According to research, one in seven clients has an unvoiced complaint. Do you know how your clients feel about your firm's service?  

In today’s episode, Alyson Fieldman, founder of Rockit Results, an independent consulting firm specializing in strategic marketing for high-growth professional services firms, shares her expertise in client experience (CX) and why it is a strategic differentiator in the marketplace. Alyson explains that CX is the sum of all a firm's touchpoints with its clients and how it makes the client feel. She emphasizes the importance of empathy and understanding the emotional components of CX, which technical professionals often overlook. 

The key to happier repeat clients, less client attrition, more client loyalty, an easier sales cycle, and more referrals is to ask, listen, and act. It’s as simple (and as complicated) as that. Although it requires time, resources, and ongoing effort to get to the bottom of what your clients really want and to make the changes that will give them that, it will always be a worthy investment!  

Key Points From This Episode:

• Alyson shares her thoughts on why client experience (CX) is a strategic differentiator in the marketplace. 
• Elements that CX is made up of and why they matter to your firm’s success.
• The difference between client service and client experience. 
• Why so many professional services executives struggle with CX.
• Examples of different CX approaches.
• Ask, listen, act; why this is Alyson’s favorite CX approach.
• How to ask questions in a way that will allow you to make the biggest impact.
• The opportunity that presents itself when there is a breakdown in client service.
• Some of the obstacles that prevent companies from enhancing their CX.
• The many benefits of taking the time to understand what your clients really want.
• Why CX is a program rather than a project.
• Examples of the types of questions to ask your clients in order to understand their feelings towards your company. 
• How to respond to different types of client feedback.
• The best place to start on your journey of improving CX.

Alyson Fieldman on LinkedIn
Rockit Results
Connection Builders
Alex Drost LinkedIn

Does it ever feel as if your life has become mechanical or routine? Do you find that it’s becoming more and more difficult to find success in your career? This is the episode for you! Today, we speak with keynote speaker, CPA, yogi, technologist, TEDx speaker, Breaking Beliefs Podcast host, and CEO of the B3 Method Institute, Amy Vetter, who guides business professionals on their journeys to become happier, more engaged, and more successful. 

As a CPA and a yogi, Amy has a unique perspective to offer on achieving work-life harmony, changing our thoughts and habits, becoming connected leaders, and more; all of which we discuss in this episode. Above all, Amy emphasizes the importance of doing the work, and she encourages listeners to step back, get still, and embrace new perspectives, especially when doing so feels like it challenges your existing belief systems. To discover some of the tools you need to overcome adversity, identify your personal purpose, and align it with the work you do, be sure to tune in to this insightful conversation with Amy Vetter!

Key Points From This Episode:

• A look at the B3 Method Institute and its methodology: business plus balance equals bliss.
• The importance of doing the work to change your thoughts, habits, and belief systems.
• Tips for taking the first steps on your journey to transform your work and life.
• Dispelling the myth that there’s never “enough time” for self-development.
• Why individual buy-in is essential for workplace transformation.
• Leadership, self-deception, and the importance of prioritizing people.
• What it means to become a more connected leader (according to Amy).
• Key elements of successful workplace transformation, including intentional culture.
• The role of empathy, mutual respect, collaboration, detachment, and mindfulness.
• Listening and feedback techniques for connected leaders.
• Finding the energy for iterative growth and the value of learning in real-time.
• Why firms need to evolve to continue to attract the talent they want.
• How organizations can benefit from allowing people to inform their strategy.
• Actionable advice for firm leaders: begin with self-assessment.

Amy Vetter
The B3 Method Institute
Breaking Beliefs Podcast
Disconnect to Connect
Business, Balance & Bliss
Amy Vetter on LinkedIn
Amy Vetter on Twitter
Amy Vetter on Instagram
Connection Builders
Alex Drost LinkedIn

Small and aspiring CPA firms face several formidable challenges. From workload management to technology implementation and expanding their professional expertise, they will likely spend a disproportionate amount of time and energy on things other than building their book of business and serving clients. To solve this problem, today’s guest started a firm that provides the necessary resources and support to enable CPAs to build scalable, profitable practices and stay relevant for decades to come—introducing Chase Birky, the co-founder, President, and CEO of Dark Horse CPAs, which was born from the belief that small businesses, intrapreneurs, and entrepreneurs are often seen as “dark horses” amongst their larger, more well-known competitors. Chase believes that the proper guidance can help propel these dark horses to unexpected heights, and in this episode, he shares his goal to democratize the modern CPA firm and provide a better life for CPAs (and, by extension, their clients). During our conversation, we also touch on the need for a safe space to make mistakes, the immense value of mentorship, the role of AI in the future of accounting, and so much more. For a fascinating and insightful conversation with a trusted advisor specializing in serving small businesses and individuals often overlooked, tune in today!

Key Points From This Episode: 

• Two major challenges facing small CPA firms and how Dark Horse solves them.
• Why modern CPAs need support to make the leap and build a scalable practice.
• Advice for burnt-out senior managers who want to step out on their own.
• How Dark Horse helps CPAs gain perspective and gives them a “safe place to fail.”
• The value of eliminating uncertainty while offering guidance and mentorship.
• Obstacles Chase encountered as he pivoted his own business.
• Chase’s take on the future of accounting and the role of AI.
• How technology will augment the way solopreneurs and micro-firms perform.
• The rise of fractional CFO services for small to midsize organizations.
• Why the road to success is paved with systematized, scalable, “outsourceable” offerings.
• A non-binary reflection on the 150-hour credit requirements for CPAs.
• Free and budget-friendly alternatives to formal education, including podcasts.
• Where and how you can learn more about “the CPA firm built for CPAs!”

Chase Birky
Chase Birky on LinkedIn
Dark Horse CPAs
Book a Discovery Call with Chase
Connection Builders
Alex Drost LinkedIn

Investing in Your Growth and Development with Lenny Dacanay.

The link between business development and leadership may not be evident straight away, but it’s one today’s guest, Lenny Dacanay, has paid a great deal of attention to. In this episode, Lenny talks about how his idea of business development has evolved from a sales-focused one to a problem-solving one, and why this shift showed him that leadership skills were non-negotiable. Lenny also shares how he went from the speaker to the listener. He realized that to help his clients in the best way, he needed to unearth their problems and get to the heart of their issues. Through becoming client-centric, Lenny has managed to cultivate his empathy and trust-building skills. While it is not always easy being honest, Lenny has seen the power of it in forging strong relationships. Throughout the conversation, Lenny emphasizes the importance of understanding the complex nature of the people you work with. Everyone has their struggles, so approaching people with kindness first will always go a long way. We round the show off by hearing about Lenny’s experience with his coach and how it has made him a better leader, along with the importance of making time to consume content that promotes your learning. This was a fun, enlightening conversation, so tune in today!

Key Points From This Episode:

•  Why Lenny has focused on building his leadership skills and how it ties into business development.
• Lenny’s ‘aha moment’ when he saw how his leadership education was helping his business development skills.
• How Lenny’s thinking about business development has evolved over time.
• What Lenny would do differently to help his clients solve their problems if he could go back in time.
• Lenny’s understanding of authenticity and what it means to him professionally.
• How Lenny approaches clients who are not willing to confront the truth.
• Understand that relationships are built with people who have their own lives and struggles.
• Lenny’s experience with his coach, how he engaged with her, and the valuable skills he’s gained.
• Some habits Lenny has used to aid his personal and professional growth over the years.
• The importance of fueling your mind with positive, growth-forward content.
• Lenny’s piece of advice for anyone starting out in the business — always be open to learning.

The Eisenhower Matrix
Lenny Dacanay LinkedIn
Alex Drost LinkedIn
Connection Builders LinkedIn

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Communication is Key with Christopher Letts

Being able to communicate effectively is perhaps the most important of all life skills. Today’s guest is Christopher Letts, Chairman and past President of ACG Detroit. In this episode, we discuss the importance of communication as a professional. Chris shares some thoughts on how to improve this critical skill set, firstly from the perspective of public speaking, and then in the context of interpersonal communication and the written word. Prepare, practice, learn from your mistakes, learn from others, and don’t be afraid to be vulnerable! Vulnerability and transparency are important in breaking down barriers in communication, and putting in the time and effort to improve your spoken and written communication can differentiate you from your competition. More on effective communication from Chris Letts in this powerful and important episode; don’t miss it!

 
Key Points From This Episode:

• The value and power of communication and what it means to Chris in his career.
• How Chris anticipates and addresses the anxiety and physical response to public speaking.
• Controlling responses through repetition and preparing properly for public speaking events.
• Learn from failure, watch recordings of yourself, and don’t be afraid to make mistakes.
• Chris cites Winston Churchill as an inspiration for his own communication evolution.
• Communicating with executives and clients – know your audience and find consensus.
• The importance of vulnerability and transparency to break down barriers in communication.
• The fine line between confidence and arrogance and knowing when to admit you are wrong.
• Written communication like email, text, or long-form communication – be clear and concise!
• Reflective communication – understanding how someone communicates and applying it.
• What Chris has learned about control in long-form communication through practice.
• Good public speaking and written communication skills are ways to differentiate yourself from your competition in nearly any industry.
• How to ensure that others interpret what you say correctly by listening and asking questions.

Christopher Letts LinkedIn
Alex Drost LinkedIn
Connection Builders LinkedIn

Have thoughts or comments? We want to hear from you. growth@connection.builders

Getting Comfortable in Uncomfortable Situations with Rich Grant.

In an ever-changing world, where we are all increasingly confronted with difficult conversations, it would be easy to retreat and go back to our comfort zones. But growth does not happen here; it happens when you are uncomfortable, and you are pushed to find a way through. Being in uncomfortable situations has contributed enormously to today’s guest, Rich Grant’s, professional and personal growth. As the Director of Business Development for GO, Growth Operators, Rich’s path to the role was not a conventional one because he did not come from a finance or consulting background. Rather than dwelling on this, Rich realized that his skills, albeit different from his colleagues, are equally as valuable. We begin this episode by hearing more about some of these uncomfortable situations Rich has found himself in and the lessons he has taken away. From there, we move onto the topic of diversity. As a Black man in a predominantly white industry, Rich realizes that his background and experiences are unlike anyone else's. He stresses the importance of diverse stories and perspectives in work environments. There is a symbiosis between colleagues where everyone has value to bring, but this calls for greater inclusion of voices that have been marginalized. We then turn our attention to a different side of discomfort – being vulnerable. It can be hard to admit when you do not have particular knowledge, but this humility and openness to learning is where Rich believes we grow. This was an incredible conversation, so be sure to tune in!

Key Points From This Episode:

• How Rich has used uncomfortable situations to propel his professional growth.
• A story of a time where Rich found himself out of his depth and found a way to make it work.
• The power of asking questions and taking a personal interest in people.
• Rich’s experience of being a Black man in a generally homogenous industry, and tips for other minorities in similar situations.
• Why it’s so important to have diverse thinking in a workspace.
• The mutual sharing and learning benefits that come with a diverse work environment.
• Some views, like racism, are deal-breakers, but a difference of opinion is not one of those things.
• If you cannot face difficult conversations, it’s not possible to progress and move forward.
• What Rich means by ‘thinking independently together,’ and why he thinks it’s a valuable approach
• Put yourself in uncomfortable situations so that you can grow personally and professionally 

Rich Grant LinkedIn
Alex Drost LinkedIn
Connection Builders LinkedIn

Have thoughts or comments? We want to hear from you. growth@connection.builders

Serve on a Board, Grow Your Network, Follow-Up is Critical & Identify Good Mentors with Karin Kovacic.

 When you are in the process of business development there are several key factors to remember including the importance of being authentic, being reliable, focusing on genuine connections to build your network, and seeking advice from the right mentors. These can be daunting if you find yourself not sure of where to start with the whole process. Today we continue our series of conversations with professionals and discuss some of these basic points with our guest, Karin Kovacic. Karin is a Managing Director at Neptune Financial, a tech-enabled lower middle market lender. During the episode, we dive into the topics of serving on a board to grow your network, the power and importance of follow-up, and the value of identifying good mentors to aid in your professional growth and development. Stay tuned to learn more about how to connect and grow your network!

Key Points From This Episode:

• We unpack what business development is: It’s all about your brand. 
• The importance of authenticity in your role in business development.
• Trust, personal relationship, and what differentiates you from the rest. 
• The power of volunteering on a board and how it helps your network.
• Being reliable: Following through and doing what you said you’re going to do.
• The importance of touch-points when building your network.
• Advice on seeking and finding the right mentors.

Karin Kovacic LinkedIn
Alex Drost LinkedIn
Connection Builders LinkedIn

Have thoughts or comments? We want to hear from you. growth@connection.builders

Build Your Community and Pay It Forward with Eric Fischer.

We know that a successful career begins with meaningful connections. Everyone you connect with intentionally will have something of value to give and offer a different angle to the same problem. The reality is that doing things by yourself is tough! We need to focus on becoming the best for our community, to learn to truly listen to what’s going on out there, to hone our public speaking skills, and to build effective teams! Today’s guest is Eric Fischer, a tax partner with BDO out of Grand Rapids. During our conversation, Eric shares his thoughts on what it means to build your community and how you can go about paying it forward. We hear different strategies on how to build your network, what skills are important, how to invest in other people to help them grow, and the concept of passing on your knowledge and opportunity to help others. Stay tuned for all that and more on today’s episode of Branch Out!

Key Points From This Episode:

• Eric shares some of his thoughts around building community and community involvement — what that means to him and how he’s applied it in his personal and professional lives.  
• Why public speaking and being able to communicate is a critically important skill to hone. 
• How giving to, and helping other people grow makes you grow in return. 
• Eric shares more about the idea behind his Pay It Forward group.
• Building your network from different angles: Your own personal board of directors. 
• How to get out and actually build your network: Overcoming common challenges.
• The importance of hearing problems from many different angles to find solutions. 
• As leaders we need to help our teams grow and reach their full potential. 
• The importance of finding your team's internal strengths. 

ACG Cup - Western Michigan
Eric Fischer LinkedIn
Alex Drost LinkedIn
Connection Builders LinkedIn

Have thoughts or comments? We want to hear from you. growth@connection.builders

We’re no longer in the era where bosses say, “You work for me.” People want to own their careers and personal growth. To thrive in the modern workplace, where collaboration is the new norm, team leaders need to sharpen their leadership abilities. Our conversation with today’s guest, RSM Audit Partner Howie Siegal, reveals what qualities excellent leaders need along with the tools that can help you become a better one. Howie talks about why embracing feedback and being a good communicator is the foundation of successful leadership. Based on his own experience, Howie shares how the ‘lead by example' style of guiding teams doesn’t work and that the essence of leadership lies in providing accountability, challenging your team, and sparking constructive debates. This results in a multiplying effect that improves your team’s performance. Howie contrasts this approach with that of the ‘accidental diminisher,’ who ends up taking opportunities away from people. Emphasizing the importance of boosting your soft skills, Howie talks about how coaches, ranging from your spouse to your colleagues, are vital in improving your leadership ability and providing you with alternate perspectives. While some are innately better at it, Howie highlights that anyone can learn good leadership. Tune in for more on how you can become a better leader. 

Key Points From This Episode:

• Why being a good communicator is a hallmark of successful leadership.
• The importance of reflecting on your communication and having people give you feedback.  
• Why you should implement a ‘360-degree’ feedback process into your annual plan. 
• Learn about how Howie’s leadership style allows his team to own their careers.
• The difference between delegation and directing people to follow instructions.
• How you can avoid being an ‘accidental diminisher’ and let your team grow.
• Why we need to develop soft skills to sharpen our leadership abilities. 
• How professional coaching helped Howie become a better leader.
• Why Howie will remove barriers but won’t ‘give people answers’.
• Finding a mentor is key to accelerating your growth, especially when you’re young.
• All great leaders seek perspective from people outside of themselves.
• How building a network of coaches around you will better your leadership ability. 
• The complexity of modern work and how it increasingly requires collaboration. 

Howie Siegal LinkedIn
Alex Drost LinkedIn
Connection Builders LinkedIn

Have thoughts or comments? We want to hear from you. growth@connection.builders

As rising professionals, it’s important to learn that both building relationships and serving your clients are major parts of growing your business. On the show today we welcome James Reid, a partner with Dinsmore & Shohl, a national law firm based out of Cincinnati, Ohio. James is based out of metro Detroit, and his practice focuses on labor law and dispute. Throughout his career, James has done a phenomenal job of not only going above and beyond for his clients and providing that superior service that is needed as a professional but has also built up his network along the way. During our conversation, we will be discussing advice for rising professionals who are looking to grow their networks and establish strong relationship foundations while also putting their clients at the forefront of their mission. We talk about managing your time to optimize outcomes, leveraging your networking, practical tips to help you succeed, dealing with change, and much more! So stay tuned and don’t miss out on this insightful episode!

Key Points From This Episode:

• James shares some steps and thought processes he went through to establish his career. 
• He explains the magic number of 5.
• Tips on how to manage your time and how to drive the best result outcomes with your time.
• How to leverage your networking to get a return on your investment. 
• Not defending your network: A mindset to embrace.
• The importance of using your electronic calendar and how to make it work for you.
• The power of LinkedIn with regards to networking and the trusted advisor role.
• James talks about finding his focus and the mistakes he made along the way.
• The above and beyond factor: Giving 110% all the time.
• How to deal with change and remain adaptable.
• Advice James would give his younger self.

James Reid LinkedIn
Alex Drost LinkedIn
Connection Builders LinkedIn

Have thoughts or comments? We want to hear from you. growth@connection.builders

The business world has both personal and professional aspects; it’s not binary, it’s both. Being kind in a competitive world is important because you are not just looking for a contact, you are looking to broaden your world. You need to adopt the mindset that every person you encounter is of value and has something of substance to share, whether it’s business-related or everyday life. Today on the podcast we welcome Kim Easterle Mattes. Kim has been a friend for many years and we have had the opportunity to work on multiple transactions together. Kim is a VP at AON Risk Solutions in Detroit, Michigan. In today’s episode, we unpack thoughts on ‘People Are Interesting,’ and ‘The Power of Trust,’ and so much more. Stay tuned for an insightful conversation with Kim and me.

 
Key Points From This Episode:

•  Kim unpacks the statement “The Power of Simply Being Kind in the Competitive World”.
• Examples of how to find value and interest in everyone — People are interesting. 
• Conversational tips for getting to know people at networking events.
• The importance of building relationships before looking for business opportunities. 
• How to maintain friendships and continue to find value in people.
• Team business development versus doing it alone.
• The power of trust as a foundation in teamwork.
• How to build trust in the business development environment. 
• The importance of being vulnerable.
• Constant evolution: Reinventing yourself and how it plays in your career path.

Kim Easterle Mattes LinkedIn
Alex Drost LinkedIn
Connection Builders LinkedIn

Have thoughts or comments? We want to hear from you. growth@connection.builders

In this episode, we dive into a conversation with David Swatosh, a senior manager at BDO—one of the world’s largest accounting firms—to discuss some of the challenges involved in moving from a small regional firm to a large multinational one. David was able to leverage the power of internal networking to overcome some of the weaknesses in his existing network as well as to lean into some of his personal strengths. He discusses what he has done to accelerate his business development within BDO, and also advising listeners on building relationships in the context of the COVID-19 pandemic. One of the most fruitful ways of making connections and keeping in front of your target audience is by educating people and also finding specialists with whom to consult when you lack knowledge in a specific area. Joining in the conversation, listeners will also learn why attending large networking events are not the be-all and end-all and how it is all about knowing what you are good at and playing to your strengths.

Key Points From This Episode:

•  The challenge of developing a new network when transitioning from a small to a large firm. 
• What David has done to accelerate his business development efforts in BDO. 
• Advice for building out your internal relationships before and after COVID-19. 
• Suggestions for spending your time and efforts strategically in business development. 
• Bringing thought leadership to other partners and using it as a marketing tool for his services. 
• The importance of educating internal and external parties in your network. 
• The value of having specialists to consult with and offering your expertise in return. 
• Differentiating who you are, your role, target market, and where your revenue comes from. 
• Thoughts on the value of attending large networking events as an introvert. 

David Swatosh LinkedIn
Connection Builders LinkedIn

Have thoughts or comments? We want to hear from you. growth@connection.builders

Our guest today is Grant Marcks, the principal and head of business development for Atlantic Street Capital, here to discuss the idea of your relationship equity and keeping it in the black as well as having a data-driven process while remaining authentic in your networking and business development efforts. Grant talks about paying it forward in a real way, showing that you have taken genuine interest and are committed to the follow-through rather than simply repeating the words you think people want to hear. What is particularly challenging is finding the balance between growing the size and scale of your network while remaining authentic and coming at each relationship from a personal perspective. But Grant assures listeners that they cannot go wrong with authenticity and transparency. He shares how his outreach approach has evolved over the years, how he keeps connected with people further afield, and the role of data in helping you to relate to people in a personal manner. We also get into the difference between activity and productivity, the value of simply chasing down the numbers, and why you should never presume to know where your next deal is coming from. 

 

Key Points From This Episode:

• The importance of finding ways to create real connections with people. 
• What it means to pay it forward authentically instead of just saying things by the book.
• Follow-through and genuine interest: two things that distinguish those who really want to help.  
• The balance between building out the size of your network while remaining authentic. 
• How Grant’s outreach approach has evolved since he started at Atlantic Street Capital. 
• Advice for getting in front of and staying engaged with “second-degree” connections. 
• Examples of how data and CRM can help you to approach people on a more personal level. 
• Grant’s stance on the best communication mediums from a relationship-building perspective. 
• Keeping focused on deals amid the stunted market presented by the COVID-19 crisis.
• The importance of authenticity and honestly when it comes to relationships and deals. 
• Differentiating between activity and productivity and building purpose-built relationships.
• Never taking people for granted and presume to know where your next deal is coming from. 
• Making your mark through authentic relationships that become assets to your network. 

Grant Marcks LinkedIn
Connection Builders LinkedIn

Have thoughts or comments? We want to hear from you. growth@connection.builders

A big part of business development is communication; selling yourself or someone else, building relationships, making a pitch, and so on. As a professional, you should build up the skillset to truly be able to articulate what value, skills, and experience you (or your group) have. Today, we are joined by Alex Egan, a director at Kaufman Rossin, a full-service public accounting and consulting firm. Alex leads a team of consultants and advisors who specialize in helping broker-dealers, RIAs, FinTech companies, banks, and other financial services firms, address their compliance risk and regulatory challenges. As listeners tune in, they’ll hear from Alex about his career journey and how the skills he acquired prepared him for his current role as a consultant and advisor. We discuss how communication is essential to creating value for clients and the benefit of a team-based approach to business development. If you want to gain insights on how to communicate in a way that’s going to present your true self, then don’t miss out on this episode. 

Key Points From This Episode:

• Alex shares with listeners about his background and unique career path.
• More about what Alex does today and how he got there; from military to consulting.
• Alex gives examples of transferable practical experiences/skills gained through his career.
• Why it’s important to be able to truly articulate what value, skills, and experience you have.
• We dive into the topic of business development and what that means to Alex.
• Insights into what makes you successful at building a business, relationships, and driving value.
• Why you should care about the relationships you develop; honing the soft skills to communicate.
• Alex shares his business development journey and process.
• We discuss the concept of business development in groups.
• His thoughts on public speaking, as a communication skill to hone.
• Tips that helped Alex develop his public speaking skill.
• Alex’s advice to someone starting out in their professional career. 

Alex Egan on LinkedIn
Kaufman Rossin
Connection Builders
Alex Drost LinkedIn

Tom Boniface is the Vice President of Business Development at Hilco Global and someone who lives out the practices of intentionality, awareness, and a positive mental attitude in his daily life and career. We chat with Tom today about what these concepts mean to him and how he approaches them in a purposeful and specific manner each day. Tom is a firm believer in focussing on the smaller, controllable things in one's life, arguing that when we do what is in front of us, we can affect greater change and broader achievements over time. We chat about the idea of the 'R' factor and how reactions to the hurdles we encounter are such a big part of how things pan out. The conversation also covers the processes that allow intentionality and reflection; for Tom, drilling down and organizing his activities makes all the difference. From there, we get into the all-important aspects of reflection, self-awareness, and identifying weaknesses, key components to improvement for any professional. The last part of today's episode is spent on the topic of networking and how to navigate social and business events in the best possible way. This means aligning to your own, individual strengths and playing to those as much as possible in order to avoid exhaustion. Listeners can expect to learn a great deal about Tom's attitude and hear some really inspiring ideas for implementing these notions

Key Points From This Episode:

• The power of intentionality and purpose and how this applies to goal setting for Tom.  
• Small steps and reactions on a daily basis on the way to achieving important milestones. 
• Examples of Tom's reactions to common scenarios that arise in his work. 
• Processes and preparedness; making the most of the opportunities leading up to a goal. 
• The small, controllable variables that can determine the results of bigger things. 
• The conditions for effective reflection and how it can play a big part in your growth. 
• How Tom has identified weaknesses in himself and the time it took to address these. 
• The levels to growth and the inspiration Tom has taken from mentors and heroes.
• Tom's struggles with balance and following what feels healthy for you    
• Networking events and working within your strengths to avoid overwhelm. 
• It all comes down to integration and prioritization — making the most of each day.
• Tom's advice for embracing life's challenges!

Tom Boniface LinkedIn
Alex Drost LinkedIn
Connection Builders LinkedIn

Have thoughts or comments? We want to hear from you. growth@connection.builders

Welcome to the Branch Out Podcast, where we focus on the vital professional skills of building connections and networking! Joining us for our first episode is Gary Lewis, founder and managing partner at Aquila Equity Partners in Detroit. We are so excited to share this great conversation with all of our new listeners, as Gary unpacks the foundational nature of this part of his work and why it should not be an occasional pursuit, but rather a daily attitude and exercise. We also get into how to balance the immediate requirements of work with the long-term strategy of networking and relationship building. For Gary, there is a definite selflessness involved in finding commonality and nurturing a shared interest and the keys he points out specifically are open communication and honest dialogue. Our conversation also covers work-life balance, avoiding burnout, and the need for positivity and fresh energy when dealing with people, so make sure to tune in for this fantastic conversation with a great friend and inspiration!

Key Points From This Episode:

• The core value of networking in building connections.
• Measures that Gary has taken to keep networking central to his work. 
• Lessons that Gary learned from a young age from his father and other good mentors. 
• The focus on people in your company and others; allowing everyone to win! 
• Humility, patience, and balance in your approach to professional life.
• Avoiding burnout and learning the painful lessons that lead to longevity. 
• The shared benefits of healthier practices at work and during downtime.
• What is work-life balance? Finding a comfortable and individual standard for yourself. 
• Networking requires positivity; don't forget to bring that energy to the table!  
• The integral position of networking in daily work and people-based business.
• Constant evolution and honesty in the pursuit of building connections and problem-solving.

Gary Lewis LinkedIn
Alex Drost LinkedIn
Connection Builders LinkedIn

Have thoughts or comments? We want to hear from you. growth@connection.builders

Sometimes, a job that was initially fulfilling begins to feel less meaningful over time. Luckily, there are several strategies you can follow to help you reignite your passion for the work that you already do or even redefine your role around what gets you excited! Today, we are joined by Randy Crabtree, speaker, writer, co-founder, and partner of Tri-Merit Specialty Tax Professionals and host of The Unique CPA podcast. Randy is also a two-time finalist for Accounting Today's Top 100 Most Influential People in Accounting and a regular presenter for National Accounting Associations in state CPA societies. In this episode, Randy shares his experience of navigating his mental health after a midlife stroke and his advice for finding passion in the work you do. We also discuss some of the tips and tricks he suggests for mitigating work-related stress, finding direction in your career, and bringing your outside passions to work with you, plus so much more. If you want to find out why Randy believes that “passion is everything,” make sure to tune in today.

Key Points From This Episode:

• How Randy reevaluated his mental and physical health after a midlife stroke.
• Advice for navigating work-related stress and burnout: first, acknowledge it!
• The importance of finding someone to talk to and choosing to reframe your challenges.
• Why Randy decided to redefine his role in the business.
• Determining what you are passionate about and creating your role around that.
• Tips for finding direction in your career as a young professional.
• Ways you can change your daily habits to help you avoid burnout.
• Bringing your outside passions into the work that you do.
• How you can benefit from “shutting down” at the end of the day.
• Insight into why Randy is so passionate about education.
• What advice Randy would give to his 30-year-old self.

The Unique CPA Podcast
Randy Crabtree on LinkedIn
Tri-Merit
Ep. 93: Rethink Your Approach to Work with Dan Montgomery
What’s Your And?
Connection Builders
Alex Drost LinkedIn

Resilience breeds success, and no one articulates it better than Lisa Howze. Lisa is a former Michigan state representative and the former chief of staff and chief government affairs officer for Detroit Mayor Mike Duggan. She is now known as "The Career Transformation Specialist" and joins us today to discuss her book, Candy Girl Mentality. Lisa generously shares an endless stream of wisdom as she breaks down the "candy girl mentality," defining setbacks and disappointments and providing tools to overcome them. We find out what informed her entrepreneurial mindset, how she navigates responsibility, and what she personally gleaned from the process of writing the book. Tune in to find out how best to manage expectations, combat imposter syndrome, and change your situation by changing your mind.

Key Points From This Episode:

• Lisa Howze's journey to writing her book, Candy Girl Mentality. 
• What informed her entrepreneurial mindset.
• The genesis of the title of her book.
• Lisa Howze breaks down the "candy girl mentality."
• Lisa defines setbacks and disappointments and shares examples of each.
• How she learned resilience.
• The art of changing your situation by changing your mind.
• Lisa's process of writing and editing the book.
• How she navigated the responsibility of being Chief of Staff for Detroit Mayor Mike Duggan.
• What to do when you feel like you're in over your head.
• How to combat imposter syndrome.
• How best to manage expectations.
• Lisa's top three tools for bouncing back from major setbacks or disappointments.
• Her greatest takeaway from the process of writing the book.

Lisa Howze on LinkedIn
Lisa Howze on Twitter
Candy Girl Mentality
Connection Builders
Alex Drost LinkedIn

Building a strong network of professional connections ultimately comes down to the time and energy you are willing to invest in those relationships. Today’s guest understands this and has managed to build credibility by consistently looking for new ways to add value. George Sirignano is the Managing Partner of Old City Investment Partners, a firm that identifies high-quality alternative investment sponsors for a growing investor base of families and institutions. George manages Old City’s investing and capital placement businesses, including those of its SEC-registered broker-dealer, and acts as the firm’s general counsel. 

In this episode, he offers insight into Old City’s broker-dealer platform and what sets them apart from other firms. We discuss the importance of advocating on behalf of your clients, prioritizing authentic interactions without distraction, and being open to mentors who might not be the obvious choice, plus so much more! You could say that collaboration, credibility, and curiosity are the three C’s of George’s unique approach to facilitating engagement between broker-dealers and building a network of meaningful relationships.

Key Points From This Episode:

• An introduction to George and the services that Old City offers.
• Insight into the process of raising capital for funds and private companies.
• A look at the expertise and network value that Old City provides.
• Why George says he isn’t engaged in “pure play investment banking.”
• The role that collaboration plays in differentiating the Old City approach.
• How George facilitates engagement across the broker-dealer platform.
• The significance of acting as a trusted intermediary.
• Conflicts that can come up, and the credibility needed to resolve them.
• The huge impact that perception can have, regardless of the facts.
• Why confidence is key in any sales business.
• How Old City has evolved and why they set up the broker-dealer platform.
• What George enjoys about advocating on behalf of his clients.
• The importance of consistently working on your relationships.
• Benefits of helping investors in different areas of their careers and lives.
• George’s advice for building a network of meaningful relationships.
• What it means to be open to “conscious serendipity.”

George Sirignano on LinkedIn
Old City Investment Partners
Connection Builders
Alex Drost LinkedIn
Branch Out Podcast LinkedIn
Connection Builders LinkedIn

The word “sales” often leaves a sour taste in people’s mouths. But sales is different than most people think, as today’s guest explains. Gary Braun, the Co-Founder of Pivotal Advisors, shares why it’s all about asking the right questions. Gary takes us on the journey of how he and his brother launched Pivotal Advisors and the lessons they have learned over the last 10+ years. We debunk negative connotations associated with “sales” and discuss why asking the right questions can build trust and lead to opportunities. Gary shares what it means to shortcut the discovery process, how to have a great pitch when you have little time, the positives of having repetitive systems, and why the fear of change is holding most sales professionals back. Gary also shares insights on creating accountability, the importance of reinforcement, and continual evolution.

Key Points From This Episode:

• The journey that led to Gary and his brother starting Pivotal Advisors.
• Debunking the negative connotations associated with being a person in sales. 
• Why solving problems is the core of sales.
• How asking the right questions uncovers opportunities. 
• How asking the right questions can help build trust.
• The right way to approach sales, and some wrong ones. 
• Earning respect: what it means to shortcut the discovery process. 
• How to stick to a quality sales pitch when time is limited. 
• Why you shouldn’t chase every sale and how to identify hot leads. 
• Narrowing your focus to help you grow. 
• How repetitive systems can help you scale. 
• Why the fear of changing behavior and mindset is the biggest thing holding sales professionals back.
• How to deal with accountability in sales: positive and constructive reinforcement.
• Why change is necessary for evolution and the importance of developing soft skills. 

Gary Braun on LinkedIn
Pivotal Advisors
Pivotal Advisors on YouTube
Connection Builders
Alex Drost LinkedIn
Branch Out Podcast LinkedIn
Connection Builders LinkedIn

To be an entrepreneur requires hard work, self-discipline, and a tremendous amount of courage. When you are your own boss, there is no one else to look to. Therefore, everything your business needs to succeed requires your efforts and discipline. Today we are joined by the Managing Director of EisnerAmper, Isatou Smith. She is a natural entrepreneur who left a stable corporate role to gain greater autonomy and agency in her personal and professional life. In our conversation, we discuss how Isatou became an entrepreneur and what she's learned from her journey. Isatou shares examples of the challenging moments she has had to endure and ultimately persevere. Isatou also explains why all entrepreneurs need to know themselves very well, why instant gratification is a slippery slope, and how society can break you down if you let it. Finally, we discuss the importance of self-discipline, how to be intentional with how you spend your time, and why goal-setting is an entrepreneurial necessity.

Key Points From This Episode:

• Isatou's entrepreneurial journey: when it started, how she chose it, and what she learned. 
• The part of her journey that forced her to endure and persevere. 
• The importance of knowing yourself and what you want very well. 
• Instant gratification and living in a world of 'right now'.
• How external influences could be detrimental to your entrepreneurial endeavor. 
• The importance of leading both yourself and others as an entrepreneur. 
• Why there's a high risk of burnout and poor mental health when you're your own boss. 
• How to be self-disciplined when given full autonomy.
• Being intentional with how you spend your time. 
• Why it's important to set goals as an entrepreneur. 

Isatou Smith on LinkedIn
Isatou Email
EisnerAmper
Connection Builders
Alex Drost LinkedIn
Branch Out Podcast LinkedIn
Connection Builders LinkedIn

From heading a family business, running franchising models, running a private equity firm, and being a mother to two, is there anything Susan Black-Beth can't do? Growing up in an entrepreneurial family, Susan's relationship with business started at an early age and has been formative to her leadership style. 

In this episode, Susan shares the value of having a robust and reliable network, how to overcome unforeseen challenges, her serendipitous relationship with COVID-19, and the importance of resiliency, authenticity, and vulnerability. With years of experience in multiple spheres of entrepreneurship, Susan explains how all these skills unexpectedly came together to help her through a life-changing family crisis. Finally, bringing this all together, we hear how a shift in perspective can help improve our outlook and allow us to lead ourselves and those who depend on us.

Key Points From This Episode:

• Susan's experience with an entrepreneurial family.
• Susan and her sisters experience buying and building carwashes. 
• Why Susan felt called to move away from the safety of the family business.
• How Susan overcame her limiting and self-doubting internal dialogue.
• Susan's seven-year journey in private equity.
• The life lessons Susan has learned while overcoming challenges.
• What Susan learned about leadership from the most challenging days of COVID. 
• Susan's experiences with her son's heart transplant journey.
• Susan's relationship with resiliency and leadership.
• Most importantly, the power of gratitude and how it has helped Susan succeed. 

Susan Black-Beth on LinkedIn
Avante Capital Partners
Connection Builders
Alex Drost LinkedIn
Branch Out Podcast LinkedIn
Connection Builders LinkedIn

Today we are joined by partner, director, and advisor at Anders CPAs, David Hartley to discuss how he has found success and happiness in his career by taking risks and embracing uncertainty. You'll hear about David's professional career journey, the catalysts for change early on, and how he handled changes he encountered along the way. We also talk about why we as leaders have to accept that we do not know all the answers and instead focus on being a facilitator for problem-solving. 

David also shares his view on why it is critical to be open to learning, staying up to date with technology, asking questions, and staying true to yourself. We then dig into how to handle changing circumstances, manage your mental health, and why self-care is essential. Finally, David shares a piece of advice for professionals hitting the five-to-10-year mark in their career. 

Key Points From This Episode:

• David talks us through some of the pivotal points in the beginning of his career.
• How to work your way through life change. 
• Why it's okay not to know all the answers. 
• The importance of facilitating a group as a leader rather than dominating problem-solving. 
• The importance of embracing the newest tools and latest technologies. 
• How to navigate constant change.
• The importance of asking questions and being a sponge in the beginning of your career. 
• Why you don't need to know everything and why it's imperative to ask questions to learn. 
• The themes that came out of the new partner presentations David's company has just done.
• Why we need to manage mental health in the workplace. 
• The importance of being authentic to the things you enjoy early in your career. 
• David shares some advice about self-care for professionals hitting their five-to-10-year mark.

David Hartley on LinkedIn
Anders CPAs
Dare to Lead
Connection Builders
Alex Drost LinkedIn
Branch Out Podcast LinkedIn
Connection Builders LinkedIn

In today's high-paced professional world, it's easy to lose perspective on what moves the needle in your company and get mired down in a slew of everyday tasks and emails. And while creating a structure that prioritizes reflection and planning can be challenging, it is immensely beneficial in the long run. Here to help us unpack this topic and give us a fresh perspective on our approach to work is Dan Montgomery, audit partner and director of business development at Forge Financial and Management Consulting, a forward-thinking advisory firm. In our conversation, Dan expands on how Forge's novel approach is making the busy season more manageable for their team and what they are doing to prioritize planning, reflection, and productivity at their company. We then move on to what Dan has learned from the value of journaling, reflection, and planning and how those lessons have changed the way he works and lives his life. Finally, today's episode offers a high-level breakdown of creating an innovative professional services model that allows for increased profitability, greater productivity, and, most importantly, more personal life satisfaction. 

 Key Points From This Episode:

•  Get to know today's guest, Dan Montgomery, and his fascinating childhood in Alaska.
• Why Forge Financial Management Consulting was created and who it is meant to serve.
• An overview of Dan's firm and its approach to accounting.
• The pitfalls of the busy season in accounting and how Dan's firm is addressing it. 
• Why Forge Financial Management Consulting isn't taking on new tax-only clients.
• The importance of prioritizing the most impactful work within your company.
• Defining your value proposition and why it will attract more ideal clients.
• How reflection helps Dan function in a more healthy way.
• A breakdown of how Dan prioritizes daily and weekly 'Big Three' tasks.
• The most important elements of weekly reflection.
• How to create space for focused, deep work.
• What an ideal week for Dan's company looks like.

Forge Financial Management Consulting
Dan Montgomery on LinkedIn
Dan Montgomery's Email
Connection Builders
Alex Drost LinkedIn
Branch Out Podcast LinkedIn
Connection Builders LinkedIn

Strategic growth is about more than just growth for growth’s sake. It’s about identifying the most efficient path for profitability and sustainability and then pursuing it. Our guest today, Gale Crosley, is a Strategic Growth and Innovation Consultant who has helped countless growth-oriented CPA and Accounting firms overcome barriers and achieve high-performing strategic growth. Crosley started her career as a CPA with Arthur Andersen before transitioning to technology sales. After the dot-com bust, she started her own growth consultancy to help CPA firms grow strategically. 

We discuss strategic growth within the CPA and broader professional services profession, including what firms can learn from traditional corporate enterprises and how technological innovations like AI are changing the industry. Gale explains that strategic growth is not just top-line growth but also about the bottom line. It's not growth for growth's sake; rather, it's about growing profitability. She also breaks down the biggest impediments to strategic growth, like unprecedented staffing shortages and adapting to revenue cycles.

Finally, Gale notes that firms must shift their strategy as the market changes. Firms need to specialize and innovate to stay relevant. Gale believes private equity and technology are disrupters to the CPA profession that will accelerate the need to evolve current business strategies. Gale advises managing partners to focus on strategic growth and specialization instead of riding the rollercoaster of market conditions. By being forward-thinking and focusing on strategic growth, firms can achieve the most profit and the fastest growth.

Key Points From This Episode: 

• Get to know Gale, her deep experience, and her work as a Strategic Growth Consultant.
• Why she pivoted from accounting early in her career.
• How she partners with CPA firms to transform them into high-growth environments.
• The concept of strategic growth and how it is accomplished.
• How strategic growth is the most profitable and fastest growth and why it is not growth for growth's sake. 
• Broadening geographic reach and its impact on opportunity and competition.
• An overview of the unprecedented disruption within the CPA profession and how private equity is changing the landscape so radically.
• Why strategic growth is the movement from an individual contribution, book of business, tactical generalist to a leader-driven and strategic specialist.
• The impediments to strategic growth that Gale has observed. 
• What firms should be doing with increased revenue levels to optimize for strategic growth.
• How leadership and organizational structure can foster (or impede) strategic growth.
• The differences between what drives corporate America, private equity firms, and CPA firms.
• Combining the best parts of corporate America with the best parts of the CPA profession.
• Advice for firms on approaching industry changes and the role of private equity.
• Gale’s predictions for what the industry will look like in ten years.

Gale Crosley
Gale Crosley on LinkedIn
Connection Builders
Alex Drost LinkedIn

Building a Client Advisory Services (CAS) practice can be challenging, but when you identify the right business opportunities and apply a value-based pricing model, you'll not only increase your business revenue but reveal your true worth to your clients! Today's guest has identified seven tips for growing your CAS practice and is here to share his insights on growth opportunities for professional service providers. Join us in welcoming Ed Warren, an accomplished sales executive with over 25 years of professional services, sales, and marketing experience. Ed has worked in marketing, business development, and practice growth roles in Top 100 CPA firms, and today, we discuss the seven ways that practitioners can leverage a CAS model to shift the traditional service model, create a more value-added service, and function more like a fractional provider while driving increased revenue and building a more scalable practice.

Key Points From This Episode:

• Defining Client Advisory Services (CAS).
• Thinking about CAS like an on-call fractional CFO.
• Why finding and mastering your niche is critical for advisory success.
• How to leverage low-hanging fruit with existing clients.
• Benefits of thinking like a general manager, especially in an increasingly virtual world.
• The importance of systems in building a replicable model.
• Ed's tips for creating a sales and marketing plan.
• The value of being anticipatory.
• Your responsibility to understand hard trends if you want to become a thought leader.
• Recommended first steps on your CAS journey.

Edward Warren on LinkedIn
7 Tips to Increase Your Revenue with Client Advisory Services
Sage Intacct
The E-Myth
The Anticipatory Organization
Connection Builders
Alex Drost LinkedIn
Branch Out Podcast LinkedIn
Connection Builders LinkedIn

Insatiable curiosity is often correlated with leadership and business success. But if it isn't combined with a healthy dose of strategy and discipline, it can have the opposite effect. With more than 35 years of experience in public accounting, Gary Thomson is a sought-after consultant and leadership development expert. His years of experience working in firm structures and as an entrepreneur make him well equipped to discuss what it takes to drive innovation and growth for yourself and your business. 

Although every person and every situation is unique, Gary shares his thoughts on why curiosity and discipline are two essential keys to success and how you can cultivate these traits and use them to your advantage along your own career journey. For the technology geeks out there, we also go down a bit of an unplanned rabbit hole about the rapid pace of technological advancements today. Make sure to tune in today!

Key Points From This Episode: 

• The biggest change that Gary has witnessed in his industry since his career began.
• Technological advancements that are taking place in the CPA world today. 
• Why a high level of curiosity is correlated with great leadership.
• The downsides of too much curiosity amongst people within an organization.
• How taking breaks will benefit your business.
• The value in setting goals and being flexible in your approach to achieving them.
• Cultivating your curiosity within a corporate structure.
• A hypothetical example of implementing a cascading, organization-wide strategy.
• How boundaries promote creativity.
• How to foster creativity amongst your employees.
• A better way to think about sunk costs. 
• Examples of indirect ROIs, and the value these hold.

Thomson Consulting
Gary Thomson on LinkedIn
True Professionalism
Extreme Ownership
Connection Builders
Alex Drost LinkedIn
Branch Out Podcast LinkedIn
Connection Builders LinkedIn

Telling her story on the Podcast today is one of McGuireWoods' Women in Private Equity to Know, Meahgan O'Grady Martin. Meahgan is the Director of Business Development for Palladium Equity Partners and a chairwoman at the Association for Corporate Growth Women in Leadership committee. During our discussion, we unpack the process of enduring challenges to earn confidence, the power of building a network, and the perils of having a mindset of victimhood. Drawing on her own experience, Meaghan shares some powerful advice with listeners on how to grow from everything you experience and leverage your relationships to find success. 

Key Points From This Episode:

• Meahgan's unique path to private equity and the unique skill set that helped her succeed.
• The learned and innate skill sets behind Meahgan's success.
• Distinguishing between confidence and arrogance.
• Meahgan's thoughts on victimhood and understanding that you have to work for confidence.
• Combatting victimhood with resilience and grit.
• Why self-pity is a waste of time and what you should do instead.
• Her belief in the power of looking fear in the face.
• Thinking of your career as a marathon to avoid analysis paralysis.
• Why there is always a way forward.
• The value of a network and where to find time to prioritize it.
• Why it is important to see your network as more than transactional.
• How even though she doesn't always have the answers, Meahgan knows she can figure them out.
• The reality that sometimes an opportunity is just more work in disguise.
• Leveraging the power of your network to solve problems.
• How time and maturity develop your perspective.

Meahgan O'Grady Martin on LinkedIn
Palladium Equity Partners
Connection Builders
Alex Drost LinkedIn
Branch Out Podcast LinkedIn
Connection Builders LinkedIn

As a leader, your team's performance is your responsibility; if you take this responsibility seriously, you can transform your organization. Today's guest is Dan Cremons, former private equity investor and CEO and the bestselling author of The Blue Flame and Winning Moves. While writing his first book with the aim of helping leaders improve their approach to managing people, Dan had an epiphany that led him to change the trajectory of his career and become an entrepreneur. Dan is passionate about helping leaders bring out the best in their employees; he encourages conversations that revolve around figuring out what energizes people and where their strengths lie. Tune in today to hear about the fundamentals of building a thriving team.

Key Points From This Episode:

• Dan shares an overview of his journey from pre-med student to entrepreneur in the private equity space.
• An explanation of The Blue Flame concept that shares a name with Dan's first book.
• The life-changing realization that Dan came to while writing The Blue Flame.
• What Dan believes to be the fundamental responsibility of a leader.
• The self-serving element of servant leadership.
• A story that highlights how Dan's mindset has evolved since his first job of transforming a company.
• Why Dan once gave each of the managers on his team a mirror during a weekly meeting.
• Some of the most important lessons that Dan has learned through his journey as an entrepreneur.
• What a 'one-page plan' is and why it is such a valuable tool.
• Understanding the adversity quotient.
• The hiring model that involves giving big responsibilities to people early on in their careers.
• The motivation behind the creation of the Alpine CEO In-Training program and the results it has garnered.
• Three keys to building a thriving team.

Dan Cremons on LinkedIn
The Blue Flame
Winning Moves
Connection Builders
Alex Drost LinkedIn
Branch Out Podcast LinkedIn
Connection Builders LinkedIn

No matter what line of work you choose to pursue, finding a clear niche and narrowing down who you serve and how you add value will be one of the best ways to ensure your career success. Today we welcome Jay Harrington to share his story starting at a large law firm, then starting his own private law, and finally launching his current consultancy. Jay is also the author of three books, The Productivity Pivot, The Essential Associate, and One of a Kind.

Jay covers the pivotal moments of his journey from attorney to co-founding a firm and how he used the lessons he learned along the way to successfully transition into his current role as coach, trainer, and consultant. Jay shares his thoughts about growing your practice, embracing fundamental entrepreneurial ideas, and focusing on prioritization, impact, and target markets. He also shares his framework for insights, introductions, and invitations, and towards the end of our conversation, Jay distinguishes these business development methods from the vital marketing piece.

Key Points From This Episode:

• Looking at Jay's history and the beginnings of his law career in Chicago.  
• The transition that Jay made from his work in bankruptcy law to consultancy work.  
• How Jay took the lessons he had learned himself and began using these to help others.  
• What Jay wishes he had known when starting out; the links between autonomy, motivation, and satisfaction.  
• Framing a practice as an entrepreneurial project and working on your business, not just in it. 
• Escaping the hamster wheel of billable hours! 
• Working within the time limitations that we all experience; investing in yourself and the business through better time allocation. 
• Jay's perspective on the most critical areas to focus on when building a practice and finding clients. 
• An argument for niching down your offer in order to gain traction. 
• Choosing your own game and finding a less crowded field to win on. 
• Jay's recommendations for best practices, and his emphasis on separating marketing and business development.  
• Allowing space for chance connections and opportunities; why consistently putting your business out there is so powerful. 
• Unpacking the marketing component of building and maintaining a practice. 
• Jay explains his LinkedIn strategy and how it has evolved over time.  

Jay Harrington on LinkedIn
The Productivity Pivot
The Essential Associate
One of a Kind
Connection Builders
Alex Drost LinkedIn
Branch Out Podcast LinkedIn
Connection Builders LinkedIn

In the evolving landscape of the accounting world, firms need to manage growth and shifts in the right way if they are going to survive. Here on the podcast today, we are joined by Gary Shamis, Principal of Winding River Consulting, who shares the wisdom he has acquired in his long and illustrious career as a leader in this space. 

Firm leaders will not want to miss the insights Gary shares as we discuss the key issues that should be on the top of every managing partner's list and best practices for navigating these. Gary shares his thoughts on human capital strategy, the importance of building capacity, and how MPs should be approaching growing in today's market.  

Key Points From This Episode:

• Gary's background and his career journey.
• A look at Gary's 'What's on Your List?' framework for managing partners.
• The need for firms to prioritize human capital and build their capacity.  
• The biggest and most common mistakes that firms make.
• Gary comments on the power of outsourcing work as an accounting firm.  
• Creating a better working environment for the millennial workforce and providing a higher level for them to work at.
• Gary's thoughts on the most significant barriers to the necessary change and progress for firms.  
• The need for more conversations about diversity and inclusion in the accounting world. 
• Advice for leaders on how to facilitate intentional growth for a firm.   
• The trend toward mergers and acquisitions and the influx of private equity into the accounting sector.  
• Gary's perspective on using advisory boards to navigate critical initiatives successfully.

Gary Shamis on LinkedIn
Gary Shamis Email
Winding River Consulting
Managing Partner Bootcamp
Building Blocks
Connection Builders
Alex Drost LinkedIn
Branch Out Podcast LinkedIn
Connection Builders LinkedIn

People are at the center of almost every business, whether clients, employees or a combination of both. This is even more true in the professional services industry, where a people-focused approach is essential to success. However, it is not always clear what a people-centered approach is and how to establish it in your organization’s culture. In today’s episode, we speak to Paul Aversano, a Managing Director and Global Practice Leader at Alvarez & Marsal, a top consulting firm with more than 5,000 team members worldwide. Paul has over 25 years of experience in the sector, leading financial and accounting due diligence projects for complicated public and private company transactions, including capital markets. 

In our conversation, Paul shares what qualities he thinks drive success, the value of a people-focused approach, and much more. We start by learning about Paul’s professional background and a moment that propelled him into his current career. Then, we discuss why clients and people should be the focus of any business, the Alvarez & Marsal approach, and mentality to serving clients, how to build a work culture focused on the clients, and what it takes to be successful within the professional services sector. He also shares his approach and style to leadership, why he thinks reading is essential to success, and advice for young professionals. 

Key Points From This Episode:

• We start by learning about Paul’s background and professional career journey.
• How a small moment led to greater opportunities in his career.
• Paul explains why he thinks clients and people should be a priority in professional services.
• The value of a people-focused approach to a company or organization. 
• Why he thinks the focus should be on servicing clients with the right people.
• Paul breaks down the Alvarez & Marsal approach and mentality to serving clients. 
• How to build a business culture that is people and relationship-focused. 
• An outline of his leadership philosophy and style.
• What essential lessons Paul has learned during his career
• He shares a story about a significant lesson he learned as a mid-level manager. 
• A detailed explanation of what he means by, ‘having a positive mentality.’
• He delves into how a learning mindset is helpful to your career. 
• Learn why the element of ‘grit’ is so important for Paul.
• A final takeaway message regarding relationships that he has for listeners.

Paul Aversano
Paul Aversano on LinkedIn
Paul Aversano on Twitter
Alvarez & Marsal
Alvarez & Marsal on LinkedIn
Binghamton University
‘What Sets Successful CEOs Apart’
Goldman Sachs: The Culture of Success
Connection Builders
Alex Drost LinkedIn
Branch Out Podcast LinkedIn
Connection Builders LinkedIn

Are you looking to succeed in business, exceed your goals and ambitions, and advance in your career? Well, you're in the right place, and today, you'll learn how staying ahead of the curve can set you apart, especially early on in your profession! 

In this episode, we welcome back returning guest Leon Brujis of Palladium Equity Partners, the oldest minority-owned private equity buyout firm in the industry with over $3 billion in assets under management. As you may recall, Leon is a repeat contributor to the Branch Out Podcast, and our conversations are always packed with wisdom and valuable insights to fuel your growth. In previous episodes, we spoke to him about stoicism, diversity, and more. 

In today's discussion, Leon shares a series of lessons that he has learned throughout his career in investment banking and private equity, and you'll hear his advice for junior professionals looking to get ahead of the curve. From understanding your role on the team to developing your ability to prioritize, there are a number of things you can do that will significantly impact your career progression. 

Key Points From This Episode:

•  Some context for today's conversation and a brief overview of Leon's experience.
• Why it's important that you get comfortable with being uncomfortable.
• Understanding your role on the team and how that can contribute to your progress.
• What Leon means when he says that you have to learn how to "play the game."
• A practical look at why learning to prioritize can be a tremendous asset.
• Leon expands on the concepts of speed versus quality and the 80-20 rule.
• The three-point system Leon uses to check his work: check, check, and check again!
• Advice for how to take a step back and improve your attention to detail.
• Finance as an apprenticeship business and the value of finding mentors early on.
• Tips for finding mentors and building and maintaining those relationships.
• How you can benefit from requesting informal feedback regularly.
• Why your attitude and work ethic are the easiest ways to develop a good rapport.
• Developing a solution mindset, starting with the answer, and more!

Leon Brujis on LinkedIn
Palladium Equity Partners
Episode #70 - Diversity Equals Alpha
Episode #55 - Stoicism and Private Equity
Connection Builders
Alex Drost LinkedIn
Branch Out Podcast LinkedIn
Connection Builders LinkedIn

Professional firms typically bill by the hour, as any accountant or lawyer knows all too well. But, as you'll discover in this episode, today's guest argues strongly for implementing a subscription-based model. 

Meta-consultant and business iconoclast, Ed Kless is the Senior Director of Partner Development and Strategy for Sage in North America and a Senior Fellow at the VeraSage Institute, a think tank dedicated to the elimination of the billable hour. He is also an author, speaker, and co-host of The Soul of Enterprise, a business podcast designed to champion the insight that wealth is created by intellectual capital. 

As you'll learn from our conversation, Ed has noticed a significant shift towards the subscription-based business model, where you have control over how you price the relationship you have with your customer. In this candid and thought-provoking discussion, Ed shares his expertise and advice when it comes to subscription-based pricing models for professional knowledge firms and best practices for firms looking to transition to this approach. We also touch on the difference between a client and a customer, the notion of serial transformations, and why Ed believes that pricing is an art, not a science. This episode will challenge the way you think about pricing and encourage you to consider the value proposition of a subscription-based model.

Key Points From This Episode:

• Ed shares some insight into his role at Sage, as well as his 'why.'
• A look at why he believes that professional firms sell knowledge, not service.
• Why the business model that best serves this transfer or access to knowledge is not the hour.
• An understanding of the difference between clients and customers.
• The value proposition of a subscription-based model and how it serves customers better.
• Defining subscription-based pricing and what Ed calls 'serial transformations.'
• The Disney concept of 'plussing' and the mindset shift that comes with subscription models.
• Ed debunks some common misconceptions about subscription models.
• What Ed means when he says that subscriptions should be frictionless.
• Ed's belief that pricing is an art, not a science, and a look at his 'ensurance' model.
• Learnings from one of the biggest subscription success stories that Ed has seen.
• Where to start educating yourself, including Ed's recommended reads.

Ed Kless
Ed Kless on LinkedIn
Ed Kless on Twitter
The Soul of Enterprise (TSOE)
Sage
VeraSage Institute
TSOE Episode 296: Subscription Pricing at Summit CPA — Jody Grunden
Managing the Professional Service Firm
Subscribed
Time's Up!
Connection Builders
Alex Drost LinkedIn
Branch Out Podcast LinkedIn
Connection Builders LinkedIn

Mergers and acquisitions can sometimes feel daunting for entrepreneurs, but they don't have to be. In fact, growth through M&A can yield huge rewards if you are willing to accept some risk and remain open to opportunities. Today, we are joined by John Bly, the South Atlantic Regional Leader for Top 35 CPA firm, Aprio, as he cracks the code to M&A growth with us, sharing some of the lessons he has learned throughout his career journey and offering his advice for anyone considering M&A as a growth strategy. 

You'll gain insights into John's trajectory, from the beginning of his career in public accounting at the Big 4 to starting his own CPA firm, completing more than 15 M&A transactions, and ultimately merging his firm with Aprio. John also shares the importance of being clear about how you drive value, the benefits John has seen from treating both sides of a transaction with fairness and respect, and the value of establishing appropriate expectations upfront.

Key Points From This Episode:

• A look at John's career trajectory, from big-four CPA to entrepreneur to regional manager.
• What starting his own firm taught John about working with small business owners.
• How John's firm grew exponentially thanks to M&A between 2006 and 2009.
• Why he believes in doing what you're passionate about, even if that means pruning clients.
• Lessons John has learned about the importance of taking your own advice.
• His experience of growing his business through a global financial crisis.
• What made John realize that his firm was unique when it came to M&A growth.
• Insights that came from making 15 acquisitions in 15 years, followed by the decision to ultimately merge with Aprio.
• What John means when he says "a CPA does not equal a CPA."
• Key takeaways from John's M&A growth strategy, including the importance of having clarity about how and where you drive value.
• Why it always pays off to treat both sides of a deal with the utmost respect and fairness.
• The value of establishing expectations and ensuring those expectations are appropriate. 
• Questions to ask yourself to determine what is important to you going into an M&A deal.
• Why you should be thinking about M&A (and stay open to opportunities).
• How ego can get in the way of profound M&A growth.
• Advice for those considering M&A as a growth strategy: be open, listen, and make friends!

John Bly on LinkedIn
John Bly Email
Cracking the Code
Aprio
Alex Drost LinkedIn
Branch Out Podcast LinkedIn
Connection Builders LinkedIn

Give credit and take blame; this is Bruce Ditman’s golden rule of leadership. In today’s episode, he shares his story of how he went from selling television advertising to Chief Marketing Officer at Marcum LLP, a $700 million dollar CPA & accounting firm, then later to the founder of Chief Seconds. 

Bruce has never had one day of formal marketing education in his life, but his intellectual curiosity, humility, and thoughtful approach to everything he does has led to him achieving success at every stage of his career. We discuss the difference between an educational approach and an indoctrination model, the importance of cultivating professional empathy in your organization, and how leaders who have been in the game for a long time need to learn to meet the needs of younger generations. Bruce also shares his approach to managing people, which leads to increased production levels without causing burnout. 

Key Points From This Episode: 

• Bruce shares the story of how he became a Chief Marketing Officer despite never getting any formal marketing education. 
• How the non-traditional career path he has taken has played to his advantage. 
• Bruce’s approach to becoming the best CMO he could be.
• One of the key skills to which he attributes his success. 
• The maladies that marketers commonly suffer from. 
• Problems Bruce has with the way training is done in professional services industries. 
• Indoctrination versus education models for upskilling.
• The importance of cultivating professional empathy in your organization.
• Why people who are naturally gifted at something are often not the best teachers. 
• How Bruce decided on Chief Seconds as the name of his company.
• How to effectively upskill your employees. 
• The core traits required for developing a successful business. 
• How to master the art of asking good questions.
• Bruce’s thoughts on creating a culture of intellectual curiosity.
• The golden rule of managing people and what it takes to be a good leader.

Bruce Ditman on LinkedIn
Bruce Ditman Email Address
Chief Seconds
Connection Builders
Alex Drost LinkedIn

Change is inherent in Mergers and Acquisitions (M&A) transactions, making preparation and methods to overcome the challenges associated with the change essential to a successful process. In today’s show, we speak to Jennifer Fondrevay, an M&A expert, speaker, and Founder of Day1 Ready. Her company is on a mission to rediscover the humanity in business and provides services for a wide variety of Fortune 500 companies, start-ups, and small businesses. The human component is the core of the business, such as culture, productivity, and retention. Jennifer advises senior leadership, acts as a liaison to middle managers and provides a progressive approach to organizational transformation companies require during an M&A. 

She is also the author of the book Now What?, providing readers with a guide to navigating the complex M&A process based on more than 60 interviews with M&A integration survivors and practitioners. In our conversation, Jennifer walks us through the M&A process and how change can lead to opportunities. Specifically, we discuss the role of emotion during an M&A, the impacts the process has on employees, ways in which M&A is similar to a relationship, the underlying ideology of her approach to M&A, and why change is inevitable in the business world. We also learn what red flags to look out for when assessing a partnership and how companies can overcome the challenges during an M&A. 

Key Points From This Episode:

• Outline of the lessons that Jennifer has learned during her career.
• The benefits an advisor, like Jennifer, can provide companies during M&A processes.
• Discussion about how change is inevitable in the business world.
• A walkthrough of the essential aspects to consider during an M&A, such as culture.
• The impacts that the M&A process has on employees. 
• We learn about the underlying characteristic of her approach to M&A.
• How grief is a part of the M&A process and ways companies can overcome it.
• Why respect and acknowledgment of the opportunities are essential to the M&A process.
• Another important aspect to be considered: partnership.
• What red flags to look out for when assessing a potential partnership. 
• A simple exercise that companies can practice: a pre-mortem assessment.
• Why building working relationships is essential to driving value.
• Jennifer shares how she developed her philosophy and approach to M&A.
• She gives us a rundown of the different characters that she uses to convey her approach.
• What not to do during an M&A process to avoid creating a toxic work environment.
• What her favorite type of characters are in the context of an M&A.

Jennifer Fondrevay
Jennifer Fondrevay on LinkedIn
Now What?
ACG InterGrowth Session
Alex Drost LinkedIn
Branch Out Podcast LinkedIn
Connection Builders LinkedIn

It's no secret that the B2B buyer has changed more in the past ten years than in the previous 100. The modern consumer is digitally driven, socially aware, and has all the information they need at their fingertips. So, how can B2B service providers keep up with this rapid evolution and meet the buyers of today where they're at? 

To help us find the answer to this question, we're joined by Eric Gregg, Founder, and CEO of ClearlyRated, an online client satisfaction survey firm that works with B2B service providers to maximize the value of their client experience surveys. They achieve this through leveraging Net Promoter Scores (NPS) to improve retention, grow accounts, win new business, and maximize online reputation. Since its founding, ClearlyRated has sustained double-digit growth by actively partnering with firm leaders and managers to find answers to critical issues of client satisfaction and retention. 

In this episode, Eric shares his expertise and provides a \overview of the evolution taking place in the client buying and decision-making process and the different ways that professional service firms can address these changes. He highlights the importance of being proactive, building deeper connections with clients, and making diversity, equity, and inclusion a priority, plus so much more!

Key Points From This Episode:

• An overview of what ClearlyRated does and why it matters to B2B service providers.
• Why ratings and referrals are important for professional service firms.
• Recent trends that reinforce the value of referrals, including information symmetry.
• Insight into why risk aversion increases as the buying group size increases.
• Evaluating the role that trust plays on an institutional, individual, and repetitional basis.
• The impact that COVID-19 has had on the vetting process in the B2B space.
• What Eric believes drives client satisfaction today, including proactivity.
• The opportunities that professional service firms have to utilize data to add value.
• Why relationship building and 'soft skill' development are crucial in this context.
• Using what Eric calls the 'two by one' strategy to connect with clients on a deeper level.
• The role that authenticity plays in building deeper connections.
• How important diversity, equity, and inclusion are for buyers in the professional services environment today.

Eric Gregg on LinkedIn
Eric Gregg on Twitter
ClearlyRated
Alex Drost LinkedIn
Branch Out Podcast LinkedIn
Connection Builders LinkedIn

Today on the Branch Out Podcast, we are joined by a passionate people developer and self-described rebel with a cause, Maria Moss! Maria is a training and development consultant and the owner of Phoenix Leadership Solutions, a training consulting firm that utilizes classroom-based learning and development programs to help empower leaders to reach their full potential. By sharing the discoveries, challenges, and lessons she has encountered on her journey towards creating her destiny, Maria helps entrepreneurs and individuals find their 'magic': that special mix of passion and talent that will propel them towards the future of their dreams! In today's episode, we unpack what it means to invest in personal and professional growth and how to set yourself up for success, which Maria believes comes down to consistency over time and focusing on the right systems to keep you on track. We hope you'll join us! You'll walk away with some fantastic insights into how to find your magic that might just change your perspective on training, personal development, leadership, and perseverance.

Key Points From This Episode:

• How Maria found her love for training and development.
• Some of the little moments that keep her motivated, even on her worst days.
• How she helps organizations sustain and ignite their most valuable asset: their people.
• Maria's view of individual success: the lessons you learn can never be taken from you.
• An organizational perspective on training and development, pre-and post-COVID.
• The value of consistency and implementing tools and systems to help you stay on track.
• Learning to embrace the process and celebrate your wins along the way!
• The key role that reflecting on your progress plays in keeping you motivated.
• Maria's morning ritual of expressing gratitude, forgiving herself for yesterday's mistakes, and setting her intention for the day.
• The power of a smile to change your mindset.
• How you can benefit from viewing your low moments as opportunities for growth.

Phoenix Leadership Solutions
Maria Moss
Maria Moss on LinkedIn
Alex Drost LinkedIn
Branch Out Podcast LinkedIn
Connection Builders LinkedIn

Jeff Henningsen has always been curious, creative, and committed to his goals. These are some of the traits that have allowed him to succeed in so many different realms. Jeff’s entrepreneurial career started with mowing lawns to make some extra money while he was still in school; this turned into a business that he was able to sell at the age of 22. After that, he gained experience in the private equity world before becoming the President of Lockton Companies in Texas, where he has worked for the past 26 years. Alongside his day job, Jeff is also the host of the Private Equity Fast Pitch podcast, which is about to reach its 100th episode! In our conversation today, Jeff and I discuss the value of coaching, the importance of finding your “why,” the benefits of being an introvert, and why doing is better than dreaming!  

 Key Points From This Episode: 

• The key factor which differentiates “idea men” from successful entrepreneurs.
• Why Jeff is so passionate about the value of coaching.
• Jeff explains what motivated him to start his podcast. And the unexpected things that have come out of Jeff’s podcast.
• The importance of committing to your goals.
• Why Jeff thinks of himself as a (figurative) orchestra conductor. 

Jeff Henningsen on LinkedIn
Lockton
Private Equity Fast Pitch Website
Private Equity Fast Pitch on Spotify
Private Equity Fast Pitch on Apple
Alex Drost LinkedIn
Branch Out Podcast LinkedIn
Connection Builders LinkedIn

Today we speak with accomplished Founder and CEO of Star Mountain Capital, Brett Hickey. Brett shares his personal and professional journey from a small town in Northern Canada to founding one of the leading lower middle-market investment firms in New York City. Brett discusses how his unique background led him to where he is today and why he believes that it is so important to focus on making an impact in building a scalable life. We touch on the benefits of taking a step back rather than charging forward, why it might be more efficient to manage your energy over managing your time, and the key roles that exercise, nutrition, and sleep have played in Brett's success. 

 Key Points From This Episode:

•  From speed skater to CEO, how Brett's unique background led him to where he is today.
• The role that fun and engagement have played in his entrepreneurial journey.
• What sparked his passion for finance and his focus on making an impact.
• How to make an impact in a scalable way by starting with a proper game plan.
• Why the Owner/President Management Program at Harvard Business School was transformational for Brett.
• The benefits of taking a purposeful step back sometimes rather than charging forward.
• Why managing your energy is arguably more important than managing your time.
• Why Brett believes that proper nutrition, exercise, and sleep are critical to his success.
• The challenges that come with bringing differentiated products and services to the market and what they taught Brett about aligning with investors.
• What entrepreneurs can learn about relatability and transfer of trust from the film industry.
• Brett's advice for young entrepreneurs: remember the value of relationships!
• Why he suggests looking 10 years ahead before making strategic decisions.

Brett Hickey on LinkedIn
Star Mountain Capital
Star Mountain Capital on LinkedIn
Star Mountain Capital on YouTube
Barbarians at the Gate
Ray Dalio
Harvard Business School Owner/President Management Program
Eat That Frog!
What it Takes
Alex Drost LinkedIn
Branch Out Podcast LinkedIn
Connection Builders LinkedIn

Have thoughts or comments? We want to hear from you. growth@connection.builders

"Hire smart people and get out of the way." This is the leadership philosophy of today's guest, Tyler Fair. Tyler is the co-founder and CEO of SourceScrub, the leading data service for dealmakers who want to find, research, and connect with founder-owned businesses. Though the company is just seven years old, it has grown into an 8-figure business that works with top private equity and investment banking firms. In this episode, Tyler joins us to share his entrepreneurial journey and explain how instead of getting venture capital backing, SourceScrub bootstrapped its way to success. Tuning in, you'll hear how Tyler first identified the need for a product like SourceScrub and realized that he could create a tech-enabled solution to solve this pain point. You'll also discover how he developed his leadership philosophy and how Tyler has grown his company to include hundreds of employees from around the globe. Finally, hear how Tyler has learned through this process, how he uses his time to the highest level, and what advice he would give his former self.

 Key Points From This Episode: 

• An introduction to Tyler Fair and how he first saw the need for a product like SourceScrub.
• The struggles of trying to hire interns to scrub through Google. 
• How Tyler realized that he could figure out a tech-enabled solution to solve this pain point.
• Insight into the current size of SourceScrub and the number and location of its employees.
• What Tyler has learned through the process of growing this company. 
• How SourceScrub is supporting employees in the Philippines and Ukraine. 
• How Tyler learned the value of hiring smart people and getting out of the way. 
• What Tyler has learned in this process and why he is trying to get as many things off his plate as possible 
• How Tyler is prioritizing and using his time to the highest level and for the best use.
• The advice that Tyler would give his former self.

Tyler Fair on LinkedIn
SourceScrub
Alex Drost LinkedIn
Branch Out Podcast LinkedIn
Connection Builders LinkedIn

Have thoughts or comments? We want to hear from you. growth@connection.builders

Some of the many work-life aspects that the COVID-19 pandemic impacted were the opportunities to network and build professional relationships. Talking to us today about his professional journey and how he made it through the pandemic is Thom Singer, professional speaker, coach, podcast host, and networking expert. Thom started his career in marketing and sales; however, he grew into a networking expert through his skill at building relationships. We find out what Thom did to be noticed (it's as simple as being nice!) and how he advises others to make an effort. Intent is not action, and the two minutes it takes to connect people can pay dividends exponentially. We dive into why a "link, like, and share" is not enough to build meaningful relationships and what you can do instead to ensure a shared experience. Tune in to discover the unexpected benefits of referring business to your competitors and how Thom has continued to grow his own network using this very technique. Thom also breaks down how to use associations to their full potential, why asking questions is the key to an elevator pitch, and where he sees networking going in a post-COVID- world. 

Key Points From This Episode:

•  How Thom grew into a networking expert, from marketing and sales to public speaking. 
• Why being good at networking ensured Thom was never unemployed for long. 
• Intent is not action: how taking two minutes to connect people will make all the difference. 
• Why it's important not to get caught up in your own busyness. 
• How a shared experience makes all the difference in building a relationship. 
• Thom's advice on why being nice to everyone (regardless of whether they are "useful") is crucial. 
• Why referring to your competitors is so beneficial: building relationships, keeping abreast of developments, and gaining business. 
• The benefits of associations and conferences in building your network. 
• How Thom makes associations work for him.
• The impact of the COVID-19 pandemic on networking and Thom's business. 
• Why you should start conversations with those around you.
• How to do elevator pitches well: ask questions!
• Where networking is going in a post-COVID world. 
• The benefits of altruism and where you can get hold of Thom. 

Thom Singer
Thom Singer on LinkedIn
Speakernomics
Swim with the Sharks Without Being Eaten Alive: Outsell, Outmanage, Outmotivate, and Outnegotiate Your Competition
Dig Your Well Before You're Thirsty: The Only Networking Book You'll Ever Need
Alex Drost LinkedIn
Branch Out Podcast LinkedIn
Connection Builders LinkedIn

Have thoughts or comments? We want to hear from you. growth@connection.builders

Today we are joined by George Khalife, the Vice President of US Capital Formation with the Toronto Stock Exchange, and the host of the podcast, Let's Grab Coffee. Listeners can expect to get some great insight into how creating content offers direct value to your network and you and why it is so important to show up as your best self for your audience and community. Being a creator, in this sense, is such a rewarding and important role, and it is heavily dependent on your mindset and intentions, and George expands on some of his ideas to help point you in the right direction. Towards the end of our chat, we also cover the positive sides of social media and the importance of giving back. So, to hear it all and get started on your next steps in content creation, listen in with us today!

 Key Points From This Episode: 

• Creating value for your network; the questions that can clarify your mission.
• Surprising areas of exploration that open up through conversation. 
• Chipping away at your work and slowly improving your content over time as your audience grows. 
• Getting comfortable on camera and on record and moving past the anxiety that is so often there. 
• A few simple tips from George for better conversations and presentation. 
• George explains his interpretation of good energy and why it can be so powerful. 
• How to show up with the best energy possible to important meetings and events.    
• The positive sides of social media; George weighs in on the constant debate. 
• Putting in the reps in order to up your game and the common results of practice 

Let's Grab Coffee
George Khalife
George Khalife on LinkedIn
George Khalife on Instagram
George Khalife on YouTube
George Khalife on Twitter
Alex Drost LinkedIn
Branch Out Podcast LinkedIn
Connection Builders LinkedIn

Have thoughts or comments? We want to hear from you. growth@connection.builders

Often, we put in so much time and effort to create a brand identity, but we don't realize that there's a huge disconnect between that brand identity and our consumers' perception of our brand image. In this episode, we are joined by Lydia Michael, Founder of Blended Collective, a multicultural marketing firm that helps people and brands reach and engage diverse audiences. We discuss the difference between brand identity and brand image, their importance, and what to do to ensure that they align. Lydia also explains how consumers increasingly support brands that have meaning and are purpose-driven and the importance of picking values and brand pillars that you know you can live out as a brand. We then discuss the Blended Collective's multicultural and diversity work, how it intersects with brand, and how to build brand love through authenticity, humanizing, personalizing experiences, and storytelling.  

Key Points From This Episode: 

• How there is often a disconnect between who a brand says they are and who they are perceived to be.
• Brand identity versus brand image and the importance of them aligning. 
• What brands need to consider to ensure that their brand identity aligns with brand image. 
• What to do about the brand pillars that you associate with your brand that consumers are not perceiving.
• How Blended Collective ensures that brand identity and brand image align.  
• The importance of picking values and brand pillars that you know you can live out as a brand.
• How to build brand love through authenticity, humanizing, personalizing experiences, and storytelling. 
• The importance of brand love to a successful business. 

Lydia Michael
Lydia Michael on LinkedIn
Lydia Michael on Instagram
Blended Collective
Alex Drost LinkedIn
Branch Out Podcast LinkedIn
Connection Builders LinkedIn

Have thoughts or comments? We want to hear from you. growth@connection.builders

SPECIAL EPISODE: Diversity Matters in the Middle Market, brought to you by the Association for Corporate Growth (ACG) and Connection Builders.

Joshua Berggrun joins us today to share his thoughts on how firms can create a more inclusive workplace and why that tends to attract and retain better talent. Josh is an attorney with Calfee, Halter & Griswold, based in Cleveland, Ohio. In this episode, he shares his career experience as a member of the LGBT community and the steps that professional services firms can take to create a more inclusive and diverse culture. Josh talks about the committees in place at Calfee that drew him to the firm and the benefits of making people feel welcome in the workplace. Furthermore, we find out what could be done at a base level in law schools to foster diversity and inclusion and set the industry standard. Tune in to discover why it’s so important to have an inclusive workplace, bring different voices to the table, and why allies should take the initiative to effect change.

 Key Points From This Episode:

• Why it’s important to have an inclusive workplace and bring different voices to the table.
• How having an inclusive culture fosters better interactions, internally and externally.
• Josh’s experience at Calfee, Halter & Griswold as a member of the LGBT community.
• How to foster diversity and inclusion by allocating resources and forming committees.
• How law schools can promote more diversity and inclusion and why it’s essential to do so.
• What organizations can do to make people feel more welcomed.
• How male-dominated industries can benefit from hiring LGBT candidates.
• What Calfee, specifically, is doing to foster diversity and inclusion.
• The importance of taking the initiative to effect change as an ally.

Joshua Berggrun on LinkedIn
Calfee, Halter & Griswold
ACG DEI Committee Mission and Resources
Connection Builders
Alex Drost on LinkedIn

Unexpected connections exist all around us; we just have to be open to them. One such connection that many listeners may find surprising is the link between music and accounting. Our guest today, Scott Scarano, has always had a passion for both these disciplines. He describes accounting as the language of business and music as the language of life. Scott is the owner of a thriving accounting firm, a podcaster, and the custodian of Accounting High, an online resource that is helping to modernize the accounting profession and make it more accessible for everyone. While many people view accountants as lacking creativity, Scott, aka The Rapping CPA, is here to insist otherwise. In today’s conversation with Scott, we delve into One CPA’s Journey: The Nexus of Creativity and Entrepreneurship. 

Our discussion includes the nature of creativity, how repetition helps us grow, and what it means to be open to recognizing new and unexpected connections. Scott talks with us about how his grandfather inspired him to pursue accounting, what it was like to build his CPA firm, and how he made the transition from being an operator in his business to a high-level visionary. We also contemplate the nature of failure before hearing the story of how Scott started writing highly detailed and entertaining rap parodies. Scott closes off today's episode with a rendition of his riveting Superapp rap, which is based on Eminem’s Superman (and written for Expensify), and shares the response he got from Expensify CEO David Barrett when he had him as a guest on his podcast.

Key Points From This Episode:

• A story from Scott illustrating the power of being open to connection.
• Scott’s lifelong dream of being an actor, rapper, entertainer, and accountant.
• The connection between performance, music, and accounting.
• Scott’s history selling drugs and what it taught him about business.
• An overview of Scott’s career as an accountant and how he grew his CPA firm.
• How to go from being an operator to a high-level visionary in your business.
• Scott’s reflections on starting a podcast and what he’s learned from it.
• The Dunning-Kruger effect and the experience of repetition, change, and growth over time.
• What Scott has learned about creativity and his own desire to form new connections.
• Why every failure is an opportunity to learn, even if it’s painful.
• How Scott realized his dream of becoming a rapper.
• What Scott learned from writing rap parody songs.
• The story of how Scott wrote an Eminem rap parody for Expensify.
• Scott’s parody version of Eminem’s Superman, Superapp!

Links Mentioned in Today’s Episode:

Scott Scarano on LinkedIn
Scott Scarano on Twitter
Accounting High
Accounting High on YouTube
Accounting High Podcast
The Dunning-Kruger effect
The Creative Act: A Way of Being
FreshBooks
Expensify
ExpensiCon
David Barrett on LinkedIn
Connection Builders
Alex Drost LinkedIn

SPECIAL EPISODE: Diversity Matters in the Middle Market, brought to you by the Association for Corporate Growth (ACG) and Connection Builders.

In today's episode, we are joined by Thomas Bohn, President and CEO of the Association for Corporate Growth (ACG), and Martin Okner, President and COO of dpHUE and past chair of the ACG Global Board of Directors, for a discussion around the key elements that need to be cultivated within an organization in order to attract and retain diverse talent. These include mitigating biases in the hiring process, facilitating open conversations, and maintaining accountability at all levels. Diverse talent is out there if you're willing to put in the work to find it. 

Key Points From This Episode: 

• Some key statistics which highlight the benefits of a diverse workforce.
• The trajectory of diversity in the consumer goods industry.
• Why our society is far behind where it should be in terms of diversity within organizations.
• How executives need to change their thinking in order to ensure they build a more diverse team.
• Examples of how to create an inclusive company culture.
• How inherent bias exists in the hiring process, and the tool ACG uses to mitigate some of that bias.
• What Marty and Tom see as the most important elements of company culture.
• Tom shares the life lessons he and his family have learned through sharing their home with a person of color.
• Why empathy is a prerequisite for being a good leader.

Martin Okner on LinkedIn
dpHUE
Thomas Bohn on LinkedIn
Association for Corporate Growth
Parity.org
ACG DEI Committee Mission and Resources
Connection Builders
Alex Drost on LinkedIn

SPECIAL EPISODE: Diversity Matters in the Middle Market, brought to you by the Association for Corporate Growth (ACG) and Connection Builders.

Today we are joined by Leon Brujus, a Partner at Palladium Equity Partners. Leon shares his three-pronged approach to diversity that he and his firm use. We discuss the importance of cognitive diversity and how it drives decision-making and creates alpha. Leon also shares his personal experiences of feeling like an outsider and the challenges he overcame to become his authentic self.  

Key Points From This Episode: 

• Value that lies in cognitive diversity.
• The problem with the way diversity is viewed by many organizations.
• Findings from studies which highlight the value of diversity. 
• Leon’s personal experience as an outsider.
• Limitations of homogeneity within organizations.
• Benefits that come from being your authentic self.
• Leon runs through the three-pronged approach to diversity that he has developed.
• One step that everyone can and should take in the direction of enhanced diversity.
• Some of the diversity-focused organizations that Palladium Equity Partners supports. 
• The importance of understanding that finding diverse talent is a challenging task because it takes you out of your comfort zone.

Leon Brujis on LinkedIn
Palladium Equity Partners
ACG DEI Committee Mission and Resources
Connection Builders
Alex Drost on LinkedIn