You are on page 1of 51

&KDSWHU2QH/(66217+(5,&+'21¶7:25.

)25021(<
7KHSRRUDQGWKHPLGGOHFODVVZRUNIRUPRQH\
7KHULFKKDYHPRQH\ZRUNIRUWKHP
³'DGFDQ\RXWHOOPHKRZWRJHWULFK"´0\GDGSXWGRZQWKHHYHQLQJSDSHU³:K\GR\RX
ZDQWWRJHWULFK6RQ"´

³%HFDXVHWRGD\-LPP\¶VPRPGURYHXSLQWKHLUQHZ&DGLOODFDQGWKH\ZHUHJRLQJWRWKHLU
EHDFKKRXVHIRUWKHZHHNHQG+HWRRNWKUHHRIKLVIULHQGVEXW0LNHDQG,ZHUHQ¶WLQYLWHG
7KH\WROGXVZHZHUHQ¶WLQYLWHGEHFDXVHZHZHUHSRRUNLGV´

³7KH\GLG"´P\GDGDVNHGLQFUHGXORXVO\

³<HDKWKH\GLG´,UHSOLHGLQDKXUWWRQH

0\GDGVLOHQWO\VKRRNKLVKHDGSXVKHGKLVJODVVHVXSWKHEULGJHRIKLVQRVHDQGZHQWEDFN
WRUHDGLQJWKHSDSHU,VWRRGZDLWLQJIRUDQDQVZHU

7KH\HDUZDV,ZDVQLQH\HDUVROG%\VRPHWZLVWRIIDWH,DWWHQGHGWKHVDPHSXEOLF
VFKRROZKHUHWKHULFKSHRSOHVHQWWKHLUNLGV:HZHUHSULPDULO\DVXJDUSODQWDWLRQWRZQ
7KHPDQDJHUVRIWKHSODQWDWLRQDQGWKHRWKHUDIIOXHQWSHRSOHVXFKDVGRFWRUVEXVLQHVV
RZQHUVDQGEDQNHUVVHQWWKHLUFKLOGUHQWRWKLVHOHPHQWDU\VFKRRO$IWHUJUDGHVL[WKHLU
FKLOGUHQZHUHJHQHUDOO\VHQWRIIWRSULYDWHVFKRROV%HFDXVHP\IDPLO\OLYHGRQRQHVLGHRI
WKHVWUHHW,ZHQWWRWKLVVFKRRO
+DG,OLYHGRQWKHRWKHUVLGHRIWKHVWUHHW,ZRXOGKDYHJRQHWRDGLIIHUHQWVFKRROZLWKNLGV
IURPIDPLOLHVPRUHOLNHPLQH$IWHUJUDGHVL[WKHVHNLGVDQG,ZRXOGJRRQWRWKHSXEOLF
LQWHUPHGLDWHDQGKLJKVFKRRO7KHUHZDVQRSULYDWHVFKRROIRUWKHPRUIRUPH0\GDG
ILQDOO\SXWGRZQWKHSDSHU,FRXOGWHOOKHZDVWKLQNLQJ

³:HOO6RQ«´KHEHJDQVORZO\³,I\RXZDQWWREHULFK\RXKDYHWROHDUQWRPDNHPRQH\´

³+RZGR,PDNHPRQH\"´,DVNHG

³:HOOXVH\RXUKHDG6RQ´KHVDLGVPLOLQJ(YHQWKHQ,NQHZWKDWUHDOO\PHDQW³7KDW¶VDOO
,¶PJRLQJWRWHOO\RX´RU³,GRQ¶WNQRZWKHDQVZHUVRGRQ¶WHPEDUUDVVPH´

$3DUWQHUVKLS,V)RUPHG
7KHQH[WPRUQLQJ,WROGP\EHVWIULHQG0LNHZKDWP\GDGKDGVDLG$VEHVWDV,FRXOGWHOO
0LNHDQG,ZHUHWKHRQO\SRRUNLGVLQWKLVVFKRRO0LNHZDVDOVRLQWKLVVFKRROE\DWZLVWRI
IDWH6RPHRQHKDGGUDZQDMRJLQWKHOLQHIRUWKHVFKRROGLVWULFWDQGZHZRXQGXSLQVFKRRO
ZLWKWKHULFKNLGV:HZHUHQ¶WUHDOO\SRRUEXWZHIHOWDVLIZHZHUHEHFDXVHDOOWKHRWKHU
ER\VKDGQHZEDVHEDOOJORYHVQHZELF\FOHVQHZHYHU\WKLQJ

0RPDQG'DGSURYLGHGXVZLWKWKHEDVLFVOLNHIRRGVKHOWHUDQGFORWKHV%XWWKDWZDV
DERXWLW0\GDGXVHGWRVD\³,I\RXZDQWVRPHWKLQJZRUNIRULW´:HZDQWHGWKLQJVEXW
WKHUHZDVQRWPXFKZRUNDYDLODEOHIRUQLQH\HDUROGER\V
³6RZKDWGRZHGRWRPDNHPRQH\"´0LNHDVNHG

³,GRQ¶WNQRZ´,VDLG³%XWGR\RXZDQWWREHP\SDUWQHU"´

+HDJUHHGDQGVRRQWKDW6DWXUGD\PRUQLQJ0LNHEHFDPHP\ILUVWEXVLQHVVSDUWQHU:H
VSHQWDOOPRUQLQJFRPLQJXSZLWKLGHDVRQKRZWRPDNHPRQH\2FFDVLRQDOO\ZHWDONHG
DERXWDOOWKH³FRROJX\V´DW-LPP\¶VEHDFKKRXVHKDYLQJIXQ,WKXUWDOLWWOHEXWWKDWKXUWZDV
JRRGEHFDXVHLWLQVSLUHGXVWRNHHSWKLQNLQJRIDZD\WRPDNHPRQH\)LQDOO\WKDW
DIWHUQRRQDEROWRIOLJKWQLQJVWUXFN,WZDVDQLGHD0LNHJRWIURPDVFLHQFHERRNKHKDG
UHDG([FLWHGO\ZHVKRRNKDQGVDQGWKHSDUWQHUVKLSQRZKDGDEXVLQHVV

)RUWKHQH[WVHYHUDOZHHNV0LNHDQG,UDQDURXQGRXUQHLJKERUKRRGNQRFNLQJRQGRRUVDQG
DVNLQJRXUQHLJKERUVLIWKH\ZRXOGVDYHWKHLUWRRWKSDVWHWXEHVIRUXV:LWKSX]]OHGORRNV
PRVWDGXOWVFRQVHQWHGZLWKDVPLOH6RPHDVNHGXVZKDWZHZHUHGRLQJWRZKLFKZH
UHSOLHG³:HFDQ¶WWHOO\RX,W¶VDEXVLQHVVVHFUHW´

0\PRPJUHZGLVWUHVVHGDVWKHZHHNVZRUHRQ:HKDGVHOHFWHGDVLWHQH[WWRKHUZDVKLQJ
PDFKLQHDVWKHSODFHZHZRXOGVWRFNSLOHRXUUDZPDWHULDOV,QDEURZQFDUGERDUGER[WKDW
DWRQHWLPHKHOGFDWVXSERWWOHVRXUOLWWOHSLOHRIXVHGWRRWKSDVWHWXEHVEHJDQWRJURZ

)LQDOO\P\PRPSXWKHUIRRWGRZQ7KHVLJKWRIKHUQHLJKERUV¶PHVV\FUXPSOHGXVHG
WRRWKSDVWHWXEHVKDGJRWWHQWRKHU³:KDWDUH\RXER\VGRLQJ"´VKHDVNHG³$QG,GRQ¶WZDQW
WRKHDUDJDLQWKDWLW¶VDEXVLQHVVVHFUHW'RVRPHWKLQJZLWKWKLVPHVVRU,¶PJRLQJWRWKURZ
LWRXW´

0LNHDQG,SOHDGHGDQGEHJJHGH[SODLQLQJWKDWZHZRXOGVRRQKDYHHQRXJKDQGWKHQZH
ZRXOGEHJLQSURGXFWLRQ:HLQIRUPHGKHUWKDWZHZHUHZDLWLQJRQDFRXSOHRIQHLJKERUVWR
ILQLVKWKHLUWRRWKSDVWHVRZHFRXOGKDYHWKHLUWXEHV0RPJUDQWHGXVDRQHZHHNH[WHQVLRQ

7KHGDWHWREHJLQSURGXFWLRQZDVPRYHGXSDQGWKHSUHVVXUHZDVRQ0\ILUVWSDUWQHUVKLS
ZDVDOUHDG\EHLQJWKUHDWHQHGZLWKDQHYLFWLRQQRWLFHE\P\RZQPRP,WEHFDPH0LNH¶VMRE
WRWHOOWKHQHLJKERUVWRTXLFNO\XVHXSWKHLUWRRWKSDVWHVD\LQJWKHLUGHQWLVWZDQWHGWKHPWR
EUXVKPRUHRIWHQDQ\ZD\,EHJDQWRSXWWRJHWKHUWKHSURGXFWLRQOLQH

2QHGD\P\GDGGURYHXSZLWKDIULHQGWRVHHWZRQLQH\HDUROGER\VLQWKHGULYHZD\ZLWKD
SURGXFWLRQOLQHRSHUDWLQJDWIXOOVSHHG7KHUHZDVILQHZKLWHSRZGHUHYHU\ZKHUH2QDORQJ
WDEOHZHUHVPDOOPLONFDUWRQVIURPVFKRRODQGRXUIDPLO\¶VKLEDFKLJULOOZDVJORZLQJZLWK
UHGKRWFRDOVDWPD[LPXPKHDW

'DGZDONHGXSFDXWLRXVO\KDYLQJWRSDUNWKHFDUDWWKHEDVHRIWKHGULYHZD\VLQFHWKH
SURGXFWLRQOLQHEORFNHGWKHFDUSRUW$VKHDQGKLVIULHQGJRWFORVHUWKH\VDZDVWHHOSRW
VLWWLQJRQWRSRIWKHFRDOVLQZKLFKWKHWRRWKSDVWHWXEHVZHUHEHLQJPHOWHGGRZQ,QWKRVH
GD\VWRRWKSDVWHGLGQRWFRPHLQSODVWLFWXEHV7KHWXEHVZHUHPDGHRIOHDG6RRQFHWKH
SDLQWZDVEXUQHGRIIWKHWXEHVZHUHGURSSHGLQWKHVPDOOVWHHOSRW7KH\PHOWHGXQWLOWKH\
EHFDPHOLTXLGDQGZLWKP\PRP¶VSRWKROGHUVZHSRXUHGWKHOHDGWKURXJKDVPDOOKROHLQ
WKHWRSRIWKHPLONFDUWRQV
7KHPLONFDUWRQVZHUHILOOHGZLWKSODVWHURISDULV:KLWHSRZGHUZDVHYHU\ZKHUH,QP\
KDVWH,KDGNQRFNHGWKHEDJRYHUDQGWKHHQWLUHDUHDORRNHGOLNHLWKDGEHHQKLWE\D
VQRZVWRUP7KHPLONFDUWRQVZHUHWKHRXWHUFRQWDLQHUVIRUSODVWHURISDULVPROGV

0\GDGDQGKLVIULHQGZDWFKHGDVZHFDUHIXOO\SRXUHGWKHPROWHQOHDGWKURXJKDVPDOOKROH
LQWKHWRSRIWKHSODVWHURISDULVFXEH

³&DUHIXO´P\GDGVDLG

,QRGGHGZLWKRXWORRNLQJXS

)LQDOO\RQFHWKHSRXULQJZDVWKURXJK,SXWWKHVWHHOSRWGRZQDQGVPLOHGDWP\GDG

³:KDWDUH\RXER\VGRLQJ"´KHDVNHGZLWKDFDXWLRXVVPLOH

³:H¶UHGRLQJZKDW\RXWROGPHWRGR:H¶UHJRLQJWREHULFK´,VDLG

³<XS´VDLG0LNHJULQQLQJDQGQRGGLQJKLVKHDG³:H¶UHSDUWQHUV´

³$QGZKDWLVLQWKRVHSODVWHUPROGV"´P\GDGDVNHG

³:DWFK´,VDLG³7KLVVKRXOGEHDJRRGEDWFK´

:LWKDVPDOOKDPPHU,WDSSHGDWWKHVHDOWKDWGLYLGHGWKHFXEHLQKDOI&DXWLRXVO\,SXOOHG
XSWKHWRSKDOIRIWKHSODVWHUPROGDQGDOHDGQLFNHOIHOORXW´

³2KP\*RG´P\GDGVDLG³<RX¶UHFDVWLQJQLFNHOVRXWRIOHDG´³7KDW¶VULJKW´0LNHVDLG
³:H¶UHGRLQJDV\RXWROGXVWRGR:H¶UHPDNLQJPRQH\´

0\GDG¶VIULHQGWXUQHGDQGEXUVWLQWRODXJKWHU0\GDGVPLOHGDQGVKRRNKLVKHDG$ORQJ
ZLWKDILUHDQGDER[RIVSHQWWRRWKSDVWHWXEHVLQIURQWRIKLPZHUHWZROLWWOHER\VFRYHUHG
ZLWKZKLWHGXVWVPLOLQJIURPHDUWRHDU

+HDVNHGXVWRSXWHYHU\WKLQJGRZQDQGVLWZLWKKLPRQWKHIURQWVWHSRIRXUKRXVH:LWKD
VPLOHKHJHQWO\H[SODLQHGZKDWWKHZRUG³FRXQWHUIHLWLQJ´PHDQW

2XUGUHDPVZHUHGDVKHG³<RXPHDQWKLVLVLOOHJDO"´DVNHG0LNHLQDTXLYHULQJYRLFH

³/HWWKHPJR´P\GDG¶VIULHQGVDLG³7KH\PLJKWEHGHYHORSLQJDQDWXUDOWDOHQW´

0\GDGJODUHGDWKLP

³<HVLWLVLOOHJDO´P\GDGVDLGJHQWO\³%XW\RXER\VKDYHVKRZQJUHDWFUHDWLYLW\DQG
RULJLQDOWKRXJKW.HHSJRLQJ,¶PUHDOO\SURXGRI\RX´

'LVDSSRLQWHG0LNHDQG,VDWLQVLOHQFHIRUDERXWWZHQW\PLQXWHVEHIRUHZHEHJDQFOHDQLQJ
XSRXUPHVV7KHEXVLQHVVZDVRYHURQRSHQLQJGD\6ZHHSLQJWKHSRZGHUXS,ORRNHGDW
0LNHDQGVDLG³,JXHVV-LPP\DQGKLVIULHQGVDUHULJKW:HDUHSRRU´
0\IDWKHUZDVMXVWOHDYLQJDV,VDLGWKDW³%R\V´KHVDLG³<RX¶UHRQO\SRRULI\RXJLYHXS
7KHPRVWLPSRUWDQWWKLQJLVWKDW\RXGLGVRPHWKLQJ0RVWSHRSOHRQO\WDONDQGGUHDPRI
JHWWLQJULFK<RX¶YHGRQHVRPHWKLQJ,¶PYHU\SURXGRIWKHWZRRI\RX,ZLOOVD\LWDJDLQ
.HHSJRLQJ'RQ¶WTXLW´

0LNHDQG,VWRRGWKHUHLQVLOHQFH7KH\ZHUHQLFHZRUGVEXWZHVWLOOGLGQRWNQRZZKDWWR
GR

³6RKRZFRPH\RX¶UHQRWULFK'DG"´,DVNHG

³%HFDXVH,FKRVHWREHDVFKRROWHDFKHU6FKRROWHDFKHUVUHDOO\GRQ¶WWKLQNDERXWEHLQJULFK
:HMXVWOLNHWRWHDFK,ZLVK,FRXOGKHOS\RXEXW,UHDOO\GRQ¶WNQRZKRZWRPDNHPRQH\´

0LNHDQG,WXUQHGDQGFRQWLQXHGRXUFOHDQXS

³,NQRZ´VDLGP\GDG³,I\RXER\VZDQWWROHDUQKRZWREHULFKGRQ¶WDVNPH7DONWR\RXU
GDG0LNH´

³0\GDG"´DVNHG0LNHZLWKDVFUXQFKHGXSIDFH

³<HDK\RXUGDG´UHSHDWHGP\GDGZLWKDVPLOH³<RXUGDGDQG,KDYHWKHVDPHEDQNHUDQG
KHUDYHVDERXW\RXUIDWKHU+H¶VWROGPHVHYHUDOWLPHVWKDW\RXUIDWKHULVEULOOLDQWZKHQLW
FRPHVWRPDNLQJPRQH\´
³0\GDG"´0LNHDVNHGDJDLQLQGLVEHOLHI³7KHQKRZFRPHZHGRQ¶WKDYHDQLFHFDUDQGD
QLFHKRXVHOLNHWKHULFKNLGVDWVFKRRO"´

³$QLFHFDUDQGDQLFHKRXVHGRQ¶WQHFHVVDULO\PHDQ\RX¶UHULFKRU\RXNQRZKRZWRPDNH
PRQH\´P\GDGUHSOLHG³-LPP\¶VGDGZRUNVIRUWKHVXJDUSODQWDWLRQ+H¶VQRWPXFK
GLIIHUHQWIURPPH+HZRUNVIRUDFRPSDQ\DQG,ZRUNIRUWKHJRYHUQPHQW7KHFRPSDQ\
EX\VWKHFDUIRUKLP7KHVXJDUFRPSDQ\LVLQILQDQFLDOWURXEOHDQG-LPP\¶VGDGPD\VRRQ
KDYHQRWKLQJ<RXUGDGLVGLIIHUHQW0LNH+HVHHPVWREHEXLOGLQJDQHPSLUHDQG,VXVSHFW
LQDIHZ\HDUVKHZLOOEHDYHU\ULFKPDQ´

:LWKWKDW0LNHDQG,JRWH[FLWHGDJDLQ:LWKQHZYLJRUZHEHJDQFOHDQLQJXSWKHPHVV
FDXVHGE\RXUQRZGHIXQFWILUVWEXVLQHVV$VZHZHUHFOHDQLQJZHPDGHSODQVIRUKRZDQG
ZKHQWRWDONWR0LNH¶VGDG7KHSUREOHPZDVWKDW0LNH¶VGDGZRUNHGORQJKRXUVDQGRIWHQ
GLGQRWFRPHKRPHXQWLOODWH+LVIDWKHURZQHGZDUHKRXVHVDFRQVWUXFWLRQFRPSDQ\DFKDLQ
RIVWRUHVDQGWKUHHUHVWDXUDQWV,WZDVWKHUHVWDXUDQWVWKDWNHSWKLPRXWODWH

0LNHFDXJKWWKHEXVKRPHDIWHUZHKDGILQLVKHGFOHDQLQJXS+HZDVJRLQJWRWDONWRKLVGDG
ZKHQKHJRWKRPHWKDWQLJKWDQGDVNKLPLIKHZRXOGWHDFKXVKRZWREHFRPHULFK0LNH
SURPLVHGWRFDOODVVRRQDVKHKDGWDONHGWRKLVGDGHYHQLILWZDVODWH

7KHSKRQHUDQJDWSP

³2ND\´,VDLG³1H[W6DWXUGD\´,SXWWKHSKRQHGRZQ0LNH¶VGDGKDGDJUHHGWRPHHWZLWK
XV

2Q6DWXUGD\,FDXJKWWKHDPEXVWRWKHSRRUVLGHRIWRZQ

7KH/HVVRQV%HJLQ
0LNHDQG,PHWZLWKKLVGDGWKDWPRUQLQJDWHLJKWR¶FORFN+HZDVDOUHDG\EXV\KDYLQJEHHQ
DWZRUNIRUPRUHWKDQDQKRXU+LVFRQVWUXFWLRQVXSHUYLVRUZDVMXVWOHDYLQJLQKLVSLFNXS
WUXFNDV,ZDONHGXSWRKLVVLPSOHVPDOODQGWLG\KRPH0LNHPHWPHDWWKHGRRU

³'DG¶VRQWKHSKRQHDQGKHVDLGWRZDLWRQWKHEDFNSRUFK´0LNHVDLGDVKHRSHQHGWKH
GRRU

7KHROGZRRGHQIORRUFUHDNHGDV,VWHSSHGDFURVVWKHWKUHVKROGRIWKHDJLQJKRXVH7KHUH
ZDVDFKHDSPDWMXVWLQVLGHWKHGRRU7KHPDWZDVWKHUHWRKLGHWKH\HDUVRIZHDUIURP
FRXQWOHVVIRRWVWHSVWKDWWKHIORRUKDGVXSSRUWHG$OWKRXJKFOHDQLWQHHGHGWREHUHSODFHG

,IHOWFODXVWURSKRELFDV,HQWHUHGWKHQDUURZOLYLQJURRPWKDWZDVILOOHGZLWKROGPXVW\
RYHUVWXIIHGIXUQLWXUHWKDWWRGD\ZRXOGEHFROOHFWRUV¶LWHPV6LWWLQJRQWKHFRXFKZHUHWZR
ZRPHQERWKDOLWWOHROGHUWKDQP\PRP$FURVVIURPWKHZRPHQVDWDPDQLQZRUNPDQ¶V
FORWKHV+HZRUHNKDNLVODFNVDQGDNKDNLVKLUWQHDWO\SUHVVHGEXWZLWKRXWVWDUFKDQG
SROLVKHGZRUNERRWV+HZDVDERXW\HDUVROGHUWKDQP\GDG7KH\VPLOHGDV0LNHDQG,
ZDONHGSDVWWKHPWRZDUGWKHEDFNSRUFK,VPLOHGEDFNVK\O\
³:KRDUHWKRVHSHRSOH"´,DVNHG

³2KWKH\ZRUNIRUP\GDG7KHROGHUPDQUXQVKLVZDUHKRXVHVDQGWKHZRPHQDUHWKH
PDQDJHUVRIWKHUHVWDXUDQWV$QGDV\RXDUULYHG\RXVDZWKHFRQVWUXFWLRQVXSHUYLVRUZKRLV
ZRUNLQJRQDURDGSURMHFWDERXWPLOHVIURPKHUH+LVRWKHUVXSHUYLVRUZKRLVEXLOGLQJD
WUDFNRIKRXVHVOHIWEHIRUH\RXJRWKHUH´

³'RHVWKLVJRRQDOOWKHWLPH"´,DVNHG

³1RWDOZD\VEXWTXLWHRIWHQ´VDLG0LNHVPLOLQJDVKHSXOOHGXSDFKDLUWRVLWGRZQQH[WWR
PH

³,DVNHGP\GDGLIKHZRXOGWHDFKXVWRPDNHPRQH\´0LNHVDLG

³2KDQGZKDWGLGKHVD\WRWKDW"´,DVNHGZLWKFDXWLRXVFXULRVLW\

³:HOOKHKDGDIXQQ\ORRNRQKLVIDFHDWILUVWDQGWKHQKHVDLGKHZRXOGPDNHXVDQRIIHU´

³2K´,VDLGURFNLQJP\FKDLUEDFNDJDLQVWWKHZDOO,VDWWKHUHSHUFKHGRQWZRUHDUOHJVRI
WKHFKDLU

0LNHGLGWKHVDPHWKLQJ

³'R\RXNQRZZKDWWKHRIIHULV"´,DVNHG
³1REXWZH¶OOVRRQILQGRXW´

6XGGHQO\0LNH¶VGDGEXUVWWKURXJKWKHULFNHW\VFUHHQGRRUDQGRQWRWKHSRUFK0LNHDQG,
MXPSHGWRRXUIHHWQRWRXWRIUHVSHFWEXWEHFDXVHZHZHUHVWDUWOHG

³5HDG\ER\V"´KHDVNHGDVKHSXOOHGXSDFKDLUWRVLWGRZQZLWKXV

:HQRGGHGRXUKHDGVDVZHSXOOHGRXUFKDLUVDZD\IURPWKHZDOOWRVLWLQIURQWRIKLP

+HZDVDELJPDQDERXWVL[IHHWWDOODQGSRXQGV0\GDGZDVWDOOHUDERXWWKHVDPH
ZHLJKWDQGILYH\HDUVROGHUWKDQ0LNH¶VGDG7KH\VRUWRIORRNHGDOLNHWKRXJKQRWRIWKH
VDPHHWKQLFPDNHXS0D\EHWKHLUHQHUJ\ZDVVLPLODU

³0LNHVD\V\RXZDQWWROHDUQWRPDNHPRQH\",VWKDWFRUUHFW5REHUW"´

,QRGGHGP\KHDGTXLFNO\EXWZLWKDOLWWOHWUHSLGDWLRQ+HKDGDORWRISRZHUEHKLQGKLV
ZRUGVDQGVPLOH

³2ND\KHUH¶VP\RIIHU,¶OOWHDFK\RXEXW,ZRQ¶WGRLWFODVVURRPVW\OH<RXZRUNIRUPH
,¶OOWHDFK\RX<RXGRQ¶WZRUNIRUPH,ZRQ¶WWHDFK\RX,FDQWHDFK\RXIDVWHULI\RXZRUN
DQG,¶PZDVWLQJP\WLPHLI\RXMXVWZDQWWRVLWDQGOLVWHQOLNH\RXGRLQVFKRRO7KDW¶VP\
RIIHU7DNHLWRUOHDYHLW´

³$KPD\,DVNDTXHVWLRQILUVW"´,DVNHG
³1R7DNHLWRUOHDYHLW,¶YHJRWWRRPXFKZRUNWRGRWRZDVWHP\WLPH,I\RXFDQ¶WPDNHXS
\RXUPLQGGHFLVLYHO\WKHQ\RX¶OOQHYHUOHDUQWRPDNHPRQH\DQ\ZD\2SSRUWXQLWLHVFRPH
DQGJR%HLQJDEOHWRNQRZZKHQWRPDNHTXLFNGHFLVLRQVLVDQLPSRUWDQWVNLOO<RXKDYHWKH
RSSRUWXQLW\WKDW\RXDVNHGIRU6FKRROLVEHJLQQLQJRULW¶VRYHULQVHFRQGV´0LNH¶VGDG
VDLGZLWKDWHDVLQJVPLOH

³7DNHLW´,VDLG

³7DNHLW´VDLG0LNH

³*RRG´VDLG0LNH¶VGDG³0UV0DUWLQZLOOEHE\LQPLQXWHV$IWHU,¶PWKURXJKZLWKKHU
\RX¶OOULGHZLWKKHUWRP\VXSHUHWWHDQG\RXFDQEHJLQZRUNLQJ,¶OOSD\\RXFHQWVDQ
KRXUDQG\RX¶OOZRUNWKUHHKRXUVHYHU\6DWXUGD\´

³%XW,KDYHDVRIWEDOOJDPHWRGD\´,VDLG

0LNH¶VGDGORZHUHGKLVYRLFHWRDVWHUQWRQH³7DNHLWRUOHDYHLW´KHVDLG³,¶OOWDNHLW´,
UHSOLHGFKRRVLQJWRZRUNDQGOHDUQLQVWHDGRISOD\LQJ

7KLUW\&HQWV/DWHU
%\DPWKDWGD\0LNHDQG,ZHUHZRUNLQJIRU0UV0DUWLQ6KHZDVDNLQGDQGSDWLHQW
ZRPDQ6KHDOZD\VVDLGWKDW0LNHDQG,UHPLQGHGKHURIKHUWZRJURZQVRQV$OWKRXJK
NLQGVKHEHOLHYHGLQKDUGZRUNDQGNHSWXVPRYLQJ:HVSHQWWKUHHKRXUVWDNLQJFDQQHG
JRRGVRIIWKHVKHOYHVEUXVKLQJHDFKFDQZLWKDIHDWKHUGXVWHUWRJHWWKHGXVWRIIDQGWKHQUH
VWDFNLQJWKHPQHDWO\,WZDVH[FUXFLDWLQJO\ERULQJZRUN

0LNH¶VGDGZKRP,FDOOP\ULFKGDGRZQHGQLQHRIWKHVHOLWWOHVXSHUHWWHVHDFKZLWKDODUJH
SDUNLQJORW7KH\ZHUHWKHHDUO\YHUVLRQRIWKH(OHYHQFRQYHQLHQFHVWRUHVOLWWOH
QHLJKERUKRRGJURFHU\VWRUHVZKHUHSHRSOHERXJKWLWHPVVXFKDVPLONEUHDGEXWWHUDQG
FLJDUHWWHV7KHSUREOHPZDVWKDWWKLVZDV+DZDLLEHIRUHDLUFRQGLWLRQLQJZDVZLGHO\XVHG
DQGWKHVWRUHVFRXOGQRWFORVHWKHLUGRRUVEHFDXVHRIWKHKHDW2QWZRVLGHVRIWKHVWRUHWKH
GRRUVKDGWREHZLGHRSHQWRWKHURDGDQGSDUNLQJORW(YHU\WLPHDFDUGURYHE\RUSXOOHG
LQWRWKHSDUNLQJORWGXVWZRXOGVZLUODQGVHWWOHLQWKHVWRUH:HNQHZZHKDGDMREDVORQJ
DVWKHUHZDVQRDLUFRQGLWLRQLQJ

)RUWKUHHZHHNV0LNHDQG,UHSRUWHGWR0UV0DUWLQDQGZRUNHGRXUWKUHHKRXUV%\QRRQ
RXUZRUNZDVRYHUDQGVKHGURSSHGWKUHHOLWWOHGLPHVLQHDFKRIRXUKDQGV1RZHYHQDW
WKHDJHRIQLQHLQWKHPLGVFHQWVZDVQRWWRRH[FLWLQJ&RPLFERRNVFRVWFHQWV
EDFNWKHQVR,XVXDOO\VSHQWP\PRQH\RQFRPLFERRNVDQGZHQWKRPH

%\:HGQHVGD\RIWKHIRXUWKZHHN,ZDVUHDG\WRTXLW,KDGDJUHHGWRZRUNRQO\EHFDXVH,
ZDQWHGWROHDUQWRPDNHPRQH\IURP0LNH¶VGDGDQGQRZ,ZDVDVODYHIRUFHQWVDQ
KRXU2QWRSRIWKDW,KDGQRWVHHQ0LNH¶VGDGVLQFHWKDWILUVW6DWXUGD\

³,¶PTXLWWLQJ´,WROG0LNHDWOXQFKWLPH6FKRROZDVERULQJDQGQRZ,GLGQRWHYHQKDYHP\
6DWXUGD\VWRORRNIRUZDUGWR%XWLWZDVWKHFHQWVWKDWUHDOO\JRWWRPH
7KLVWLPH0LNHVPLOHG

³:KDWDUH\RXODXJKLQJDW"´,DVNHGZLWKDQJHUDQGIUXVWUDWLRQ

³'DGVDLGWKLVZRXOGKDSSHQ+HVDLGWRPHHWZLWKKLPZKHQ\RXZHUHUHDG\WRTXLW´

³:KDW"´,VDLGLQGLJQDQWO\³+H¶VEHHQZDLWLQJIRUPHWRJHWIHGXS"´

³6RUWRI´0LNHVDLG³'DG¶VNLQGRIGLIIHUHQW+HGRHVQ¶WWHDFKOLNH\RXUGDG<RXUPRP
DQGGDGOHFWXUHDORW0\GDGLVTXLHWDQGDPDQRIIHZZRUGV<RXMXVWZDLWWLOOWKLV
6DWXUGD\,¶OOWHOOKLP\RX¶UHUHDG\´

³<RXPHDQ,¶YHEHHQVHWXS"´

³1RQRWUHDOO\EXWPD\EH'DGZLOOH[SODLQRQ6DWXUGD\´

:DLWLQJLQ/LQHRQ6DWXUGD\
,ZDVUHDG\WRIDFH0LNH¶VGDG(YHQP\UHDOGDGZDVDQJU\ZLWKKLP0\UHDOGDGWKHRQH
,FDOOWKHSRRURQHWKRXJKWWKDWP\ULFKGDGZDVYLRODWLQJFKLOGODERUODZVDQGVKRXOGEH
LQYHVWLJDWHG

0\HGXFDWHGSRRUGDGWROGPHWRGHPDQGZKDW,GHVHUYH²DWOHDVWFHQWVDQKRXU0\
SRRUGDGWROGPHWKDWLI,GLGQRWJHWDUDLVH,ZDVWRTXLWLPPHGLDWHO\
³<RXGRQ¶WQHHGWKDWGDPQHGMREDQ\ZD\´VDLGP\SRRUGDGZLWKLQGLJQDWLRQ

$WHLJKWR¶FORFN6DWXUGD\PRUQLQJ,ZDONHGWKURXJKWKHGRRURI0LNH¶VKRXVHZKHQ0LNH¶V
GDGRSHQHGLW

³7DNHDVHDWDQGZDLWLQOLQH´KHVDLGDV,HQWHUHG+HWXUQHGDQGGLVDSSHDUHGLQWRKLVOLWWOH
RIILFHQH[WWRDEHGURRP

,ORRNHGDURXQGWKHURRPDQGGLGQ¶WVHH0LNHDQ\ZKHUH)HHOLQJDZNZDUG,FDXWLRXVO\VDW
GRZQQH[WWRWKHVDPHWZRZRPHQZKRZHUHWKHUHIRXUZHHNVHDUOLHU7KH\VPLOHGDQGVOLG
GRZQWKHFRXFKWRPDNHURRPIRUPH

)RUW\ILYHPLQXWHVZHQWE\DQG,ZDVVWHDPLQJ7KHWZRZRPHQKDGPHWZLWKKLPDQGOHIW
PLQXWHVHDUOLHU$QROGHUJHQWOHPDQZDVLQWKHUHIRUPLQXWHVDQGZDVDOVRJRQH

7KHKRXVHZDVHPSW\DQGKHUH,VDWLQDPXVW\GDUNOLYLQJURRPRQDEHDXWLIXOVXQQ\
+DZDLLDQGD\ZDLWLQJWRWDONWRDFKHDSVNDWHZKRH[SORLWHGFKLOGUHQ,FRXOGKHDUKLP
UXVWOLQJDURXQGWKHRIILFHWDONLQJRQWKHSKRQHDQGLJQRULQJPH,ZDVUHDG\WRZDONRXWEXW
IRUVRPHUHDVRQ,VWD\HG

)LQDOO\PLQXWHVODWHUDWH[DFWO\QLQHR¶FORFNULFKGDGZDONHGRXWRIKLVRIILFHVDLG
QRWKLQJDQGVLJQDOHGZLWKKLVKDQGIRUPHWRHQWHU

³,XQGHUVWDQG\RXZDQWDUDLVHRU\RX¶UHJRLQJWRTXLW´ULFKGDGVDLGDVKHVZLYHOHGLQKLV
RIILFHFKDLU

³:HOO\RX¶UHQRWNHHSLQJ\RXUHQGRIWKHEDUJDLQ´,EOXUWHGRXWQHDUO\LQWHDUV,WZDV
UHDOO\IULJKWHQLQJIRUPHWRFRQIURQWDJURZQXS

³<RXVDLGWKDW\RXZRXOGWHDFKPHLI,ZRUNHGIRU\RX:HOO,¶YHZRUNHGIRU\RX,¶YH
ZRUNHGKDUG,¶YHJLYHQXSP\EDVHEDOOJDPHVWRZRUNIRU\RXEXW\RXKDYHQ¶WNHSW\RXU
ZRUGDQG\RXKDYHQ¶WWDXJKWPHDQ\WKLQJ<RXDUHDFURRNOLNHHYHU\RQHLQWRZQWKLQNV\RX
DUH<RX¶UHJUHHG\<RXZDQWDOOWKHPRQH\DQGGRQ¶WWDNHFDUHRI\RXUHPSOR\HHV<RX
PDGHPHZDLWDQGGRQ¶WVKRZPHDQ\UHVSHFW,¶PRQO\DOLWWOHER\EXW,GHVHUYHWREH
WUHDWHGEHWWHU´

5LFKGDGURFNHGEDFNLQKLVVZLYHOFKDLUKDQGVXSWRKLVFKLQDQGVWDUHGDWPH

³1RWEDG´KHVDLG³,QOHVVWKDQDPRQWK\RXVRXQGOLNHPRVWRIP\HPSOR\HHV´

³:KDW"´,DVNHG1RWXQGHUVWDQGLQJZKDWKHZDVVD\LQJ,FRQWLQXHGZLWKP\JULHYDQFH³,
WKRXJKW\RXZHUHJRLQJWRNHHS\RXUHQGRIWKHEDUJDLQDQGWHDFKPH,QVWHDG\RXZDQWWR
WRUWXUHPH"7KDW¶VFUXHO7KDW¶VUHDOO\FUXHO´

³,DPWHDFKLQJ\RX´ULFKGDGVDLGTXLHWO\

³:KDWKDYH\RXWDXJKWPH"1RWKLQJ´,VDLGDQJULO\³<RXKDYHQ¶WHYHQWDONHGWRPHRQFH
VLQFH,DJUHHGWRZRUNIRUSHDQXWV7HQFHQWVDQKRXU+DK,VKRXOGQRWLI\WKHJRYHUQPHQW
DERXW\RX:HKDYHFKLOGODERUODZV\RXNQRZ0\GDGZRUNVIRUWKHJRYHUQPHQW\RX
NQRZ´

³:RZ´VDLGULFKGDG³1RZ\RXVRXQGMXVWOLNHPRVWRIWKHSHRSOHZKRXVHGWRZRUNIRU
PH²SHRSOH,¶YHHLWKHUILUHGRUZKRKDYHTXLW´

³6RZKDWGR\RXKDYHWRVD\"´,GHPDQGHGIHHOLQJSUHWW\EUDYHIRUDOLWWOHNLG³<RXOLHGWR
PH,¶YHZRUNHGIRU\RXDQG\RXKDYHQRWNHSW\RXUZRUG<RXKDYHQ¶WWDXJKWPHDQ\WKLQJ´

³+RZGR\RXNQRZWKDW,¶YHQRWWDXJKW\RXDQ\WKLQJ"´DVNHGULFKGDGFDOPO\

³:HOO\RX¶YHQHYHUWDONHGWRPH,¶YHZRUNHGIRUWKUHHZHHNVDQG\RXKDYHQRWWDXJKWPH
DQ\WKLQJ´,VDLGZLWKDSRXW

³'RHVWHDFKLQJPHDQWDONLQJRUDOHFWXUH"´ULFKGDGDVNHG

³:HOO\HV´,UHSOLHG

³7KDW¶VKRZWKH\WHDFK\RXLQVFKRRO´KHVDLGVPLOLQJ³%XWWKDWLVQRWKRZOLIHWHDFKHV
\RXDQG,ZRXOGVD\WKDWOLIHLVWKHEHVWWHDFKHURIDOO0RVWRIWKHWLPHOLIHGRHVQRWWDONWR
\RX,WMXVWVRUWRISXVKHV\RXDURXQG(DFKSXVKLVOLIHVD\LQJµ:DNHXS7KHUH¶VVRPHWKLQJ
,ZDQW\RXWROHDUQ¶´
³:KDWLVWKLVPDQWDONLQJDERXW"´,DVNHGP\VHOIVLOHQWO\³/LIHSXVKLQJPHDURXQGZDVOLIH
WDONLQJWRPH"´1RZ,NQHZ,KDGWRTXLWP\MRE,ZDVWDONLQJWRVRPHRQHZKRQHHGHGWREH
ORFNHGXS

³,I\RXOHDUQOLIH¶VOHVVRQV\RXZLOOGRZHOO,IQRWOLIHZLOOMXVWFRQWLQXHWRSXVK\RX
DURXQG3HRSOHGRWZRWKLQJV6RPHMXVWOHWOLIHSXVKWKHPDURXQG2WKHUVJHWDQJU\DQGSXVK
EDFN%XWWKH\SXVKEDFNDJDLQVWWKHLUERVVRUWKHLUMRERUWKHLUKXVEDQGRUZLIH7KH\GR
QRWNQRZLW¶VOLIHWKDW¶VSXVKLQJ´

,KDGQRLGHDZKDWKHZDVWDONLQJDERXW

³/LIHSXVKHVDOORIXVDURXQG6RPHSHRSOHJLYHXSDQGRWKHUVILJKW$IHZOHDUQWKHOHVVRQ
DQGPRYHRQ7KH\ZHOFRPHOLIHSXVKLQJWKHPDURXQG7RWKHVHIHZSHRSOHLWPHDQVWKH\
QHHGDQGZDQWWROHDUQVRPHWKLQJ7KH\OHDUQDQGPRYHRQ0RVWTXLWDQGDIHZOLNH\RX
ILJKW´

5LFKGDGVWRRGDQGVKXWWKHFUHDN\ROGZRRGHQZLQGRZWKDWQHHGHGUHSDLU³,I\RXOHDUQWKLV
OHVVRQ\RXZLOOJURZLQWRDZLVHZHDOWK\DQGKDSS\\RXQJPDQ,I\RXGRQ¶W\RXZLOO
VSHQG\RXUOLIHEODPLQJDMREORZSD\RU\RXUERVVIRU\RXUSUREOHPV<RX¶OOOLYHOLIH
DOZD\VKRSLQJIRUWKDWELJEUHDNWKDWZLOOVROYHDOO\RXUPRQH\SUREOHPV´

5LFKGDGORRNHGRYHUDWPHWRVHHLI,ZDVVWLOOOLVWHQLQJ+LVH\HVPHWPLQH:HVWDUHGDW
HDFKRWKHUFRPPXQLFDWLQJWKURXJKRXUH\HV)LQDOO\,ORRNHGDZD\RQFH,KDGDEVRUEHGKLV
PHVVDJH,NQHZKHZDVULJKW,ZDVEODPLQJKLPDQG,GLGDVNWROHDUQ,ZDVILJKWLQJ

5LFKGDGFRQWLQXHG³2ULI\RX¶UHWKHNLQGRISHUVRQZKRKDVQRJXWV\RXMXVWJLYHXSHYHU\
WLPHOLIHSXVKHV\RX,I\RX¶UHWKDWNLQGRISHUVRQ\RX¶OOOLYHDOO\RXUOLIHSOD\LQJLWVDIH
GRLQJWKHULJKWWKLQJVVDYLQJ\RXUVHOIIRUVRPHHYHQWWKDWQHYHUKDSSHQV7KHQ\RXGLHD
ERULQJROGPDQ<RX¶OOKDYHORWVRIIULHQGVZKRUHDOO\OLNH\RXEHFDXVH\RXZHUHVXFKD
QLFHKDUGZRUNLQJJX\%XWWKHWUXWKLVWKDW\RXOHWOLIHSXVK\RXLQWRVXEPLVVLRQ'HHSGRZQ
\RXZHUHWHUULILHGRIWDNLQJULVNV<RXUHDOO\ZDQWHGWRZLQEXWWKHIHDURIORVLQJZDV
JUHDWHUWKDQWKHH[FLWHPHQWRIZLQQLQJ'HHSLQVLGH\RXDQGRQO\\RXZLOONQRZ\RXGLGQ¶W
JRIRULW<RXFKRVHWRSOD\LWVDIH´

2XUH\HVPHWDJDLQ

³<RX¶YHEHHQSXVKLQJPHDURXQG"´,DVNHG

³6RPHSHRSOHPLJKWVD\WKDW´VPLOHGULFKGDG³,ZRXOGVD\WKDW,MXVWJDYH\RXDWDVWHRI
OLIH´

³:KDWWDVWHRIOLIH"´,DVNHGVWLOODQJU\EXWQRZFXULRXVDQGUHDG\WROHDUQ

³<RXER\VDUHWKHILUVWSHRSOHWKDWKDYHHYHUDVNHGPHWRWHDFKWKHPKRZWRPDNHPRQH\,
KDYHPRUHWKDQHPSOR\HHVDQGQRWRQHRIWKHPKDVDVNHGPHZKDW,NQRZDERXWPRQH\
7KH\DVNPHIRUDMREDQGDSD\FKHFNEXWQHYHUWRWHDFKWKHPDERXWPRQH\6RPRVWZLOO
VSHQGWKHEHVW\HDUVRIWKHLUOLYHVZRUNLQJIRUPRQH\QRWUHDOO\XQGHUVWDQGLQJZKDWLWLV
WKH\DUHZRUNLQJIRU´

,VDWWKHUHOLVWHQLQJLQWHQWO\

³6RZKHQ0LNHWROGPH\RXZDQWHGWROHDUQKRZWRPDNHPRQH\,GHFLGHGWRGHVLJQD
FRXUVHWKDWPLUURUHGUHDOOLIH,FRXOGWDONXQWLO,ZDVEOXHLQWKHIDFHEXW\RXZRXOGQ¶WKHDU
DWKLQJ6R,GHFLGHGWROHWOLIHSXVK\RXDURXQGDELWVR\RXFRXOGKHDUPH7KDW¶VZK\,
RQO\SDLG\RXFHQWV´

³6RZKDWLVWKHOHVVRQ,OHDUQHGIURPZRUNLQJIRURQO\FHQWVDQKRXU"´,DVNHG³7KDW
\RX¶UHFKHDSDQGH[SORLW\RXUZRUNHUV"´

5LFKGDGURFNHGEDFNDQGODXJKHGKHDUWLO\)LQDOO\KHVDLG³<RX¶GEHVWFKDQJH\RXUSRLQW
RIYLHZ6WRSEODPLQJPHDQGWKLQNLQJ,¶PWKHSUREOHP,I\RXWKLQN,¶PWKHSUREOHPWKHQ
\RXKDYHWRFKDQJHPH,I\RXUHDOL]HWKDW\RX¶UHWKHSUREOHPWKHQ\RXFDQFKDQJH\RXUVHOI
OHDUQVRPHWKLQJDQGJURZZLVHU0RVWSHRSOHZDQWHYHU\RQHHOVHLQWKHZRUOGWRFKDQJH
EXWWKHPVHOYHV/HWPHWHOO\RXLW¶VHDVLHUWRFKDQJH\RXUVHOIWKDQHYHU\RQHHOVH´

³,GRQ¶WXQGHUVWDQG´,VDLG

³'RQ¶WEODPHPHIRU\RXUSUREOHPV´ULFKGDGVDLGJURZLQJLPSDWLHQW

³%XW\RXRQO\SD\PHFHQWV´
³6RZKDWDUH\RXOHDUQLQJ"´ULFKGDGDVNHGVPLOLQJ

³7KDW\RX¶UHFKHDS´,VDLGZLWKDVO\JULQ

³6HH\RXWKLQN,¶PWKHSUREOHP´VDLGULFKGDG

³%XW\RXDUH´

³:HOONHHSWKDWDWWLWXGHDQG\RX¶OOOHDUQQRWKLQJ.HHSWKHDWWLWXGHWKDW,¶PWKHSUREOHPDQG
ZKDWFKRLFHVGR\RXKDYH"´

³:HOOLI\RXGRQ¶WSD\PHPRUHRUVKRZPHPRUHUHVSHFWDQGWHDFKPH,¶OOTXLW´

³:HOOSXW´ULFKGDGVDLG³$QGWKDW¶VH[DFWO\ZKDWPRVWSHRSOHGR7KH\TXLWDQGJR
ORRNLQJIRUDQRWKHUMREDEHWWHURSSRUWXQLW\DQGKLJKHUSD\DFWXDOO\WKLQNLQJWKDWWKLVZLOO
VROYHWKHSUREOHP,QPRVWFDVHVLWZRQ¶W´

³6RZKDWVKRXOG,GR"´,DVNHG³-XVWWDNHWKLVPHDVO\FHQWVDQKRXUDQGVPLOH"´

5LFKGDGVPLOHG³7KDW¶VZKDWWKHRWKHUSHRSOHGR%XWWKDW¶VDOOWKH\GRZDLWLQJIRUDUDLVH
WKLQNLQJWKDWPRUHPRQH\ZLOOVROYHWKHLUSUREOHPV0RVWMXVWDFFHSWLWDQGVRPHWDNHD
VHFRQGMREZRUNLQJKDUGHUEXWDJDLQDFFHSWLQJDVPDOOSD\FKHFN´

,VDWVWDULQJDWWKHIORRUEHJLQQLQJWRXQGHUVWDQGWKHOHVVRQULFKGDGZDVSUHVHQWLQJ,FRXOG
VHQVHLWZDVDWDVWHRIOLIH)LQDOO\,ORRNHGXSDQGDVNHG³6RZKDWZLOOVROYHWKH
SUREOHP"´

³7KLV´KHVDLGOHDQLQJIRUZDUGLQKLVFKDLUDQGWDSSLQJPHJHQWO\RQWKHKHDG³7KLVVWXII
EHWZHHQ\RXUHDUV´

,WZDVDWWKDWPRPHQWWKDWULFKGDGVKDUHGWKHSLYRWDOSRLQWRIYLHZWKDWVHSDUDWHGKLPIURP
KLVHPSOR\HHVDQGP\SRRUGDG²DQGOHGKLPWRHYHQWXDOO\EHFRPHRQHRIWKHULFKHVWPHQLQ
+DZDLLZKLOHP\KLJKO\HGXFDWHGEXWSRRUGDGVWUXJJOHGILQDQFLDOO\DOOKLVOLIH,WZDVD
VLQJXODUSRLQWRIYLHZWKDWPDGHDOOWKHGLIIHUHQFHRYHUDOLIHWLPH

5LFKGDGVDLGWKLVSRLQWRIYLHZRYHUDQGRYHUZKLFK,FDOOOHVVRQQXPEHURQH7KHSRRU
DQGWKHPLGGOHFODVVZRUNIRUPRQH\7KHULFKKDYHPRQH\ZRUNIRUWKHP

2QWKDWEULJKW6DWXUGD\PRUQLQJ,OHDUQHGDFRPSOHWHO\GLIIHUHQWSRLQWRIYLHZIURPZKDW,
KDGEHHQWDXJKWE\P\SRRUGDG$WWKHDJHRIQLQH,XQGHUVWRRGWKDWERWKGDGVZDQWHGPHWR
OHDUQ%RWKGDGVHQFRXUDJHGPHWRVWXG\EXWQRWWKHVDPHWKLQJV

0\KLJKO\HGXFDWHGGDGUHFRPPHQGHGWKDW,GRZKDWKHGLG³6RQ,ZDQW\RXWRVWXG\KDUG
JHWJRRGJUDGHVVR\RXFDQILQGDVDIHVHFXUHMREZLWKDELJFRPSDQ\$QGPDNHVXUHLWKDV
H[FHOOHQWEHQHILWV´0\ULFKGDGZDQWHGPHWROHDUQKRZPRQH\ZRUNVVR,FRXOGPDNHLW
ZRUNIRUPH
7KHVHOHVVRQV,ZRXOGOHDUQWKURXJKOLIHZLWKKLVJXLGDQFHQRWEHFDXVHRIDFODVVURRP

0\ULFKGDGFRQWLQXHGP\ILUVWOHVVRQ³,¶PJODG\RXJRWDQJU\DERXWZRUNLQJIRUFHQWVDQ
KRXU,I\RXKDGQ¶WJRWDQJU\DQGKDGVLPSO\DFFHSWHGLW,ZRXOGKDYHWRWHOO\RXWKDW,FRXOG
QRWWHDFK\RX<RXVHHWUXHOHDUQLQJWDNHVHQHUJ\SDVVLRQDQGDEXUQLQJGHVLUH

$QJHULVDELJSDUWRIWKDWIRUPXODIRUSDVVLRQLVDQJHUDQGORYHFRPELQHG:KHQLWFRPHV
WRPRQH\PRVWSHRSOHZDQWWRSOD\LWVDIHDQGIHHOVHFXUH6RSDVVLRQGRHVQRWGLUHFWWKHP
)HDUGRHV´³6RLVWKDWZK\WKH\¶OOWDNHMREVZLWKORZSD\"´,DVNHG³<HV´VDLGULFKGDG
³6RPHSHRSOHVD\,H[SORLWSHRSOHEHFDXVH,GRQ¶WSD\DVPXFKDVWKHVXJDUSODQWDWLRQRUWKH
JRYHUQPHQW,VD\WKHSHRSOHH[SORLWWKHPVHOYHV,W¶VWKHLUIHDUQRWPLQH´

³%XWGRQ¶W\RXIHHO\RXVKRXOGSD\WKHPPRUH"´,DVNHG

³,GRQ¶WKDYHWR$QGEHVLGHVPRUHPRQH\ZLOOQRWVROYHWKHLUSUREOHPV-XVWORRNDW\RXU
GDG+HPDNHVDORWRIPRQH\DQGKHVWLOOFDQ¶WSD\KLVELOOV0RVWSHRSOHJLYHQPRUH
PRQH\RQO\JHWLQWRPRUHGHEW´

³6RWKDW¶VZK\WKHFHQWVDQKRXU´,VDLGVPLOLQJ³,W¶VDSDUWRIWKHOHVVRQ´

³7KDW¶VULJKW´VPLOHGULFKGDG³<RXVHH\RXUGDGZHQWWRVFKRRODQGJRWDQH[FHOOHQW
HGXFDWLRQVRKHFRXOGJHWDKLJKSD\LQJMRE%XWKHVWLOOKDVPRQH\SUREOHPVEHFDXVHKH
QHYHUOHDUQHGDQ\WKLQJDERXWPRQH\LQVFKRRO2QWRSRIWKDWKHEHOLHYHVLQZRUNLQJIRU
PRQH\´

³$QG\RXGRQ¶W"´,DVNHG

³1RQRWUHDOO\´VDLGULFKGDG³,I\RXZDQWWROHDUQWRZRUNIRUPRQH\WKHQVWD\LQVFKRRO
7KDWLVDJUHDWSODFHWROHDUQWRGRWKDW%XWLI\RXZDQWWROHDUQKRZWRKDYHPRQH\ZRUNIRU
\RXWKHQ,ZLOOWHDFK\RXWKDW%XWRQO\LI\RXZDQWWROHDUQ´

³:RXOGQ¶WHYHU\RQHZDQWWROHDUQWKDW"´,DVNHG

³1R´VDLGULFKGDG³VLPSO\EHFDXVHLW¶VHDVLHUWROHDUQWRZRUNIRUPRQH\HVSHFLDOO\LI
IHDULV\RXUSULPDU\HPRWLRQZKHQWKHVXEMHFWRIPRQH\LVGLVFXVVHG´

³,GRQ¶WXQGHUVWDQG´,VDLGZLWKDIURZQ

³'RQ¶WZRUU\DERXWWKDWIRUQRZ-XVWNQRZWKDWLW¶VIHDUWKDWNHHSVPRVWSHRSOHZRUNLQJDWD
MREWKHIHDURIQRWSD\LQJWKHLUELOOVWKHIHDURIEHLQJILUHGWKHIHDURIQRWKDYLQJHQRXJK
PRQH\DQGWKHIHDURIVWDUWLQJRYHU7KDW¶VWKHSULFHRIVWXG\LQJWROHDUQDSURIHVVLRQRU
WUDGHDQGWKHQZRUNLQJIRUPRQH\0RVWSHRSOHEHFRPHDVODYHWRPRQH\²DQGWKHQJHW
DQJU\DWWKHLUERVV´

³/HDUQLQJWRKDYHPRQH\ZRUNIRU\RXLVDFRPSOHWHO\GLIIHUHQWFRXUVHRIVWXG\"´,DVNHG

³$EVROXWHO\´ULFKGDGDQVZHUHG³$EVROXWHO\´
:HVDWLQVLOHQFHRQWKDWEHDXWLIXO+DZDLLDQ6DWXUGD\PRUQLQJ0\IULHQGVKDGMXVWVWDUWHG
WKHLU/LWWOH/HDJXHEDVHEDOOJDPHEXWIRUVRPHUHDVRQ,ZDVQRZWKDQNIXO,KDGGHFLGHGWR
ZRUNIRUFHQWVDQKRXU,VHQVHGWKDW,ZDVDERXWWROHDUQVRPHWKLQJP\IULHQGVZRXOGQ¶W
OHDUQLQVFKRRO

³5HDG\WROHDUQ"´DVNHGULFKGDG

³$EVROXWHO\´,VDLGZLWKDJULQ

³,KDYHNHSWP\SURPLVH,¶YHEHHQWHDFKLQJ\RXIURPDIDU´P\ULFKGDGVDLG³$WQLQH\HDUV
ROG\RX¶YHJRWWHQDWDVWHRIZKDWLWIHHOVOLNHWRZRUNIRUPRQH\-XVWPXOWLSO\\RXUODVW
PRQWKE\ILIW\\HDUVDQG\RXZLOOKDYHDQLGHDRIZKDWPRVWSHRSOHVSHQGWKHLUOLIHGRLQJ´

³,GRQ¶WXQGHUVWDQG´,VDLG

³+RZGLG\RXIHHOZDLWLQJLQOLQHWRVHHPHRQFHWRJHWKLUHGDQGRQFHWRDVNIRUPRUH
PRQH\"´

³7HUULEOH´,VDLG

³,I\RXFKRRVHWRZRUNIRUPRQH\WKDWLVZKDWOLIHZLOOEHOLNH´VDLGULFKGDG

³$QGKRZGLG\RXIHHOZKHQ0UV0DUWLQGURSSHGWKUHHGLPHVLQ\RXUKDQGIRUWKUHHKRXUV
RIZRUN"´
³,IHOWOLNHLWZDVQ¶WHQRXJK,WVHHPHGOLNHQRWKLQJ,ZDVGLVDSSRLQWHG´,VDLG

³$QGWKDWLVKRZPRVWHPSOR\HHVIHHOZKHQWKH\ORRNDWWKHLUSD\FKHFNV²HVSHFLDOO\DIWHU
DOOWKHWD[DQGRWKHUGHGXFWLRQVDUHWDNHQRXW$WOHDVW\RXJRWSHUFHQW´

³<RXPHDQPRVWZRUNHUVGRQ¶WJHWSDLGHYHU\WKLQJ"´,DVNHGZLWKDPD]HPHQW³+HDYHQV
QR´VDLGULFKGDG³7KHJRYHUQPHQWDOZD\VWDNHVLWVVKDUHILUVW´

³+RZGRWKH\GRWKDW"´,DVNHG

³7D[HV´VDLGULFKGDG³<RX¶UHWD[HGZKHQ\RXHDUQ<RX¶UHWD[HGZKHQ\RXVSHQG<RX¶UH
WD[HGZKHQ\RXVDYH<RX¶UHWD[HGZKHQ\RXGLH´

³:K\GRSHRSOHOHWWKHJRYHUQPHQWGRWKDWWRWKHP"´

³7KHULFKGRQ¶W´VDLGULFKGDGZLWKDVPLOH³7KHSRRUDQGWKHPLGGOHFODVVGR,¶OOEHW\RX
WKDW,HDUQPRUHWKDQ\RXUGDG\HWKHSD\VPRUHLQWD[HV´

³+RZFDQWKDWEH"´,DVNHG$WP\DJHWKDWPDGHQRVHQVHWRPH

³:K\ZRXOGVRPHRQHOHWWKHJRYHUQPHQWGRWKDWWRWKHP"´

5LFKGDGURFNHGVORZO\DQGVLOHQWO\LQKLVFKDLUMXVWORRNLQJDWPH
³5HDG\WROHDUQ"´KHDVNHG

,QRGGHGP\KHDGVORZO\

³$V,VDLGWKHUHLVDORWWROHDUQ/HDUQLQJKRZWRKDYHPRQH\ZRUNIRU\RXLVDOLIHWLPH
VWXG\0RVWSHRSOHJRWRFROOHJHIRUIRXU\HDUVDQGWKHLUHGXFDWLRQHQGV,DOUHDG\NQRZWKDW
P\VWXG\RIPRQH\ZLOOFRQWLQXHRYHUP\OLIHWLPHVLPSO\EHFDXVHWKHPRUH,ILQGRXWWKH
PRUH,ILQGRXW,QHHGWRNQRZ0RVWSHRSOHQHYHUVWXG\WKHVXEMHFW7KH\JRWRZRUNJHW
WKHLUSD\FKHFNEDODQFHWKHLUFKHFNERRNVDQGWKDW¶VLW7KHQWKH\ZRQGHUZK\WKH\KDYH
PRQH\SUREOHPV7KH\WKLQNWKDWPRUHPRQH\ZLOOVROYHWKHSUREOHPDQGGRQ¶WUHDOL]HWKDW
LW¶VWKHLUODFNRIILQDQFLDOHGXFDWLRQWKDWLVWKHSUREOHP´

³6RP\GDGKDVWD[SUREOHPVEHFDXVHKHGRHVQ¶WXQGHUVWDQGPRQH\"´,DVNHGFRQIXVHG

³/RRN´VDLGULFKGDG³WD[HVDUHMXVWRQHVPDOOVHFWLRQRQOHDUQLQJKRZWRKDYHPRQH\ZRUN
IRU\RX7RGD\,MXVWZDQWHGWRILQGRXWLI\RXVWLOOKDYHWKHSDVVLRQWROHDUQDERXWPRQH\
0RVWSHRSOHGRQ¶W7KH\ZDQWWRJRWRVFKRROOHDUQDSURIHVVLRQKDYHIXQDWWKHLUZRUNDQG
HDUQORWVRIPRQH\2QHGD\WKH\ZDNHXSZLWKELJPRQH\SUREOHPVDQGWKHQWKH\FDQ¶WVWRS
ZRUNLQJ7KDW¶VWKHSULFHRIRQO\NQRZLQJKRZWRZRUNIRUPRQH\LQVWHDGRIVWXG\LQJKRZWR
KDYHPRQH\ZRUNIRU\RX6RGR\RXVWLOOKDYHWKHSDVVLRQWROHDUQ"´DVNHGULFKGDG

,QRGGHGP\KHDG
³*RRG´VDLGULFKGDG³1RZJHWEDFNWRZRUN7KLVWLPH,ZLOOSD\\RXQRWKLQJ´

³:KDW"´,DVNHGLQDPD]HPHQW

³<RXKHDUGPH1RWKLQJ<RXZLOOZRUNWKHVDPHWKUHHKRXUVHYHU\6DWXUGD\EXWWKLVWLPH
\RXZLOOQRWEHSDLGFHQWVSHUKRXU<RXVDLG\RXZDQWHGWROHDUQWRQRWZRUNIRUPRQH\
VR,¶PQRWJRLQJWRSD\\RXDQ\WKLQJ´

,FRXOGQ¶WEHOLHYHZKDW,ZDVKHDULQJ

³,¶YHDOUHDG\KDGWKLVFRQYHUVDWLRQZLWK0LNHDQGKH¶VDOUHDG\ZRUNLQJGXVWLQJDQG
VWDFNLQJFDQQHGJRRGVIRUIUHH<RX¶GEHWWHUKXUU\DQGJHWEDFNWKHUH´

³7KDW¶VQRWIDLU´,VKRXWHG³<RX¶YHJRWWRSD\VRPHWKLQJ´

³<RXVDLG\RXZDQWHGWROHDUQ,I\RXGRQ¶WOHDUQWKLVQRZ\RX¶OOJURZXSWREHOLNHWKHWZR
ZRPHQDQGWKHROGHUPDQVLWWLQJLQP\OLYLQJURRPZRUNLQJIRUPRQH\DQGKRSLQJ,GRQ¶W
ILUHWKHP2UOLNH\RXUGDGHDUQLQJORWVRIPRQH\RQO\WREHLQGHEWXSWRKLVH\HEDOOV
KRSLQJPRUHPRQH\ZLOOVROYHWKHSUREOHP,IWKDW¶VZKDW\RXZDQW,¶OOJREDFNWRRXU
RULJLQDOGHDORIFHQWVDQKRXU2U\RXFDQGRZKDWPRVWDGXOWVGR&RPSODLQWKDWWKHUHLV
QRWHQRXJKSD\TXLWDQGJRORRNLQJIRUDQRWKHUMRE´

³%XWZKDWGR,GR"´,DVNHG
5LFKGDGWDSSHGPHRQWKHKHDG³8VHWKLV´KHVDLG³,I\RXXVHLWZHOO\RXZLOOVRRQWKDQN
PHIRUJLYLQJ\RXDQRSSRUWXQLW\DQG\RXZLOOJURZLQWRDULFKPDQ´

,VWRRGWKHUHVWLOOQRWEHOLHYLQJZKDWDUDZGHDO,ZDVKDQGHG,FDPHWRDVNIRUDUDLVHDQG
VRPHKRZ,ZDVLQVWHDGZRUNLQJIRUQRWKLQJ

5LFKGDGWDSSHGPHRQWKHKHDGDJDLQDQGVDLG³8VHWKLV1RZJHWRXWRIKHUHDQGJHWEDFN
WRZRUN´

/HVVRQ7KH5LFK'RQ¶W:RUNIRU0RQH\
,GLGQ¶WWHOOP\SRRUGDG,ZDVQ¶WEHLQJSDLG+HZRXOGQ¶WKDYHXQGHUVWRRGDQG,GLGQ¶W
ZDQWWRWU\WRH[SODLQVRPHWKLQJ,GLGQ¶WXQGHUVWDQGP\VHOI

)RUWKUHHPRUHZHHNV0LNHDQG,ZRUNHGWKUHHKRXUVHYHU\6DWXUGD\IRUQRWKLQJ7KHZRUN
GLGQ¶WERWKHUPHDQGWKHURXWLQHJRWHDVLHUEXWLWZDVWKHPLVVHGEDVHEDOOJDPHVDQGQRW
EHLQJDEOHWRDIIRUGWREX\DIHZFRPLFERRNVWKDWJRWWRPH

5LFKGDGVWRSSHGE\DWQRRQRQWKHWKLUGZHHN:HKHDUGKLVWUXFNSXOOXSLQWKHSDUNLQJORW
DQGVSXWWHUZKHQWKHHQJLQHZDVWXUQHGRII+HHQWHUHGWKHVWRUHDQGJUHHWHG0UV0DUWLQ
ZLWKDKXJ$IWHUILQGLQJRXWKRZWKLQJVZHUHJRLQJLQWKHVWRUHKHUHDFKHGLQWRWKHLFH
FUHDPIUHH]HUSXOOHGRXWWZREDUVSDLGIRUWKHPDQGVLJQDOHGWR0LNHDQGPH

³/HW¶VJRIRUDZDONER\V´
:HFURVVHGWKHVWUHHWGRGJLQJDIHZFDUVDQGZDONHGDFURVVDODUJHJUDVV\ILHOGZKHUHD
IHZDGXOWVZHUHSOD\LQJVRIWEDOO6LWWLQJGRZQDWDORQHSLFQLFWDEOHKHKDQGHG0LNHDQGPH
WKHWUHDWV

³+RZ¶VLWJRLQJER\V"´

³2ND\´0LNHVDLG

,QRGGHGLQDJUHHPHQW

³/HDUQDQ\WKLQJ\HW"´ULFKGDGDVNHG

0LNHDQG,ORRNHGDWHDFKRWKHUVKUXJJHGRXUVKRXOGHUVDQGVKRRNRXUKHDGVLQXQLVRQ

$YRLGLQJ2QHRI/LIH¶V%LJJHVW7UDSV
³:HOO\RXER\VKDGEHWWHUVWDUWWKLQNLQJ<RX¶UHVWDULQJDWRQHRIOLIH¶VELJJHVWOHVVRQV,I
\RXOHDUQLW\RX¶OOHQMR\DOLIHRIJUHDWIUHHGRPDQGVHFXULW\,I\RXGRQ¶W\RX¶OOZLQGXS
OLNH0UV0DUWLQDQGPRVWRIWKHSHRSOHSOD\LQJVRIWEDOOLQWKLVSDUN7KH\ZRUNYHU\KDUG
IRUOLWWOHPRQH\FOLQJLQJWRWKHLOOXVLRQRIMREVHFXULW\DQGORRNLQJIRUZDUGWRDWKUHHZHHN
YDFDWLRQHDFK\HDUDQGPD\EHDVNLPS\SHQVLRQDIWHUIRUW\ILYH\HDUVRIVHUYLFH,IWKDW
H[FLWHV\RX,¶OOJLYH\RXDUDLVHWRFHQWVDQKRXU´

³%XWWKHVHDUHJRRGKDUGZRUNLQJSHRSOH$UH\RXPDNLQJIXQRIWKHP"´,GHPDQGHG
$VPLOHFDPHRYHUULFKGDG¶VIDFH

³0UV0DUWLQLVOLNHDPRWKHUWRPH,ZRXOGQHYHUEHWKDWFUXHO,PD\VRXQGXQNLQGEHFDXVH
,¶PGRLQJP\EHVWWRSRLQWVRPHWKLQJRXWWRWKHWZRRI\RX,ZDQWWRH[SDQG\RXUSRLQWRI
YLHZVR\RXFDQVHHVRPHWKLQJPRVWSHRSOHQHYHUKDYHWKHEHQHILWRIVHHLQJEHFDXVHWKHLU
YLVLRQLVWRRQDUURZ0RVWSHRSOHQHYHUVHHWKHWUDSWKH\DUHLQ´

0LNHDQG,VDWWKHUHXQFHUWDLQRIKLVPHVVDJH+HVRXQGHGFUXHO\HWZHFRXOGVHQVHKHZDV
WU\LQJWRGULYHKRPHDSRLQW

:LWKDVPLOHULFKGDGVDLG³'RHVQ¶WWKDWFHQWVDQKRXUVRXQGJRRG"'RHVQ¶WLWPDNH
\RXUKHDUWEHDWDOLWWOHIDVWHU"´

,VKRRNP\KHDGQREXWLWUHDOO\GLG7ZHQW\ILYHFHQWVDQKRXUZRXOGEHELJEXFNVWRPH

³2ND\,¶OOSD\\RXDGROODUDQKRXU´ULFKGDGVDLGZLWKDVO\JULQ

1RZP\KHDUWVWDUWHGWRUDFH0\EUDLQZDVVFUHDPLQJ³7DNHLW7DNHLW´,FRXOGQRW
EHOLHYHZKDW,ZDVKHDULQJ6WLOO,VDLGQRWKLQJ

³2ND\WZRGROODUVDQKRXU´

0\OLWWOHEUDLQDQGKHDUWQHDUO\H[SORGHG$IWHUDOOLWZDVDQGEHLQJSDLGDQKRXU
ZRXOGKDYHPDGHPHWKHULFKHVWNLGLQWKHZRUOG,FRXOGQ¶WLPDJLQHHDUQLQJWKDWNLQGRI
PRQH\,ZDQWHGWRVD\\HV,ZDQWHGWKHGHDO,FRXOGSLFWXUHDQHZELF\FOHQHZEDVHEDOO
JORYHDQGWKHDGRUDWLRQRIP\IULHQGVZKHQ,IODVKHGVRPHFDVK2QWRSRIWKDW-LPP\DQG
KLVULFKIULHQGVFRXOGQHYHUFDOOPHSRRUDJDLQ

%XWVRPHKRZP\PRXWKVWD\HGVKXW

7KHLFHFUHDPKDGPHOWHGDQGZDVUXQQLQJGRZQP\KDQG5LFKGDGZDVORRNLQJDWWZR
ER\VVWDULQJEDFNDWKLPH\HVZLGHRSHQDQGEUDLQVHPSW\+HZDVWHVWLQJXVDQGKHNQHZ
WKHUHZDVDSDUWRIRXUHPRWLRQVWKDWZDQWHGWRWDNHWKHGHDO+HXQGHUVWRRGWKDWHYHU\
SHUVRQKDVDZHDNDQGQHHG\SDUWRIWKHLUVRXOWKDWFDQEHERXJKWDQGKHNQHZWKDWHYHU\
LQGLYLGXDODOVRKDGDSDUWRIWKHLUVRXOWKDWZDVUHVLOLHQWDQGFRXOGQHYHUEHERXJKW,WZDV
RQO\DTXHVWLRQRIZKLFKRQHZDVVWURQJHU

³2ND\ILYHGROODUVDQKRXU´

6XGGHQO\,ZDVVLOHQW6RPHWKLQJKDGFKDQJHG7KHRIIHUZDVWRRELJDQGULGLFXORXV1RW
PDQ\JURZQXSVLQPDGHPRUHWKDQWKDWEXWTXLFNO\P\WHPSWDWLRQGLVDSSHDUHGDQG
FDOPVHWLQ6ORZO\,WXUQHGWRP\OHIWWRORRNDW0LNH+HORRNHGEDFNDWPH7KHSDUWRI
P\VRXOWKDWZDVZHDNDQGQHHG\ZDVVLOHQFHG7KHSDUWRIPHWKDWKDGQRSULFHWRRNRYHU,
NQHZ0LNHKDGJRWWHQWRWKDWSRLQWWRR
³*RRG´ULFKGDGVDLGVRIWO\³0RVWSHRSOHKDYHDSULFH$QGWKH\KDYHDSULFHEHFDXVHRI
KXPDQHPRWLRQVQDPHGIHDUDQGJUHHG)LUVWWKHIHDURIEHLQJZLWKRXWPRQH\PRWLYDWHVXVWR
ZRUNKDUGDQGWKHQRQFHZHJHWWKDWSD\FKHFNJUHHGRUGHVLUHVWDUWVXVWKLQNLQJDERXWDOO
WKHZRQGHUIXOWKLQJVPRQH\FDQEX\7KHSDWWHUQLVWKHQVHW´

³:KDWSDWWHUQ"´,DVNHG

³7KHSDWWHUQRIJHWXSJRWRZRUNSD\ELOOVJHWXSJRWRZRUNSD\ELOOV3HRSOH¶VOLYHVDUH
IRUHYHUFRQWUROOHGE\WZRHPRWLRQVIHDUDQGJUHHG2IIHUWKHPPRUHPRQH\DQGWKH\
FRQWLQXHWKHF\FOHE\LQFUHDVLQJWKHLUVSHQGLQJ7KLVLVZKDW,FDOOWKH5DW5DFH´

³7KHUHLVDQRWKHUZD\"´0LNHDVNHG

³<HV´VDLGULFKGDGVORZO\³%XWRQO\DIHZSHRSOHILQGLW´

³$QGZKDWLVWKDWZD\"´0LNHDVNHG³7KDW¶VZKDW,KRSH\RXER\VZLOOOHDUQDV\RXZRUN
DQGVWXG\ZLWKPH
7KDWLVZK\,WRRNDZD\DOOIRUPVRISD\´

³$Q\KLQWV"´0LNHDVNHG³:H¶UHNLQGRIWLUHGRIZRUNLQJKDUGHVSHFLDOO\IRUQRWKLQJ´
³:HOOWKHILUVWVWHSLVWHOOLQJWKHWUXWK´VDLGULFKGDG

³:HKDYHQ¶WEHHQO\LQJ´,VDLG

³,GLGQRWVD\\RXZHUHO\LQJ,VDLGWRWHOOWKHWUXWK´ULFKGDGUHWRUWHG

³7KHWUXWKDERXWZKDW"´,DVNHG

³+RZ\RX¶UHIHHOLQJ´ULFKGDGVDLG³<RXGRQ¶WKDYHWRVD\LWWRDQ\RQHHOVH-XVWDGPLWLW
WR\RXUVHOI´

³<RXPHDQWKHSHRSOHLQWKLVSDUNWKHSHRSOHZKRZRUNIRU\RX0UV0DUWLQWKH\GRQ¶WGR
WKDW"´,DVNHG

³,GRXEWLW´VDLGULFKGDG³,QVWHDGWKH\IHHOWKHIHDURIQRWKDYLQJPRQH\7KH\GRQ¶W
FRQIURQWLWORJLFDOO\7KH\UHDFWHPRWLRQDOO\LQVWHDGRIXVLQJWKHLUKHDGV´ULFKGDGVDLG
³7KHQWKH\JHWDIHZEXFNVLQWKHLUKDQGVDQGDJDLQWKHHPRWLRQVRIMR\GHVLUHDQGJUHHG
WDNHRYHU$QGDJDLQWKH\UHDFWLQVWHDGRIWKLQN´

³6RWKHLUHPRWLRQVFRQWUROWKHLUEUDLQ´0LNHVDLG
³7KDW¶VFRUUHFW´VDLGULFKGDG³,QVWHDGRIDGPLWWLQJWKHWUXWKDERXWKRZWKH\IHHOWKH\UHDFW
WRWKHLUIHHOLQJVDQGIDLOWRWKLQN7KH\IHHOWKHIHDUVRWKH\JRWRZRUNKRSLQJWKDWPRQH\
ZLOOVRRWKHWKHIHDUEXWLWGRHVQ¶W,WFRQWLQXHVWRKDXQWWKHPDQGWKH\UHWXUQWRZRUNKRSLQJ
DJDLQWKDWPRQH\ZLOOFDOPWKHLUIHDUVDQGDJDLQLWGRHVQ¶W)HDUNHHSVWKHPLQWKLVWUDSRI
ZRUNLQJHDUQLQJPRQH\ZRUNLQJHDUQLQJPRQH\KRSLQJWKHIHDUZLOOJRDZD\%XWHYHU\
GD\WKH\JHWXSDQGWKDWROGIHDUZDNHVXSZLWKWKHP)RUPLOOLRQVRISHRSOHWKDWROGIHDU
NHHSVWKHPDZDNHDOOQLJKWFDXVLQJDQLJKWRIWXUPRLODQGZRUU\6RWKH\JHWXSDQGJRWR
ZRUNKRSLQJWKDWDSD\FKHFNZLOONLOOWKDWIHDUJQDZLQJDWWKHLUVRXO0RQH\LVUXQQLQJWKHLU
OLYHVDQGWKH\UHIXVHWRWHOOWKHWUXWKDERXWWKDW0RQH\LVLQFRQWURORIWKHLUHPRWLRQVDQG
WKHLUVRXOV´

5LFKGDGVDWTXLHWO\OHWWLQJKLVZRUGVVLQNLQ0LNHDQG,KHDUGZKDWKHVDLGEXWGLGQ¶W
XQGHUVWDQGIXOO\ZKDWKHZDVWDONLQJDERXW,MXVWNQHZWKDW,RIWHQZRQGHUHGZK\JURZQXSV
KXUULHGRIIWRZRUN

,WGLGQRWVHHPOLNHPXFKIXQDQGWKH\QHYHUORRNHGWKDWKDSS\EXWVRPHWKLQJNHSWWKHP
JRLQJ

5HDOL]LQJZHKDGDEVRUEHGDVPXFKDVSRVVLEOHRIZKDWKHZDVWDONLQJDERXWULFKGDGVDLG
³,ZDQW\RXER\VWRDYRLGWKDWWUDS7KDWLVUHDOO\ZKDW,ZDQWWRWHDFK\RX1RWMXVWWREH
ULFKEHFDXVHEHLQJULFKGRHVQRWVROYHWKHSUREOHP´

³,WGRHVQ¶W"´,DVNHGVXUSULVHG
³1RLWGRHVQ¶W/HWPHH[SODLQWKHRWKHUHPRWLRQGHVLUH6RPHFDOOLWJUHHGEXW,SUHIHU
GHVLUH,W¶VSHUIHFWO\QRUPDOWRGHVLUHVRPHWKLQJEHWWHUSUHWWLHUPRUHIXQRUH[FLWLQJ6R
SHRSOHDOVRZRUNIRUPRQH\EHFDXVHRIGHVLUH7KH\GHVLUHPRQH\IRUWKHMR\WKH\WKLQNLW
FDQEX\%XWWKHMR\WKDWPRQH\EULQJVLVRIWHQVKRUWOLYHGDQGWKH\VRRQQHHGPRUHPRQH\
IRUPRUHMR\PRUHSOHDVXUHPRUHFRPIRUWDQGPRUHVHFXULW\6RWKH\NHHSZRUNLQJ
WKLQNLQJPRQH\ZLOOVRRWKHWKHLUVRXOVWKDWDUHWURXEOHGE\IHDUDQGGHVLUH%XWPRQH\FDQ¶W
GRWKDW´

³(YHQULFKSHRSOHGRWKLV"´0LNHDVNHG

³5LFKSHRSOHLQFOXGHG´VDLGULFKGDG³,QIDFWWKHUHDVRQPDQ\ULFKSHRSOHDUHULFKLVQ¶W
EHFDXVHRIGHVLUHEXWEHFDXVHRIIHDU7KH\EHOLHYHWKDWPRQH\FDQHOLPLQDWHWKHIHDURI
EHLQJSRRUVRWKH\DPDVVWRQVRILWRQO\WRILQGWKHIHDUJHWVZRUVH1RZWKH\IHDUORVLQJ
WKHPRQH\,KDYHIULHQGVZKRNHHSZRUNLQJHYHQWKRXJKWKH\KDYHSOHQW\,NQRZSHRSOH
ZKRKDYHPLOOLRQVZKRDUHPRUHDIUDLGQRZWKDQZKHQWKH\ZHUHSRRU7KH\¶UHWHUULILHGRI
ORVLQJLWDOO7KHIHDUVWKDWGURYHWKHPWRJHWULFKJRWZRUVH7KDWZHDNDQGQHHG\SDUWRI
WKHLUVRXOLVDFWXDOO\VFUHDPLQJORXGHU7KH\GRQ¶WZDQWWRORVHWKHELJKRXVHVWKHFDUVDQG
WKHKLJKOLIHPRQH\KDVERXJKWWKHP7KH\ZRUU\DERXWZKDWWKHLUIULHQGVZRXOGVD\LIWKH\
ORVWDOOWKHLUPRQH\0DQ\DUHHPRWLRQDOO\GHVSHUDWHDQGQHXURWLFDOWKRXJKWKH\ORRNULFK
DQGKDYHPRUHPRQH\´

³6RLVDSRRUPDQKDSSLHU"´,DVNHG
³1R,GRQ¶WWKLQNVR´UHSOLHGULFKGDG³7KHDYRLGDQFHRIPRQH\LVMXVWDVSV\FKRWLFDV
EHLQJDWWDFKHGWRPRQH\´

$VLIRQFXHWKHWRZQGHUHOLFWZHQWSDVWRXUWDEOHVWRSSLQJE\WKHODUJHUXEELVKFDQDQG
UXPPDJLQJDURXQGLQLW7KHWKUHHRIXVZDWFKHGKLPZLWKJUHDWLQWHUHVWZKHQEHIRUHZH
SUREDEO\ZRXOGKDYHMXVWLJQRUHGKLP

5LFKGDGSXOOHGDGROODURXWRIKLVZDOOHWDQGJHVWXUHGWRWKHROGHUPDQ6HHLQJWKHPRQH\
WKHGHUHOLFWFDPHRYHULPPHGLDWHO\WRRNWKHELOOWKDQNHGULFKGDGSURIXVHO\DQGKXUULHG
RIIHFVWDWLFZLWKKLVJRRGIRUWXQH

³+H¶VQRWPXFKGLIIHUHQWIURPPRVWRIP\HPSOR\HHV´VDLGULFKGDG³,¶YHPHWVRPDQ\
SHRSOHZKRVD\µ2K,¶PQRWLQWHUHVWHGLQPRQH\¶<HWWKH\¶OOZRUNDWDMREIRUHLJKWKRXUV
DGD\7KDW¶VDGHQLDORIWUXWK,IWKH\ZHUHQ¶WLQWHUHVWHGLQPRQH\WKHQZK\DUHWKH\
ZRUNLQJ"7KDWNLQGRIWKLQNLQJLVSUREDEO\PRUHSV\FKRWLFWKDQDSHUVRQZKRKRDUGV
PRQH\´

$V,VDWWKHUHOLVWHQLQJWRP\ULFKGDGP\PLQGIODVKHGEDFNWRWKHFRXQWOHVVWLPHVP\RZQ
GDGVDLG³,¶PQRWLQWHUHVWHGLQPRQH\´+HVDLGWKRVHZRUGVRIWHQ+HDOVRFRYHUHGKLPVHOI
E\DOZD\VVD\LQJ³,ZRUNEHFDXVH,ORYHP\MRE´
³6RZKDWGRZHGR"´,DVNHG³1RWZRUNIRUPRQH\XQWLODOOWUDFHVRIIHDUDQGJUHHGDUH
JRQH"´

³1RWKDWZRXOGEHDZDVWHRIWLPH´VDLGULFKGDG³(PRWLRQVDUHZKDWPDNHXVKXPDQ7KH
ZRUGµHPRWLRQ¶VWDQGVIRUµHQHUJ\LQPRWLRQ¶%HWUXWKIXODERXW\RXUHPRWLRQVDQGXVH\RXU
PLQGDQGHPRWLRQVLQ\RXUIDYRUQRWDJDLQVW\RXUVHOI´

³:KRD´VDLG0LNH

³'RQ¶WZRUU\DERXWZKDW,MXVWVDLG,WZLOOPDNHPRUHVHQVHLQ\HDUVWRFRPH-XVWEHDQ
REVHUYHUQRWDUHDFWRUWR\RXUHPRWLRQV0RVWSHRSOHGRQRWNQRZWKDWLW¶VWKHLUHPRWLRQV
WKDWDUHGRLQJWKHWKLQNLQJ<RXUHPRWLRQVDUH\RXUHPRWLRQVEXW\RXKDYHJRWWROHDUQWRGR
\RXURZQWKLQNLQJ´

³&DQ\RXJLYHPHDQH[DPSOH"´,DVNHG
³6XUH´UHSOLHGULFKGDG³:KHQDSHUVRQVD\Vµ,QHHGWRILQGDMRE¶LW¶VPRVWOLNHO\DQ
HPRWLRQGRLQJWKHWKLQNLQJ)HDURIQRWKDYLQJPRQH\JHQHUDWHVWKDWWKRXJKW´

³%XWSHRSOHGRQHHGPRQH\LIWKH\KDYHELOOVWRSD\´,VDLG

³6XUHWKH\GR´VPLOHGULFKGDG³$OO,¶PVD\LQJLVWKDWLW¶VIHDUWKDWLVDOOWRRRIWHQGRLQJWKH
WKLQNLQJ´

³,GRQ¶WXQGHUVWDQG´VDLG0LNH

³)RUH[DPSOH´VDLGULFKGDG³,IWKHIHDURIQRWKDYLQJHQRXJKPRQH\DULVHVLQVWHDGRI
LPPHGLDWHO\UXQQLQJRXWWRJHWDMREWKH\LQVWHDGPLJKWDVNWKHPVHOYHVWKLVTXHVWLRQµ:LOOD
MREEHWKHEHVWVROXWLRQWRWKLVIHDURYHUWKHORQJUXQ"¶,QP\RSLQLRQWKHDQVZHULVQR$
MRELVUHDOO\DVKRUWWHUPVROXWLRQWRDORQJWHUPSUREOHP´

³%XWP\GDGLVDOZD\VVD\LQJµ6WD\LQVFKRRODQGJHWJRRGJUDGHVVR\RXFDQILQGDVDIH
VHFXUHMRE¶´,LQWHUMHFWHGVRPHZKDWFRQIXVHG

³<HV,XQGHUVWDQGKHVD\VWKDW´VDLGULFKGDGVPLOLQJ³0RVWSHRSOHUHFRPPHQGWKDWDQG
LW¶VDJRRGSDWKIRUPRVWSHRSOH%XWSHRSOHPDNHWKDWUHFRPPHQGDWLRQSULPDULO\RXWRI
IHDU´

³<RXPHDQP\GDGVD\VWKDWEHFDXVHKH¶VDIUDLG"´
³<HV´VDLGULFKGDG³+H¶VWHUULILHGWKDW\RXZRQ¶WHDUQHQRXJKPRQH\DQGZRQ¶WILWLQWR
VRFLHW\'RQ¶WJHWPHZURQJ+HORYHV\RXDQGZDQWVWKHEHVWIRU\RX,WRREHOLHYHDQ
HGXFDWLRQDQGDMREDUHLPSRUWDQWEXWLWZRQ¶WKDQGOHWKHIHDU<RXVHHWKDWVDPHIHDUWKDW
PDNHVKLPJHWXSLQWKHPRUQLQJWRHDUQDIHZEXFNVLVWKHIHDUWKDWLVFDXVLQJKLPWREHVR
IDQDWLFDODERXW\RXUJRLQJWRVFKRRO´

³6RZKDWGR\RXUHFRPPHQG"´,DVNHG

³,ZDQWWRWHDFK\RXWRPDVWHUWKHSRZHURIPRQH\LQVWHDGRIEHLQJDIUDLGRILW7KH\GRQ¶W
WHDFKWKDWLQVFKRRODQGLI\RXGRQ¶WOHDUQLW\RXEHFRPHDVODYHWRPRQH\´

,WZDVILQDOO\PDNLQJVHQVH+HZDQWHGXVWRZLGHQRXUYLHZVDQGWRVHHZKDWWKH0UV
0DUWLQVRIWKLVZRUOGFRXOGQ¶WVHH+HXVHGH[DPSOHVWKDWVRXQGHGFUXHODWWKHWLPHEXW,¶YH
QHYHUIRUJRWWHQWKHP0\YLVLRQZLGHQHGWKDWGD\DQG,EHJDQWRVHHWKHWUDSWKDWOD\DKHDG
IRUPRVWSHRSOH

³<RXVHHZH¶UHDOOHPSOR\HHVXOWLPDWHO\:HMXVWZRUNDWGLIIHUHQWOHYHOV´VDLGULFKGDG
³,MXVWZDQW\RXER\VWRKDYHDFKDQFHWRDYRLGWKHWUDSFDXVHGE\WKRVHWZRHPRWLRQVIHDU
DQGGHVLUH8VHWKHPLQ\RXUIDYRUQRWDJDLQVW\RX7KDW¶VZKDW,ZDQWWRWHDFK\RX,¶PQRW
LQWHUHVWHGLQMXVWWHDFKLQJ\RXWRPDNHDSLOHRIPRQH\7KDWZRQ¶WKDQGOHWKHIHDURUGHVLUH
,I\RXGRQ¶WILUVWKDQGOHIHDUDQGGHVLUHDQG\RXJHWULFK\RX¶OORQO\EHDKLJKO\SDLGVODYH´

³6RKRZGRZHDYRLGWKHWUDS"´,DVNHG
³7KHPDLQFDXVHRISRYHUW\RUILQDQFLDOVWUXJJOHLVIHDUDQGLJQRUDQFHQRWWKHHFRQRP\RU
WKHJRYHUQPHQWRUWKHULFK,W¶VVHOILQIOLFWHGIHDUDQGLJQRUDQFHWKDWNHHSSHRSOHWUDSSHG6R
\RXER\VJRWRVFKRRODQGJHW\RXUFROOHJHGHJUHHVDQG,¶OOWHDFK\RXKRZWRVWD\RXWRIWKH
WUDS´

7KHSLHFHVRIWKHSX]]OHZHUHDSSHDULQJ0\KLJKO\HGXFDWHGGDGKDGDJUHDWHGXFDWLRQDQG
DJUHDWFDUHHUEXWVFKRROQHYHUWROGKLPKRZWRKDQGOHPRQH\RUKLVIHDURILW,WEHFDPH
FOHDUWKDW,FRXOGOHDUQGLIIHUHQWDQGLPSRUWDQWWKLQJVIURPWZRIDWKHUV

³6R\RX¶YHEHHQWDONLQJDERXWWKHIHDURIQRWKDYLQJPRQH\+RZGRHVWKHGHVLUHIRUPRQH\
DIIHFWRXUWKLQNLQJ"´0LNHDVNHG

³+RZGLG\RXIHHOZKHQ,WHPSWHG\RXZLWKDSD\UDLVH"'LG\RXQRWLFH\RXUGHVLUHV
ULVLQJ"´

:HQRGGHGRXUKHDGV³%\QRWJLYLQJLQWR\RXUHPRWLRQV\RXZHUHDEOHWRGHOD\\RXU
UHDFWLRQVDQGWKLQN7KDWLVLPSRUWDQW:HZLOODOZD\VKDYHHPRWLRQVRIIHDUDQGJUHHG
)URPKHUHRQLQLW¶VLPSHUDWLYHIRU\RXWRXVHWKRVHHPRWLRQVWR\RXUDGYDQWDJHDQGIRUWKH
ORQJWHUPWRQRWOHW\RXUHPRWLRQVFRQWURO\RXUWKLQNLQJ0RVWSHRSOHXVHIHDUDQGJUHHG
DJDLQVWWKHPVHOYHV7KDW¶VWKHVWDUWRILJQRUDQFH0RVWSHRSOHOLYHWKHLUOLYHVFKDVLQJ
SD\FKHFNVSD\UDLVHVDQGMREVHFXULW\EHFDXVHRIWKHHPRWLRQVRIGHVLUHDQGIHDUQRWUHDOO\
TXHVWLRQLQJZKHUHWKRVHHPRWLRQGULYHQWKRXJKWVDUHOHDGLQJWKHP,W¶VMXVWOLNHWKHSLFWXUH
RIDGRQNH\GUDJJLQJDFDUWZLWKLWVRZQHUGDQJOLQJDFDUURWMXVWLQIURQWRILWVQRVH7KH
GRQNH\¶VRZQHUPD\EHJRLQJZKHUHKHZDQWVWREXWWKHGRQNH\LVFKDVLQJDQLOOXVLRQ
7RPRUURZWKHUHZLOORQO\EHDQRWKHUFDUURWIRUWKHGRQNH\´

³<RXPHDQWKHPRPHQW,SLFWXUHDQHZEDVHEDOOJORYHFDQG\DQGWR\VWKDW¶VOLNHDFDUURWWR
DGRQNH\"´0LNHDVNHG

³<HVDQGDV\RXJHWROGHU\RXUWR\VJHWPRUHH[SHQVLYH²DQHZFDUDERDWDQGDELJ
KRXVHWRLPSUHVV\RXUIULHQGV´VDLGULFKGDGZLWKDVPLOH³)HDUSXVKHV\RXRXWWKHGRRU
DQGGHVLUHFDOOVWR\RX7KDW¶VWKHWUDS´

³6RZKDW¶VWKHDQVZHU´0LNHDVNHG

³:KDWLQWHQVLILHVIHDUDQGGHVLUHLVLJQRUDQFH7KDWLVZK\ULFKSHRSOHZLWKORWVRIPRQH\
RIWHQKDYHPRUHIHDUWKHULFKHUWKH\JHW0RQH\LVWKHFDUURWWKHLOOXVLRQ,IWKHGRQNH\FRXOG
VHHWKHZKROHSLFWXUHLWPLJKWUHWKLQNLWVFKRLFHWRFKDVHWKHFDUURW´

5LFKGDGZHQWRQWRH[SODLQWKDWDKXPDQ¶VOLIHLVDVWUXJJOHEHWZHHQLJQRUDQFHDQG
LOOXPLQDWLRQ

+HH[SODLQHGWKDWRQFHDSHUVRQVWRSVVHDUFKLQJIRULQIRUPDWLRQDQGVHOINQRZOHGJH
LJQRUDQFHVHWVLQ7KDWVWUXJJOHLVDPRPHQWWRPRPHQWGHFLVLRQ²WROHDUQWRRSHQRUFORVH
RQH¶VPLQG

³/RRNVFKRROLVYHU\LPSRUWDQW<RXJRWRVFKRROWROHDUQDVNLOORUSURIHVVLRQWREHFRPHD
FRQWULEXWLQJPHPEHURIVRFLHW\(YHU\FXOWXUHQHHGVWHDFKHUVGRFWRUVPHFKDQLFVDUWLVWV
FRRNVEXVLQHVVSHRSOHSROLFHRIILFHUVILUHILJKWHUVDQGVROGLHUV6FKRROVWUDLQWKHPVR
VRFLHW\FDQWKULYHDQGIORXULVK´VDLGULFKGDG³8QIRUWXQDWHO\IRUPDQ\SHRSOHVFKRROLVWKH
HQGQRWWKHEHJLQQLQJ´

7KHUHZDVDORQJVLOHQFH5LFKGDGZDVVPLOLQJ,GLGQ¶WFRPSUHKHQGHYHU\WKLQJKHVDLGWKDW
GD\%XWDVZLWKPRVWJUHDWWHDFKHUVKLVZRUGVFRQWLQXHGWRWHDFKIRU\HDUV

³,¶YHEHHQDOLWWOHFUXHOWRGD\´VDLGULFKGDG³%XW,ZDQW\RXWRDOZD\VUHPHPEHUWKLVWDON
,ZDQW\RXWRDOZD\VWKLQNRI0UV0DUWLQ$QG,ZDQW\RXDOZD\VWRUHPHPEHUWKDWGRQNH\
1HYHUIRUJHWWKDWIHDUDQGGHVLUHFDQOHDG\RXLQWROLIH¶VELJJHVWWUDSLI\RX¶UHQRWDZDUHRI
WKHPFRQWUROOLQJ\RXUWKLQNLQJ7RVSHQG\RXUOLIHOLYLQJLQIHDUQHYHUH[SORULQJ\RXU
GUHDPVLVFUXHO7RZRUNKDUGIRUPRQH\WKLQNLQJWKDWLWZLOOEX\\RXWKLQJVWKDWZLOOPDNH
\RXKDSS\LVDOVRFUXHO7RZDNHXSLQWKHPLGGOHRIWKHQLJKWWHUULILHGDERXWSD\LQJELOOVLV
DKRUULEOHZD\WROLYH7ROLYHDOLIHGLFWDWHGE\WKHVL]HRIDSD\FKHFNLVQRWUHDOO\OLYLQJD
OLIH7KLQNLQJWKDWDMREPDNHV\RXVHFXUHLVO\LQJWR\RXUVHOI7KDW¶VFUXHODQGWKDW¶VWKH
WUDS,ZDQW\RXWRDYRLG,¶YHVHHQKRZPRQH\UXQVSHRSOH¶VOLYHV'RQ¶WOHWWKDWKDSSHQWR
\RX3OHDVHGRQ¶WOHWPRQH\UXQ\RXUOLIH´

$VRIWEDOOUROOHGXQGHURXUWDEOH5LFKGDGSLFNHGLWXSDQGWKUHZLWEDFN

³6RZKDWGRHVLJQRUDQFHKDYHWRGRZLWKJUHHGDQGIHDU"´,DVNHG
³%HFDXVHLWLVLJQRUDQFHDERXWPRQH\WKDWFDXVHVVRPXFKJUHHGDQGIHDU´VDLGULFKGDG
³/HWPHJLYH\RXVRPHH[DPSOHV$GRFWRUZDQWLQJPRUHPRQH\WREHWWHUSURYLGHIRUKLV
IDPLO\UDLVHVKLVIHHV%\UDLVLQJKLVIHHVLWPDNHVKHDOWKFDUHPRUHH[SHQVLYHIRU
HYHU\RQH,WKXUWVWKHSRRUSHRSOHWKHPRVWVRWKH\KDYHZRUVHKHDOWKWKDQWKRVHZLWK
PRQH\%HFDXVHWKHGRFWRUVUDLVHWKHLUIHHVWKHDWWRUQH\VUDLVHWKHLUIHHV%HFDXVHWKH
DWWRUQH\V¶IHHVKDYHJRQHXSVFKRROWHDFKHUVZDQWDUDLVHZKLFKUDLVHVRXUWD[HVDQGRQ
DQGRQDQGRQ6RRQWKHUHZLOOEHVXFKDKRUULI\LQJJDSEHWZHHQWKHULFKDQGWKHSRRUWKDW
FKDRVZLOOEUHDNRXWDQGDQRWKHUJUHDWFLYLOL]DWLRQZLOOFROODSVH+LVWRU\SURYHVWKDWJUHDW
FLYLOL]DWLRQVFROODSVHZKHQWKHJDSEHWZHHQWKHKDYHVDQGKDYHQRWVLVWRRJUHDW6DGO\
$PHULFDLVRQWKDWVDPHFRXUVHEHFDXVHZHKDYHQ¶WOHDUQHGIURPKLVWRU\:HRQO\PHPRUL]H
KLVWRULFDOGDWHVDQGQDPHVQRWWKHOHVVRQ´

³$UHQ¶WSULFHVVXSSRVHGWRJRXS"´,DVNHG

³,QDQHGXFDWHGVRFLHW\ZLWKDZHOOUXQJRYHUQPHQWSULFHVVKRXOGDFWXDOO\FRPHGRZQ2I
FRXUVHWKDWLVRIWHQRQO\WUXHLQWKHRU\3ULFHVJRXSEHFDXVHRIJUHHGDQGIHDUFDXVHGE\
LJQRUDQFH,IVFKRROVWDXJKWSHRSOHDERXWPRQH\WKHUHZRXOGEHPRUHPRQH\DQGORZHU
SULFHV%XWVFKRROVIRFXVRQO\RQWHDFKLQJSHRSOHWRZRUNIRUPRQH\QRWKRZWRKDUQHVV
PRQH\¶VSRZHU´

³%XWGRQ¶WZHKDYHEXVLQHVVVFKRROV"´0LNHDVNHG³$QGKDYHQ¶W\RXHQFRXUDJHGPHWRJR
IRUP\0%$"´
³<HV´VDLGULFKGDG³%XWDOOWRRRIWHQEXVLQHVVVFKRROVWUDLQHPSOR\HHVWREHFRPH
VRSKLVWLFDWHGEHDQFRXQWHUV+HDYHQIRUELGDEHDQFRXQWHUWDNHVRYHUDEXVLQHVV$OOWKH\
GRLVORRNDWWKHQXPEHUVILUHSHRSOHDQGNLOOWKHEXVLQHVV,NQRZWKLVEHFDXVH,KLUHEHDQ
FRXQWHUV$OOWKH\WKLQNDERXWLVFXWWLQJFRVWVDQGUDLVLQJSULFHVZKLFKFDXVHPRUH
SUREOHPV%HDQFRXQWLQJLVLPSRUWDQW,ZLVKPRUHSHRSOHNQHZLWEXWLWWRRLVQRWWKH
ZKROHSLFWXUH´DGGHGULFKGDGDQJULO\

³6RLVWKHUHDQDQVZHU"´DVNHG0LNH

³<HV´VDLGULFKGDG³/HDUQWRXVH\RXUHPRWLRQVWRWKLQNQRWWKLQNZLWK\RXUHPRWLRQV
:KHQ\RXER\VPDVWHUHG\RXUHPRWLRQVE\DJUHHLQJWRZRUNIRUIUHH,NQHZWKHUHZDVKRSH
:KHQ\RXDJDLQUHVLVWHG\RXUHPRWLRQVZKHQ,WHPSWHG\RXZLWKPRUHPRQH\\RXZHUH
DJDLQOHDUQLQJWRWKLQNLQVSLWHRIEHLQJHPRWLRQDOO\FKDUJHG7KDW¶VWKHILUVWVWHS´

³:K\LVWKDWVWHSVRLPSRUWDQW"´,DVNHG

³:HOOWKDW¶VXSWR\RXWRILQGRXW,I\RXZDQWWROHDUQ,¶OOWDNH\RXER\VLQWRWKHEULDU
SDWFKDSODFHDOPRVWHYHU\RQHHOVHDYRLGV,I\RXJRZLWKPH\RX¶OOOHWJRRIWKHLGHDRI
ZRUNLQJIRUPRQH\DQGLQVWHDGOHDUQWRKDYHPRQH\ZRUNIRU\RX´³$QGZKDWZLOOZHJHWLI
ZHJRZLWK\RX:KDWLIZHDJUHHWROHDUQIURP\RX":KDWZLOOZHJHW"´,DVNHG

³7KHVDPHWKLQJ%UHU5DEELWJRW´VDLGULFKGDGUHIHUULQJWRWKHFODVVLFFKLOGUHQ¶VVWRU\
³,VWKHUHDEULDUSDWFK"´,DVNHG

³<HV´VDLGULFKGDG³7KHEULDUSDWFKLVRXUIHDUDQGJUHHG&RQIURQWLQJIHDUZHDNQHVVHV
DQGQHHGLQHVVE\FKRRVLQJRXURZQWKRXJKWVLVWKHZD\RXW´

³&KRRVLQJRXUWKRXJKWV"´0LNHDVNHGSX]]OHG

³<HV&KRRVLQJZKDWZHWKLQNUDWKHUWKDQUHDFWLQJWRRXUHPRWLRQV

,QVWHDGRIMXVWJHWWLQJXSDQGJRLQJWRZRUNEHFDXVHQRWKDYLQJWKHPRQH\WRSD\\RXUELOOVLV
VFDULQJ\RXDVN\RXUVHOIµ,VZRUNLQJKDUGHUDWWKLVWKHEHVWVROXWLRQWRWKLVSUREOHP"¶0RVW
SHRSOHDUHWRRDIUDLGWRUDWLRQDOO\WKLQNWKLQJVWKURXJKDQGLQVWHDGUXQRXWWKHGRRUWRDMRE
WKH\KDWH7KH7DU%DE\LVLQFRQWURO7KDW¶VZKDW,PHDQE\FKRRVLQJ\RXUWKRXJKWV´

³$QGKRZGRZHGRWKDW"´0LNHDVNHG

³7KDW¶VZKDW,ZLOOWHDFK\RX,¶OOWHDFK\RXWRKDYHDFKRLFHRIWKRXJKWVUDWKHUWKDQDNQHH
MHUNUHDFWLRQOLNHJXOSLQJGRZQ\RXUPRUQLQJFRIIHHDQGUXQQLQJRXWWKHGRRU

³5HPHPEHUZKDW,VDLGEHIRUH$MRELVRQO\DVKRUWWHUPVROXWLRQWRDORQJWHUPSUREOHP
0RVWSHRSOHKDYHRQO\RQHSUREOHPLQPLQGDQGLW¶VVKRUWWHUP,W¶VWKHELOOVDWWKHHQGRI
WKHPRQWKWKH7DU%DE\0RQH\FRQWUROVWKHLUOLYHVRUVKRXOG,VD\WKHIHDUDQGLJQRUDQFH
DERXWPRQH\FRQWUROVLW6RWKH\GRDVWKHLUSDUHQWVGLG7KH\JHWXSHYHU\GD\DQGJRZRUN
IRUPRQH\QRWWDNLQJWKHWLPHWRDVNWKHTXHVWLRQµ,VWKHUHDQRWKHUZD\"¶7KHLUHPRWLRQV
QRZFRQWUROWKHLUWKLQNLQJQRWWKHLUKHDGV´

³&DQ\RXWHOOWKHGLIIHUHQFHEHWZHHQHPRWLRQVWKLQNLQJDQGWKHKHDGWKLQNLQJ"´0LNHDVNHG

³2K\HV,KHDULWDOOWKHWLPH´VDLGULFKGDG³,KHDUWKLQJVOLNHµ:HOOHYHU\RQHKDVWR
ZRUN¶2Uµ7KHULFKDUHFURRNV¶2Uµ,¶OOJHWDQRWKHUMRE,GHVHUYHWKLVUDLVH<RXFDQ¶WSXVK
PHDURXQG¶2Uµ,OLNHWKLVMREEHFDXVHLW¶VVHFXUH¶1RRQHDVNVµ,VWKHUHVRPHWKLQJ,¶P
PLVVLQJKHUH"¶ZKLFKZRXOGEUHDNWKURXJKWKHHPRWLRQDOWKRXJKWDQGJLYH\RXWLPHWRWKLQN
FOHDUO\´

$VZHKHDGHGEDFNWRWKHVWRUHULFKGDGH[SODLQHGWKDWWKHULFKUHDOO\GLG³PDNHPRQH\´
7KH\GLGQRWZRUNIRULW+HZHQWRQWRH[SODLQWKDWZKHQ0LNHDQG,ZHUHFDVWLQJILYHFHQW
SLHFHVRXWRIOHDGWKLQNLQJZHZHUHPDNLQJPRQH\ZHZHUHYHU\FORVHWRWKLQNLQJWKHZD\
WKHULFKWKLQN7KHSUREOHPZDVWKDWFUHDWLQJPRQH\LVOHJDOIRUWKHJRYHUQPHQWDQGEDQNVWR
GREXWLOOHJDOIRUXVWRGR7KHUHDUHOHJDOZD\VWRFUHDWHPRQH\IURPQRWKLQJKHWROGXV

5LFKGDGZHQWRQWRH[SODLQWKDWWKHULFKNQRZWKDWPRQH\LVDQLOOXVLRQWUXO\OLNHWKHFDUURW
IRUWKHGRQNH\,W¶VRQO\RXWRIIHDUDQGJUHHGWKDWWKHLOOXVLRQRIPRQH\LVKHOGWRJHWKHUE\
ELOOLRQVRISHRSOHZKREHOLHYHWKDWPRQH\LVUHDO,W¶VQRW0RQH\LVUHDOO\PDGHXS,WLV
RQO\EHFDXVHRIWKHLOOXVLRQRIFRQILGHQFHDQGWKHLJQRUDQFHRIWKHPDVVHVWKDWWKLVKRXVHRI
FDUGVVWDQGV

+HWDONHGDERXWWKHJROGVWDQGDUGWKDW$PHULFDZDVRQDQGWKDWHDFKGROODUELOOZDV
DFWXDOO\DVLOYHUFHUWLILFDWH:KDWFRQFHUQHGKLPZDVWKHUXPRUWKDWZHZRXOGVRPHGD\JR
RIIWKHJROGVWDQGDUGDQGRXUGROODUVZRXOGQRORQJHUEHEDFNHGE\VRPHWKLQJWDQJLEOH

³,IWKDWKDSSHQVER\VDOOKHOOZLOOEUHDNORRVH7KHSRRUWKHPLGGOHFODVVDQGWKHLJQRUDQW
ZLOOKDYHWKHLUOLYHVUXLQHGVLPSO\EHFDXVHWKH\ZLOOFRQWLQXHWREHOLHYHWKDWPRQH\LVUHDO
DQGWKDWWKHFRPSDQ\WKH\ZRUNIRURUWKHJRYHUQPHQWZLOOORRNDIWHUWKHP´

:HUHDOO\GLGQRWXQGHUVWDQGZKDWKHZDVVD\LQJWKDWGD\EXWRYHUWKH\HDUVLWPDGHPRUH
DQGPRUHVHQVH

6HHLQJ:KDW2WKHUV0LVV
$VKHFOLPEHGLQWRKLVSLFNXSWUXFNRXWVLGHKLVFRQYHQLHQFHVWRUHULFKGDGVDLG³.HHS
ZRUNLQJER\VEXWWKHVRRQHU\RXIRUJHWDERXWQHHGLQJDSD\FKHFNWKHHDVLHU\RXUDGXOWOLIH
ZLOOEH.HHSXVLQJ\RXUEUDLQZRUNIRUIUHHDQGVRRQ\RXUPLQGZLOOVKRZ\RXZD\VRI
PDNLQJPRQH\IDUEH\RQGZKDW,FRXOGHYHUSD\\RX<RXZLOOVHHWKLQJVWKDWRWKHUSHRSOH
QHYHUVHH0RVWSHRSOHQHYHUVHHWKHVHRSSRUWXQLWLHVEHFDXVHWKH\¶UHORRNLQJIRUPRQH\DQG
VHFXULW\VRWKDW¶VDOOWKH\JHW7KHPRPHQW\RXVHHRQHRSSRUWXQLW\\RX¶OOVHHWKHPIRUWKH
UHVWRI\RXUOLIH7KHPRPHQW\RXGRWKDW,¶OOWHDFK\RXVRPHWKLQJHOVH/HDUQWKLVDQG
\RX¶OODYRLGRQHRIOLIH¶VELJJHVWWUDSV

0LNHDQG,SLFNHGXSRXUWKLQJVIURPWKHVWRUHDQGZDYHGJRRGE\HWR0UV0DUWLQ:HZHQW
EDFNWRWKHSDUNWRWKHVDPHSLFQLFEHQFKDQGVSHQWVHYHUDOPRUHKRXUVWKLQNLQJDQGWDONLQJ
:HVSHQWWKHQH[WZHHNDWVFKRROWKLQNLQJDQGWDONLQJWRR)RUWZRPRUHZHHNVZHNHSW
WKLQNLQJWDONLQJDQGZRUNLQJIRUIUHH

$WWKHHQGRIWKHVHFRQG6DWXUGD\,ZDVDJDLQVD\LQJJRRGE\HWR0UV0DUWLQDQGORRNLQJDW
WKHFRPLFERRNVWDQGZLWKDORQJLQJJD]H7KHKDUGWKLQJDERXWQRWHYHQJHWWLQJFHQWV
HYHU\6DWXUGD\ZDVWKDW,GLGQ¶WKDYHDQ\PRQH\WREX\FRPLFERRNV6XGGHQO\DV0UV
0DUWLQVDLGJRRGE\HWR0LNHDQGPH,VDZKHUGRVRPHWKLQJ,¶GQHYHUVHHQKHUGREHIRUH

0UV0DUWLQZDVFXWWLQJWKHIURQWSDJHRIWKHFRPLFERRNLQKDOI6KHNHSWWKHWRSKDOIRIWKH
FRPLFERRNFRYHUDQGWKUHZWKHUHVWRIWKHERRNLQWRDODUJHFDUGERDUGER[:KHQ,DVNHG
KHUZKDWVKHGLGZLWKWKHFRPLFERRNVVKHVDLG³,WKURZWKHPDZD\,JLYHWKHWRSKDOIRI
WKHFRYHUEDFNWRWKHFRPLFERRNGLVWULEXWRUIRUFUHGLWZKHQKHEULQJVLQWKHQHZFRPLFV
+H¶VFRPLQJLQDQKRXU´

0LNHDQG,ZDLWHGIRUDQKRXU6RRQWKHGLVWULEXWRUDUULYHGDQG,DVNHGKLPLIZHFRXOG
KDYHWKHFRPLFERRNV7RP\GHOLJKWKHVDLG³<RXFDQKDYHWKHPLI\RXZRUNIRUWKLVVWRUH
DQGGRQRWUHVHOOWKHP´

5HPHPEHURXUROGEXVLQHVVSDUWQHUVKLS":HOO0LNHDQG,UHYLYHGLW8VLQJDVSDUHURRPLQ
0LNH¶VEDVHPHQWZHEHJDQSLOLQJKXQGUHGVRIFRPLFERRNVLQWKDWURRP6RRQRXUFRPLF
ERRNOLEUDU\ZDVRSHQWRWKHSXEOLF:HKLUHG0LNH¶V\RXQJHUVLVWHUZKRORYHGWRVWXG\WR
EHKHDGOLEUDULDQ6KHFKDUJHGHDFKFKLOGFHQWVDGPLVVLRQWRWKHOLEUDU\ZKLFKZDVRSHQ
IURPSPWRSPHYHU\GD\DIWHUVFKRRO7KHFXVWRPHUVWKHFKLOGUHQRIWKH
QHLJKERUKRRGFRXOGUHDGDVPDQ\FRPLFVDVWKH\ZDQWHGLQWZRKRXUV,WZDVDEDUJDLQIRU
WKHPVLQFHDFRPLFFRVWFHQWVHDFKDQGWKH\FRXOGUHDGILYHRUVL[LQWZRKRXUV

0LNH¶VVLVWHUZRXOGFKHFNWKHNLGVDVWKH\OHIWWRPDNHVXUHWKH\ZHUHQ¶WERUURZLQJDQ\
FRPLFERRNV6KHDOVRNHSWWKHERRNVORJJLQJLQKRZPDQ\NLGVVKRZHGXSHDFKGD\ZKR
WKH\ZHUHDQGDQ\FRPPHQWVWKH\PLJKWKDYH0LNHDQG,DYHUDJHGSHUZHHNRYHUD
WKUHHPRQWKSHULRG:HSDLGKLVVLVWHURQHGROODUDZHHNDQGDOORZHGKHUWRUHDGWKH
FRPLFVIRUIUHHZKLFKVKHUDUHO\GLGVLQFHVKHZDVDOZD\VVWXG\LQJ

0LNHDQG,NHSWRXUDJUHHPHQWE\ZRUNLQJLQWKHVWRUHHYHU\6DWXUGD\DQGFROOHFWLQJDOOWKH
FRPLFERRNVIURPWKHGLIIHUHQWVWRUHV:HNHSWRXUDJUHHPHQWWRWKHGLVWULEXWRUE\QRW
VHOOLQJDQ\FRPLFERRNV:HEXUQHGWKHPRQFHWKH\JRWWRRWDWWHUHG:HWULHGRSHQLQJD
EUDQFKRIILFHEXWZHFRXOGQHYHUTXLWHILQGVRPHRQHDVWUXVWZRUWK\DQGGHGLFDWHGDV
0LNH¶VVLVWHU$WDQHDUO\DJHZHIRXQGRXWKRZKDUGLWZDVWRILQGJRRGVWDII

7KUHHPRQWKVDIWHUWKHOLEUDU\ILUVWRSHQHGDILJKWEURNHRXWLQWKHURRP6RPHEXOOLHVIURP
DQRWKHUQHLJKERUKRRGSXVKHGWKHLUZD\LQDQG0LNH¶VGDGVXJJHVWHGZHVKXWGRZQWKH
EXVLQHVV6RRXUFRPLFERRNEXVLQHVVVKXWGRZQDQGZHVWRSSHGZRUNLQJRQ6DWXUGD\VDW
WKHFRQYHQLHQFHVWRUH%XWULFKGDGZDVH[FLWHGEHFDXVHKHKDGQHZWKLQJVKHZDQWHGWR
WHDFKXV+HZDVKDSS\EHFDXVHZHKDGOHDUQHGRXUILUVWOHVVRQVRZHOO:HOHDUQHGWR
PDNHPRQH\ZRUNIRUXV%\QRWJHWWLQJSDLGIRURXUZRUNDWWKHVWRUHZHZHUHIRUFHGWR
XVHRXULPDJLQDWLRQVWRLGHQWLI\DQRSSRUWXQLW\WRPDNHPRQH\%\VWDUWLQJRXURZQEXVLQHVV
WKHFRPLFERRNOLEUDU\ZHZHUHLQFRQWURORIRXURZQILQDQFHVQRWGHSHQGHQWRQDQ
HPSOR\HU7KHEHVWSDUWZDVWKDWRXUEXVLQHVVJHQHUDWHGPRQH\IRUXVHYHQZKHQZH
ZHUHQ¶WSK\VLFDOO\WKHUH2XUPRQH\ZRUNHGIRUXV

,QVWHDGRISD\LQJXVPRQH\ULFKGDGKDGJLYHQXVVRPXFKPRUH

You might also like