Help! My Business is Growing

Is your business missing out on valuable customer feedback? Without it, you won’t know what they want or even feel about your business.You’ll be operating in the dark, making decisions based on assumptions rather than data. If you’re also not taking the time to do any customer research, you won’t get to know their needs and pain points. This could lead to missed opportunities that will eventually eat into your finances. So how do you start doing customer research? How do you gather customer feedback?What questions should you ask to get useful insights?and how do you use this data to help you make better strategic plans and decisions?In this episode, Darlene Campagna and I talk about the pivotal role of customer research and feedback in growing a financially healthy and sustainable business. She shared why you should encourage customer engagement because it can positively impact your sales,  marketing, finance, and lead to operational improvements.Darlene is the Customer Acceleration Consultant and Owner of Direct Opinions. Before that, she spent 11 years working for a national IT consulting company that took its Cleveland operation from approximately $2 million in annual sales to over $27 million in just six years. We discuss: (timestamps)02:42 Why businesses ignore customer research when making strategic plans 04:47 What it takes to do customer research05:29 The time and effort required for effective customer research 11:58 Maintaining a quality contact list for customer outreach 14:17 Customers segmentation based on customer satisfaction and experiences16:29 Response rates for customer feedback initiatives17:50 In-person focus groups versus panel research methods20:01 The differences between focus groups and panel research 22:52 Customer response quality via phone versus email surveys 24:19 Batching question and response processes  in email surveys27:20 Phone outreach challenges in the modern era29:14 Examples of operational improvements driven by customer insights 35:22 Factors that affect a customer's willingness to provide feedback 37:40 Identifying key stakeholders responsible for customer research initiatives.40:59 The value of customer feedback when selling your company44:59 Actionable steps to start customer feedback programs effectivelyResources:Darlene Campagna,  Customer Acceleration Consultant and Owner, Direct Opinionshttps://www.directopinions.com/LinkedIn:https://www.linkedin.com/in/darlene-campagna-5162515/LinkedIn | Direct Opinions:https://www.linkedin.com/company/direct-opinions/about/Twitter:https://twitter.com/DirectOpinionsKathy Svetina, Fractional CFO:https://www.newcastlefinance.us/Blog post | Driving Business Growth Through Effective Customer Feedbackhttps://www.newcastlefinance.us/listen/driving-business-growth-through-effective-customer-feedback/

Change is part and parcel of running a growing business.But with change comes resistance, disrupting operations and creating hurdles that can strain your workload and more importantly, your finances.So what can you do to manage change effectively?Are there specific steps to take that will guarantee a smooth transition? And most importantly, how do you get your team to embrace change positively?In this episode, Ursula Jorch discusses the essential elements of change management and shares her insights on how you can lead your growing business successfully through these transformational times.Ursula Jorch is a business coach, speaker, and founder of Work Alchemy. She helps women leaders transform their businesses into profitable agents for change, create global impact, and become recognized as a powerful force for good.We discuss: (timestamps)02:18 - What is Change management?03:32  - Why small businesses struggle with change management05:37 - Common challenges faced by leaders and clients when managing change 08:59 - Transitioning from being an operational owner to delegating responsibilities 13:23 - The difference between formal and informal communications in change management14:55 - Empowering managers to influence informal conversations positively16:55 - KPIs to track successful change management implementation 18:58 - Specific KPIs in a real-world change management scenario 21:38 - Handling challenges in sales organizations during change  23:54 - Dealing with negative and positive informal communication26:22 - Professionalizing the workforce and addressing reactive behavior in small businesses30:04 - Recognizing signs that employees have embraced change effectively 31:28 - Actionable tips for easing the pain of change for employeesResources:Ursula Jorch, MSc, MEd, Business Coach, Speaker, and Podcast Host, Work Alchemyhttp://workalchemy.com/LinkedInhttps://www.linkedin.com/in/ursula-jorch-6a228Facebook https://www.facebook.com/WorkAlchemyTwitterhttps://twitter.com/ursulajorchInstagramhttps://www.instagram.com/ursula.jorch/Podcast |  Work Alchemy: The Impact Interviews - https://podcasts.apple.com/us/podcast/work-alchemy-the-impact-interviews/id1035446203Kathy Svetina, Fractional CFO:https://www.newcastlefinance.us/Blog post | How Effective Change Management Drives Business Successhttps://www.newcastlefinance.us/listen/how-effective-change-managment-drives-business-success/

Struggling with poor performance in your business?  Whether it's employees always running late, missing deadlines, or failing to meet expectations, it’s stressful and will eventually affect your bottom line. So, what's causing all the chaos? Is it a communication breakdown? Are there gaps in your onboarding processes? Or are your leaders not stepping up? Discovering the root causes of poor performance is key to implementing meaningful changes. But how do you identify and address these challenges? And what are the steps you need to take to foster a culture of success in your business?In this episode, Barbara Mason shares her insights on how to identify poor performance and what you need to do to turn it around to protect your growing business.Barbara Mason is a renowned career coach and HR insider with a passion for helping develop career-oriented teams that will help your business’s growth and workplace culture. She has a remarkable track record in positioning professionals and CEOs for significant business and career growth.We discuss: (timestamps)01:50 - Reasons for poor performance in business04:09 - Employee accountability for performance improvement06:40 - Addressing the causes of poor performance08:58 - Managing excuses and repeated performance issues11:21 - Importance of documentation in performance management13:17 - Established processes for handling poor performance15:36 - Dealing with performance issues when there are no clear expectations17:39 - The impact of hiring and onboarding processes on performance23:29: - Avoiding micromanagement in improving performance25:45 - How poor performance affects finances26:13 - Financial challenges vs performance management28:48 - Actionable steps to take when addressing an employee performance issue Resources:Barbara Mason, CEO, Career Pathways Consultinghttps://careerpathwaysconsulting.com/LinkedIn:  https://www.linkedin.com/company/careerpathwaysconsulting/Instagram: https://www.instagram.com/yourhrinsider/Facebook: https://www.facebook.com/careerpathwaysconsultingTwitter:  https://twitter.com/careerpathways7Kathy Svetina, Fractional CFO:https://www.newcastlefinance.us/Blog post | Overcoming Employee Performance Issueshttps://www.newcastlefinance.us/listen/overcoming-employee-performance-issues/

When growing your B2B operations, having an effective sales process in place is key.It serves as a guide for you and your clients - from the initial interest stage until you finally close the deal.But in B2B operations your sales funnel is more complex. There are more decision-makers, longer sales cycles, and more barriers to sales such as company accreditation or procurement checklists and so on.If you don't have an effective sales process in place, things can get chaotic really fast.Without structure, your team gets overwhelmed, leads pile up, you might miss out on weeding the bad leads and deals start to fall through.So how can you regain control?What do you need to do to streamline your sales process and safeguard the growth and success of your business?In this episode, Liz Heiman and I talk about the B2B Sales funnel and how having an effective B2B sales process can really set your business up for success.Liz is the Sales Operating System Architect and the founder of Regarding Sales. She guides “Ready-to-Scale” founders and CEOs to take the chaos out of sales and create a more sustainable growth strategy that strengthens the pipeline and streamlines their process to increase revenue predictably. She speaks to entrepreneurs, CEOs, and sales leaders about taking the chaos out of sales and creating a more sustainable growth strategy that strengthens the pipeline and streamlines the process to increase revenue predictably.We discuss: (timestamps)03:02 - Real-world chaotic scenarios in B2B sales funnels04:06 - The four key stages of B2B sales funnels 08:59 - The challenges of B2B sales funnel stages12:34 - KPIs to monitor B2B sales funnel performance15:56 - Balancing quantity vs. quality in B2B prospecting18:58 - Addressing sales and marketing misalignment21:12 - Optimizing your CRM setup for effective sales tracking25:35 - The role of buyer personas34:53 - Actionable steps to take to streamline your B2B sales processesResources:Liz Heimann, CEO & Chief Sales Strategist, Regarding Sales:https://www.regardingsales.com/LinkedIn: https://www.linkedin.com/in/lizheiman/Facebook: https://www.facebook.com/RegardingSalesSchedule a call: https://calendly.com/regardingsales/introEmail: info@regardingsales.comDownload the Free Sales Funnel PDF from Liz: https://drive.google.com/file/d/1aM8rTHzjBReD9rY4AZzG0XFSTN5MkSt9/view?usp=drive_linkKathy Svetina, Fractional CFO:https://www.newcastlefinance.us/Blog post | Building an Effective B2B Sales Processhttps://www.newcastlefinance.us/listen/building-an-effective-b2b-sales-process/

In tough times, many businesses feel the urge to cut back on marketing spending.But what's the potential downside?Your brand might start to fade away, missing chances to connect with customers and falling behind the competition.Marketing isn't just about letting the world know about your business. It's also a powerful tool to control your business. It directly affects your cash flow and drives your bottom line.So, how do you make sure your marketing budget is working as hard as possible to meet your customer's needs and to grow your business?In this episode, Sean Doyle discusses the importance of effective marketing spend and its direct impact on business finances. He shares insights on optimizing resources for growth and reaching customers closer to “cash” or conversion.Sean is the principal at FitzMartin Inc., a leading consultancy focused on sales marketing and management, sales and marketing technology services, and revenue operations. Sean and his team at FitzMartin are focused on long-term value creation through a sales-first, scientific approach to driving revenue. Over a 25+ year career and more than 5,000 client engagements, Sean has amassed unmatched expertise in helping B2B companies sell more to their most profitable customers.We discuss: (timestamps)2:12 The significance of optimizing marketing spend rather than cutting it2:37 Impact of Marketing Strategies on Financial Performance10:00 The "speed to cash" mindsetFocusing marketing efforts on target groups close to making purchases13:04 Marketing as a business tool, not just a creative or communications tool13:38 Understanding business objectives is crucial for effective marketing16:52 Hiring and Building a Strategic Marketing Team23:36 Marketing budget based on top-line revenues or some variant of EBITDA30:50 One actionable step to take to fine-tune your marketing31:22 Centricity: Putting the buyer at the center of everything a company doesResources:Sean Doyle, Author, Speaker, and Advisor, FitzMartin Inchttps://seanmdoyle.com/https://fitzmartin.com/LinkedIn: https://www.linkedin.com/company/fitzmartin/Facebook: https://www.facebook.com/fitzmartinmarketing/Twitter: https://twitter.com/FitzMartinb2bEmail: sean@fitzmartin.comAuthor : Shift: 19 Practical, Business-Driven Ideas for an Executive in Charge of Marketing but Not Trained for the Task by Sean Doylehttps://www.amazon.com/Shift-Practical-Business-Driven-Executive-Marketing/dp/1605440574Kathy Svetina, Fractional CFO:https://www.newcastlefinance.us/Blog post | Transforming Marketing Spend into Business Growthhttps://www.newcastlefinance.us/listen/transforming-marketing-spend-into-business-growth/

If you have a customer-centric business, it means your customers are at the heart of everything you do.And this is a good thing because happy customers equals a thriving business.But sadly, many small businesses struggle to make this happen beyond their team members on the front lines.And this is a problem since customer satisfaction is crucial to your success.So what do you need to do to make your business truly customer-centric?What exactly does being customer-centric entail?And how can you encourage this mindset across your entire organization?In this episode, our guest Chris Hood offers actionable advice on building a customer-centric business. He shares how to implement it in your business to help it grow financially healthy and successful in the long run.Chris is a keynote speaker, strategist, and thought leader in customer-centric cultures, artificial intelligence, and innovation. He boasts over three decades of experience in business development and is the author of 'Customer Transformation,' where he provides a roadmap to customer alignment and business value, articulating a transformative seven-stage strategy. As the Founder and CEO of Synsible AI, Chris spends his time helping businesses leverage AI and reach 10x thinking.We discuss: 02:07 - Developing a customer-centric environment in your business04:33 - Growing a customer-centric mindset in non-customer-facing departments 11:18 - Chris Hood’s customer-centric framework for your business14:27 - Companies that excel in being customer-centric18:02 - Implementing Customer-centric activities in your business21:03 - The differences between small and large businesses in becoming more customer-centric25:22 - Real-life examples of customer inclusion done right29:04 - Analyzing the root causes of why customer-centricity is a challenge for many businesses30:33 - Debunking the Customer is Always Right Myth35:41 - Actionable steps to take to become a customer-centric businessResources:Chris Hood, Digital Strategist, Podcast Host and Author:https://chrishood.com/LinkedIn: https://www.linkedin.com/in/chrishood/Twitter: https://twitter.com/chrishood1Youtube: https://www.youtube.com/chrishoodAuthor of Customer Transformation https://chrishood.com/product/customer-transformation-hardcover-book/?swcfpc=1Podcast | The Chris Hood Digital Show  https://podcasts.apple.com/us/podcast/the-chris-hood-digital-show/id1671355874Kathy Svetina, Fractional CFO:https://www.newcastlefinance.us/Blog post | How to Become a Customer-Centric Business - and Why It Mattershttps://www.newcastlefinance.us/listen/how-to-become-a-customer-centric-business-and-why-it-matters/

Ever found yourself drowning in the tedium and mundane tasks of running a business, wondering if there's a way to escape and get your life back? What if we told you that, "Yes! there is a way!"  And that it's absolutely possible to lead a fulfilled life while working fewer hours, whether you're managing one successful business or multiple ventures.Does it sound too good to be true? It's not!  In this episode, our guest Jeff Russell shares his journey of building multiple thriving businesses across different industries.He brings his businesses to new heights of success through a combination of strategic hiring, implementing systems and processes, and mindful business evaluation. His insights and experiences are gold and will help you sidestep getting lost in the relentless hustle and busyness so you can live the life you want while building the business of your dreams. Jeff Russell, is a best-selling author, renowned speaker, and accomplished entrepreneur. As the founder of many successful businesses and author of his latest book, ‘Fire Yourself First,’ Jeff is an expert in helping business owners break free from the daily grind. We discuss: 02:27 Introduction to Jeff Russell07:17 The differences between organizational charts and role charts09:39 Jeff’s shared service model for marketing, financial management, and operational roles14:43 Why stepping back from day-to-day operations to focus on long-term strategy is vital18:15 Transitioning from owner-operators to true owners by implementing systems & processes24:47 Jeff's 11-step hiring process outlined in his book "Fire Yourself First"33:58 Importance of reading, listening to podcasts, and attending conferences for self-education39:34 Actionable steps to be like Jeff: not just an owner operator but a true ownerResources:Jeff Russell Best-Selling Author, Speaker, Serial Entrepreneur, and CEO, Oakridge Financial Grouphttps://www.fireyourselffirst.com/LinkedIn: https://www.linkedin.com/in/thejeffrussell/Facebook: https://www.facebook.com/profile.php?id=100088397692719Twitter: https://www.twitter.com/jeffrussellsaysInstagram: https://www.instagram.com/fireyourselffirstAuthor of “Fire Yourself First”: https://www.fireyourselffirst.com/book-jeffOther Resources Mentioned in the Episode:Dan Sullivan: https://www.strategiccoach.com/Storybrand: https://storybrand.com/Dawn Fotopulos:  Accounting for the Number Phobic https://www.amazon.com/Accounting-Numberphobic-Survival-Business-Owners-ebook/dp/B00KVO2C4WKathy Svetina, Fractional CFO:https://www.newcastlefinance.us/Blog post | Fire Yourself First: Jeff Russell's Guide to Successfully Growing Your Businesshttps://www.newcastlefinance.us/listen/fire-yourself-first-jeff-russells-guide-to-successfully-growing-your-business/

Handling HR investigations can be a potential minefield for any business, especially those that are smaller but currently growing. It’s natural to feel overwhelmed when faced with employee complaints, wrongful termination claims, or accusations of workplace bullying and harassment. Yet these investigations matter because they can make or break your business. If resolved successfully, they'll protect your business and your employees.If you ignore or mishandle them, it could cause you legal problems and harm your reputation. So, how do you work your way through HR investigations without making costly mistakes? Are there steps to take to ensure you're protected?Who do you call for help? And how can you resolve them professionally? In this episode, our guest Jill Avey shines a light on HR investigations, and what are some strategies for managing complaints, when to seek legal advice and how you can protect your business through HR documentation and processes.  Jill Avey is the founder and owner of Southwestern HR Consulting, Inc. (SWHRC) and has more than 25 years of business expertise in Human Resources (HR). We discuss:03:46 What are HR investigations06:46 The differences between the EEOC and the Department of Labor07:35 Potential consequences for overlooking employee concerns10:14 Common small business employee claims that lead to HR investigations14:46 The ideal timing to create an employee handbook15:28 The importance of policies and handbooks for contractors and 1099 workers19:45 Resolution options for contractors with complaints2352 What actions are permissible for employees and independent contractors30:22 The steps to take to address accusations of wrongful termination34:14: Mediation is typically more cost-effective than proceeding with an actual lawsuit37:58 Recommended actions when your business lacks HR expertise41:11 Actionable steps to take to protect your business from HR investigations.Resources:Jill Avey, SPHR, SHRM-SCP, Owner, Southwestern HR Consulting, Inc.https://swhrc.com/LinkedIn:https://www.linkedin.com/in/jill-avey-sphr-shrm-scp-3910642a/Facebook: https://www.facebook.com/SouthwesternHRConsultingTwitter: https://twitter.com/SoWeHRConsultInstagram: https://www.instagram.com/southwesternhrconsulting/Kathy Svetina, Fractional CFO: https://www.newcastlefinance.us/Blog post | The Impact of HR Investigations in Small Businesseshttps://www.newcastlefinance.us/listen/the-impact-of-hr-investigations-in-small-businesses/

Have you ever had that nagging feeling that you don't measure up?Do you live in constant fear that your success is just a fluke? Are you worried you'll be unmasked as someone without a clue what they're doing?It's the relentless struggle known as Imposter Syndrome, and it's something that even the most successful entrepreneurs suffer from.Imposter Syndrome doesn't discriminate. It haunts people in their personal and professional lives, sabotaging confidence and stifling potential. But what is it exactly? What triggers it? Why - however irrational and false it is - does it affect so many of us? And, most importantly, how do we beat it? In this episode, our guest Andy Hite shares how you can help yourself - and others in your team - break free from the iron-like claws of Imposter Syndrome and unleash your full potential. He'll also provide actionable steps to foster a culture of growth, learning, and resilience in your business.Andy Hite is a recognized leadership coach who supports entrepreneurs, executives, and their teams as they navigate the world of building lives and businesses filled with prosperity, meaning, & freedom.We discuss:02:48  What is imposter syndrome, and why do so many people struggle with it?  04:08 The importance of celebrating wins and accomplishments  06:58 Effective techniques that help beat imposter syndrome  08:35 How can people overcome their fear of taking courageous actions?  12:19  Other tools for assisting individuals dealing with imposter syndrome13:33 The differences between therapy and coaching15:53 How to lead effectively and help  team members overcome imposter syndrome 17:20 What is a Leadership 360 assessment20:05  The relationship between imposter syndrome and resistance to feedback21:02 The challenges of managing someone with imposter syndrome 22:20 The differences between leadership and coaching   23:40  Tips and tricks to help leaders become better coaches to their teams  25:22 Fostering a culture that allows short-term pain for long-term gain29:30 Actionable steps to create a culture that values learning from mistakesResources:Andy Hite, Executive and Entrepreneur Coach, and Leadership ExpertWebsite:  https://www.andyhitecoaching.com/LinkedIn: https://www.linkedin.com/in/andy-hiteEmail: andy@andyhitecoaching.comFor exclusive resources for listeners of this podcast: https://www.scalingminds.com/hmbgKathy Svetina, Fractional CFO:https://www.newcastlefinance.us/Blog post | Overcoming Imposter Syndrome as a Business Ownerhttps://www.newcastlefinance.us/listen/overcoming-imposter-syndrome-as-a-business-owner/

While HubSpot has many features, it can also seem overwhelming. With so much going on, it’s hard to know where to start or how to make the most of it. And if you're not careful, you can easily get bogged down in all the (helpful) bells and whistles and lose sight of your overall goals.So, what exactly is HubSpot? Why do businesses love it? What makes it different from other CRM platforms? And how do you go about implementing it into your business?In this episode, my guest Jenelle McGrath and I break down all things HubSpot, including discussing its versatile features and the benefits it can bring. She also shares her insights on making the most of its capabilities and offers valuable tips for those considering integrating it into their growing business.We discuss:03:22 Who are the ideal customers for HubSpot's marketing automation platform?04:12 How companies benefit from HubSpot 10:56 Common challenges when implementing HubSpot13:24 Reasons small businesses migrate to HubSpot14:55 HubSpot's role in streamlining hiring and recruitment18:55 Utilizing HubSpot for employee onboarding22:12 Different types of hubs available in HubSpot23:19 Measuring leads, revenue, and SEO impact with HubSpot campaigns26:37 Best practices for effective data tracking in HubSpot31:35 Key factors for successful HubSpot training, including ownership, certification, and training resources34:34 Effective training schedules and timelines for teams adopting HubSpot36:48 Common mistakes made by sales and marketing teams after migrating to HubSpot38:31 Actionable steps to take to prepare for HubSpot migrationResources:Jennelle McGrath, CEO, Inbound Sales and Marketing Growth Agency Partner, Market VeepWebsite: https://www.marketveep.com/LinkedIn: https://www.linkedin.com/in/jennellemcgrath/Free Resources:https://www.marketveep.com/marketing-ebooks-webinarsKathy Svetina, Fractional CFO:https://www.newcastlefinance.us/Blog post | How to Successfully Implement HubSpot https://www.newcastlefinance.us/listen/how-to-successfully-implement-hubspot/

The art of naming may seem secondary to finances and operations, but it's incredibly important because your name can make or break your brand.So how do you choose the right name? What are the methods or surefire hacks to create one that clicks?How do you craft a name that leaves a lasting impression and attracts customers?What's the secret to unlocking naming success? And how do you ensure that this process becomes the foundation for your long-term success?In this episode, my guest Alexandra Watkins and I take a deep dive into the world of naming. She shares her tips on creating the perfect name, including how to brainstorm and the common mistakes to avoid when choosing the right name.Alexandra is a leading and outspoken authority on brand names with buzz.  Her breakthrough creativity book, “Hello, My Name is Awesome: How to Create Brand Names That Stick,” was named a Top 10 Marketing Book by Inc. Magazine. We discuss:03:42  When naming a brand or business, don't prioritize matching URLs over relevant keywords to avoid confusion and unconventional spellings.08:20 Choose names that are easy to spell, pronounce, and remember.09:17  The S.M.I.L.E process for choosing winning names11:12 Leverage previous knowledge, imagery, themes, and emotions to craft names.13:52 Brainstorm for names using various techniques to jumpstart your creativity.16:52 Multiple rounds of feedback and trademark screening are part of every name selection process.20:55 Trademark your brand names to prevent conflicts, regardless of how long you've used the name.21:54  Ownership of trademarks, as seen with Xerox and Kimberly Clark, offers consumer brand protection.24:07 The S.C.R.A.T.C.H Process for Rejecting Names29:52 Choose names that allow for future growth and changes in your business.31:53 Be aware of the "curse of knowledge" when naming anything and prioritize clear, pronounceable names.36:56 Pronunciation and spelling are pivotal in naming to avoid ambiguity.38:03 Actionable Steps to Selecting the Perfect Business NameResources:Alexandra Watkins, Founder and Chief Innovation Officer, Eat My WordsWebsite: https://eatmywords.com/LinkedIn: https://www.linkedin.com/in/alexandrawatkins/Twitter: https://twitter.com/eatmywordsFacebook: https://www.facebook.com/EatMyWordsNames/Free Test in Naming Your Brand: SMILE & SCRATCH Name Evaluation TestFree Brand Names Mini MasterclassHow To Create Super Sticky Brand Names Online CourseOther resources in this episode:Episode 62 - Protecting Intellectual Property in Service-Based Businesseshttps://www.newcastlefinance.us/listen/protecting-intellectual-property-in-service-based-businesses/Kathy Svetina, Fractional CFO:https://www.newcastlefinance.us/Blog post | How to Make a Business Name Memorablehttps://www.newcastlefinance.us/listen/how-to-make-a-business-name-memorable/

Sales can get complicated, especially for smaller or rapidly growing companies. Your sales process might seem like a maze, and disorganized data only makes it worse. Losing potential customers is frustrating and puts pressure on meeting targets. So how do you build or streamline your sales process? Where do you find the right sales talent?  And most importantly, how can you ensure this process becomes the foundation for your long-term success?In this episode, our guest Dan Fantasia provides expert insights and actionable strategies to conquer these sales challenges head-on. He’ll also help unlock the potential of your sales team to ensure your business's continued growth and financial stability.  Dan Fantasia has been in the field of sales recruiting since 1997 and founded Treeline in 2001. His exclusive focus on helping companies build world-class, elite sales teams has helped to change the lives of over 3,300 sales professionals. We discuss:03:54 The Need for a Clear Sales Process before hiring salespeople.06:46 What to Look for When Hiring Salespeople08:27 Breaking down the 30, 60, and 90-day business plan/roadmap for success accountability.  11:29 The difference between B2B and B2C salespeople14:40 Onboarding Your Salespeople to Understand Your Core Customers15:50 Focus on essential sales skills rather than technology when onboarding salespeople.25:18 New sales hires should be held accountable to metrics but be flexible because adjusting takes time.30:19 Prioritizing Sales Pipeline and Forecast Management for New Hires31:02 Establish a sales process with set rules and accountability to ensure your sales reps are truthful. 33:39 Actionable stepResources:Dan Fantasia, President and CEO, Treeline, Inc. Website: https://www.treelineinc.com/LinkedIn: https://www.linkedin.com/in/danfantasia/LinkedIn: https://www.linkedin.com/company/treelineincTwitter: https://twitter.com/DanFantasiaTwitter: https://twitter.com/TreelineIncFacebook: https://www.facebook.com/TreelineIncKathy Svetina, Fractional CFO:https://www.newcastlefinance.us/Blog post | How to Hire Top Sales People for Your Growing Businesshttps://www.newcastlefinance.us/listen/how-to-hire-top-sales-people-for-your-growing-business/

Intellectual property is a vital business asset that needs protection. It includes all your ideas, creations, products/services that drive growth. If you don't protect your intellectual property (IP), you risk competitors stealing or copying what you do, which could lead to lost revenue. The digital age has further complicated matters. It is now very easy to accidentally copy someone else's work, thanks to the rise of AI and automation that continue to blur the lines between innovation and imitation. But what is intellectual property exactly? Where do you start protecting what you own? How do you know when to use a copyright, license or trademark?  And how can you use your intellectual "assets" to increase your sales and achieve business success?In this episode, our guest Erin Austin breaks down all aspects of intellectual property, its different categories, how to use them and how to start protecting your creations. She also shares tips and insights on using your IP assets to help propel your business forward.We discuss:03:55 The difference between copyright, trademarks, trade secrets, and patents.08:06  How copyrights work10:05 The enforceability of copyrights12:19 AI-generated content and copyright laws14:04 Establishing the legal status of derivatives from your original copyrighted work15:03 Identifying the rightful owner of copyright for AI-generated content20:35 Exploring the distinction between "R" and "TM" in trademarks22:56 Evaluating how long and what to consider when applying for copyrights/trademarks27:47 Presenting individuals who leveraged IP to transform their businesses31:05 Understanding the role of licensing, alongside copyrights, trademarks, and trade secrets33:49 Examining the current models for licensing, including ongoing payments and fixed-term arrangements35:59 How to get started on protecting your business intellectual propertyResources:Erin Austin, IP Expert and Attorney, Think Beyond IPWebsite: https://www.thinkbeyondip.com/LinkedIn: https://www.linkedin.com/in/erinaustin/Youtube: https://www.youtube.com/channel/UCVztXnDYnZ83oIb-EGX9IGA/videosTwitter: https://twitter.com/ErinAustinLawKathy Svetina, Fractional CFO:https://www.newcastlefinance.us/Blog post | Protecting Intellectual Property in Service-Based Businesses https://www.newcastlefinance.us/listen/protecting-intellectual-property-in-service-based-businesses/

Every business faces challenges as it grows. And to manage these challenges, more and more owners are embracing EOS – the Entrepreneurial Operating System.EOS isn't your usual business guide; it's a complete system that aligns everyone in the company. This alignment is crucial because businesses with a united (and accountable) team tend to be more profitable and financially secure.EOS encourages every team member, from top to bottom, to think like an entrepreneur. This collective mindset keeps the bigger picture in mind and drives the company forward. But how can EOS make this happen? How does it work?And how do you implement it in your company?In this episode, our guest Rebecca Finken and I discuss EOS 101: what it is, what it offers, and how it works. She also shares the steps you can take to get started and apply the EOS system in your business.Rebecca Finken is a Professional EOS Implementer with EOS Worldwide, boasting nearly 30 years of experience as an entrepreneur. She resides in both Las Vegas and Prescott Arizona. We discuss:04:36 What is EOS and who is it for06:29 EOS Implementation Steps and Process09:03 EOS common terms and their definitions10:34 How to Implement EOS for Business Growth12:57 Dealing with employees reluctant to make EOS-implemented changes16:03 EOS tools (eg the people-analyzer) that are useful for businesses18:59 Breaking down the EOS Accountability Chart21:23 Managing culture shifts due to EOS 23:20 Measuring Employee Accountability with EOS29:51 Falling off the EOS process31:51 The various meeting formats of EOS and their importance36:41 The next actionable step to take in the next week or 2 to implement EOSResources:Rebecca Finken, Professional EOS Implementer, EOS WorldwideWebsite: https://eosworldwide.com/rebecca-finkenLinkedIn: https://www.linkedin.com/in/rebecca-finken-1891a6192/Kathy Svetina, Fractional CFO:https://www.newcastlefinance.us/Blog post | Achieving Business Growth with EOShttps://www.newcastlefinance.us/listen/achieving-business-growth-with-eos/

Press releases aren't just words on paper.  When done right, they can capture media attention, expand your audiences, and fuel business growth.But how do you begin?What do you talk about?Will anyone listen?How can you create press releases that grab both readers and journalists?And once you've told your story, how do you share it with the world?In this episode, Mickie Kennedy and I explore the potential of press releases for small business owners.  He'll walk us through why they are important, share tricks on crafting content that will resonate with your target audience and the media, and provide actionable steps to get your story out there.Mickie Kennedy is an expert at helping small businesses, authors, and startups increase their visibility and credibility. 24 years ago, Mickie founded eReleases after realizing that small businesses desperately need a press release service they can afford. We discuss:03:10 What falls under the umbrella of PR04:00 Effective Press Releases for Small Businesses07:01 How to get your press releases out in the media08:40 Creating Compelling Press Release Content16:22  Steps to Producing and Distributing Press Releases22:16 The media pick-up time frame for a press release to be considered a success23:42 The cost implications of press releases or syndicating content 27:14 The standard, most effective press release length28:07 Samples of major press release fails 35:00 The next actionable step that small businesses can take within the next 2 weeks to create effective press releases.Resources:Mickie KennedyPR Expert, Press Release Ninja, Media Relations NetworkereReleasesWebsite: https://www.ereleases.com/LinkedIn: https://www.linkedin.com/in/publicity/Facebook: https://www.facebook.com/ereleases.press.release.distributionKathy Svetina, Fractional CFO:https://www.newcastlefinance.us/Blog post | How Press Releases Build Buzz and Grow Your Small Businesshttps://www.newcastlefinance.us/listen/how-press-releases-build-buzz-and-grow-your-small-business/

Sustaining a business becomes challenging as labor costs rise, especially in the service industry, where people play a central role.You must keep your eye on your bottom line but also prioritize your employees' well-being. So how do you strike this balance? Through labor efficiency, or making the most of your workforce's talents, time, and resources to get things done smarter and faster. But what is labor efficiency exactly?How does it work?How do you implement it successfully?And how can it give your business the kick it needs to grow and thrive? In today's episode, Herb Cogliano and I discuss labor efficiency - what it is, why you need it, and how it can make a positive impact on your business operations. He shares tips and strategies on how you can make it a part of your growing business. Herb Cogliano leads his own advisory practice leveraging the Scaling Up Performance Platform, described in Verne Harnish's award-winning book, Mastering the Rockefeller Habits-Scaling Up.As an International Business Coach, experienced CEO Scaling Up Practitioner, and Professor of the Scaling Up Masters Business Course, he has learned firsthand what it takes to overcome many business challenges. Herb is pursuing his passion for working with leaders of growth companies to achieve more freedom by helping them create industry-leading strategies, a culture of accountability, flawless execution, and a healthy cash flow within their organizations.We discuss:03:30 What is labor efficiency and why is it important for any business?05:01 Understanding labor efficiency as ROI on people and their impact on financial returns.06:40 Revenue-producing labor and back-office support labor (or direct and indirect labor) in the labor efficiency equation explained.11:30 Exploring the connection between labor efficiency and operating profit: Improving labor efficiency leads to higher profits.15:37 Boosting labor efficiency strategies such as increasing team size, improving processes, and optimizing service delivery.  18:16 Defining A, B, and C players using talent assessment and evaluating employees by rehiring and core values.23:47 Using tools and scaling up principles can create a positive work environment for employees.27:09 The evolution of purpose and values in creating a successful business.29:45 Actionable and manageable next steps to improve labor efficiency and operating profits.Resources:Herb Cogliano, International Business Growth Advisor & Certified Scaling Up Coach, Aspire Growth Advisors:https://www.aspiregrowthadvisors.com/LinkedIn: https://www.linkedin.com/in/hcoglianoEmail:herb@aspiregrowthadvisors.comKathy Svetina, Fractional CFO:https://www.newcastlefinance.us/Blog post | Maximizing Labor Efficiency for Your Growing Businesshttps://www.newcastlefinance.us/post/maximizing-labor-efficiency-for-your-growing-business

Dealing with a messy desk while running a growing business? It can seriously get in the way of your productivity. Staying on top of your game becomes a struggle when things are scattered, lost, and disorganized.Beyond the mess, a cluttered workspace disrupts focus, clarity, and completing tasks essential for business growth. Distractions multiply, stress builds up, and finding what you need becomes a scavenger hunt that eats your valuable time.So, where do you start taking charge of the clutter?What practical systems can you adopt to restore order while managing your business?And how can you consistently maintain a clean and organized workspace?In today's episode, Gayle Gruenberg and I discuss practical strategies to reclaim control over your workspace. We share tips for tackling clutter, implementing organizational systems, and maintaining a productive environment while managing your growing business. Gayle is the chief executive organizer of Let’s Get Organized, an award-winning Bergen County, New Jersey organizing company. Gayle helps people living with chronic disorganization declutter and maintain organizing systems. She is a certified professional organizer in chronic disorganization, a certified virtual professional organizer, and an organizer coach.We discuss:02:37 Start small when clearing up clutter. The feeling of accomplishment will help build momentum.03:34 Use categories and subcategories to help organize information visually, then sort and discard items as needed.08:27 Establish criteria for keeping important papers so you can let go of unnecessary items.13:00 Prioritize proximity and importance when organizing books and supplies in smaller workspaces.18:29 Refresh your workspace with foundational pieces, intentionally placing inspiring items and finding new homes for others.20:20 Creating an ideal workspace is an ongoing feedback, evaluation, and refinement process.26:40 To get closer to a productive workspace, start organizing. That first step will naturally lead to progress and transformation. Resources:Gayle Gruenberg, CPO-CD®, CVPO™, CEO, Let’s Get Organized:https://lgorganized.com/LinkedIn: https://www.linkedin.com/in/gaylegruenberglgoInstagram: https://www.instagram.com/letsgetorganizedllc/Facebook: https://www.facebook.com/LetsGetOrganizedLLC/Youtube:  https://www.youtube.com/channel/UC3mTqnTaJ_ZG4BlzOJjvN4APodcast | Make Space for Blessingshttps://anchor.fm/gayle-gruenberg%20Author: Let's Get Organized!: Quick Organizing Tips for Seasons and HolidaysLet's Get Organized!: Attention Deficit Hyperactivity Disorder (ADHD) and Chronic Disorganization (CD)Kathy Svetina, Fractional CFO:https://www.newcastlefinance.us/Blog post | Increasing Productivity Through an Organized Workspacehttps://www.newcastlefinance.us/post/increasing-productivity-through-an-organized-workspace

Construction is a challenging industry where human creativity works magic, turning engineering and architectural plans into actual structures. And while they make building something easy from the ground up, hidden beneath the surface lies a maze of intricate project management complexities that you won't find in other industries.With so many moving parts and a heavy reliance on subcontractors, success requires skillful coordination of teams, schedules, and resources. So what can you do to ensure success in this industry that demands effective management of both people and processes?In today's episode, John Glover and I explore the complexities within the construction industry and break down the project and people management success strategies that you can also use for your business.John Glover is a Small Business Coach, Fractional COO and Integrator, Personal Growth Consultant, and founder of Core Integration Coaching. He helps entrepreneurs, business partners, organizations, and individuals develop a roadmap to get what they want from their business and their life. As a passionate coach and facilitator, he's helped many set strategic goals, develop customized plans, and execute more effectively to obtain their desired results. We discuss:03:54 Managing people in construction is challenging without proper processes and communication.05:47 Establishing core values is crucial for a company's moral compass and identifying ideal employees.08:12 Use an accountability chart, define roles, align values, and communicate clearly to avoid issues.14:17 The steps to prevent mistakes and misquotes that can affect your profitability.16:35 Small business owners need to delegate responsibility.19:23 Small businesses benefit from the EOS platform when addressing major issues by implementing regular meetings, setting clear expectations, and having an effective onboarding process.30:15  Build supplier relationships by aligning core values via due diligence and clear communications.32:53 Vet subcontractors, like employees, assess if they're the proper fit through (legitimate) testimonials and address any issues quickly. 39:02 Accountability provides a framework that balances structure and autonomy, allowing individuals to thrive and solve problems within boundaries.42:14 Creating a strong people process with a structured onboarding system is crucial to help you find, train and keep the right employees and drive growth and success.Resources:John Glover, Coach, Fractional COO & Integrator, Core Integration Coaching:https://coreintegrationcoaching.com/LinkedIn: https://www.linkedin.com/in/john-gloverSchedule a Discovery Call with John: https://coreintegrationcoaching.com/contact-meEmail:john@coreintegrationcoaching.comKathy Svetina, Fractional CFO:https://www.newcastlefinance.us/Blog post | Industry Deep Dive - Construction: How to Effectively Manage Subcontractors Using EOS https://www.newcastlefinance.us/post/industry-deep-dive-construction-how-to-effectively-manage-subcontractors-using-eos

Does your workplace resemble a battlefield where no one collaborates, communication constantly breaks down, and productivity takes a hit?Are your people more invested in politicking, one-upmanship, and other internal conflicts than driving the business forward?If this sounds familiar, it's a sign that your business is grappling with dysfunctional team dynamics where power struggles, lack of trust, and poor communication make success a challenge. But what leads to this dysfunction in the first place?How does it impact the growth and the financial well-being of your business?And how can you overcome this dysfunction to cultivate a healthier and more productive work environment?In today's episode, Zach Montroy and I address workplace dysfunction and its impact on your business. We'll share practical strategies to restore collaboration, boost productivity, and improve your team's well-being, helping you maintain steady growth.Zach is the Founder and CEO of The Intention Collective and a leadership team coach with over 20 years of experience in executive roles. Zach’s passion for helping leaders expand their impact and build trust has led him to focus on helping entrepreneurs scale and grow their businesses. As a sought-after speaker and podcast guest, Zach is known for his ability to distill complex concepts into actionable insights that help businesses achieve their goals.  With a deep understanding of the importance of both strategy and culture in achieving sustainable growth, Zach helps companies create high-functioning, high-impact organizations through his innovative approach to leadership.We discuss:02:40 Prioritizing healthy team dynamics leads to business growth because healthy teams produce good outcomes while neglecting team wellbeing leads to burnout and frequent turnovers. 7:29 Cultural issues often stem from the lack of trust and courage, and the resulting dysfunction can lead to back-channeling, politicking, fear, shame, blame, gossip, favoritism, and nostalgia for the "good old days.10:36 Leaders need trust, courage, and healthy boundaries to confront difficult facts within their team and to build a healthy work culture.15:43 Leaders should apologize when wrong, create a healthy feedback mirror, prioritize clear communications, and explain their decision-making processes to build trust with their team.20:25 Evaluate work success along the way, not just at the end, using "mile markers" and feedback.24:25 Receiving feedback is a skill that can be learned, requiring curiosity and a willingness to become vulnerable.32:08 Cultivate a healthier team dynamic by reassessing core values, aligning them with your desired culture, and examining and refining your existing habits.Resources:Zach Montroy, People, Team & Organizational Strategist, Founder & CEO, The Intention Collective:https://www.intentioncollective.co/LinkedIn: https://www.linkedin.com/in/zacharymontroy/Email: Zach@IntentionCollective.coBooks Mentioned:John Gottman: What Makes Love Last?: How to Build Trust and Avoid Betrayal Brené Brown: Braving the Wilderness: The Quest for True Belonging and the Courage to Stand AloneJim Collins: Beyond Entrepreneurship 2.0: Turning Your Business into an Enduring Great CompanyKim Scott: Radical Candor: Be a Kick-Ass Boss Without Losing Your HumanityKathy Svetina, Fractional CFO:https://www.newcastlefinance.us/Blog post | Overcoming Workplace Dysfunction https://www.newcastlefinance.us/post/overcoming-workplace-dysfunction

Growing your business is no easy feat, especially when faced with intense competition. With numerous players fighting tooth and nail for the same customer base, it's easy to fade into obscurity. However, there's a game-changing strategy that many businesses fail to consider: Challenger Branding. This approach allows you to carve out a distinct brand identity and differentiate yourself from competitors.But what exactly is challenger branding? Will it work for a small business?And how can you harness your company culture to maximize its impact? Mike Sullivan is the President and CEO of LOOMIS, the country’s leading challenger brand advertising agency. For more than 30 years, he’s helped some of the country’s most successful companies build their brands. He is also the author of the book "The Voice of the Underdog: How Challenger Brands Create Distinction by Thinking Culture First" We discuss:02:03 What are Challenger brands4:36 The importance of having radical clarity about your values on your brand positioning9:50 The pros and cons of getting branding experts to help position your business 12:06 Why culture drives your brand and is crucial for its success15:44  How leadership development improves culture and helps organizations become great places to work. 21:09 Why creating a stakeholder-oriented culture is key to building a successful company, according to conscious capitalism principles.30:57 The steps, process, and insights to consider when transitioning into a challenger brand 36:05 The first actionable step to take in the next week or two to get started on building a challenger brandResources:Mike Sullivan, President, and CEO, LOOMIS:https://theloomisagency.comLinkedIn: https://www.linkedin.com/in/mikesullivanatloomis/Email: Mike.sullivan@theloomisagency.comAuthor of The Voice of the Underdog: How Challenger Brands Create Distinction by Thinking Other Resources Mentioned in the Episode:Eating the Big Fish: How Challenger Brands Can Compete Against Brand Leaders:https://www.amazon.co.uk/Eating-Big-Fish-Challenger-Compete/dp/0470238275David B Wolfe, Rajendra Sisodia, Jagdish Sheth: Firms of Endearment: How World-Class Companies Profit from Passion and Purpose:https://www.amazon.co.uk/Firms-Endearment-World-Class-Companies-Passion/dp/0133382591Kathy Svetina, Fractional CFO:https://www.newcastlefinance.us/Blog post | How Using Challenger Branding Accelerates Business Growthhttps://www.newcastlefinance.us/post/how-using-challenger-branding-accelerates-business-growth