IBS sneak peek: Why finding community in construction benefits your business

Zach Wojtowicz:

Welcome to “The Building Code.” I’m Zach Wojtowicz.

Charley Burtwistle:

And I’m Charley Burtwistle.

Zach Wojtowicz:

Hello, my friend.

Charley Burtwistle:

How’s it been, Zach?

Zach Wojtowicz:

Hey man, we’re always vibing. We’re vibing.

Charley Burtwistle:

Yeah, I’ve been in the studio for about 15 minutes now. So, nice of you to finally join me.

Zach Wojtowicz:

Yeah, there’s a little bit of controversy back set. Charley and I have talked. We have jobs and sometimes meetings run long and this is the best part of my job, but sometimes you just got to roll with the punches and get here and let her rip, baby.

Charley Burtwistle:

Let her rip. Well, I’m glad you could make it, Zach. We have a fantastic episode today that I’m very, very, very, very much looking forward to. We have Heather Tankersley, who is going to be at the International Builders’ Show this year on a panel with a couple other guests that we’ve had on the podcast before and hosted by our CEO, Dan Houghton.

Zach Wojtowicz:

Yeah, that’s right. It’s going to be really exciting. It’s a little bit of a sneak peek about what to expect down at IBS on the panel. It’s an educational panel at IBS about project management mistakes and most importantly, how to avoid them. Hear about all the missteps, big and small in this candid conversation as builders share the nitty gritty of the lessons they’ve learned – they’ve made mistakes, so you don’t have to. I’m really excited to hear this panel when you and I are down there to get these insights.

Charley Burtwistle:

Absolutely, and it’s going to be a great panel, too. Obviously, we know Dan well, our boss. But Heather, I’m really excited to meet her. We’ve had Joe Christensen and Brad Levitt on here before. They’re both very, very entertaining people as well. So, I just love the concept behind the panel. Anybody can go up and make their company sound really sexy and that they’ve never made any mistakes, and they’re the best ever. This is completely flipping the switch on that. It’s, here’s everything we did wrong. Learn from us, so you don’t make the same mistakes.

Zach Wojtowicz:

That’s right. Well, people aren’t here for us. Let’s get Heather on here.

Charley Burtwistle:

Definitely not.

Zach Wojtowicz:

Heather, welcome to “The Building Code.” We’re so happy that you could join us here today. Just how we always like to get started – tell us a little bit about yourself and how you got started in construction.

Heather Tankersley:

Hi guys. Thanks for having me. I feel honored to be here with you guys. Yeah, so I joke, I’m like the accidental person that ended up in construction and owning a construction business. Actually, I have my bachelors of arts and business in communications, and I actually got hired by an electrical contractor in 2007, and I was going to come in, do marketing for them and then ’08, right? ’08 great.

Charley Burtwistle:

Perfect timing.

Zach Wojtowicz:

Great timing.

Heather Tankersley:

Great timing, great timing, right? I’m six months in, they’re like, “Cool, we don’t need marketing department anymore,” but they …

Charley Burtwistle:

Brutal.

Zach Wojtowicz:

Isn’t that the time … Our whole marketing team just looked at us, like what do you mean? They’re like, what?

Heather Tankersley:

They’re like, wait, hold on, what’s going on here?

Zach Wojtowicz:

Who runs the podcast?

Heather Tankersley:

Yeah. So, the company really liked me, and I was young, and they were like, you’re really smart. Let’s keep you on board. You’re going to join the construction team. So, they moved me over. I did submittals, worked on airport jobs and doing the basic groundwork of submittal packages and commercial construction, which is so fun. And so, from there I just worked my way up. I ended up going back to school, got my construction management degree and then ended up running a bunch of work for them. I met my husband on a job site, so fun fact.

Charley Burtwistle:

Oh man, there you go.

Heather Tankersley:

Met him, he worked for a GC local here in Sacramento.

Charley Burtwistle:

Like a Disney movie.

Heather Tankersley:

Yeah. So, then we were both running a bunch of work, had kids after we got married and just traveling a ton, working for a bunch of different places up and down California. And so, we were like, hey, you know what? This isn’t going to work for our young family. My husband actually got let go from his job, and we had a two-year-old, and I was pregnant with our second, and he was like, he already had his license and he was like, “Let’s do it. I think it’s time, I want to start a business.” He was like, “It’s been a dream of mine”. And I was like, “You know what? I think that’s a great idea. Let’s do it”. So, I supported him, stayed on. That was in 2017, and I joined the company full-time in 2019, left my job, and I was a top project manager for the second largest electrical contractor in California and left that career and started a business and now we do high-end luxury remodels and new builds. That’s how I ended up in construction.

Charley Burtwistle:

Did you say that was just 2019?

Heather Tankersley:

I joined in 2019? We started the company end of 2017, so we just had our five-year anniversary Nov. 1.

Charley Burtwistle:

Gotcha. Well, congratulations. So, from 2017, 2019 to now, tell us a little bit more about the company. How many employees do you have? How many jobs are you doing a year? And I mean you got to see it grow from the beginning. So, what’s that been the working for the second largest electrical company in the California to seeing the other side and starting from scratch?

Heather Tankersley:

So, it’s grown a ton. We started … it was my husband who did everything. So, Steve, he hired a buddy, got him to take two weeks of vacation to do his first remodel, and that was in December 2017. And so, did his first remodel, did everything – installed the cabinets, I think he hired an electrician that was about it. And so, I worked in the backend, got all the QuickBooks set up, got Buildertrend. That was actually one of the first things I did because I was running the business at night or on the weekends because I had a regular job, and it allowed us to at least keep all the paperwork straight since I had to do accounting at night or when there was a baby sleeping. So, we grew, hired our first employee in 2018 and then we grew to … right now we have a team of nine.

Right now we’ve had a hundred percent growth for the last three years. This year we’ll finish roughly $6 million in revenue. So, big jumps five years in. But it’s been really cool. We’ve done everything, getting started, basic bathroom remodel to now, we’re doing a 6,000 square foot new build. So, we have that on the books right now. So, you follow us on social media, that job’s getting underway with rough framing right now. So, getting ready to close up drywall here going into the winter.

Zach Wojtowicz:

Well, our next question is what makes it unique? But that’s one thing right away that’s super unique is the variety of projects that you’re doing. But I’d love to hear more about what makes you stand out on other builders out in California, booming construction industry. So, how do you distinguish yourself amongst the competition?

Heather Tankersley:

Yeah, definitely. I think the thing that’s cool is number one, we’re like we’re husband and wife team, but everybody always assumes like, well you must do design, right? It’s like, no, that is not my lane. I do not do design. Don’t ask me. Don’t ask me to pick colors. Steve actually runs all of our estimating and our marketing, and I run all the productions. So, I oversee all of the project managers. I oversee our lead carpenters out in the field. So, I run all the production side. So, all the constructability pieces. But really for us, I think the main thing that keeps us different from other builders in our area is we run our work like a commercial contractor. Our principles that we learned in commercial construction, we apply from the first time we meet a client to when we are completing their job.

So, if a client comes to us and they’re like, “I want you to do my addition for my house,” we don’t do a job without a designer involved. If it needs architectural drawings for permits, structural engineering, that is a requirement for us. We have to have an architect, we have to have an engineer, we have to have a designer, everything’s specked out. We’re picking all the tile, we’re picking all the light fixtures, we’re doing everything ahead of time. Very similar to a design-build process that you would get in commercial construction. In that principle, too, we budget along the way, we’ll do base build cost, your hard cost, your lumber cost, what’s it going to do just to get the building vertical, and you have your finishes and those things. And we budget, make sure that we are staying in line with clients’ expectations, what they want to spend on the job, what they want to invest in their home, where their new build.

And then down to construction, we’re doing full scheduling, we’re working with our sub trades, we sub everything out minus finished carpentry. So, we do only cabinets, and we do custom mill work, in-house we hang some doors, we’ll do custom things like those, that stuff. We have some really, really talented guys on our team and so, we’re finishing things out at the end with SpecBooks. I’ve got a binder to deliver to a client today that’s about this thick. If nobody can see me. It’s about five-inch binders for an addition that we did that has every manual in it. It has every care instruction for the countertops to the faucet to what tile we picked and what grout the designer designed at the end and red line drawings. So, we’re putting all those packages together at the end, giving the client a nice sendoff at the end. So, from start to finish we’re very hands-on, very involved in the process and taking the client step by step through that. It’s a luxury service. We do a lot of handholding to move to the next step and keeping the client engaged.

Charley Burtwistle:

Yeah, it’s definitely impressive, like you just said right there, keeping the client engaged, the client-first mentality, but just the ability to get where you were five years ago to where you guys are at now, I think is really, really impressive, and people are taking notice. So, Buildertrend just did a case study that we’ll have linked in our shownotes all about your company and then you’re also going to be at a panel out at the International Builders’ Show, which is my new favorite topic to talk about ’cause I get to go this year.

Zach Wojtowicz:

He’s kicking new lows, honestly.

Charley Burtwistle:

Yeah, it’s a kid finding out about …

Zach Wojtowicz:

Can’t help himself.

Charley Burtwistle:

Kid finding out about Christmas for the first time. So, I’m super excited. I’ll definitely be there. The panel is going to be moderated …

Zach Wojtowicz:

So, live for our listeners, we will both be there.

Charley Burtwistle:

So, Zach. But you’re going to be on a panel moderated by one of our founders, Dan Houghton, at the International Builders’ Show in January and hopefully a lot of our listeners will be there as well. Can you share a little bit about what that’s going to be about, what the topic the panel is and what attendees can expect to learn?

Heather Tankersley:

So, on the panel you’re going to have Brad from AFT Construction out of Scottsdale and then you’ll have Joe from Cardinal Crest out of Kansas City. Both great guys with a lot of knowledge. Really good builders doing a lot of variety of things. Brad with AFT’s got all kinds of crazy builds there in Arizona, doing green energy and all that. Joe is just, he’s such a smart guy doing a ton of stuff. They do commercial, and they do residential and if you don’t follow him on Instagram, he’s hilarious.

Charley Burtwistle:

We’ve had him on the podcast.

Heather Tankersley:

And he is totally how he is in person. I just was with them this past week in Huntington Beach, and I got to meet Joe in person, and they’re two awesome guys, and he’s just as funny in person. But the panel’s going to be great though because it’s really, it’s “learn from my mistakes.” What have you learned in project management that somebody can listen to us talk about and share some of our insight and our knowledge because we’ve been building for a while now and obviously, got to a point where we’ve worked for other people and then we’ve worked on our own and we’ve trained other project managers and what works for us and what really hasn’t.

Charley Burtwistle:

Yeah. Well, Heather, I was listening to your process and how detailed you are and so, it’s super interesting. You’re on a panel about not making mistakes, and I was like, well Heather probably has got some horror stories of mistakes that maybe have led to her being so disciplined and following very strict commercial contracting principles in a residential space. I’d love to hear what are some of the mistakes that you’ve learned from that helped you get where you are from now?

Heather Tankersley:

Oh yeah, I always have a joke that whenever you see a client contract, and depending on how many pages there are, that’s every mistake that the contractor has learned along the way. So, once you’re 30 years in that contract is 50 pages long. Those are something that has come back at the end. And I think for me one of the biggest things, especially in project management or with any client, it’s just, it’s expectations sometimes. I think we were always just trying to anticipate, okay, we don’t want the client to see the sausage being made. Construction is not pretty. Everybody sees the pretty pictures at the end but that process to get there is not pretty. And so, sometimes it’s like you don’t want the client to see the sausage being made, but sometimes you just have to set the expectation that this is made by humans.

This is not perfect, this is not your iPhone, this isn’t made in a warehouse, or it’s not manufactured. So, part of that is really just teeing up the client’s expectations. And I think one of the most challenging things as the project manager is making sure that your client recognizes what they’re going to get. I think that gets you so far. If you can at least give them some knowledge of that. And sometimes, it is to show them the sausage, you don’t want to know what’s in there, but sometimes it helps them understand this is why this has to be this way. It’s great, we could draw this on a drawing but when it comes to actually structural engineering and doing the build, we can’t do that because of X, Y, Z. So, expectations are the number one thing I think affect your ability to be a good project manager.

Zach Wojtowicz:

That makes a ton of sense. I’m sure given your service and your detail, your meeting with your client regularly, your project manager’s expectation is to be a partner in the build process and over communicating because I’m sure one slip of detail and now we’re talking about actual added expenses and that’s when people really tend to get frustrated or concerned or even your margins get affected.

Heather Tankersley:

A hundred percent. If the client expected some stack stone to have a certain pattern or a certain layout and you didn’t do a mock-up ahead of time and then the mason just put it all up there and well, that’s not what I expected, and I don’t like that it, that’s a big challenge. Especially challenging, too, working with a designer of design intent, you have to make sure that the design intent that the designer has in mind is also in line with what the client’s expectations are and that those two things jive together and sometimes we end up in this middle space of ensuring that we can build it, one, and then we know we get shown the pretty picture of we can make this happen and it, that’s a hard line to walk sometimes.

Charley Burtwistle:

A good example is Zach set the expectation that he would be late for the recording today. And so, even though I didn’t like him being late, he had already set those expectations, so I couldn’t be too mad.

Zach Wojtowicz:

That was for Heather, not for you.

Heather Tankersley:

Were you disappointed though?

Charley Burtwistle:

I was, yeah. Slightly disappointed, but that’s just because I have higher expectations for Zach.

Zach Wojtowicz:

He wants me to be better, frankly.

Charley Burtwistle:

Absolutely.

Zach Wojtowicz:

He wants people to know about it

Charley Burtwistle:

One thing …

Heather Tankersley:

Exactly. So, now you need to do the plus delta at the end and figure out what you’re going to change next time, so you don’t repeat it.

Charley Burtwistle:

Yeah, so add another page to the contract and …

Heather Tankersley:

Yeah.

Zach Wojtowicz:

Really, I’m going to negotiate a personal assistant for my contract just to communicate with people.

Charley Burtwistle:

Okay. Yeah sure. If you can get that done.

Heather Tankersley:

That’s perfect.

Zach Wojtowicz:

His name’s Nick Knihnisky, actually.

Charley Burtwistle:

Oh, a huge shout-out for our guy, Nick. One thing I want to double back on, Heather, that you mentioned that you were just with Brad and Joe a couple weeks ago. You guys, you’re all are going to be on the panel, you’re all going to be on IBS, you’re all Buildertrend users, and you’ve all been on “The Building Code” podcast, so a fantastic group of people. How has networking and learning from fellow builders in the industry helped drive your company’s success? And especially with people that may be listening, that’s considered going to IBS or not. Is that another opportunity to get out there and meet people and learn?

Heather Tankersley:

Definitely. I actually met Brad through social media, chatting with him on Instagram, checking out his builds. A lot of his building principles follow the same thing that we do. He also came from commercial construction, struck up a rapport via social media. I was on his podcast about two years ago, and we just hit it off. Come to find out he had actually done work for a company I used to work for. He worked in the low voltage space, I worked for the electrical contractor. So, we had some history and rapport and similar backgrounds and we ended up … Steve and I went out to Arizona, and we ended up meeting up with him, and he was so gracious and took us on a job site tour and took us to his office, and we got to see a ton of stuff.

But that all really just came from the ability to put yourself out there and to network, social media, Instagram, all those things are key to having a network in your space. And if you’re considering going to IBS or if you’re considering is it going to be worth it, there’s going to be nuggets you’re going to get out of it. I can remember the first IBS that Steve and I went to, my husband, and it was before I even worked at the company he just started. We went, we’re getting an idea of okay what are we doing in this business? And I remember I having a notepad and listening to the education series and jotting down notes of, okay, if I came into the business, this is what I could do, this is what my job would be.

Not just bookkeeping and accounting, what would that look like? What would our structure be, and where’s our org chart? I remember sitting at a break penciling this stuff all out. And so, it’s really cool, especially if you’re a young, new company to go and check that out. And even if you have been in it for a while, you don’t get the, I call them 15 aha moments, but you’re going to get a nugget. You’re always going to get something that’s going to come out of it. You’re going, “I should do that.” You should do that when I get back.

Zach Wojtowicz:

Yeah, it’s in Las Vegas, which is so appropriate ’cause I went to the Orlando, and it felt like I was in Las Vegas. You go into the booth, and it’s just lights and booths and people and you’re just like, there’s a lot of energy here. And I know I’ve talked to my own clients in the past about how like IBS, they’ve met people, and that’s where a lot of their initial networking event, because in construction there isn’t a ton of wine and dine sessions, meet other builders in your area. That’s pretty unique. So, I wanted to get your perspective on how do you like to focus on building relationships’ community with other builders even outside of IBS and moving into 2023.

Heather Tankersley:

So, one thing that was key for our business is we joined a peer mentoring group for builders. And so, it basically acts like supportive advisors and that was huge for us. One, to put us in a realm of space of dialogue with people that are doing what we’re doing. They’re outside of our market. So, there’s a more open-ended conversation of what you’re talking about for markup and what you’re talking about for margin and just challenges and those things. And that’s helpful. How do you guys do this? How do you approach this? You’re not going to go ask your competition for that. So, that’s the first part that was really helpful for our business, especially getting started. How do you structure your business? How do you go about these? Does anybody have a template or a form for this HR issue? So, that aspect’s great, but I think the thing now that we’ve been in it for about four years, the thing that’s really that I always take away from it, we meet two times a year for a week, and it’s just that sense of having somebody else understand what you’re going through.

I think construction’s tough, right? It is a tough industry. It’s tough to go build, it’s tough to go build after COVID, and it’s tough to be a business owner in construction. And so, sometimes you’re just like, is it just us? This can’t just be us. So, it’s nice to sometimes sit down and have those frank conversations and chat and go, okay, it’s not just us. And so, you get these insights and talking with Brad and Joe earlier this month, it’s like we just sit around and share the, oh man, I had that happen once too story. And so, sometimes you got to just get that off your chest because it just makes you feel a little bit better to kind of, okay, let me get this off and get some good nuggets from it, too. If not, just a good laugh. Oh, I’m glad that didn’t happen to me.

Charley Burtwistle:

Yeah, one of the things I found myself doing, it’s funny, I had a little bit of background in construction, just like my dad was a shop teacher, and in the summer we roofed houses and things like that, but I didn’t know much, and I’m working at a tech company that does construction software and so, how much I’m just organically learning about, and I host a podcast for some reason, but the thing that I’ve learned the most from is social media, especially people that we have on the podcast. I’ll go and give them a follow on Instagram.

A few people are pretty active on Twitter and stuff, too. I’ll definitely be giving you guys a follow after this interview. And I don’t know, people just post the most helpful stuff all the time, and I’m constantly scrolling through, and it’s funny to watch the content that I’m intaking over the past five years of me working at Buildertrend. Slowly just to be pretty much nonstop construction at work and in my personal life. But that’s another one that I would definitely recommend people check out is there’s a ton of good content and entertaining content, too. Like you mentioned Joe at Cardinal Crest, those guys are, I follow them on TikTok even, hilarious right now.

Zach Wojtowicz:

Yeah, we’ve had …

Heather Tankersley:

They’re so funny.

Zach Wojtowicz:

Yeah, Joe, he was on our last episode or last one we shot, and we were just cracking up ’cause he just got so much personality. But we’ve had multiple guests that are taking that spin on construction, being the construction educators for the public, and that’s their angle into attracting business. You’re not just going to get a house, you’re going to learn how this process works, and you look at Matt Risinger and the Build Show and all the content about construction.

But you mentioned, too, you have to go also work at that. It doesn’t just happen, the networking, you’ve got to put yourself in those situations, reach out in your community. Odds are, there probably is something in your backyard, but that’s been my experience. A lot of builders come to the builders’ show and they’re like, I want to talk to other builders, too. And so, even your vendors can help connect and build those things. And I’m sure you’ve got a ton of people on your own. I think about moments where something clicks in such an informal moment at your events with your group. You probably just a throwaway comment like, oh, I’ve never thought of it that way before. And then you solve a problem, and that’s super valuable.

Heather Tankersley:

Oh yes. It definitely is. And it allows you to put it in perspective of how can I take this back to my company or even if it’s just like, hey, that situation that you were talking about, I went to dinner and then I thought about it last night and then it’s like, what do you think about this? What if I did this with my client, how would that go over? And so, it’s just somebody else to bounce those off of, and it’s really helpful, especially with my dynamic as a husband wife, sometimes we got to turn that off, too, so we’ll talk about it at home when our kids are like, can you not talk about work, please?

Zach Wojtowicz:

You’re like, it’s your future. This is a family run business. You’ve got to have someone inherit it.

Heather Tankersley:

My kids know the names of our job sites are by street and so, my kids will ask, “Hey mom, do you have a meeting at Redstone today”? Or, “Oh, were you at Sky today”? My kids know.

Zach Wojtowicz:

That’s so funny.

Heather Tankersley:

We just had Thanksgiving break, and I paid my oldest. He had a The Home Depot bucket. They told him I pay him $5 for every bucket full that he filled up with trash at the job site. He just went around picking up trash and nails. So, I’m like about 20 bucks short now.

Charley Burtwistle:

Hey, worth it though.

Zach Wojtowicz:

Yeah, I was going to say, we’ll get him a Buildertrend login and then they can start doing some of the …

Charley Burtwistle:

Who said there’s a labor shortage. Just get your kids. A little money motivates them.

Heather Tankersley:

Exactly. It’s great. I’ll just get him on the To-Do’s and Buildertrend, and it’ll be great.

Zach Wojtowicz:

Honestly. Yeah, the kids will have it in no time. They’ll just pick it right up. My nephew teaches me stuff, and I’m like, I’m not that old. You’re seven. What’s happening?

Charley Burtwistle:

Yeah, that is tough. Heather, we’re getting close to time here. One last question that we wanted to ask. Since you come from such a unique background of starting a business and growing it very successfully, for other builders out there listening, maybe thinking about, they work for someone else, or they’re looking to step away and start their own thing, or maybe they just did, and they’re looking to grow it. Do you have a couple nuggets of advice that we’d leave them here with to end the episode?

Heather Tankersley:

Yeah, find a mentor, find somebody who will help you, give you that insight, have those conversations with you and help you out. We were really very fortunate that we had mentors that helped us in getting our start and just figuring out how to go about starting a business in general. So, that’s not really something they teach you in business school even. So, if you can find a mentor or somebody that’s doing what you want to do, offer a cup of coffee, “Hey, can I buy you lunch”? Whatever. Try to use them as a resource if they’re open to it. So, find a mentor is my number one advice to anybody start a business.

Charley Burtwistle:

That’s fantastic advice and good for anyone listening regardless of the vertical that they’re in the space. So, Heather, thank you very, very much. Fantastic episode, and I look forward to meeting you in person at the International Builders’ Show.

Zach Wojtowicz:

That’s right. We’ll have a little fraternity of podcasts everybody’s been on and do a little unity tour. It’s going to be great.

Charley Burtwistle:

It’s a pretty big time group.

Zach Wojtowicz:

I know.

Charley Burtwistle:

Great.

Zach Wojtowicz:

It’s just more for us to be like, “Oh, we met Heather.” We tell people in the office about it. Heather, thank you so much for joining. You’re always welcome back. We’ll see you in Vegas.

Heather Tankersley:

Thanks guys. Appreciate it.

Zach Wojtowicz:

All right, Charlie, we just had Heather here on “The Building Code.” Always a fantastic episode. Love hearing from our customers about their perspectives. And this one we got a little technical, we got into some of the sides of commercial construction and a little bit about how to network within the construction community. What are your thoughts?

Charley Burtwistle:

Yeah, I thought Heather was fantastic, and I knew she would be just because like I said, we had her doing the case study for Buildertrend not that long ago. She’s going to be on the panel out of IBS. And so, clearly what she’s doing is working and people want to hear more about it. And so, I thought the podcasters is another opportunity to spread the good word. Very, very interesting story. Always. I feel like about half the people we have on the podcast got into construction on accident and the other half …

Zach Wojtowicz:

Yeah, she said that it’s unique, and it’s not that it’s not unique, but it’s like I wanted to say Heather, actually we hear this all the time. It’s one of the things I love about construction professionals is they all have such interesting backgrounds.

Charley Burtwistle:

Right. Absolutely. And the other half, their whole life was like they knew they were going to do it, their dad did it.

Zach Wojtowicz:

That’s Heather’s kids. Their future is in construction.

Charley Burtwistle:

But no, I thought that was a great episode, and I’m just really, really excited to get out to Vegas and hear her speak on the panel.

Zach Wojtowicz:

It’s coming.

Charley Burtwistle:

Yeah, soon. When this releases we’ll be like a couple days away.

Zach Wojtowicz:

Right. So, we hope you’ll see you down there. If you want to meet us, Charley and I will be there. Feel free to tap us on the shoulder and say what’s up and check us out. Don’t forget to check out the panel where we’ll be talking about not making mistakes, hosted by our CEO, Dan Houghton, and having some other wonderful individuals to talk about how to avoid those mistakes.

Charley Burtwistle:

Aren’t you, Zach, you’re working at IBS, right? You’ll do real things there.

Zach Wojtowicz:

Allegedly. I’m trying to be the guy in the corner who looks good that doesn’t actually contribute.

Charley Burtwistle:

You’re doing our Pro Services or …

Zach Wojtowicz:

I help facilitate a lot of the process. I can speak to a lot of our services and …

Charley Burtwistle:

So, customers or listeners could actually go and learn something from you.

Zach Wojtowicz:

That’s right.

Charley Burtwistle:

But I’ll be the guy that’s just in the corner zone.

Zach Wojtowicz:

You guys need a Tableau dashboard, you just let him know.

Charley Burtwistle:

Yeah. If you just want to BS and talk, you can come talk to me. If you want to learn something, you can go talk to Zach, but either way it’ll be a fantastic time, and we’ll see you guys out there.