Unleashed - How to Thrive as an Independent Professional

Show Notes:

Melanie Espeland, a TEDx speaker and executive coach with 17 years of experience in strategy, operations, and coaching, she’s former McKinsey, and in this episode, she discusses the importance of executive presence and how to achieve it.

Communication in Executive Presence

In this workshop, Melanie explains that executive presence is important because it provides access to insider discussions, meetings, events, and happy hours. Access is crucial for success, and influence is essential for those with a purpose or vision. Executive presence allows for a balance and integration of power, authority, respect, trust, warmth, and likability.

Melanie also discusses the concept of compassionate authority, which she sees as a combination of power, authority, respect, trust, warmth, and comfort with the people you are speaking with. This external communication and ability to share thoughts and feelings are key to achieving executive presence. By understanding the value of executive presence and its impact on success, individuals can better navigate their roles and achieve their goals. Melanie explains that executive presence is a complex concept that varies across different personalities and people. There is no one-size-fits-all formula for expressing presence, as there are different ways of expressing it. Steve Jobs and Michelle Obama are examples of individuals with different styles, each with their own unique qualities. However, there are common threads or levers in executive presence that can help individuals build their personal and professional style that aligns with their strengths and personality.

Building Executive Presence

A structured approach to building executive presence consists of two pillars: the literal (physical, tangible) and the figurative (mental, emotional). Under each pillar, there are three common threads or levers: voice, body, and appearance. Voice refers to the speaker's voice, verbal communication, body language, posture, and physical presence. Body language, posture, and physical presence are also crucial. Application is the first impression, and it is important to consider how our appearance may impact our professional image and relationships. By understanding these common threads and levers, individuals can develop a unique and authentic executive presence style that aligns with their strengths and personality. The figurative pillar of executive presence is relevant for mid to senior level professionals as they move up the ladder. Authenticity, confidence, and vision are important for connecting with others and understanding one's strengths, weaknesses, wants, intentions, and motivations. Authenticity is crucial for connecting with others and making them feel comfortable. Confidence is different, as it involves feeling confident in oneself and being clear on one's goals. Vision is crucial for building an executive presence, especially as you get more senior.

Effective Communication for a Large Audience

To communicate effectively in large audiences, it is essential to understand media skills, such as how to talk to the media and communicate ideas consistently and coherently. As you become more senior, you will be thrown into meetings and need to control what people leave with. These six common threads or levers of executive presence can be divided into two pillars. By measuring up in these areas, you can identify areas where you have more opportunity. Exercises can be done together to practice these skills at home, starting with voice and body exercises. By focusing on these areas, you can develop new skills and improve your executive presence.

How to Improve Verbal Communication 

Melanie discusses the importance of voice and body verbal and nonverbal communication in executive presence. One technique that often surprises people is tongue placement exercises. She believes that the body is an instrument that needs to be controlled, rather than controlled by it. They encourage participants to try these exercises at home and see if they stick better after practicing with them. Tongue placement exercises help improve diction, projection, and warmth in speech. For example, in American English, the tongue tends to be in the middle, which can lead to a more accurate and clear voice. This is particularly beneficial for those who may be uncomfortable with their accent or question their pronunciation. Projection is the distance sound travels from the mouth, which is different from volume. This helps give the voice gravitas and resonance, giving it authority and warmth. Melanie provides various exercises that can improve diction.

In conclusion, voice and body exercises are essential for improving verbal and nonverbal communication. By practicing tongue placement exercises, individuals can gain a deeper understanding of their voice and body, ultimately leading to improved communication and overall performance.

Breathwork for Executive Presence

Breathing is crucial for a great voice and overall executive presence. Proper breathing is essential for delivering sound effectively and enhancing one's overall appearance. To achieve this, it is essential to focus on two aspects: maintaining proper breathing and mouth position during speaking. Filler words, which can be annoying or insincere, can be a common issue. To avoid these, it is essential to have more air coming in and out of the body, allowing for more air to be absorbed and not gasping for air. Melanie explains breathing exercises that help individuals can develop a better understanding of their breathing and voice, ultimately improving their overall communication and overall presence. She emphasizes the importance of proper breathing in order to maintain powerful, engaged, and present speech. T

The speaker encourages practicing this exercise at home, aiming to breathe in through the nose on 123 counts. If the exhale is short or uncomfortable, it may indicate that the speaker needs to work on their breathing technique. This can be likened to going to the gym to train your body..

Understanding the Confidence Flywheel

To gain more confidence, it is essential to have a sense of ease within oneself. People who have presence tend to appear grounded and confident, having clarity and ease about their actions. To achieve this, one can trick their physicality into ease, which affects their mental and emotional state. Techniques like breathing techniques can help reduce cortisol, heartbeat, and adrenaline, making the body think they are at ease. This change in mental and emotional state leads to increased confidence. The confidence flywheel can be used to showcase confidence, which in turn uplifts the confidence of the audience. The more confidence the audience has in you, the more confident your audience will be in you. However, the flywheel can also go in the opposite direction, making you appear nervous or unsure, which can lead to subconscious feedback and doubt.

Tricking the Body into Confidence

Melanie discusses the concept of tricking your body into confidence and using code words to trick your brain into bringing up past feelings or emotions in the present tense. This exercise involves thinking about a specific experience where you felt grounded or at ease, and thinking about your life as if it were a movie with a screenshot of that moment. The exercise involves walking through all five senses, including sight, smell, taste, hearing, and touch. Write down this information and create a code word cheat sheet for future reference. Once the memory is created, name it or give it a name, such as "Thailand." When applying the exercise in real time, remember the code word and the feeling of being at ease. The more specific the code word, the more powerful it will be. It's important to have nuanced language in your speech to avoid overtaking the activity or presentation. Try using different code words or memories for the same feelings, and record yourself on Zoom or with a partner or friend to see how it works.

An additional tool for using code words leading into confidence is using physical objects that remind you of the code word. For example, a cool stone on the beach can be placed on your desk, in your hand, or in your pocket before a big presentation. Pictures can also be helpful in remembering a day.

Pacing for Public Speaking

Melanie discusses the importance of pacing in speaking, particularly when someone is nervous. This can be achieved by having water next to you, as it is an elegant way to pause and recalibrate yourself. Breathing exercises can help slow down speech speed, as people often use filler words or keep talking quickly. Breathing exercises can also help slow down speech by taking deep breaths while taking a sip of water. To slow down, she encourages reading slowly and even more slowly than usual. This allows the body and mind to connect and understand that they can speak more slowly. Recording yourself reading at different speeds and practicing at different times can help determine the best pacing for your speech. Lastly, Melanie suggests verbally numbering points to help your audience follow along. For example, if you have three points to make, you can use data to make it easier for your audience to understand what you're trying to say. This helps give your audience a structure to follow along.

Melanie moves on to share certain techniques to communicate  well with others, including how to politely interrupt, how to indicate engagement, dealing with verbal fillers, and how to encourage conversation. This is followed by a Q&A session. 

Timestamps:

01:23 Executive presence and communication skills

04:43 Executive presence and its components

10:24 Building executive presence through voice and body exercises

16:16 Improving English pronunciation with tongue placement

18:41 Tongue placement for clear speech

24:39 Proper breathing techniques for clear communication

30:06 Proper breathing techniques for clear communication

35:03 Voice and body exercises for executive presence and confidence

37:43 Using ease and code words to boost confidence

43:07 Using code words to enhance memory and relaxation

47:09 Using physical objects for memory recall

49:43 Speeding up speech and managing pace

Links:

Website: https://www.melaniesespeland.com/

Website: https://espelandenterprises.com/

Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Show Notes:

In this episode of Unleashed, Alex Brueckmann discusses the concept of strategy and its importance in business. Alex states that strategy is defined as a set of integrated choices made to win in a chosen marketplace. It is not just about playing the game, but about creating value that convinces or influences customers to buy from the company. A good strategy should be cohesive and integrated, making sense together, and Alex explains what defines a good strategy. 

Defining Key Factors in a  Strategy

When discussing a strategy, it is important to understand what the company does, for whom, what they offer, and who their customer is. This information can help businesses define their niche, mission, and goals. The next piece of information should be a clear description of what the business will look like in the next few years. The end state of the business and the strategy cycle should be defined, with what will be achieved by implementing the strategy and what actions will be taken. By knowing what you do, for whom, what you work toward, and the few choices that make 80% of the impact, businesses can focus their resources on the most important aspects of their strategy.

Helping Companies Develop a Strategy

Alex talks about the process of helping companies develop their strategy. He begins by helping clients understand their playing field, recent past changes and challenges, and aligning them with what the reality looks like. He discusses future changes and challenges, dissecting them into opportunities and defining target markets and clients. Alex helps clients understand what they need to do to make clients choose them over competitors in various industries. He also introduces the framework of the nine elements of organizational identity, which is an integrated approach to understanding every aspect of an entity. This includes customer experience, who the company is as a company, and the impact they want to have by providing a service to the world.

The Nine Elements of Organizational Identity

Alex talks about the frameworks he uses to help clients develop a strategy, including the nine elements of organizational identity and how he has defined key factors into the inner circle, the middle circle, and the outer circle.

The Inner Circle Business Strategy

He talks about the inner circle of a business and what it  involves, including impact, mission, and principles. Impact is the change you want to create, based on your purpose and reason to exist as an organization. Mission is what an organization aims to do, and principles are the underlying values and behavioral guidelines.He explains how each element works and what the difference between impact and mission is. Iimpact is the change you want to create, while mission is what an organization aims to do. For example, a vehicle company's mission is to produce vehicles and sell them to a specific target group. However, the impact they create is deeper than their business definition. For example, producing affordable vehicles can be a game changer for families in third world countries, and having your own vehicle can also be a game changer depending on the security situation.

The Middle Circle Business Strategy

The middle circle is your business strategy, which includes a vision, choices made, and measurable goals. SMART goals are specific, measurable, and timed, but they lack specificity and, instead, hope that passion will carry them forward. To create a cohesive business strategy, it is essential to have a clear vision, intermediate goals, and visual representations, such as a strategy map. This helps ensure that the story you are telling with your strategy is cohesive and effective.

The Outer Circle Business Strategy

Alex discusses the outer circle, which includes management system capabilities and targets. This outer circle is likened to a scaffolding that prevents a business from breaking down again. However, without enabling everyone in the business to lead effectively and help individual contributors understand that their job matters, and help them achieve their individual targets. It also helps ensure alignment with company values.He mentions that targets should be both cultural and strategic. 

The third element in the outer circle is management systems, which help adjust organizational structure and processes to support change. These systems are designed to help the company stay stable and develop, but they are not designed for change. Therefore, building new systems and then removing the old ones is crucial to create strategies that support strategy, implementation, and culture.

Preparing the Foundation of Strategy Development

Alex emphasizes the importance of understanding the playing field and reality, as well as the diamond values that define who a business is. Diamond values are hard to alter, even under pressure, and are hard to lose clients if they don't align with the company's values. He mentions that the distinction between irrational and emotional culture is important, as it helps companies understand the difference between doing the right thing and talking about business and the words used to describe your playing field, and the emotional culture of the people within the business, and creating an environment that fosters a human-centric performance culture, where people show up at their best every day. This goes beyond just revenue generation and problem-solving, but also encourages employees to be the best version of themselves, knowing that working in a business that prioritizes them as human beings is a privilege.

The Role of a Strategy Facilitator

Alex discusses the role of a strategy facilitator in executive coaching and how to help customers create business strategies. He shares eight steps that can be used as starting points for executive teams, including executive interviews, foundation sessions, and strategy workshops. The foundation session helps answer foundational questions and aligns everyone's readiness to start a strategy process. 

He talks about the importance of transitioning from understanding reality and understanding oneself and values to moving towards the future. Facilitators must create an environment where honest and vulnerable conversations about strategy are allowed, allowing people to bring their ideas forward. Alex emphasizes the importance of helping people become stewards of the entire business, not just the marketing lead or sales lead. They should step away from their day-to-day jobs and become stewards of the entire business. Alex mentions a certification program for facilitation he is developing that targets both external resources like executive coaches and workshop facilitators, as well as internal resources like strategy managers and PMO managers who often find themselves in situations with executives where they facilitate and push forward the process.

Alex's book, "The Strategy Facilitator," was inspired by a conversation with Marshall Goldsmith, who had previously worked with Alex's marketing agency. Goldsmith offered to endorse his book, which Brueckmann describes as a kind gesture.

Timestamps:

01:02 Business strategy and its components

05:30 Strategy development and identity for businesses

10:46 Organizational identity and strategy

17:58 Implementing a comprehensive strategy for a business

22:38 Strategy facilitation and emotional culture in business

26:32 Strategy facilitation and certification program

Links:

Website: https://brueckmann.ca/

Book: The Strategy Legacy

Book: Secrets of Next-Level Entrepreneurs: 11 Powerful Lessons to Thrive in Business and Lead a Balanced Life

Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Show Notes:

Karen Friedenberg discusses a project she worked on to design an Intelligent Automation Center of Excellence for a Fortune 500 medical supply company. The challenge was that the organization was initially looking to leverage robotics process automation (RPA) technology to automate repetitive and manual processes. This led to the development of Intelligent Automation, also known as hyper automation.

Defining the Meaning of Intelligent Automation

The first step in this project was defining Intelligent Automation and defining its meaning. The client wanted to develop a center of excellence to coordinate efforts across the company to take advantage of new technology and benefits quickly and in a coordinated way. The center of excellence would serve various needs and be a resource for the organization. Karen explains that the first step was to identify the pockets within the organization where people were learning about robotics, process automation, AI, and chatbots. She then interviewed stakeholders to understand their strategic imperatives and goals, and a key understanding was to let business lead the way, not the technology.

The second step focused on developing the structure of the Intelligent Automation Center of Excellence (COE), its interaction with other teams, and the roles and competencies of the COE team. The COE team would be responsible for staying on top of the evolving technologies and coordinating efforts to leverage project management and program management capabilities in a coordinated way. One of the great things about new technology is putting it in the hands of the business and users, allowing them to solve problems themselves. However, there were challenges, opportunities, and fear to address,  such as change management and fear of the business starting to do this. For example, IT was beginning to fear redundancy in many of their roles.  As a solution to these challenges, it was necessary for the COE team to identify their mission, roles, and responsibilities.

The Center of Excellence Explained

The Center of Excellence (COE) is a team that works to identify and prioritize automation candidates in business units. Karen talks about the knockout criteria they use to assess if a process is an automation candidate and if it can be done within existing systems. The COE then uses a box prioritization matrix to assess the impact and effort of each candidate. If it is easier and less risky, it may be a candidate for a citizen developer role. Governance is also a key aspect of the COE's role.

The COE's role involves oversight and sharing best practices. They train and certify citizen developers to use new technology and processes, ensuring proper controls are in place. The SDLC (Software Development Lifecycle) is a model that aims to maintain flexibility and speed while ensuring proper controls.

People submit requests through various methods, such as email, phone, or using shared systems like Leisha shared through SharePoint and Microsoft tools. The COE's role is to ensure that the process is secure and efficient, while also ensuring that the right controls are in place to prevent unauthorized changes to code.

Discussion on the Design Phase of a Project

Karen explains that they are still in the design phase and it has not been fully executed yet. The vision was to analyze incoming requests and determine who gets help. The team is divided into a business lead and an IT lead who would work with business analysts to assess the project's feasibility. The group provide different levels of support, such as a half-hour conversation or a three-month project with a business analyst and consultants.The first step is to train the business unit citizen developer and to provide regular reviews to the client. The team would also provide additional technical, business process, and change management assistance. The goal is to help the client team navigate their blockers and be a centralized source for sharing learnings and best practices across the business.

Integration with The Center of Excellence

The COE is complex and interacts with multiple systems, including  project management teams and various departments across the business. The team would also be aware of other projects in the company and work with them to ensure each project is documented and shared within the ecosystem to share information across departments and projects as required. Karen discusses the development of an Intelligent Automation center of excellence and the marketing approach taken to promote the service.  The center consists of five people and is being promoted internally through business optimization managers. The company is taking a crawl, walk, run approach, starting small and growing. She explains that some barriers to the center include resourcing, funding, and fear of AI impacting employees' jobs. Organizational change management is crucial in these efforts, as it ensures sustainability and avoids unintended consequences for employees.

The Benefits of a COE

The company anticipates benefits from the center of excellence, such as faster deployment of technologies, reduced manual tasks, and cohesion of information. The technology has tremendous benefits, but the bigger benefit is the new ways of working that can be applied across various parts of the business. The center of excellence also helps in teaching new ways of working and chain collaboration between the business and IT.

Timestamps:

01:02 Designing Intelligent Automation Center of Excellence for a Fortune 500 company

02:22 Establishing an Intelligent Automation Center of Excellence

06:40 Automation and citizen development in a business unit

10:49 Implementing a citizen developer program

14:32 Implementing an Intelligent Automation center of excellence

Links

Website: https://www.piconsult.net/

LinkedIn: https://www.linkedin.com/in/karen-friedenberg/

Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Show Notes:

In this episode of Unleashed, the panel discussion focuses on the pros and cons of becoming an adjunct professor. The panelists discuss the motivations behind teaching courses as an adjunct professor, how to get hired, whether to teach in traditional MBA programs or other certificate or degree programs, the amount of work involved, typical pay, relationship building opportunities, project opportunities, and ancillary benefits such as access to datasets or research services.

The discussion kicks off with Adam Braff, a data analytics executive/advisor, shares his reasons for teaching, stating that the best reasons to teach are not practical instrumental reasons but more passion and love for teaching and believes it is a creative act. Mary Kate Scott follows Adam. She teaches at the University of Southern California, Marshall School of Business in the MBA program, and Keck School of Medicine, focusing on healthcare. She has taught the business of healthcare, innovation and health care, new business models in health care, entrepreneurship and health care, and medical device business models.

Mary Kate also shares her background with Procter and Gamble and later joined McKinsey for two years to become a better professor. She found she loved the position and stayed there for seven years, but she states that she found the joy of teaching to be both inspirational and fun. She enjoys the level of engagement and interaction in her classes.

Sven Beiker teaches Strategy Making in an MBA program at Stanford Business School, and also at a university in Sweden about AI and product development.  He discusses his experience teaching at Stanford and their passion for teaching. He began his teaching career at Stanford which led from a position as an automotive program manager. He also enjoys working with younger people, finding it intellectually stimulating. He has also found the position to be an asset in branding, and has found that it helps in terms of being considered as a keynote speaker from Stanford Business School. 

Mohannad Gomaa shares his experience teaching at US Navy PostGraduate School, which was motivated by a contract with a colleague and his subject matter expertise. He designed and delivered the curriculum. He has also taught in consulting colleges, and recently, he was authorized by the Association of Supply Chain Management to teach supply chain certifications, including the CSCP certified supply chain professional certification. This allows him to associate with a reputable knowledge body and meet with stakeholders interested in his work. He has also signed an agreement to be a consulting partner for the ACM, which will allow him to explore more opportunities across industries. He believes teaching is a passion that can generate revenue beyond the passion.

An adjunct professor at the University of Copenhagen shares her passion for teaching consulting and adds to her reputation for expertise in her field, but she finds teaching fun and energizing.  

 How to Secure a Position as an Adjunct Professor

The conversation also touches on how to get started as an adjunct professor. To do this, one should be flexible about the institution they want to teach in and focus on the dimensions that are necessary to their field. Many schools have executive MBA programs and masters of leadership programs and other programs  that are growing and need teachers who can teach their specific subject matter area and create and pitch syllabuses.

To reach out to the right people in these institutions, one should reach out to the Academic Director of different degree programs. This person will be responsible for the substantive side of these programs and can help with informational interviews. For example, if one wants to teach in New York City, one could reach out to HR or the dean of the school. Mary Kate discusses the benefits of adjunct teaching, including the joy of publications, networking, and credibility. She suggests starting as a guest speaker and gradually delivering classes, either shorter or elective, and eventually creating the curriculum. She also encourages reaching out to people teaching similar courses to your field to get started. She also mentions simply letting people know you are interested in teaching. 

Sven mentions that many full-time professors don't like to teach, but they are constantly looking for someone to bring real-world experience into the classroom, to interact with a class, and bring their knowledge to the table. He states that, there are continuing education programs at universities, such as Stanford, that offer continuing education programs on both the professional side of education. These programs can help students gain experience and develop their interest in graduate programs and could be a first step into teaching. Networking is a key aspect of adjunct teaching, and can lead to a board position. 

The Evaluation Process Revealed

The panelists discussed the typical evaluation process for teaching positions, including the need for specific credentials or certificates, and how to express interest. Having someone internally who can vouch for you can make a difference.

The first step in the evaluation process is to have a track record, such as a recording of a lecture, a written syllabus, and student evaluations. This ensures that when applying to another institution, they feel confident in their ability to teach a class. 

Compensation for Teaching

The compensation for teaching varies between $6,000 for a semester to 15,000, with a median of $10. The time commitment for creating a syllabus from scratch is around 200 hours. There may be additional benefits associated with teaching, such as subsidized healthcare benefits.

The panelists discuss the range of compensation, which can range from $1,000 for a 90-minute class to $2,000 for a two-hour class and could for a 7, 12, or 14 week program.  The first time teaching, the teacher takes over the curriculum and develops it, however, they could be writing the entire curriculum, which can be a lot of responsibility but also an opportunity to shape the educational experience for students. It is worth noting that the course can also impact your consulting business, as committing to a class every week can limit your consulting business if you travel frequently. In contrast, in-person classes can be more effective due to scheduling.

Another panelist, who is a Professor of Practice at Michigan State University's School of Business, states that the course is a salaried position, but it is not a full-time gig. The pay is based on a W-2 and a salary, which is a relatively small amount.

The Benefits of Teaching

The conversation revolves around the benefits of teaching and consulting, including inspiration, credibility, and carryover spillover benefits. Mary Kay shares her experience with getting clients and consulting project leads and converting leads into confirmed projects due to her credibility. Her students have become clients, and she concludes that the network is an enormous benefit. 

Adam suggests that teaching should be synergistic with consulting work, and that it is synergistic to his writing work and that he has adapted the courses he teaches to corporate training. However, in this situation, it is advised to focus on the language of contracts to ensure that intellectual property rights are portable to a corporate context.

Sven shares his experience with gaining project leads, which can be former students who become clients or organizations seeking advice from a professor who is also a consultant, and he has often been asked to be on the advisory board of startups by former students. This nurtures the network and gives the professor more standing and credibility. Clients often recognise the professor's expertise and reputation, making it a valuable asset.

Best Practices for Networking Opportunities

To maximize networking opportunities, Nick has found partnering opportunities with fellow professors. Mary Kate suggests connecting with other faculty members, attending university events, and partnering with fellow professors. She also shares her experiences of being wasted in the first semester of teaching and finding it difficult to find opportunities to meet with faculty members. 

Developing a Curriculum in Academia

The conversation turns to the complexity of developing a curriculum in academia. Developing a syllabus can be challenging, especially when it comes to creating evaluation materials and quizzes that can be objective and not lead to low grades. The tension between grades and evaluations can also be a challenge, but it becomes easier after the first time.

The complexity of creating a syllabus depends on the type of class, for example, a seminar class at Stanford may require more discussion and bringing in guest lecturers. Another may require more content creation; a new class may require more detailed teaching material, including a reading list, quizzes, preparing exams etc. 

Teaching As a Learning Experience

Jared Lee, a faculty lecturer at McGill University and principal at Juniper, a Montreal-based consultancy, believes that teaching is a deeper way to learn and develop skills, as it requires a lot of preparation, the ability to defend theories against questions, and to be able to implement storytelling techniques. He believes that teaching 180 students who have detailed questions requires being bulletproof in preparation and how to apply the theories.  

Jared also shares that this experience has built his ability in educating clients. Panelists also state that teaching has helped develop stronger public speaking skills, and the ability to manage a crowd. The discussion revolves around the challenges of teaching at universities like Stanford and the importance of facilitation in making discussions meaningful and meaningful.

Access to Ancillary Benefits As an Adjunct Professor

Additional ancillary benefits include access to datasets, academic journal articles, and other resources. Academic resources, such as the MSU library, are free and can be used in private practice. Academics can also leverage their academic connections to engage in conversations with people for various purposes, such as building lectures for their courses or collaborating on consulting projects. Health insurance is another asset. For example, at McGill, teaching three sections within a year can grant access to health insurance and supplemental pension and investment plans.

The conversation ends with the participants discussing their takeaway from the discussion, including: 

• The importance of 200 hours of syllabus development

• The importance of fostering meaningful discussions and connections within academia for both students and faculty

• The importance of passion, preparation, and genuine effort in creating content for a class

• The need for preparation

• Staying updated on relevant topics and staying updated on the latest developments

• Credibility

The panelists agreed that you should have good reasons for taking this position, and having a clear purpose for teaching can lead to better results. One additional tip was to be clear about why you are doing it and this will help you focus on how to achieve your goal. Another is to take advantage of a guest lecturer opportunity, and to be open to learning from your students.

In conclusion, the panelists discussed the importance of passion, preparation, and genuine effort in creating content for a class. They also highlighted the importance of being proactive, asking questions, and embracing the unique experiences of students. By doing so, teachers can gain valuable insights and develop a deeper understanding of their field.

Timestamps:

07:03 Consulting career paths and teaching experience

10:25 Adjunct teaching roles in economics

12:37 Finding teaching opportunities in higher education

15:06 Adjunct teaching opportunities and how to get started

17:24 Teaching at universities, networking, and evaluation processes

24:31 Teaching gigs, compensation, and time commitment

27:07 Teaching and consulting gigs for experts in customer experience management

31:22 Leveraging academic faculty status for consulting opportunities

34:48 Curriculum development and networking at a university

36:42 Teaching methods and challenges in higher education

39:58 Teaching and learning theories in consulting

42:48 Teaching strategies and access to academic resources

45:16 Academic benefits, networking, and health insurance

53:21 Teaching and consulting in academia

Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Show Notes:

Russell Reynolds, founder of Russell Reynolds Associates and RSR Partners, shares his story of starting his own executive search firm in the 1960s. He served in the Air Force and later joined JP Morgan. After working there for six or seven years, he joined William Clark Associates. However, shortly after, he decided to start his own firm with his friend OB Clifford and a few other friends. They collected $50,000 and started Russell Reynolds Associates. He also decided to invite his friend Lee to join the firm as partner. The firm was established in 1969, and the partnership worked well. Today, Russell Reynolds Associates is one of the largest search firms in the world. As a big producer, Russell believes that success in a service business is about doing a good job and connecting with clients. He was introduced to the senior partner of Oppenheimer and company; they became great friends which eventually led to many more clients.

Key Factors in Hiring Talent 

Russell states that it is important to look for people who are well adjusted, positive, and excited about the future. He believes that integrity is the single most important ingredient for success, and if people are honest and try to do the best they can, they will prevail. He shares the key points he looks for in people, including whether they are givers or takers and the questions he asks candidates.

When hiring for Russell Reynolds Associates, one of the key questions is whether the person has integrity or adapts to their style of client service. Russell asks for samples of their writing, because communication skills are so important, and he also asks about family relationships and what they do on weekends. He also emphasizes the importance of taking them off base to see how they really behave, and  allows him to see how well they are prepared and how they can be receptive to new ideas. Russell believes that bright young people are the key to success in a business because they are motivated, hungry, and want to please you. 

Building the Board and Expanding the Firm

Russell discusses the role of an external board of advisors, which included prominent business leaders from JP Morgan and Shell. He shares the firm's approach to governance, and how it  was run like a public corporation. He also discusses the institutions and practices set up to develop people. The firm grew through branch offices, and rules established by each branch, but there were certain rules that were set up across all branches, and he explains what they were and certain aspects which were encouraged such as involvement in charitable and political activities. Russell shares stories of when he was involved in fundraising for both charitable and political campaigns, including meeting then Prince Charles, and time spent raising funds for George H.W. Bush and Ronald Reagan.

Success Factors of the Firm

He talks about maintaining and building relationships and shares a few tips on maintaining positive client relationships and how his firm offered new ways of providing value to clients. The firm's search businesses are broken down into practice areas such as healthcare, financial services, wealth management, consumer, industry, board, and recruiting. He also talks about building a service firm and practice management. 

In 1993, Russell sold his shares in RSR Associates and decided to start RSI Partners. The firm expanded into executive search, which is still going well today. He explains why he made this decision. He is now chairman emeritus, and although he is not directly involved, he is on the board. He shares why he sold RSR Associates and why he decided to come out of retirement to start a new company. The conversation turns to career mistakes and Russell recounts a story of being charmed and betrayed, why he believes physical fitness is important in the assessment of a candidate, why he’s leary of academic achievers, and what he considers valuable assets. 

Professional Career Advice

Russell advises young college graduates to focus on developing their skills and investing in them. He suggests attending seminars, conferences, and listening to podcasts to learn new skills. He emphasizes the importance of having a balanced life, including vacations, family, and relationships. He also suggests being on outside boards, both charitable and for profit, for educational and helpful experiences. For those building a professional services firm, Russell suggests not taking no for an answer, not to be limited by one's imagination, and the importance of being grateful, humble, respectful, and recognizing that they are not the most important person in the world. He emphasizes staying in good health physically and mentally. However, he also recognizes that the advice depends on the individual's interests and goals.

Timestamps:

05:37 Leadership, client service, and hiring practices in professional services

16:01 Leadership, governance, and talent development in a consulting firm

24:42 Political connections and relationship-building in the recruitment industry

31:43 Career development, business growth, and leadership lessons

40:46 Career development, leadership, and success

Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Show Notes:

In this episode of Unleashed, Paul Gaspar discusses his experience working with artificial intelligence at a major global insurance conglomerate in Japan. The company faced pressure to streamline operations and reduce costs within its auto business. Paul, who was in a role leading the data science function, suspected that the claims area in insurance was a target-rich environment for delivering value with advanced analytics and technology. He found that similar processes were being utilized on claims regardless of the size, leading to the opportunity to put analytical rigor behind the claims estimation process.

AI Use for Processing Insurance Claims

Paul and his team looked at information flows at various points in the process, specifically evaluating how information collected at the time of the accident could be used to provide insight on losses. Using this information, they built predictive models using AI techniques that would allow them to predict the ultimate value of these claims from a $1 perspective, using a subset of the initial information collected at the time of loss. By building models that could do this quickly and accurately, they were able to set thresholds that would allow for automated processing and payment of claims amounts on about a quarter of the total claims volume. This reduced the workload for the team handling claims and sped responsiveness to customers with smaller claim amounts.

The Process of Assessing Information

Paul explains the process of assessing the quality, consistency, and reliability of information for a client. This involves assessing the types of information, blending them with data analysts experienced with using different modeling techniques and programming languages. Paul and his team used Python to investigate particular approaches, and testing results to identify useful data elements for creating meaningful insights. This process is not necessarily feasible for a data analyst with minimal data science knowledge. Instead, a step-by-step approach involves evaluating the data, considering viable modeling techniques, and experimenting with them to ensure accuracy, speed, and processing power. A team of experienced data scientists can help guide the technical approach and modeling techniques used in the case. This approach is essential for evaluating claims and determining the appropriateness of claims based on the available data. To ensure precision across various claim types, it is crucial to segment claims by value and look at the ones with the lowest value. This helps identify potential risks and minimizes leakage, which is the risk of overpaying for claims relative to processing costs.

Predictive analytics is a complex art and science, and it is essential to be careful about how and where to use it, ensuring that risks are well understood and balanced against the benefits of the process.To turn a scalable business process into a working scalable business process, Paul states that change management work must be done across various functional areas. This includes ensuring that information is passed into payment systems, how automation impacts existing processes, and how to contact customers and inform them of potential benefits.

Building AI Algorithms to Prevent Human Errors

In the claims process, Paul states that human errors can be a significant issue, as they can lead to false positives and false negatives. To prevent human errors, AI algorithms should be trained to match human judgments and set error tolerance thresholds. This is a time-consuming part of the process, and it is essential to work with claim handling professionals to assess the performance of the models and identify errors. He also mentions that risk management is crucial in ensuring that systems make accurate decisions and avoid making mistakes. Machine learning operations (ML ops) have emerged as a concept that accounts for model performance over time, and it is crucial to continually monitor and adjust models as needed. To ensure that the model does not become overly sympathetic to human errors, it is essential to conduct testing and monitoring over time. Companies that excel in this field have developed software programs that allow for systematic monitoring of decisions. By setting thresholds and balancing processing time and error, companies can set acceptable thresholds and auto-process claims at risk-acceptable levels.

The Evolution of Predictive AI

Paul discusses the evolution of predictive AI, specifically generative AI, which uses existing knowledge bases and training models to generate content that is most likely to be related to an end user's query. This is the basis of foundational models used by open AI and Perplexity to create a new paradigm and use case for predictive AI. The accessibility, power, and intuitive nature of these models make them exciting for experimentation. Generative AI tools have become multimodal, allowing them to take textual, voice, image, or video inputs and respond to queries about that type of content. This allows for an incredible range of possibilities, even in the mobile first world. For example, in the case of auto claims, the estimation process could change from a low value subset to a higher value and sophistication of claims.

The multimodal input, the ease of interaction with providing information to these tools, and the ability to access from both practitioner and end user perspectives are key game changers in the future of predictive AI. Paul emphasizes the importance of change management in implementing AI tools in corporations.

Timestamps:

01:04 Implementing AI in claims handling at an insurance company

08:34 Using predictive analytics in claims processing

13:41 AI-powered claims processing and error management

18:25 Generative AI's transformative potential in various industries

Links:

LinkedIn: https://www.linkedin.com/in/paulmgaspar/

Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Show Notes:

In this episode of Unleashed, Astrid Malval-Beharry discusses an AI case study with a top 50 homeowners insurance carrier in the US. Astrid was approached by their underwriting and innovation teams to digitally transform their underwriting workflow.  Astrid shares an overview of the industry at present. The industry is facing challenges due to an increase in natural catastrophes, inflation, disruptions in the supply chains, and policyholders who prefer to have an Amazon or Uber experience with their insurance carrier. The client had three goals for the digital transformation project: increasing the level of straight-through processes, improving risk assessment, and realizing greater investment in inspection. Astrid explains what  straight-through processing is and how it works using data analytics and AI-based and technology solutions. 

The second goal was to improve risk assessment by analyzing the location of the property, the condition of the property, and the policyholders themselves. The client wanted to know how AI solutions could help enhance risk assessment, reduce premium leakage, and charge the right price for coverage.

The third goal was to improve the inspection process, which currently costs carriers a lot of money but only yields a few actionable insights. To achieve this, Astrid’s team shadowed underwriters across both regions and senior IDI to understand how consistently underwriting guidelines are being applied. The team also interviewed and benchmarked against competing carriers, InsurTech carriers, and carriers that look at the underwriting workflow with a different lens. This allowed them to see the art of the possible and make informed decisions about their underwriting practices without disrupting the workflow.

Employing AI Solutions for Insurance Companies

Astrid talks about what follows the research and benchmarking exercise and how they mapped the workflow and the ideal future state.  Premium leakage occurs when insurance companies charge less for a policy than the actual premium should be to reduce losses and charge the right price for the coverage. The inspection process is often done by agents or license inspectors, leading to a lack of actionable insights. To address this issue, a preferred digital transformation engagement was conducted by shadowing underwriters across both regions and senior IDI. This allowed the team to understand the consistency of underwriting guidelines and the impact of different levels of underwriters on the process.

Competitive intelligence benchmarking was conducted against carriers with similar profiles and InsurTech carriers. This allowed the team to map the workflow as the ideal future state from an underwriting workflow perspective. However, the change should not be too abrupt, as the procurement process in the insurance industry is notoriously long.

A middle ground was identified by analyzing claims activities on the book of business NIS to identify the biggest losses and how implementing AI solutions would give the highest return on investment. Change management is also important, as it involves both technology and people and processes. The organization's readiness to implement new digital tech-driven solutions is also crucial.

Astrid also touches on the convergence of people and processes when implementing technological solutions in change management.

Questions to Ask an AI Vendor

Astrid shares a list of questions to ask an AI vendor, including accuracy, model explainability, model bias and fairness, and scalability. She has experience working with insurance carriers, analytics, technology vendors, and private equity firms, giving her a deep understanding of what solutions work and don't work. When selecting an AI vendor, it is important to understand a series of fundamentals about the solution.

The first question is about the accuracy and performance of the AI model. It's crucial to understand how the vendor measures accuracy and how they handle situations where the model may not perform as expected. 

The second question is about model explainability, which is crucial in the highly regulated insurance industry. 

The third question is about model bias and fairness, and how the vendor addresses and mitigates biases in their AI models.

The fourth question is about scalability. While some solutions are considered vaporware, and Astrid explains what vaporware is, there are legitimate, enterprise-grade solutions that have legitimate AI technology. By asking these questions, clients can better engage with the right AI vendor and ensure the right decision-making process. She states that licensing data from a vendor is the right path due to the ongoing maintenance required. AI vendors are now incorporating large language models, such as chat GPT, into their AI models. However, this is not the core competency of an insurance carrier, which is to assess risk.

Astrid stresses that results should not be expected too quickly. However, she does mention that they are already seeing results. She mentions a project that has been 16 months in development, and it is not expected that a solution will immediately bring new business or reduce expenses. However, the results have been significant, with a client seeing a 75% increase in straight-through processing and reduced manual injury interventions. Operational efficiency has also soared, and better risk assessment has been achieved.

Timestamps:

01:02 Digitally transforming underwriting workflow for a top 50 US homeowners insurance carrier

03:08 AI solutions for insurance industry digital transformation

07:14 AI implementation in insurance industry

13:42 AI model accuracy, explainability, bias, and scalability in insurance industry

17:54 Evaluating AI vendors for insurance industry use cases

Links:

Website: https://www.stratmaven.com/

LinkedIn: https://www.linkedin.com/in/astridmb/

Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Show Notes:

Julie Noonan shares a case study on using AI while working with a top 15 global pharma company to get the most insight from the data and reduce time to market or time to development of their particular molecules and drugs.  In early 2022, the pharma company was using artificial intelligence and machine learning to analyze clinical and research data. The organization Julie worked with was a digital and data concentration alongside data scientists and computer scientists. Julie shares where this organization placed focus and what their goal was with regards to using AI and machine learning(ML), and the role she played in developing this center of excellence. 

Company Use Cases of AI and ML

Most of the early use cases involved clinical data and research data. Clinical groups were conducting the first clinical trials with animal populations, and recording their data in various tools. They were studying a specific model molecule to understand its implications across projects. For example, they were studying a molecule for one disease indication and wanted to predict its relevance for another project that another team was working on. AI and machine learning prompts were used against the data, allowing them to organize and prompt data to return potential other indications that could be tested with the collected data.

Julie talks about how companies are grappling with the rapidly evolving AI technologies, and a center of excellence can be a solution. However, concerns may arise about adding bureaucracy and slowing down innovation. She explains how she helped her client deal with these concerns. The company culture of this global organization highly values entrepreneurialism, and allows data ownership within its group, allowing for experimentation unless it directly impacts patients.

She mentions that they were able to educate interested groups about the importance of patient safety and ethics. The organization rewards innovation by publicly recognizing those who come forward with project ideas. Even if the project is not great or a failure, it is a lesson learned. The company's top priority is the patient, and they reward those who come forward with ideas without imposing penalties or shutting down projects. The organization also stresses the need to comply with correct procedures to avoid ethics violations. 

Inspiring a Company Culture of AI and ML Innovation 

Julie talks about how her role in change management helped inspire innovation within the company.  They used polls to encourage innovation and encourage change. They run exciting advertising, competitions, and partnerships with universities, allowing for the introduction and excitement of new AI technologies. This approach helps companies navigate the challenges of AI adoption and ensures that their innovation is not stifled by bureaucracy. Julie explains that for change to be successful, leader support plays a key role. The center of excellence (COA) is a key change management initiative within an organization. It involves making people aware of AI and machine learning, which can be achieved through various marketing strategies. The organization chose a name that aligns with its culture and annual message from the CEO, highlighting the future and benefits of AI and machine learning in drug delivery.

The COA also held pop-up events where individuals could access learning materials, certifications, and practice using fake data. Office hours were provided for those who had no idea about IT architecture or how the organization operated. Newsletter articles, posted posts, and video monitors were used to promote the COA's existence. A community of practice was formed, which met monthly for educational sessions and discussions on AI usage. Julie also explains how they monitored ethics and DEI to represent the target patient population.

Measuring the Efficacy of the COA

Measuring the effectiveness of the COA is challenging due to the lack of metrics. Julie talks about measuring awareness, and how the organization has grown from six members to a global community of over 1500 people. She also mentions accessing use of the learning, accessing use of the sandbox, and the number of projects brought into be evaluated,  focusing on their metrics. For example, in the first year, 10 projects were part of a competition with a local university, where teams of university and company employees worked together to implement AI/ML elements in their projects. The project metrics included surprises, opportunities, and lessons learned. This success was significant in the pharmaceutical industry, as more drugs and experiments fail than succeed.

Over the last two years, the number of data scientists has grown dramatically, and the COA has become a vital tool for the organization's digital transformation efforts.

Timestamps:

AI use cases in pharma company

06:33 Balancing innovation and governance in a large organization

11:29 Marketing a new AI center of excellence internally

15:47 AI and ML center's effectiveness measured through awareness, access, and project metrics.

Links:

Website: www.jnoonanconsulting.com

LinkedIn: https://www.linkedin.com/in/jnoonanconsulting/

Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Show Notes:

Markus Starke, an advisor for cybersecurity and digital process transformation, has recently been working in cybersecurity for the AI applications that corporations are using. Marcus explains that, AI plays a significant role in work, particularly in intelligent process automation. This concept involves combining technologies like robotic process automation, process mining solutions, chatbots, Optical Character Recognition, and more advanced forms of machine learning and generative AI to build end-to-end processes. However, cybersecurity issues can affect these automation systems, especially as more users use them individually.

Safety Measures with AI Automation

Markus talks about several dimensions of cybersecurity with AI automation. To ensure the safety of AI-related automation situations, clients are asked to review their setup from a Target Operating Model perspective. A framework is created to guide this process, including governance, secure development processes, and creating awareness about potential risks. Governance involves governing roles and responsibilities, access, user rights, and other aspects of the system. Secure development processes ensure that solutions only access the data they should access, store data securely, and use encryption.

Securing the platform is another dimension, involving standard frameworks for cloud-based solutions. Awareness about the human factors in reducing risk levels is crucial for achieving good cybersecurity. And lastly, monitoring and reporting ensure that the environment is controlled to a degree.

Examples of Cybersecurity Threats Using AI Tools

Markus discusses cybersecurity threats with AI tools, such as generative AI (GPT) for working on company data. One example is a human user extracting data from their corporate data pool and sending out an email with this data, and sending it to their private email account, which could be used in a public chat GPT instance. This can be controlled by creating awareness and setting up standardized IT security control mechanisms to limit data extraction from corporate networks.

Another example is using proprietary corporate data for advanced data analytics on GPT, which could expose it to a potential attacker. Private computers are typically less secure than corporate ones, making them more prone to being attacked or losing data to an attacker. Corporations generally want to limit the type of data that is made publicly available in generative AI applications. He states that it is not always clear what happens to the data that is input to AI applications. 

Markus also discusses the risks associated with using consumer versions of chat GPT, as any data uploaded could potentially be put into its training data. However, there are options for setting up AI applications in a limited way for specific corporate use cases, but it is important to evaluate these solutions on a case-by-case basis to ensure they fulfill specific needs and governance. With Gen AI, it is crucial to balance between limiting too much while maintaining control.

AI Tools Retaining Data

The discussion revolves around the use of AI tools, such as Zoom, which may be retaining data on calls or transcribing them without letting users know. This raises concerns about the accessibility of information to organizations. It is essential to ensure that these tools align with cybersecurity standards and are compliant with protection requirements. However, this may be a case-by-case consideration, and Markus emphasizes that it is always necessary to question security processes. In addition, he mentions that it is crucial for independent consultants to raise awareness about cybersecurity and AI. Basic rules apply to the use of AI, such as ensuring data is stored in controlled instances and using strong protection mechanisms like passwords, access rights, and encryption. When working with clients, it is important not to make their lives too simple by creating AI solutions for specific business problems. Cybersecurity can sometimes be perceived as slowing down businesses, but it is an essential control that must be maintained. Independent consultants should review these aspects and not make their work too easy. Markus strongly recommends that consultants should be aware of active and forthcoming regulations that apply to AI when setting up solutions for clients. 

Timestamps:

0:03 Cybersecurity risks in AI-powered process automation

03:10 Governance and security for AI-related automation

05:53 Cybersecurity risks with AI tools and data

10:48 AI data security and control

14:47 Cybersecurity and AI in business

Links:

Freelance Website: http://starkeconsulting.net/

Company Website: https://www.ten-4.de/

Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Show Notes:

Cheryl Lim Tan discusses her experience working with a financial wellness product powered by AI. The client was early in their journey and needed to raise awareness of their product. They needed to refine their product further and gain more users to gain feedback and make adjustments to its features. Cheryl was brought in to take care of the entire marketing function. 

Cheryl's approach involved figuring out the company's brand, target audience, and value proposition. She also focused on articulating the unique value proposition of the product compared to free tools like Chat GPT. By addressing these aspects, the consultant was able to create a clear framework for the client's marketing function and reach investors.

Prompting AI Tools

Cheryl highlights the importance of education in the AI world, as AI tools are prompt-driven and consumers may not know how to interact with the interface and how to prompt it. To address this, they developed a suite of YouTube videos on how to prompt the tool for different situations or information. Another key aspect of targeting the client was developing personas. These personas were identified and distilled into a framework that included the top three messages, pain points, and expectations for each persona's customer journey.

Consumer Education and AI Tools

Cheryl emphasizes the importance of consumer education in the AI world, as it helps to draw the right audience in and ensures the success of the product.She also shares consumer insights about the types of users who are open to using AI tools, such as Gen Z, who are digital natives and more likely to adopt AI in their everyday lives. The proliferation of AI in 2023 has helped AI companies get in front of their target audience and engage with them. Gen Z is likely to be one of the highest adopters of AI, while millennials and Gen X are more cautious and hesitant. To ensure AI adoption applies to their market, companies must be clear about their personas and target audience, and consider using colors and layouts that appeal to the everyday consumer rather than catering to programmers.

SEO and AI

In terms of SEO, search engine optimization, and paid search, Cheryl highlights the importance of being conscious about who they are trying to reach and how to present their brand accordingly. She also discusses the challenges faced by early AI startups in figuring out who they are targeting and how to signal their preferences. She shares their marketing mix, which includes SEO, content marketing, working with influencers, an affiliate program, email marketing, and discord communities. They found that email marketing still works and was a great way for them to pick up new users. They also mention brokers for finding AI email lists that are a good fit for their brand and audience.

The Benefits of a Discord Community

Cheryl talks about the importance of having a dedicated Discord community related to your product to gather information, which is valuable for marketing and product refinement. She explains how Discord can be used, and how she has used it in marketing.  She emphasizes the need for authenticity in inserting oneself into conversations and promoting the product. Reddit, she believes, is taking over Google in terms of cost for acquisition, with a cost per click down to $1 compared to Google's $4-6. Reddit also allows for targeted placement in relevant conversations, making it more cost-effective than Google.

Timestamps:

00:03 AI-powered financial wellness product and marketing strategy

04:00 AI marketing strategies for consumer education

07:45 Targeting audiences for AI technology

11:13 Digital marketing strategies for a startup

14:14 Marketing an AI product using Reddit and Discord

Links:

Website: https://www.cheryltanconsulting.com/

LinkedIn: https://www.linkedin.com/in/cherylltan

Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Show Notes:

Barry Saunders, a digital expert at McKinsey, discusses his background in the firm and his experience in AI-related projects. He worked in the LEAP practice, which built platforms for video streaming, preventative maintenance, and optimization tools. He left McKinsey to become Chief Product Officer at an Australian fashion company and recently joined MXA, a strategic digital technology company in Australia. Barry suggests a two-by-two typology classification scheme for AI-related projects. The first quadrant focuses on understanding patterns of behavior, while the second quadrant focuses on predictive behavioral modeling, third is more about text orientated and understanding meaning. The fourth quadrant focuses on regenerative AI and content creation. Barry believes that combining these quadrants can lead to personalized content for different customers and valuable insights and can unlock interesting value. 

AI Use Case Study

Barry and his partner have been working on an AI toolkit to automate time-consuming work for management consultants. They developed a startup called First Things, which uses Gen AI to create classic McKinsey storylines from unstructured data. This tool has helped executives work through their strategies and report outcomes. They have also worked with clients on the AI journey, especially regulated industries. They have found that some tasks can be done more effectively with AI. One project they did was analyzing insurance policies for large-scale agricultural businesses, which are often complex and drift in meaning as language is updated. They created a tool that would analyze these policies, extract semantic meaning, and identify where drift took place, allowing them to align documents and simplify policies. One of the projects they are currently working on is simplifying lending policies for banks. In Australia, many lenders do home lending as their primary base, but the technical platforms used by banks and non-bank lenders are ancient and difficult to navigate. They are working on simplifying policies and offering home loans more simply.

Building AI Tools

The level of effort required to build a tool like this is not limited to building it. Many of the tools available are free, and there are many software as a service tools available that can perform similar tasks. To build a tool like this, one should be clear on what they are trying to do, such as simplifying a policy or comparing two different policies. The AI toolkit has proven to be effective in automating time-consuming work for management consultants and other clients. It is essential to be familiar with the tools and their capabilities to effectively utilize AI in various aspects of business operations. The legal space offers a vast array of tools for generating and analyzing contracts, including software as a service tools. To use these tools effectively, it is essential to be familiar with the large language model and the tool being used. Tuning these tools to get the desired response requires understanding the chain of logic and the outputs.

To build a production-oriented tool, consider using large language model operations (LLM ops) or large language model operations (LLM ops) in a broader software architecture or workflow. Google, AWS, and Microsoft offer guides on how to integrate these tools into their software stack. It is crucial to be clear about the tasks and outputs of these tools, and to work with teams who are familiar with these systems. 

Using AI Applications

Barry discusses his work on AI applications, specifically RF cues and analyzing large documents. He built a proof of concept using a tool called mem.ai. He talks about a template he built to analyze questions in RFQs, which are often templated and consistent across government agencies. The system is particularly useful for handling open-ended questions and generating text about your company's services, processes, etc. This speeds the process of applications, and the system can be used to set the tone for the next step in a project.

Timestamps:

00:03 AI projects and experience at McKinsey with Barry Saunders

01:57 Using AI to analyze text data and create personalized content

05:23 Simplifying complex insurance policies using AI

09:06 Building a tool for analyzing and comparing legal documents

12:31 Using AI to automate RFQ response generation

Links:

Whitepapers: https://www.mxa.com.au/whitepapers

Company Website: https://mxa.com.au/

LinkedIn: https://www.linkedin.com/in/barrysaunders/

Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Show Notes:

In this episode of Unleashed, Phil Bellaria shares a case example of building a Chat GPT using open-source large language models. The client was a large telecommunications company with an immense amount of unstructured data, including customer feedback, feedback from employees through surveys, and transcript transcripts from millions of phone conversations and text chats. The problem statement was to derive insights and understand the state of the business, identify trends and topics as quickly as possible. The process took place through 2018-2020.

Working with a data scientist, and using Google's BERT methodology for natural language processing, the team coded an algorithm that identified topics and classifiers from the unstructured data, scored each topic and phrase on sentiment (positive or negative comments) and created a short summary of customer or employee comments related to each topic.

The process of building and running the model was processing intensive, and the first step was testing and iterating the model on smaller samples of data. The company held employee surveys, which was processed through the test model, the data was reviewed by HR business partners and business leaders to check for accuracy. The model was trained on all the information in Wikipedia, but other specific information and words were added to refine it.

Over six to eight months, the model was able to accurately represent what employees were saying. 

Using AI to Improve Sales Pitches

Phil discusses the use of AI in business applications and how it can be used to improve sales pitches. He explains that the problem was to understand why sales agents were not pitching a strategic product effectively. By feeding data from conversations with customers about the product, the algorithm was able to identify words and phrases associated with successful sales and non-successful sales. This information was then used to train sales agents on the right expressions and words to use when pitching the product.  Phil shares some phrases that work well and those that don't, such as promoting a streaming product by associating it with popular shows. He also discusses the challenges of building AI models and securing and protecting data. He also addresses the cost of building an AI model.

Using AI for Next Best Customer Actions

Phil shares one example of AI-related projects which used AI algorithms to predetermine the next best action for a customer that can be used in real time to learn the best approach in customer interaction. The AI engine uses reinforcement learning to improve the power of the recommendations. The process involved building the right APIs into existing systems and ensuring SLAs in terms of responsiveness. The algorithm itself uses sophisticated statistical modeling techniques, but the main challenge was integration and timeliness.

Challenges Implementing AI

Phil talks about the challenges of implementing this process. He emphasizes the importance of defining the business problem and getting the technical team involved early in the process. He talks about time spent translating the problem into technical applications, allowing technical personnel to use their skills to solve the problem.  He also shares a timeline for starting a recommendation algorithm. The process includes writing, pulling in data, creating a data environment, scoring, and algorithms. Another consideration is change management which involves limited pilots and controlled AB tests across the population, and time allotted to roll out and testing. 

Phil discusses the power of AI in data analysis, stating that it can provide insights and interactions that are not always available before. The real power lies in bringing new agents to speed up the process and elevating the performance of middle-tier agents. The lower performing agents often wouldn't use the tool, so they don't see as much impact. 

Timestamps:

00:02 Using AI to analyze unstructured data for business insights

03:23 Using AI to analyze customer feedback and sales data

08:14 AI-powered next best action engine for sales

12:16 Implementing AI-powered customer service tool

16:43 Using data and analytics in call centers

Links:

Company website: https://www.cdaopartners.com/

Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Diane Flynn, a multi-talented professional and author of  two books and two popular courses on Udemy, Growth Mindset and Communicating with Confidence, has been working with her company, Reboot Excel, for the last decade. The company aims to help women feel current with technology, connected with a professional network, and confident in their return to work. She has had thousands of people go through their programs and continues to offer resources on their website and coaching workshops.

Diane talks about her experience of returning to the workplace after taking a long hiatus, and how she became aware that many women wanted to return to careers but found it difficult to do so for a variety of reasons. She observed that many women returning to work are immensely talented and capable, but they often face a confidence crisis when trying to get back into the workplace. Consequently, she was inspired to start Reboot Excel with four friends. The company was successful, and through her work, she found that many people in the workplace also needed the same leadership skills. She launched her own company and started working in the B2B space. Today, she coaches executives to build more inclusive workplaces and empower people to do their best work.  

Helping Women Return to the Workplace

As a stay-at-home mom, Diane met many intelligent, skilled, and immensely talented women who had been successful in their prior careers but had lost confidence.

To help women regain confidence, she encourages them to reframe their achievements and skill sets based on what they have done, whether they received a paycheck or not. Many of these women have since landed amazing careers, and some have even held significant roles at Stanford University.

Diane also worked closely with Carol Cohen, founder of I Relaunch, who works with companies like McKinsey, JP Morgan, Morgan Stanley, and Goldman Sachs. They offer a return-ship program, similar to an internship for someone returning to their career, which is usually three months long and provides extra mentorship. Diane uses this program daily to help women navigate the latest workplace technologies and navigate the culture they'll be working in.

Typically, 80% or higher of the women who go through these returnships are hired into full-time roles. Diane recommends checking out I Relaunched.com for more information on their work in this area. 

Working As an Instructor at Modern Elder Academy

She mentions that Chip Conley, an instructor at Modern Elder Academy, founded the program to help people stay relevant, purposeful, motivated, and energized in midlife. She shares what motivated Chip to start the program or, as it is also known, the first modern wisdom school. The course is designed for women aged 45 to 70, but can accommodate older and younger individuals. The focus is on helping participants identify their strengths, sparks of joy, drains, impact they want to have, and who they want to work with. The most important aspect of the program is focusing on core non-negotiable values, as they are crucial for finding fulfillment in one's job. The program includes various exercises, one-on-one coaching, and meals together. The alumni program has thousands of people who come back for reunions and support each other. Chip is also launching his newest book, Learning to Love Midlife, which shares his story.

Women Helped by the Program

Diane talks about some participants who have found their purpose and passion and decided to pursue new career paths, such as a corporate executive who wants to become a coach. Another participant, a young woman in her mid-30s, decided to start a new type of university and seek funding and advisors. This is an exciting example of how people can take time to reflect on their goals and motivations and explore opportunities outside their current career. Many people are going through transitions, such as divorce, widowhood, or moving geographically, and it is essential for them to take time to reflect on what they can bring into the world and what impact they want to have. By taking time to reflect on their goals and motivations, companies can better serve their needs and create a more fulfilling and fulfilling life.

How the Program Helps Women

Diane discusses the exercises he uses to help people find their purpose and passion at home. She recommends that anyone interested should visit her website (see below) and where they can find two-pages of questions to take personal inventory and help them start the process.  She talks about aspects of the inventory, including identifying what fills your tank, what drains you, your non-negotiable values, strengths, and many other areas for development.

She encourages people to ask their friends what they think they do well and what they do not. This exercise helps them understand their strengths and weaknesses, which can help them develop their skills and pursue opportunities in their chosen fields. Diane also emphasizes the importance of getting feedback, as it is crucial for growth and development.

The conversation revolves around personal inventory, reflection exercises, and the importance of having a north star and a mantra Diane shares her mantra, which is to engage in creative collaboration with people she respects to change lives and build community. She describes what’s important to her and how she applies it to work. This is a creative process that she finds fulfilling and helps her say yes or no to opportunities.

Diane suggests that after completing these inventories, individuals can gather insights and advice on how to find their purpose and passion. She suggests finding an accountability partner, hiring a coach, attending workshops, or using the Japanese concept of Ikigai to help move forward in the right direction.

The Growth Mindset Course

One of Diane's courses on Udemy, "Growth Mindset," focuses on the importance of changing one's mindset and getting out of their comfort zone. She describes a fixed mindset as defined by playing it safe, not taking risks, not asking for feedback, and worrying about failure and goes on to explain how this limits growth, on the other hand, a growth mindset is an uncomfortable space that requires stepping out of one's comfort zone to make great things happen.

The course covers six key roadblocks that hold people back from having a growth mindset. These include fear, lack of confidence, fear of failure, fear of success, perfectionism, inertia, and not knowing what to do. By addressing these barriers, individuals can tap into their passions and find meaningful activities that bring them joy, after which, through the course they develop strategies to overcome these barriers. 

In conclusion, Diane's personal inventory exercise and Udemy course on growth mindset offer valuable insights for individuals and organizations seeking to improve their lives. By addressing the six roadblocks and tapping into the joy that comes from finding meaningful activities, individuals can find their passion and purpose in their lives.

Timestamps:

04:13 Rebooting careers and hiring experienced professionals

08:42 Modern elder Academy and finding purpose and passion in midlife

13:54 Finding purpose and passion through self-reflection exercises

19:16 Self-awareness and personal growth

25:11 Self-reflection and career development

29:23 Growth mindset and overcoming obstacles to achieve success

Links:

Company website: https://www.rebootaccel.com/

Modern Elder Academy: https://www.meawisdom.com/

Udemy Profile: https://www.udemy.com/user/diane-flynn-2/

Books on Amazon

Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Show Notes:

Terry Roopnaraine, a technical consultant for international development projects, has been working in the field for about 25 years. He provides technical services to support projects funded by bilateral donors, UN agencies, and multilateral agencies like the World Bank. Over the last decade, an increasingly important area of the practice has been working with foundations.

Terry's work involves providing services that are required to make these projects work and deliver the best impacts on the ground for the beneficiary populations they serve. There is a huge accountability chain because these projects are often funded through the public purse of one country or another, so there must be some kind of proper accountability and evaluation.

The Role of a Technical Consultant

Terry talks about the roles a technical consultant might play. He divides his work into two broad areas: project implementation and management, and learning evidence and evaluation. The implementation side of technical consulting focuses on getting a project up and running, recruiting staff, putting in inputs, designing activities, and ensuring that things are run according to time and budget. The learning evidence and building the knowledge base aspect of technical consulting is also crucial, as it ensures that a program is delivering on time, not leaking funds, and has robust monitoring systems in place to capture change systematically. Evaluation of effectiveness is another dimension of technical consulting, as it is about delivering the best impact for the beneficiary population. 

Research and Evaluation in Technical Consulting

Over his career, Terry has worked more in the research evidence and evaluation side of technical consulting, which is partly an artifact of being a refugee from academia.

His intellectual and academic orientation was research-directed, and when he moved to development work, he focused more on research evaluation and evidence building. One of his early projects was Conditional Cash Transfer Evaluations in Latin America, which were an aid instrument that aimed to incentivize uptake of health and education services. These programs were popular throughout Latin America and were easy to evaluate quantitatively. However, there was a growing awareness that the program's effects were not as expected. To understand why the program didn't have the expected effects, Terry began conducting ethnographic and qualitative research. He worked with other qualitative researchers to push the idea that understanding the voices of people who were benefiting from these programs was important. Terry talks about the projects he worked on during the early 2000s in Nicaragua, El Salvador, and Peru and how his background in anthropology influenced his approach, and how they conducted research differently from previous projects.

Challenges of Conducting Ethnographic Research 

Terry explains the challenges of conducting semi-structured interviews for management consultants and how they approach this process. The interviews were conducted in a way that was more accessible to anthropologists than for management consultants. Terry talks about the process of conducting ethnographic research in a short training workshop format. He highlights the complementarity between quantitative research findings and qualitative research findings. Survey work is broad and generalizable, while qualitative research is done over a smaller sample and is more in-depth. For example, in Nicaragua, an iron supplement for children was given out for three years, but blood tests showed no effect. In the next round of community field research, the researchers asked questions about the iron sprinkles and found that it was commonly believed that the sprinkles had a terrible reputation due to alleged health risks, and no-one wanted to pass them out. 

The Importance of Household and Nutrition Research

Terry also discusses the importance of household research in nutrition research. Household research is crucial because it helps observe people preparing food, feeding children, hygiene, sanitation practices, dietary diversity, and meal frequency. One example is in Cambodia, where an organization gave eligible families chickens to supplement their meat-poor diets with eggs and animal protein. However, people were not increasing their consumption of chicken and eggs, instead selling the chickens to buy bulk staples like rice. Recently, a project in Rwanda for UNICEF found that people living in resource-constrained circumstances are looking for bulk heavy foods, such as maize meal, sorghum, cassava, or rice, as the first thing they look for because they are concerned about financial or food security, and these foods provide bulk and store well. This approach allows for a deeper understanding of the issues faced by people in these communities. He discusses the importance of a sufficient and diverse diet for children, particularly under two years old, in remote areas. 

Terry shares his experience with personal safety in various countries, including rural areas where he has worked. And while he has taken a Hostile Environment training course, he believes that shared humanity is the most effective safety mechanism, as most people have no desire to do harm. By being receptive, respectful, and engaging with people in a positive way, most places are generally safe.

Effectiveness in Development Aid and Philanthropy Programs

Regarding the effectiveness of development aid and philanthropy programs, he states that the appropriateness and relevance of a program to an area are crucial, as it should address specific needs in a direct way. He identifies how certain approaches are ineffective, and stresses that a direct relationship between needs on the ground and the program is more likely to succeed. The design of the program should be simple and efficient, as most successful programs are simple and straightforward.

The context of the program is also important. The more functioning the governance context, the more likely the programs are to succeed. For example, in Rwanda, a country that has experienced genocide, the efficiency of food distribution was impressive.

Terry talks about how initiatives worked in Rwanda and the importance of collaboration with government ministries to deliver health, nutrition, or education projects, as they are more likely to produce impact. However, in countries with weak governance, the government may not be a viable partner in delivering development programming. To scale up projects, the government must be involved. 

Timestamps:

00:04 Technical consulting in international development

05:32 Technical consulting in development projects

12:35 Anthropological research methods in cash transfer programs

20:35 Ethnographic research methods and findings in global health

27:18 Food security, safety, and anthropology in various countries

33:18 Development program effectiveness with a development economist

Links: 

UNICEF Ethiopia study: https://www.unicef.org/ethiopia/reports/unicef-generation-el-nino

Paper on El Salvador’s Conditional Cash Transfer program: https://www.tandfonline.com/doi/full/10.1080/00220388.2015.1134780

Paper on nutrition in Rwanda: https://onlinelibrary.wiley.com/doi/10.1111/mcn.13420

Study on Peru’s CCT in indigenous communities: https://publications.iadb.org/es/pueblos-indigenas-y-programas-de-transferencias-condicionadas-ptc-estudio-etnografico-sobre-la-0

Suggested readings:

Rossi, Lipsey, Freeman: Evaluation, a systematic approach (not terribly exciting, but a real wealth of evaluation info)

Olivier de Sardan & Piccoli: Cash transfers in context: an anthropological perspective (this collection contains an essay I wrote together with my collaborators on the Peru project)

Lewis, Rodgers and Woolcock: Popular representations of development: insights from novels, films, TV and social media (fun read, one of the authors is a good friend of mine)

Amartya Sen: Development as freedom (still a classic)

Paul Richards: Ebola: a people’s science helped end an epidemic (fascinating study, quite anthropological, of the community response to Ebola in Sierra Leone)

Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Show Notes:

In this episode of Unleashed, Will Bachman talks to Jared Simmons, business consultant, coach, and speaker, on design to value. Jared defines the term ‘design to value’, offers examples of how it can be used, and talks about the various steps involved. 

Using the example of a design to value playbook, Jared talks through each essential step that should be included.

Step one is defining value and creating a shared understanding of it. This involves getting everyone on the same page about the intended purpose. Understanding value involves both the company running the project and the end consumer of the product. The project's goals should be determined, such as cutting costs, making it more of a premium, or growing volume. 

Step two is mapping out the value chain end to end, from materials to end use, and understanding the basic cost structures associated with each step. This ensures that the project is designed to value both the organization and the end consumer. Jared discusses the importance of mapping the value chain for a product or project. 

Step three is understanding consumer priorities and preferences which is crucial in determining what they care about and are willing to pay for. 

Step four involves mapping these preferences to each other, such as the cost of delivery or raw material(s).

Step five is creating projects and programs to capture defined value. 

He emphasizes the need for a shared understanding of who is responsible for which steps in the value chain, including incoming raw materials, converting them into products, and the decision rights and responsibilities within those steps. He also highlights the importance of understanding how each person in a large company works with different materials and services, and what they are trying to accomplish within their roles, such as procurement, shipping costs, currency, and supplier selection.

Jared advises senior associates to understand high-leverage starting materials and manage them effectively to achieve cost savings. He emphasizes respecting the intelligence and effort of those involved in the value chain and not just looking at the price but also considering what makes the cost palatable for the procurement person and the rest of the organization.

Mapping the value chain is a crucial step in achieving cost optimization in a product or project. It requires a deep understanding of the decision rights and responsibilities within the organization, as well as respecting the intelligence and effort of those involved.

Internal and External Benchmarking

Jared discusses the importance of internal benchmarking in converting products across the entire value chain. He believes that external benchmarking can be problematic due to the lack of context on how other organizations reached their goals and the capital and labor involved. Jared suggests that internal benchmarks are more valuable than external benchmarks because they provide a full picture of what is driving each number.

In terms of understanding consumer preferences, he breaks down this into functional and psychographic segmentations. Psychographic segmentation involves the product's benefit and the belief about the product, while functional segmentation focuses on the features. To determine consumer preferences, he uses a combination of qualitative and quantitative research methods, such as one-on-one interviews, focus groups, dyads, and triads.

Quantitative research can involve concept-driven non-concept-driven questionnaires to gather quantitative data on consumer preferences. One-on-one interviews allow for depth and richness in understanding consumer preferences, while dyads allow for more nuanced responses from multiple people. Triads involve three or four participants, while focus groups typically involve 468 participants. Conjoint analysis is another method used to set up quantitative research that gets results. This method helps to understand the trade-offs between different product features and price points. In conclusion, Jared emphasizes the importance of internal benchmarking and understanding consumer preferences to successfully convert products across the entire value chain. By utilizing various methodologies and techniques, businesses can gain valuable insights into their target audience and improve their product offerings.

Reducing Product Cost while Maintaining Value

To determine which features people care about and will pay more for, Jared states that they need to conduct research on multiple dimensions. This involves building a functional prototype that people can interact with and react and respond to. He also mentions the importance of defining a north star to ensure all departments understand the direction. He mentions a few crucial steps, including: Integrating consumer research, supply chain knowledge, cost structure, and consumer preferences. It's not just about math; it's about prioritizing decisions across the entire value chain and ensuring that there is a qualified decision-maker on the job.

Jared runs a boutique consultancy that works in the innovation space and has worked on yogurt portfolios, sports/nutritional drink portfolios, and distribution companies for gas-controlled products, and they have worked with various industries. The team is focused on driving out cost while maintaining value in the product design process. By incorporating consumer research, decision-making, and external support, the team can create a more effective and efficient product. Jared discusses the importance of design to value programs in capturing cost savings and enhancing customer value. He explains how his company works, including services and typical costs savings.

To learn more about Jared's practice, he recommends visiting his website, Outlast Consulting, and LinkedIn. He also encourages listeners to contact him directly on his LinkedIn profile.

Timestamps:

03:00 Cost reduction and value optimization in product design

04:00 Five steps in a design to value playbook 

12:24 Strategic costs in the value chain

13:07 Analyzing consumer preferences and product conversion costs

15:11 Internal benchmarking

16:51 Functional and psychographic segmentation

20:19 Using conjoint analysis for product design and cost reduction.

28:51 Cost savings in CPG industry through design to value programs

Links:

The company website: https://outlastllc.com/

CONTACT:

LinkedIn: https://www.linkedin.com/in/jaredsimmons/

Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Show Notes:

Chad Oakley, CEO at the executive search firm at Charles Aris, discusses the current state of the consulting job market. He kicks off the conversation by explaining who Charles Aris is and what they do. Chad shares his perspective on three key areas: the market for strategic services, training Chief Strategy officers, and advice for Chief Strategy officers to make themselves more valuable in a down market.

The Market for Strategic Services

He states that the market for consulting services is currently down significantly due to the down macro environment. Major consulting firms like Bain, BCG, McKinsey, Deloitte, and Accenture have experienced a decline in revenues and project counts. However, they are hopeful that the current low watermark will lead to increased demand, but they are not seeing significant improvements just yet. The good news is that the need for strategy never goes away, and the market for consulting services is often a bellwether for how companies think about strategy these days. As the market continues to down, it is crucial for companies to focus on new and exciting strategic initiatives during downturns and outperform competitors when the market rebounds.

He explains that the consulting industry is experiencing a tight market, with more people on the beach than in the last five to five years. Consulting firms are implementing recessionary strategies, such as lowering bonuses, reducing annual raises, and slowing promotions. He talks about delayed start dates, takes a look back at 2023, and how the current situation compares to 2009 and how 2024 is shaping up. He explains that Chief Strategy officers from incorporations are hearing more about companies slowing down strategic projects, special projects, and extraneous growth initiatives. They are also concerned about layoffs and job security, so they want to be on the radar screen for potential opportunities.

Advice for Chief Strategy Officers 

When there are fewer opportunities, Chief Strategy Officers still have the same tasks. He talks about a bright spot for independent consultants and that connecting with these individuals and offering contract solutions can help consultants navigate the market downturn. Private equity-backed companies tend to have more flexibility and are willing to spend money when it will help them make money. He recommends a variety of different companies to consider during this time. He also explains that during a downturn, Chief Strategy Officers (CSO) focus on short-term versus long-term initiatives. In a market downturn, companies tend to retrench to their core products and services, making it more risky for CSOs and consultants working on long-term projects. Instead, they should focus on projects that make a quantifiable impact in the short term, such as increasing revenue or decreasing costs, and focusing on core products or services. Chad mentions a few areas that are profitable in the short term. 

He recommends that CSOs should also create more stability in their roles by taking on more than just strategy. This can include adding other functions to their responsibilities, such as corporate development and transformation initiatives or strategy and communication, AI. Chad also mentions how having a well-managed team helps promote a consultant's value to the company. CSO’s often become known as a feeder for future stars in the business, as they bring Rockstar talent to the company.

Functional Areas in the Current Market

The US is seeing more opportunity in industrials due to a significant onshoring movement and a slowdown in consumer packaged goods and retail sectors. This shift has created more opportunities for companies that are doing more manufacturing internally, with more growth in the industrial space, and they require more support. However, private equity remains a hot and heavy market, with deal flow decreasing. In 2022, the largest year of merger and acquisition deals in private equity history, and 2023 saw one of the lowest deal volumes due to the Fed raising rates and making money more expensive. Private equity firms are still seeking new talent for their portfolio companies, as they believe their existing functions are not reaching their full potential. 

The Impact of AI on Consulting

The conversation revolves around the potential impact of AI on consulting and the types of AI-related projects or roles being discussed. Chad believes that AI is still a new concept, and companies are still trying to figure out how to use it effectively, consequently, it has not been adopted as a rule. However, Chad does share how he has used ChatGPT.

Integrating into a Private Equity Firm

Chad offers tactical advice on how to integrate into a Private Equity (PE) firm. He has completed searches for 100+ firms in the last five years, from top 10 global firms to mid-sized or smaller firms. Each firm operates differently, with deal side and portfolio operations groups responsible for identifying potential acquisition targets, valuation, negotiation, and landing the deal. He suggests that, to approach private equity deal people, it is essential to be specific about your skill set and the specific portfolio company you can help. For example, if you are an independent consultant with experience in vendor negotiation, you can use an email title like "Vendor Negotiation Experts for this Portfolio Company" to get the attention of the private equity partner. This will make them more likely to engage with you and share quantifiable success stories. When partnering with a private equity firm, they are constantly thinking about improving EBITDA by raising revenue, maintaining costs, or lowering cost structures. If you have direct experience in improving EBITDA at a business, they may be more willing to engage with you. 

The Consulting Job Market in 2024

Chad talks about the current job market for full-time consulting roles in the United States. He looks back at statistics from 2022 compared with today. To pivot from contract consultants to full-time roles, he suggests identifying your spikes and ensuring they add value to the organization in the near term. This could include procurement studies, organizations, or vendor negotiations. He also emphasizes that most consultants have two true spikes that they can bring to an organization, and should focus on these areas. Chad talks about the current situation for the global market, but he believes that the first six months of this year will be bumpy, but the market will continue to move slowly and steadily. Chad believes that, whether seeking contract or full-time roles, individuals must be willing to put in more effort to achieve their desired productivity levels. Chad emphasizes the importance of positioning oneself well for a full-time role and how to articulate what they've been doing to achieve this. He believes that there is no time limit that would prevent someone from being a viable candidate for a full-time role. The number one fear clients have when talking about a contract or independent person is their utilization.

How Consultants Can Improve Their Resume and LinkedIn

To position oneself for a full-time role, he suggests having a good story of what they've done and ensuring that clients are happy to share their accomplishments, and demonstrating quantifiable outcomes in your resume and LinkedIn profile. A good resume should include numbers, such as increased revenue, decreased costs, improved cycle time, reduced inventory, and holding costs. As an independent consultant, it's important to have a website with case studies, white papers, or deliverables. However, if you don't have one, don't create one just for finding another job. Companies often think that someone is trying too hard by creating an entire website focused on finding another job. 

How to Find an Interim Executive Role

Chad discusses the importance of interim executive roles in private equity firms. He has had conversations with operating partners and managing directors about the use of these roles, and they all agree that they are crucial for their organizations. The most common areas where private equity firms use interim executives are CFOs, finance specialists, and transformation. To position oneself for these opportunities, one can either work for firms like High Point Associates or reach out to organizations and say, "This is my spike," which can lead to an opportunity presented to them.

Board Positions for Consultants

Chad also discusses board roles. He states that board roles are easier to fill due to the demand for these positions. However, he explains what boards are looking for and offers a few suggestions on how to position oneself. He suggests that individuals should research the industry and consider how their skills and capabilities in the relevant space are applicable. By doing so, they can better position themselves for these opportunities and contribute to the growth and success of their companies.

Timestamps:

10:42 The consulting market and talent acquisition trends

13:13 Market trends for strategic services in a down economy

19:31 The state of the consulting market and its impact on corporate strategy

23:05 Strategies for Chief Strategy Officers in a market downturn

28:23 Trends and strategies for Chief Strategy Officers in a down market

34:58 Private equity market trends and deal flow

36:24 AI impact, consulting job security, and private equity firm partnerships

42:45 Reaching out to private equity firms for business opportunities

46:05 Job market trends and career advice for consultants

52:01 Transitioning from independent consulting to full-time roles

55:01 Resume optimization, interim executive roles, and positioning for job opportunities

1:01:23 Board roles and compensation for private equity firms

Links:

https://charlesaris.com/strategy-compensation-studies/

Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Show Notes:

The Umbrex Business Analytics Diagnostic Guide that is discussed in this episode can be downloaded at no cost here: https://umbrex.com/resources/business-analytics-diagnostic/

In this episode of Unleashed, Will Bachman and Adam Braff discuss the creation of a data analytics diagnostic guide. Adam, a former partner at McKinsey and a consultant on data analytics, discusses the importance of data analytics in solving business problems in any company or investment firm. He explains that a business analytics diagnostic is designed for organizations with multiple people, computers, and analytics processes. The goal of this diagnostic is to determine the performance and alignment of the data science or analytics function with the overall mission of the company. He explains the size and type of company that uses this and who would monitor and manage the data analytics of a company

The Diagnostic Guide Format Explained

The diagnostic guides follow a format with scorecards for individual pieces of an area, typically 15 to 25 different scorecards, and within each one, objective criteria ranging from nascent to optimized. These guides are divided into categories and subcategories, such as analytics strategy, data management, advanced analytics, AI, talent, decision-making process, tools, and infrastructure.

Adam explains the format of the diagnostic guide, beginning with top level categories including analytics strategy, strategic alignment, performance measurement, and future roadmap. Analytic strategy involves understanding the business objectives and problems to be solved, such as growth, customer retention, risk management, and problem-solving. 

Strategic alignment also involves determining the location of analytics people, whether centrally located in a Center of Excellence or distributed across different functions. 

Performance measurement involves tracking key performance indicators for the analytics function, such as cross-sell, revenue, pricing, and marketing ROI teams. Benchmarking this number against competitors can help determine if the company is on track and if it is underinvesting in analytics. Performance measurement also includes ROI, which is the understanding of specific goals and projects that the analytics team is working on. By tracking these metrics and reporting the total impact analytics has on the business each year, the analytics strategy part can be evaluated.

A Roadmap for the Analytics Strategy

Adam emphasizes the importance of having analytical people distributed throughout the business and dedicated resources for analytics initiatives. To round out the analytic strategy, it is crucial to have a roadmap of the next eight quarters, such as tackling Net Promoter Score analysis, customer satisfaction drivers, or adopting a new data management tool. This roadmap should include hiring and development strategies, cutting-edge innovation, and research, which can be revisited and changed strategies as needed. This helps ensure the analytics team is effectively working towards achieving their goals.

Data Management: Warehousing, Sourcing and Integration

Adam goes on to talk about the importance of warehousing, data sourcing and integration involving sourcing data from internal systems or external sources, such as customer satisfaction surveys or third-party surveys. This is crucial for asset managers who need to acquire data for investment analysis and decision-making. Automating data loading processes is also important, as it allows for efficient data flow. Business intelligence is another important aspect of data management, which involves creating interactive dashboards and alerts for all stakeholders.

Data quality is a critical aspect of data management, involving conscious decisions on the quality of data. More mature businesses have higher standards for accuracy, timeliness, and completeness of data, with constant profiling and monitoring to ensure data meets these standards. Data governance encompasses coordination across different parts of the business, ensuring consistency in data definitions, appointment and training of stewards, and governing data for regulatory and compliance purposes.

Advanced Analytics and AI-Driven Decision Making

Adam discusses the importance of analytics in a company's operations, particularly in areas like operational analytics and revenue. He highlights the need for centralized, advanced analytics functions that focus on predictive modeling, machine learning, and AI-driven decision making. These functions should be evaluated for their maturity and effectiveness. Another area of focus is AI-driven decision making, which involves how a company uses AI to improve operations.  He goes on to talk about talent management and three main areas: people, performance, and technology and how these tools can be used in this area. Training and development are crucial aspects of analytics talent management. This includes understanding skill gaps within the team, designing a curriculum to fill them, and providing continuous learning opportunities. Internal or external certifications and specializations can also be beneficial.

Lastly, community engagement and collaboration are essential aspects of analytics talent management. This involves sharing knowledge with the organization, building collaboration, and engaging with external partnerships and networks. Adam explains how innovation and co-creation initiatives can help spur creativity and innovation within the analytics team. These efforts can be internal or external, pushing the envelope on innovation and ensuring the success of the business. Overall, analytics talent management is a critical aspect of a company's operations.

The Decision-making Processes in a Data-driven Culture

The decision making process involves three buckets: data driven culture, analytical decision making, and predictive decision making. A data-driven culture focuses on controlled testing of experiments and measuring things rather than relying solely on intuition. This includes tracking demand for analytics use cases, managing cultural change, and ensuring data accessibility and democratization. Analytical decision making starts with analytical frameworks and tools, such as customer lifetime value frameworks and CLV calculations. It also involves decision-making process integration, ensuring checks are in place before recurring functions occur to ensure data analysis is involved. Performance tracking and feedback are essential for comparing individual decisions made with data to the overall function.

Adam explains how and why analytical decision making is used, and how predictive decision making involves planning out budgets for next year, understanding macroeconomic impacts, weather, and operational and financial budgets. Predictive analytics can help manage various risks, such as customer numbers, macroeconomic impacts, and weather. Predictive data is used for strategic planning questions, forecasting sales, and risk assessment.

He explains how infrastructure scalability involves capacity planning and management, disaster recovery, and business continuity.

Analytics diagnostic guides can help organizations prioritize their future state and decide what they want to invest in. Consulting firms should consider the bigger picture strategic choices, such as whether they are a data-driven company or if it's not important to spend time and effort on data and analytics. Companies may also want to focus on specific examples of demand in the business that they don't know about today, which can help them make better decisions.

Data Analytics: Tools and Infrastructure

Adam talks about the various platforms that can be used, and how choosing a point along the continuum of low maturity, intuitive, data-driven, and algorithmic can help companies determine if they want to be more analytical or not. By understanding the needs and preferences of their clients and identifying areas for improvement, businesses can make informed decisions about their future state and investment in analytics. He talks about the importance of being able to integrate tools, scalability, fitting the needs of the business and customers, and the ability to customize the tools. Adam discusses the concept of a company's approach to building capabilities and whether they want to be an analytical firm or not, and which analytics will help the business. He suggests that companies should make strategic choices about centralized or distributed analytics functions, monetizing external data, and maintaining a high level of customer consent. He also suggests that companies should build these capabilities aggressively, gradually improving over time, and that companies should start with quick wins on important use cases and gradually build on more complex ones, such as marketing ROI models. 

For listeners interested in learning more about his practice, Adam recommends visiting braff.co, which offers resources such as a blog, an annual forecasting contest, and programming course. He also mentions that he has taught this content in graduate programs at Brown and NYU and has started teaching a corporate version of the analytics intensive course.

Timestamps:

01:18 Setting up data analytics function in a company

07:02 Analytics Strategy and Measurement

12:52 Data management categories and sourcing

16:12 Data management, analytics, and AI in businesses

22:06 Managing and developing analytics talent

26:50 Data-driven decision making and analytics in business

29:13 Data-driven decision making and analytics tools

34:44 Data analytics maturity and strategic prioritization

40:17 Building a data analytics function for a business

Links:

Website: https://braff.co

Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Tyler Cowen, author, economist and philanthropist, talks about the inspiration for his new book and the importance of talent identification in business. He believes that talent assessment is an art rather than a science and that institutions like the Florentine Renaissance, which had a competitive process for identifying talent, have been particularly good at this. Tyler also mentions the success of identifying American business talent in the Midwest during the 20th century. China has also done a remarkable job in identifying CEO talent in a world where almost no one had an MBA, and India is currently the single hottest blossoming talent spot. He discusses the trend of companies investing in spotting talent overseas, particularly for smaller companies. With the pandemic and work from a distance, the chance of hiring talent  in Indonesia or the Philippines is much higher than it was just a few years ago. However, it is harder to evaluate talent in other countries due to cultural differences and difficulty in interpreting references. And while talent is evenly distributed around the world, opportunity is not. Companies need to adapt their strategies to better identify and mobilize talent, as well as invest in international talent identification.

Screening Applicants and Recruiting Talent Tips

The increasing trend of independent professionals entering the international market and the importance of investing in pre-existing networks of soft contacts, Tyler suggests that companies should focus on building talent scouts or people who can help navigate different geographies around the world. He shares an example of hiring an Indian person who is well connected in India through his blog and podcast, which serves as a filter for potential applicants, reaching the people who are already aware of the company and  will take the first step of contact.

He also discusses the importance of screening applicants before the interview process, focusing on established track records, but with emphasis placed on behavior and actions taken and not merely words, and entrepreneurs who demonstrated curiosity and initiative, and those who can work independently but understand how they fit into a team. He emphasizes the importance of using soft connections to winnow down the field as much as possible. For the initial screening phase, Tyler suggests using pre-existing soft networks, such as those within the company or those who know them and can speak credibly about them. This approach is the highest yield way of approaching a problem where there are a large number of potential applicants and ensures that the candidate knows enough about the company and fits in.

Skills Assessment and Onboarding Talent

Tyler also emphasizes the importance of clear writing skills and how companies like Amazon and Stripe prioritize this aspect. He also shares a few tips to use during the interview process, and the use of practical exercises after the interview round, such as diagnostics or walk-throughs, to assess the candidate's performance. In terms of evaluating the talent within the company, Tyler suggests investing in high levels of trust and focusing on what can be done now to build trust with employees. He shares onboarding advice, and states that focusing on mid-year or annual evaluations is not always the best approach to assessing talent. 

Advice on Conducting Business Internationally

Tyler shares tips on how to travel and learn about a place. He suggests walking a lot, even in places not in guidebooks, and speaking to a broad range of people. He also advises buying a physical guide book in advance and reading it, as people rely too much on the internet when traveling. Tyler also uses soft networks to connect with people who may be readers or people living in that area to help him. He shares a few stories of philanthropic adventures, including one example of a successful small venture is Timothy, a Ukrainian American economist. He discusses the idea that successful small ventures are often made up of people who are similar in personality types, such as early PayPal, Peter Thiel, Reed Hoffman, and Elon Musk. While this idea may not be radical, it is true that some things work well when people are cut from the same bolt of cloth.

In summary, Tyler emphasizes the importance of building a soft network and connecting with people who can help him in various ways. He also mentions that some successful small ventures are made up of people who share similar personality types, which is not necessarily radical but is sometimes not always true. He talks about the concept of status quo bias and how Americans are moving less frequently. He shares his experiences with starting new projects, such as Marginal Revolution University, which is now the number one economics education site on the internet. He also talks about the importance of finding mentors, current funded projects, and future collaborations.

Cracking Cultural Codes and Conducting Business Internationally

Cracking cultural codes is an important aspect of understanding a culture. Tyler shares an example of how traveling to different countries helps bond with people and understand their thoughts and feelings. He believes that showing genuine interest in a country's culture can help break down barriers and encourage more ambitious individuals. A high leverage act is to raise someone's ambition. He also discusses the importance of not being too polite when evaluating someone for fellowship and believes that showing genuine interest in a country's culture can help break down barriers and encourage more ambitious individuals to pursue their passions. Tyler goes on to discuss how business is portrayed in the media and the value of management consulting and how the value of ideas underpins the entire enterprise. He emphasizes the importance of fluency in the English language and the development of a strong business culture. As an economist, Tyler also provides insights into the relative ability of management at a country level. He explains that management is better in some countries than others and how it changes over time. He also identifies the business scene of various countries on the rise, and how Danish business is different from American business.

Hiring Tips and Advice for Parents

Shifting back to hiring, Tyler emphasizes the importance of screening for resourcefulness and relentlessness in interviewing. He suggests that older individuals should be considered due to their track record and ability to capitalize on their full market value, and suggests taking note of “weird interests”, and looking for the level of detail in answers. On family life,  he shares his advice for parents on how to help develop talented kids, emphasizing the importance of encouraging curiosity and deep interests. He advises parents to introduce their children to their talented friends, allowing them to explore different professions and interests on their own.

Tyler's objective function is to become an information trillionaire, which may not be possible at the moment. He wants to learn as much as possible about various topics, such as economics, history, social science, travel, language, culture, food, business, political science, and World Affairs. 

Timestamps:

05:12 Talent acquisition strategies and screening processes

13:10 Hiring and onboarding processes for talent

18:07 Travel, talent assessment, and philanthropy

24:31 Creativity, innovation, and personal growth

27:40 Mentorship, cultural codes, and raising ambition

33:30 Business, media, and consulting insights

39:18 Business cultures, thinkers, and productivity

43:55 Writing habits, productivity, and lifestyle

Links:

Website: https://marginalrevolution.com/

Book: https://www.amazon.ca/Talent-Identify-Energizers-Creatives-Winners/dp/1250275814

Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

In this session, Will Bachman and Tiago Forte discuss Tiago’s new book Building a Second Brain. They discuss how the concept provides value and work through each key learning aspect, the importance of using note-taking apps, including CODE and Para. Tiago talks about the background that led to the creation of the book and how it was strongly shaped by his experience in consulting.  

Tiago shares his background as a junior project analyst at a boutique consulting firm called FaberNovel, where he learned the business model of consulting. Consultants are rapid learners, learning new things about the market, landscape, competitive arena, and internal aspects of clients. They must learn the client's culture, power structure, priorities, and communication preferences quickly and use as few billable hours as possible. Tiago emphasizes that consultants must bring their best thinking to the table every day, as they are being paid to think. The results of their efforts are based on the quality of their thinking. He explains that once they learn a subject, they must apply it to as many projects and clients as possible to be profitable as a consulting firm. 

Absorbing, analyzing, and applying creative thinking to the client’s problem is the overall triangle, but within the bigger picture are many time consuming and expensive research branches, each of which must be understood and analyzed at speed. Gathering, keeping track of and accessing the information needed – quickly – is essential, and this essentially begins with note-taking. 

The Development of the Knowledge Repository

Tiago started taking notes professionally, realizing that his effectiveness as a professional and results for clients, in addition to quality of life depended on his ability to be efficient. 

He talks about the development of the principles in building a second brain, and how they can be applied to management consulting assignments, such as market landscape studies, focusing on the client's culture, power structure, priorities, and communication preferences. By doing so, consultants can improve their effectiveness, results, save time, and ensure quality thinking again and again. 

He discusses the core principles of creativity and how they can be repurposed for various purposes. He shares his model, CODE, which is a simple framework designed to be universal across any profession. He outlines each stage of CODE. The first step involves capturing ideas and knowledge in various formats, such as photographs, sketches, drawings, text, and web bookmarks. Once captured, it is organized into groups based on the project, client, or aspect of the business. The next step is distilling the information into its essence, refinement, and synthesizing it into main takeaways or highlights. This process is essential for finding the signal in the noise of information, which is crucial for effective note-taking. The final stage is express, where the knowledge is shared in various forms such as writing, speaking, presenting, designing, building, launching, publishing, sharing, and selling.

Tiago suggests that people should start by capturing their thoughts and ideas, and recommends tools like Evernote, and other note-taking apps. He also mentions the Second Brain Resource Guide, which provides resources and a comprehensive list of links, tools, and apps for capturing information, including saving quotes from podcasts, transcription tools, and includes a few tips on using Kindle and YouTube.

In conclusion, the core principles of creativity and note-taking are essential for effective note-taking and knowledge management. By following these principles, individuals can create valuable content and share their knowledge effectively.

Communication Skills at Work

Tiago emphasizes the importance of distilling notes to retain their essence. He explains that humans are sensitive to the presentation of information and explains how even small changes to a website can have significant impacts on people's behavior. He suggests a method called progressive summarization, which involves highlighting key points or elements that matter to the reader.

He explains that when taking notes, it is essential to focus on the highlights that resonate with the reader and make them feel more connected to the content. This approach helps readers remember the important details and make better decisions about how to present information.

Tiago also discusses the concept of progressive summarization, which involves highlighting key points or elements that are important for lifelong learning as opposed to a short term project. He shares a tutorial on how to do this on his blog and talks about how to select necessary information and what should be set aside. He talks about how your personal energy levels affect note-taking and how to use the second brain approach on bad days to maximize potential outcomes and save energy for higher level decision-making processes. Tiago also introduces the benefits of using intuition and how to apply it. 

Tiago explains the generative effect, which refers to the idea that once you start publishing or creating content, you get more ideas and better ideas, and shares his own journey of having a scarcity-driven view of creativity. However, he states that creativity is the opposite; the more you use it, the more you express it, and put it out there, the more it generates. He emphasizes that, by practicing intuition and embracing the generative effect, you can improve your decision-making, creativity, and wisdom in the real world.

Tiago runs through how he uses Evernote and how he creates clear separation and distinctions between his first and second brains, making it easier to focus on one task at a time. He talks about organizing and distilling a large amount of material into a final published or significant piece of content. He explains the framework PARA and how he uses it.

Q & A Session on Building a Second Brain

In the Q & A session, Tiago answers questions on the following topics:

• Dealing with analysis paralysis

• How to segregate material

• Identifying the basic building blocks 

• The value of taking two notes a day

• Reshaping knowledge

• The paradox of research

• Categorization of notes

• This philosophical mindset question

Links:

The Second Brain website: https://www.buildingasecondbrain.com/

Forte Labs blog: https://fortelabs.com/blog/basboverview/

Email: https://fortelabs.com/subscribe/

Timestamps:

07:46 Creativity and productivity using the "code" framework

12:55 Capturing information and building a second brain with Evernote and other tools

17:24 Audio rep revolution, video revolution, and distillation techniques

24:46 Designing a note-taking system for productivity

29:27 Creativity, note-taking, and a second brain system

35:14 Capturing and organizing creative ideas using a second brain

40:20 Organizing notes and creating content

45:28 Organizing notes and research without attaching them to specific projects

53:09 Building a second brain through note-taking and organization

Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

In this episode of Unleashed, Melanie Espeland talks about the importance of using one's voice to make a powerful first impression. Melanie, an executive coach and life coach, shares her structure for building an executive presence. The structure includes two pillars: the literal (physical world) and the figurative (mental and emotional world).

Voice Is The First Impression

The literal pillar focuses on the speaker's voice, which includes nonverbal communication, posture, and body language. The figurative pillar includes authenticity, confidence, and vision. Authenticity is crucial as it involves being connected to oneself and having clarity about who they are and how they want to show up. Confidence is separate from executive presence as it involves believing in the effectiveness of their actions and their ability to connect with their audience. Vision is influenced by watching great leaders speak and media training work, and it involves articulating one's thoughts, needs, and future focus or thesis in a clear, consistent, and well-understood manner. In summary, Melanie emphasizes the importance of using one's voice to make a powerful first impression in various aspects of life. She provides a series of voice exercises that can be done at home and offers tips on how to use one's voice to make a powerful first impression. By understanding and practicing these techniques, individuals can build their own executive presence and improve their overall professional image.

Voice Exercises - Training the Tool

Melanie jumps into the exercises to demonstrate how they work. One important exercise is warming up the voice, starting with humming the sound as an H. This will help with projection and open up the mouth for the arm. The speaker also suggests doing a simple vocal warmup, such as a e Oh, ah, to start articulating around the mouth, tongue, and facial articulators. She compares the voice to an instrument, and the body is an instrument, and the voice is the sound it creates. To tune up the voice appropriately, the speaker suggests stretching beforehand to avoid injury or muscle hamstrings. Melanie also emphasizes the importance of giving the jaw and tongue muscles a little bit of love and attention. She suggests using a lion and mouse exercise to warm up the face and facial muscles, making them small and tight, and then expanding them. This helps the face constrict and expand, working those muscles and wake them up. The jaw needs a little bit of love, as the jaw and tongue are the most overworked muscles when it comes to speaking. To relax the jaw, the speaker suggests yawning or letting it relax naturally.

Melanie explains the importance of a vocal warmup, which can range from two minutes to an hour, depending on the individual's needs and skill level. She suggests building this routine into your daily or every other day routine, making it whatever length works for you. She also shares specific exercises that can elevate your voice, such as tongue placement. One of the most surprising exercises is the tongue placement exercise, specifically for American English. This exercise is specific to American English speaking and is not necessarily accurate for other languages.

Melanie  demonstrates different placements of their tongue, such as the back of the mouth, middle of the mouth, and front of the mouth. She demonstrates how different they sound with their tongue in different general placements and  encourages practicing these techniques over time to improve their voice and feel more confident and comfortable speaking. 

In conclusion, building in a vocal warmup is essential for both personal and professional success. By practicing these exercises, individuals can enhance their voice and become more confident and effective in their communication.

Developing The Mind-Body Connection

Melanie explains how to create a mind-body connection, using your fingers to direct your body and physically move your tongue where it needs to be. Practice at home by reading text with your tongue in different placements, especially forward, to gradually move your tongue forward. Use the TH sound to prompt forward placement, such as using a sentence like "They thought the thesis was thorough." This exercise is great for diction and tone placement. In American English, the TH sound is sometimes mistaken for the D or F sound, so be aware of this and differentiate between the two sounds. Use all three sounds in a sentence to make distinctions between them. For example, "The thoughtful dog dodged a fiery thicket" can help ensure you are working on tone placement and overall diction.It is also important to think about other ways to improve your sounds and diction, such as identifying and working on challenging sounds like W, S, and F sounds. This can be done by asking friends or family, listening to yourself or a recording of yourself speaking, or listening to yourself or a recording of yourself speaking.

Improving Vocal Range

Melanie shares her experience with a large vocal range, which can be quite low for a female voice. She attributes this to her proper training and attention to detail. However, if she is not properly using her body or breathing properly, she can sound very different. Melanie emphasizes that both genetics and practice play a role in her vocal range.In society, a lower-pitched voice is often considered more authoritative, but this can be achieved through proper breathing technique. Melanie suggests starting with more simple texts and gradually moving up to more challenging ones. She offers several tips to practice and improve one’s vocal range. Female voices tend to be higher, resulting in a more warmth and friendliness. This can be a secret weapon when used appropriately. To achieve this, exercises like tongue placement and breathing exercises can help. Tongue placement helps sound more precise and formal, making individuals more confident. Breathing exercises help deliver more grounded and authoritative sounds. The key is to use your feminine voice to your advantage and incorporate other tools to enhance your authority and sense of knowing. Using a quick breathing technique can help maintain a balance between warmth and authority.

Breathing Techniques

Melanie goes on to explain the importance of proper breathing technique in singing. She emphasizes the importance of using the diaphragm, a dome-shaped muscle that interacts with the ribcage and respiratory system, to create sound. Breathing deeper into the diaphragm allows for more air to be absorbed and expelled.

She suggests practicing by placing one hand on the belly and the other on the chest below the collarbone to double check if the diaphragm is engaged. This exercise helps build awareness of how to breathe and how much air is being brought in and out of the body. It may take some practice to feel comfortable with this exercise, but it is essential to understand how your body is working and how to engage the diaphragm. Over time, the goal is to get more air into the body, breathe slowly, and use more air when exhaling and speaking.

For those who have asked about pitch, speaking lower, or speaking more slowly, this exercise is a great way to start working on these aspects. Additionally, it is relaxing, making it an ideal practice for those with stressful days or big presentations.Melanie emphasizes the importance of proper breathing technique in singing, particularly in terms of utilizing the diaphragm. By practicing this exercise, individuals can become more aware of their breathing and control their breath to create sound. For exercises to avoid trailing off at the end of a sentence and to avoid raising your voice at the end of a sentence, she suggests working on breathing with your diaphragm to have more air to express yourself and move through sentences with the same emphasis and volume projection, and she explains the importance of improving breathing and voice quality to eliminate nasal quality.

Melanie Espeland, a former McKinsey consultant, is now a PCC ICF certified coach. She  has worked with Olympians, influencers, and executives on their speaking and executive presence. Espeland loves working one-on-one, as it allows for the biggest impact and value. 

Timestamps:

00:10 Using voice to make a powerful first impression

01:29 Voice and executive presence coaching

04:19 Improving executive presence through voice exercises

09:23 Vocal warm-ups and facial articulators

15:11 Yawning and jaw relaxation techniques

18:34 Vocal warm-ups and tongue placement for better diction, projection, and likability

25:19 Tongue placement for clear speech

30:49 Improving diction and vocal range through exercises

36:28 Voice coaching techniques and breathing exercises

39:07 Using breathing techniques to improve vocal authority

44:26 Breathing techniques for better speaking

50:35 Improving public speaking skills and breathing techniques

Links:

Website: https://www.melaniesespeland.com/

Email: melanie.espeland@gmail.com

Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.