WEBVTT 00:10.870 --> 00:13.540 OK, back, so let's continue. 00:13.570 --> 00:21.190 Now I'm going to talk about the technique that I usually do use when I'm performing conceptual modeling 00:21.190 --> 00:24.370 exercises and workshops, it's a kind of storytelling. 00:24.370 --> 00:29.650 So storytelling is a general term that can be used in many types of situations where you can use it 00:29.650 --> 00:36.820 as a marketing tool and and also when you're trying to create a culture for the whole company. 00:37.270 --> 00:42.910 But it is also a powerful technique to have as a as a basic technique. 00:42.910 --> 00:46.860 When you're doing workshops like this, both process modeling and conceptual modeling. 00:46.870 --> 00:48.460 I would say so. 00:48.460 --> 00:50.990 Storytelling is about telling stories, right. 00:51.040 --> 00:52.660 So once upon a time. 00:54.310 --> 01:02.530 So it's a very powerful way of how we acquire knowledge by actually letting people tell stories for 01:02.530 --> 01:02.770 you. 01:03.520 --> 01:05.220 Let let me take an example. 01:05.230 --> 01:12.340 So if I'm showing you this picture and then I'm showing you that picture and maybe already start to 01:12.340 --> 01:13.750 feel that you have. 01:13.870 --> 01:16.150 Yeah, you might understand where we're going here. 01:16.150 --> 01:19.930 And then I'm showing you that picture and that I'm showing that picture. 01:20.240 --> 01:24.090 I think that most of you already now think where I'm heading. 01:24.430 --> 01:28.150 So I'm talking about Little Red Riding a ride. 01:29.230 --> 01:33.230 So why is that so easy for you to see? 01:33.250 --> 01:40.090 So you have connections between those concepts that you have gotten when when you got the story of Little 01:40.090 --> 01:42.310 Red Riding Hood told for you the first times. 01:42.440 --> 01:48.220 So it's a story about this little girl who have a grandma that she would like to go to with some food 01:48.220 --> 01:49.780 because the government needs some food. 01:50.560 --> 01:58.210 But she bumps into a wolf and the wolf tricks the Little Red Riding Hood and actually goes ahead before 01:58.210 --> 02:02.590 her to the grandma and actually eats to grandma up because she will. 02:02.620 --> 02:09.610 The food, the wolf also would like to have the food while a little Red Riding Hood comes to grandma's 02:09.610 --> 02:11.410 place as an awful story. 02:11.410 --> 02:11.660 Right. 02:11.920 --> 02:17.320 But the interesting thing here is all the connections between those concepts. 02:17.320 --> 02:19.570 They were made by getting that story. 02:19.570 --> 02:24.070 And that is the kind of the powerful way or how storytelling works. 02:24.070 --> 02:26.170 It helps you organize knowledge. 02:27.700 --> 02:31.790 So kind of the magic words here are let me tell you a story now. 02:31.870 --> 02:36.460 What happens when people actually start telling stories for you so people actually immediately start. 02:36.460 --> 02:36.850 Listen. 02:37.270 --> 02:38.440 Interesting the story. 02:38.440 --> 02:38.760 Yeah. 02:38.770 --> 02:39.760 I think I need to hear this. 02:40.190 --> 02:40.450 Yeah. 02:42.010 --> 02:44.020 And a new entity is actually created here. 02:44.020 --> 02:49.900 So you immediately accept that a story is the context within which you are going to hear of something 02:49.900 --> 02:50.260 now. 02:51.960 --> 02:56.670 And listeners then also get kind of emotional involved in this story, they would like to hear the end 02:56.670 --> 03:01.920 of this they're interesting, was what is said in the context of this new entity, the story. 03:02.280 --> 03:07.460 And when they're emotionally involved, you actually get more persistent knowledge. 03:07.650 --> 03:16.560 So then you are all away from the root learning that we talk about in the in the Cognitive Science Foundation 03:16.560 --> 03:17.010 for this. 03:17.430 --> 03:24.300 And you're more into actually tying this into an emotional state, which means that it will be more 03:24.300 --> 03:25.470 persistent for you. 03:26.520 --> 03:31.410 It would actually foster the shared understanding as well of this, because the number of people is 03:31.410 --> 03:35.250 listening to this story at the same time or trying to make the same connections. 03:35.250 --> 03:40.200 And you can actually see how they react, how they understand it in just her body language or the questions 03:40.200 --> 03:44.340 their place maybe is using. 03:44.640 --> 03:49.260 Since we kind of then are digging up the concept and we are trying to understand this story, we are 03:49.620 --> 03:52.890 kind of activating the knowledge network that we have. 03:53.340 --> 03:58.320 And since we are activating the knowledge network, it's more likely that we are starting to actually 03:58.320 --> 04:07.140 make collective creative leaps, so to speak, between our different networks that we that we that we 04:07.140 --> 04:08.530 already have prior to the story. 04:09.330 --> 04:12.960 So there is a lot of very interesting stuff going on. 04:12.960 --> 04:19.260 Just when a person is saying the major words like Lepanto, the story this when they are just saying 04:19.260 --> 04:20.820 the words like, let me tell you a story. 04:22.320 --> 04:25.350 So how could you utilize this when you're doing conceptual modeling? 04:25.380 --> 04:27.590 Yeah, I usually use it like this. 04:27.630 --> 04:30.840 So if you're the facilitator, you're not a storyteller. 04:31.380 --> 04:37.710 So you're really here to say that today you that's the participants in the workshop. 04:37.710 --> 04:39.180 You're going to tell me some stories. 04:39.310 --> 04:39.660 Right. 04:40.500 --> 04:45.350 However, and there's not we're not just talking about any stories. 04:45.360 --> 04:49.570 The facilitator probably prepared a couple of stories they would like to hear more about. 04:49.770 --> 04:52.250 So saying that it's not just any story here. 04:52.260 --> 04:57.180 I'm interested in what happens when a payment for a sent invoices receipt, for example. 04:57.450 --> 05:02.940 So you should ask a facilitator what kind of prepared you can call those stories, who can call in scenarios, 05:02.940 --> 05:05.160 who can call them processes or whatever. 05:05.430 --> 05:09.900 But you have prepared a couple of scenarios that you would like to hear about. 05:10.680 --> 05:12.480 And then you ask them, can you tell them it is? 05:13.830 --> 05:18.540 And then you listen and listen and listen very carefully and try to in real time. 05:18.540 --> 05:19.170 I usually do. 05:19.170 --> 05:26.640 So I usually sit in the tool and have it on on a slide so you can see much of it on the monitor and 05:26.640 --> 05:30.420 then everybody can see how the model evolves, why the people are actually talking. 05:30.420 --> 05:33.390 And I might be then pausing and placing questions. 05:33.390 --> 05:34.580 So that's what we need to talk about here. 05:34.980 --> 05:37.590 So let's say here's one of the participants. 05:37.600 --> 05:38.400 Yeah, sure. 05:38.430 --> 05:39.990 I can tell you a story about this. 05:39.990 --> 05:43.380 So payments are received to our bank accounts twice per day. 05:44.190 --> 05:49.560 Every payment has a reference text, which we use to figure out which invoice the payments relate to. 05:49.800 --> 05:52.080 And maybe they tell more and more stuff here. 05:52.080 --> 05:54.360 But let's say that this is kind of the first part. 05:54.360 --> 05:56.420 This is the first step in his story. 05:57.360 --> 05:59.370 OK, so use the facilities that aggregate. 05:59.550 --> 06:03.210 Can we just take a short break in our story here and recap to see if I got it right? 06:03.210 --> 06:07.800 Because during when he said this and maybe he just you know, this was a very short version of it, 06:07.800 --> 06:09.240 maybe talk to you for a couple of minutes. 06:09.510 --> 06:14.520 Then during that time, you will actually have already popped up some boxes on your diagram and tried 06:14.520 --> 06:16.370 to connect them to second. 06:16.440 --> 06:19.470 You just have a short pause here and see if I understand correctly. 06:19.950 --> 06:25.260 So a payment for Nimoy's is made by Paey and includes a payment reference. 06:25.260 --> 06:27.620 The payment is received at a bank account, is that right? 06:27.930 --> 06:32.090 So we have this payment that pays one invoice, OK? 06:32.370 --> 06:37.620 And an invoice could be paid by one or zero invoices, sorry. 06:37.620 --> 06:41.880 And an invoice could be paid by one or zero payments at a given point. 06:42.900 --> 06:49.260 And a payment is made by AP and it includes the payment reference, you're saying. 06:49.680 --> 06:51.500 And it's received in a bank account. 06:51.750 --> 06:56.040 Yeah, but so here's the story then continues. 06:57.750 --> 07:02.520 The pay could in practice write whatever we like in the reference field and in many cases of payment 07:02.520 --> 07:05.430 should be able to pay multiple or only parts of an invoice. 07:05.730 --> 07:09.150 We allocate the payment per invoice line. 07:10.530 --> 07:11.070 All right. 07:11.220 --> 07:13.310 OK, so it looks like this, right? 07:13.320 --> 07:19.800 So then you have changed them all during when he now started to detailing himself in his story here. 07:20.580 --> 07:21.150 You said that. 07:21.150 --> 07:24.090 OK, so it's not exactly as I wrote first, it's more like this. 07:24.390 --> 07:26.130 So we have an invoice and an invoice. 07:26.130 --> 07:27.390 Lying contains invoice. 07:27.840 --> 07:29.790 So an invoice contains invoice lines. 07:31.520 --> 07:38.690 And then you are allocating a payment to the invoice lines so a payment could actually have multiple 07:38.690 --> 07:42.600 payment allocations, but each payment allocation is per invoice line. 07:43.660 --> 07:43.800 Correct. 07:44.570 --> 07:45.310 Yeah, nice. 07:45.320 --> 07:47.300 And you said you figure out which invoice. 07:47.860 --> 07:48.640 How do you do that? 07:49.430 --> 07:51.230 So then the story continues again. 07:51.760 --> 07:58.190 Yeah, the system tries to find a match for us, but if it does not, then the payment will be put on 07:58.190 --> 08:04.160 either agreement, customer or general suspense to be handled manually by US cash officers. 08:05.150 --> 08:06.970 OK, and let me see if I got that right, too. 08:06.980 --> 08:13.190 So a payment can also be allocated to one of three types of suspense accounts, depending on the knowledge 08:13.190 --> 08:15.000 you have acquired about the payment. 08:15.890 --> 08:22.490 So we saying here that actually the payment allocation could be done either if we find the invoice match, 08:22.520 --> 08:27.560 then we allocate one or more invoice lines and have one or more allocations. 08:27.920 --> 08:33.650 But if we don't find the Nimoy's line because the reference might not be pointing to one particular 08:33.650 --> 08:37.190 invoice line, then it will end up in this suspense account. 08:37.370 --> 08:42.740 And there are three types of suspense accounts as general suspends customer suspense and agreement, 08:42.750 --> 08:51.170 suspense and the agreement suspense is tied to an agreement that was the origin originating entity for 08:51.170 --> 08:54.850 actually producing the invoice, and it could be on the customer. 08:54.860 --> 08:59.330 So a customer could have multiple agreements and we might not even find which agreement we're talking 08:59.330 --> 08:59.720 about. 08:59.870 --> 09:02.630 And then it will be put on the customer's suspense. 09:02.840 --> 09:06.800 Or if we not even find the customer, we actually will have it on general suspense. 09:07.910 --> 09:09.740 That's almost 100 percent correct. 09:09.750 --> 09:16.900 However, it doesn't have to be the customer who receives the invoice and so on. 09:16.940 --> 09:18.650 So here's the kind of story goes on. 09:18.690 --> 09:20.990 I think it can see how the pattern evolves here. 09:21.000 --> 09:25.790 So they are starting talking about a specific story that you wanted to hear about. 09:26.090 --> 09:32.330 And once they have done a couple of steps in it, then you posten in trying to see does this look correct? 09:32.330 --> 09:39.650 Or and you try to kind of recent questions based on what your model and you get them their answer and 09:39.650 --> 09:45.100 then they will continue and but remember here so you are not the expert, as I already said. 09:45.110 --> 09:47.720 Hence you should be asking the questions here. 09:49.820 --> 09:53.960 So one thing here you can do a type of question is like a parable. 09:53.960 --> 10:00.650 So if you have similar situations going on, so you maybe have experienced a similar situation, a completely 10:00.650 --> 10:06.410 different workshop or during this workshop, then you can try to see whether this similar situation 10:06.410 --> 10:08.630 have something in common, what you need now here. 10:09.000 --> 10:15.050 So would it be possible to treat this ex, whatever it is you're modeling right now as a type of contract? 10:15.860 --> 10:16.760 That could be a question. 10:16.820 --> 10:21.950 Yeah, and if it is like a contract, who is then the buyer and what is bought, actually? 10:21.950 --> 10:23.870 So then you can start kind of making issue. 10:23.870 --> 10:29.900 If it is like a contract, then it might have the same structure of contracts that you have gained knowledge 10:29.900 --> 10:30.650 about before. 10:30.890 --> 10:35.370 And IT contracts usually have a buyer and you have a product that you're buying and so on. 10:36.200 --> 10:42.980 So that's one way of trying to make inferences with other similar situations that you might have bumped 10:42.980 --> 10:43.400 into. 10:44.600 --> 10:49.150 Another thing is, of course, that question the current stated model. 10:49.670 --> 10:51.100 So is it really true? 10:51.110 --> 10:52.650 So let's say that you model something here. 10:52.670 --> 10:57.800 Is it really true that you can only apply for one product in each application or can you have multiple? 10:57.800 --> 10:59.940 You said one, but I just want to make sure. 11:00.320 --> 11:08.300 So you kind of go and make so make specific questions about what you explicitly have model because they 11:08.300 --> 11:11.990 might just have told you one scenario out of five scenarios or something. 11:14.950 --> 11:21.400 And, of course, very stupid questions, so play the role of the donkey here, so I thought I might 11:21.410 --> 11:26.960 have might be a bit stupid here, but could anyone tell me actually what exactly a train is? 11:27.640 --> 11:33.790 So I don't know if you have done logistic models and logistics and marshalling yards are going to have 11:33.790 --> 11:35.260 an example about that later on. 11:35.740 --> 11:41.530 But trains is actually something that is quite complex when it comes to that. 11:41.530 --> 11:47.170 You might have a very general notion about what train is, but ask a person that is working in and the 11:47.170 --> 11:49.950 logistics, you will have a completely different answer. 11:53.570 --> 11:58.700 And you can state implications, as I said, from the current model, so can you verify this statement? 11:58.970 --> 12:02.860 All product process must be overridden and connected to an agreement price. 12:03.230 --> 12:04.160 So that could be. 12:04.460 --> 12:09.980 So you're using the model that you'd found out so far because you are very much more skilled in reading 12:09.980 --> 12:11.690 models than the participants are. 12:11.880 --> 12:18.650 Then you can use what you're modeling to kind of raise some trick questions and implications on the 12:18.650 --> 12:21.020 model that they might have not as foreseen yet. 12:21.500 --> 12:26.930 And then that will also lead into even more understanding in the story and then they usually continue 12:26.930 --> 12:28.180 to tell you more about it. 12:30.880 --> 12:37.120 Another thing is to involve yourself as an actor in the actual story, so if you're getting stuck on 12:37.120 --> 12:39.290 a on a situation, then you say something. 12:39.620 --> 12:44.770 Let's say that I'm the employee here at a collaboration partner of ours and a customer comes in and 12:44.770 --> 12:46.780 wants to find out about what do I do. 12:47.230 --> 12:53.110 So you're kind of involving yourself in the in this role play saying that you are taking on a specific 12:53.110 --> 12:57.010 role when you ask them as a director, what's a natural thing for me to do here? 12:58.060 --> 13:02.920 So, for example, you will fill in the basic credit terms, request a calculation and give the quote 13:02.920 --> 13:03.640 to the customer. 13:03.650 --> 13:08.020 So just that sentence gave us kind of four new things that we needed to delve into. 13:08.020 --> 13:10.030 OK, credit terms to say, what's that? 13:10.030 --> 13:11.470 And a calculation. 13:12.100 --> 13:12.670 What's that? 13:13.030 --> 13:13.690 A quote. 13:13.850 --> 13:16.530 Oh, OK, complete any word and so on. 13:16.540 --> 13:18.310 Is that connected to customer and so on. 13:20.350 --> 13:22.560 So maybe you're seeing the process here. 13:22.570 --> 13:24.840 I'm trying to to get here is nuts. 13:24.920 --> 13:28.550 And as I said, this is the kind of a usual type of process I use. 13:28.550 --> 13:30.830 So it's a very iterate in its nature. 13:30.850 --> 13:36.100 During the workshop, you start the workshop by defining which stories you would like to cover in this 13:36.100 --> 13:37.110 specific workshop. 13:37.600 --> 13:44.350 Then you ask the participants to start telling the stories and maybe you name a particular person or 13:44.350 --> 13:46.120 you ask them who would like to start? 13:46.120 --> 13:46.520 Kind of. 13:47.650 --> 13:53.490 Then they start telling the story and in parallel for when they are talking to them, then you're modeling. 13:53.500 --> 13:59.250 So that's also why you need to be quite skilled in actually joined diagrams. 13:59.250 --> 14:05.590 So in if you haven't done this for 10 or 15 years that I've been doing, then you could have a roll 14:05.590 --> 14:09.700 of a document or in the workshop as well is actually documenting when you are facilitating. 14:09.700 --> 14:16.060 So that's depending on how how comfortable you think you are in actually modeling and listening at the 14:16.060 --> 14:16.730 same time. 14:17.470 --> 14:21.760 So if you're not feeling comfortable, if it's very beginning, then have a documentary that is doing 14:21.760 --> 14:25.330 the modelling, but also that everybody needs to see it the whole time. 14:25.600 --> 14:28.920 You could use yellow sticky notes if you like. 14:29.290 --> 14:35.200 The problem with that is that it tends to be a large model and you tend to would like to shift it around 14:35.200 --> 14:36.730 all the time during the workshop. 14:37.000 --> 14:41.530 So I think it's actually better to use some type of of a tool for this. 14:41.530 --> 14:44.380 And there are a number of different tools to do the animal models. 14:44.400 --> 14:44.560 And 14:47.590 --> 14:50.830 one good actually Web based tool is called Griffy. 14:50.930 --> 14:51.730 You can check that out. 14:51.760 --> 14:53.500 I think that's very it's a very good tool. 14:56.390 --> 15:03.380 So you model the concept at the same time you're hearing the story and then you are pausing them because 15:03.380 --> 15:07.670 you have done a couple of new concepts, maybe you're done a couple of new association between existing 15:07.670 --> 15:14.210 concepts and then you start racing control questions, maybe do some role playing and maybe derive and 15:14.210 --> 15:19.070 implicate knowledge from the model and ask them whether it's true or false. 15:19.640 --> 15:23.390 And then based on their answers, you kind of then corrected. 15:23.570 --> 15:29.090 And once you've done that, you say, OK, even they either they start actually then continuing the 15:29.100 --> 15:33.800 story naturally, of course, or then you maybe have to recite to see here's where we stop when we paused 15:34.310 --> 15:35.540 and could we then start again? 15:35.540 --> 15:35.950 What happened? 15:35.960 --> 15:36.720 What's the next step? 15:36.740 --> 15:37.430 Now we done this. 15:37.430 --> 15:38.710 What's the next step in the story? 15:40.520 --> 15:46.040 And then basically you do this in iterations until you're more or less done. 15:46.040 --> 15:51.540 We run out of time or whatever it is or the stories, and you continue with the next story. 15:52.460 --> 15:58.150 So that's basically how you do perform it in the workshop. 15:58.940 --> 16:01.460 So now it's just to begin. 16:01.610 --> 16:04.580 And as I said, this is a practice that you need to learn. 16:04.880 --> 16:09.500 So you actually need to run workshops and workshops and workshops and works. 16:09.500 --> 16:16.010 And I run literally hundreds of these kind of workshops on the unfortunately, the the the trick here 16:16.340 --> 16:23.420 is to just do it, go out and do it, because you need to be comfortable in being the facilitator and 16:23.420 --> 16:28.400 know that you can actually pull this off and that you can handle a group of maybe 10 people that could 16:28.400 --> 16:35.210 be kind of quite senior in the role in an organization and to get a result that everybody is actually 16:35.210 --> 16:36.970 think is very valuable. 16:37.340 --> 16:47.990 So start practicing, practicing, practicing, practicing, take small areas where you can just do 16:47.990 --> 16:53.090 a very narrow maybe analysis with just a couple of people and then you grow from that. 16:54.530 --> 16:56.060 But this is not the end lecture. 16:56.060 --> 16:56.420 Of course. 16:56.420 --> 17:00.260 This is just the first lecture where we talked about, like, how you can apply storytelling. 17:00.270 --> 17:05.900 Now I'm going to go into more tricks of the trade, so to speak, that you also use during the workshops. 17:06.800 --> 17:07.310 Great. 17:07.560 --> 17:08.260 See you there.