Hi, everybody. My name is again at Barrows, and I'm a managing director at Duke Corporate Education. So I've been with Duke for just about five years. That will be in January, but before that I started, uh, my early career off. I went Toe College of Boston, University of Boston study to count. And that was back during the middle middle part of the eighties when the leveraged buyout here on that was really studying accounting. But at that point in time, most of my contemporaries wanted to join public accounting firms, and I didn't want to do that right away. So I joined the military. I spent three years on active duty Marines, which on the West Coast of the United States, their time overseas, off state. I did get out of the Marines in 1992 or that I came back to Boston French plan inside out, and I did go back to work for explaining it was awful inclusion. Now they dropped the lawyer. I was on the audit staff for three years. I passed 60 p exam. Then I went to the embassy, fulfilled Georgetown's McDonough school. Just fantastic that I spent the summer when I was at the McDonough School, helping General Electric start a business when they had the G capital business up in Stanford. When I graduated from Georgetown, I went to work for was called Coopers and Library. Then they come here not and Ultimate Left once Coopers and Lybrand crap. And then I went for a firm in the Boston area balance worker. It's a firm that works with the truth books prized and and he said, Thousands from there I Got Out on my Own is an independent consultant for about eight years of my own strategy. Planning on five years ago to Duke has always been a teacher and an educator. So that's why Duke was me. And I've always thought of the side earlier. Perfect. So those are some of the most important career shaping events, and I think I've always been a teacher and I've always like problem solving. So that be, thank you. It'sSo I joined Duke corporate education back in 2000 and 16 and what do corporate education does is it's sort of like a consulting firm on what we provide is in problem solving or process improvement or I t. Education. So what do corporate education does were in what we refer to as the custom executive education portion of the market? And we we worked with very large companies from around the world. Do has five offices located globally, our headquarters in Durham, North Carolina, where the university is. And we worked with executives in these large organizations. Nine weeks spoke custom executive development. So, for instance, we might be hired by a large pharmaceutical company to help their you know, 15 or 20 year career director. Population build skills ranging strategy, process, improvement, influence of preservation executive that that more skillfully improved communications financial act. So so. Those are some of the things that we work on, a pretty large book of business. There's a number of organizations around the world that executive it, most notably business schools, but professional Congresses

So most firms have someone that's responsible, or a number of people or teams that are responsible for business development as well delivery. And that's usually the case in professional services firm. So part of my job is delivering these executive education programs, and what that means is I worked with the client in the clients who are either the truth chief learning officer and the Learning and Development area and help them design these programs that enable their, um, leaders toe have the kinds of skills they need to support the business strategy. So so part of my job, a big part of my job, is designing these programs, making sure we actually deliver or teach on the programs. The clients are happy and identifying new opportunities for additional types of educational experiences. And that gets into the second part of my role, which is business development. Um, so that's that's looking at the market, understanding what the needs are. So, for instance, right now you're seeing in ah, lot of organizations, some burnout happening. People are getting tired working from home. They're very busy, they feel disconnected. Eso positive leadership and things like it are very important, right now, So it's approaching organizations who might be working very diligently or experiencing some real challenges. You know, not every firm is laying people off. Some are busier than ever, especially in the pharmaceutical space, and helping their leaders understand that there's real opportunities to improve the way they leave with programs like positive leadership. Just that's just an illustration. So I would say, you know, delivering programs, looking for new business opportunities, you know, working with clients toe identify the needs that they have. Sometimes those directors was it sometimes their implicit and then designing and delivering programs, educational programs that really help them, help them make improvements in those areas.

so I think most roles have a variety of different pain points. So, um, you know, working with large organizations and with very senior leaders requires quite a bit of careful handling of senior leaders. They have very busy schedules. They have limited amounts of time. They're hard to schedule, and they have very high expectations, which you would expect. That's why they've gotten to the levels that they have achieved in organizations. Eso making sure that when we're working with senior leaders and our clients, our client personnel, But we're presenting effectively, we're solving the clients challenges. We're understanding what their real needs are. We're making sure we're listening to the challenges that they have and the things that they want and building those into the executive education experience. Um, additionally, I would say, on the business development side, if anyone has ever done sales or business development, um, you have to work very, very hard to find opportunities. Thio identify ways that you can provide value that's greater than the competitors that you you compete against, and that just is a lot of work. It's it's prioritizing every day around one of the best opportunities. You know how do we make sure we're consistently approaching? Clients were looking for new clients. Um, sometimes you may have to send 10 12 15 20 emails just to get somebody to respond one. So there could be quite a bit of I'll say diligence and persistence that you need to have in a role like this. And I think across the board, in any type of this development, you have to be really accustomed to working hard, having people say no or they're not interested, but still continuing on that process that's really with better people of business development do.