reaction that's my first reaction uh but then it's like you know like yeah uh but then it's like you know like yeah uh but then it's like you know like yeah so just uh let's chat and you know and so just uh let's chat and you know and so just uh let's chat and you know and more often than not you know they're more often than not you know they're more often than not you know they're just that I end up learning something just that I end up learning something just that I end up learning something from them from a from a different from them from a from a different from them from a from a different perspective uh so I do I do I do take perspective uh so I do I do I do take perspective uh so I do I do I do take quite a few of those here and there uh quite a few of those here and there uh quite a few of those here and there uh well Bill you know with um well Bill you know with um well Bill you know with um with a bit about the experience uh the

with a bit about the experience uh the with a bit about the experience uh the thing is that that is something no one thing is that that is something no one thing is that that is something no one can recreate can recreate can recreate someone who has 20 plus years someone who has 20 plus years someone who has 20 plus years uh talking to a a a a group in the uh talking to a a a a group in the uh talking to a a a a group in the population right like you just you just population right like you just you just population right like you just you just can't and and I and I would bet good can't and and I and I would bet good can't and and I and I would bet good money that money that money that rarely a month goes by from you getting rarely a month goes by from you getting rarely a month goes by from you getting a call an email or a DM from someone a call an email or a DM from someone a call an email or a DM from someone that you talked to or in a conference that you talked to or in a conference that you talked to or in a conference like uh three four eighty years ago like uh three four eighty years ago like uh three four eighty years ago and when they and when they met you they and when they and when they met you they and when they and when they met you they were a line man somewhere and some were a line man somewhere and some were a line man somewhere and some utility that no one's ever heard of and utility that no one's ever heard of and utility that no one's ever heard of and now they've moved up through the ranks now they've moved up through the ranks now they've moved up through the ranks and they're reaching out to you to and they're reaching out to you to and they're reaching out to you to reconnect and that does and that happens reconnect and that does and that happens reconnect and that does and that happens because you've been doing what you've because you've been doing what you've because you've been doing what you've been doing for Two Plus decades been doing for Two Plus decades been doing for Two Plus decades it cannot be recreated I mean I can use it cannot be recreated I mean I can use it cannot be recreated I mean I can use Automation and blast the nicely crafted Automation and blast the nicely crafted Automation and blast the nicely crafted email and just send it with ease but at email and just send it with ease but at email and just send it with ease but at that spaghetti at the wall and and that spaghetti at the wall and and that spaghetti at the wall and and that's something that I think goes under that's something that I think goes under that's something that I think goes under appreciated like dude like I've been appreciated like dude like I've been appreciated like dude like I've been doing this for like I know people like I doing this for like I know people like I doing this for like I know people like I can pick up my phone and just actually can pick up my phone and just actually can pick up my phone and just actually hold on I know who this is I'll tell you hold on I know who this is I'll tell you hold on I know who this is I'll tell you right now if that's a problem people right now if that's a problem people right now if that's a problem people were like whoa were like whoa were like whoa really I'm like ah yes yes I'm older really I'm like ah yes yes I'm older really I'm like ah yes yes I'm older than I look than I look than I look [Laughter] [Laughter] [Laughter] yes yes no you are you are 100 right and

yes yes no you are you are 100 right and yes yes no you are you are 100 right and the it's it's like I've said the it's it's like I've said the it's it's like I've said after all of that and you experience you after all of that and you experience you after all of that and you experience you know a level of of success and things know a level of of success and things know a level of of success and things are going well and are going well and are going well and at some point you know because I like to at some point you know because I like to at some point you know because I like to create doing the same thing over and create doing the same thing over and create doing the same thing over and over again is great I mean you can build over again is great I mean you can build over again is great I mean you can build a business that way and do all of that a business that way and do all of that a business that way and do all of that but for me it's always been this way I'm but for me it's always been this way I'm but for me it's always been this way I'm kind of you know I kind of started kind of you know I kind of started kind of you know I kind of started getting unchallenged getting unchallenged getting unchallenged you know and you start seeing things as you know and you start seeing things as you know and you start seeing things as the you know it becomes saturated and as the you know it becomes saturated and as the you know it becomes saturated and as we're looking at the iot space and we're we're looking at the iot space and we're we're looking at the iot space and we're looking at you know anything smart and looking at you know anything smart and looking at you know anything smart and we're looking at the infrastructure we're looking at the infrastructure we're looking at the infrastructure building how much money is going to be building how much money is going to be building how much money is going to be spent we're looking at you know all of spent we're looking at you know all of spent we're looking at you know all of these other things these other things these other things a prime example is uh there is a uh a a prime example is uh there is a uh a a prime example is uh there is a uh a data company that deals with vehicle data company that deals with vehicle data company that deals with vehicle data and their stuff has just like just data and their stuff has just like just data and their stuff has just like just gone down because of the Partnerships gone down because of the Partnerships gone down because of the Partnerships that they that they created and there that they that they created and there that they that they created and there were challenges because everyone's were challenges because everyone's were challenges because everyone's talking about data data data data my talking about data data data data my talking about data data data data my goal was I've been doing this for 12 goal was I've been doing this for 12 goal was I've been doing this for 12 years now plus the other years that I years now plus the other years that I years now plus the other years that I was doing it for you know public was doing it for you know public was doing it for you know public companies and private companies and I companies and private companies and I companies and private companies and I said all of this stuff that I've done said all of this stuff that I've done said all of this stuff that I've done for cities because we do the thing we for cities because we do the thing we for cities because we do the thing we actually build that stuff that we're actually build that stuff that we're actually build that stuff that we're talking about talking about talking about and create something else so I want my and create something else so I want my and create something else so I want my cities and I want my clients and

cities and I want my clients and cities and I want my clients and customers to stop paying for sows customers to stop paying for sows customers to stop paying for sows and I'm going to take everything that and I'm going to take everything that and I'm going to take everything that I've done I'm going to create I've done I'm going to create I've done I'm going to create a module a module a module whether it be for a device lifecycle whether it be for a device lifecycle whether it be for a device lifecycle management whether it be for digital management whether it be for digital management whether it be for digital twins whether it be for whatever it is twins whether it be for whatever it is twins whether it be for whatever it is and I'm going to give it to you as a SAS and I'm going to give it to you as a SAS and I'm going to give it to you as a SAS offering offering offering question is would would that be interest question is would would that be interest question is would would that be interest interesting to you yes thank you please interesting to you yes thank you please interesting to you yes thank you please because for that now you get all the because for that now you get all the because for that now you get all the security patches you get all the security patches you get all the security patches you get all the upgrades you get you can inbound all upgrades you get you can inbound all upgrades you get you can inbound all your requirements you want new data your requirements you want new data your requirements you want new data streams you want all this we'll take it streams you want all this we'll take it streams you want all this we'll take it we'll do it for you all in the we'll do it for you all in the we'll do it for you all in the subscription price yeah subscription price yeah subscription price yeah and and now there's two separate and and now there's two separate and and now there's two separate companies going on what people fail to companies going on what people fail to companies going on what people fail to realize is as a consultant realize is as a consultant realize is as a consultant even inside these bigger organizations even inside these bigger organizations even inside these bigger organizations you have Consultants you have Consultants you have Consultants as employees they're just called sales as employees they're just called sales as employees they're just called sales engineers engineers engineers yeah they're doing they're doing that yeah they're doing they're doing that yeah they're doing they're doing that same thing so it was this was and for me same thing so it was this was and for me same thing so it was this was and for me my thing was it was gold solve problems my thing was it was gold solve problems my thing was it was gold solve problems create value deliver on the expectation create value deliver on the expectation create value deliver on the expectation and as time rolled out oh wait a minute and as time rolled out oh wait a minute and as time rolled out oh wait a minute you know what there's another business you know what there's another business you know what there's another business opportunity let's let's do this now now opportunity let's let's do this now now opportunity let's let's do this now now we're going to go out and we're just we're going to go out and we're just we're going to go out and we're just gonna build stuff it's fun to build stuff it's fun to build stuff oh it's wonderful it's wonderful yeah oh it's wonderful it's wonderful yeah oh it's wonderful it's wonderful yeah it's funny I had one of those you know it's funny I had one of those you know it's funny I had one of those you know how you get peppered on LinkedIn all the how you get peppered on LinkedIn all the how you get peppered on LinkedIn all the time or emails all the spam about people time or emails all the spam about people time or emails all the spam about people who either looked at your LinkedIn

who either looked at your LinkedIn who either looked at your LinkedIn profile or maybe they somehow saw a copy profile or maybe they somehow saw a copy profile or maybe they somehow saw a copy of your resume and they want to help you of your resume and they want to help you of your resume and they want to help you um with that stuff I remember one time um with that stuff I remember one time um with that stuff I remember one time someone says someone says someone says just looking at your stuff sadly you just looking at your stuff sadly you just looking at your stuff sadly you come across as a doer come across as a doer come across as a doer badly the way she absorbed what was on my the way she absorbed what was on my resume or LinkedIn or whatever she was resume or LinkedIn or whatever she was resume or LinkedIn or whatever she was looking at instead of positioning I need looking at instead of positioning I need looking at instead of positioning I need a talker and I was just like I I forgot a talker and I was just like I I forgot a talker and I was just like I I forgot what the alternative was it was either what the alternative was it was either what the alternative was it was either whatever it was and but and the doer whatever it was and but and the doer whatever it was and but and the doer thing was derogatory actually yes in her thing was derogatory actually yes in her thing was derogatory actually yes in her mind yeah well I mean it's it's so much mind yeah well I mean it's it's so much mind yeah well I mean it's it's so much of what we see uh today right I mean of what we see uh today right I mean of what we see uh today right I mean people I I they create fragmentation people I I they create fragmentation people I I they create fragmentation we talk about end-to-end type stuff we we talk about end-to-end type stuff we we talk about end-to-end type stuff we talk about systems and systems of talk about systems and systems of talk about systems and systems of systems yeah and yet you you find people systems yeah and yet you you find people systems yeah and yet you you find people talking you know in cliche right you talking you know in cliche right you talking you know in cliche right you know data is the new oil well I want to know data is the new oil well I want to know data is the new oil well I want to be the refinery and you know and all of be the refinery and you know and all of be the refinery and you know and all of these other things and I'm like yeah these other things and I'm like yeah these other things and I'm like yeah okay sure that's all good but what do okay sure that's all good but what do okay sure that's all good but what do you actually doing you actually doing you actually doing where do you actually I see a lot of where do you actually I see a lot of where do you actually I see a lot of people doing great stuff but it's still people doing great stuff but it's still people doing great stuff but it's still being fractionalized being fractionalized being fractionalized it's not being summarized it's not being summarized it's not being summarized yeah if we had the little video clip

yeah if we had the little video clip yeah if we had the little video clip meme right now we would have the The meme right now we would have the The meme right now we would have the The Bobs from Office Space what is it you Bobs from Office Space what is it you Bobs from Office Space what is it you say you do here exactly the customer the customer because they don't know how to talk to because they don't know how to talk to because they don't know how to talk to other people other people other people yes yeah I just saw that movie this yes yeah I just saw that movie this yes yeah I just saw that movie this weekend as well that's hilarious I'm weekend as well that's hilarious I'm weekend as well that's hilarious I'm looking around for a stapler but I don't looking around for a stapler but I don't looking around for a stapler but I don't have one on my desk I don't have the have one on my desk I don't have the have one on my desk I don't have the incoming faxes to staple together anyway incoming faxes to staple together anyway incoming faxes to staple together anyway so yeah as long as I've watched that so yeah as long as I've watched that so yeah as long as I've watched that movie since it came out it's always had movie since it came out it's always had movie since it came out it's always had the same effect on me in fact my wife the same effect on me in fact my wife the same effect on me in fact my wife Kathy would say don't you know don't let Kathy would say don't you know don't let Kathy would say don't you know don't let him watch that or he won't show up at him watch that or he won't show up at him watch that or he won't show up at the office the next day because I'll the office the next day because I'll the office the next day because I'll watch that movie and for some reason I watch that movie and for some reason I watch that movie and for some reason I just lose all my will to work anymore it just lose all my will to work anymore it just lose all my will to work anymore it just goes right away and like yeah just goes right away and like yeah just goes right away and like yeah I'm just gonna play touchless you know I I'm just gonna play touchless you know I I'm just gonna play touchless you know I think it's uh there's an opportunity for think it's uh there's an opportunity for think it's uh there's an opportunity for businesses to leverage uh office space businesses to leverage uh office space businesses to leverage uh office space as a teaching of like we are a business as a teaching of like we are a business as a teaching of like we are a business we're here to make money you're not we're here to make money you're not we're here to make money you're not family you're here to help me make money family you're here to help me make money family you're here to help me make money and in reach and in exchange for your and in reach and in exchange for your and in reach and in exchange for your time I will give you some money and most time I will give you some money and most time I will give you some money and most people will go like okay that sounds people will go like okay that sounds people will go like okay that sounds fair to me fair to me fair to me let's go let's go let's go um you know instead of like oh we're um you know instead of like oh we're um you know instead of like oh we're gonna treat you like family no pay me gonna treat you like family no pay me gonna treat you like family no pay me uh or a tight-knit no pay me

uh or a tight-knit no pay me uh or a tight-knit no pay me we have great benefits great and pay me we have great benefits great and pay me we have great benefits great and pay me uh you know like it'll just be better uh you know like it'll just be better uh you know like it'll just be better um so they can use office space as an um so they can use office space as an um so they can use office space as an example example example yeah that word that that has popped up yeah that word that that has popped up yeah that word that that has popped up in the last few years because you're in the last few years because you're in the last few years because you're right as right as right as treating like your employees like family treating like your employees like family treating like your employees like family almost somehow being toxic and almost almost somehow being toxic and almost almost somehow being toxic and almost you just using that to abuse their you just using that to abuse their you just using that to abuse their employees to make them work longer and employees to make them work longer and employees to make them work longer and to do things they wouldn't normally do to do things they wouldn't normally do to do things they wouldn't normally do because oh but we're a family here and because oh but we're a family here and because oh but we're a family here and we're all in this together and we're all we're all in this together and we're all we're all in this together and we're all blah blah blah blah please work 80 more blah blah blah blah please work 80 more blah blah blah blah please work 80 more hours you know yeah you know it's abuse hours you know yeah you know it's abuse hours you know yeah you know it's abuse I I think I I think I I think um you know I absolutely um you know I absolutely um you know I absolutely worked with people that today like I worked with people that today like I worked with people that today like I think of them as family so it does think of them as family so it does think of them as family so it does happen but not but because the happen but not but because the happen but not but because the relationships grew that way not because relationships grew that way not because relationships grew that way not because the company imposed this family right so the company imposed this family right so the company imposed this family right so it is very different right will you find it is very different right will you find it is very different right will you find a work family very likely but when your a work family very likely but when your a work family very likely but when your employer is talking about family no no employer is talking about family no no employer is talking about family no no just just go like no no I got family just just go like no no I got family just just go like no no I got family I've got friends just worry about paying I've got friends just worry about paying I've got friends just worry about paying me and I'll do what I have to do to me and I'll do what I have to do to me and I'll do what I have to do to deserve that pay and on this day's work deserve that pay and on this day's work deserve that pay and on this day's work used to this uh you know one of my used to this uh you know one of my used to this uh you know one of my mentors say so there you go let's use mentors say so there you go let's use mentors say so there you go let's use family in the right context

exactly so maybe bill you could take us exactly so maybe bill you could take us out live from Dripping Springs out live from Dripping Springs out live from Dripping Springs absolutely absolutely absolutely everyone listening to iot Coffee Talk I everyone listening to iot Coffee Talk I everyone listening to iot Coffee Talk I mean not only do we talk Tech but we mean not only do we talk Tech but we mean not only do we talk Tech but we talk reality talk reality talk reality not everything that you think is what it not everything that you think is what it not everything that you think is what it is if you dedicate yourself if you is if you dedicate yourself if you is if you dedicate yourself if you deliver value if you understand your deliver value if you understand your deliver value if you understand your space space space you will drive success and value you will drive success and value you will drive success and value hit that hit that uh follow button hit that hit that uh follow button hit that hit that uh follow button follow us listen to all of the good follow us listen to all of the good follow us listen to all of the good stuff that we have coming David a genius stuff that we have coming David a genius stuff that we have coming David a genius Rob an innovator and me the Rob an innovator and me the Rob an innovator and me the prognosticator prognosticator prognosticator see you next week we're out see you next week we're out see you next week we're out peace peace off y'all peace peace off y'all peace peace off y'all [Music] [Music] [Music] thank you