Claim OwnershipThe Gross Profit Podcast
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The ProcurementExpress.com Podcast is your one-stop shop on the path to profitability. Each week we share authentic advice on the positive, practical steps you can take to make the company you love more profitable. If you're looking for a positive plan to help you avoid common spending mistakes, control costs, and increase your profits, then this is the place for you. Read all about procurement spend practices and pitfalls.
155 Episodes
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In this episode, James Kennedy sits down with California-based fractional CFO and CPA Neeti Chauhan to trace her remarkable journey from Mumbai and Bangalore to the US tech scene and what that global experience means for SaaS and startup founders today. Neeti shares how yoga and meditation underpin her discipline and clarity as a finance leader, what it was really like working at Lehman Brothers during its collapse, and how she went from knowing no one in Bangalore to building a thriving consulting firm serving fast-growth startups.
In this episode, James Kennedy welcomes Rush Shah, founder of Modern CFO Services and fractional CFO based in California. Together they dive into the realities of building and guiding service-based businesses and healthcare organizations (like memory-care facilities and local hospitals). Rush shares lessons from 20+ years in FP&A and leadership roles and how owning his own firm reshaped his view of risk, resilience, and decision-making. They unpack pricing strategy, utilization, loan risk, and how one stressed healthcare operator transformed a dire outlook into a profitable, pay-the-bank-back-in-five-years plan.
In this episode, James Kennedy sits down with fractional CFO Martin Mellor to unpack what it really looks like to shepherd a customer through a live M&A journey - straight from the trenches (Q2 2025). Martin shares how a managed service provider (MSP) can shift from “comfortable lifestyle business” to a serious exit opportunity, what buyers care about (EBITDA multiples, recurring revenue, and quality of earnings), and how CFO-grade clarity turns a fuzzy growth plan into a focused value-creation roadmap. Along the way, they dig into target-setting (including Martin’s memorable “6-3-3” framework), leading vs lagging indicators, and how to translate finance-speak into operational decisions that actually move enterprise value.
In this episode, James Kennedy sits down with Austin Moffat, founder of DSO CFO, to unpack how Austin built a thriving fractional CFO firm for dentistry - despite taking a non-traditional route (no CPA). Austin shares how high-level competitive soccer shaped his business IQ, how an early “trial by fire” accounting role accelerated his learning, and why the dental industry urgently needs simple, decision-ready financial clarity. They also dig into dental-specific KPIs, the rise of DSOs and private equity in dentistry, and the practical AI/tech stack Austin is using to run a modern accounting firm.
In this episode, James Kennedy sits down with Wendy Laxton, founder of Laxton CFO Services, to unpack the “modern” version of fund accounting - how nonprofits manage restricted vs. unrestricted funds, align grant requirements with real-world operations, and avoid credibility-killing misallocations. Wendy shares how the 2008 recession unexpectedly led her into fractional CFO work, why niching down to nonprofits was a defining move, and what she’s learned from guiding organizations through system complexity - from overbuilt ERPs to intentionally “resetting” in QuickBooks and rebuilding structure over time.
In this episode, James Kennedy sits down with Kerry Peters, Microsoft MVP and Co-Founder of New View Strategies, to unpack why so many ERP implementations fail - and how businesses can finally get the financial clarity, process efficiency, and operational visibility they were promised.
Kerry shares how her unique blend of corporate controller experience, ERP expertise, and a passion for business process has helped hundreds of companies turn struggling implementations into scalable, high-performing systems. From a publishing company with 21,000 general ledger accounts to organizations stuck in endless month-end closes, Kerry explains the root causes, the fixes, and how to prevent the pain in the first place.
She also reveals how she unintentionally built a thriving fractional CFO practice - simply by helping companies bridge the gap between software, people, and process.
In this episode, James Kennedy sits down with fractional CFO Shane Bender, founder of Bender CFO Services, to dig into the financial realities of running a marketing or digital agency. Using his love of weather models as a metaphor for forecasting, Shane explains why most agency owners are flying blind on margins, cash flow, and growth targets - and how better data, simple models, and discipline can turn chaos into clarity. From client-level profitability to weekly cash planning and “smarter” goals, this conversation is a practical roadmap for agencies that want to grow without blowing up their finances.
In this episode, James Kennedy sits down with Elliott Gaspar, UK-based Fractional CFO and founder of a fast-growing finance practice, to unpack how the UK’s unique tax-advantaged investment schemes (SEIS/EIS) can accelerate early-stage growth - and how easily founders can lose their eligibility without realizing it.
Drawing on a career that started in Oxford University finance, scaled through private-equity-backed energy infrastructure, and evolved into advising high-growth, asset-heavy startups, Elliott explains why CFOs must be storytellers, how to build investor-ready financial models, and why UK entrepreneurs still underestimate the power of compliance-driven incentives.
In this episode, James Kennedy sits down with Chris Gwinn, CFA and founder of Midwest CFO, to unpack how a fractional CFO helped a $7.5M digital agency boost gross margins from 26% to 48% and add $1M in EBITDA - without forcing creatives into traditional timesheets. Chris shares why he exited a successful process-improvement consultancy to build a more recurring, finance-driven practice, how he uses podcasts as a growth engine, and the simple pricing and cost-allocation shifts any B2B services firm can use to increase valuation.
In this episode, James Kennedy sits down with Carolina Aponte – fractional CFO, founder, and co-host of the Breaking Even Better podcast – to trace her journey from teen tour guide in Venezuela to award-winning North Carolina business owner. Carolina shares how she arrived in the U.S. at 20 without a high school diploma, juggled three jobs to survive, and used night classes plus on-the-job learning to climb from receptionist to controller and ultimately firm owner.
They unpack what a great controller actually does, how finance leaders can influence (but not control!) CEOs, and why relationships, resilience, and “improv” are just as important as debits and credits. Carolina also talks about helping more than 10 clients break the $1M revenue barrier and how her team-based model delivers 90%+ client retention.
In this episode, James Kennedy sits down with Debbie Rosler, fractional CFO at Burkland, to dig into the uncomfortable but critical topic of waste, fraud and abuse inside venture-backed startups. Drawing on a career that spans investment banking, private equity, Levi Strauss, dot-com startups and a career-defining embezzlement case where a CEO “borrowed” $1.5M from his own company, Debbie walks through exactly how it happened, why the board didn’t catch it, and the practical controls that saved the business. They also explore how SaaS founders can use “two sets of eyes,” approval matrices and even purchase orders with lawyers and contractors - and why phishing, payment-redirection scams and AI deepfakes make 2025 a dangerous time to be casual about controls. James closes by introducing redflag.procurementexpress.com, a 30-second AI QuickBooks scan that flags unusual spending patterns before they blow up into a crisis.
In this episode, James Kennedy sits down with Nick Bilotta, Founder of Bilotta & Co. CPAs, to explore two powerful concepts often misunderstood in the accounting world: fund accounting and financial storytelling. Nick shares why fund accounting - often dismissed as an “old-school” practice - is becoming more relevant than ever for nonprofits, contractors, and organizations that need transparency, donor confidence, and better decision-making. He also breaks down how great accountants don’t just report numbers - they translate financials into narratives that inspire trust, secure funding, and shape an organization’s future. From motorcycle technician to SEC reporting leader to firm owner, Nick’s unconventional journey gives him a unique perspective on the role of modern CPAs, fractional CFOs, and the importance of clarity in financial communication.
In this episode, James Kennedy sits down with UK-based portfolio CFO Andy Mellor, founder of Summit17, to tackle a controversial question: what actually makes a “real” fractional CFO? Drawing on Andy’s journey from big corporate finance to PE-backed gym chains and nursery groups, through to running his own packed portfolio practice, they unpack how to separate serious CFOs from title-only pretenders, why great financial models should drive day-to-day decisions (not gather dust in Excel), and how fractional CFOs can build real equity instead of just selling hours. Along the way, Andy shares a live MBO case study where a retiring partner was bought out without private equity and how smart forecasting and cash planning made it possible.
In this episode, James Kennedy talks with Darren Cherry, Partner at FocusCFO and leader of the firm’s Exit Planning practice, about building a business that thrives without the owner. Darren explains the three reasons companies bring in a fractional CFO, why exits take 12-18 months (minimum), and how to grow value (not just income) by reducing owner dependency, tightening approvals, and installing metrics that drive behavior. He also shares a turnaround story from industrial manufacturing and the mindset entrepreneurs need to scale and sell.
In this episode, James Kennedy sits down with Keith Wright - procurement leader, author, and founder of K Wright Consultancy - to unpack how professional procurement creates durable profit, not just cheaper prices. They explore Keith’s ACE method (Analyze → Create → Execute), why execution failures destroy value, and practical ways SMEs can uncover 5–6% cost-of-goods savings in weeks. Keith also lifts the lid on his “Profit Booster” scorecard, supplier consolidation tactics, and how to manage cost-price inflation without eroding margin.
In this episode, James Kennedy sits down with Niall White, corporate finance expert and founder at Capstack, to unpack what really determines success after the deal closes. Drawing on a career spanning BDO (Dublin & London), Barclays Capital (funding marquee PE buyouts), and in-house M&A at an Irish PLC, Niall explains why most value is won - or lost - during integration, not at the signing ceremony. They cover how to prepare a founder-led company for sale, structure earn-outs that actually work, and the people/controls you must have in place before, during, and after a transaction.
In this episode, James Kennedy sits down with Paul Maskill, the “Blue-Collar CFO,” to unpack how service pros and trades owners can turn a time-for-money job into a sellable, scalable company. From pricing that actually funds growth to partnering for equity, Paul shares the moves he used to grow and exit multiple local businesses (landscaping, electrical, kids’ sports programs) and why home-service companies win by doing “the boring stuff” brilliantly - answer fast, show up, keep promises.
James Kennedy sits down with Eric Segal, Managing Director at CFO Consulting Partners, to unpack what community banks and fintechs really need from a CFO team. From Eric’s early days rating institutions during the S&L crisis at Moody’s to treasury and CFO roles at American Express, and finally a high-stakes turnaround as interim CFO for a stressed community bank in 2008–09, this episode explores asset-quality shocks, SEC/OCC scrutiny, restatements, and how to run multiple regulatory workstreams without losing the plot. You’ll also hear how to evaluate a CFO firm for industry fit - and why there’s still plenty of “alpha” hiding in management quality and front-line execution.
In this episode, James Kennedy sits down with Joe Stafford, founder of Trinity Business Advisors and serial entrepreneur, to unpack hard-won lessons from scaling to $60M revenue, surviving a bank workout, exiting two companies, and now guiding owners through exit planning the right way. Joe shares how a simple gross-margin math fix generated $26M in profit, what really happens when private equity is on the other side of the table, and a practical playbook for making your business sellable, scalable, and less owner-dependent.
In this episode, James Kennedy chats with Jeffrey (Jeff) Heybruck, CPA and founder of Lucrum Consulting in Charlotte, NC. Jeff breaks down how he helped a high-end landscaping firm transform its maintenance arm from custom, ad-hoc work into packaged, recurring revenue - boosting margins, simplifying ops, and making the company far more attractive to a private-equity roll-up. Along the way, he shares CFO tactics for pricing, renewal timing, quoting, and why you shouldn’t kill an “unsexy” service that quietly drives both profit and pipeline.
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