570. Dimitris Samouris, Founder of Junior, Harnessing AI to Extract and Structure Expert Call Insights

Kathy Hines, former Chief Marketing Officer at brands like Dickies and Vice President at brands like North Face and Kipling ,shares her experiences. She started her career in career management consulting at Bain and later went on to Nike, where she gained foundational experience in lifestyle and sports marketing. At Kipling, she led marketing strategy and E-commerce. She then led marketing and strategy for the North Face in Europe. After a four-year stint in VF Europe, she returned to the US and took on the role of global chief marketing officer for Dickies in Texas, where she was also responsible for licensing. Her experience at VF has given her a broad range of skills and experiences. Developing a Professional Marketing Plan Using a sports and lifestyles brand as an example, Kathy shares her process for developing a professional marketing plan. She begins by identifying the brand's aligned corporate strategy and working closely with the leadership team to understand financials and operational opportunities. The team then collectively develops long-term objectives, such as being the leader in performance and lifestyle apparel across key markets. For example, strategic choices include improving gross to net profits, targeting specific geographies, such as the UK, China, and the US, or focusing on elevating iconic products to consumers. The latter approach allows the brand to ensure it is the best in the world at that product. The marketing strategy should align with these strategic objectives and align with the brand foundations, which include the purpose of the brand, brand values, and brand personality. The Importance of Brand Foundations The brand foundations are essential for the marketing team to align on who they are and why they exist. These foundations include the brand purpose, the brand values, which define the brand, and the brand personality, which guides the direction of the brand in terms of the brand and design guidelines which are visual manifestations of the brand, while the tone document informs global communications, PR, and social media. The marketing plan should also include a clear vision for the brand, a clear mission statement, and a clear communication strategy. By focusing on these areas, the marketing team can create a comprehensive and effective marketing plan that aligns with the brand's long-term objectives and strategic choices. Examples of Brand Purpose and Its Place in the Marketing Plan Kathy shares several examples of brand purposes, including Kipling's brand purpose of making happy, and Napapijri’s brand purpose of Unlimit the Future. These examples demonstrate the power of brand purpose in shaping a company's identity and strategy. A marketing plan can be a singular page or a series of sub-chapters, with the brand purpose at the top. The purpose is the pinnacle of the brand, defining its values, personnel, and personality. Sub-chapters can include marketing-related details and strategic choices to align the brand foundations with corporate strategy. If the brand purpose is a one-page manifestation, subsequent pages can further explore the brand purpose, values, personality, and how these factors inform communications in PR, social media, and ecommerce. These drill-downs are crucial for ensuring alignment with the brand's overall vision and strategy. Segmentation in Marketing Kathy discusses the importance of segmentation in marketing, stating that while it is important to understand a brand's core consumer base, it is also crucial to consider the potential of the audience and the growth of that audience. For example, if a brand is rooted in an extreme sport, and the core consumer is an extreme athlete, branching out from there to less extreme athletes who do not compete, or a consumer who is inspired by the sport can help unlock and grow the brand by connecting the core consumer to concentric circles that ripple out from the center.  Price Strategies in Marketing Price strategy is another important aspect of marketing, often set by the product team.  However, when a brand has a multi-geographic product, it can lead to price and brand differences as well disruption to brand cohesion. To address this issue, a cross-functional team from product design, merchandising, marketing, and leadership teams should conduct a full pricing study to understand the brand's potential. In ecommerce, it is essential to be cautious about discounting the product to maintain a healthy, profitable business. Ecommerce growth often drives top line sales through occasional sales, but if the product is discounted, the rest of the market will follow, making the brand less profitable and less desirable. Full price sell-through is another key metric for identifying a strong brand. This indicates that a significant percentage of the product is selling through at full price without any discounts, which is a strong indication of brand health and helps avoid market degradation. The Importance of Monitoring Metrics  Kathy emphasizes the importance of clear tracking of KPIs and simple KPIs and to collect data that can be informative. One favorite metric for brands is Google brand interest, which is an intuitive index measuring search volume for the brand. By tracking this consistently, businesses can see whether interest is increasing or decreasing, which is important for understanding brand health. Additionally, tracking global brand interest allows for a more accurate understanding of geographic differences. A regression analysis from Google suggests that increased consistent increase in Google brand interest is directly tied to increased sales for the brand. Brand engagement is also important in social channels, as high engagement indicates people are interested in the content being posted. Full price sell-through is another key indicator of a brand's success. Lastly, tracking direct-to-consumer offerings through ecommerce or retail can help determine if the customer base is growing or if there is a growing number of opt-ins to communication. By focusing on net new people, businesses can ensure their total pie of customers grows each month. Kathy mentions that the degree to which a marketing technology stack is included in a marketing plan depends on the brand's unique circumstances and the technology partner team. Strategic Partnerships in Marketing Strategic partnerships can manifest in various ways, such as collaborations with emerging designers, faster go-to-market processes, agency partners, and effective partnerships with wholesale retailers. Agency partners, if treated as an authentic member of the team, can be magical. By addressing these partnerships in a comprehensive and effective manner, brands can create unique and valuable products and experiences. Blu Moon Marketing Kathy’s company focuses on three areas: private equity portfolio companies, consulting companies, and public and private companies. She assists in due diligence, diagnostic phase, and client work for private equity funds. Her company also provides additional support to consulting companies by assisting with pitches and client work. They also offer project-based support for public and private companies, focusing on business strategy, marketing strategy, segmentation, go-to-market strategy, budget analysis, and design.  Timestamps: 04:01 Business strategy and marketing plan development 08:58 Brand purpose, values, and personality for various companies 13:28 Brand segmentation and its importance in growing a brand 20:17 Pricing strategies and metrics for brand health 25:25 Tracking KPIs for brands using Google brand interest, social media engagement, full price sell through, and customer base growth 30:09 Marketing strategies and partnerships Links: LinkedIn: https://www.linkedin.com/in/kathy-hines-1194851/?originalSubdomain=uk Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Show Notes: Dimitris Samouris discusses the development of a tool called Junior, an SaaS tool built on large language models and speech to text models. It leverages AI to help process primary research workstreams, particularly in the due diligence process, especially for primary interviews. How Junior Works - A SaaS Tool to Clean Transcripts Junior helps automate a significant portion of the administrative tasks associated with research execution, allowing users to focus more on the big picture answer rather than the execution side of things. The tool provides a highly accurate transcript of each call, including the name, segment, company, customer size, date and time of the interview, call status, and review status. The call tracker is a knowledge repository that displays the names, segments, job title, company, customer size, country, date and time of the interview, call status, and review status. The call screen is a customizable project management tool for running the call workstream. Junior has three parts: a call drawer, which has three parts: verbatim transcript, clean transcript, and audio file backup. The first step is to chunking the verbatim transcript into relevant question and answer pairs, then cleaning those pairs for colloquialisms and repetition interruptions. This process typically strips out about half of the text in the verbatim transcript, making it more digestible. The Benefits of Using Junior - Workflow Tools for Consultants Junior allows users to create a clean transcript of a call and then convert it into a call summary. The tool has two components: a stats box that extracts every numerical data point referenced in the call and stores it in one place for review after the call, and a set of key takeaways that are AI-generated summaries of the key points of the call. The tool leverages information from the beginning of a project, such as a scope document or interview guide, to help guide the summary. The tool also offers workflow tools specifically designed for the consulting industry to help get to the slide output faster. One of the main features is Ctrl. F. This feature helps users find relevant quotes and questions related to the topic, such as contract structure, pricing, implementation, and renewal processes. This feature is particularly useful for human consultants who may struggle to trace quotes due to sanitization or paraphrasing issues. An AI native spreadsheet table automates data input for questions that need to be tracked systematically across research or used in market models. It allows users to set up questions and track transcripts, with the source information attached for verification. The data is exportable into Excel for further analysis. Junior also has a chatbot that handles transcripts for consulting and investment research use cases. It produces structured answers with evidence attached to each argument, providing a comprehensive data access and customization tool.  Pricing and Signup for Junior The presentation also touches on the pricing and signup process for clients, including six of the top 10 consulting firms, boutiques, and private equity funds. The pricing is $100 per transcript, which typically gets billed back to the client as part of the research expenditure along with the extra networks used to source calls. Overall, the presentation emphasizes the importance of auditability and traceability when using Gen AI tools in procurement research. Junior saves time on analysis and synthesis for clients who are already paying for interviews on big alpha sites or GLG. The tool is priced at an extra 100 dollars per interview, but it can be refunded back to the client. The signup process involves reaching out to the company, who spin up a new instance for each user due to data security concerns. The platform can be set up within a day of reaching out.  Timestamps: 01:02 Using AI to automate due diligence process, including transcription and summarization of calls.  05:53 Using AI to summarize and analyze audio calls for consulting industry research 09:02 Ctrl F functions 12:57 AI-powered tool for analyzing audio interviews and providing structured insights 14:26: SWOT analysis capabilities Links: Email: [email protected] Website: https://www.myjunior.ai/   Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

In this episode of Unleashed, Ran Harpaz, founder of Lettuce, discusses the importance of an automated tax and accounting system for businesses and that Lettuce is entirely focused on independent consultants. Independent consultants who make over $100,000 per year often overpay their taxes by $10,000 or more. Lettuce is a FinTech software company that helps these professionals incorporate their business into the right S corporation with the IRS, open a business bank account, run bookkeeping, run accounting, predict and file taxes, all done automatically through software. The company offers two levels: Pro (300 dollars a month) and Premium (700 dollars a month). The service includes accounting, bookkeeping, tax preparation, and tax preparation.  Tax Strategies for the Independent Consultants  Ran explains how many independent consultants are often double taxed as sole proprietors due to the IRS's coordination on annual tax returns. He offers an example to demonstrate how this works. Ran also discusses the concept of an S Corp and its implications for tax calculations.  He mentions that Lettuce exists as a software solution that does this daily on every dollar, as income fluctuates throughout the year. This automated solution monitors every payment, calculates and withholds the right amount automatically, and keeps the balance to the IRS constantly close to zero. The S Corp also offers more advanced tax strategies, such as retirement matching, qualified business income deductions, and better healthcare premium payments. Once an S Corp is established, it can unlock all the tax strategies typically available to corporations. The tax system and everything around it are well optimized for corporations, and larger organizations have a finance department, FEMA, and tax experts. While the savings on Social Security and Medicare may be capped, other benefits like retirement and healthcare premium payments open up once an S Corp is established. Using Retirement Plans as a Tax Strategy Ran discusses the advantages of using retirement plans as a tax strategy for individuals, particularly those with limited liability companies (LLCs). They mention that having an SEP IRA or a defined benefit plan can provide tax-free income, but it also comes with higher limits. The speaker emphasizes that this becomes a multivariable optimization problem, as individuals may want to save more through retirement, allocate more to Social Security, optimize for salary distribution, maximize expenses, and consider factors like business use of home and mileage. He suggests that these tax strategies should be solved by software products rather than human efforts. He explains that Lettuce is a replacement for QuickBooks accounting bookkeeping packages. Instead of having multiple software solutions, Lettuce provides a single solution that includes incorporating LLCs, making S corp elections, running books, opening a dedicated bank account, and managing payroll processing. How Lettuce Offers Tax Accounting Solutions  Ran also mentions that Lettuce can handle payroll for individuals who hire employees. They focus on serving businesses of one owner, as they are the essence of the business. The free business bank account is provided by TransPecos Bank, a Texas bank, FDIC insured, and provides the infrastructure for keeping money safe.The company is offering accounting and bookkeeping software that helps with automating quarterly taxes, which are a requirement for people. The software handles complex tasks such as forecasting, withholding the right amount, filing, and payment. It also handles complex transactions like multiple jurisdictions or income from Canada. The company has partnered with a CPA company to serve their specific market segment, offering additional services when needed. This includes offshore investments and rollovers from past investments. The company is also working on rolling out an AI accountant to answer customers' questions 24/7. They are training and fine-tuning the AI engine on specific tax code areas, providing answers as good as human but faster. The AI will be released in the next couple of months, and the company expects to receive positive feedback from users who want guidance and information without having to call a CPA. Timestamps: 03:45 Tax savings for independent consultants 09:39 Tax strategies for small business owners 17:44 Financial management and accounting software for independent professionals   Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.  

Salah Zalatimo, former Chief Digital Officer at Forbes, discusses the history of magazines and digital transformation. Magazines have been around for a while, with many well-known brands being founded around 100 years ago. Technological innovations have enabled new businesses to launch, such as the Direct to Consumer (DTC) boom and the cheaper printing costs around the turn of the last century. A Short History of the Magazine Industry Salah talks about the background of Forbes, which was launched around the Great Depression, and goes on to why the magazine industry was much like VC Investing  today, and how it changed with the advent of the internet. The tension between maintaining journalistic integrity and separation was a challenge. However, the internet revolutionized the way magazines operated, leading to many magazines going out of business in the past 20 years. Integration with the Digital Media Space Salah started his career in 2001, drawn to the digital media space after experiencing the first broadband connection and discovering Napster and music. When he arrived at Forbes, he found it to be one of the few companies that successfully adapted to these new business models. Forbes had more traffic and audience than any other magazine and competed with some of the largest information and news websites in the world. He joined Forbes in 2016 and discovered that their adaptation to the new business model was kind of outside their capabilities. Forbes adopted a new business model in 2016 when they acquired True Slant, a platform that allowed writers to write articles and receive a revenue share on the content. This aligned the incentives of all stakeholders in the content creation process, with writers and publishers trying to generate more revenue and being paid based on the success of the content. Forbes adapted this business model to their own newsroom, increasing their content production and SEO significantly. How Forbes Maintained Zero Liability The Google algorithm, which was maturing at the time, was a link-sharing system, making it difficult to lose a lead in SEO. Forbes was one of the first companies to dramatically increase their content production and SEO, leaving everyone behind. This led to a virtuous cycle where writers had their own social media accounts and audiences, which added to putting Forbes ahead of the curve in terms of adaptation. However, content production still operated as a newsroom, and digital transformation was needed to adapt the business model. Salah explains why tension arose between traditional journalists and freelance journalists and how Forbes maintained zero liability for user-generated content.. Problems Facing The Digital Media Business Model The digital media business model is facing a number of problems, including misaligned incentives and the need for a more efficient business model. Digital advertising is the primary way to monetize the media today, and traditional newsrooms focus on journalistic excellence and fact-checking. Salah explains how Forbes addressed this issue which incentivized writers to optimize their content for new distribution channels like Google and Facebook. This led to a dramatic change in the way Forbes worked and enabled them to grow. Challenges Managing Freelance Writers The newsroom faced challenges in managing freelance writers and managing quotas, which created stress. As a technologist, it was clear to Salah that many of these tasks could be simplified, automated, and made more consistent and flexible. To improve processes and outcomes, the company looked at the publishing platform as an opportunity. WordPress, the most widely used platform, is meant for smaller publications, and it couldn’t handle the volume of Forbes. By aligning incentives and improving processes, Forbes was able to grow and thrive in a time when other digital media companies were either losing money or going sideways. How Forbes’ Platform Was Improved To improve the platform, Forbes evaluated various third-party options and found that there were many components available in the market that could be customized and further developed for their platform. They considered AI and automation machine learning. To gather insights, Forbes hired data scientists to analyze content performance and identify patterns. They discovered that certain headline words had a 40% higher ranking in Google than comparable synonyms, and placing images after the first paragraph dramatically increased completion rates. They also developed a proprietary viral early warning system called views, which could predict with 95% accuracy whether an article would go viral within the first 15 minutes of publication. Publisher Challenges One of the biggest challenges faced by publishers is first-party data collection, which is crucial for their success. Forbes didn't have any connection between the different platforms and sharing, Salah explains how they overcame this issue and what the signifiers are of a post going viral. The impact of this was dramatic and clear, as Forbes could create bots that automatically posted content to social media platforms based on these patterns. This allowed Forbes to focus on the highest likelihood of success articles and increase throughput on social media accounts for specific topics. The New Publishing Platform, Birdie Salah discusses the development of a new publishing platform called Birdie, which introduced machine learning and AI tools to improve the quality and reach of writers' content. The platform was named after BC Forbes, the founder of Forbes. The AI elements in Birdie included a headline score, article length optimization, image placement, and content complexity. However, the first version of the platform was not well-received by the newsroom. To address this, the team tried to integrate the AI tools in a more fluid way, using a push button system where users could request suggestions for headlines. This allowed writers to feel more empowered and better at their jobs. Birdie's digital transformation was an efficient way to manage writers, build quotas and KPIs into the platform, and receive suggestions and reminders. This eliminated the need for manual intervention and improved the reach of pieces. Salah emphasizes the importance of maintaining the human element of the digital transformation process. He believes that it is not just about optimizing how something is written but also changing someone's livelihood and something they have been doing for a long time. Maintaining the human element and coming at it from an empathetic standpoint would have allowed for faster progress and saved stress. In conclusion, Salah Zalatimo advises companies tackling similar digital transformations to lean into the people they will be affecting early on, consider the words used and the choice of words, and consider the AI powered versus AI assisted versus AI enabled aspects.   Timestamps: 02:07 Digital transformation in the magazine industry 07:13 The history of magazines and their adaptation to technological changes 13:04 Forbes' successful adaptation to digital media 18:52 Forbes' digital transformation and content creation model 23:49 Digital transformation in a newsroom 29:23 Improving Forbes' publishing platform using AI and automation 34:36 AI-powered content creation and viral prediction at Forbes 40:09 Implementing AI tools in a newsroom with empathy for writers   Links: https://www.ooblek.xyz/ https://www.linkedin.com/in/zalatimo/   Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Show Notes: In this discussion, Will Bachman interviews Henry Oliver, author of the forthcoming book Second Act about late bloomers. Oliver has a background in English literature and marketing. He worked for an MP and later in employment marketing.  Defining a Late Bloomer Henry’s interest in late bloomers came from his work in employment marketing, and during his research, he found a wealth of talent in an older demographic. During the course of his research, he found that cognitive ability is the number one predictor of job performance regardless of age.  A late bloomer is someone who is no longer expected to achieve anything significant. However, Henry states that many people start a successful career late in life. Henry’s book is structured as a series of short biographical sketches that illustrate themes such as the right people, networks, influence, being at the right place, the right time, and meandering career paths that many high profile leaders, including Margaret Thatcher, are prime examples of the late bloomer.  The Focus on the Book His decision to focus more on the biographical sketch approach was influenced by his background as an A talent and employment brand consultant. He believes that the book should be focused on more than just the social science approach, as it allows him to explore the complexity of life.  The concept of inefficient preparation, as discussed by Henry, is a concept that has been gaining attention in recent years, especially with the emergence of AI. He talks about the meandering career path of Calvin Coolidge. He explains that many people are considering how to prepare for different careers. However, he emphasized that this approach is not necessarily always the best career strategy, as it can lead to inefficient outcomes. One example of this is Dwight Eisenhower, who was a young soldier during World War One and was kept in America to train on tanks. Despite the shrinking army and the lack of pay at the end of the war, Eisenhower continued to study military strategy and find mentors, which eventually paid off with the advent of World War Two. Henry mentions that many people have a meandering inefficiency in their careers, and if they can find a way to switch into a more challenging job, it can pay off well. This combination of a wait-and-see approach and serious planning can help individuals make the most of their time and achieve their career goals. How to Make Networking Work  Henry talks about the problem of focusing on building a network and why it’s important to find the person with the right influence for whatever it is you want to do right now. He shares an example of this with the story of Margaret Thatcher’s leadership election in the conservative party.  Henry discusses the importance of corporate culture in shaping one's career trajectory, and how the culture helps or hinders how you work. He cites studies of young men sent to the Second World War. The study found that a more ambitious, fast-paced environment with strong leadership and opportunities for development can lead to better performance. He also talks about the detrimental effects of a toxic environment. The discussion turns to putting yourself in the right place in today’s work environment. The most fundamental piece of research that Henry found is about hot streaks, where people produce their best work over a long period of time.The study found that people have an explorer phase, where they try out different ideas and move around the world. This is followed by the exploit period when they take action to take steps connected to their primary interest. In today's world, there are no universally-accepted answers to what constitutes an "exploit phase." It depends on the individual's career goals and the circumstances they are in. Steve Jobs, for example, was an example of someone who dropped out of various fields to pursue what eventually became Apple. The Importance of Exploration and Perseverance in Career The book emphasizes the importance of active exploration and perseverance over a sustained period. It emphasizes that people cannot simply move to a new location and hope for success. Instead, active exploration involves attending social events, meeting people, and participating in self-study programs. Second acts involve investing in self-improvement or relationships. Henry emphasizes the importance of live practice and building skills, which can be broad and involve socializing, learning, and networking. He suggests that the rule of 10,000 hours of deliberate exploration should be expanded to include practicing in new areas, including networking and meeting new people. He also believes that it is essential to be prepared to take opportunities. Henry talks about the importance of right timing and the concept of increasing your luck surface area. He gives the example of Ray Kroc who turned McDonald's into the biggest business in the world. At 53, he was a milkshake mixer salesman at McDonald's when he discovered a small family restaurant that had perfected the fast food kitchen. Henry explains how Ray Kroc increased his luck surface area to turn a family business into an international franchise.  Why Extraordinary People are Good Examples  While his book presents examples from extraordinary individuals, Henry believes that the lessons drawn from social science and famous figures can be applied to people of all levels. He stresses the importance of understanding the details of these individuals, such as Vera Wang's story, which highlights her personal struggles and the need for encouragement. Henry states that the internet is full of stories of late bloomers, but they often do not provide a detailed account of how they achieve their success. While his book does offer examples of ordinary people who have achieved their second act career, he believes that digging into larger examples can provide a deeper understanding of how late bloomers work and how they achieve their goals. Henry has been focusing on the social science side of human interaction over the past decade. He has been researching and writing about network science, sociology, economics, and psychology to understand how someone can transition from a hack journalist to the creator of the dictionary. He was surprised by the importance of networks and how being in the right group of people can make a huge difference.  A Word or Two on Writing Motivation Henry talks about the inspiration and researching information for his book. His motivation for writing is to provide a platform where people can read great works and benefit from them. He believes that reading literature not only helps in understanding human interaction but also helps in understanding power dynamics and ambition. For example, he believes that Jane Austen's novels, like Emma, can be useful for understanding human interaction in modern office life. Henry's substack Common Reader, which includes literature, brings in other topics to help readers better understand human interaction and decision-making. He believes that reading Shakespeare can be useful for questions of power, ambition, and leadership. Henry discusses the importance of having a sub-stack for writing and how it can generate more ideas as you read. Timestamps: 04:04 Career development and the concept of late bloomers 10:59 Building meaningful networks and finding influential connections 16:44 The importance of influence and being in the right environment for success 22:55 Career development and finding one's passion 28:10 The importance of deliberate exploration for personal growth and development 32:16 Luck, opportunity, and success 37:44 Late bloomers and their inspiring stories 44:58 Literature and its relevance to modern life 48:45 Late bloomers, talent, and career development Links: The Book Second Act: What Late Bloomers Can Tell You About Success and Reinventing Your Life Twitter https://twitter.com/HenryEOliver LinkedIn https://www.linkedin.com/in/henry-oliver-5165b189/ Substack https://www.commonreader.co.uk/ Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.  

Show Notes Craig Callé talks about third party risk management (TPRM), with an emphasis on cybersecurity. TPRM is a subset of Governance Risk and Compliance (GRC), which aims to help organizations achieve their objectives, address uncertainties, and act with integrity. TPRM is crucial as over half of all data breaches occur through insecure third parties. Companies need to understand their third party relationships and monitor them more carefully, which requires a variety of tools and processes. Craig explains that TPRM can cover a variety of risks, including cybersecurity, but also financial viability, compliance with privacy, sanctions and other regulations, reputation management, supply chain issues, and alignment of ESG and sustainability objectives.   Defining GRC and Third Parties Craig explains that GRC is a broad category that includes TPRM, but also enterprise risk management (ERM), business continuity or operational resilience, policy management, controls compliance, privacy and ESG. ERM typically includes a risk register, which compiles all the potential threats that can affect a company, and it is crucial to building a more predictable and measurable system to achieve its objectives at the lowest possible risk. He mentions that the term “third parties” should include not just vendors and suppliers, but also often overlooked entities such as outsourced service providers, software as a service (SaaS) apps, cloud hosts, contractors, ecosystem partners, technology partners, and financial counterparties. GRC Frameworks He mentions that a lot of the governance aspect of GRC work involves picking a suitable framework and building a program around it. For example, in cybersecurity, a popular standards body would be NIST, and he mentions a few others that give leaders a roadmap apropos to achieving high standards of operation. Organizational Relationships The head of GRC is responsible for ensuring that the organization operates within its control frameworks. For example, in a Fortune 500 company, the executive responsible for GRC might report to a Chief Risk Officer, if there is one, with a dotted line to the board audit and risk committee. Since many TPRM programs have an exclusive focus of cybersecurity risk, the head of TPRM often reports to the Chief Information Security Officer (CISO). Third Party Risk Management Responsibilities The head of third party risk management is responsible for several processes, such as onboarding new third parties, periodic audits, ongoing real-time monitoring, reporting functions, and investigating and dealing with incidents and responses. However, the responsibilities depend on the organization’s level of maturity and the complexity of the process. Craig offers a few examples to clarify the complexities that have to be taken into consideration, including the fact that risk management processes can be seen as blockers, and additionally, offers a tip on how to overcome this issue.   Software for Third Party Risk Management Craig talks about the importance of selecting the right software for clients, highlighting the pros and cons of a best of breed approach versus a multi-module suite. Craig mentions examples of TPRM workflow automation platforms, including ProcessUnity, MetricStream, ServiceNow, LogicGate, BitSight, and many others. These platforms facilitate questionnaires and other assessments issuance, response review, routing of issues to specific people or groups within an organization, risk scoring and reporting to stakeholders. Cyber risk ratings, which have been around for over 10 years, are now a natural complement to workflow platforms. Ratings provide objective data that help triage the community of third parties by quantifying vulnerability to data breaches. They provide easy-to-digest results that don’t require an IT certification to understand, based on FICO-like scores or letter grades. He explains that companies may want to share data across modules, although some organizations can be siloed and don’t realize opportunities to collaborate. For example, if a company has both privacy management and TPRM software, there is a natural logic to connect the data map required by privacy regulations to the third parties that might hold customer data. He also emphasizes the need for an advisor to understand the customers’ problems and inherited solutions, as well as the timeframe and budget constraints. Ripping and replacing existing solutions is rarely feasible and desirable. AI has become an important tool for parsing through voluminous data to identify critical facts, although human involvement remains an essential element in the process. Predicting Improvements in TPRM Craig believes that over the next decade, the focus of third party risk management will involve high-level orchestration across CISOs, risk officers, and procurement people, perhaps led by what he calls a Chief Third Party Officer, or CTPO, leading to a more comprehensive view of not just risk, but also third party performance. He thinks third parties deserve the same level of scrutiny that a Chief HR Officer would apply to employees and job candidates. Timestamps: 05:15 Third-party risk management and GRC 11:57 GRC roles and responsibilities in a Fortune 500 company 16:10 Third-party risk management processes and responsibilities 21:59 Third-party risk management software and techniques 27:26 Third-party risk management and platform automation 32:21 GRC and third-party risk management   Links: Company Website: https://sourcecalle.com/ LinkedIn: https://www.linkedin.com/in/craigcalle/ Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.  

Show Notes: In this conversation with Will Bachman, Ivan Oransky, a co-founder of Retraction Watch, shares his experience as a medical journalist and with Retraction Watch. Ivan explains that his friend and co-founder, Adam Marcus had uncovered a massive story about scientific fraud in Western Massachusetts, where an anesthesiologist had made up all clinical data. Adam, who was managing editor of an publication called Anesthesiology News got the scoop on the story, and Ivan, who was impressed with the story, suggested they start a blog about retraction notices, it turned out there were far more happening than previously thought.  13 and a half years later, Retraction Watch is still going strong and has a large audience. Adam and Ivan are volunteers but have four staff two of whom run a database of retractions that was recently acquired by CrossRef, a nonprofit that tracks scientific data and papers. The other two staff continue to contribute to the journalism work they started 13 and a half years ago, while Ivan and Adam still supervisor edit and direct it. How to Evaluate an Article Ivan shares his advice on how to evaluate an article in a medical journal or any published article. He emphasizes the importance of showing one's work and examining the evidence used to reach a conclusion. He explains that, when looking at articles, it is crucial to consider the original sources, citations, and the journal's track record of quality. He also emphasizes the importance of humility in making claims and not making pronouncements about things he or she doesn't know anything about. He also warns against trusting credentials to suggest expertise, as it can be misleading, Ivan shares the example of a time when he was asked to peer review papers about COVID-19, simply because he had co-authored a letter about retractions of work. However, he is not an expert on the subject. Ivan believes that an expert should only be asked to peer review papers that they believe are likely to hold up or should not be published.  Leading Causes of Retraction Ivan explains that factors that commonly lead to a retraction. Two-thirds of retractions are for misconduct. This number is consistent across various works and he goes on to explain that there are several definitions of misconduct to take into consideration, including fabrication, falsification, and plagiarism. About 20 percent of the time, it’s due to a what’s known as honest error, and Ivan offers a few examples.  The deeper cause is the requirement that researchers must publish in certain places to get a job in academia, tenure, promotion, and prizes. This drives people to do all sorts of things, and while this drives most people to work harder and try to work more efficiently, others may take a different approach. In fact, Ivan states that 2 percent of researchers admit to committing misconduct.  The Replication Crisis Ivan talks about the replication crisis, which has been a topic of interest in the social sciences and hard sciences. When Retraction Watch was first launched, there were about 400 retractions from journals a year. Last year, there were more than 10,000, a big increase despite the rising number of papers published. The root cause of this issue is the same problem: replications are not new research or findings and should be cherished and prized, but they are not. Big journals don't like to publish replications, so they don't reward new research. To get into a big journal, researchers need to publish new research, which is simple behavioral incentive economics. The discussion turns to incentives for people to write about scientific misconduct and fraud. Ivan states that, while there is more incentive not to write retractions, he cites a page on Retraction Watch that has dozens of stories from people committed to revealing issues with research, including well-known figures. These individuals face legal risks, such as lawsuits, and are usually not paid for this work.  The conversation also touches on the potential negative repercussions of challenging senior professionals in their field, such as professors or presidents of universities. However, most of these individuals do not work in science anymore, or their career trajectory is not dependent on pleasing or failing to displease senior members of academia. These individuals often publish on sites like PubPeer, which allows users to leave comments on published studies. This helps expose the issues and claims in the media, helping to raise awareness and support for those who need help. Retraction Watch offers resources and social media platforms for those interested in learning more about the topic. They welcome feedback and story tips, and they are open to sharing more information about their work. Timestamps: 01:03 Scientific fraud and retractions  04:41 Evaluating credibility in scientific articles and peer review 09:10 Research retractions and the root causes 13:05 Replication crisis in science and the challenges faced by those uncovering fraud 17:18 Academic misconduct and whistleblowers Links: Website: https://retractionwatch.com/ Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Show Notes: Melanie Espeland, a TEDx speaker and executive coach with 17 years of experience in strategy, operations, and coaching, she’s former McKinsey, and in this episode, she discusses the importance of executive presence and how to achieve it. Communication in Executive Presence In this workshop, Melanie explains that executive presence is important because it provides access to insider discussions, meetings, events, and happy hours. Access is crucial for success, and influence is essential for those with a purpose or vision. Executive presence allows for a balance and integration of power, authority, respect, trust, warmth, and likability. Melanie also discusses the concept of compassionate authority, which she sees as a combination of power, authority, respect, trust, warmth, and comfort with the people you are speaking with. This external communication and ability to share thoughts and feelings are key to achieving executive presence. By understanding the value of executive presence and its impact on success, individuals can better navigate their roles and achieve their goals. Melanie explains that executive presence is a complex concept that varies across different personalities and people. There is no one-size-fits-all formula for expressing presence, as there are different ways of expressing it. Steve Jobs and Michelle Obama are examples of individuals with different styles, each with their own unique qualities. However, there are common threads or levers in executive presence that can help individuals build their personal and professional style that aligns with their strengths and personality. Building Executive Presence A structured approach to building executive presence consists of two pillars: the literal (physical, tangible) and the figurative (mental, emotional). Under each pillar, there are three common threads or levers: voice, body, and appearance. Voice refers to the speaker's voice, verbal communication, body language, posture, and physical presence. Body language, posture, and physical presence are also crucial. Application is the first impression, and it is important to consider how our appearance may impact our professional image and relationships. By understanding these common threads and levers, individuals can develop a unique and authentic executive presence style that aligns with their strengths and personality. The figurative pillar of executive presence is relevant for mid to senior level professionals as they move up the ladder. Authenticity, confidence, and vision are important for connecting with others and understanding one's strengths, weaknesses, wants, intentions, and motivations. Authenticity is crucial for connecting with others and making them feel comfortable. Confidence is different, as it involves feeling confident in oneself and being clear on one's goals. Vision is crucial for building an executive presence, especially as you get more senior. Effective Communication for a Large Audience To communicate effectively in large audiences, it is essential to understand media skills, such as how to talk to the media and communicate ideas consistently and coherently. As you become more senior, you will be thrown into meetings and need to control what people leave with. These six common threads or levers of executive presence can be divided into two pillars. By measuring up in these areas, you can identify areas where you have more opportunity. Exercises can be done together to practice these skills at home, starting with voice and body exercises. By focusing on these areas, you can develop new skills and improve your executive presence. How to Improve Verbal Communication  Melanie discusses the importance of voice and body verbal and nonverbal communication in executive presence. One technique that often surprises people is tongue placement exercises. She believes that the body is an instrument that needs to be controlled, rather than controlled by it. They encourage participants to try these exercises at home and see if they stick better after practicing with them. Tongue placement exercises help improve diction, projection, and warmth in speech. For example, in American English, the tongue tends to be in the middle, which can lead to a more accurate and clear voice. This is particularly beneficial for those who may be uncomfortable with their accent or question their pronunciation. Projection is the distance sound travels from the mouth, which is different from volume. This helps give the voice gravitas and resonance, giving it authority and warmth. Melanie provides various exercises that can improve diction. In conclusion, voice and body exercises are essential for improving verbal and nonverbal communication. By practicing tongue placement exercises, individuals can gain a deeper understanding of their voice and body, ultimately leading to improved communication and overall performance. Breathwork for Executive Presence Breathing is crucial for a great voice and overall executive presence. Proper breathing is essential for delivering sound effectively and enhancing one's overall appearance. To achieve this, it is essential to focus on two aspects: maintaining proper breathing and mouth position during speaking. Filler words, which can be annoying or insincere, can be a common issue. To avoid these, it is essential to have more air coming in and out of the body, allowing for more air to be absorbed and not gasping for air. Melanie explains breathing exercises that help individuals can develop a better understanding of their breathing and voice, ultimately improving their overall communication and overall presence. She emphasizes the importance of proper breathing in order to maintain powerful, engaged, and present speech. T The speaker encourages practicing this exercise at home, aiming to breathe in through the nose on 123 counts. If the exhale is short or uncomfortable, it may indicate that the speaker needs to work on their breathing technique. This can be likened to going to the gym to train your body.. Understanding the Confidence Flywheel To gain more confidence, it is essential to have a sense of ease within oneself. People who have presence tend to appear grounded and confident, having clarity and ease about their actions. To achieve this, one can trick their physicality into ease, which affects their mental and emotional state. Techniques like breathing techniques can help reduce cortisol, heartbeat, and adrenaline, making the body think they are at ease. This change in mental and emotional state leads to increased confidence. The confidence flywheel can be used to showcase confidence, which in turn uplifts the confidence of the audience. The more confidence the audience has in you, the more confident your audience will be in you. However, the flywheel can also go in the opposite direction, making you appear nervous or unsure, which can lead to subconscious feedback and doubt. Tricking the Body into Confidence Melanie discusses the concept of tricking your body into confidence and using code words to trick your brain into bringing up past feelings or emotions in the present tense. This exercise involves thinking about a specific experience where you felt grounded or at ease, and thinking about your life as if it were a movie with a screenshot of that moment. The exercise involves walking through all five senses, including sight, smell, taste, hearing, and touch. Write down this information and create a code word cheat sheet for future reference. Once the memory is created, name it or give it a name, such as "Thailand." When applying the exercise in real time, remember the code word and the feeling of being at ease. The more specific the code word, the more powerful it will be. It's important to have nuanced language in your speech to avoid overtaking the activity or presentation. Try using different code words or memories for the same feelings, and record yourself on Zoom or with a partner or friend to see how it works. An additional tool for using code words leading into confidence is using physical objects that remind you of the code word. For example, a cool stone on the beach can be placed on your desk, in your hand, or in your pocket before a big presentation. Pictures can also be helpful in remembering a day. Pacing for Public Speaking Melanie discusses the importance of pacing in speaking, particularly when someone is nervous. This can be achieved by having water next to you, as it is an elegant way to pause and recalibrate yourself. Breathing exercises can help slow down speech speed, as people often use filler words or keep talking quickly. Breathing exercises can also help slow down speech by taking deep breaths while taking a sip of water. To slow down, she encourages reading slowly and even more slowly than usual. This allows the body and mind to connect and understand that they can speak more slowly. Recording yourself reading at different speeds and practicing at different times can help determine the best pacing for your speech. Lastly, Melanie suggests verbally numbering points to help your audience follow along. For example, if you have three points to make, you can use data to make it easier for your audience to understand what you're trying to say. This helps give your audience a structure to follow along. Melanie moves on to share certain techniques to communicate  well with others, including how to politely interrupt, how to indicate engagement, dealing with verbal fillers, and how to encourage conversation. This is followed by a Q&A session.  Timestamps: 01:23 Executive presence and communication skills 04:43 Executive presence and its components 10:24 Building executive presence through voice and body exercises 16:16 Improving English pronunciation with tongue placement 18:41 Tongue placement for clear speech 24:39 Proper breathing techniques for clear communication 30:06 Proper breathing techniques for clear communication 35:03 Voice and body exercises for executive presence and confidence 37:43 Using ease and code words to boost confidence 43:07 Using code words to enhance memory and relaxation 47:09 Using physical objects for memory recall 49:43 Speeding up speech and managing pace Links: Website: https://www.melaniesespeland.com/ Website: https://espelandenterprises.com/ Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.  

Show Notes: In this episode of Unleashed, Alex Brueckmann discusses the concept of strategy and its importance in business. Alex states that strategy is defined as a set of integrated choices made to win in a chosen marketplace. It is not just about playing the game, but about creating value that convinces or influences customers to buy from the company. A good strategy should be cohesive and integrated, making sense together, and Alex explains what defines a good strategy.  Defining Key Factors in a  Strategy When discussing a strategy, it is important to understand what the company does, for whom, what they offer, and who their customer is. This information can help businesses define their niche, mission, and goals. The next piece of information should be a clear description of what the business will look like in the next few years. The end state of the business and the strategy cycle should be defined, with what will be achieved by implementing the strategy and what actions will be taken. By knowing what you do, for whom, what you work toward, and the few choices that make 80% of the impact, businesses can focus their resources on the most important aspects of their strategy. Helping Companies Develop a Strategy Alex talks about the process of helping companies develop their strategy. He begins by helping clients understand their playing field, recent past changes and challenges, and aligning them with what the reality looks like. He discusses future changes and challenges, dissecting them into opportunities and defining target markets and clients. Alex helps clients understand what they need to do to make clients choose them over competitors in various industries. He also introduces the framework of the nine elements of organizational identity, which is an integrated approach to understanding every aspect of an entity. This includes customer experience, who the company is as a company, and the impact they want to have by providing a service to the world. The Nine Elements of Organizational Identity Alex talks about the frameworks he uses to help clients develop a strategy, including the nine elements of organizational identity and how he has defined key factors into the inner circle, the middle circle, and the outer circle. The Inner Circle Business Strategy He talks about the inner circle of a business and what it  involves, including impact, mission, and principles. Impact is the change you want to create, based on your purpose and reason to exist as an organization. Mission is what an organization aims to do, and principles are the underlying values and behavioral guidelines.He explains how each element works and what the difference between impact and mission is. Iimpact is the change you want to create, while mission is what an organization aims to do. For example, a vehicle company's mission is to produce vehicles and sell them to a specific target group. However, the impact they create is deeper than their business definition. For example, producing affordable vehicles can be a game changer for families in third world countries, and having your own vehicle can also be a game changer depending on the security situation. The Middle Circle Business Strategy The middle circle is your business strategy, which includes a vision, choices made, and measurable goals. SMART goals are specific, measurable, and timed, but they lack specificity and, instead, hope that passion will carry them forward. To create a cohesive business strategy, it is essential to have a clear vision, intermediate goals, and visual representations, such as a strategy map. This helps ensure that the story you are telling with your strategy is cohesive and effective. The Outer Circle Business Strategy Alex discusses the outer circle, which includes management system capabilities and targets. This outer circle is likened to a scaffolding that prevents a business from breaking down again. However, without enabling everyone in the business to lead effectively and help individual contributors understand that their job matters, and help them achieve their individual targets. It also helps ensure alignment with company values.He mentions that targets should be both cultural and strategic.  The third element in the outer circle is management systems, which help adjust organizational structure and processes to support change. These systems are designed to help the company stay stable and develop, but they are not designed for change. Therefore, building new systems and then removing the old ones is crucial to create strategies that support strategy, implementation, and culture. Preparing the Foundation of Strategy Development Alex emphasizes the importance of understanding the playing field and reality, as well as the diamond values that define who a business is. Diamond values are hard to alter, even under pressure, and are hard to lose clients if they don't align with the company's values. He mentions that the distinction between irrational and emotional culture is important, as it helps companies understand the difference between doing the right thing and talking about business and the words used to describe your playing field, and the emotional culture of the people within the business, and creating an environment that fosters a human-centric performance culture, where people show up at their best every day. This goes beyond just revenue generation and problem-solving, but also encourages employees to be the best version of themselves, knowing that working in a business that prioritizes them as human beings is a privilege. The Role of a Strategy Facilitator Alex discusses the role of a strategy facilitator in executive coaching and how to help customers create business strategies. He shares eight steps that can be used as starting points for executive teams, including executive interviews, foundation sessions, and strategy workshops. The foundation session helps answer foundational questions and aligns everyone's readiness to start a strategy process.  He talks about the importance of transitioning from understanding reality and understanding oneself and values to moving towards the future. Facilitators must create an environment where honest and vulnerable conversations about strategy are allowed, allowing people to bring their ideas forward. Alex emphasizes the importance of helping people become stewards of the entire business, not just the marketing lead or sales lead. They should step away from their day-to-day jobs and become stewards of the entire business. Alex mentions a certification program for facilitation he is developing that targets both external resources like executive coaches and workshop facilitators, as well as internal resources like strategy managers and PMO managers who often find themselves in situations with executives where they facilitate and push forward the process. Alex's book, "The Strategy Facilitator," was inspired by a conversation with Marshall Goldsmith, who had previously worked with Alex's marketing agency. Goldsmith offered to endorse his book, which Brueckmann describes as a kind gesture. Timestamps: 01:02 Business strategy and its components 05:30 Strategy development and identity for businesses 10:46 Organizational identity and strategy 17:58 Implementing a comprehensive strategy for a business 22:38 Strategy facilitation and emotional culture in business 26:32 Strategy facilitation and certification program Links: Website: https://brueckmann.ca/ Book: The Strategy Legacy Book: Secrets of Next-Level Entrepreneurs: 11 Powerful Lessons to Thrive in Business and Lead a Balanced Life   Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.  

Show Notes: Karen Friedenberg discusses a project she worked on to design an Intelligent Automation Center of Excellence for a Fortune 500 medical supply company. The challenge was that the organization was initially looking to leverage robotics process automation (RPA) technology to automate repetitive and manual processes. This led to the development of Intelligent Automation, also known as hyper automation. Defining the Meaning of Intelligent Automation The first step in this project was defining Intelligent Automation and defining its meaning. The client wanted to develop a center of excellence to coordinate efforts across the company to take advantage of new technology and benefits quickly and in a coordinated way. The center of excellence would serve various needs and be a resource for the organization. Karen explains that the first step was to identify the pockets within the organization where people were learning about robotics, process automation, AI, and chatbots. She then interviewed stakeholders to understand their strategic imperatives and goals, and a key understanding was to let business lead the way, not the technology. The second step focused on developing the structure of the Intelligent Automation Center of Excellence (COE), its interaction with other teams, and the roles and competencies of the COE team. The COE team would be responsible for staying on top of the evolving technologies and coordinating efforts to leverage project management and program management capabilities in a coordinated way. One of the great things about new technology is putting it in the hands of the business and users, allowing them to solve problems themselves. However, there were challenges, opportunities, and fear to address,  such as change management and fear of the business starting to do this. For example, IT was beginning to fear redundancy in many of their roles.  As a solution to these challenges, it was necessary for the COE team to identify their mission, roles, and responsibilities. The Center of Excellence Explained The Center of Excellence (COE) is a team that works to identify and prioritize automation candidates in business units. Karen talks about the knockout criteria they use to assess if a process is an automation candidate and if it can be done within existing systems. The COE then uses a box prioritization matrix to assess the impact and effort of each candidate. If it is easier and less risky, it may be a candidate for a citizen developer role. Governance is also a key aspect of the COE's role. The COE's role involves oversight and sharing best practices. They train and certify citizen developers to use new technology and processes, ensuring proper controls are in place. The SDLC (Software Development Lifecycle) is a model that aims to maintain flexibility and speed while ensuring proper controls. People submit requests through various methods, such as email, phone, or using shared systems like Leisha shared through SharePoint and Microsoft tools. The COE's role is to ensure that the process is secure and efficient, while also ensuring that the right controls are in place to prevent unauthorized changes to code. Discussion on the Design Phase of a Project Karen explains that they are still in the design phase and it has not been fully executed yet. The vision was to analyze incoming requests and determine who gets help. The team is divided into a business lead and an IT lead who would work with business analysts to assess the project's feasibility. The group provide different levels of support, such as a half-hour conversation or a three-month project with a business analyst and consultants.The first step is to train the business unit citizen developer and to provide regular reviews to the client. The team would also provide additional technical, business process, and change management assistance. The goal is to help the client team navigate their blockers and be a centralized source for sharing learnings and best practices across the business. Integration with The Center of Excellence The COE is complex and interacts with multiple systems, including  project management teams and various departments across the business. The team would also be aware of other projects in the company and work with them to ensure each project is documented and shared within the ecosystem to share information across departments and projects as required. Karen discusses the development of an Intelligent Automation center of excellence and the marketing approach taken to promote the service.  The center consists of five people and is being promoted internally through business optimization managers. The company is taking a crawl, walk, run approach, starting small and growing. She explains that some barriers to the center include resourcing, funding, and fear of AI impacting employees' jobs. Organizational change management is crucial in these efforts, as it ensures sustainability and avoids unintended consequences for employees. The Benefits of a COE The company anticipates benefits from the center of excellence, such as faster deployment of technologies, reduced manual tasks, and cohesion of information. The technology has tremendous benefits, but the bigger benefit is the new ways of working that can be applied across various parts of the business. The center of excellence also helps in teaching new ways of working and chain collaboration between the business and IT. Timestamps: 01:02 Designing Intelligent Automation Center of Excellence for a Fortune 500 company 02:22 Establishing an Intelligent Automation Center of Excellence 06:40 Automation and citizen development in a business unit 10:49 Implementing a citizen developer program 14:32 Implementing an Intelligent Automation center of excellence Links Website: https://www.piconsult.net/ LinkedIn: https://www.linkedin.com/in/karen-friedenberg/ Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.