Hello, John, how are you? Well, Mr. President, how are you this morning? Pretty good, John. Looks like we had a big event down at Cape Canaveral. Well, we were watching it. We hope it works out all right. We've got long ways to go. And these boys are kind of running rings around this. But we don't get hot until we get real behind. And we started looking for somebody to make steep go down there. We, Dick Russell, called me when Sputnik 1 went up and said, God, you've got to go to Washington. I cannot go up there and hold these earrings. But somebody's got to, and we just went up. And we were behind. And then we started getting called up. And then Congress started raising questions. But we got everything we asked for on the manned space flight. And we think that we got a fair chance to keep up with these people by 70. Oh, this research, this research is the most important thing we can do. John, 75% of the things that we will be making 25 years from now, we have never heard of now. That's how fast this world changes. And in the year 2000, we're going to have 80% of our people over 300 million living in the cities of the country.


All right. Good morning to you again in case you're just joining us. We've been cruising on the breakfast this morning and it's time for off the press. Chris K. De Wando, member of the Chartered Institute of Obitrators in the UK, is joining us from Lagos this morning. Good morning to you, Chris. Good morning. How are you this morning? I'm good. How are you, sir? I am good. Okay. You're looking as bright as always. Thank you very much. You too. Okay. So let's just go straight into it with the punch newspaper. FG withdraws contempt suit against labor. NLC may suspend strike. That's what they're leading with this morning. The writer's desk solicitor general writes NLC, Falano, said FG suspends suit over to Nubu's intervention. NLC, TUC, await FG on palliative agreement called special meeting over planned strike. So this discussion continues and we're still awaiting. Chris. Yes. You know, the NLC scheduled another strike if the federal government refused to draw the contempt suit against it. Don't forget that the federal government went back to court to file a contempt suit against the NLC for embarking on that one day policy strike that they said. And the federal government was in contact with the ruling of the National Industrial Court, which acts the NLC not to impact any strike after the first notice, but after the initial increase in price of petroleum products. So for that, but NLC was statical in this approach by saying that it's what's important for the protest and not the strike. Yes, strike would have been in contact with the position of the court that anybody can go on protest. It's the fundamental merit that has shined in the NIC Constitution. And any Nigerian have the right to go on strike. And you don't need any police permission to do that or any court pass mission because that has been settled at the Supreme Court, the highest cost of the court in the land. So, and that was what it was. The federal government otherwise decided to file a content charge against not NLC's label. As we continue to say NLC said that it's the label that's going to include NLC to use the other affinities groups. And for that, this was done the same day that the the label leaders were meeting with the president and they felt that it was contrary to the goodwill gesture extended by the label to the president and the product. So they said they are going to go on strike, full strike, restricting for whatever the court or any day they are going to court. Just like you have in the South is where you have where you have, I've probably said that any day that not being able to keep on the seat are true then. But I think the federal government is done that side product this and that is that show that NLC on the point the next few hours will also step down on that. I'm worried is that to now all the so-called palatins that were promised by the president, all the promises that were promised by the president few days ago in his Nationwide Broadcast Association none have been implemented so far, none. Not that I know, none of them. The banks, the several, the 75 billion companies, the 1 million Naira to various individuals and so many others. And so I hope that the government will know in age. President told us in that speech that yes, in fact that the federal government came short due to what it was to do. I apologize to Nigerians that there were some kind of lapses here but I hope that that is correct. So that Nigerians can start feeling the effect of those cushion and those private teams. And as much as I know that it will not go in anyway but we hope that those implemented. Now that the ministerial nominees have been cleared I hope that in the next few days president will be able to put the chance to on portfolios to the minister so that everybody who were in talks will know. Governors, true governors can now resume. Yes indeed we want to see true, we need to see true governors resume and we also need to see that it's not just all talks but actions so that Nigerians can breathe. Right? Yes. Nigerians can breathe. Because the jagged boots on our neck seems to be so many poonex have been broken so many people cannot breathe. So no matter how so far it is or how far you are all of us are threatened in the pains and to be that only way this jagged boot can be moved from my neck is by making sure that government, true governors are seen to pay. I've not seen any true governors since the integration of the president on May 29th. What we have been seeing is policy, a statement and the parcel of certain economic I don't know how to call it, but the removal of Swiss obsidian, the Naira the valuation of the Naira and the rest of them but the Nigerians go on to be feeling the impact of operative governance and the dividends of the repressive for now have no effect. Yes, we've been hearing words. We've been hearing words. The talk has been plenty. We want action. Actions that would change things and begin to change things. Now let's look at this. Still staying with the punch news paper. There is this picture in front there that says former character commission officer admittes taking bribes indicts chairman. Let me read a bit from that Chris. Commissioner representing your state in the federal character commission, professor Olofela Joseph chairman of federal character commission Farida Danca and the secretary Mr. Mohammed Bailo during the sitting of House of Representatives at her committee investigating ministries, department and agencies, parasitles and tertiary institutions on the mismanagement of the integrated payroll and personnel information system at the National Assembly in Abuja on Monday. So you see this woman with her Quran and you see the panel sitting there. Chris, what do you know about this sitting that took place on Monday? Yes, it has been on, not just Monday. It has been on for some days. Basically it's the job that is going on at the FCC and the there are a lot of information and a lot of revelation about the chairman of the commission and they put to sideline a lot of her workers of fellow staffs and directors that engage in job that are based on petition that the National Assembly have started an investigation and a lot of things have been unraveled why the woman has been, why the chairman has been defending herself it seems that some of her staff are also digging in and repeating a lot. So the investigation is ongoing but we'll see what our best may know, if you ask me I will say that I'm not going to comment on it. This is not the first time such has happened. We have several investigations about the National Assembly and other committees set up by the federal government at the federal and state level and nothing came out of it. Remember what we come to your mind the job that involved the 774,000 many jobs for Nigerians that is 20,000 era jobs The one involving Festos Kiamo Festos Kiamo exactly so and the investigation was carried out by the National Assembly. What happened at the end of it all, nothing happened remember what happened at NDDC we off the mic and on the mic scenario to the extent that one of those physical process under that investigation has raised enough to be as it seems to become the president of the Senate of the Federal Republic of Nigeria. At the end of it all we realized that nothing happened remember the acting MD of NDDC pretended to have fainted and that was the end of that so there have been so many so when they just come up with all this drama I don't pay attention to this Chris let me just well at the risk of sounding like a broken record are we on this path you just find that these things at the end of the day white paper are somewhere gathering dust and no actions taken and then tomorrow another thing will happen and go into another investigation just to waste our time and money. Why are we on this path? Most of them are not, I don't remember something they do their job but I call it recklessness and rascality because the legislators don't have power of prosecution whatever investigation they do they have to pass it to the executive that they take charge of prosecuting all those that are executive includes the Niger police and so if the legislators in their wisdom after the investigation pass on the file to the executive for proper prosecution and the executive refused to do that there's nothing they can do they cannot go to prosecute anybody so the power to prosecute lies with the executive and I hear what you are saying those being investigated are also part of the executive so that is where the problem is so on to begin to do the needful and making sure that those indicted and are brought to work that is how you continue to say because they know that at the end of it so you can do whatever investigation not to have and that creates a lot of community and that is why they really do and Chris I hear what you are saying but again I am wondering the legislature part of the reasons why we have this we have it established is that it should check the powers of the executive so haven't correct me you are the lawyer here but having done an investigation and the executive refuses to play it part doesn't the legislative arm have the power to summon the executive to say why have you failed to act on this did they not have the power to do that and when they summon them and they refuse to do the needful what else can you do and that is why our Constitutional Allegiance plays look at yesterday during the when the someone like was interviewed questions was summoned several times before it in the and there was a president who did this it has to do with leadership once the head is rotting the body language the president the governor are not ready to look at issues of this nature there is nothing the legislators can do they can only do their job beyond that yes you can say okay you can force you can ask and if he refuses you can now make sure that send his name to the police who will be now the first to make sure that the person appears but even part of their city that the police the DSS the NSA office the army which are now all of them including FRRC all of them belong to the executive so even if you end up then and nothing is being the executive doesn't want there is practically but this doesn't have in other countries where we produce the money there is no way to legislate in the united states with someone in that or even do a pro come up with the combination and pass it on without the executive look at what is happening to the former president of the US on the daily basis has been drunk letter and center for some of the atrocities not that he directly was directly involved some of the atrocities based on his speeches based on his statements which have been waited and let people to perform a certain act have many former president of Nigeria have been even there was a time I think it was for someone at one point to come and give certain evidence to address the national assembly and he was on the way to the national assembly when he was asked the executive to stop him from going to but the united states president and even in the UK the prime minister of the united states you see them every week I'm sure you used to see that city where the prime minister has to appear for the parliament I will ask questions stand up somebody will raise an issue that is where we are democracy it's not worked we don't have democracy it's just autocracy and this thread of executive versatility is threatening the very existence of our democracy and it's what's giving birth to what we're seeing springing up in the Sahara region isn't it where it is yes because if you look at what is that that is why we have very very because you see what is happening in some of the West African region in the last 3 years now we have 4 KDOS states that have been removed by the military junta and something must be amiss not as a military but the civilians the executive also are not happy matters if you look at what is happening in Central African Republic and there's another one come watch and see the president is about to think with the constitution of that country so that he can run for another election that will keep him for another 16 years in office and if tomorrow the military strike somebody United States or United Kingdom will start shouting democracy must be written where the man was thinking about changing the constitution what is the United States what is the United Kingdom and what is ECOWAS doing about the ECOWAS they are not saying anything these same ECOWAS in as much as Central African Republic is not part of ECOWAS but you can also raise your voice but still on the continent yes our president can say no we are talking about Africa here but they will not say anything other so it is only when they strike they start making noise so the African leaders also must be very very careful to make sure that they uphold the constitution which they have sworn to uphold some of these issues that those are the issues that mitigate the the activities of some of these militia at least I still believe that the war civilian system or democracy is better than the best military but most often than not we should also be very very careful by what we do the fact is that these people when they want to get elected, when they are seeking output they promise you everything and I will say this time and with that this Bible let us be using Ogun and Shangru for them to swear it is that it does not work no they will tell you Chris then they will tell you say they are not believing in that kind of thing that they can't do anything because that is our own the thing will not strike the person if I am dead this Bible these people are taking this Bible and holding it for granted because they know that it does not work let us try Ogun and Shangru but how is that they will not I am telling you, you will see what will happen that's what I am telling they know what will happen so they will tell you they don't believe in it and that they cannot swear by it all right moving forward there are two other newspapers with me Daily Trust and The Independent and leading with the same topic they will catch differently Eurobound flights are averted and means fear of fear hike I mean that that's Daily Trust and Daily Independent says 6 aircraft minimum regulation for start-up airlines costs stare so let's dig deeper using Daily Trust the riders there Lagos London one way ticket costs 5.6 million narrow Mali Burkina Faso send delegation to Niger Air France suspend flight Air Coas meets against Thursday Germany threatens coup peace with sanctions prosecution so the headline there is Niger airspace closure Eurobound flights diverted and means fear of fear hike Chris the fact the Nigerian Nigerian airspace because they have this fear that there's going to be an invasion of Niger Air Coas led by Nigeria after the exploration of the 7-day ultimate of keeping the government to restore the civilian and for closing that airspace what means that most Eurobound in fact most of the flights out of Nigeria and most of it fly through if you travel out of the country and following the road map on your screen we see that they enter through Niger you enter into Nigeria through Niger that is the easiest route so if the airspace are closed that means that the airplanes have to find other routes to fly across which may be far far longer and so that is that we increase the prices it happened in Europe sometime ago and I think some of the flights have to pass through Ukraine and the rest of them because of the war going on most countries of the world don't pass through Ukraine again so that they will not be hit by missiles and the rest of them so we have to take some route at the time that the Saudi Arabia it also happened in Syria during the Syrian war that major war in Syria was flying through Saudi Arabia and some other parts of that region we have to avoid Syria because that is what happened which is why we always say that it is not just say that oh we are going to invade in the 70s but to return the issue of the deployment of military is always the last option in the diplomatic engagements you start by negotiation you start by diplomacy I believe that eco was shot by issuing that it wasn't necessary because when you do that you have shot all those of negotiation yes you have shot all room for negotiation and it becomes so terrible at the end of that 70s if you are not able to deploy military what happens exactly if you disgrace yourself now eco was going to miss on Thursday in Nigeria don't forget that even the president of Nigeria cannot deploy a single soldier to war without getting the express permission of the senates and the senates have met and said we don't want to go to war we are not interested in this thing let us continue to negotiate there is also the in the absence of the senate by the constitution to also it can get the approval of Nigerian defense council I think Nigerian defense council they can also give approval for the deployment of military to any country or but even with that within 7 days of this day that the president must also get the approval of the senates what was saying we are not even a single troop out of Nigeria and when we are talking about this issue eco wars we are talking about eco wars let me tell you a fact that if eco wars is going to war with any country Nigeria is going to control not less than 90% of the soldiers and the resources it's a fact we saw what happened but over 90% of those deployed and the resources were from Nigeria for in Liberia and Sierra Leone how much were the people over 90% of the soldiers were lost at that war we are Nigerians so what are we talking about how many we talk to how many we benefit and contribute so we have to be very careful not even at this point we have so much war facing us we cannot be able to go into that I think negotiations will continue to negotiate my guest yesterday my guest yesterday just shared the same sentiment that you are sharing over this matter Nigeria bears the brunt of it already Nigerians are beginning to see Nigerians as the enemy and this is not in Nigeria versus Niger war we don't have any problem with Niger we don't have any problem with Niger so we just have to be very careful so this Euro bound flight that version it's already making compounding an already bad situation as you can see on daily independence 6 aircraft minimum regulation for start-ups airlines flight tickets already foreign air travels have become very very expensive just yesterday we got to know that let me get that figure out airlines have spent 4.6 billion dollars on foreign trips Nigerians have spent 4.6 billion dollars on foreign trips in just 15 months Nigerians are paying the highest in West Africa to travel from Nigeria to London not just Nigeria to London, Nigeria to US maybe to Canada, Nigeria to everywhere yes and to other parts of the world is a factor of so many things there are so many factors one is the fact that the airlines are now domesticating their fares in dollars in Nigeria because of the fact that they cannot repatriate their money from Nigeria don't forget that airlines even like Emirates stop flying to Nigeria because of that they have so much money stopped here and they cannot be able to repatriate it and that is giving them a problem second is the fact that there is no fine situation where our Naira has been brought whether we like it or not what is happening is the valuation leave what is so called yes, leave what is we are closing the window what is happening is Naira has the value that was the very first sentiment I shared the very first question I asked so is this adding value to Naira or the value that was the first question I asked from the very start that is from the face of things I know that Naira is about the part that is obvious is that somebody was saying that Naira is up to about 900 Naira to a dollar I have not checked I have not been buying dollars but what it means is that Naira has been devalued now you have the value of 850 Naira to a dollar prior to the 29th of May it was hovering around 500 or 600 now it has been devalued so we have to know that these FAS are increased now what Niger what Niger has been going to neighboring countries like Lume, Accra, Ghana to go to their flights and flyers that is the second one the third one is the economic situation in Nigeria is making it typical for Nigeria even the people that you expected to remain in Nigeria professionals, bankers, bank managers I went to my bank the other day I was asked by the manager the manager bank manager if the bank manager could then what is so a lot of Nigerians have lost faith in the country they have not seen any level of survival they cannot see themselves apart from those that are looking for legitimate ways of traveling now so I have also resorted to going to neighboring African countries to Libya so many Nigerians are dying on the desert now trying to find a way to Europe so many are dying on the sea so many Nigerians if you see any documentary of both capsizing in the European seasons if you see the number of Nigerians that are involved with that we will not have any difficulties those few days ago we saw four stories with Nigerians that will find their way under the belly of a ship they went under the belly of that ship and that ship sailed for two weeks it departed in Brazil and they came out of almost half-dead four Nigerian stories you can google it so that is how bad the situation so Nigerians are selling their house I have friends that have a legitimate means of livelihood who have sold their house just to relocate from Nigeria so of course the airlines because we seem to be the one of the highest people travelling out of Africa and to even make it worse the other countries are making two gents conditions for Nigeria some countries have been some countries like US, Canada and the rest of them have been very liberal minded with certain African countries like South Africa most of them have a South African passport going to US now is not a problem they will give some 30 million if you have a Moroccan passport you don't even need a visa to go to some of these countries like US, Canada and rest of them they allow you in but because of the condition Nigerians have found their self it has turned to Nigerian mozgo you know in the 90s we used to be what we are talking about is Nigerian mozgo and that is why the increase in the airfare and the government doesn't do anything and other than that is the fact that we don't even have enough Nigerian airlines flying to some of these countries because if a Nigerian airline is flying to these countries it reduces the problem you can be in Nairo they can domesticate it in Nairo it is only a piece that you see going to Tel Aviv going to China going to India going to which other country now most Africa there is no other Niger airline that is flying unlike other countries so those are the issues and it is regulations such as this making it difficult for more players to come into it this 6 aircraft minimum regulation for start-up airlines it is so you cannot so you see a situation that even when through we have certain routes we have routes that we that have been given to us we cannot be more satisfied we cannot be able to meet up to those demands so other countries how much Ethiopia airline is making out of Nigeria Ethiopia airline Nigeria used to have the best and highest number of aircraft in the whole of Africa in the 70s and at least 80s now we don't have a single one plane as a national career all the countries that we have to set up their own are doing very well Ethiopia even Egypt and Nigerians now fly from here to Morocco I spent 1 hour sitting and waiting for connected flight to Europe is that not is that not terrible? it's very terrible and the controversies that surrounded the Nigerian Air project is still yet to be completely that we use billions of Naira to unveil a look you forgot in that one oh well all right so Senate Clairs 45 the first confirmation of LRFI then Ladi Okotete we're looking at the independent yeah 45 out of the 48 ministeria nominees have gotten to know and I'm sure that probably tomorrow a different executive can show everyone is the president may decide to show them and allocate portfolio to the 45 what I don't know is that whether we're still going to create more ministries and also if we're creating more ministries and now do away with the minister of states that has been very controversial and now it's most like the new ministers are going to create it there's not going to be any minister of states but the most annoying part of it is that this is going to be the most Google's ministeria since 1999 and this is the president that is telling us we are going there as us also tighten our bed but why as not to tighten our bed they are losing their hope and enjoy if you know the tech of office that come with these ministers the number of project the number of it the number of this special assistant special assistant to special assistant to special advisors and the rest of them may ask you what is it this is what I remember recently about the issue of being able to cut down on these ministries and MDS and MDGs so that we can streamline most of this but it's shocking that this president who promised to be prudent in spending our resources have decided to name 48 ministers the highest in the whole of Africa and go and check out of that African countries I say what is the size of Ghana Nana doesn't have more than 28 or a minister the same to South Africa I've done the mass in fact the United States go and check the United States and see the number of secretaries that they have which is our equivalent of the minister go and check the United Kingdom I don't know what the president wants to do but the senate have given him the approval they have approved 45 the under three had been investigated which to me is just a normal voice voice issue including a report will be cleared in the next few days and he will have the party minister whether 48 or 100 or 200 whatever the president likes it is very good to choose a minister but the fact is that let these people start governing let us be seen in the evidence of democracy let Nigeria start feeling the effects of governance but now Nigerians are so free the cost of food is skyrocketed the transportation education the doctors and strike everything has gone seems to just go down the slope and we have a president who promised that he understands our feelings and that he truly understands how painful it is we hope so too thank you so much for your time this morning on the breakfast thank you very much thanks for having me Chris Canda a member of the Chattel Institute of Obitritos in the UK and he has joined us right here in Lagos on we will take a break now and come back with our first hot topic stay with us


Hello, my name is Allison. I'd like to share with you the most amazing slides. Hello, my name's Joelle Black. These slides have lots of tips that you can really use. It has so many awesome parts. You simply won't believe how much these slides will help your work. You can.  A helpful guide. With lots of slides? Super fun! Hello! With music and some visuals, we'll show you how it's done. You win? That's great! Let's get this started then.  This step will change your life. This step will change your life. Managing projects. Hello! My name's Joelle Black. I'm a senior project manager and web strategist at Palantir.net. I'm here to talk a little bit about how we run projects from start to finish as project managers. Now, really great musicals tell the story of some kind of journey. Sometimes it's a love story. But more often than not, it's a story of overcoming some kind of odds and obstacles to make something really great happen in the end. And if you think about it, is that really what all of our Drupal Web projects really are when you think about it? Musicals just have this really, really great way of using song and a little bit of dance to advance the plot. So it only seems natural that we would want to take a musical to talk about project management, am I right? So over the next hour or so, we're here to talk a little bit about different types of communication, give some tips, and a couple of different tools that you can use to better manage your own projects. Now, if you're not a big Broadway fan, don't worry. We'll let you know when it's time to sing along. And we promised that in addition to being very, very musical throughout the entire thing, we're also going to be very, very informative, or at least we hope so. Can you hear us in the back? All right. So we hope that you find it to be very, very informative. Now if you are a Broadway fan, just wait just for two more slides, and I've got something just for you. Throughout the presentation, you're going to see our Twitter handles, Joe Allen Black, Allison Manley, and then our hashtag, Key in the Musical. Be our critics. Let us know what you like, what you don't like, and give us ways that we can improve. And like I said, things that you do like, too. Real quick, before we get too far in, I've got a quick disclaimer for you. Neither of us is a professional singer, so just think of this as, you know, really, really great karaoke. And that's out of that. So like I said, we had something for the folks that are Broadway fans or fans of musicals. Inside your playbook, you should see a half sheet of paper that's got a series of blank lines. Throughout the show, as you can hear us do different songs from different musicals, if you're able to fill that out and let us know where the songs come from, bring it on up here at the end, and you'll be entered for a $25 gift card to think each, which is pretty rad, right? Consider the audience. And with that, let's begin. Let's start at the very beginning. I mean, seriously, what song did you think we'd start with? A very good place to start. When you read, you begin with? ADC. When we work, we begin with? Contracting. Contracting. The first real step just happens to be? Contracting. Contracting. Don't we all love contracting? So this is Allison. She's going to be the hero in a Mark's story. Think of her as Julie Andrews in every story that you love growing up, except that she doesn't really skip with the guitar or go up, you know, staircase backwards. She talks more about sprint points, velocity, and gear, but other than that, it's almost kind of sort of the exact same thing. So Allison has just been assigned a new project. What is the first phase, the first thing that she needs to worry about in this project? Totally just saying about it. Contracting, yes. Before she does anything else, Allison has to clearly understand the contract. This is the backbone of any project, and this is what's really going to make a project really work. So we have to be pretty explicit with what we've got in a contract. So let's all together, let's list out the needs of your statement of work. Scope, you must spell out the scope. Cost. Define the payment terms. Date. If you're unavailable. Clear. Here, deliverables list. Clarity. Clarity on excursions from higher up. With any agency or any project, generally you're going to have a contract that, again, is going to be the backbone of what you work on. Your contracts might be structured a little bit differently, and they might have different phrases, but generally, here's some key features that, again, you might have a different word, but key features that you want to make sure, as a project manager, before you do anything else, you clearly understand what these items are. Deliverables are the things that, you know, this is what your site is going to be. What are the things that your client is paying you to do? What are you planning to deliver at the end of your project? We have scope. This is the totality of your project. What is the space you're working in? Is it going to be multiple sites? Is it going to be a single one? Know your scope. Just as important as knowing what's in, it's also knowing what's out. When your contract is drafted, there's a good number of things that might have been excluded, for whatever reason, costs, time, resources, something might have been excluded. And knowing that upfront, as you're building your project plan before you get too much further, it's really important to have a clear idea of what's out, just as much as you know what's in. Also important are knowing the assumptions. There was a cost that a price tag probably put on your contract. And some of that was fake of the idea that certain things would be in. Certain things would be out. Some things would be easy. Some things would be really hard. Having a clear idea of what those are as your assumptions upfront from your scope of work or from your contract is very, very important. And documenting those things as you move throughout the project. Definitely something that's easy to forget as you get in. So definitely make sure at the beginning of your project, you have a really clear idea of what that is. You also want to know the schedule. Somebody somewhere, determine the project to be 28, 6 months, a year and a half project, whatever it happens to be. Make sure that you have a clear idea of what that schedule is so that way you can make sure to deliver at whatever timeline is originally estimated. And we all like to get paid at the end of the day. So make sure you know what those payment terms are. Are you having something where you have to do a series of milestones? Are you on a flat fee? Whatever those payment terms happen to be. You want to make sure as a project manager you know what those are. You're lining those up and your project plan works accordingly as it's originally approved. We then need to make sure that as project managers want you to know what's in that contract, we're very, very organized. We seldom brought our team into place yet. We probably haven't made a lot of contact as a project team in the client. It's really important that we make sure that we get very organized. Think of it as starting a quest. What are the rings, fellowships of this way to many metaphors? I'll stop that train. But we want to make sure that Alison's able in this project that she was just assigned to create an atmosphere of transparency and collaboration throughout the project. At Palatine we like to use JIRA. It's a great system to be able to organize at a very granular level and also at a higher level so people can see what's going to be delivered and when. We also use RedMind in the past, which is a similar ticketing system. I've used on projects before Trello for allegedly use base camp. There's various other ways as project managers we can make sure that everybody has an understanding of what all the work needs to be and how that work is going to be handled. So making sure that you have that tool set up and it's in place for everybody right off the bat as a huge help. I'd also like to immediately start a risk law. So those things that we had as assumptions or things that were exceptions make sure that that's all documented. If something goes wrong, what's our mitigation strategy? At the beginning of a project it's a lot easier to figure out, well if this feature blows up, what are we going to do? So making sure that you have those things documented and it's in a visible way right off the bat is great. You also make sure you're tracking your time. And you definitely don't want to bring team members on or if the first meeting you're tracking is not worth a long time without meeting. So making sure to set that time tracking up initially is great. A project manager is going to be a key person for communication. So making sure that we've got tools in place, whether that's Slack, you might pick up the phone, I don't know. Whatever those communication paths are, making sure that you've got those documented and making sure that you have a really great way to do that. And then we also like to use lots of Google folders for all of our project artifacts. So six months in, you know exactly, hey where did that wireframe go? Where were those notes or whatever we're working on? You want to make sure that that's all in a nice easy spot and finding many different tools around there but Google folders seem to be the trick pretty easily. And they're very, very shareable. Once Allison's gotten her team organized, she wants to make sure that there's really clear communication on what everybody's roles and responsibilities are. You don't want to get several weeks into the project and everybody's pointing at each other going, hey where's kind of like those girits I guess. Figuring that out right off the bat, having a clear idea of what those are and then making sure that everybody understands that. So a couple key questions that are really great to start a project off with I found are asking who's in charge of the overall vision. Sometimes as a project manager that might be us. Might be a strategist. Might be an executive sponsor. But whomever is going to be that driver of the overall vision.  Who's going to actually sit down and write those? It's a year, year and a half long project. That's going to be a lot of user stories. Probably want to budget some time for that and know who has to do that or which team is going to do that. Are we going to be having split schedules and then also do we have the resourcing in place? Can we make sure that everybody has the amount of time they need to be the work that they expect to do? So getting back to this project it's an end to end project that Allison has just assigned. It's a higher ed client. We're going to have a six member team and halfway through we might decide I don't know, call it an intermission. Halfway through we're going to have a little bit of a break. And then we've also got a team member who's going to be on vacation pretty soon. So now that Allison's got all the ducts in a row she understands her contract. She's prepared for all the work that's to come. There's a schedule for feds and designers. I got dashboards set up for my client. My spreadsheets are flyin' they're on Google Drive. And I'm told the deposit check finally arrived. Oh what an organized project.  I've got a wonderful fit. This project will be... In case you're wondering Chats are not necessary in every project.  So once you've got your team organized you have a good idea of what's in your contract you generally want to lead directly into one of your kickoffs. It's the first time that your full project team will be meeting with the client team. You want to make sure that you're taking a really good chance to get to know the project to understand what's going to be a part of it. And our PM's play is going to get pretty full pretty quick in here. You want to make sure that in your kickoff you do a couple of key things. You want to make sure you're defining the goals of your project. And you want to make sure that the shared understanding person A might think one thing person B wants another thing. You want to make sure that the actual project plan is a really clear idea of what it is. And again, making sure that there's consensus. You don't want a whole group of people in a room to walk away from your kickoff meetings with different understandings of what you're going to deliver at the end. It's not going to set anybody up for success at that point. You want to make sure that you're listening and learning along the way.  People that know their content really well and know what they're trying to achieve and our goal when they pick off and that first time meeting with them is to really get a key understanding of their expectations. There's a couple of things that, again, we talked about were excluded. Making sure that everybody understands those and any risks that are going on. But at the end of the day, it's about building trust and relationships with your clients. As a project manager, you want to make sure that you're studying the agenda. You're helping working with your team to set that agenda. You need to determine which meetings you need. Make sure you get the right stakeholders, and so I'm probably too sick for that. So as a project manager, making sure that all of that happens in a very detailed way. Plan different exercises and making sure that everything is clearly understood. These agendas can sometimes get pretty detailed. In the links that we'll give you at the end, we'll give you a downloaded copy so you're welcome to use our templates if you'd like to move them forward. But as much as you're really getting into all this agenda planning and learning about your client, you need to know your client. Getting to know you Getting to know all about you Sticking out exceptions Drawing a lot on whiteboards Getting to know you Writing your thoughts down with more Because of these new things I'm learning about you Different exercises that we're going to do as a part of most of our onsites. My favorite is empathy mapping which Allison just sang about. Take a sheet of paper, split it up into a couple of different regions. Seeing, saying, feeling, doing. Put yourself in the position of any of your personas. So if you're working on a higher ed client, think of potential students that are coming there. What are they seeing when they're going to your site? What are they feeling? Again, project managers, we love sticky notes and we love markers. We put down different thoughts about what that might be. And really gaining an understanding of what your different personas are really early. We'll help make sure that everybody kind of understands what's going on in the project. It's a really good idea when we start prioritizing features or different wording and different phrases. And the tool can end up being really, really helpful. Our project manager might also lead an information architecture workshop which is making sure that we have a clear idea of what the different labels and menus are in our site. How all the content fits together and interacts together. And it does have a little bit of an opportunity to have more sticky notes. We find though that also on all of our kickoffs and all of our onsites, the more we can build collaboration, the better off we are. You're able to get a better understanding of what your clients needs are. And the more that you're able to work together, you find that the possibilities really become unlimited. Together we're unlimited Together we'll be the greatest team there's ever been. Joe cites the way we planned them If we were in tandem There's no site we cannot build Just you, just you and We're just going to leave that one up there for a minute because it makes me happy. We started off small at the beginning talking about very beginnings and you need to know your client. We broke up into a series of big exercises Entity mapping, architecture workshops. And then it's really important at the end to again bring it home make sure that you've got a small set of takeaways that you're able to work through. A couple of different workshops we found are great at the very end. My favorite is the one up here on the right. It's the number one thing that Paladir needs to get right. If you're able to work with stakeholders and you're able to identify that number one thing document that number one thing and then keep referring back to it you can make sure that you have a better launch and really helping you make sure that everybody is all together. A couple of other tools that we find to work out really well are asking people to really identify what's in, what's out. We like to make sure that kickoffs and those types of meetings definitely spur the idea that really great ideas can come from things. Sometimes those might need to be a phase two or phase three or phase, that wasn't fine yet. So making sure that we document those as early as we possibly can. And then also most projects come down to a couple of key things, quality, scope, budget and time. We like to make sure quality is not the thing that we ever let slip. But sometimes it's your scope that has to get smaller because of your time or your budget. So talking directly to the client to go hey you know what, time scope or budget which are those ones is the key piece. So once you're done with this onsite and this kickoff meeting you're now able to really start kicking into our project. And everything's going to start going smoothly. We've got our scheduling in place from our getting organized, we know our contract really well. And then we've got that one aforementioned vacation that we talked about for one of our developers. Our PM's going to have to juggle accordingly.  We've now moved into our strategy and discovery phase. We've gotten organized, we have a key idea of what's going on in the project and now we need to really dig out the best way to make it work. We generally do that for our strategy and discovery phase. Our PM's job is now shifting a little bit. We tend to have a strategist who takes much more of a lead in this phase of a project. So our PM's job is really making sure that she's able to remove blockers and she's able to keep the team moving. A couple of different tasks that our team members might be doing might involve content strategy, auditing all the content to see what we got, working on taxonomy or user mappings. We might start working through Google Analytics to see different data that are on the site and how users are interacting with the site as it is right now. We might start working through usability testing and different surveys of the audience and if clients have past research, definitely want to be able to dig into that. Our development team might also start working on some foundational development work, making sure that we're able to start a project and we're able to have the specs and also starting to figure out what different fields would be a part of the project. Our PM during this, and you're going to hear this a few times as we move into other phases, but our PM's job is making sure that she's able to help the team gather the data they need. Also making sure that she's able to help analyze that feedback from the client and making sure that there's unblocked problems, really keeping things moving along. For this project, we're working on a higher-ed client. We know that there's going to be a couple of key performance indicators and things that are going to mean jobs on this website. For a higher-ed client, often these tend to be how do we make a pathway to applying online, signing up for campus tours, filling out financial aid forms. It's important to know all of these things at the beginning of a project, exactly the jobs we want the site to do. Allison knows a lot about higher-ed space so she's in a good spot to measure the project. $25,600 million We're 25,000 users each night 525,600 minutes How do you measure your KPIs in bounces, in sessions, in page views, in traffic entry in exits, in brand or type of device 525,600 minutes How do you measure your KPIs portions of time? We also have a clear idea of what the site is going to be doing and how we're going to measure it. We like to move into our design phase where the team really works to make sure that we've got a visual interface that works in tandem with the strategy that we've identified. We have a couple of key phases or parts that we are generally going to be taking in the project when we hit the design phase. We generally start with style tiles. These are not layouts. Think of them as those mood boards you see on HGTV where they've got a nice different colors and different patterns and textures. We do the similar thing with the website where we try to show what types of fonts, what types of wording, photography we might have. Get an idea of the feel of the site that we want. When we start working through design concepts we'll start with some wire phones. These are our layouts where you show hierarchy. Generally these won't have font treatments or photos in them, but it really meant to go is this bit of information more important than this bit of information? We jam those two together and they become our design talks. At the same time our clients are going to see in probably a Photoshop or Illustrator form what a couple of key pages at home page or something else might look like. We move directly into prototyping from there where we try to spend as much of our time in design as possible. Where we provide a living style guide where clients are able to see what it's going to look like on mobile and tablet forms as well as desktop, of course. You can see how those all come together. Our PM, like we talked about before, is still making sure that we're scheduling all of your meetings. We're really unblocking everybody to make sure that there's no log jams in the system. We're also making sure to document all of the decisions and making sure that things keep moving. So as the process starts to come to an end Allison's scheduled meetings with the clients and stakeholders to present work and everybody's going to be super, super excited. But unfortunately, as with all Grand Brock operas we're bound to run into an evil thing and our first one is going to be this approval from our state holders. So just when things seem like they're going to be smooth sailing, one important stakeholder might give a problem. And our part of our PM's job is to help inform the internal and external teams exactly how we made the decisions that we did to get where we are and figure out how we're going to keep moving forward. Our crafty and diplomatic project manager has to navigate some tricky waters. So really, how is she going to play cave all those voices in the room? Our client seems to have some fears that our direction isn't clear perhaps their needs aren't being fully met. This is the time to keep in mind that ass is on the line but they need to know we've got their back in so pointing to all the research helps the stakeholder to calm down calm down having open conversations helps that stakeholder to calm down it's the most efficient way efficient way Once we've gotten over that hurdle and the line phase is complete, the client is happy and we're trying for that break in the middle what do we call it? Oh, that's right an intermission. What do you think he's got way? He's going on better. I don't know where he got the people with that. Where he got the people with that? I'll say mine. How's Hank? He's doing well.  I'll figure it out. He probably should get started. The client's not back yet. They're not back yet? They're not back yet. All right. Last time on project management the musical we started by understanding the contract of our project we moved directly into a kickoff an onsite meeting where we really tried to gain consensus and really get to know the client. We moved into a strategy and discovery phase where we learned to measure the site and then we moved into a design phase where we might have needed a little bit of sugar to help the project go down but we were able to get through that with our crafty and diplomatic project management. Now we're ready to move into the next phase of our project which is the development phase we're going to build the dang thing. Allison has now started to work with our team to make sure that we're able to start setting up all the development processes and to make sure that we're able to start voting for. And this is really where our lead engineer and the development team really get to start their stuff. At Palantir we like to work in an agile process where we set up two-week sprints. We determine about how much work we can get done in that amount of time. Work with a client to prioritize that work. Work through a two-week sprint where we find this really helps to make sure that we're not too far off track. We're not building anything they don't need or we're not showing something that's whack-a-do. And then making sure that we're able to fix if there's any issues. I always like to tell people you're only a sprint away from getting anything that needs to be fixed. Working in an agile frame really helps with that. During this time our team's going to be working on a couple of different things. They're levels of effort to different tickets. You might say this one's going to take about a half a day or a full day. I've worked on teams before that did this in t-shirt sizes where you're like this is extra small or this is a 3XLT. So it really depends on how you're able to figure out how much you're able to take on and really let your client know that in this period of time we think we're able to work on this much. Our team's going to be helping our client assess what can be done, what's the best priority order for them so we're not confusing Drupal or we're not putting a card before a horse. And we're really helping, like I said, to make sure that those dependencies are set. Our team's really going to be spending a lot of time creating the site. They're going to be building, they're going to be doing testing and deploying. Throughout this time our PM's going to be responsible for managing a pretty regular schedule where each day we're going to be meeting for about 15 minutes in a meeting called a scrum where each day we're discussing if there's any blockers and that really helps to make sure that nobody spins for too long without being able to get help or that nobody's running into any problems. At the beginning of each, or excuse me at the end of each one we're going to be doing a demo and a retro and then we also meet as a team where we go alright what are the things that we want to take on? Do we have tickets that really make sense? Do we have tickets that are actionable? And making sure that we're going to go forward? You know Joe, this job could be systematic. Yeah. Automatic. Yeah. Never bureaucratic. Yeah. And we're sprinting. We're sprinting. User stories are being finished one by one. We're sprinting, yes we're sprinting. Completed until work gets done. We're sprinting, yes we're sprinting. He's going to leave. We're sprinting. We're client during this time while we're singing and doing whatever that is. We'll be helping to set acceptance criteria. How do we know that this particular ticket is done? You want to make sure that that's documented early so that way you have an appropriate level of that program and when you're having conversations with the QA team, you're having conversations with anybody you know what your aim is for. We'll begin with the ending in mind. Sometimes it might be more important to have a certain type of page completed before another one and that's not something that's easy for us on the agency side to be doing. It's really something we want to make sure we're helping the client be able to provide what value there is. Many times our clients will be doing internal backups. We'll do one as a team and we might do a couple of follow-ups but there might be dozens and dozens of stakeholders and our client team might be really helping out with a lot of that. And in the best projects we find clients working in our daily meetings the more that they are interacting and they see what's going on in a project the better that we're all able to work together to make sure that things come together. But again we're going to run through another villain in this Randall offer. This time it's going to be scope creep. This is what's going to happen when our clients are going to practice a little bit too much into a project. And our PM and our lead developers really need to be on their toes to make sure to watch for this. They might need to go back to some of that documentation from the very beginning where we laid out a lot of things that were in and out. So how does Allison really work through this? Sometimes she might refer to the SOW. She might go back to some of the documentation that we had on the original strategy and really help to guide why something was not included or why something was down in a slightly different way. But sometimes unfortunately there's always that time when you just have to sometimes say I don't know, let it go? Bow the scope, bow the scope you can't let this creep anymore Bow the scope, bow the scope lack of funds you can't ignore I don't care what my fund At this point we've had a project for a decent amount of time right that contract in the very beginning was weeks, maybe months years earlier so the team's got to keep moving and Allison as a project manager that has to be that cheerleader helping drive everybody moving forward helping everything continue going on making sure that we're still communicating well we're still documenting what we need to have and that we're not putting up walkers and that she's able to help not move down to make sure the project keeps going forward but alas, it's bound to happen especially just before you're about ready to launch something it's definitely going to happen in a few years, it's bound to get sick it's going to be heartbreak and Allison's going to have to manage the project with fewer points and just my next expectation as soon as Kenny recovers we're finally ready for that whole best part of this whole thing and that's launch launch so thankfully after we battle all that scope creep we've gone through so many different phases since the very beginning of this thing and we're able to talk about this loud, proud and high above the pride I know, this isn't the end project manager still has one very, very important thing that she needs to take care of and that's making sure that we have this new retrospective effectively you want to make sure that as we're moving through each project as we're doing each increment on a project that we're regularly talking about ways that we can improve there's three basic questions that are great for a retro and this can be as a part of each individual sprint and definitely a must-do piece at the end of a project you want to ask what went well what are the things that in this project we're super proud of communication, whether that was the design process, strategy process Allison singing, whatever it happens to be we want to make sure that we document what went well we also want to talk about what could be improved my singing my dancing but we also want to make sure that we're able to talk about the things that didn't go quite as well in a project so we are able to fix those next time around and then also one of my favorites is what can we do to inform the next project what are the learnings that we have really cool technical implementation it might have been a really awesome project management thing that we did but making sure that we document all of those things as we have this meeting Allison's job in that is really making sure that she's jogging everyone's memories of what just happened you've done your job right and you've had everything come in right there's a good chance you might be able to have your client come back which is a really really great thing to be able to do managing your inside sales pipeline is easier than managing going out and getting new clients it's also kind of a sense of pride when you're able to have somebody who love working with you so much they keep wanting to work with you so the more that you're able to stay in touch the more that you're able to work into support we're able to do small updates the better off it's really going to be for your project but you really do have to keep in touch with your client it's never really good bye so we started with hello so we're going to end with hello it's me I was wondering if after all this time you'd like to meet to hire us again you have a Drupal 6 site it's always not supported hello come here and thanks for coming we do have to go to our Drupal our session page you can download our agenda risk law content audit you can also download the slides from here if you have any questions you have on those and we're here for a few more minutes so folks have any questions singing or you're the one who said let me get a refresher well she's prepping does anybody have any questions about project management I can't do the singing you heard that so as a PM how many projects are you managing generally I might have 2 to 3 presently I have 2 and then I work with other project managers to help on their projects I do about 2 to 3 our project managers also sometimes will be managing support clients they might have 1 to 2 larger active projects and then maybe 3 to 4 support clients that they're regularly working with what other cities are you touring this is our finale but we're on the internet as everything goes so one of the big project challenges that I've run into at a bunch of different organizations from the clients I'd rather come from the the rest of your organization that develop their scarce resources and very often somebody gets pulled off on another project or resource on a very hard time so do you have any advice for the shops out here or how to control their resources so that they don't mess up their own projects that's a sticky point resourceing is never fun but I mean the less disruptive you are your project the less onboarding you need to do to better offer your clients what I like to do is if I am going to lose resource on a project or with people the best thing you can do is just be as open and transparent as you can like hey we're losing Allison on this project for a couple of days our expected output for this next is going to reduce by this amount we can look at other ways to augment staffing maybe at a later sprint or we can extend the timeline that project management triangle time scope budget whichever one is adjustable often if somebody gets pulled off it's hard to be able to pull anybody on so it really just kind of becomes one of those conversations that you have to have in your project do we reduce our scope do we elongate our timeline or do we look to bring other resources in it's never a fun topic but that's the best way you can do it I found you don't work I have a bonus song since it's DrupalCon just in case we were going to open with it but we got scared to change it up this was going to be our opening oh oh oh look at this room here to consume some skills today oh oh oh I've got my props and my partner Joe I'm ready to go our hashtags are sweet and helpful when you tweet to tell DrupalCon that our fashion rocks and oh oh oh visit our booth so you can get some cool palette to your socks good morning


Autolight and its 96,000 dealers present. Suspense. Tonight, Autolight brings you the story of a man who tries to commit the perfect crime. Overdrawn, starring Mr. Dick Powell. Well, hi, hollow. Well, Stanley smart. Baseball's brightest brain and most magnetic manager. How's the car, Stan? Ah, batting zero. No power at all. And it rides rougher than an empire's decision. Sounds like spark plugs might be causing you trouble, Stan. You mean they could make my car act as nervous as a rare's rookie hollow? Sure. Why not visit your neighborhood Autolight spark plug dealer? He's got the exclusive Autolight plug check indicator to tell the exact condition of your car's spark plugs and whether they're right for your style of driving. And if cleaning or adjustments are needed, your Autolight spark plug dealer has the tools and equipment to give you the best spark plug service money can buy. Eh, but hollow. Suppose replacements are needed. Then he'll replace those worn out spark plugs for a team of ignition engineered, resistor type or standard type Autolight spark plugs to give you smoother performance, quick starts and gas savings. So friends, take a tip from me and see your neighborhood Autolight spark plug dealer soon. And remember, you're always right with Autolight. And now with overdrawn and the performance of Mr. Dick Powell, Autolight hopes once again to keep you in suspense. The next time you walk into a bank, notice the guy behind the window. For 17 years, I worked in the bank, took it in and doled it out. And there was never a day that I didn't feel like a dead ant in a jar of honey. When the feeling got hard to handle, I'd bore a week's salary on a blonde or a new suit. But it didn't help.  Sure, you can push them away, but what do you accomplish? You just have to reach a little farther. Mr. McPherson, the president of the bank, valued my efficiency at a premium. Whenever a new man was hired, I was elected to show him the ropes. Mr. Graves, this is Mr. Robert Farley, our most experienced and conscientious teller. He'll see that you get off on the right foot. He'd pat me on the back and leave me to explain the rules and regulations to some wet-nose kid fresh out of college. Hope you don't mind me hanging over your shoulder, Mr. Farley. Oh, hang anywhere you want. Huh? Nothing. Mr. McPherson tells me the procedure here is pretty strict. I wouldn't want to make any mistakes. Oh, it's not too bad, Graves. Pretty much the same as any bank. Just make sure you write your figures clearly, and, uh, oh, the old man has one particular fetish. Be sure your initials are legible. Sure. A few years ago, we had two tellers with the same initials. There was a deposit error, and nobody could tell which one made it. They both got fired. Want some coffee? I don't like to leave before I... Oh, I always bring a thermos. Hand me that briefcase, will you? Oh, sure. Uh, grab yourself a paper cup. That drug store gives me indigestion. Hope you like it black. Yeah, black's fine. Thanks. Been here long, Mr. Farley? Started as a messenger boy when I was 18. Watch out. It's hot. Makes sense. Who wants cold coffee? Get the picture. As monotonous as 50 miles of dirt road, unless you've got patience, I had it. And for 17 years, I'd bet my patience on the longest shot in the world. If it happened, I was ready for it. For 17 years, I got up in the morning, filled my thermos with coffee, put it in my briefcase, and went to work.  Then one afternoon, as the minute hand on the big bank clock jumped from 259 to 3, it paid off. I'd like to cash a big check. How big? How much have you got? What?  He was a big man in a trench coat, and he held a gun pointed right at my chest. I looked down the line of windows, and an armed man covered each wound. Everybody move, this is our home. Hurry it up, buddy. All the money you got in the drawer. I reached for a stack of thousands and watched him rake the money into a leather bag. I kept handing him money, praying someone would get to the alarm. Come on, let's have it faster. Get that guy into the floor! Fast. Everything happened fast. Pete Johnson was the guy who turned in the alarm, and I was down on his face, his life running out all over the floor. Everybody was crowding around, Pete. Everybody but me. I remembered those patient years and moved like a machine. I grabbed my briefcase, stuffed it with the rest of the money from the cash drawer. Tens, 20s, hundreds. It was a matter of seconds while the hysteria kept everyone else too busy to notice. Then I closed the case, put it back under my counter. I took a deep breath and joined the crowd, standing around Pete Johnson. What'd the guy look like? Well, uh, officer, he had a trench coat and a hat. What color was the hat? What color the coat? Well, the coat was tan, I think. The hat green or gray. Did you get a good look at his face? No, no, no. I was too busy looking at his gun. Well, we've got pretty good descriptions. You can send everybody home. We've got about 80,000. Your window took the biggest loss, Farley. Oh, well, he cleaned me out. I'm sorry, Mr. MacPherson. Can't be helped.  I'll see you in the morning. Yes, sir. Mr. Farley. Huh? Oh, uh, what is it, Graves? I just thought maybe you wanted to lift home. No, thanks. I'm still a little shaky. I think I'll walk it off. Thanks just the same. Sure, Mr. Farley. Anytime. So far, so good. About a 50-foot walk to the front door and I'd be on the street, easy street. But I took my time. Too close to look anxious, too close to attract attention. I closed the drawer, reached down, and stopped. My fingers inches away from the leather handle on the briefcase. At the front door stood two policemen. They'd stopped one of the tellers and were questioning him. Asking him about a lunch pail he was carrying. They made him open it and I got sick. I'd never make the street with that briefcase. Suddenly, everything seemed mixed up, confused. I grabbed my coat, headed for the door. I had to get out, run, forget the briefcase, and save myself. All the way across the bank, I kept telling myself, relax, slow down. Hold on, mister. Uh, what's the matter? Just checking. No packages, huh? Uh, no. Okay, good night. Good night. Mr. Farley. Mr. Farley. Hey, you. What? I'm not calling you. Mr. Farley, I forgot your briefcase. You wouldn't have had any hot coffee in the morning. Oh, yeah. Yeah, thanks, Graves. Got your briefcase? Yeah, why? What's in it? Well, an empty thermos. Better have a look. Mr. Farley. Uh, yes, sir? I hope you weren't upset about your window. Oh. Uh, this officer wants to check my briefcase. Your briefcase?  I've vouched for Mr. Farley. Been with me 17 years. Okay, Mr. McPherson. Thank you, sir. Can't trust you. Can't trust anybody. Oh, that's all I wanted to say. See you in the morning. Yes, sir. I'd made it.  Can't trust you, can't trust anybody. I went up the steps of my apartment like a kid on his way to a taffy pole. Once inside, I locked the door and opened the case. I walked to the bed and dumped it. House Beautiful should feature it, a crazy quilt of money. I counted it, $28,311. I counted it again and took a nap. I looked at the clock on the nightstand, 7.10. I'd been out about a half hour. Somebody was knocking at my door. I shoveled the money back into the briefcase and put it under the bed. Who is it? Graves, Mr. Farley. Can I see you a minute? Oh. I'll be right there. Oh, you've been asleep? Yeah. Didn't mean to wake you up. That's okay. What's on your mind? I stopped off at the corner market. Bought a fifth. I thought they only sold milk and quarts. Oh. I thought maybe you'd want a drink. Now, why did you think maybe I'd want a drink? Oh, I'm sorry. I just wanted to talk. I'll see you in the morning. No, wait a minute. Come on in. Come on. I could use a drink. I'll get some glasses. Make yourself comfortable. Thanks. Uh, what's the occasion? Oh, I just thought you might still be a little upset after that holdup. Upset? Yeah. You were pretty nervous. Oh, yeah. I guess I was.  Thanks. This okay? It's a blend. Sure, sure. No soda? Water all right? Yeah. Fine. Well, cheers. Cheers. Mr. Farley. Yeah? What are you going to do with all that money? What? That money you put in your briefcase. What are you going to do with it? You are your mind. I saw you. If you haven't figured out what you're going to do with the money, I could sure use some of it. He sat across the table from me, smiling like a young rattlesnake in a rabid pen. He took out a cigarette, leaned back at his chair and lighted it. He blew the smoke across at me in a long, thin stream. I could feel it panicking in. The smoke spread out and hung over the table. 50-50, Mr. Farley. I think that's fair. Half of 17 years. He was asking for half of a lifetime, and I couldn't spare it. What do you say, Mr. Farley? No. Okay. Wait a minute. Yes, Mr. Farley? Change your mind? Yeah. Well, good. Let's have another drink. Sure. Say when. Hold it. That's fine. Cheers. Cheers. You're too young to drink anyway. The light is bringing you Mr. Dick Powell in overdrawn. Tonight's production in radio's outstanding theater of thrills suspense. I'm happy as a pennant winner now. Oh, you visited your neighborhood auto light spark plug dealer, eh, Stan? Oh, you bet I did. He checked my car spark plugs with that famous auto light plug check indicator, and he found that they were as worn as a catcher's mitt after a double header. So he threw out those worn out spark plugs for a set of ignition engineered auto light spark plugs, eh? You bet he did. That takes off like a home run, operates smooth as a double play, and really goes the distance on a tank of gas. Well, that's because ignition engineered auto light spark plugs are designed by the same auto light engineers who design coils, distributors, and all the other important parts that make up the complete ignition systems for many of our finest makes of cars, trucks, and tractors. Auto light spark plugs are ignition engineered to pitch perfect performance and catch the praises of smart motorists everywhere. You know, hello, I'm gonna tell all my players to have their car checked regularly by their auto light spark plug dealer. Yes, Stan, and have worn out spark plugs replaced with either standard or resistor type ignition engineered auto light spark plugs, because even as the umpire knows, you're always right with auto light. And now auto light brings back to our Hollywood soundstage Mr. Dick Powell in Elliott Lewis' production of Overdrawn, a tale well calculated to keep you in suspense. For a minute, nothing was real. Then gradually, I started to think clearly again, more coolly and smoothly. I got the keys to Graves' car out of his pocket, packed a bag, and grabbed the briefcase with the money. I carried him out to his car and locked him in the trunk. Then I went back for him. It was dark. I got him over my shoulder and went out the back door to the alley. I got him into the car, propped him up at the seat beside me. He looked like a college boy after a big game celebration like he'd wake up any minute and say, stop the car, I don't feel so good. A few miles outside of town, there was a reservoir. I pulled up a few feet for the edge and sat there a minute, smoked air, cigarette. I didn't get there, go too fast. Had to know the next move.  It was the least I could do. I grabbed my briefcase and bag, took the break off and shoved. The car slid into the water in a slow, smooth glide. Leaving at gate 3 for Ventura Santa Barbara, Monterey follow out the way. We asked a bit of hurry, and we thought, thanks. It was dark in the bus and too many people were using the air.   Hold it, will you honey? Thanks. Oh, stuffy in here, isn't it? Yes, it is, going far. All those fish places on the walk, you know. I've never been there, but I've heard about them. You've never been to San Francisco? Oh, you've got a kick coming. It's not much when the sun's out, but at night it gets enough like New York to be just great. You'll love it. Of course, I don't know anything about you, but... Oh, you don't have to. We're starting even. What's your name? Betsy Clark. Mine's Adams. Arthur Adams. I'm a used car salesman from San Diego. I'm taking my first vacation in five years. And I'm glad to know you, Miss Clark. There were times during the trip when I shied away from her. I couldn't possibly be lucky enough to pick up a right girl in such a wrong place. But she got to be important to me just by being there. I didn't want to be alone. We got to San Francisco about 8 o'clock the next morning and I felt panic again. She'd leave me now and go to her cousin, leave me in a vacuum the whole hands with a briefcase in the past. Where are you going to stay, Arthur? Well, I don't know. Some downtown hotel, I guess. Any suggestions? Well, there's a little place on Gary. It's clean. The price is right. Sounds fine. What's the address? 354 South. Come on, we'll take a cab. We? Well, unless you want to walk. It's a good 10 blocks. I thought you were staying with your cousin. I changed my mind. Besides, you're liable to get lost without me. These San Francisco streets can be very confusing. Oh, hello, Miss Clark. Hello, Pop. You got a couple of rooms? Sure. It's good to see you again. It's been nearly... This is Mr. Adams, Pop. Give him one overlooking the bay. He's never been here before. He can have... 411. Okay. How about me? 409? That'll be fine. I'll take you up.  There's a wonderful restaurant that serves stuffed grape leaves. We'll begin the tour with something exotic, huh? Great. Let's keep it that way. I'll be ready in an hour. I got settled in my room and had Pop bring me a paper. The bank robbery story was there, but that's all. In a day or two, there'd be more. I dressed for dinner, filled my pocket with enough money for a couple big weeks, then took the briefcase downstairs to the desk. All right. Can you put this case in the safe for me, Pop? Sure, Mr. Adams. Just a moment. I'll give you a receipt. Is this a house phone? 409, please. Hi. I'm downstairs. I had to put something in the safe. Okay. Here's your receipt, Mr. Adams. Cigarette? Mm-hmm. Oh, wonderful, Denny. Would you like to dance? I'd love to. You having fun? Mm-hmm. Arthur? Yeah? How long is your vacation? Three weeks. Why? I just wondered.  We kept dancing for the rest of the evening, holding her close with a smooth face next to mine and her hair smelling fresh and clean. Ever play king on a mountain? Scrap your way through a dozen kids and finally make the top?  The top of the mountain was mine and she was dancing with me up there and nobody was going to pull me down again. I thought about graves lying at the bottom of the reservoir with his head broken. They probably wouldn't find him for weeks. The next night, we went to the top of the mark. Gee, I'm sorry it's so foggy. We'll have to come back again so you can see how pretty it is. I like looking at the fog. I'm getting smoke in the fireplace. Look how it curls around the buildings. Cold smoke. Oh, I'm glad it's out there. Why don't we go home now, huh? Arthur? Why don't we go home now? No, not yet. Well, I don't think I want another drink. What happened to you all of a sudden?  Sorry, I was thinking about somebody. A girl? Hey, maybe you're married. I never even asked you that, did I? Who are you thinking about? What's not important? Just a guy who wanted me to sell out to him. I kind of wish I had. Had fun.  Come here. Yes. I think you're wonderful. I think you're wonderful, too. You better go in. Yeah. Steady as she goes. See, I'm a little tight. Want the papers? Love it. What a wonderful, wonderful evening. What's in the papers? Well, nothing much. Another investigation in Washington. I want to be investigated. What else? I want some man for murder. Oh, shame on him. Park floor, garden supplies, camping equipment, lingerie. I used to run an elevator once. In the department store, I run an elevator once. Now, you got my key. Wonderful evening. Good night, honey. I'll call you in the morning. All right. Good night, Arthur. Yeah? You didn't get me my papers. Sorry. Something wrong. Wrong? Don't be silly. I'll see you in the morning. You do that. Let's see. Good night, Arthur. I stood there in that lonely hall of the world coming down around my head. It was all in the papers. They had found the car with my fingerprints on the door. They had my description right down to the color of my eyes. They'd even checked the bus station. The ticket seller had remembered me. The last paragraph read, it is believed that Farley is somewhere in the vicinity of San Francisco. Oh. A park. Oh. Oh, yes, Mr. Adams. I'd like my briefcase. Oh. All right. Come on. Hurry, will you? Here you are, Mr. Adams. Thanks. I'll have to have your receipt. Oh, well, there you are. Just initial it. Hotel policy so we can show you got your case. Okay. There. Oh, thank you, Mr. Adams. I went up to my room, tossed the briefcase and the couch and went into the bedroom to pack. Had to get out, clear out of the city. I thought about Betsy and I wanted to take her with me, but I couldn't. How could I explain running, hiding? Sooner or later, she'd find out and I couldn't take that chance. I closed my suitcase and went into the other room. There she was, sitting on the couch, the open briefcase in her lap. So much money, Arthur. You must sell an awful lot of cars. How'd you get in? He left the door unlocked. It's all right. I locked it. Where'd you get it? I sell a lot of cars. While you're working in a bank? Oh, thank you for buying me the papers. All right, Betsy. Is that why you killed him, Arthur, for all this money? What do you want, Betsy? Must have been awfully rich. He wanted to get that way. How much, Betsy? Well, I guess I'm the only one who could really tell the police. How much? How about all of it? Well, I'll need some to get out of town. All right, Arthur. Uh, you can call me Bob. I like Arthur better. Here's $20. Think you better hurry. You know why I killed that man, Betsy? Because he had all this lovely money. No. Because he wanted to take it away from me. He wanted to take it away from me. He wanted to take it away. You hear me, Betsy? He wanted to take it away. Open up! How'd you find me? Pop call. He recognized you from the description in the paper. He got suspicious when you initialed that receipt. What? You were registered Adams or something. You initialed that receipt RF and he got the thinking. You made a big mistake, mister. Oh, force of habit, officer. That's what happens when you work in a bank for 17 years. Suspense. Presented by AutoLite, tonight's star, Mr. Dick Powell. Friends, this is Harlow Wilcox again to remind you that AutoLite is the world's largest independent manufacturer of automotive electrical equipment. AutoLite makes over 400 products for cars, trucks, planes, and boats in 28 plants from coast to coast. These products include world famous ignition engineered AutoLite spark plugs, which are carried by your neighborhood AutoLite spark plug dealer. See him soon and have worn out spark plugs replaced with ignition engineered AutoLite resistor type or standard type spark plugs for smoother performance, quick starts, and gas savings. And remember, you're always right with AutoLite. Next week on Suspense, our star will be Mr. Richard Widmark in Tell You Why I Shouldn't Die. To be followed on June 14th by Mr. Gregory Peck, who will tell you the truth about Jerry Baxter, all on Suspense. Suspense is produced and directed by Elliot Lewis with music composed by Lucian Moroek and conducted by Lud Bluskin. Overdrawn was written for Suspense by Blake Edwards from a story by Robert Platt. In tonight's play, Mary Jane Croft was heard as Betsy and Dick Crenna as Graves. Featured in the cast were Norman Field, Ed Max, Benny Rubin, and Joseph Kearns. Dick Powell may be heard each week on his own radio program Richard Diamond on another network. And remember, next week on Suspense, Mr. Richard Widmark in a tale we call Tell You Why I Shouldn't Die. You can buy world-famous AutoLite resistor or standard-type spark plugs, AutoLite state-full batteries, AutoLite electrical parts at your neighborhood AutoLite dealers. Switch to AutoLite. Good night. Skill, freedom, cooperation, competition. These are some of the factors that have kept America strong. To learn how and why our American economic system is the best, write for the free booklet The Miracle of America to box 10 Times Square Station, New York City. This is CBS, the Columbia Broadcasting System.


Welcome to tell sales tycoons. I'm Cody. This video is all about quoting a prospect how to do it when to do it Why to do it? Why not to do it when you shouldn't do it? Yeah, I mean realistically about you know building value all that is a very important part of the sales process But the quote that that's the that's the meat potatoes is the quote the biggest thing bigger than price and all of them Want to get to quote, but I'm telling you what if they're getting asking him prying for a quote I want a price. I want a price. They won't buy because they are trying to rush the sales process Ignore them. Tell them. Hey, I wish I could I promise I want to I gotta get a little more information So I know what's going on with you so I can give you the best quote possible and then proceed So tell me this talk about your health, you know, so but even more important than price what I was going to value Benefits and relationship. Yeah, well Trump price Every single time every day. It's almost true that price is irrelevant Yeah, literally nine nine times out of ten yet You're there are those people out there that legitimately have you know, they get seven hundred fifty dollars a month Their rent cost them six hundred and they're left with twenty two dollars at the end of the month There are those people out there. They're gonna get your manager approval to sell that. Yeah, it's under forty most people Objection or the price objection is is just a Again a knee-jerk reaction and so quoting them is very important And you have to know how to quote them when to quote them And that's probably one of the most important parts of the sales process because if you quote too early Yes, and you haven't built enough value then then it's not there the two biggest things if you haven't built enough value And if you haven't built a strong enough relationship if you ask they will not buy put yourself in their shoes We focus so much on building a relationship I mean we'll spend 10 20 minutes with prospects at least building a relationship. Yeah, because the relationship is the foundation of The sale. Yeah, it makes price irrelevant because When they connect with us and they trust us they like us they want to do business with people they trust if you focus on And show them how much you care. I say it all the time My wife says hey good things happen to good people focus on building that relationship and I promise The price will seem so much smaller.  And that's at the end of the day, you know that someone's gonna tell you hey I can only spend 20 bucks a month you spend 30 to 45 minutes with them Building the value building the relationship and at the end they're signing a paper for $75 a month policy Exactly. I've seen it happen a thousand times. This is how you quote This is why you quote but don't quote till you are comfortable that they Are gonna make a decision


Now we're ready to move to the back side of the worksheet and you'll notice a couple of things right away First of all, there's no grid shown on here. So we're not going to be graphically representing our vectors We're just going to do some math with our vectors The other thing you'll notice pretty quickly as if you start looking at these I don't have integers anymore See vectors don't have to be integers We used integers when we're working with the grids because it's easy to count out three boxes in two boxes It's a little bit harder to count out 2.5 boxes or 1.7 boxes But in physics the type of things that we're going to represent with vectors aren't necessarily integers So we do need to know how to work with these things even if they're not integers We're going to take this one step at a time though So we're going to start with this first one an a plus b vector again And I've got 3.0 i hat plus 2.5 j hat minus 1.7 i hat minus 3.2 j hat if I use the same sort of Lining them up as columns as I did on the last one It looks something like this 3.0 i hat plus 2.5 j hat minus 1.7 i hat minus 3.2 j hat and We take care of the i's together. So we've got three minus 1.7 Now notice I'm not subtracting vector b vector b just has negative components and so when I do that Adding a negative number to a positive number. I get 1.3 i hat for the j for the i excuse me and minus 0.7 for the j Now it's probably easier for you to write this out in this column format and Certainly, that's perfectly acceptable But I want to show you one other way you might see it now Just so I've got some room. I'm going to temporary delete this you don't need to delete what's on your paper I'm going to grab another way of representing this and then walk you through what it says So I take my a vector here the full a vector put it in parentheses Plus my b vector and I put my full b vector Now just like an algebra if you had three a and four a you'd regroup them together We're going to regroup the i's together and we're going to regroup the j's together So I've got 3.0 minus 1.7 for the i and 2.5 minus 3.2 for the j and then when I simplify it I get the exact same answer I had before So it's often easier for students to see them if they stack them up in columns But you can also write it out as one long line You just have to keep track of the fact that you've got both i's and j's and you have to group the i's when you add them And group the j's So just as I a comparison here you could have both methods on your sheet Or you could just have one or the other of these methods on your sheet