WEBVTT
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[SPEAKER_01]: Brad Eggert, welcome to the security equation.
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[SPEAKER_01]: It is great to have you here in Palm Beach.
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[SPEAKER_01]: Good to be here.
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[SPEAKER_01]: Thanks for having me.
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[SPEAKER_01]: Brad, we go back a while.
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[SPEAKER_01]: I think we first met at a...
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[SPEAKER_01]: particular event on some ranch in Wisconsin and you and I were both guests and we shared a room didn't know each other and I couldn't even tell you how long ago that was.
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[SPEAKER_01]: That early 2000s.
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[SPEAKER_02]: Wow.
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[SPEAKER_01]: That was one of some years.
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[SPEAKER_01]: Yeah.
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[SPEAKER_01]: With similar backgrounds, you tell us more about
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[SPEAKER_01]: How did you get any of that business?
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[SPEAKER_01]: Why did you grow up thinking I want to be an events or give us that background?
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[SPEAKER_02]: Yeah, I think it's like a lot of the folks on our team have a basis in athletics.
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[SPEAKER_02]: Participating and then getting involved on the business side, whether it's coaching or supporting
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[SPEAKER_02]: I went and got my degree in sport management thinking I would work in minor league baseball.
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[SPEAKER_02]: I think it sounded better than driving to a baseball park to go to work every day.
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[SPEAKER_02]: During an internship though with the Southeastern Conference I got introduced to large scale events and what it takes to put those on.
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[SPEAKER_02]: just sort of started that pathway after the internship full-time job doing that up in Lake Placid, New York found my way out to Salt Lake City for the O2 games when her games out there and it was actually during that planning cycle that 9-11 occurred right so everything took this security focus priority and that was really my first experience with all of that
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[SPEAKER_02]: but I just started following that path and then when you and I connected and having conversations just kind of became my primary area in which I was working.
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[SPEAKER_01]: That's awesome.
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[SPEAKER_01]: You held a number of roles within our organization.
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[SPEAKER_01]: Brad's currently the senior director for client experience on our consulting side.
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[SPEAKER_01]: You're a contractor, you came in on the NCAA COVID stuff.
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[SPEAKER_01]: I think we kind of brought you full time about Ben from memory.
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[SPEAKER_01]: And then, you know, you've been an event lead, a client experience lead for a ton of events for us, a bunch of different clients, and now you're managing people, and trying to get you out of being the event lead.
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[SPEAKER_01]: Talk about kind of that experience from going from a contractor and now in the role you're in today.
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[SPEAKER_02]: Yeah, it's probably the best part of the job was developing and continuing those relationships with the clients.
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[SPEAKER_02]: So just getting no different folks, how they do things, how we can help make their process better and easier, more secure.
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[SPEAKER_02]: And that was something that I took a lot of pride in in maintaining those relationships.
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[SPEAKER_02]: As I've transitioned into
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[SPEAKER_02]: working with the team.
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[SPEAKER_02]: I've had to make that mental shift of, all right, those relationships aren't being built with the clients anymore.
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[SPEAKER_02]: I'm going to build them with all the individual team members to find out where they want to go, what they want to do, and then help coach and share all of my experiences with the variety of clients that we have to make sure they feel taken care of that
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[SPEAKER_02]: overturning every stone, providing every opportunity, you know, working with Paul Matthews and Gresso Tech Group on every technology that can be available to help make their events successful.
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[SPEAKER_02]: So it's been, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's,
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[SPEAKER_02]: the wide variety of events that you have been on a number together, others on the team, you know, from golf events to a rodeo in Wyoming to tech conferences to reopening Manchester Arena after the tragedy following the Ariana Grande concert.
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[SPEAKER_02]: So it's been a wide variety and lots of folks to work with.
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[SPEAKER_02]: And I think that's that's where our team has been really successful
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[SPEAKER_02]: is taking the time to learn the pain points that our clients are experiencing.
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[SPEAKER_01]: Right.
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[SPEAKER_01]: You mentioned a rodeo in Cheyenne.
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[SPEAKER_01]: When you first said rodeo, I was thinking of an event we did way back in Las Vegas with Uber.
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[SPEAKER_01]: That felt like a rodeo also.
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[SPEAKER_02]: That, I think you've heard me use this term before a goat.
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[SPEAKER_02]: that is a little bit of craziness that the show time series super bad on series episode two was a pretty close reenactment of what was happening out there at the time and it was it was a rodeo.
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[SPEAKER_01]: Um, you know, we, he still have, you know, Sunil at G.P.J.
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[SPEAKER_01]: She, she's still there.
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[SPEAKER_01]: She was our point of contact, John, John Archer, who was with Uber at the time.
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[SPEAKER_01]: He's now a part of Alto Networks and we're in touch with him, Carla Gray, Carla Gray, like some, some, some people in that, that event, I mean, I don't know, five or six different hotels.
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[SPEAKER_01]: I mean,
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[SPEAKER_01]: Quick response teams are to a lot of different clubs to make sure that you were employees and getting too much trouble.
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[SPEAKER_01]: And then culminated with Beyonce at the poem, which was- Who helicoptered in from the airport?
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[SPEAKER_01]: Right, to the poems.
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[SPEAKER_01]: Right, it's like crazy event.
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[SPEAKER_01]: So talk a little bit about why our stratoscope consulting division.
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[SPEAKER_01]: the differentiators, and when you go with a new client to kick something off, what are the things that you have to help the client understand that are the skills that our team can bring to the table and what our focus is?
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[SPEAKER_02]: Yeah, for a lot of our clients that never worked with a security consultant before.
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[SPEAKER_02]: So in their head, they think they're getting security guards and experienced managers of those guards.
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[SPEAKER_02]: But as anyone who's been listening to podcasts and I was like, we're doing, we're not a guard company.
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[SPEAKER_02]: Right.
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[SPEAKER_02]: We work with all of them and appreciate what they bring to the table.
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[SPEAKER_02]: But we sit down and dig into the planning process and ask the questions that their guard companies are asking.
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[SPEAKER_02]: You know, they're looking for what time, what days, how long, all right, we got you.
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[SPEAKER_02]: Right.
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[SPEAKER_02]: But we want to understand what the makeup of the event is.
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[SPEAKER_02]: Right, what is the, who are the clientele?
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[SPEAKER_02]: Who are the attendees?
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[SPEAKER_02]: Are they internal?
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[SPEAKER_02]: Are they external?
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[SPEAKER_02]: Is this public facing?
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[SPEAKER_02]: Is this an event that is available to the public to understand what they're trying to accomplish?
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[SPEAKER_02]: And then we start digging into the venue, what a perimeter looks like, what the arrival profile ingress looks like, how long are we going, egress, and we ask questions.
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[SPEAKER_02]: And a lot of times for first-time clients, it takes a process because they don't understand why we're asking the questions.
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[SPEAKER_02]: But invariably, we get to the end of an event and at somewhere along the line, they have
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[SPEAKER_02]: You're looking out for us.
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[SPEAKER_02]: You're looking out for me as your client.
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[SPEAKER_02]: And you're not trying to get into my business.
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[SPEAKER_02]: You're trying to help keep my business safe and really appreciate that.
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[SPEAKER_01]: You know, in the early days, we started, you know, this process and this way of trying to develop.
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[SPEAKER_01]: And I can remember sitting down with certain clients and be like,
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[SPEAKER_01]: Who's doing the credentials?
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[SPEAKER_01]: We need to talk to them.
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[SPEAKER_01]: And most were like, why do you need to be involved?
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[SPEAKER_01]: And we're like, well, we'd like to keep your perimeter safe.
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[SPEAKER_01]: And we'd like the guard to actually know what to expect and what's allowed and what's not allowed and how am I going to secure this room?
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[SPEAKER_01]: So it was kind of, it's gotten better, I think, but I think it's still a challenge with new production companies to talk about,
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[SPEAKER_01]: Why are we focused on something like a credential?
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[SPEAKER_01]: That's not a security matter.
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[SPEAKER_02]: We're not having that challenge with
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[SPEAKER_02]: large clients who have transitioned over and recognize what we bring to the table, what we're seeing.
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[SPEAKER_02]: And just in the last six months, we have a number of new clients who their event has gone from 200, 500, mostly employees.
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[SPEAKER_02]: To now they're in the thousand, some of them pushing, the five figures, 10, 12,000 people, that,
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[SPEAKER_02]: they've never had to worry about a credential before, right?
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[SPEAKER_02]: It's a name tag event.
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[SPEAKER_02]: Right.
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[SPEAKER_02]: So they're transitioning from a name tag event to a credential and understanding what those access levels are timing.
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[SPEAKER_02]: And so when they get educated, again, we talk about the aha moment just like, now I get what you're asking.
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[SPEAKER_01]: Right.
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[SPEAKER_01]: I remember, um,
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[SPEAKER_01]: one particular client, we're in Chicago, and actually Paul Matthews was with me at that event.
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[SPEAKER_01]: And through the planning process, this client just struggled with a production company.
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[SPEAKER_01]: Why are you on all these calls?
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[SPEAKER_01]: Like, okay, I know we're going to have scared you, but why are you involved in this?
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[SPEAKER_01]: And it was literally like the last day of load in day one of the event, the following day, I'm walking back to the op center and I see her and she stops me and she goes,
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[SPEAKER_01]: your team brings problems to my attention faster than my team or my production counterparts.
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[SPEAKER_01]: Because you're looking at it from a different lens.
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[SPEAKER_01]: Hey, that hallway isn't going to work.
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[SPEAKER_01]: Or these doors may not work.
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[SPEAKER_01]: Because the art of what the consulting team does is really the crowd movement, crowd management, line management, make it a great experience.
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[SPEAKER_01]: Where do you find the most struggles in that side of the business when you're working with new flights?
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[SPEAKER_02]: It getting them to understand what we're trying to accomplish.
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[SPEAKER_02]: Yeah.
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[SPEAKER_02]: Which ultimately is their goal, but it's in less than experienced the pain of losing an escalator or losing a door or quickly transitioning to egress after an ingress.
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[SPEAKER_02]: Not that we want any of our clients to experience the pain, but they have to at some level so they can understand why we are putting all these plans in place and secondary plans in tertiary plans.
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[SPEAKER_02]: Because, yes, you think it's a great idea that you've got a 5,000 person event space on a second floor.
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[SPEAKER_02]: but you've only got two escalators to get them up there, right?
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[SPEAKER_02]: You've got narrow hallways.
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[SPEAKER_02]: So working with the programming team, right?
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[SPEAKER_02]: Cause now we move a little bit beyond the production agency and we're out, we're way inside the perimeter.
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[SPEAKER_02]: So no one thinks security should be involved.
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[SPEAKER_02]: But now all of a sudden you have a 10,000 person event who are all on the same floor and
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[SPEAKER_02]: everything starts and ends at the same time.
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[SPEAKER_02]: Right.
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[SPEAKER_02]: So now all of a sudden you are mixing all 10,000 those people and a hallways that are designed and maybe 2000 at a time.
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[SPEAKER_01]: Yeah.
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[SPEAKER_02]: So getting them to understand the staggering of start times and alternating rooms.
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[SPEAKER_02]: So I think we've used computer modeling a little bit to talk through not only on one level, but multiple levels, we do it a lot in the stadium design to see that, to get them to understand that it's not just because we want to insert ourselves.
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[SPEAKER_02]: Or it's not because we want to get more hours talking through crowd management.
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[SPEAKER_02]: It truly is, comes down to a 10D safety.
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[SPEAKER_01]: And we really want to meet those inventive jack-ups, right?
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[SPEAKER_01]: And it's making sure that that keynote room and those breakout rooms and all that run really smoothly and efficiently.
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[SPEAKER_01]: Because at the end of the day, that's, you know, in the business conference space, that's everybody's goal.
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[SPEAKER_01]: It's no different than in the stadium.
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[SPEAKER_01]: You go into a game where you're going to a concert.
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[SPEAKER_01]: It's that start-and-time and moving people.
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[SPEAKER_01]: It's a little different when you're in a convention center, and you've got all these different rooms and only a limited hallway.
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[SPEAKER_02]: And we want to, I mean, we share it with our clients all the time.
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[SPEAKER_02]: We want your attendees to remember the content, right?
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[SPEAKER_02]: What was, what were the top three things that the speaker was talking about?
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[SPEAKER_02]: And let that be the buzz.
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[SPEAKER_02]: Not that it took me 35 minutes to get in and upstairs, or
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[SPEAKER_02]: I couldn't leave that place for 45 minutes because there was nowhere to go.
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[SPEAKER_02]: And now all of a sudden, the whole goal of your event and the content that you were producing is out the window they're talking about the experience.
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[SPEAKER_01]: You know, it's in the marketing world and the business world, it's returned on investment, right?
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[SPEAKER_01]: They've put all this effort into getting these 10,000 people
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[SPEAKER_01]: to come to this event, 20,000, 30,000, 40,000, whatever the number is.
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[SPEAKER_01]: And that takes a lot of investment on their side to get them there.
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[SPEAKER_01]: Once they're there, we want them to have the best safest secure so that they want to come back next year.
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[SPEAKER_01]: And now we've improved that return on investment because you got repeat attendees because they're like, that was a great event.
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[SPEAKER_01]: And sometimes our security counterparts
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[SPEAKER_01]: Don't understand how to have that conversation with their event leadership or business leadership to say, you know, if we spent a little more over here, we wouldn't have to spend as much to go and attract the attendee.
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[SPEAKER_01]: Right.
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[SPEAKER_01]: Where's the strategy of consulting going?
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[SPEAKER_01]: You have your client experience team, you have the vendor experience team, you've got the project
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[SPEAKER_01]: Where are we going from a consulting perspective?
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[SPEAKER_01]: What do you see on the horizon?
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[SPEAKER_01]: What are you looking forward to the most?
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[SPEAKER_02]: Yeah, we've seen a lot of growth, not only in a number of full-time staff, but the way we've broken out the distribution of the company, we've grown our client base.
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[SPEAKER_02]: So we've got to have the people in place to support them.
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[SPEAKER_02]: So we've actually gone out and found some really
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[SPEAKER_02]: Our client experience team is the one that is the day to day with the client, constantly interfacing, weekly meetings involved in all the planning and executing on site for them.
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[SPEAKER_02]: Our staffing team is typically the one that has been working with all of the guard companies.
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[SPEAKER_02]: We have now embraced the vendor experience because it's not just us contracting guards
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[SPEAKER_02]: It's making sure that that downstream is a good interaction for everyone as well, right?
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[SPEAKER_02]: That everyone gets paid, expectations are set, auditing guards on site so that clients are paying actuals and that no ghost billing.
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[SPEAKER_02]: So they're working very hard to continue to refine.
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[SPEAKER_02]: what those dot plans and staffing plans and invoicing all operates.
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[SPEAKER_02]: Our project operations team is phenomenal.
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[SPEAKER_02]: They are the true project managers.
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[SPEAKER_02]: You know, when you think of the project management professionals, these are the folks that have that experience that help guide the client experience team, keep the vendor experience team on track.
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[SPEAKER_02]: Interacting with our clients as well to make sure that all of the back-end stuff is taken care of.
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[SPEAKER_02]: So we've got that entire team that can engage based on the size of the engagement.
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[SPEAKER_02]: It, we've grown the number of people on each of those teams.
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[SPEAKER_02]: So, so now we've got our infrastructure, uh, human resources wise in place.
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[SPEAKER_02]: So it's not just one or two our leads hopping one to the next to the next and trying to get all the planning in and just burning the candle at all five ends of it.
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[SPEAKER_02]: Um, can be really committed to each program, continuing to take care of themselves and be ready for the next one.
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[SPEAKER_01]: plus your 300 plus contractors that are part of that family, right?
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[SPEAKER_01]: I do want to touch on, you know, we just looked at some numbers.
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[SPEAKER_01]: January through May this year, the consulting division was involved in I'm going to say 70 events.
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[SPEAKER_01]: It sounds about life.
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[SPEAKER_01]: When I saw the numbers, 66 of those are small events.
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[SPEAKER_01]: But people only think of stratoscope when it comes to Google, Dreamforce, and BDGTC, where are we going?
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[SPEAKER_01]: How do you feel about all these small events that we're doing?
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[SPEAKER_01]: Is it too much of a resource drag?
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[SPEAKER_01]: Do you want more small events?
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[SPEAKER_01]: Where's the business going to go?
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[SPEAKER_02]: Yeah, I think it's going to go every direction, just because the demand is there.
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[SPEAKER_02]: But so often, we get called by prospective clients, people who have heard of us, and they know Stratoscope.
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[SPEAKER_02]: And yes, it's that large event.
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[SPEAKER_02]: And they see lots of people in logos and big operations centers.
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[SPEAKER_02]: But it's really the consulting piece that we work with our clients.
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[SPEAKER_02]: to meet them where they are, not everyone has a 2530,000 person event that needs a team of 10 full-time folks and contractors, 125, help supporting a guard force of 600.
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[SPEAKER_02]: It's great, and we love those clients, and those are super fun events.
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[SPEAKER_02]: But we have clients that we just have one person go on site with them, but are involved with all the planning.
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[SPEAKER_02]: We're doing risk assessments, determining what the posture should be.
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[SPEAKER_02]: So we've had success where we engage once a year, right, two to three month planning is they lead up, and then execute and great, and we'll see you again next year.
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[SPEAKER_02]: right that may not have a large scale security department that they can rely on, but they're like, you even got some experience, people.
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[SPEAKER_02]: You think we can contract them on a grony basis and then help us kind of grow their team and we've seen those teams then grow into a bigger security function.
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[SPEAKER_02]: We rely on everything we have available to us to meet the client where they are.
18:49.267 --> 18:54.889
[SPEAKER_02]: And it doesn't need to be a 600% deployment in a large scale event.
18:55.229 --> 18:57.150
[SPEAKER_02]: We had an event two weeks ago.
18:57.972 --> 19:02.712
[SPEAKER_02]: We had one of our full-time people go and support for a single day.
19:02.853 --> 19:03.073
[SPEAKER_01]: Yeah.
19:03.886 --> 19:17.874
[SPEAKER_02]: but it was kind of talk and plan ahead of time and be there as a resource to help because they didn't really have a security department and they weren't sure they know they needed security but didn't really know how to engage and those engagements are just fine for us as well.
19:18.234 --> 19:18.555
[SPEAKER_01]: Love it.
19:19.175 --> 19:21.476
[SPEAKER_01]: So you're okay to take in that phone call for the small event.
19:21.656 --> 19:22.117
[SPEAKER_01]: Anytime.
19:22.257 --> 19:22.557
[SPEAKER_01]: All right.
19:23.237 --> 19:24.878
[SPEAKER_01]: Brad, I really appreciate you being here.
19:25.379 --> 19:30.441
[SPEAKER_01]: It's been a great ride over 20 some years, knowing you and what you bring to the team
19:34.503 --> 19:42.830
[SPEAKER_01]: your development from just the Southern gentleman into the leader that you are for our consulting divisions I really appreciate it.
19:42.850 --> 19:43.431
[SPEAKER_01]: I appreciate it.
19:43.451 --> 19:44.331
[SPEAKER_01]: And thanks for having me.
19:44.391 --> 19:46.633
[SPEAKER_01]: I forgot to mention college basketball referee.
19:47.374 --> 19:48.455
[SPEAKER_02]: I'm so tired now.
19:48.575 --> 19:50.717
[SPEAKER_01]: Yeah, don't leave that out.
19:50.757 --> 19:58.644
[SPEAKER_01]: So if there's an event that you think there's some back and forth going on, we have the referee that can come in and make sure that all sides play fair.
19:58.884 --> 19:59.464
[SPEAKER_01]: Happy to do it.
19:59.524 --> 19:59.945
[SPEAKER_01]: All right, man.
20:00.085 --> 20:00.465
[SPEAKER_01]: Thank you.
20:00.565 --> 20:00.946
[SPEAKER_01]: Thank you.
20:01.346 --> 20:02.327
[SPEAKER_00]: Can you get me here like this?
20:02.891 --> 20:04.771
[SPEAKER_00]: charge, like, how would you call the charge?
20:07.910 --> 20:08.950
[SPEAKER_00]: was it behind the head through?
20:09.050 --> 20:10.931
[SPEAKER_00]: I mean, technically, that's what it's supposed to be.
20:11.111 --> 20:14.091
[SPEAKER_00]: What was your, you were a full pitch through?
20:14.211 --> 20:19.573
[SPEAKER_02]: The thing is, you're, you're, you're asking me, but it's got to be situation, right?
20:19.613 --> 20:24.874
[SPEAKER_02]: Because if it's a bang bang in the lane, I'm probably gonna hop sideways a couple times and give you one of these.
20:24.994 --> 20:25.914
[SPEAKER_02]: Oh, there we go.
20:26.234 --> 20:26.574
[SPEAKER_02]: Yes.
20:26.794 --> 20:33.416
[SPEAKER_02]: But if it's just easy down the lane, and he's stand out, and he comes in like a big ball and just runs more or something.
20:33.656 --> 20:33.816
[SPEAKER_02]: No.
20:33.836 --> 20:34.276
[SPEAKER_02]: Oh, yes.
20:34.496 --> 20:36.757
[SPEAKER_02]: We're just low-easy, and then he gets all nuts.
20:40.650 --> 20:43.141
[UNKNOWN]: Thanks for watching!
00:05.296 --> 00:07.177
[SPEAKER_01]: Brad Eggert, welcome to the security equation.
00:07.297 --> 00:10.179
[SPEAKER_01]: It is great to have you here in Palm Beach.
00:10.580 --> 00:11.100
[SPEAKER_01]: Good to be here.
00:11.120 --> 00:11.760
[SPEAKER_01]: Thanks for having me.
00:12.621 --> 00:13.662
[SPEAKER_01]: Brad, we go back a while.
00:14.843 --> 00:16.704
[SPEAKER_01]: I think we first met at a...
00:17.922 --> 00:27.670
[SPEAKER_01]: particular event on some ranch in Wisconsin and you and I were both guests and we shared a room didn't know each other and I couldn't even tell you how long ago that was.
00:28.031 --> 00:29.472
[SPEAKER_01]: That early 2000s.
00:29.672 --> 00:29.932
[SPEAKER_02]: Wow.
00:30.312 --> 00:31.293
[SPEAKER_01]: That was one of some years.
00:31.313 --> 00:32.214
[SPEAKER_01]: Yeah.
00:32.554 --> 00:35.997
[SPEAKER_01]: With similar backgrounds, you tell us more about
00:37.935 --> 00:39.297
[SPEAKER_01]: How did you get any of that business?
00:40.077 --> 00:46.264
[SPEAKER_01]: Why did you grow up thinking I want to be an events or give us that background?
00:46.465 --> 00:50.529
[SPEAKER_02]: Yeah, I think it's like a lot of the folks on our team have a basis in athletics.
00:51.230 --> 00:55.935
[SPEAKER_02]: Participating and then getting involved on the business side, whether it's coaching or supporting
00:57.597 --> 01:02.063
[SPEAKER_02]: I went and got my degree in sport management thinking I would work in minor league baseball.
01:02.624 --> 01:05.928
[SPEAKER_02]: I think it sounded better than driving to a baseball park to go to work every day.
01:07.450 --> 01:14.559
[SPEAKER_02]: During an internship though with the Southeastern Conference I got introduced to large scale events and what it takes to put those on.
01:15.399 --> 01:41.888
[SPEAKER_02]: just sort of started that pathway after the internship full-time job doing that up in Lake Placid, New York found my way out to Salt Lake City for the O2 games when her games out there and it was actually during that planning cycle that 9-11 occurred right so everything took this security focus priority and that was really my first experience with all of that
01:42.748 --> 01:51.816
[SPEAKER_02]: but I just started following that path and then when you and I connected and having conversations just kind of became my primary area in which I was working.
01:52.217 --> 01:53.718
[SPEAKER_01]: That's awesome.
01:54.479 --> 01:56.901
[SPEAKER_01]: You held a number of roles within our organization.
01:57.661 --> 02:02.406
[SPEAKER_01]: Brad's currently the senior director for client experience on our consulting side.
02:04.007 --> 02:07.988
[SPEAKER_01]: You're a contractor, you came in on the NCAA COVID stuff.
02:08.028 --> 02:11.628
[SPEAKER_01]: I think we kind of brought you full time about Ben from memory.
02:13.389 --> 02:25.211
[SPEAKER_01]: And then, you know, you've been an event lead, a client experience lead for a ton of events for us, a bunch of different clients, and now you're managing people, and trying to get you out of being the event lead.
02:26.451 --> 02:32.252
[SPEAKER_01]: Talk about kind of that experience from going from a contractor and now in the role you're in today.
02:33.043 --> 02:40.349
[SPEAKER_02]: Yeah, it's probably the best part of the job was developing and continuing those relationships with the clients.
02:40.429 --> 02:47.855
[SPEAKER_02]: So just getting no different folks, how they do things, how we can help make their process better and easier, more secure.
02:48.816 --> 02:53.699
[SPEAKER_02]: And that was something that I took a lot of pride in in maintaining those relationships.
02:54.500 --> 02:55.601
[SPEAKER_02]: As I've transitioned into
02:57.142 --> 02:58.302
[SPEAKER_02]: working with the team.
02:58.822 --> 03:03.923
[SPEAKER_02]: I've had to make that mental shift of, all right, those relationships aren't being built with the clients anymore.
03:04.623 --> 03:21.507
[SPEAKER_02]: I'm going to build them with all the individual team members to find out where they want to go, what they want to do, and then help coach and share all of my experiences with the variety of clients that we have to make sure they feel taken care of that
03:22.767 --> 03:27.474
[SPEAKER_02]: overturning every stone, providing every opportunity, you know, working with Paul Matthews and Gresso Tech Group on every technology that can be available to help make their events successful.
03:27.494 --> 03:36.548
[SPEAKER_02]: So it's been, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's, it's,
03:37.453 --> 03:56.278
[SPEAKER_02]: the wide variety of events that you have been on a number together, others on the team, you know, from golf events to a rodeo in Wyoming to tech conferences to reopening Manchester Arena after the tragedy following the Ariana Grande concert.
03:56.318 --> 04:00.079
[SPEAKER_02]: So it's been a wide variety and lots of folks to work with.
04:00.539 --> 04:03.840
[SPEAKER_02]: And I think that's that's where our team has been really successful
04:04.818 --> 04:09.001
[SPEAKER_02]: is taking the time to learn the pain points that our clients are experiencing.
04:09.261 --> 04:09.482
[SPEAKER_01]: Right.
04:10.382 --> 04:12.144
[SPEAKER_01]: You mentioned a rodeo in Cheyenne.
04:12.484 --> 04:18.028
[SPEAKER_01]: When you first said rodeo, I was thinking of an event we did way back in Las Vegas with Uber.
04:18.769 --> 04:20.190
[SPEAKER_01]: That felt like a rodeo also.
04:20.530 --> 04:24.333
[SPEAKER_02]: That, I think you've heard me use this term before a goat.
04:25.713 --> 04:41.922
[SPEAKER_02]: that is a little bit of craziness that the show time series super bad on series episode two was a pretty close reenactment of what was happening out there at the time and it was it was a rodeo.
04:42.927 --> 04:47.129
[SPEAKER_01]: Um, you know, we, he still have, you know, Sunil at G.P.J.
04:47.189 --> 04:48.309
[SPEAKER_01]: She, she's still there.
04:48.369 --> 04:53.431
[SPEAKER_01]: She was our point of contact, John, John Archer, who was with Uber at the time.
04:53.471 --> 05:04.236
[SPEAKER_01]: He's now a part of Alto Networks and we're in touch with him, Carla Gray, Carla Gray, like some, some, some people in that, that event, I mean, I don't know, five or six different hotels.
05:05.396 --> 05:05.656
[SPEAKER_01]: I mean,
05:11.206 --> 05:16.230
[SPEAKER_01]: Quick response teams are to a lot of different clubs to make sure that you were employees and getting too much trouble.
05:17.351 --> 05:22.796
[SPEAKER_01]: And then culminated with Beyonce at the poem, which was- Who helicoptered in from the airport?
05:23.076 --> 05:23.957
[SPEAKER_01]: Right, to the poems.
05:24.037 --> 05:26.979
[SPEAKER_01]: Right, it's like crazy event.
05:28.501 --> 05:34.285
[SPEAKER_01]: So talk a little bit about why our stratoscope consulting division.
05:35.242 --> 05:47.237
[SPEAKER_01]: the differentiators, and when you go with a new client to kick something off, what are the things that you have to help the client understand that are the skills that our team can bring to the table and what our focus is?
05:47.958 --> 05:53.825
[SPEAKER_02]: Yeah, for a lot of our clients that never worked with a security consultant before.
05:54.590 --> 06:02.016
[SPEAKER_02]: So in their head, they think they're getting security guards and experienced managers of those guards.
06:02.717 --> 06:07.101
[SPEAKER_02]: But as anyone who's been listening to podcasts and I was like, we're doing, we're not a guard company.
06:07.261 --> 06:08.062
[SPEAKER_02]: Right.
06:08.722 --> 06:11.805
[SPEAKER_02]: We work with all of them and appreciate what they bring to the table.
06:12.325 --> 06:20.552
[SPEAKER_02]: But we sit down and dig into the planning process and ask the questions that their guard companies are asking.
06:22.222 --> 06:27.166
[SPEAKER_02]: You know, they're looking for what time, what days, how long, all right, we got you.
06:27.506 --> 06:27.726
[SPEAKER_02]: Right.
06:27.986 --> 06:32.790
[SPEAKER_02]: But we want to understand what the makeup of the event is.
06:33.370 --> 06:36.152
[SPEAKER_02]: Right, what is the, who are the clientele?
06:36.232 --> 06:37.113
[SPEAKER_02]: Who are the attendees?
06:37.153 --> 06:37.974
[SPEAKER_02]: Are they internal?
06:38.394 --> 06:39.295
[SPEAKER_02]: Are they external?
06:39.635 --> 06:40.896
[SPEAKER_02]: Is this public facing?
06:41.676 --> 06:48.681
[SPEAKER_02]: Is this an event that is available to the public to understand what they're trying to accomplish?
06:49.602 --> 07:00.708
[SPEAKER_02]: And then we start digging into the venue, what a perimeter looks like, what the arrival profile ingress looks like, how long are we going, egress, and we ask questions.
07:01.088 --> 07:10.153
[SPEAKER_02]: And a lot of times for first-time clients, it takes a process because they don't understand why we're asking the questions.
07:11.034 --> 07:16.917
[SPEAKER_02]: But invariably, we get to the end of an event and at somewhere along the line, they have
07:19.662 --> 07:20.582
[SPEAKER_02]: You're looking out for us.
07:20.782 --> 07:24.164
[SPEAKER_02]: You're looking out for me as your client.
07:24.184 --> 07:26.405
[SPEAKER_02]: And you're not trying to get into my business.
07:26.745 --> 07:30.086
[SPEAKER_02]: You're trying to help keep my business safe and really appreciate that.
07:30.507 --> 07:35.409
[SPEAKER_01]: You know, in the early days, we started, you know, this process and this way of trying to develop.
07:35.469 --> 07:38.150
[SPEAKER_01]: And I can remember sitting down with certain clients and be like,
07:39.108 --> 07:40.189
[SPEAKER_01]: Who's doing the credentials?
07:40.749 --> 07:42.370
[SPEAKER_01]: We need to talk to them.
07:42.530 --> 07:46.632
[SPEAKER_01]: And most were like, why do you need to be involved?
07:46.732 --> 07:49.113
[SPEAKER_01]: And we're like, well, we'd like to keep your perimeter safe.
07:49.833 --> 07:56.016
[SPEAKER_01]: And we'd like the guard to actually know what to expect and what's allowed and what's not allowed and how am I going to secure this room?
07:56.096 --> 08:04.640
[SPEAKER_01]: So it was kind of, it's gotten better, I think, but I think it's still a challenge with new production companies to talk about,
08:05.281 --> 08:07.825
[SPEAKER_01]: Why are we focused on something like a credential?
08:07.945 --> 08:09.067
[SPEAKER_01]: That's not a security matter.
08:10.790 --> 08:12.754
[SPEAKER_02]: We're not having that challenge with
08:14.079 --> 08:20.765
[SPEAKER_02]: large clients who have transitioned over and recognize what we bring to the table, what we're seeing.
08:20.785 --> 08:31.634
[SPEAKER_02]: And just in the last six months, we have a number of new clients who their event has gone from 200, 500, mostly employees.
08:32.155 --> 08:37.039
[SPEAKER_02]: To now they're in the thousand, some of them pushing, the five figures, 10, 12,000 people, that,
08:39.401 --> 08:41.743
[SPEAKER_02]: they've never had to worry about a credential before, right?
08:41.863 --> 08:44.546
[SPEAKER_02]: It's a name tag event.
08:44.646 --> 08:44.846
[SPEAKER_02]: Right.
08:44.966 --> 08:54.595
[SPEAKER_02]: So they're transitioning from a name tag event to a credential and understanding what those access levels are timing.
08:55.135 --> 09:00.860
[SPEAKER_02]: And so when they get educated, again, we talk about the aha moment just like, now I get what you're asking.
09:01.080 --> 09:01.300
[SPEAKER_01]: Right.
09:01.921 --> 09:02.882
[SPEAKER_01]: I remember, um,
09:04.615 --> 09:09.496
[SPEAKER_01]: one particular client, we're in Chicago, and actually Paul Matthews was with me at that event.
09:10.116 --> 09:15.998
[SPEAKER_01]: And through the planning process, this client just struggled with a production company.
09:16.638 --> 09:18.018
[SPEAKER_01]: Why are you on all these calls?
09:18.138 --> 09:22.319
[SPEAKER_01]: Like, okay, I know we're going to have scared you, but why are you involved in this?
09:22.859 --> 09:31.762
[SPEAKER_01]: And it was literally like the last day of load in day one of the event, the following day, I'm walking back to the op center and I see her and she stops me and she goes,
09:34.097 --> 09:41.539
[SPEAKER_01]: your team brings problems to my attention faster than my team or my production counterparts.
09:41.659 --> 09:43.960
[SPEAKER_01]: Because you're looking at it from a different lens.
09:44.560 --> 09:45.921
[SPEAKER_01]: Hey, that hallway isn't going to work.
09:46.801 --> 09:48.742
[SPEAKER_01]: Or these doors may not work.
09:49.382 --> 09:58.445
[SPEAKER_01]: Because the art of what the consulting team does is really the crowd movement, crowd management, line management, make it a great experience.
09:59.977 --> 10:04.079
[SPEAKER_01]: Where do you find the most struggles in that side of the business when you're working with new flights?
10:04.779 --> 10:09.181
[SPEAKER_02]: It getting them to understand what we're trying to accomplish.
10:09.481 --> 10:10.401
[SPEAKER_02]: Yeah.
10:10.942 --> 10:24.887
[SPEAKER_02]: Which ultimately is their goal, but it's in less than experienced the pain of losing an escalator or losing a door or quickly transitioning to egress after an ingress.
10:27.290 --> 10:40.837
[SPEAKER_02]: Not that we want any of our clients to experience the pain, but they have to at some level so they can understand why we are putting all these plans in place and secondary plans in tertiary plans.
10:41.318 --> 10:49.062
[SPEAKER_02]: Because, yes, you think it's a great idea that you've got a 5,000 person event space on a second floor.
10:50.143 --> 10:52.644
[SPEAKER_02]: but you've only got two escalators to get them up there, right?
10:52.664 --> 10:54.164
[SPEAKER_02]: You've got narrow hallways.
10:54.264 --> 10:58.525
[SPEAKER_02]: So working with the programming team, right?
10:58.565 --> 11:05.026
[SPEAKER_02]: Cause now we move a little bit beyond the production agency and we're out, we're way inside the perimeter.
11:05.086 --> 11:07.066
[SPEAKER_02]: So no one thinks security should be involved.
11:07.547 --> 11:13.288
[SPEAKER_02]: But now all of a sudden you have a 10,000 person event who are all on the same floor and
11:15.100 --> 11:16.921
[SPEAKER_02]: everything starts and ends at the same time.
11:17.061 --> 11:17.261
[SPEAKER_02]: Right.
11:17.521 --> 11:25.523
[SPEAKER_02]: So now all of a sudden you are mixing all 10,000 those people and a hallways that are designed and maybe 2000 at a time.
11:25.623 --> 11:25.803
[SPEAKER_01]: Yeah.
11:26.003 --> 11:31.405
[SPEAKER_02]: So getting them to understand the staggering of start times and alternating rooms.
11:32.843 --> 11:46.093
[SPEAKER_02]: So I think we've used computer modeling a little bit to talk through not only on one level, but multiple levels, we do it a lot in the stadium design to see that, to get them to understand that it's not just because we want to insert ourselves.
11:46.213 --> 11:50.376
[SPEAKER_02]: Or it's not because we want to get more hours talking through crowd management.
11:50.396 --> 11:52.978
[SPEAKER_02]: It truly is, comes down to a 10D safety.
11:53.552 --> 11:56.494
[SPEAKER_01]: And we really want to meet those inventive jack-ups, right?
11:56.654 --> 12:02.799
[SPEAKER_01]: And it's making sure that that keynote room and those breakout rooms and all that run really smoothly and efficiently.
12:02.819 --> 12:08.323
[SPEAKER_01]: Because at the end of the day, that's, you know, in the business conference space, that's everybody's goal.
12:08.483 --> 12:10.145
[SPEAKER_01]: It's no different than in the stadium.
12:10.385 --> 12:12.246
[SPEAKER_01]: You go into a game where you're going to a concert.
12:12.847 --> 12:15.329
[SPEAKER_01]: It's that start-and-time and moving people.
12:15.589 --> 12:20.813
[SPEAKER_01]: It's a little different when you're in a convention center, and you've got all these different rooms and only a limited hallway.
12:21.652 --> 12:25.137
[SPEAKER_02]: And we want to, I mean, we share it with our clients all the time.
12:25.537 --> 12:29.041
[SPEAKER_02]: We want your attendees to remember the content, right?
12:29.422 --> 12:33.126
[SPEAKER_02]: What was, what were the top three things that the speaker was talking about?
12:33.507 --> 12:34.988
[SPEAKER_02]: And let that be the buzz.
12:35.489 --> 12:40.114
[SPEAKER_02]: Not that it took me 35 minutes to get in and upstairs, or
12:41.292 --> 12:44.133
[SPEAKER_02]: I couldn't leave that place for 45 minutes because there was nowhere to go.
12:44.273 --> 12:51.854
[SPEAKER_02]: And now all of a sudden, the whole goal of your event and the content that you were producing is out the window they're talking about the experience.
12:52.435 --> 12:58.476
[SPEAKER_01]: You know, it's in the marketing world and the business world, it's returned on investment, right?
12:58.596 --> 13:01.977
[SPEAKER_01]: They've put all this effort into getting these 10,000 people
13:03.465 --> 13:07.147
[SPEAKER_01]: to come to this event, 20,000, 30,000, 40,000, whatever the number is.
13:07.967 --> 13:11.389
[SPEAKER_01]: And that takes a lot of investment on their side to get them there.
13:12.410 --> 13:18.773
[SPEAKER_01]: Once they're there, we want them to have the best safest secure so that they want to come back next year.
13:18.873 --> 13:24.256
[SPEAKER_01]: And now we've improved that return on investment because you got repeat attendees because they're like, that was a great event.
13:24.316 --> 13:27.138
[SPEAKER_01]: And sometimes our security counterparts
13:28.038 --> 13:40.149
[SPEAKER_01]: Don't understand how to have that conversation with their event leadership or business leadership to say, you know, if we spent a little more over here, we wouldn't have to spend as much to go and attract the attendee.
13:40.349 --> 13:42.050
[SPEAKER_01]: Right.
13:42.871 --> 13:45.093
[SPEAKER_01]: Where's the strategy of consulting going?
13:45.593 --> 13:52.039
[SPEAKER_01]: You have your client experience team, you have the vendor experience team, you've got the project
13:53.854 --> 13:56.755
[SPEAKER_01]: Where are we going from a consulting perspective?
13:56.795 --> 13:57.975
[SPEAKER_01]: What do you see on the horizon?
13:58.215 --> 13:59.535
[SPEAKER_01]: What are you looking forward to the most?
14:00.216 --> 14:13.399
[SPEAKER_02]: Yeah, we've seen a lot of growth, not only in a number of full-time staff, but the way we've broken out the distribution of the company, we've grown our client base.
14:13.779 --> 14:16.299
[SPEAKER_02]: So we've got to have the people in place to support them.
14:17.099 --> 14:20.180
[SPEAKER_02]: So we've actually gone out and found some really
14:24.182 --> 14:35.566
[SPEAKER_02]: Our client experience team is the one that is the day to day with the client, constantly interfacing, weekly meetings involved in all the planning and executing on site for them.
14:36.546 --> 14:43.008
[SPEAKER_02]: Our staffing team is typically the one that has been working with all of the guard companies.
14:43.168 --> 14:50.290
[SPEAKER_02]: We have now embraced the vendor experience because it's not just us contracting guards
14:52.251 --> 14:59.199
[SPEAKER_02]: It's making sure that that downstream is a good interaction for everyone as well, right?
14:59.239 --> 15:08.029
[SPEAKER_02]: That everyone gets paid, expectations are set, auditing guards on site so that clients are paying actuals and that no ghost billing.
15:08.069 --> 15:10.872
[SPEAKER_02]: So they're working very hard to continue to refine.
15:11.594 --> 15:15.278
[SPEAKER_02]: what those dot plans and staffing plans and invoicing all operates.
15:16.159 --> 15:19.141
[SPEAKER_02]: Our project operations team is phenomenal.
15:19.602 --> 15:22.465
[SPEAKER_02]: They are the true project managers.
15:23.226 --> 15:35.297
[SPEAKER_02]: You know, when you think of the project management professionals, these are the folks that have that experience that help guide the client experience team, keep the vendor experience team on track.
15:36.619 --> 15:41.227
[SPEAKER_02]: Interacting with our clients as well to make sure that all of the back-end stuff is taken care of.
15:42.149 --> 15:46.596
[SPEAKER_02]: So we've got that entire team that can engage based on the size of the engagement.
15:47.997 --> 15:50.558
[SPEAKER_02]: It, we've grown the number of people on each of those teams.
15:50.638 --> 15:57.422
[SPEAKER_02]: So, so now we've got our infrastructure, uh, human resources wise in place.
15:57.462 --> 16:06.567
[SPEAKER_02]: So it's not just one or two our leads hopping one to the next to the next and trying to get all the planning in and just burning the candle at all five ends of it.
16:07.327 --> 16:14.971
[SPEAKER_02]: Um, can be really committed to each program, continuing to take care of themselves and be ready for the next one.
16:15.411 --> 16:18.994
[SPEAKER_01]: plus your 300 plus contractors that are part of that family, right?
16:19.674 --> 16:22.897
[SPEAKER_01]: I do want to touch on, you know, we just looked at some numbers.
16:24.278 --> 16:32.684
[SPEAKER_01]: January through May this year, the consulting division was involved in I'm going to say 70 events.
16:32.984 --> 16:34.385
[SPEAKER_01]: It sounds about life.
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[SPEAKER_01]: When I saw the numbers, 66 of those are small events.
16:42.477 --> 16:51.522
[SPEAKER_01]: But people only think of stratoscope when it comes to Google, Dreamforce, and BDGTC, where are we going?
16:52.083 --> 16:55.265
[SPEAKER_01]: How do you feel about all these small events that we're doing?
16:56.365 --> 16:58.226
[SPEAKER_01]: Is it too much of a resource drag?
16:59.107 --> 17:00.608
[SPEAKER_01]: Do you want more small events?
17:02.150 --> 17:03.091
[SPEAKER_01]: Where's the business going to go?
17:03.451 --> 17:09.115
[SPEAKER_02]: Yeah, I think it's going to go every direction, just because the demand is there.
17:09.195 --> 17:17.902
[SPEAKER_02]: But so often, we get called by prospective clients, people who have heard of us, and they know Stratoscope.
17:18.242 --> 17:20.244
[SPEAKER_02]: And yes, it's that large event.
17:20.344 --> 17:24.567
[SPEAKER_02]: And they see lots of people in logos and big operations centers.
17:25.288 --> 17:29.191
[SPEAKER_02]: But it's really the consulting piece that we work with our clients.
17:29.891 --> 17:46.309
[SPEAKER_02]: to meet them where they are, not everyone has a 2530,000 person event that needs a team of 10 full-time folks and contractors, 125, help supporting a guard force of 600.
17:46.889 --> 17:49.852
[SPEAKER_02]: It's great, and we love those clients, and those are super fun events.
17:50.853 --> 17:59.415
[SPEAKER_02]: But we have clients that we just have one person go on site with them, but are involved with all the planning.
17:59.495 --> 18:04.657
[SPEAKER_02]: We're doing risk assessments, determining what the posture should be.
18:05.117 --> 18:15.860
[SPEAKER_02]: So we've had success where we engage once a year, right, two to three month planning is they lead up, and then execute and great, and we'll see you again next year.
18:20.459 --> 18:28.209
[SPEAKER_02]: right that may not have a large scale security department that they can rely on, but they're like, you even got some experience, people.
18:29.180 --> 18:38.463
[SPEAKER_02]: You think we can contract them on a grony basis and then help us kind of grow their team and we've seen those teams then grow into a bigger security function.
18:41.204 --> 18:48.267
[SPEAKER_02]: We rely on everything we have available to us to meet the client where they are.
18:49.267 --> 18:54.889
[SPEAKER_02]: And it doesn't need to be a 600% deployment in a large scale event.
18:55.229 --> 18:57.150
[SPEAKER_02]: We had an event two weeks ago.
18:57.972 --> 19:02.712
[SPEAKER_02]: We had one of our full-time people go and support for a single day.
19:02.853 --> 19:03.073
[SPEAKER_01]: Yeah.
19:03.886 --> 19:17.874
[SPEAKER_02]: but it was kind of talk and plan ahead of time and be there as a resource to help because they didn't really have a security department and they weren't sure they know they needed security but didn't really know how to engage and those engagements are just fine for us as well.
19:18.234 --> 19:18.555
[SPEAKER_01]: Love it.
19:19.175 --> 19:21.476
[SPEAKER_01]: So you're okay to take in that phone call for the small event.
19:21.656 --> 19:22.117
[SPEAKER_01]: Anytime.
19:22.257 --> 19:22.557
[SPEAKER_01]: All right.
19:23.237 --> 19:24.878
[SPEAKER_01]: Brad, I really appreciate you being here.
19:25.379 --> 19:30.441
[SPEAKER_01]: It's been a great ride over 20 some years, knowing you and what you bring to the team
19:34.503 --> 19:42.830
[SPEAKER_01]: your development from just the Southern gentleman into the leader that you are for our consulting divisions I really appreciate it.
19:42.850 --> 19:43.431
[SPEAKER_01]: I appreciate it.
19:43.451 --> 19:44.331
[SPEAKER_01]: And thanks for having me.
19:44.391 --> 19:46.633
[SPEAKER_01]: I forgot to mention college basketball referee.
19:47.374 --> 19:48.455
[SPEAKER_02]: I'm so tired now.
19:48.575 --> 19:50.717
[SPEAKER_01]: Yeah, don't leave that out.
19:50.757 --> 19:58.644
[SPEAKER_01]: So if there's an event that you think there's some back and forth going on, we have the referee that can come in and make sure that all sides play fair.
19:58.884 --> 19:59.464
[SPEAKER_01]: Happy to do it.
19:59.524 --> 19:59.945
[SPEAKER_01]: All right, man.
20:00.085 --> 20:00.465
[SPEAKER_01]: Thank you.
20:00.565 --> 20:00.946
[SPEAKER_01]: Thank you.
20:01.346 --> 20:02.327
[SPEAKER_00]: Can you get me here like this?
20:02.891 --> 20:04.771
[SPEAKER_00]: charge, like, how would you call the charge?
20:07.910 --> 20:08.950
[SPEAKER_00]: was it behind the head through?
20:09.050 --> 20:10.931
[SPEAKER_00]: I mean, technically, that's what it's supposed to be.
20:11.111 --> 20:14.091
[SPEAKER_00]: What was your, you were a full pitch through?
20:14.211 --> 20:19.573
[SPEAKER_02]: The thing is, you're, you're, you're asking me, but it's got to be situation, right?
20:19.613 --> 20:24.874
[SPEAKER_02]: Because if it's a bang bang in the lane, I'm probably gonna hop sideways a couple times and give you one of these.
20:24.994 --> 20:25.914
[SPEAKER_02]: Oh, there we go.
20:26.234 --> 20:26.574
[SPEAKER_02]: Yes.
20:26.794 --> 20:33.416
[SPEAKER_02]: But if it's just easy down the lane, and he's stand out, and he comes in like a big ball and just runs more or something.
20:33.656 --> 20:33.816
[SPEAKER_02]: No.
20:33.836 --> 20:34.276
[SPEAKER_02]: Oh, yes.
20:34.496 --> 20:36.757
[SPEAKER_02]: We're just low-easy, and then he gets all nuts.
20:40.650 --> 20:43.141
[UNKNOWN]: Thanks for watching!
