Time for us to be honest with ourselves. Relax – there’s no poll attached to this blog post nor will it change what you receive from Santa during the holidays. True or False: Often times when you think you’ve lost something, you will have found it nearly right under your nose – exactly where you were looking, but just weren’t looking hard enough. In the moment you do see that lost set of keys, the smartphone you set down and couldn’t find, or the wallet which is always eluding you, you feel mildly embarrassed for not seeing what was literally right under your nose. Welcome to the world of Consulting. Not sure what I mean? Follow me a little further. I have lost count of the number of times I’ve set foot on a client site – leadership desperate for strategic or tactical direction they cannot seem to pinpoint, or, searching fruitlessly to find that ONE technical solution which will solve all of their problems. The afore mentioned desperation is palpable, almost to the point of hanging like a cloud over all of the employees. As the leadership describes their ‘pain points’, they hang on every syllable, waiting for some kind of proverbial silver bullet to fall out of my mouth, magically appearing with the sole purpose of solving their deepest, darkest issues. In a large number of these instances, after the interrogation of the client leadership has concluded, you’ll often times find me wondering why I’m sitting in the presence of these very powerful individuals. My wonder is not because I don’t understand the plight of these leaders and their desire to fix what they feel to be broken or malfunctioning, but because I feel as though my presence here might be a bit premature. Allow me to explain. Silver bullets don’t exist, save fiction novels filled with vampires, wooden stakes, and garlic cloves. What does exist, though, are simple solutions often found right under the nose of those people in charge of leading their organization. Typically, the first words out of my mouth will be a challenge to leadership, often questioning the ‘how’ and/or the ‘why’ something is done a particular way. “Why are you allowing employees to do this?” “Why would you not leverage a simpler version of that technology to remove complexity?” “Would you ever consider removing steps from this process to drive simplification, and thus remove cost, from how you are conducting your business?” “Do you really need a $500,000 software package to do something that requires little more than a spreadsheet to manage and maintain?” Take some advice from a consultant before you hire a consultant. Simply put, before spending tens of thousands of dollars on gathering advice from someone external to your organization to help you identify improvements, maybe it would be worth a week or two worth of due diligence to determine if there are ways you can solve your problems on your own. You need to look hard – question the status quo – consider the ‘how’ and the ‘why’ of the decisions made previously and be willing to take a critical look. Think of it almost like cleaning out your closet – “Have I worn this in six months? Do I really have a need for this anymore? Why did I even buy this to begin with?” Inevitably, that old blazer or pair of heels you bought to match that one outfit will end up in a pile for donation. Equally, often times the business decisions of the past will no longer be valid and there are simpler, more cost-effective ways to address your growth areas. Challenge everything – all ways in every way. More often or not, if you look at what you do and how you do it, you’ll find the most valuable solutions are the simple operations and technology solutions.... …right under your nose.

EVALUATING THE OPTIONS OF CONSULTING PARTNERSHIPS In today's marketplace, you'll typically find three different 'breeds': Contractors, Consultants, & Partners. Each brings their own positives and negatives to the table as you look for assistance with whatever problem(s) you're looking to solve. But wait... do they all have negatives? Intriguing notion... 'CHURN & BURN' VS. 'CONSULTATIVE AGREEMENTS' Contractors are most often exactly that - 'churn and burn' individuals or organizations who attack a specific problem or organizational need, address it, and are out the door as fast as they can while charging maximum dollars. They go 'A to B' - and rarely, if ever, want anything to do with C. While still focused on delivering solutions for their clients, Consultants take the next step. By incorporating consultative advice based on prior experience - both inside and outside of the your vertical - they are able to influence the approach you may or may not take in addressing organizational needs. Remember though, you're paying for that experience - likely at top dollar - in addition to paying for the manpower to complete the associated work. Consultants are more 'A to B while telling you to consider C and D all while looking at 1, 2, and 3'. Oh, and, pay me while I'm helping you consider C and D - because we don't do that for free. So, let's be clear - there is absolutely nothing wrong with these kinds of engagements. As with most things in business and in life, there is a time and place for everything. Make sure you clearly understand the purpose of both Contractors and Consultants as you look to put pen to paper on those very dollar-heavy, potentially all-consuming contracts. What you see is not always what you get. PARTNERSHIPS FOR THE LONG TERM You knew this is where we were going all along - it's in the title. Duh. So now, the question must be asked: Why Partnerships? What is the added value from finding a Consultant who is a Partner? An engagement with a Consultant or Consulting Firm is no small task. From the moment you decide to engage to the time they actually walk in the door can be months. You and your business will invest massive amounts of time and money, as well as human and physical resources, in the pursuit of the promise of something better - delivered by said Consultant(s). You and/or members of your organization will need to spend significant amounts of time to educate the Consultant(s) on your operation. The first, second, or even third iteration of any deliverable(s) will not be perfect, so expect multiple cycles of improvement to be necessary in order to have a viable deliverable produced. For you and/or your staff, a productivity quagmire is created: is it more valuable to spend time working with the Consultant(s), or, is it more valuable to do my regular job? Think of it as Return on Investment (ROI): If you were to invest $100,000, would you want a return of $1,000 or $1,000,000? While the answer is obvious when framed this way, you'd be shocked how many businesses are swept up in the 'aura' of the promise of a better day. However, what they fail to see is the Consultant(s) eating away their productivity, their ability to serve their customers, and most notably, their profit margins. So how do you prevent yourself from falling into this trap? IDENTIFYING PARTNERS FROM CONSULTANTS As you evaluate different Consultants, consider a few markers to gauge long term viability: 1) Does the prospective consultant spend as much or more time asking you questions about your goals and objectives beyond just the task at hand? 2) Does the prospective consultant inquire as to how your business operates holistically versus just the area of concern? 3) Does the prospective consultant take great pains to itemize every last area of effort for billing and invoicing, or, do they focus on the deliverable(s) and how they help improve your organization without conversations of billing and rates? 4) Does the prospective consultant offer advice and/or potential solutions before the terms and conditions of the engagement are even written? 5) Does the prospective consultant encourage you to speak with other consultants / consulting firms in order to help confirm the proper fit for your organization? 6) Does the prospective consultant state when they are lacking in experience / expertise in certain areas so as to provide full transparency in their capabilities? Or, do you consistently hear they are capable of delivering everything you need? 7) Does the prospective consultant offer 'warranties' for their work, committing to being available to support you and your business long after the deliverables are completed? Fair to say these few questions only scratch the surface as to the presence and viability of long-term Consultative Partners. However, if you continue to ask questions in a similar vein, you will be able to sort out those who are in for the quick paycheck as opposed to those who are in it for your success. The sum is always greater than the individual parts. Great Consultants know their success is a direct byproduct of understanding their client's business model, objectives, and goals so thoroughly so as to align and deliver consulting services for the greatest return on the organizational investment. This equation creates a symbiosis between the individual parts - a partnership where both parties can be jointly invested in each other for the common goal of success. MAKING THE CASE (TL;DR) Contractors and Consultants have their place - just make sure you know what you're getting yourself into before you sign an agreement. Consultants who act as your Partner will always be more concerned with the success of your business rather than their bottom line - every single time. Consulting Partners will always be willing to throttle their services with the rhythms of your business without forcing themselves on you. Consulting Partners will, without prompting and without cost, always bring forth new and unique ideas for how to help improve your business. Always view Consulting Partnerships through the lens of ROI - am I getting out of this Partnership more than what I'm putting into it? If you can answer 'yes' to that question, you do indeed have a Partner. Red Star Consulting views all of our relationships as Partnerships. No business can function without the assistance of others. Irrespective of 'competitor' or 'complimentary', we fully believe all organizations have their place in the ecosystem of business.

TL;DR: Enter the new Corporate Catch Phrase - "Data Driven Decisions". How profound (read with dripping sarcasm). All organizations make 'data driven decisions' every single day, all day, everyday. Why make a decision that could cost millions of dollars without consulting the data first? Of course, what they don't tell you about: are they collecting the correct, most pertinent data with which to make those decisions. If your organization is planning on leveraging this new Corporate Slogan, make sure you've actually captured the right data points at the right time. Yet Another Corporate Catchphrase Recently, medium and large organizations have been captivated by this amazing idea of "Data Driven Decisions". How many of us have heard the terms 'Big Data', 'AI', 'Machine Learning', 'Data Lakes', and the always delightful 'Data Mining'. Granted, these terms are just the tip of a very large 'iceberg of words' which have recently become corporate-speak because some executive somewhere thought this concept was brilliant . The corporate-speak has now become fodder for Sales & Marketing Teams around the world. Turn on the television and pay close attention to the commercials for any large company - guaranteed you'll see or hear one of these terms. Apparently, for years, somehow or another, Corporate America has been making decisions about how to operate by the proverbial seat of their pants - casting aside spreadsheets, charts, graphs, and highly detailed analysis only to rely on insights of members of the C-Suite! ONLY THEY KNOW! Riiiiiiiight. Dose of Reality For Data Driven Decisions As with most of the blog posts I make, don't be fooled by the marketing which takes old processes out of the trash, cleans them off, slaps a new coat of paint on them, and provides a rebranding to sell an old, existing concept. WE HAVE BEEN DOING DATA DRIVEN DECISIONS FOR DECADES, EVEN CENTURIES. I doubt there isn't one of us reading this post who hasn't used a spreadsheet to keep track of some kind of data. From family address and phone information, all the way to corporate financials and/or general ledgers, we have been assembling data for a long, long time. Analysts with their charts and graphs - all derived from data. Projections are derived from - you guessed it - data. So, let's not act like this is some new fangled concept. This is old hat. Period. End of conversation. Or is it...? Data Does Make the World Go 'Round I grant you, we do live in the 'Data Age' where we are trapping more information per transaction / contact / communication than ever before. Why? Because we leverage technology for EVERYTHING. Computers, Smart Phones, Search Engines - the list goes on. And what do all of these things need to work? DATA. Massive amounts of it. Therefore, extremely easy to collect when there is a plethora of it to choose from. Therefore, why wouldn't organizations want to use the data which is now available to them to help make better decisions? Duh. Of course they would. However, the question no one ever asks: how do you know your organization is captu ring the right data at the right time so when the analysis is done, the results give you the appropriate results you need to make the best 'data driven decision'? The answer: No one knows - you just have to assume it's being done. The Nine-Hundred Pound Gorilla In The Room By no means do I or would I expect an organization to pull their own curtain back and show the world their data sources - including the level of reliability those sources have. However, it SHOULD make you think twice about the data you're collecting for your business. Where are you pulling your data from? What specific data points make the most difference in driving your decisions? Does your data represent an adequate cross-section of your customers to ensure reasonable result sets? Is a member or members of your organization evaluating your data for reliability? How often are you refreshing your data sets? Is your collected data secure? Make Sure You're Doing It Right "Data Driven Decisions" aren't bad per se. However, don't fall victim to the idea this is a new concept and you need to pay hundreds of thousands - even millions - of dollars to reap the benefits. And, frankly, start at the very beginning. Just like Dorothy in the Wizard of Oz, you must start at the beginning of the Yellow Brick Road. Make sure you're collecting the RIGHT data points at the RIGHT time. The analysis which comes after will be easy if you've started out on the right foot - with or without the ruby slippers...

Often times, change happens when we aren’t looking for it nor expecting it. After rowing in the ocean of time for so long, we will look back and no longer see the shore, only to feel a large wave come and capsize the boat of familiarity. Plunging into those murky, dark waters of is never pleasant – especially when it was not our choice, but rather life upending our accepted norms. This is where perspective reigns supreme. New beginnings. We can spend time sloshing about, fighting the waves and currents trying to return to the boat of familiarity where we feel safe. Or, we can allow ourselves to be caught up in those waves and currents and see where they may take us. Perhaps changing tides will allow us to arrive in a place that is safer, more fulfilling than the boat ever was. Change is something we should all embrace. It is a necessary part of life that often times brings more reward than risk, provided you give the proper amount of time and effort to the opportunity. Too often we spend time fighting against change without realizing often times subtle shifts in what we do and how we do it often yields the best results. Think about how even relatively recent and simple progressions have changed our lives? Vinyl records, to 8 Track, to cassette tapes, to CDs, to now digital music. Think about even how simple an evolution such as this makes monumental leaps in how we view and interact with our world. From time to time, perhaps we should all consider how to simply jump out of the boat into those dark waters versus waiting for life to spill us in. Maybe the things we want most will be found riding the tides of tomorrow.

As a business owner, I try very hard to toe the proverbial line. I work diligently to find the ‘middle ground’ in nearly everything I do so as not to upset anyone. Over the last few weeks, the need to speak on a particular topic has been growing. As of this morning, the need has turned into a requirement. Fleeting Opportunities Nearly fresh out of college, I went to work for one of the largest companies in the world. Bright-eyed, high-energy, and full of vigor, I was genuinely ready to take on any task no matter how insignificant. Hired in as part of a group of recent college grads, I was extremely hopeful I would be able to establish strong professional connections. I couldn’t have been more wrong. This particular company had a specific employee in charge or college recruiting. This individual appeared to give preference to their alma mater, as well as one other university. (Later, I would find out this other university was the alma mater of the CEO at that time.) My perception that I was ‘one of eight’ individuals quickly devolved. The reality became ‘ I am the one outsider amongst three graduates from one university and four graduates from another’. The Outsider Turned Outcast Welcome to being ‘Odd Man Out’. The next eighteen months of what started out as an incredible opportunity quickly devolved into my being ostracized from my peers as I had no foundation in which to build any kind of relationship. Needless to say, my peers didn’t have a desire to let me into their group either. My ideas were consistently minimized. My accomplishments were often stolen by others who could leverage the opportunity. At the end of the eighteen months, I was unceremoniously transferred halfway across the country. I was told I was being given “an excellent short-term opportunity” to be a leader at an up and coming daughter business. “Short-term” became twenty-four months before I left the company, all while being told by my Chief Information Officer that I was “burning a bridge” for leaving the organization. Based on how I was treated, I felt strongly the bridge had been set ablaze by management and my peers as soon as I departed headquarters. Hindsight Now, some twenty years later, hindsight is certainly 20/20. No pun intended. In the situation I lived through, little could have been done to address the issues of the moment. Nor could I have known in advance the situation I was walking in to. The company was stable and reputable, the opportunity superb, and seemingly the potential upside was endless. Therefore, I’m thankful I have been able to glean from these difficult moments a valuable lesson that has guided me for years to come. The Detrimental Power of Familiarity Sweeping Generalization: We all feel our best when with familiar people in comfortable surroundings. As a society, we strive towards this ideal we refer to as ‘comfort’. We wish to “be comfortable” as we discuss what may be considered the critical aspects of our lives – our living situation, our spouse, our children, our savings, our retirement. While it is a genuine achievement to reach these levels of life accomplishment, are we perhaps a bit too complacent with how we use ‘comfort’ throughout our lives? How often do we go to places where we are uncomfortable? How often do have difficult conversations with the people in our lives? When was the last time we made an effort to reach out to someone we know is having difficulty in life? When was the last time we approached someone radically different from ourselves and tried to engage in constructive conversation? The answer? More than likely – rarely. I don’t disagree we must be safe in how we conduct ourselves in our daily lives. We must be prudent in protecting what we work hard to produce so that we may reap as much benefit as possible. However, is there not a difference between ‘protection’ and ‘understanding’? Embrace Diversity of Thought People are all different, insomuch as none of us have had exactly the same life experience. Yes, it is easier to relate to people who have had similar experiences. Yes, we need people in our lives who have similar experiences so that we can work through the many aspects of life. That said, too many people miss the opposing viewpoint. Embrace the people around you who have vastly different life perspectives in order to add to your own. Whether the difference is gender, race, sexuality, religion, politics, or any of a myriad of differences we share, it is of the utmost importance we embrace alternative perspectives. If we were to spend as much time getting to know our neighbor (read: someone we know but holds different perspectives) as we did posting on Facebook or Twitter, think how much more we might enrich our lives. Business Application In business, I have always found the best ideas come from a diversity of thought and opinion. Never simply surround yourself with ‘Yes People’. Demand to be in the company of people who will genuinely disagree for the sake of the better. Take time to listen as well as speak. When you do listen, do not do so just to rebut what is being said. Listen to understand and ask thoughtful questions about what is being proposed. We are at the precipice of new generations in politics, thought, technology, and beyond. Our opinions should be founded on inclusion, seeing the world beyond only that which our own eyes are able to observe.

TL;DR Nothing about the recent corporate catchphrase ‘Digital Transformation’ is new or groundbreaking. The idea of ‘Digital Transformation’ has been around since the proliferation of personal computers into the corporate environment in the mid-to-late 1980s. Organizations of all scales have been working to shift from manual procedures to computer-based automated processes for decades and doing so with great success. Please – stop talking about ‘Digital Transformation’ like it’s some groundbreaking concept – it isn’t. REVISITING THE PAST Over the last eighteen months, if I had a nickel for every time I heard the catchphrase ‘Digital Transformation’, there is a significant likelihood Warren Buffett and I would now be extremely close friends. Don’t get me wrong – there have been plenty of technological breakthroughs over the better part of the last thirty years and there is no point in my taking space to list them. However, this idea of a “transformative period where companies are hyper-focused on shifting antiquated processes to fully digital, automated technologies” is, frankly, a misnomer. Further, if we truly evaluate where we have been, the idea of “Digital Transformation” is actually, in and of itself, laughable. On a macro level, consider the progression of technology from the mid-1980s to today. The year is 1985. The first PC war has begin – IBM PC, Apple Macintosh, Commodore 64, and several other prominent companies are jockeying for dominance with their version of the personal computer. Software is being written for every element of business. Organizations of every size within nearly every vertical are making significant investment in both hardware and software under the guise these new tools will increase productivity, reduce operating costs and error, and streamline processes across their organization. Sound familiar? Sound similar to what this new catchphrase of the 2010s is promising? It should. DISPENSING WITH A SUPPOSED REVOLUTIONARY IDEA Every decade has shown technological progress coupled with its application to both Corporate and Consumer verticals. The growth is well-documented as exponential, and will continue according to the principles set forth in Moore’s Law . With these developments in technology, the ability to digitize more and more complex processes has been completed in a direct, similarly exponential, relationship. Yes – I’m stating the obvious. Most everyone with even a basic understanding of computing is well-aware of these concepts, even if they don’t know the specifics to support the concepts. Whether hardware, software, or any other kind of technology, companies have been working for decades to simplify and automate processes. You can list them off the top of your head – IBM, Microsoft, SAP, Apple, Oracle, ADP, Salesforce, Citrix, and a laundry list of others – have made millions upon billions of dollars developing the means and vehicles for simplifying the work done by public and private sector workers. Word Processing, Spreadsheets, Presentations, CRM, VMS, and this list goes on and on and on and on – literally. These are all solutions created explicitly to digitize and simplify previously manual or time consuming processes. So if this has been going on since the mid-to-late 1980s, what’s the fuss about? Why has this idea of ‘Digital Transformation’ caught fire throughout Corporate America? ACKNOWLEDGING THE TRUTH ABOUT DIGITAL TRANSFORMATION & MOVING FORWARD ‘Digital Transformation’ is nothing more than a cute catchphrase created by CIOs, CTOs, supposed ‘Digital Innovators’, and large-scale consulting firms (read: Accenture, Deloitte, et al) to justify capital expenditure within an organization. It’s a sexy way to internally (or externally) market investing dollars into work that has been going on for decades already. Are those dollars justified? Certainly. Should organizations be leveraging technology to identify ways to improve and streamline their operations? Absolutely. Does this work which has already been going on for decades really need a separate umbrella title under which the work should live? No – not even remotely. Look, by no means am I denigrating this kind of work. Rather, it’s the foundation of what Red Star Consulting does for our clients! The point of this post is to ask people to see this idea of ‘Digital Transformation’ for what it really is – a cute corporate catchphrase which genuinely has no meaning other than putting a new name on the same old face. If you really want to discuss ‘revolutionary ideas’ for how to make a technologically positive impact on the organizations of today, how’s about we start to look into how C-Level Executives become better versed in technology. Hmmm… sounds like a good idea for my next blog post. But for now, enough with the ‘Digital Transformation’ stuff. When working with partners, vendors, and/or consultants, be careful if you hear this term. Let this blog post ring in your ears!

Not that our world wasn’t already driven by contracts before the current Global Pandemic, but they seem to be at the forefront even more so now. Small Businesses are often intimidated by lengthy contracts with a plethora of legal jargon. Often times, the wording is so unintelligible, following the direction of the document is near impossible. Red Star Consulting is regularly engaged to assist with the review of contracts and provide guidance on areas of potential issue. We’re always happy to provide this service to our clients. That said, it is important Small Business leadership be able to understand the three of the most critical areas of any business contract. The goal is to offer protection to your business by pointing you in the direction of the most critical aspects of a contract, what to look for, and what concerns you should have if you do not find these sections. Spotting The Critical Aspects Most contracts come with something I refer to as ‘The Thump Factor’. Simply, if you were to print the contract out and let it land on your desk, it would make a relatively loud thump. Most are intimidated by the length, jargon, and documentation references used within the document. Trust me – you can only read the terms “albeit”, “forthwith”, and “hereby” just so many times before you disregard them. And you should. They’re just words. Words not often used any longer, thereby giving the presence of intelligence and reason for you to feel intimidated. If you can’t get past a few big words, you probably need to find another line of work. Now , with that out of the way, here are the three (3) areas of any contract you should be focused on: Contract Deliverables Payment Terms Exit & Cancellation Clause(s) Deliverables: The ‘What’ of a Business Contract Legitimately, this is exactly what it sounds like: what do you or your client intend to deliver as part of this agreement. While it seems overly simple, rest assured, I wouldn’t be writing this post if that’s what it was. When contracts are written, vendors and clients arrive in a ‘danger zone’ when there is inadequate explicit detail outlined in the contract. Not sure what I mean? Allow me to give an example, albeit a bit extreme. (See what I did there??) You go to your local car dealership and you purchase a new car. You have spent days researching this car and you have settled on this one. The salesperson writes up the purchase contract, the paperwork states only that you purchased ‘one car’. After completing your payment, you step outside expecting the car you picked out to pull up in front of you. Alas, you cannot help but hear a squeaky, backfiring, clunker of a car come out from around the back of the building and pull up in front of you. “What is this!!?? This isn’t what I bought!” you may exclaim. However, the salesperson will respond with “But I gave you what’s on the contract – one car.” Oops. Now you’re in trouble. Perhaps the purchase agreement should have had some additional details on it, don’t you think? When we discuss “explicit detail outlined in the contract” for deliverables, this is trap you may potentially fall into if not for critical details. The more specific you are in what is to be delivered either by you or by your client, the more likely you are to A) receive what you’ve agreed upon, and B) able to reject work product if it does not meet the required deliverable specifications. Buying a 2021 Mercedes-Benz G-Class in Obsidian Black Metallic Paint with Black Nappa Leather provides an adequate amount of detail and is significantly different than the clunker the dealership pulled around as ‘one car’. Especially for the $70,000 you just threw down to buy it. Be particular in what you agree upon and make sure you document all of the requirements thoroughly. Absolutely no work should begin until the deliverables are clearly articulated and agreed upon by all parties involved. This principle goes for ALL industries – whether you’re a clothier, baking wedding cakes, a florist, or even a software developer. Understand at the outset what your clients are looking for and be exact! Makin’ It Rain Congratulations – you have come to an agreement on what will be done with this contract. Now, how are you going to get paid for what you’re doing. Let’s not be shy nor awkward about this. We work to get paid. It’s simple, easy, and completely reasonable. However, as a Small Business Owner, you may not necessarily know there are options for how you can be paid by your client or vendor. Don’t know what I’m talking about? Follow me. There are several types of payment strategies that can be incorporated into any contract. Some of those are: Paid in Full Upon Delivery Down Payment to Begin Work, Remainder Upon Delivery Milestone-Based Payments Time-Based Payments The first and second bullets are commonly known. Based on our interaction with our clients, the third and fourth bullets are rarely heard of nor used. This is unfortunate as there are definite upsides to leveraging these payment strategies as part of a contract. Milestone-Based Payments are exactly that. If you are able to break up the delivery of your product or service into multiple, discernible parts that can be brought to your client over the period of the contract, this would be an excellent option for you. This payment model helps your business maintain positive operating capital as you are not having to float the funding of the entire agreement. This allows for you to offset the upfront costs of employees, raw materials, and other contract-necessary materials. Additionally, from more of a business strategy perspective, this model also reduces the risk of your taking a complete loss should your client wish to cancel the contract whereby you will have been paid through your last successful milestone. Time-Based Payments are more risky, but often times find traction in specific verticals. In essence, regardless of when you deliver your product or service to your client, the client would agree to pay you on a schedule basis that could extend well beyond the conclusion of the contract insofar as the completion of deliverables. This is a tactic used by Small Businesses who are in need of help, but require the opportunity to pay the terms over a longer period of time. (Think Mortgages and Car Loans – very similar in nature.) Understanding these additional payment models may give your organization more leverage in solidifying an agreement with a vendor who may be hesitant to rely on more commonly held methods. “Make a New Plan, Stan”… Exit & Cancellation Clauses Yes – in the Real World, not all contracts agreed upon will make it to a loving, blissful conclusion. Perish the thought! Alas, it does happen. It will happen. And often times, especially in business, more end badly than they end positively. Therefore, there is a critical need to protect your business in the event of such problems, and it is done through Exit & Cancellation Clauses. Every contract you enter into should have these clauses specifically defined and in a separate section onto their own. Under no circumstance should you EVER accept any contract where there is not a means nor manner in which to terminate the agreement. As you consider these terms, think about the following questions to ensure you have crafted a proper strategy: Is there a minimum number of days notice my client / vendor should provide before they are allowed to exit the contract? If my client / vendor is allowed to exit the contract, how do we pay each other for services already rendered that have not yet been reconciled? Do I wish to have any penalties exacted on my business or my client / vendor for departing the contract? What is the mechanism that would be used if there are any disagreements between my business and the client / vendor? Court? Arbitration? Remember, not all contracts are ended due to negligence or failure to fulfill. Many contracts are negatively influenced by the economy (local, state, & national levels), by geopolitical issues, by current political policies and doctrine, and even more simply, just life in general. Especially in the case of Small Business, organizations will go out of business, medical emergencies will limit productivity, or even owners will pass away unexpectedly. All of this to say you should consider the fairness of any of the stipulations of these clauses as you author them and ask yourself, “Would I think this fair if it was imposed on me?” Fear Conquered Absolutely, there is SIGNIFICANTLY more to a business contract that we aren’t touching here. Non-Disclosure Agreements, Master Service Agreements, Payment Terms, Non-Recruitment Clauses, and the list goes on, and on, and on. Remember these are the three (3) most critical aspects of crafting and/or reviewing any contract. If you can master these areas, the likelihood your business will prosper from the agreement is high. Do not be afraid to ask for help – understanding some of these contracts can take years of experience and an eye for high levels of detail. Never be afraid – business is always business, regardless of the big fancy words someone might use. Red Star Consulting, LLC is a partner to Small and Medium sized businesses across the country. As the foundation and backbone of our local communities, we see and feel the urgency of helping our local entrepreneurs reach the highest levels of success. Learn more at https://www.redstarconsultingllc.com .

As a consultant helping small businesses grow, the last ninety days have brought on fatigue when hearing three words. Simply having to type them makes my body start to convulse. Work. From. Home. Ugh. How do companies successfully work in a decentralized manner? This time started as a ‘breath of fresh air’ for people whose work required their physical presence in an office, the situation has quickly devolved. An unending stream of Zoom meetings, working at all hours of the day, and family members who don’t necessarily understand what ‘working from home’ actually means. Such is the plight of the Modern Day Worker in 2020. The year seems to only progressively worsen rather than show any real sign of relenting. Evaluating How We Arrived Here The consultant in me cannot help but be intrigued by the long-term implications of these extraordinary circumstances. There will always be industries requiring physical employees at the workplace. More companies are being forced to realize they are able to successfully operate in a remote, decentralized manner. Employers and employees alike are quickly understanding a number of businesses do not necessarily require a formal ‘brick & mortar’ existence. That said, this is not a novel concept. Companies have had remote employees for the better part of the last fifteen years. Fair to say, never has our economy seen such large numbers officially ‘working from home’ for such a long duration. This should prove our technology infrastructure is strong enough to handle the influx of people working from a home-based office. Our Cloud and Computing technology has progressed to a point in which nearly anywhere can be an office. Laptop and tablet devices are priced where the average consumer has access to the technology. Cloud storage and backup has also permeated both the Enterprise and Consumer markets so much that it has become standard. High-speed internet connection is a prerequisite in any home with even the most basic levels of computing and streaming services. Computer-based cameras are also either standard as part of most devices or readily available in the marketplace for any consumer. The technology has already arrived. It is available. It is used today. Our infrastructure is ready to make this shift on a long-term, even permanent, basis. Why Are Decentralized Business Models Not More Prevalent? This begs the question: If this is all possible now, why have employers not more largely embraced a decentralized business model? The answer lies in looking more closely at the rise of Video Web Conferencing services. While conference calls have existed for decades, video conferencing has only taken root within the last three to five years. Why is that? Well, simply put, interpersonal relationships are one of the most critical components of conducting business. The ability to see as well as hear our management, co-workers, and clients is key to feeling comfortable and connected. The following statement largely explains why employers desire to have their employees physically in office or other common working space: Written communications are good; hearing someone is better; but the ability to see body language and facial reactions is best when wanting to truly understand one another. Video conferencing has allowed for all of us to stay connected. No – it’s not the same as physically being in the same room. However, it is close enough to satisfy the requirement given the negative medical and social circumstances. From the employer perspective, being on a video conference provides a level of accountability from employees. This ensures active engagement in their day-to-day work responsibilities. Finding The Positive Amongst the Tragedy However, this unique time has also shown there are significant benefits to ‘Work From Home’ approaches. Employees are able to realize a better ‘work-life balance’ as they have removed extremely time-consuming activities from their daily lives. Reduced time trying to dress and ready in the morning, elimination of long commutes to and from the office, daytime lunch and breaks where there can be interaction between spouses, children, and loved ones – these are just the beginning of the benefits for the individual. On a larger scale, scientists are already able to detect the environmental benefits of these large-scale change. Decreases in fossil fuel consumption, significant reduction of greenhouse gas emissions, and reduced usage of paper products are all just the tip of the iceberg in how our Earth is positively impacted from this pandemic. This extraordinary situation clearly demonstrates we as a people are able to adapt and overcome. Organizations have an opportunity to reevaluate their approach towards their employees and how work is conducted. Genuinely, it will be interesting to see the studies published after the conclusion of this pandemic. Specifically, those about the effectiveness of employees during ‘Work From Home’ conditions. I will be interested in subjects like the associated improvement, equivalence, or reduction in worker productivity. We will all have to wait and see. Moving Forward In the meantime, by no means would we ever wish this situation on our society ever again. However, I do believe it is important to heed the lessons clearly imparted upon us all from this tragic time. We must proactively work to find balance. This balance is with ourselves, our loved ones, our employers or employees, and with the Earth around us. I believe there is a deeper meaning to this situation. We should all think long and hard about how this situation has both positively and negatively impacted each of us. And by no means is this a political statement. This is more of a request for us to pause and be thankful for what we have. The end is always near. How we choose to live and what we choose to leave behind is always within our power. Red Star Consulting, LLC is ready, willing, and able to help your organization succeed! Our diverse offerings can help your business grow and succeed. Visit Red Star Consulting, LLC to learn how we can help you today!

Welcome to Week… wait… Four…? Fourteen…? whatever… of ‘Stay at Home’ orders stemming from the Coronavirus. All kidding aside, I do hope you, your families, and your loved ones are all safe and healthy. Our prayers are with everyone who has been impacted by this horrible pandemic and we continue to hope for a speedy resolution to this situation. Speaking with friends and former colleagues, so many were excited about the opportunity to Work From Home. “I can’t imagine how comfortable I’ll be” or “I’ll be able to roll out of bed, make my coffee, and start working right away”, all the way to, “Well, I probably can get away with only working a couple hours a day”. Genuinely, considering the faltering economy that appears to be plummeting quickly towards a deep recession, even a full on depression, I would strongly advise against the last approach I heard. Alas, I can certainly understand the joy that comes with rolling out of bed, brewing that morning cup of joe, and sitting down to your laptop or tablet without having to spend an hour or more getting ready, only to fight morning rush hour traffic. I checked in with the same friends and colleagues last week, and needless to say, I wasn’t necessarily surprised by their reactions. “I can’t wait to get out of my house again”, “My children make having a Zoom meeting impossible”, “My home is NEVER quiet – ever”, or my favorite “I have never been so distracted in my life, so much so I’m actually beginning to appreciate my office at work”. After resisting the urge to scream, “I told you so” into the phone, I proceeded to help my friends with some key ideas to make Working From Home (or ‘WFH’ as it is often abbreviated) a bit more successful, less stressful, and more conducive to productive hours of work. My colleges encouraged me to write about these in the hopes they would help others- including you. For the record, myself and my entire team works remotely, all of us working from our home offices, with regular travel to Client offices when necessary. As we are located in different geographic areas throughout the world, we have worked diligently to bridge these gaps while delivering quality products and deliverables for our Clients. Now, I make no guarantees any of these will work for you, but should you give them a try, I promise you will find some relief in even small portions of these suggestions. Without further a-do… 1. Create a Space Dedicated For Work Think about your daily work routine. Don’t most all of us go to the same space every single day to conduct our business? Why should ‘Working from Home’ be any different. In your home, find a place where you may consistently go to complete your work and meet with coworkers. If at all possible, this place should be: Well-lit (preferably with natural light) Low noise levels, optimally with door(s) to close (should others in your home become too loud while you’re working) Have comfortable seating where you will be able to spend long hours during the day An acceptable background, especially for those inevitable Web Conference Meetings (where your coworkers won’t be able to see the pile of dirty dishes in your sink) 2. Create & Follow A Daily Routine While I understand you don’t have to wake up quite as early to get dressed and ready for work, nor negotiate your morning commute, it is still important to follow a routine. Pick a time to wake up where you can still wake, take a shower, brush your teeth, put on acceptable clothes, and eat a proper breakfast. Once done, begin your work day. Wake up at the same time consistently every work day. Take planned breaks throughout your day where you walk away from your work space, even if only for ten to fifteen minutes. Step away for lunch like you would at work – do not fall victim to eating lunch at your desk in an attempt to ‘get ahead’. Conclude your work day at approximately the same time every day, allowing time to spend with your loved ones. 3. Communicate Your Work Hours To People In Your Home The people who live in your home are likely very happy you’re home with them. You’re safe from the outside world while still employed (which is more than a lot of people right now). That said, there is a good chance they’ll be knowingly or unknowingly invading your designated work space throughout the day. Set boundaries. Communicate the hours you will be ‘working’ and work to kindly enforce those boundaries, letting your family and loved ones know how important it is for you to continue to do excellent work especially during these difficult conditions. 4. Leverage Additional Tools to Help Make You More Productive For many, our offices had additional productivity tools we do not have in a home environment. Considering there is the potential for a long runway before businesses will re-open throughout the country, there are several items you may want to consider purchasing to help maintain your personal health and sanity throughout your work day. ‘Blue Light’ Blocking Glasses External Bluetooth Ergonomic Keyboard and Mouse Noise-Cancelling Headphones Moleskine Journal High-Definition Webcam Desktop Charging Hub for Mobile Devices 5. Go Outside While you may be thinking this is trivial and blatantly obvious, you’d be surprised how many days will go by where you will be sucked into your work from sun up to sun down and never make time to set foot outside the four walls of your home. Make sure you take at least fifteen minutes a day to go for a walk during daylight hours. Your body requires Vitamin D, which you receive from the sun, in order to assist in stabilizing mood, eliminating stress, and generally making you feel better. Do not discount this – it is critically important. 6. Exercise Regularly Again, I get it – your local gym is more than likely closed. You pay good money every month so you don’t have purchase and store exercise equipment in your home. And now, you’re at a loss. Fear not! If you are genuinely not a person who goes to the local gym or workout studio on the regular, make sure you are getting outside three to four times a week for a brisk, thirty minute walk. For those of you who are more the ‘gym rat’ (or want to be), you’re also in luck. Bodyweight exercises are easy ways for you to maintain your physical fitness as we wait for these closure orders to be lifted. To help you with the variety of your exercises while maintaining proper form, I would strongly suggest Solid Rock Training’s Virtual Workout Program. At $99 per month, they offer Daily Live Workouts with live coaching through Zoom, pre-recorded on-demand workouts, standard or custom nutrition plans, and a community of people second-to-none in maintaining and driving accountability and fun! Check them out here: https://www.teamsolidrocktraining.com 7. Socialize With Others However Possible Pick up a phone and call friends or family. FaceTime with people to have the closest ‘friendly interaction’ possible during these times of social distancing. Spend time sitting on a front porch or in your driveway and watch people go by – say hello, make light conversation from afar. These interactions are important – human contact is important. Do not underestimate the value of simply speaking with other people – it will go a long way in stabilizing you mentally and emotionally. 8. Regularly Evaluate Your Mental State There is absolutely no shame in admitting you are lonely, disconnected, or even depressed stemming from the lack of personal connection and fear associated with this pandemic. TALK TO SOMEONE. REACH OUT. DO NOT BE AFRAID OR ASHAMED. IT IS NORMAL TO FEEL THIS WAY. There are professionals who know how to help you and are ready and willing to do so. Do not wait for tomorrow – now is the time. Contact the National Helpline for Substance Abuse and Mental Health Services: 1-800-662-HELP (4357) Lastly, the most important element to remember is: This will pass. While this is a horrible situation and has impacted the lives of so many, including the loss of tens of thousands of souls, we will survive. There will be a day in our future where we will be able to return to ‘Life as Normal’ – new measures will be in place to prevent a resurfacing of this virus. Or, more hopefully, a vaccine will be created to eradicate it completely. Keep your eyes on the future. Know this will pass. Know you’re strong enough to move past this and a better tomorrow is out there. In the meantime – stay safe, stay vigilant, and may you enjoy this opportunity to be home with your loved ones!

The science is very clear on this topic – whether you’re buying or selling, real estate transactions are one of the most stressful times of life. Searching for homes, cleaning and staging a home for sale, showing appointments, open houses, contract negotiations, inspections, pre-qualification letters, mortgages, closing dates, all of your possessions in boxes, movers, disclosures… it’s legitimately enough to make your head spin… like Dorothy’s house landing in Oz. Only if moving was THAT easy, right? Just lay down on your bed, fall asleep, and your house just lands in a new location. Convenience personified. Okay, maybe the whole ‘relocate your house via tornado’ isn’t the best idea – especially residing in Oklahoma. I digress. Human Real Estate Agent In recent years, the Real Estate vertical has seen the beginnings of change to what was previously a well-established model for buying and selling property. The industry has seen a significant rise in ‘For Sale By Owner’ properties, as well as a spike in online real estate startups who promise little to no commissions and ‘Listing Only’ Firms – a nominal commission or flat fee will allow for a Seller to list their property in the local Multi-List System (MLS) so it is visible to potential buyers. Especially Sellers see these options as a huge opportunity to save on costs associated with a real estate transaction. And they would be correct – it is a cost savings. Five to six percent of any transaction paid in fees to a licensed Real Estate Agent (Realtor) is quite a bit, especially when you’re talking about your home. Unfortunately, as people are thoroughly excited about monies they will not have to pay in commissions, they neglect to see the glaring problem with these avenues – massive increases in legal and financial risk in completing the transactions. Additionally, the relationship and rapport Realtors build with their clients are mission critical in delivering on the ‘soft side’ of the transaction – trying to provide confidence and comfort to clients that someone is in their corner and looking out for their best interests. Human relationships cannot be replaced by reduced commissions. Very few individuals outside of the Real Estate industry understand the complexity that comprises every transaction. Most people associate Realtors with the ‘drive you around town until they show you the house you want to buy’ stereotype. And while they do, in fact, do that, there is so much more after these initial interactions. Lending, titles, inspections, negotiations, legal hurdles, contractors, closings – and this only scratches the surface of what goes on behind the scenes that most Buyers and Sellers will rarely, if ever, see. What's missing? A human real estate agent. Let me put it in other terms to assist in illustrating the point. Say you had a leak in the roof of your home. Would you go out and select a roofing contractor that was unlicensed, not bonded, carried no insurance, and had little to no professional experience to fix your roof, but can charge you half as much as the next guy? No – of course not – that’s just silly. You’d be looking for a licensed, insured, bonded roofer with a good reputation, good references, and is offering a reasonable price to do the repairs. But wait though – if you wouldn’t do that in this circumstance, then why would you do it when you’re BUYING or SELLING a home? How does that make sense? Short answer – it doesn’t. Real Estate Agents and their Brokerages are professional organizations who are licensed and trained to assist their clients in navigating the murky waters of real estate transactions. The five-percent or six-percent you pay to that Realtor to shepherd you through these transactions is a pittance in comparison to the time and effort they put in to ensure the transaction goes smoothly and you, the client, are protected from legal or financial issues – both in the present and in the future. I strongly advise all of my clients to work with licensed Real Estate Agents for all of their related needs. That said, there are still opportunities for Real Estate Agents and Real Estate Brokerages to improve the level of service they bring to their clients. While some agencies are willing to make steps forward with the technology they use to deliver services to their clients, often time many brokerages are stuck in antiquated, analog ways to manage their brokerage processes. With the rise of mobile technology (smartphones, tablets, 5G internet connections, digital signatures), Real Estate Brokerages have massive opportunities to leverage new technology and solutions to improve overall customer experience, directly increasing Realtor productivity and reducing the need for clients to physically be present in order to participate in the process. While several solutions do already exist in the marketplace to help Realtors and Brokerages improve their digital footprint, very few of these solutions are directly integrated with each other. For example: Customer Relationship Management (CRM) tools exist specifically for clients, but how many directly integrate with an MLS to pull key data points once a client wishes to submit a contract on a piece of real estate? How many Realtors are truly ‘mobile’, in that their client information and files are all digital and securely accessible from anywhere they travel? How many Realtors are able to capture prospective client information while conducting an Open House, short of having them write client contact information on pieces of paper? Are Realtors able to capture Digital Signatures from their client that will hold up in a court of law? The opportunities to leverage these solutions are not just present in this moment, they are nearly a requirement to avoid falling behind in this digital age. However, it will take a professional organization to help link these solutions together so they may be used in an optimal manner – improving productivity, reducing overhead, and maximizing the impact to client experience. The analog world is collapsing – are you and your brokerage ready?

You can find a deal anywhere these days – walk into any of those ‘big box’ stores in most every town, or, hit the internet to find a myriad of online retailers accessible through a few keystrokes and touches on your smart device. Seems easy, right? You barely need to leave your sofa these days in order to find exactly what you’re looking for at a fraction of the cost. The present day motto – quick, easy, stress-free. Right? Let’s dig deeper, shall we? Upon further inspection, you might not necessarily realize a gigantic gap in your thought process right now. I know what you’re thinking, because I thought the same thing. “Where could there be a gap? Everything we need we find at Target or Walmart, and if I can’t find it there, I’ll just get on to Amazon and boom! It’s all covered. Anything and everything I need at the best prices in the marketplace.” Valid statement – no argument to this. If you need something, usually you can find it at one of these retailers or Amazon is happy to send the world to your doorstep via UPS or FedEx in two days. A far cry from the proverbial “old days” of the Eighties and Nineties where ‘five to seven business days’ seemed like expedited shipping. Now then, while I stipulate this to be fact, time for you answer the following questions – and let’s be honest with ourselves. Where do you get your hair cut? Where do you buy and pick up your prescription medicine? Where do you take your dry cleaning? Ever needed your tires changed or maintenance work completed on your vehicle? Where do you go out to eat for a special night out? Ever needed your clothes tailored because they didn’t fit quite right? Do you hire someone to mow your lawn, handle pest extermination, or help you with your home landscaping? Ever needed a plumber, an electrician, or an air conditioning professional? Now I have you thinking. Perhaps there are things I cannot order online or purchase at one of those big name retailers. Interesting, isn’t it? Start thinking about how many things you depend on local, small business provide to you. Think about how often we take for granted that what we need, whether it be speciality product or specific service, will be available to us in our hometown. Think about how these small and medium-sized businesses stay in families from generation to generation, the bedrock of our local communities so much so these business celebrate fifty, one-hundred, even one-hundred and fifty years of successful business. It’s almost hard to imagine ini today’s economy an organization lasting more than ten to fifteen years – let alone fifty. Additionally, before you begin thinking the Target’s, Walmart’s, and Amazon’s of the world could never, ever fail and will be around forever, allow me to put forth a few names that may make you, yet again, think twice… Sears, Toys ‘R Us, JCPenny, Montgomery Ward, Blockbuster, Compaq, Kodak, Radio Shack, Woolworth’s, Standard Oil… and the list goes on. Businesses, like the economy, is cyclical. Banking used to be an enormous amount of local banks, now gobbled up by large banks, but further troubled by difficult economic cycles so much so that we are seeing a number of smaller, local banks beginning to pop up again. The retail space used to be dominated by major anchor stores – Sears, Macy’s, JCPenny, Montgomery Ward, Woolworth’s – now disbanded as online retailers are able to deliver products through online shopping and relatively inexpensive shipping, without the cost of expensive brick and mortar stores. However, as you think through these cycles, consider your local businesses. Yes, some come and go. Some are bought and sold. Some are more successful than others. The foundation, though, of our local economy, our neighborhoods and communities, are built on local small and medium sized businesses. Consider this for a moment – how do large retailers determine where to build their next stores? They look at the stability of the surrounding community and whether the economy is strong enough to support their business. So, before the next time you step in to your nearby Target or Walmart, remember to think about your local business and what they’ve done to make these retailers land here. If it’s not for their hard work and perseverance, some of the luxuries you have may have bypassed you and headed for the next town several miles away…

The meteoric rise of social media has brought forth truly inspiring stories. We see athletes overcoming great odds to become champions. We see individuals beating disease and certain death when doctors gave them a terminal diagnosis. We watch humankind come together to raise each other up – through donation to those who are less fortunate, through joining together to rebuild after a disaster, saving animals from being caught or hurt… The list goes on and is infinite. It’s wonderful and it inspires all of us to be better people in serving the world around us – not just ourselves. That said, perhaps what I’m about to discuss will be viewed as a negative, pessimistic regard for life. On the contrary, I would like for you to try and view this from a positive perspective. I know – seems impossible. But, give it a try and perhaps you’ll see what I mean. I have been a professional in Corporate America for over twenty years. I’ve worked for some of the largest companies in the world, as well as for some of the smallest organizations where you could count the total number of employees on both hands and maybe a foot. Regardless of the size of the organization, high performing employees tend to exhibit similar characteristics. Personally, I have been surrounded by these people throughout my career and I have made several observations. While the vast majority of those characteristics are positive, there are a handful that are negative – usually to the detriment of the individual, which then negatively impacts the organization. High-performing employees regularly feel a level of dedication to their work, their teammates, and the success of their employer that goes above and beyond that of the prototypical 9-to-5 employee. Often, these individuals will also place their own personal and family needs below those of the employer – singularly focused on business success at all costs. While this mindset is noble, employers and employees alike should be cautious of this kind of behavior. Often times, these employees become susceptible to a myriad of other problems and often times leads to mental, physical, emotional, financial, and even family breakdowns. I have observed these individuals who have become so rooted in this ‘dedication at all costs’ characteristic can clearly articulate the issue and acknowledges it is extremely unhealthy. However, their dedication wins over their ability to step back and re-evaluate the situation. Similarly, employers will often identify these high-performers and will allow this negative behavior to continue undeterred – simply because the employer is reaping tremendous benefit from this person’s efforts. In either case, there is an acknowledgement this behavior is detrimental to the individual and must be addressed. Both the individual and the organization have a responsibility to each other to help stem this detrimental behavior. Organizations should be actively looking to identify people who are regularly working extended hours to keep up with their workload, are seemingly emotionally unstable, or are not taking adequate vacation time. Employers should also make taking paid time off a requirement for employees – not allowing them to simply aggregate their time off until the year end, but rather strongly encourage, even reward, employees who take time throughout the year. Individuals, though, tend to hold the largest responsibility in this equation. They are well-aware of the negative results of their dedication. Children and spouses often feel neglected or will complain of a lack of attention and/or time with the individual. These individuals will also often times feel extremely overworked and under-appreciated, forcing these people to work even harder than they have previously – perpetuating a self-destructive cycle. Physical and mental tolls can become catastrophic, negative self-value takes over, and the overall destruction of the person will inevitably ensue. The solution? Simple. Walk away. I acknowledge we are living and working in a society where the rich become richer and the middle class keep working harder for the same returns. The average worker is connected 24 by 7 by 365, living in perpetual fear that an unanswered email on a weekend or holiday may constitute grounds for being a target in a layoff or for a poor annual performance review. However, too few of us are asking the most important question: “If this is how my employer operates, is this really where I want to work? Do I want to dedicate my time and efforts to an organization that simply values my ability to make the owners and executives richer, while I lose touch with my family, myself, and my sanity?” Especially for these people with high levels of dedication, they know how to answer the questions, but simply ignore the answers as an inconvenient truth. The successful organizations of the future will easily grasp the following principle – people are not cattle. Employees are not ‘easily replaceable’. Bonuses should not be for management first, but for the people who take care of the details on a daily basis – things management so often ignores or takes for granted. And for those high-performers, knowing when to ‘walk away’ and find those organizations will be critical. Don’t allow yourself to fall victim to Corporate America. Don’t lose yourself for those corporate officers who wouldn’t even know your name if you stood in front of them and shook their hand. That is not who we are. And it’s not what we should accept as a workforce and as a society. We can do better. Walk away.