1
00:00:00,080 --> 00:00:02,520
Hello everyone and thank you so 
much for joining us on another 

2
00:00:02,520 --> 00:00:04,600
episode of the Professional 
Pricing Society Podcast. 

3
00:00:05,080 --> 00:00:08,440
My name is Terrence and we have 
an amazing speaker with us 

4
00:00:08,440 --> 00:00:12,160
today, a very warm friend of PP 
S's. 

5
00:00:12,440 --> 00:00:14,600
Her name is Hilary Gretton and 
she was actually one of our 

6
00:00:15,000 --> 00:00:19,160
recent speakers at our Dallas 
conference this past spring. 

7
00:00:19,440 --> 00:00:21,840
Hilary Gretton is the Associate 
Director of Strategic Pricing 

8
00:00:21,840 --> 00:00:25,700
and Contracting for Jazz 
Pharmaceuticals and you had both

9
00:00:25,700 --> 00:00:29,740
Luncheon and a workshop with us 
which both were phenomenal, both

10
00:00:29,740 --> 00:00:31,780
had great reviews. 
So I'm going to go ahead and 

11
00:00:31,780 --> 00:00:35,380
just kind of jump into this 
conversation with you regarding 

12
00:00:35,380 --> 00:00:39,580
your experience with our our 
latest conference and also how 

13
00:00:39,580 --> 00:00:42,900
it ties into what you actually 
speaking about with us. 

14
00:00:43,500 --> 00:00:46,340
So what was your favorite part 
of getting to be in the middle 

15
00:00:46,340 --> 00:00:48,060
of all this regarding our 
conference? 

16
00:00:48,390 --> 00:00:50,070
Well, thanks, Terrence. 
I really appreciate getting a 

17
00:00:50,070 --> 00:00:52,790
talk with you today and sharing 
some of the insights about the 

18
00:00:52,790 --> 00:00:56,350
really fabulous PPS conference. 
And so I've actually been 

19
00:00:56,350 --> 00:00:59,150
attending PPS conferences for a 
long time. 

20
00:00:59,150 --> 00:01:01,090
And my favorite part? 
Has been. 

21
00:01:01,090 --> 00:01:03,690
It continues to be the people 
you know, you get to meet people

22
00:01:03,690 --> 00:01:06,810
face to face and some for the 
first time or some people I've 

23
00:01:06,810 --> 00:01:09,810
only talked to virtually and I 
talk about LinkedIn and all the 

24
00:01:09,810 --> 00:01:13,130
great distribution groups there 
and actually getting a chance to

25
00:01:13,130 --> 00:01:16,450
network, you know, and you can 
take a class on a computer or an

26
00:01:16,450 --> 00:01:18,610
iPad. 
You can listen to a podcast 

27
00:01:18,610 --> 00:01:21,170
through your phone. 
But really getting to talk to 

28
00:01:21,170 --> 00:01:24,650
people live and hear about their
pricing journey or you know, you

29
00:01:24,650 --> 00:01:27,410
can ask questions about their 
industry or the role. 

30
00:01:27,650 --> 00:01:30,610
That's the real value. 
So instead of this prescription.

31
00:01:30,690 --> 00:01:32,370
Productive list of things you 
can learn. 

32
00:01:32,370 --> 00:01:34,930
You know, attending this 
conference live provides us 

33
00:01:34,930 --> 00:01:38,850
really rich opportunity to bump 
into people in the hallway or an

34
00:01:38,890 --> 00:01:42,690
elevator and you have these 
genuine ad hoc conversations. 

35
00:01:43,010 --> 00:01:46,290
So personally I enjoy getting to
know that we struggle with very 

36
00:01:46,290 --> 00:01:50,210
similar situations and issues as
pricing people and we can talk 

37
00:01:50,210 --> 00:01:53,250
through how we manage the stress
and tension as pricers. 

38
00:01:53,490 --> 00:01:55,850
You know as well sometimes the 
lack of recognition for the 

39
00:01:55,850 --> 00:01:57,610
value that we contribute every 
day. 

40
00:01:58,180 --> 00:02:00,980
And we really fortify each other
with the skills to go back to 

41
00:02:00,980 --> 00:02:04,780
the office on Monday fully 
refreshed and recharged And and 

42
00:02:04,780 --> 00:02:07,340
hey, there's really no better 
jokes and laughs than a bunch of

43
00:02:07,340 --> 00:02:09,699
pricers with a drink after a 
long day of some serious 

44
00:02:09,699 --> 00:02:11,620
conversation. 
Sure, sure. 

45
00:02:11,980 --> 00:02:13,940
And you're right. 
And the Miss Conference was jam 

46
00:02:13,940 --> 00:02:17,940
packed with a lot of different 
amazing conversations that you 

47
00:02:17,940 --> 00:02:21,460
know took place during a lot of 
our networking opportunities 

48
00:02:21,980 --> 00:02:24,970
which may have been in the 
sessions, may have been you know

49
00:02:24,970 --> 00:02:28,250
after hours, may have been 
during some of the coffee breaks

50
00:02:28,250 --> 00:02:30,410
as well. 
Now given this was such a high 

51
00:02:30,410 --> 00:02:34,370
energy and impactful conference 
with many great conversations, 

52
00:02:34,810 --> 00:02:37,650
can you remind me of what your 
session was all about and tell 

53
00:02:37,650 --> 00:02:40,810
our listeners about the details 
of what you basically discussed?

54
00:02:41,650 --> 00:02:46,010
Absolutely love to. 
So my topic was the curiosity of

55
00:02:46,010 --> 00:02:49,650
pricing and this came about 
after I attended so many PPS 

56
00:02:49,650 --> 00:02:51,760
conferences. 
And I would feel ready to go 

57
00:02:51,760 --> 00:02:55,280
back to the office with my great
idea notebook full of tips and 

58
00:02:55,280 --> 00:02:58,280
tricks and formulas. 
And then I really had difficulty

59
00:02:58,320 --> 00:03:01,440
actualizing anything. 
And really, what's the value of 

60
00:03:01,440 --> 00:03:03,920
a great idea if you can't make 
it come to life? 

61
00:03:04,240 --> 00:03:07,040
So I started thinking back 
through not only when I 

62
00:03:07,040 --> 00:03:10,760
succeeded in my great ideas. 
But more importantly, when I 

63
00:03:10,760 --> 00:03:13,960
fell on my face or even when 
something couldn't happen due to

64
00:03:13,960 --> 00:03:17,040
insufficient resources or just 
other pressing priorities. 

65
00:03:17,480 --> 00:03:20,040
So this allowed me to construct 
a session that I would have 

66
00:03:20,040 --> 00:03:23,640
wanted to have attended when I 
was a pricing analyst and what I

67
00:03:23,640 --> 00:03:26,040
would have told myself years 
ago, you know? 

68
00:03:26,040 --> 00:03:29,000
And on that note, I wouldn't be 
where I am today if so many 

69
00:03:29,000 --> 00:03:32,320
other amazing pricing leaders 
hadn't shared their knowledge so

70
00:03:32,320 --> 00:03:35,280
freely years ago. 
And you know, I really only hope

71
00:03:35,280 --> 00:03:37,760
to share a little bit of what's 
brought me to my current place 

72
00:03:37,920 --> 00:03:40,440
with everybody else. 
You know, we all really learn 

73
00:03:40,440 --> 00:03:43,680
from each other and not only how
we fell down, but how we get 

74
00:03:43,680 --> 00:03:47,160
ourselves back up. 
So going back to the session, 

75
00:03:47,160 --> 00:03:50,560
you know, we talked mainly about
relationships and trust building

76
00:03:50,560 --> 00:03:52,680
as pricers. 
How do we talk to other 

77
00:03:52,680 --> 00:03:55,580
functions and departments? 
How do we build trust so that 

78
00:03:55,580 --> 00:03:58,740
people will listen to her ideas 
and not only be receptive to our

79
00:03:58,740 --> 00:04:02,420
suggestions, right, but actually
proactively ask us and invite us

80
00:04:02,420 --> 00:04:06,540
to the table going forward? 
Another big issue is that often 

81
00:04:06,540 --> 00:04:09,900
times as pricers we're coming in
either late to the party or 

82
00:04:09,900 --> 00:04:12,540
after there's been proposals 
discussed that may not be 

83
00:04:12,540 --> 00:04:15,900
beneficial or they could even be
based on bad data, you know, as 

84
00:04:15,900 --> 00:04:18,769
a saying goes. 
That information, like squeeze 

85
00:04:18,769 --> 00:04:22,250
toothpaste, is impossible to put
back in the tube, you know? 

86
00:04:22,290 --> 00:04:25,170
So if we come in too late and 
everyone's basing their 

87
00:04:25,170 --> 00:04:28,530
assumptions and ideas on bad or 
incomplete data, then we face 

88
00:04:28,530 --> 00:04:31,410
really this 1-2 punch of looking
like we're raining on other 

89
00:04:31,410 --> 00:04:34,090
people's parades, right? 
And we're really spending time 

90
00:04:34,090 --> 00:04:37,450
that we don't have at times to 
explain why the information 

91
00:04:37,490 --> 00:04:39,210
isn't the most reliable or 
accurate. 

92
00:04:41,170 --> 00:04:44,010
That's good. 
Now we we first talked about 

93
00:04:44,290 --> 00:04:48,010
this subject several months ago 
before the conference, but what 

94
00:04:48,010 --> 00:04:50,570
I would like to know is what 
what did you hear from the 

95
00:04:50,570 --> 00:04:52,610
attendees? 
What were some of their main 

96
00:04:52,610 --> 00:04:55,930
takeaways and questions that 
they asked afterwards during 

97
00:04:55,930 --> 00:04:59,210
those, you know, quick hallway 
discussions and conversations? 

98
00:04:59,890 --> 00:05:02,770
You know, really getting to hear
from people authentically and 

99
00:05:02,770 --> 00:05:06,610
earnestly over meals and then 
the hallway was super energizing

100
00:05:07,090 --> 00:05:09,210
as everyone is just really 
wanting to do their pricing 

101
00:05:09,210 --> 00:05:12,890
rules better, more reliably and 
to showcase the power of 

102
00:05:12,890 --> 00:05:15,350
pricing. 
So the key things that people 

103
00:05:15,350 --> 00:05:18,790
really shared were about being 
more effective communicators and

104
00:05:18,910 --> 00:05:21,950
elevating the need for best 
pricing practices within their 

105
00:05:21,950 --> 00:05:24,670
organization. 
So instead of being this black 

106
00:05:24,670 --> 00:05:27,470
box that people feed in data or 
aspirations, right? 

107
00:05:27,470 --> 00:05:30,470
And then popping out numbers and
spreadsheets with pricing data? 

108
00:05:31,590 --> 00:05:33,790
People I talked to really 
highlighted the need to be 

109
00:05:33,790 --> 00:05:37,390
realized as a necessary partner 
in the value creation story. 

110
00:05:38,230 --> 00:05:40,630
You know, unfortunately, that 
means that we as pricers are 

111
00:05:40,630 --> 00:05:44,110
changing the status quo about, 
you know, about how people have 

112
00:05:44,190 --> 00:05:47,390
always done things. 
And that can mean conflicts and 

113
00:05:47,390 --> 00:05:49,870
change is scary to people. 
And it can come at the expense 

114
00:05:49,870 --> 00:05:52,950
of calling someone's baby ugly, 
You know, be at their process or

115
00:05:52,950 --> 00:05:54,790
their assumptions or even their 
job role. 

116
00:05:55,370 --> 00:05:57,330
People can think that you're 
coming to tell them how to do 

117
00:05:57,330 --> 00:06:01,170
their job or even taking away 
part of their job, so we need to

118
00:06:01,170 --> 00:06:04,130
be prepared to lead and manage 
difficult conversations. 

119
00:06:04,490 --> 00:06:07,130
So I'm really grateful for the 
people that stayed around after 

120
00:06:07,130 --> 00:06:09,290
my talk to say that they 
understood what was being 

121
00:06:09,290 --> 00:06:11,850
presented and it really 
resonated with them. 

122
00:06:12,250 --> 00:06:14,810
They all shared their stories 
and how they got to their role 

123
00:06:15,050 --> 00:06:18,250
and their concerns and worries. 
But every single person was so 

124
00:06:18,250 --> 00:06:22,250
passionate in what they do and 
where they want to go next, and 

125
00:06:22,250 --> 00:06:25,050
it was truly vitalizing that 
every person just wanted to. 

126
00:06:25,170 --> 00:06:27,970
Go back to the office on Monday 
and make a difference and be 

127
00:06:27,970 --> 00:06:32,050
their best pricing self. 
That's that's so good, that's so

128
00:06:32,050 --> 00:06:33,770
good. 
And I can only imagine as a 

129
00:06:33,770 --> 00:06:37,210
speaker of a session, one of the
best feelings in the world is 

130
00:06:37,210 --> 00:06:39,970
when your attendees come up to 
you and just express to you how 

131
00:06:40,010 --> 00:06:42,970
much they enjoyed listening to 
your insight, how much they 

132
00:06:42,970 --> 00:06:45,810
enjoyed your workshop and just 
all the all the insight you had 

133
00:06:46,010 --> 00:06:48,770
to provide to them. 
Now let me ask you this, was 

134
00:06:48,770 --> 00:06:51,850
there any one or two specific 
conversations that stuck out to 

135
00:06:51,850 --> 00:06:55,630
you the most or that you may 
constitute as your favorite? 

136
00:06:56,870 --> 00:06:59,230
So there's so many great things 
that I really heard over the 

137
00:06:59,230 --> 00:07:01,670
period of a few days. 
However, there were three that 

138
00:07:01,670 --> 00:07:05,830
really stuck out to me after my 
session and one attendee shared 

139
00:07:05,830 --> 00:07:08,870
a desire to de lingo, which is 
something that we touched on in 

140
00:07:08,870 --> 00:07:12,670
this is is really taking things 
out and clarifying to the 

141
00:07:12,710 --> 00:07:15,670
audience that we're speaking 
with and thinking about the 

142
00:07:15,670 --> 00:07:19,030
phrases and the terms and really
level setting across functions 

143
00:07:19,030 --> 00:07:21,550
and teams. 
And they shared that they have a

144
00:07:21,550 --> 00:07:24,150
lot of TL A's or three letter 
acronyms. 

145
00:07:24,580 --> 00:07:27,220
And that their message was 
getting lost in the assumptions 

146
00:07:27,220 --> 00:07:29,620
and assuming that whoever 
they're talking with really 

147
00:07:29,620 --> 00:07:31,940
understood the phrases or the 
terminology. 

148
00:07:32,460 --> 00:07:35,820
And you know, after a while we 
all assume that everyone speaks 

149
00:07:35,820 --> 00:07:39,540
our language and understands our
inside terms and our jokes and 

150
00:07:39,540 --> 00:07:42,060
our thoughts. 
However, prices are really 

151
00:07:42,060 --> 00:07:45,340
polyglots, you know, We need to 
speak the language of multiple 

152
00:07:45,340 --> 00:07:48,580
departments and more effectively
communicate, and every 

153
00:07:48,580 --> 00:07:52,660
conversation needs to be unique.
And tailored to that specific 

154
00:07:52,660 --> 00:07:56,500
audience either by function, 
department or role or level of 

155
00:07:56,500 --> 00:07:59,260
experience. 
So that was really an aha moment

156
00:07:59,300 --> 00:08:03,500
in in sharing that from this 
person we also talked about to 

157
00:08:03,500 --> 00:08:07,220
communicate that we need to not 
assume that we know all and 

158
00:08:07,220 --> 00:08:10,900
everything and that having a 
huge ego can put other parties 

159
00:08:10,900 --> 00:08:14,180
on the defense over the back 
foot and could really stop the 

160
00:08:14,180 --> 00:08:17,330
dialogue altogether. 
So I had another attendee that 

161
00:08:17,330 --> 00:08:21,170
shared their willingness and 
bravery to be the first to let 

162
00:08:21,170 --> 00:08:23,330
down their guard and their ego 
at the office. 

163
00:08:23,610 --> 00:08:26,890
And they said when I go back to 
the office on Monday that they 

164
00:08:26,890 --> 00:08:30,730
resolved to say that they didn't
understand some specifics on a 

165
00:08:30,730 --> 00:08:33,770
project and they were just going
to start from the ground level 

166
00:08:33,929 --> 00:08:36,450
and reestablish the knowns and 
the unknowns. 

167
00:08:36,809 --> 00:08:39,450
You know, I think that takes a 
lot of bravery to tell somebody,

168
00:08:39,450 --> 00:08:42,090
doesn't matter how long you've 
been in a job or department. 

169
00:08:42,370 --> 00:08:45,010
I don't know or, hey, I don't 
think I understood that and put 

170
00:08:45,010 --> 00:08:47,890
their hand up. 
So I really, really can't wait 

171
00:08:47,890 --> 00:08:50,010
to hear from that person about 
how it's going. 

172
00:08:50,530 --> 00:08:55,090
And then my last one is 1 
attendee was really struck by 

173
00:08:55,090 --> 00:08:57,490
the conversation pattern 
graphic. 

174
00:08:57,490 --> 00:08:59,770
So we shared from Liz Boslin, 
who's a cartoonist. 

175
00:09:00,370 --> 00:09:03,700
That was in the presentation. 
And it illustrates how effective

176
00:09:03,700 --> 00:09:07,300
communication means allowing 
everyone to talk back and forth 

177
00:09:07,300 --> 00:09:10,460
during a meeting versus one 
person really dominating, saying

178
00:09:10,460 --> 00:09:12,180
something. 
Everybody's saying yes, Sir. 

179
00:09:12,500 --> 00:09:15,380
And then they finish out the 
conversation and they said that 

180
00:09:15,380 --> 00:09:17,860
they were actually going to 
print out the cartoon and put it

181
00:09:17,860 --> 00:09:20,300
by their monitor as a reminder 
of how they really wanted to 

182
00:09:20,300 --> 00:09:22,140
make sure that they behaved 
going forward. 

183
00:09:23,220 --> 00:09:24,900
That's nice. 
That's that's nice. 

184
00:09:25,380 --> 00:09:28,640
OK, well good. 
Now, of these attendees, did 

185
00:09:28,640 --> 00:09:32,400
anyone feel that something might
be a little bit difficult to 

186
00:09:32,400 --> 00:09:34,880
implement? 
Something that you may have 

187
00:09:34,880 --> 00:09:36,840
encouraged them to do within 
your session. 

188
00:09:37,840 --> 00:09:42,680
Yeah, I think a lot of people 
probably responded in this way, 

189
00:09:42,680 --> 00:09:45,920
but one person was really brave 
enough to say afterwards that 

190
00:09:45,920 --> 00:09:49,320
they saw the value in healthy 
conflict and managing through 

191
00:09:49,320 --> 00:09:52,280
dialogue and getting everybody 
on the same page. 

192
00:09:52,720 --> 00:09:55,520
But especially as one person 
felt that it would be really 

193
00:09:55,520 --> 00:09:58,520
daunting and challenging and 
actually trying it out, right 

194
00:09:58,520 --> 00:10:01,520
and actualizing this. 
And this goes really back to the

195
00:10:01,520 --> 00:10:04,480
inherent difficulty in changing 
the status quo. 

196
00:10:04,880 --> 00:10:07,920
We're all generally taught that 
conflict is bad and it's to be 

197
00:10:07,920 --> 00:10:10,440
avoided at all costs, and 
especially women, to be quite 

198
00:10:10,440 --> 00:10:12,920
honest. 
But we don't talk about healthy 

199
00:10:12,920 --> 00:10:16,600
conflict and how to do it right.
You know, you acknowledge, you 

200
00:10:16,600 --> 00:10:20,160
express your thoughts and why, 
and then you just be quiet and 

201
00:10:20,160 --> 00:10:23,850
listen to the other person. 
Give them the air in the room to

202
00:10:23,850 --> 00:10:26,970
say their peace, and have 
respect for them to address each

203
00:10:26,970 --> 00:10:30,090
of their ideas. 
And healthy conflict is really 

204
00:10:30,090 --> 00:10:32,890
like learning a new language, 
and it can be very difficult 

205
00:10:32,890 --> 00:10:35,610
depending on your upbringing or 
your corporate culture. 

206
00:10:35,930 --> 00:10:37,930
You know when you're first 
learning a new language, you 

207
00:10:37,930 --> 00:10:40,890
don't try to orate for an hour 
in front of a huge audience, 

208
00:10:40,930 --> 00:10:44,130
right? 
So similarly trying out, go 

209
00:10:44,130 --> 00:10:46,970
ahead and try out different 
parts of healthy conflict as 

210
00:10:46,970 --> 00:10:48,690
needed. 
Try them in small little doses. 

211
00:10:49,110 --> 00:10:51,310
You know, try using certain 
phrases to call out when a 

212
00:10:51,310 --> 00:10:53,950
situation is getting rough. 
So something I found to be 

213
00:10:53,950 --> 00:10:57,070
helpful is to say it sounds like
things may be getting a little 

214
00:10:57,070 --> 00:10:59,870
heated right now and we're both 
trying to resolve this in the 

215
00:10:59,870 --> 00:11:02,110
company and our customers best 
interest. 

216
00:11:02,510 --> 00:11:05,670
Why don't we give this a pause, 
grab a cup of coffee and why 

217
00:11:05,670 --> 00:11:09,190
don't we regroup in 3 minutes? 
You know, or you might say we 

218
00:11:09,190 --> 00:11:11,630
both agree that we need to 
increase list prices. 

219
00:11:11,750 --> 00:11:13,990
So what are some reasons that 
you feel? 

220
00:11:14,390 --> 00:11:17,510
This may be difficult to 
communicate to internal external

221
00:11:17,510 --> 00:11:20,670
parties and we can work on a 
discussion guide for the field. 

222
00:11:21,750 --> 00:11:25,230
So you know what I'll put out 
there is that if anyone wants a 

223
00:11:25,230 --> 00:11:28,390
role-playing partner or you just
want to talk through a situation

224
00:11:28,390 --> 00:11:31,350
that you may you feel may be 
kind of difficult for you, feel 

225
00:11:31,350 --> 00:11:34,150
free to reach out to me via 
e-mail or LinkedIn and we can 

226
00:11:34,150 --> 00:11:37,960
work on this together. 
OK, That's that's really good 

227
00:11:37,960 --> 00:11:39,720
that you mentioned that, you 
know, and that's also a good 

228
00:11:39,720 --> 00:11:41,640
point. 
Many people, you know, can find 

229
00:11:41,640 --> 00:11:44,920
it difficult to be open or not 
act defensively when they feel 

230
00:11:44,920 --> 00:11:48,000
that their position is being 
attacked or their project that 

231
00:11:48,000 --> 00:11:50,320
they put a lot of time and 
effort into or maybe if it's 

232
00:11:50,320 --> 00:11:52,400
just a simple idea. 
You know, I know for a fact 

233
00:11:52,760 --> 00:11:57,200
myself, I've been in certain 
situations in which I felt 

234
00:11:57,200 --> 00:12:00,200
strongly about proposing an idea
and it was there was a lot of 

235
00:12:00,200 --> 00:12:02,040
backlash from her, a lot of 
opposition. 

236
00:12:02,400 --> 00:12:06,170
And so I really had to think 
about how I was going to respond

237
00:12:06,170 --> 00:12:08,810
in those moments. 
And just like you said, you 

238
00:12:08,810 --> 00:12:12,130
know, giving off some short 
phrases, oh, maybe a little 

239
00:12:12,130 --> 00:12:14,690
heated right now. 
Let's take some time, let's take

240
00:12:14,690 --> 00:12:17,850
a break and then come back and 
regroup so we can all calm down,

241
00:12:17,890 --> 00:12:20,450
you know, so we can all breathe 
a little bit and actually 

242
00:12:20,450 --> 00:12:23,650
actively listen and hear out 
each other as far as how we can 

243
00:12:23,650 --> 00:12:25,530
move forward towards the 
resolution. 

244
00:12:25,530 --> 00:12:27,090
So I really do appreciate you 
saying that. 

245
00:12:27,210 --> 00:12:30,450
So overall, what would you rate 
this conference in your personal

246
00:12:30,450 --> 00:12:32,890
opinion? 
And did you feel that it was 

247
00:12:32,890 --> 00:12:36,650
worth taking the time away from 
family and your work to be 

248
00:12:36,650 --> 00:12:40,930
present there? 
So I would say confidently this 

249
00:12:40,930 --> 00:12:44,170
last conference was a 5 out of 
five and you know, thinking 

250
00:12:44,170 --> 00:12:47,490
about post COVID, thinking about
people getting back together, 

251
00:12:47,730 --> 00:12:50,810
seeing them in person, being 
able to give hugs, shake hands, 

252
00:12:50,810 --> 00:12:54,290
bump elbows, whatever it is and 
really having that personal 

253
00:12:54,290 --> 00:12:57,810
connection and time together. 
And you know, especially this 

254
00:12:57,810 --> 00:13:00,850
time around, I made some even 
more amazing connections that I 

255
00:13:00,850 --> 00:13:04,770
have in prior years and I really
came away truly feeling that 

256
00:13:04,770 --> 00:13:06,570
we're all. 
Making a difference for our 

257
00:13:06,570 --> 00:13:10,450
teams and our companies, and 
really everyone had a lot to 

258
00:13:10,450 --> 00:13:12,650
share about the value of the 
roles that we have. 

259
00:13:13,090 --> 00:13:16,610
And my only regret was this very
sad sandwich I had at the Dallas

260
00:13:16,650 --> 00:13:18,930
airport going home. 
But I suppose that can't be 

261
00:13:18,930 --> 00:13:22,530
helped. 
Hey, that's your biggest regret 

262
00:13:22,530 --> 00:13:24,050
then. 
That's a win in my book, right? 

263
00:13:24,690 --> 00:13:27,860
So I wanna thank you so much 
Hillary for being with me today 

264
00:13:27,860 --> 00:13:30,460
during this conversation. 
You are such a treat to speak 

265
00:13:30,460 --> 00:13:34,420
with and just to have around. 
I'm speaking from experience. 

266
00:13:34,420 --> 00:13:36,980
We were able to engage in a 
little bit of a conversation 

267
00:13:36,980 --> 00:13:39,340
during the conference. 
So you are you are very much a 

268
00:13:39,340 --> 00:13:43,620
treat to to myself and the PPS. 
For those inquiring minds that 

269
00:13:43,620 --> 00:13:45,860
may want to learn more about you
and the things you may be 

270
00:13:45,860 --> 00:13:49,220
involved with, how can they get 
in contact with you or just find

271
00:13:49,220 --> 00:13:50,900
you on social media to learn 
more about you. 

272
00:13:51,700 --> 00:13:54,180
I appreciate it. 
So you can find me on LinkedIn 

273
00:13:54,220 --> 00:13:56,950
as Hilary Gretton. 
MB A/C, PP. 

274
00:13:56,950 --> 00:14:03,310
You can also reach out to my 
personal e-mail, HILLARYGRE 

275
00:14:03,310 --> 00:14:07,230
tton@gmail.com. 
That's hilarygretton@gmail.com 

276
00:14:07,550 --> 00:14:09,990
and would absolutely love to 
keep this conversation going. 

277
00:14:10,310 --> 00:14:12,830
And Terrence, I will say thank 
you so much for having me today.

278
00:14:12,830 --> 00:14:14,510
It's been a delight to talk with
you again. 

279
00:14:15,350 --> 00:14:17,950
Thank you so much. 
Until next time, we'll see you 

280
00:14:17,950 --> 00:14:18,830
guys around. 
Bye, bye.