Opening remarks

Merill Lynch Matthew P MacMichael, Sr. Director Phil Scott Managing Director monte carlo analysis. commodity business… its all about price.

Think about how you are adding value, if you can add value…

Sucessful people:

  • Sharing is critical.
  • Work hard
  • Metrics: to-do list, what do you want to acomplish today, this week. measure.
  • Nice. Really nice people, you want to hang out with them. sense of humar (not work : loner, jerk, ) people want to do business with people that they like

Since 1950, stock has not gone significantly Margin debt going up, people are gettint confident.

Recommended book: People are predictably irrational https://www.amazon.com/dp/B002C949KE/ref=dp-kindle-redirect?_encoding=UTF8&btkr=1

“cold calling”: Cold calling is the solicitation of business from potential customers who have had no prior contact with the salesperson conducting the call. It is an attempt to convince potential customers to purchase either the salesperson’s product or service.

Take away: Understanding human bahaviour

Keynote speaker (CVP Phil Sorgen - Microsoft)

US enterprise sales. National Industry The future of modern managemenet. Managing trough transformation . Masive transofrmation changes. To be competitive organizations need to transform Thesis:

Mission and Purpose

Mission and purpose is at organizational level. managers do need to undesratnd

  • mission hasnt changed (aspirational, not time bound)
  • satya did not change the mssions - what would the world look like if microsoft did not exist
  • Are we consisten in our image.
  • Solution Areas: We don’t sell the 6 pillars ((infrastucture) we sell solutions.
  • Management brings to life the most. Everybody has to believe
  • Satya: Pace of change.
  • 45 days after he became CEO. Strong message to all employees, five years ago, 45 days msft released Office for ios.

Cultural Change

  • They all though Satya would come and focus on engineering. Satya brought the pillar with the culture.
  • Every microsfot employee has read : “Growth mindset” book
  • Fixed mindset
    • Leads to a desire to look smart
    • Avoiding challenges, seeing failure as a bad outcome
  • Growth Mindset
    • Leads to a desire to learn
    • Embraching challenges, seeing failure as essenteial to mastery
  • GReat leadership creates an environment for dialog, for idea generation, for challengin perspectives. Be a part of an organization that organization. Be a fighter for growth mindset.
  • From: know-it-all to:learn-it-all
"Culture eats strategy for breakfast" -Peter D.

Managers as Change Agents

Have to undrstand and believe the best voices regularly.

  • Provide clarity.
  • Generate energy.
  • Drive results

Managers as coaches.

Change and transformation. difference.

great leaders bring a participation.

how do we fight for growth mindset with people that arent fond of change.? i’ve seen leaders that transform OTHER teams (not teams they manage) Lighting the road ahead. show what success can look like. Its a DILMENA!!!

Confidence in ideas: management system, confident in the right thing. how do we measure success = management system

sales = art and science

the job of the manager is brin everybody in. inclusivity is the most important thing. everybody in your team.

if you build yoru team that is similar, and everybody is the same, and same as you…. no diversity… NO! there is nothing more diminish to growth than THAT!!!

“DONT CALL IN THE INTROVERS”, thats the worst thing you can do. “DONT CALL IN THE INTROVERS”

If somebody talks to much: Don’t cut their wings in front of everybody.!! Find a respectful way of letting them know.

BY HAVING A MANAGEMENT SYSTEM: Scorecard, KPIs, Mature SLA.

Urgency point: Speed

Urgency Point: SPEED 5 year dimension: 10 years ago: Big ate small, today and in the future Fast eats big. In this environment. Always disrupting, always changing.

This is HUGE !!!!

The future of people

Top 3 stratigic priorities: People, people, people.

All things people

  • Kelly Wright: Even Responsible Finance, Fastly, Amperty
  • Darcie Henry: VP of HR for WW Ops Amazon
  • Jennifer Olsen: Founder and CEO Resourceful (UWBothell graduate!!!!) 40 under 40 !
    • https://www.resourcefulhr.com/
    • Already in HR. Power of collaboration, leveraging skills. “Collective leadership.”
  • Jovonia Taylor: BCA 767 Chief Program Eng. Boeing.

People and teams stay curious. Promoting authenticity at work.

When you think about the future of people, what comes to mind? What is the future challenge…

  • We need to an era where we can embrace technology.
  • Challenge is to unleash, predict future needs,
  • Unleashing potential
  • How are you developing and retain as leader and manager
  • Collaborative leadership.

Culture changes

  • Amazon
    • how do you maintain culture/changes: operate like a bunch of little startups.. choose a culture that aligns to you.
    • amazon has leadership principles. what are they?
    • the customer is always going to be dissatisfied, employees will always want more simplication of choice.
    • experinces employes are having.
  • Resourceful
    • 11 years in operation. (when did she graduate)
    • dynamic collaboration
    • leadership
    • shared commitment (us and clients)
    • write guard-rails, vlaues, for yourself or company.
  • Boeing
    • Rewarding leaders that do value diveristy and inclusion.
    • A Personal board of directors.
  • Authenticity
    • Invidudual leaders, self awareness.
    • TOOL: “Hidden commitments” read it!
    • What are my hidden commitments? How we want to walk in the world.

The power of vulnerability, authenticity, TED TALK. Watch this.

Managing and training people: only 1 direct report!!!

My questions: what are the leadership principles

WHAT ARE SOME OF THE METRICS YOU USE TO MEASURE THE HEALTH OF GEOGRAPHICALLY AND CULTURALY DIVERSE TEAMS?

use of 1:1… one 1:1 a month( or quarter ?) what this employee needs to do to get to the next level. how do you measure core values? And make sure you are on track. ERG!!!!! Have a employee resource group1!!!! Boing has them! Microsoft has them.

At amazon: Question we ask every day…. WOW !!!!!

  • How is your manager helping you…
  • What is the most difficult that gest in the way of you bien productive.
  • If there is somethig that could help your.

If you can measure the speed at which you can hire. trends in hiring speed. has some good data. a certain site, if you cant hire deeper. change processes.

The clients want feedback about (i dont know, you are asking something that might making them BE EXPLICIT ABOUT WHAT YOU ARE GOING TO DO with the DATA

Do you have the tools you need get the job done.

period engagements are good but they come over time.

sending docuemnts in advance times of the call… small tricks. being curious about the cultures of those.

Bring your authentic self to the job. Share a video with lady in blue. Share Donna Sarkar.

Tactical advice:

  • Gain as many experiences as you can. Take the train and run towards your greatest fears.
  • Be yourself. Don’t let anyone change who you are. Holistic self. Who are you ?
  • Think about what you are modeling. -> Cried in a professional setting and she apologized. -> This lady came up to her and said that she admired her, seeing here crying told her that it was ok and that maybe she could cry too. -> But when she apologized she took away all of that. There was no need to apologize.

The future of subiness operations

FujiFilem sonosite.inc (startup 20 years ago) how to Career progression is almost nevre linear Digital transformation services.

Something that is not operationalized, does not sustain growth.

Add humanaization for all jobs you perform.

President = owns the company

importance of operations vs other business functions: The old model big will beat small. Fast an agile will beat big and slow everyday.

Every company is a data company now, the companies that win start to understand the data. and start making recommendations on change. Prioritize what moves you make… not burning the company with change.

How much i want to change and how much can the company acommodate change.

Supply chain management.

At facebook all data is available except HR and customer data. An employee can query data openly and write queries.

The future of Finance

Industrial revolution -> information technology

Elisa La Cava - Madrona venture group

  • MBA last year.
  • Consulting work 3+ years, thech + life sciences. How do big companies scale their workforce.
  • VC lab a
  • Managing directors! Work on the investor side. Work with entrepreneurs from the other side.
  • KELLOG business school!!!
  • 6 month interview process.
  • Internship.
  • Talk the talk. Learn from the other side of the table.

Don Weidner - Angel investor and owner at Formidable Ventures

  • Big company, to smaller
  • one man show today, on demand staff.
  • MBA a while ago, -> intel ->
  • Supply chain operations (FLUENT IN SPANISH, worked in Mexico!)
  • Mergers and acquisitions : worked the purshare of 22 companies.
  • Consulting in silicon valley
  • Stock market.
  • Made a living out of the stock market.
    • Car business, wine business co-founded and sold
    • satellite companies… try everything.

Fintech is used to describe new tech that seeks to improve and automate the delivery and use of financial services. … Fintech, the word, is a combination of “financial technology”.

There are many things that already help you with goals, so many categories, how do you enable businesess Enable the super highway of their services

What instructru sections do you focus on andwhy ???

  • Suff that I want to read every single day:
    • AI
    • Robotics,
    • crypto currencies
    • Exponential technologies, as deep as I can…
    • Blockchain, read 7 books, all blog and newsletter, MIT class as well, once i decide to learn somthing i lear all
  • Invest in Software, B2b software as a services, infra, civersicurity, up and down the scak, AI and ML ,, 20 30 % super tech direct to consumer. on the fintech side of things we are intesrested in . No signigicant investement so far
  • We have not seen a lot of fintech (only 15 so far), close to funding. We are almost there with the 2
  • What area of fintech do you

  • how do you evaluate teams. SUPER SUPER SUPER important. passion and drive. expertise and leadership. Wwhat brougth them where they are today, enteprenours are crazy, you want to asume they are capable. Deidcating their livelihood to solve a problem.

    Whats your work experience, how much do you know the instructry, the players, you might start with your group of contacts but then how.

  • leadership…. how do we help you grow… do we believe in your. passion and drive probably the most important. if you are just commited to an idea, if you are commited
"An expert is someone who can tell you that something CANNOT be done."
- Peter dimandis.

what dispuroptors do you see? disruptive payment models. fly homes and open door, is actually ome. enabling new ways to home ownership. financial inclussion, financial possible fiannce, she is a a fan of. in terms of disruptors… .services for them are very lacking. venture capitalis and angel investors are there is never a shortage of deals. annual meeting recently, across the investment team 800 in the first meeting with entepreneus. the time required what do you look for in teams,…. you only have 30 or 60 minutes. time management. most of the time you have to say no. criteria for evaluating good investments: passion and commitment. can we buy this externally. it has to excite me. i dont invest in anything that i dont think i can make a 1000%

saying no:

a no wis not always no. passed on seed series, but jump on later relationships quarterly for coffee… update on p rorgess for strategy.

  • follow the cusomter juerney, group was already in terms of re you just dont tak eno, you become part of this

use the UW.edu email … !!!!

kkeep knocking on doors… if i did everything join a VC first and learn the inner workigs joined a lot of angel groups

  • Start a fintech company and lets talk.
  • Follow your passion with small or big company, there are lot of things to learn in bigf company first build up

Business Development

  • Ariane Cornell - Director of Astronaut & Orbital Sales Blue Origin
  • Brandan Lucas - Senior VP, Global Distribution HBO

Take aways:

  • Take some risks. Biggest risk was move from Wa. to Vienna? Moved as ED to run a non-profit!!! There were elements that were appealing. But she said no, let me try this out. It paid off in network, leadership skills. If it does not work, move back. It’s ok.

  • Find a company you are passionate about. Aspirational. Feel connected. (Industry or company)
  • When interviewing. Make sure that the person you work for … 80%
  • You are the average of the 5 people you surround youself with…. make sure you surround yourself with people …
  • Emphasis on networks
  • Power of story telling…. (videos)

Management Consulting

Consulting = Forbes Magazine, 50% of the workforce will be consulting

  • Carrie Morries - Director, Employee Engagement, Simplicity
  • Shane Fisher - Principala. The Boston Consulting Group - BCG standup new digital experiences. Engagement and retention. personalization of digital media - deployment solutions and mobile
  • Denise Nelson - Practive Director, Seattle Point B - Healthcare, REtail Tech Operations, Engage employees, merge organization, grow businesses

Consulting vs Agency world.

Look at the exact same data, but see it in different ways. Because we are from the outside, we feel more free tpo say things, that people internally are not compelled to do.

Sometimes customers want to understand what other companies are doing. Retail. How are they doing with customer experience, etc… problems of different …

there are trends but at different time periods, for example, we can learn what expedia (it …) from hotels … experida <-> hotels uber delivery <-> food the same way foods are being “detach” from customers with food delivery companies.

Advice: Need to have the ability to navigate ambiguity. Tackle the problem. Case questions are interviews? Take something yo know nothing about and solve a problem.

agile is big today.

100 case interviews… what is a case interview?

what is the business objective? ask from the beginning.

How do you use experience from extenral client to improve internal…

PNW Entrepreneur

GDP - 20 Trillion dollars

  • Elizabeth Scallon Head Northwest WeWork labs CoMotion Labs at the University of Washington,

  • Chaitra Vedullapalli, Co-Founder & CMO at Meylah Our missions to create access to … (1… trillion) help customers to innovate and adopt it. City transformations. Drive smart tooling capability. So that poeple can experience tourist at a different level. Digital travel experience. local commerces are not lost in the current age of eCommerce. SHE LEFT MICROSFT

  • Luis Salazar, CoFounder and CEO at Giving Tech Labs https://giving.tech/ 7th startup. If you want to go fast, you go alone. If you want to go far, you go Sustinable public interest technologies. REvenues, in the public interest. Inspiration from partners and menthors. Trillion non-profits using tech that is way behind (10 yrs) Sexual abuse in children. Bring technology for centers aiming social goods. Hunger. 13 miill children facing hunger. Studios…

  • Philip Kimmey, Co-Founder & Director of Software Development at Rover.com Experience the love of a dog. 300k sitters and walkders.

Is enteprenourship for everybody? There is a cult… Become an expert in something. my parents only wanted me to get married. always the answer was no. if you knwo how to master rejection… you… take the lif back in your hands, and the empowerment looks like managing yourself … is a startup

Ikigai (????, pronounced [ikigai]) is a Japanese concept that means “a reason for being.” The word “ikigai” is usually used to indicate the source of value in one’s life or the things that make one’s life worthwhile. iki gi, a reason for being alive, a reason for waking up every morning. Something you are good at something you are passion at something you can get paid for

“Access economy” you can access anyone anywehre at any moment.

  • performance currency

how can i add value There is less of money in seattle than other values. Cloud innovation that is happening… not a while lot of

sales, products strategic partnerships

methodology … “OKRs”

Ther hard part was humans: pushing more humanity to computer science…. comp sci will more and more replaced with ai and creativity

how have you disrupted your own careers? Rover tech team including , 120 people… gone from all the pie, to giving up my job every year it was stresful, loosing the thing youve been working on every year. mostly just been owning a large portion of … working on specific problem, and trust a team

5,4,3,2,1: and just do it.

attitude to being open… disruption is a constant, it comes naturally, DONT be a slave of money. FEar is change a money is a consequence, at least you are going to be happy i do keep learning, everyday . skills are overrated. The technology that you will be using when you are at the peek of your career

dont chase the investor, wasted time in investor…. think about customer aquisition. lets go build a business, this was the hardest part that she would want to lear.

CHASING CUSTOMERS1!!!! NOT INVESTORS!!!!

A hundred prototypes each year… after 6 years,

Have a clear definition of what you want. If you take it to the customer, and then take it to the customer and they dont like it… then you think to yourself… then you think everybody is stuppid.

create hypostesis, if when i do this, quartely goals, be relenteslls in seeing if the hypothesis is workin gor not.

IF THERE NO CUSTOMERS, THERE IS NO BUSINESS.

deep… .spearate from the idae and try to … remove your personal … from the product. and judge. easy said than done.

TomBoy X - close to the skin company.

consumption revenue/subscription economy, everything has to be on what they are consumming . more and more products ar….

how do you deal with the human nature … i am scared to death. Luis: thats normal. we all fear that. it took me CANCER to do this. survided cancer. Read about neuro science. Fear change.

when you setup the mindset to create a new mindset… is it a long term vision or short term? at the beginning was .. first thinkgs is to go to exports, domestic abuse, violence,

zero capital from venture capital. not having that type of money, gives you freedom. we dont start any venture if its a problem at the us level.

Parting thought:

  • find your ikigai
  • create access for others, and serve people authentic.
  • no one liner… sorry.