Best Kept Secret with Jay Kingley: Recent Episodes
Centricity
High-performing, successful executives of professional services businesses talk with Jay Kingley, CEO of Centricity, to trumpet their clarion call to their target market to change the status quo.
In each episode, Jay uses Centricity's proprietary framework, Provocative Perspectives™, to guide his guest to articulate how executive decision-makers should solve some of their toughest business problems, positioning his guest as a strategic advisor instead of a peddler of products and pitcher of services.
Listen as each guest discusses the one big thing their target market is missing out on or thinking about incorrectly. They’ll give you their take on how executives should reframe their thinking, lay out the benefits of doing so, and give you the key steps to take to make the change. They’ll then have the opportunity to share their story including why they do what they do.
Listening to The Best Kept Secret with Jay Kingley will give you strategic insights that you can use to improve the performance of your business and gain that competitive edge.
Please reach out to us at BestKeptSecret@CentricityB2B.com if you’re interested in being part of the show. Visit our website at www.centricityb2b.com. Connect with the two founders of Centricity on LinkedIn at www.linkedin.com/in/kingley and www.linkedin.com/in/tazsadhukhan.
https://www.linkedin.com/in/annagaylehenry/ (Anna Henry) of https://shiftsustainable.com/ (Shift Sustainability Consulting) tells us that consumers are anxious about climate change and are beginning to demand that the businesses that they patronize are supporting this cause. Many consumers believe that brands have just as much responsibility for – and ability to take – climate action as governmental bodies. Anna points out that survey data from The Economist shows a 71% rise in online searches for sustainable goods in the past 5 years. KPMG reveals 80% of the world's top companies are already reporting on sustainability metrics, and Forbes estimates 20% of top global companies have made a commitment to go net zero. Companies need to find ways to demonstrate to consumers that they care about this issue and are taking action. Anna recommends each business create a climate action plan that identifies actions that are both impactful and visible. Examples include airlines offering emissions offsets, utilities providing the ability to purchase green electricity, and Amazon adding a Climate Pledge Friendly tag to help consumers identify products that have more sustainable attributes. Anna provides 5 steps to create a consumer-focused climate action plan for your business. Show highlights 04:17 Consumers are increasingly choosing to do business with climate aware companies. 04:55 Consumer-driven activism. 07:01 Doing what some of your customers want but not others. 09:55 How companies benefit from adopting climate aware policies. 12:02 5 steps to implement a climate action plan. 15:24 Learn about Anna. Email Anna at anna@shiftsustainable.com. https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://centricity.ewebinar.com/webinar/corporate-to-consultant-getting-the-right-clients-right-now-4421 (Sign up) for a free one hour workshop called Do Less Marketing. Get More Clients. The workshop will show you how to replace the income you left behind in your last corporate job and then 5X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.
https://www.linkedin.com/in/jeffkrukin/ (Jeff Krukin) of Earth-Space Commerce Advisors points out the tremendous potential that companies have to do business in the commercial space industry. While you’ve heard of space industry companies like Jeff Bezos's Blue Origin, Elon Musk's SpaceX, Richard Branson's Virgin Galactic, and even the space force military branch, you may not appreciate how much these and other companies in the sector may need what you offer. Jeff informs us that space isn’t a far future market that's "out there". The commercial space market is rapidly growing and needs products and services to solve issues they have today. Jeff recommends that you need to do 4 things to develop a market access strategy. First, identify where both the current and near-term demand is for your products in the various commercial space industry market sectors. Second, pinpoint and prioritize your target customers within these sectors. Then, analyze your competition, and determine how to beat them, and finally develop an executable market access strategy. Jeff provides a 5-step process to successfully implement your market access strategy to enter the commercial space sector. Listen to the end for the details of Jeff’s gift to our listeners. Show highlights 04:03 The opportunity to serve the commercial space market. 05:33 Why companies find this a hard market to break into. 08:15 What you need to do to take advantage of the opportunities in the commercial space sector. 11:18 The opportunities available to those who dare. 15:27 5 steps to implement your marketing strategy for the commercial space sector. 19:15 Learn about Jeff. Email Jeff at jkrukin@esca.global. https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://centricity.ewebinar.com/webinar/corporate-to-consultant-getting-the-right-clients-right-now-4421 (Sign up) for a free one hour workshop called Do Less Marketing. Get More Clients. The workshop will show you how to become remarkably referable so you can replace the income you left behind in your last corporate job and then 5X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.
https://www.linkedin.com/in/ccchung/ (Chia-Chun Chung) of https://www.cadenceprocess.com/ (Cadence Process Consulting) observes that hard tech company founders have much uncertainty on how to go from “breakthrough performance” in the lab to “the new normal” for their product. Scaling up uncovers unexpected problems that lengthen the time to market putting the company trajectory in jeopardy. There are 3 big challenges to overcome when you go from the lab to full-scale production: unit economics, process behaviors, and quality standards. Chia-Chun cautions that the ability to scale effectively requires you to set realistic expectations, map out your processes, and shorten your critical path to accelerate the speed of learning, and understand process dependencies. She provides a 3-step process that every hard tech manufacturer can take to ensure a successful scaling journey. Listen to the end to get the details of her gift to our listeners. Show highlights 04:17 The challenge of going from the lab to commercial production. 05:30 Why you can’t scale by making what you do in the lab bigger. 07:46 Tackling the difficult challenge of scaling. 09:43 How companies benefit from following the right process to scale. 13:52 An implementation roadmap for scaling your process. 16:47 Learn about Chia-Chun. Email Chia-Chun at chiachun@cadenceprocess.com or call her at +1.781.957-6910. https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://centricity.ewebinar.com/webinar/corporate-to-consultant-getting-the-right-clients-right-now-4421 (Sign up) for a free one hour workshop called Do Less Marketing; Get More Clients. The workshop will show you how to replace the income you left behind in your last corporate job and then 5X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.
https://www.linkedin.com/in/alex-burkhart-40140411/ (Alex Burkhart) of Zooky observes that while many enterprise executives desire to make a mark as innovators in their business, they fail to properly understand what it is they are trying to solve, who they are selecting to help solve the problem, and how they are going about solving the problem. Alex points out that innovation inside a corporation requires very different types of thinking and talent. Alex recommends that executives develop a system that allows their team and company to create a sustainable culture of innovation. He argues that executives must focus on creating a sustainable culture of innovation that's tied to the right metrics and possible outcomes. Innovators must embrace having to navigate a fair amount of uncertainty and ambiguity. Alex recommends a 5-step process to successfully implement a culture of innovation inside the enterprise. Listen to the end for Alex’s gift to our audience. Show highlights 02:48 Why enterprises struggle to innovate. 05:12 Finance and governance. 10:47 How an enterprise should foster innovation. 12:28 How an enterprise benefits from having innovation embedded within. 17:06 5 step implementation process to create a culture of innovation inside the enterprise. 21:13 Learn about Alex. Email Alex at alex@whatiszooky.com. https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://centricity.ewebinar.com/webinar/corporate-to-consultant-getting-the-right-clients-right-now-4421 (Sign up) for a free one hour workshop called Become Remarkably Referable. The workshop will show you how to replace the income you left behind in your last corporate job and then 5X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.
https://www.linkedin.com/in/scottkaplan/ (Scott Kaplan) of Quick Hit Sales Tips observes that sales is one area where most CEOs think they should and must do better. Frequent pain points are needing to level up the sales skills of their team, getting new hires up to speed, consistency, and management. Scott points out that these issues are often caused by a lack of experience in using the right sales tools, poor coaching skills in the leadership team, and sales being under-resourced. Scott recommends that sales people constantly improve their sales skills and be open to coaching. Sales leaders need to be able to coach on deal strategy, selling, and skill development. They need to put together the right programs, tools and structure for scale and create a results driven environment. This should result in sales attainment going up by at least 20% and deliver a wide range of other benefits in addition. Scott provides a 4-step implementation plan to get your sales team to perform at a top level. Listen to the end for Scott’s gift to our audience. Show highlights 03:27 CEOs often have unrealistic expectations of sales people. 07:24 How to set expectations for the sales team. 13:38 What sellers and their management need to do. 16:52 How this impacts revenues in a material fashion. 20:11 4 steps to implement an effective sales management program. 25:12 Learn about Scott. Email Scott at scott@quickhitsalestips.com. https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://www.centricityb2b.com/fasttrackyourbusiness (Sign up) for a free one hour workshop called Fast Track Your Way To A Thriving Consulting Practice. The workshop will show you how to replace the income you left behind in your last corporate job and then 5X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.
https://www.linkedin.com/in/nhanusek/ (Nicole Hanusek) of Smack Happy Design points out that an out of date website can result in the growth of your business stalling out because you’re not getting the right leads. Many business owners think their website is a create it and forget it. She observes that your website reflected your business when it was created but over time your business has likely changed but your website hasn’t. So now your website is attracting the people who used to be a good fit for you but are no longer. Nicole points out that most people, when redoing their websites, modify the current site when what you actually want to do is start over from scratch. Based on who your target is, figure out how to present it on your website. Help them find exactly what they're looking for and let them know they're in the right place. Nicole lays out a 4-step implementation process for how to get your website to reflect your current business and where you’re going in the future rather than keeping it as an historical record of your past. Listen to the end for Nicole’s gift to our audience. Show highlights 03:32 One reason your sales could be stagnant is your website is out of date. 04:01 How out of date websites hurt your business. 06:54 Start from scratch when it’s time to redo your website. 09:30 The importance and benefits of having an up to date website. 14:55 4-step tactical plan to redo and relaunch your website. 19:28 Learn about Nicole. Email Nicole at nicole@smackhappy.com. https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://centricity.ewebinar.com/webinar/corporate-to-consultant-getting-the-right-clients-right-now-4421 (Sign up) for a free one hour workshop called Fast Track Your Way To A Thriving Consulting Practice. The workshop will show you how to replace the income you left behind in your last corporate job and then 5X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.
https://www.linkedin.com/in/nkobayashihrguru/ (Nick Kobayashi) of Open Door Consulting laments that employers don’t understand that a big reason why employees are quitting is because they don't see a path for growth. Since the 1980's, employer's have looked at employees as commodities. The employer/employee relationship changed and the responsibility of training and continuing education fell to employees. Now, employers are starting to pay the cost in terms of losing valuable talent, institutional knowledge, and increasing recruiting costs. Nick suggests that every business needs to establish some kind of talent development program for their employees. Structured mentorship and career development programs are proven to improve engagement, reduce turnover, and increase revenue. Nick lays out the 3 steps a business owner should take to attract and retain staff using career development. Listen to the end for a valuable gift that Nick is offering our listeners. Show highlights 02:46 Employees are leaving their jobs because they don’t see a path for growth. 03:20 The employer - employee relationship has changed for the worse in the last 40 years. 07:33 Employers need to combat lack of employee loyalty by offering talent development programs. 09:13 Why train staff if they are just going to leave? 13:24 The benefits to employers from investing in the development of their staff. 16:07 A 3 step approach to implementing a career development program. 21:21 Learn about Nick. Email Nick at nick@opendoorconsulting.com. https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://centricity.ewebinar.com/webinar/corporate-to-consultant-getting-the-right-clients-right-now-4421 (Sign up) for a free one hour workshop called Fast Track Your Way To A Thriving Consulting Practice. The workshop will show you how to replace the income you left behind in your last corporate job and then 5X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.
https://www.linkedin.com/in/joeenglishjre5/ (Joe English) of https://www.360consultingdfw.com/ (360 Consulting) observes that so many businesses struggle to meet sales goals and expectations in spite of their best efforts. This manifests itself in stalled out proposals, inability to take sales to the next level, lack of time to manage sales, inability to find the "right" salesperson, or having the wrong compensation system. Joe points out that there are 4 reasons why companies struggle with their sales: 1. They lack the right go-to-market strategy; 2. They don't have roles, responsibilities, comp plans and onboarding processes for their sales team; 3. Their sales process is ineffective; and 4. They don’t have the right management process. Joe recommends business owners must have an exceptional onboarding plan and a solid management process that provides constant feedback and input to salespeople so they have clear expectations. Joe offers a 5-step process to implement an effective sales development and management process. Listen to the end for Joe’s gift to our audience. Show highlights 03:43 The signs and symptoms that a business is failing at building a sales function. 05:24 The underlying issues that cause your sales function to start to underperform. 08:39 The game plan to build an effective sales function. 09:36 The importance of clarity of task in sales team performance. 12:20 The impact on the business owner of having an effective sales team and process. 13:28 5-step process to professionalize your sales function. 17:12 Learn about Joe. Email Joe at joe@360consultingdfw.com. https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://centricity.ewebinar.com/webinar/corporate-to-consultant-getting-the-right-clients-right-now-4421 (Sign up) for a free one hour workshop called Fast Track Your Way To A Thriving Consulting Practice. The workshop will show you become referable so you can replace the income you left behind in your last corporate job and then 5X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.
https://www.linkedin.com/in/david-mcclaskey-78133510/ (David McClaskey) of the McClaskey Excellence Institute observes that two-thirds of employees are NOT engaged in their jobs. This results in your customers not getting products and services delivered so they 100% meet the brand specifications every time and not feeling welcome when they do business with your company. It also results in high manager turnover and low employee productivity due to stress and burnout. Even worse, things don't seem to be getting any better. Too many leaders and managers accept that their products and services will at best MOSTLY meet their brand specifications MOST of the time. This means most companies' standards are designed to get the products and services wrong SOME of the time. David points out that because leaders' and managers' accept less than 100%, they get a result that’s less than 100%. The work environment is not designed for 100% execution of the approved processes. He recommends that managers provide corrective coaching every time they see a process not being precisely followed to achieve brand excellence and always meet customer expectations. David provides a 4-step implementation road map that can help any company achieve 100% excellence 100% of the time. Listen to the end to hear the details of David’s gift for our listeners. Show highlights 03:06 Employers complain that their staff too often only do the minimum necessary to keep their jobs. 05:55 The underlying problem is that management doesn’t set the expectations that the work should be right every time. 08:00 Managers, not staff, are the cause of the lack of excellence. 09:55 You can actually get to a 98 or 99% level in practice while most others are in the 80% range with the right processes and expectations. 12:14 4-step implementation process to get to 100% excellence 100% of the time. 16:43 Learn about David. Email David at info@McClaskeyExcellence.com. https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://centricity.ewebinar.com/webinar/corporate-to-consultant-getting-the-right-clients-right-now-4421 (Sign up) for a free one hour workshop called Fast Track Your Way To A Thriving Consulting Practice. The workshop will show you how to replace the income you left behind in your last corporate job and then 5X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.
Excellence only happens on purpose.https://www.linkedin.com/in/coachjohngallagher/ (John Gallagher) of Growing Champions observes that too often, leaders fail to believe that success can be achieved in business AND life. Their definition of success, and thus, their personal worth, is limited to the title they have on their business card or the speed in which they climb the corporate ladder. John argues that executives should consider eternal impact as their measure to success. Leaders should recognize, design and deploy a life that has purpose. He discusses many objective and emotional benefits resulting from this mindset. John provides a clearly defined 6 step process you can use to implement what he calls the Greatest Story Ever Told for yourself and/or your business. Listen to the end for a very generous gift John is offering our listeners. Show highlights 02:48 The trap of defining your success by only your business accomplishments. 04:55 The burden of loneliness. 06:37 Game plan on how to make a difference and find meaning. 09:19 The impact of legacy. 11:10 The benefits of leading a purposeful and impactful life on your business and yourself. 15:23 6 steps to implement this approach. 20:13 Learn about John. Email John at coachjohngallagher@gmail.com. https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://centricity.ewebinar.com/webinar/corporate-to-consultant-getting-the-right-clients-right-now-4421 (Sign up) for a free one hour workshop called Fast Track Your Way To A Thriving Consulting Practice. The workshop will show you how to replace the income you left behind in your last corporate job and then 5X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.
https://www.linkedin.com/in/jonathanbarnes/ (Jonathan Barnes) of https://workheartily.com/ (Work Heartily) highlights the big challenge of needed an experienced executive team before you are able to afford one in order to go from Stage 1 of a business (start-up/mom & pop) to Stage 3 (enterprise). 20 years ago you tried to make this transition on a hope and prayer and most didn’t make it. Today, Jonathan points out how companies can embed fractional executives as part of your management team. Fractional executives work for you part time while also working with several other clients giving them some unique perspectives on the challenges your business is likely facing. Fractional executives should be at half of the cost of a full-time employee but because of their expertise and efficiency they will move your team along, act as a liaison between the tech team and leadership, analyze policies and procedures and perform the functions that you would expect a seasoned executive to do. Jonathan provides 3 steps for how to strengthen your team to go from being dependent on the founder to having an experienced executive team to get your business to the next level. Listen to the end for a special gift for our listeners. Show highlights 04:51 Transitioning between Stage 1 to Stage 3 is like navigating white water rapids. 08:02 When you have no more time and you’re getting burned out. 09:44 How you get your executive team from founder dominated to enterprise caliber. 11:32 Having fractional leadership is very different from outsourcing a business function. 14:17 Effectively utilizing fractional executives. 17:52 The benefits from using fractional executives. 23:37 3 steps to follow to bring a fractional executive onto your team 26:27 Learn about Jonathan. Email Jonathan at jb@workheartily.com. https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://centricity.ewebinar.com/webinar/corporate-to-consultant-getting-the-right-clients-right-now-4421 (Sign up) for a free one hour workshop called Fast Track Your Way To A Thriving Consulting Practice. The workshop will show you how to replace the income you left behind in your last corporate job and then 5X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.
https://www.linkedin.com/in/cooknatalie/ (Natalie Cook) of https://www.copper8strategies.com/ (Cooper8 Strategies) clears up the confusion on the difference between accounting and finance. Finance is really about strategy, deep thinking, and forward thinking. Accounting is a numerical recording of your results and is backward looking. Instead of only reviewing financials sent by your accountant on a monthly basis (which you should do), Natalie recommends taking out a notebook and pen every month and thinking through your revenue, expenses, and major decisions for your business for the next 3 months. She advises asking questions like, Are you at max capacity? How many potential clients do I have in my pipeline? Are any of my clients at risk? What expenses can I cut or change? Review your financial history to see if you’re reaching your goals (KPI's) and then take a step back to see if there's anything that needs to be adjusted. Natalie states that a CFO should drive cash flow and reduce costs increasing EBITDA 1-2% at a minimum and for some 5-10%. She provides a 5 step process for using finance to help you run your business. Listen to the end for her gift to our listeners. Show highlights 03:04 Accounting, bookkeeping, and finance are very different functions. 12:03 Introduce the finance function in the early stage of your business. 15:27 The importance of finance when taking in outside money (debt and/or equity). 20:32 Business benefits from having a finance function in your business. 22:51 5 steps to take to incorporate a finance function into your business. 27:56 Learn about Natalie. Email Natalie at natalie@copper8strategies.com. https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://centricity.ewebinar.com/webinar/corporate-to-consultant-getting-the-right-clients-right-now-4421 (Sign up) for a free one hour workshop called Fast Track Your Way To A Thriving Consulting Practice. The workshop will show you how to replace the income you left behind in your last corporate job and then 5X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.
https://www.linkedin.com/in/nadia-boutaoui-phd-mba/ (Nadia Boutaoui) of https://www.facebook.com/NanoNaresforpreclinicaltesting/ (NanoNares) likes to zag while everyone else zigs. Starting with a Minimal Viable Product (“MVP”) is the conventional wisdom in the startup world. An MVP is a launch version of a product with the elementary set of features to learn about customer needs and gain customers with least effort. Nadia advocates starting with a “problem first design thinking” approach prior to working on your MVP. She argues you spend more time defining the problem statement based on talking to stakeholders that makeup the market ecosystem including buyers, influencers, gatekeepers, and saboteurs. This allows you to contextualize the problem and evaluate the need for your solution and justify the need to solve the problem before you develop an MVP. Nadia observes that design-driven companies have outperformed the S&P Index by 219% over 10 years. She provides a 4 step process to implement a design first approach. Listen to the end where Nadia offers a special gift to our listeners. Show highlights 03:44 Improve your MVP by starting with a problem first design thinking approach. 05:11 Use observations on how the customers experience the problem to inform building your MVP. 07:40 Complexities in large ecosystems where your solution fits drives the need for observation before MVP. 11:14 Starting with a problem first design approach can reduce the risk of your MVP and shorten your time to market. 13:07 The benefits from adopting a problem first design approach in advance of your MVP. 15:34 What you need to do to implement a problem first design approach. 18:55 Learn about Nadia. Email Nadia at nadia.boutaoui@nanonares.org. https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://centricity.ewebinar.com/webinar/corporate-to-consultant-getting-the-right-clients-right-now-4421 (Sign up) for a free one hour workshop called Fast Track Your Way To A Thriving Consulting Practice. The workshop will show you how to replace the income you left behind in your last corporate job and then 5X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.
https://www.linkedin.com/in/johncarpenter/ (John Carpenter) of https://us.expensereduction.com/find-a-consultant/john-carpenter/ (Expense Reduction Analysts) observes that topline sales is a powerful growth engine for business, but controlling expense is an often neglected but highly effective way to grow. Nothing is more efficient at increasing profit, EBITDA, and valuation than a dollar of savings on expenses. A dollar in savings will increase EBITDA and profit by one dollar. On the other hand, only 20 cents of a dollar in sales will make it to EBITDA and profit. Likewise, when it comes to valuation, a dollar in savings is over five times more efficient than a dollar in sales. John provides a 4 step process for wringing every extra dollar out of your expenses without hurting your capability to deliver your service. Listen to the end to get the details of his gift to our listeners. Show highlights 03:38 You can’t only focus on expense control when times are tough - you do it across the economic cycle. 05:52 You have to combine an effective procurement process with a continuous read of where market terms and conditions are. 07:02 Controlling expenses is the most efficient way to increase EBITDA. 09:39 Example of how a focused expense management program contributes to profitability. 11:23 What a good expense management program does for the CEO/CFO decision maker. 12:40 A 4-step implementation process for expense management. 17:57 Learn about John. Email John at jcarpenter@expensereduction.com or call at +1.908.803.2885. https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://centricity.ewebinar.com/webinar/corporate-to-consultant-getting-the-right-clients-right-now-4421 (Sign up) for a free one hour workshop called Fast Track Your Way To A Thriving Consulting Practice. The workshop will show you how to replace the income you left behind in your last corporate job and then 5X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.
https://www.linkedin.com/in/joshuabgoldberg/ (Joshua Goldberg) of https://nathlaw.com/ (Nath, Goldberg & Meyer) warns that protecting your intellectual property on an international basis is both necessary and non-trivial. Josh points out that there is no such thing as a world-wide patent, effective anywhere you might be doing business or might want to do business. Patents are territorial, with each country around the world having its own separate patent system with different laws and protections. This means that, if you get a US patent, you can only use it to stop competition here in the US. Should you conduct sales, manufacturing, or other operations in other countries, you could face undue competition there if you have not filed for patent protection in each relevant country. Failure to obtain patent protection in certain key countries might lead to the existence of a global marketplace for “your” product, but one that is entirely out of your control. Third-party manufacturing can happen in one country, where there is no patent protection, with goods from there being shipped around the world. Even further, a prospective client of yours could try to buy the goods in the other country and then bring them here to the US, rather than buy them directly from you. Josh provides 6 key steps you need to follow to protect your inventions on an international basis. Listen to the end for a gift that can help get you started. Show highlights 03:40 Think about where you operate today and in the future because patents are territorial. 07:42 Playing defense - how to use intentional patents to protect your current business in your home market. 12:06 You could sue your customer for a patent violation but is that wise? 13:49 There are a lot of nuances to consider when it comes to global competition.. 15:10 You don’t need to file for patent protection in every country, just the key ones. 18:00 6 steps to create a strategy for patent protection on a global basis 19:52 Benefits and costs from having the right international patent protection program. 24:24 It takes an international team of patent attorneys and experts. 28:56 Learn about Joshua. Email Joshua at jgoldberg@nathlaw.com or call at +1.703.548.6284. https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://centricity.ewebinar.com/webinar/corporate-to-consultant-getting-the-right-clients-right-now-4421 (Sign up) for a free one hour workshop called Fast Track Your Way To A Thriving Consulting Practice. The workshop will show you how to replace the income you left behind in your last corporate job and then 5X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.
https://www.linkedin.com/in/leebarnathan/ (Lee Barnathan )of https://www.leebarnathan.com (LB Communications) is on a mission to prevent a common mistake made by too many business owners that costs dearly when deciding on an email campaign. They aren’t asking one very important question at the outset: Why do it in the first place? Is it to build credibility? Establish authority? Boost revenue? Create or strengthen brand awareness? Build or sustain relationships? You can’t structure and write a successful campaign until you answer that because the way to execute your objective will be different. What business owners fail to understand at least 95% of the time is that different campaigns require different strategies, channels and tactics. It is not one size fits all. Lee points out that if you answer the critical WHY ARE YOU DOING THE CAMPAIGN question first, you will end up with a more focused campaign that targets the right people, is located in the places the target people will see it, decreases the number of people that unsubscribe or don’t respond to your call to action, and increases the likelihood or you reaching your campaign goals. Lee offers a 4 steps process to be sure your campaign delivers on the objective you need. Listen to the end for the details on Lee’s gift to our audience that will get you pointed in the right direction. Show highlights 03:31 So many email campaigns disappoint because they lose sight of why they are doing it in the first place. 04:43 Your writing style changes based on your objective. 05:30 One message per email per target audience. 07:08 Writing copy for an email campaign the right way. 08:50 How it feels when you get it right. 10:38 Implementing an effective email campaign in 4 steps. 14:10 Learn about Lee. Email Lee at lee@leebarnathan.com or call/text during business hours (PST) at +1.818.521.1675. https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://centricity.ewebinar.com/webinar/corporate-to-consultant-getting-the-right-clients-right-now-4421 (Sign up) for a free one hour workshop called Fast Track Your Way To A Thriving Consulting Practice. The workshop will show you how to replace the income you left behind in your last corporate job and then 5X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.
https://www.linkedin.com/in/matthew-irish-b66a203b/ (Matthew Irish) and https://www.linkedin.com/in/embarkdave/ (Dave Hubin) of The Embark Group point out that companies that invest in a great employee experience are up to four times as profitable compared to those that don’t. But executives are trying to improve their employee experience with massively incomplete data and ultimately end up working on the wrong problems which come with significant costs in things like time, productivity, but also in terms of employee attitudes toward the organization. Incomplete data from reliance on experience surveys is the key reason why 85% of executives say their organizations are bad at problem diagnosis. Matthew and Dave advocate using triangulation; a method that allows you to diagnose problems with far more precision and provide insights traditional methods can’t. Triangulation collects data in three ways - quantitative data (surveys), qualitative data ( interviews or focus groups), and field observations (“walk the walk” to see things in real-life and real-time). Matthew and Dave provide a case study of a large healthcare organization to back up their recommendation. They provide a 5 step approach to incorporating triangulation to get a better handle on the employee experience. Listen to the end for the details on how to get their gift to our listeners. Show highlights 03:23 Improving employee experience is difficult when you have incomplete data. 05:37 Exit interviews aren’t the solution. 06:52 Triangulation should be used to collect the right data to measure the employee experience. 10:01 How insights from triangulation lead to a much better design of the employee experience. 14:54 5 steps to incorporate triangulation to measure the employee experience. 18:42 Learn about Matthew & Dave. Email Matthew at matthew.irish@embarkgrp.com and Dave at dave.hubin@embarkgrp.com. https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://centricity.ewebinar.com/webinar/corporate-to-consultant-getting-the-right-clients-right-now-4421 (Sign up) for a free one hour workshop called Fast Track Your Way To A Thriving Consulting Practice. The workshop will show you how to replace the income you left behind in your last corporate job and then 5X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.
https://www.linkedin.com/in/burrcota (Burr Cota) of https://www.polarisprinciples.com/ (Polaris Principles) observes that many companies mistakenly believe that celebrating a "return to the office" with team-building events and happy hours will help employees return to their pre-pandemic productivity. Burr notes that people aren't motivated (long-term) by corporate mandates, fun activities, or even increases in compensation. People are motivated to do their best work when they feel a strong connection among their core values, the why behind their work, and their organization's mission. Healthy conversations with people about how they can strengthen that connection must be the focus of our corporate leaders today. Burr shared that according to a recent research poll, 85% of employees are either not actively engaged or are actively disengaged, and 61% of American employees say they are burned out at work. Each disengaged employee costs their employers approximately 34% of their salary. Burr provides four steps for leaders to follow to better connect with and engage with their workforce. Listen to the end for a gift Burr is offering each of our listeners. Show highlights 03:36 Why direct conversations with staff are so difficult for managers to have. 04:44 Be careful when giving critical feedback to Gen Z and millennials. 07:10 How to engage your staff using effective communication 12:41 Benefits that come from using effective communication to engage with your staff. 17:25 Four steps leaders can follow to better connect and engage with staff.. 23:06 Learn about Burr. Email Burr at burr@polarisprinciples.com. https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://centricity.ewebinar.com/webinar/corporate-to-consultant-getting-the-right-clients-right-now-4421 (Sign up) for a free one hour workshop called Fast Track Your Way To A Thriving Consulting Practice. The workshop will show you how to replace the income you left behind in your last corporate job and then 5X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.
When you start a venture or company, you expect success. Koen Knaepen of DIY Growth Strategies points out that most people think success comes from how good your idea is, if you’ve nailed your business plan, or if you have great skills. But the real key to success is the management of your emotions. The experience of building a business is like riding an emotional roller coaster. Koen advises that you have to create habits so your emotions are in alignment with your goals in every moment of the journey. The lack of control in your business amplifies this rollercoaster of emotions. You need a process and framework to manage your emotions. Koen shares six simple actions you can take based on insights on how our brain functions that can help you get your emotions under control and allow you to get better business results: time, productivity, influence, confidence, clarity, and reflection. Koen provides three essential steps to follow that will allow you to control your emotional state rather than the other way around. Show highlights 04:16 Success in a venture comes from how well you ride the emotional roller coaster. 06:55 Aligning your emotions with your cognitive processes. 08:20 Six insights to help you create the right emotional environment for success. 12:22 How you benefit when you align your emotions with your business goals. 15:45 Three steps to implement getting control over your emotions. 18:43 Learn about Koen. Email Koen at koen@diy-growth-strategies.com. https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://www.eventbrite.com/e/corporate-to-consultant-getting-the-right-clients-right-now-registration-260200896887 (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.
https://www.linkedin.com/in/vivekdixit/ (Vik Dixit) of 369 Growth Partners provided the sobering statistic that while over $612B in venture capital was invested globally in 2021, 97% of startups fail with merely 1.5% returning your principle, 1% or less returning your principle with modest growth and the remaining 0.5% or less becoming the next unicorn. In Vik’s experience, new investors struggle to get access to good companies to invest in, how to structure the investment, and how to conduct due diligence. Vik recommends that new investors should partner with experienced investors, entrepreneurs, or angel investors to diversify their investments. Vik offers a 5 step process for successfully investing in startups. Show highlights 3:20 The odds are stacked against an individual who invests in start-up companies. 4:53 The mistakes new investors make when starting to invest in emerging companies. 6:40 The importance of diversification. 9:38 Investors need to think 10 steps ahead to make it easy for future investors to come in. 12:34 How principal investors should enter the start-up space. 14:45 The benefits from partnering compared to going in alone as an investor. 20:00 Five steps to successfully invest in startups. 25:07 Learn about Vik. Email Vik at vivek.dixit@369growth.com. https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://www.eventbrite.com/e/corporate-to-consultant-getting-the-right-clients-right-now-registration-260200896887 (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.
It’s not hard to rank high on Google. But you have to know what you’re doing to rank high on keywords with intention to purchase. https://www.linkedin.com/in/marcbrookland/ (Marc Brookland) of https://www.seolocale.com/ (SEO Locale) tells us the key to success is to identify high customer-intent keywords to build your SEO campaign and more importantly, generate quality leads. No business wants to rank for a "how to" keyword, because that user is just looking for free information. Marc is clear that keywords are the driving force behind increasing revenue through your website. Focus on building an SEO campaign around actionable keywords versus informational keywords. Marc provides 5 key steps to implement a SEO strategy that will drive revenue not just traffic. As he reminds us, good SEO is not about driving traffic, it’s about the right traffic. Listen to the end for a gift from Marc that will help you start implementing SEO the right way. Show highlights 02:15 Your SEO strategy should be based on ranking for keywords with high purchase intention. 04:34 Keyword research is the key to driving a successful SEO campaign. 07:36 Nailing your keyword research can dramatically increase your conversion rate 09:55 A good SEO strategy takes into consideration minimizing your cost of client acquisition 15:02 Implementing a SEO program to drive traffic with intention in 5 steps 18:22 Learn about Marc, Email Marc at marc@seolocale.com or call him at +1.215.801.9427. https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://www.eventbrite.com/e/corporate-to-consultant-getting-the-right-clients-right-now-registration-260200896887 (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.
https://www.linkedin.com/in/business-coach-usa/ (Karl Diffenderfer) of Higher Impact coaching shares that employees are often the biggest source of stress for business owners and managers. Karl observes that some business owners are deliberately shrinking their companies because they don't want to deal with staff issues. In the current climate, you may have the business but lack the right employees to do that business. You need to find the right people, establish a culture that will make employees want to be there, and perform at their best. Karl informs that a big challenge for a business owner is reallocating budget into employee acquisition, management, and retention. He tells us that a key success factor is treating employees the same way as you treat customers. Listen to the end for the details on Karl's gift to our listeners. Show highlights 03:37 Employees are often the biggest source of stress for business owners. 04:50 Employee recruitment and retention. 06:38 Proactively pursue the right employees. 07:56 Reallocating budget, time and money, to recruit and retain employees. 14:53 Benefits from having the right employees in the right culture. 16:45 Three steps to solve your employee issues. 19:28 Learn about Karl. Email Karl at Karl@higherimpact.me or call him at +1.717.689.4227. https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://www.eventbrite.com/e/corporate-to-consultant-getting-the-right-clients-right-now-registration-260200896887 (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.
"No one ever started a business because they were good at business," observes https://www.linkedin.com/in/peter-santry/ (Peter Santry) of Fox Run Advisors. To get around this issue, Peter recommends incorporating a business operating system to guide how you run your company. In addition to a vision, strategy, and structured accountability, your business operating system includes meeting structures and how to grow your company with controls. Peter advises that having a business operating system allows you to grow your company, institutionalizes accountability, and gives you the time to work on your business not just in it. Listen to the end for a generous gift Peter offers our listeners. Show highlights 02:52 You don't get into a business because you are good at business. 04:06 The 3 things you need to keep your business humming. 06:12 Your business operating system. 08:12 The case for incorporating a business operating system into your company. 11:50 Profits flow from people, purpose, and having a playbook. 14:21 Learn about Peter. Email Peter at psantry@foxrunadvisors.com or call him at +1.203.921.5528. https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://www.eventbrite.com/e/corporate-to-consultant-getting-the-right-clients-right-now-registration-260200896887 (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.
"People don't leave bad jobs, they leave bad managers," says https://www.linkedin.com/in/joran-oppelt/ (Joran Oppelt) of Illustrious. Most leaders struggle to lead because they've never been taught how to do it. Too often people in a leadership role don't take the personal responsibility on how to become a leader. They blame others or themselves but don't act to learn and improve. Joran believes that the best leaders lead through the bottom of the pyramid by leveraging the people around them. He advocates inviting and aligning as the key actions to becoming an inspiring leader. He recommends using visual communication and tools to become a more effective leader. Joran walks us through the 3 steps to implement a visual leadership process. Listen to the end to get the details of his gift to our listeners. Show highlights 02:59 Why leaders so often struggle. 07:00 Blame, whether outward or inward, doesn't lead to learning. 08:02 Inviting and aligning. 09:39 Visual communication to drive leadership. 12:17 Benefits from adopting a visual leadership approach. 18:08 Three steps to take to implement a visual leadership approach. 22:24 Learn about Joran. Email Joran at joran@illustri.us. https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://centricity.ewebinar.com/webinar/corporate-to-consultant-getting-the-right-clients-right-now-4421 (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.
https://www.linkedin.com/in/amara-brown-04855114/ (Amara Brown) of Amara B. Solutions informs us that delivering a great customer experience has to start with the company and its employees. You can't make great music for your customers if your orchestra isn't ready to perform. Amara suggests it is necessary to have a stable workforce that you invest in and train so you can deliver a remarkable customer experience. She advises to write down on paper who you'll deliver the customer experience you want covering people, processes, and systems. Listen to the end to get the details on her gift to our listeners. Show highlights 03:27 Delivering a great customer experience starts with making sure your team is ready to deliver it. 05:30 You must constantly lean and improve your customer experience. 06:00 The importance of writing down your workflows. 07:42 The benefits from orchestrating your customer experience. 11:48 Four steps you need to take to orchestrate a memorable customer experience. 15:20 Learn about Amara. Email Amara at amara@amarabsolutions.com. https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://centricity.ewebinar.com/webinar/corporate-to-consultant-getting-the-right-clients-right-now-4421 (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.
We are all aware that there's a social obligation for businesses of all sizes to be compliant with DEI (Diversity, Equity, and Inclusion). https://www.linkedin.com/in/irma-zoepf/ (Irma Zoepf) of https://thezbridge.com (The Z Bridge) argues it's also good for business. She tells us that it contributes to innovation, making people feel comfortable with what they do, and produce more for the business. It also improves your understanding of your target market. To get the business benefits from a DEI initiative, Irma says you need to fully commit in terms of people, time, and effort. She advises that implementation starts with forming a small team to lead the effort, establish clear and measurable goals, and lastly be accountable. Listen to the end for a nice gift Irma is offering our listeners. Show highlights 02:33 DEI makes good business sense. 05:14 Fully commit to DEI to get both the business and social benefits. 06:26 Results you can expect from your DEI efforts. 09:06 Four-step process for implementing a DEI program that drives business results. 12:20 Learn about Irma. Email Irma at irma@thezbridge.com https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://www.eventbrite.com/e/corporate-to-consultant-getting-the-right-clients-right-now-registration-260200896887 (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.
"Managers Do Things Right While Leaders Do The Right Things", says https://www.linkedin.com/in/kmlindstrom/ (Kara Lindstrom) of https://www.karalindstrom.consulting (Kara Lindstrom Consulting).Kara observes that there isn't just one way to be a leader. Leadership is a skill that must be developed and it takes time to get good at it. She points out that leaders have great vision. You don't need a lot of people underneath you to be a leader. You first have to show you can lead yourself. People are leaders, positions within an organization don't make someone a leader. Karen points out that one attribute of good leadership is the ability to see how your work can move the rest of the organization forward. Show highlights 03:15 Leadership is a skill. 04:47 Developing vision and connection. 08:11 People are leaders or not no matter their formal role. 11:20 Different leadership styles in the same group can work if there is alignment on the vision. 14:04 Leadership versus management. 16:19 The case for doing leadership right. 21:32 Talking about leadership is the key first step in developing a leader. 24:08 Learn about Kara. Email Kara at kara@kmlindstrom.com https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://www.eventbrite.com/e/corporate-to-consultant-getting-the-right-clients-right-now-registration-260200896887 (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.
Who isn't tired of poorly written, irrelevant, useless, bit and byte wasting emails that clog your inbox? There's a term for that - SPAM! https://www.linkedin.com/in/slcansian/ (Stephanie Cansian) of http://www.sayitsimplyproductions.com (Say It Simply Productions) advises that effective email marketing starts with having a clear objective, an understanding of the recipients, and a commitment to provide them value in each communication. You have to write your email as if you're talking to one individual who represents your idea audience. Stephanie recommends that you segment a large email list by each persona you're trying to reach. Ideally your email campaigns help you build relationships with your audience, not just pitch doing a transaction with you. Listen to the end for a nice gift Stephanie is offering our listeners. Show highlights 03:02 Why so many emails are so poorly constructed that they might as well be SPAM. 04:56 How to do email marketing correctly. 05:51 Segment your email list for each different persona you're trying to reach. 07:08 Benefits from targeting and segmenting your email campaigns. 13:05 Three step implementation process to launch a successful email marketing program. 16:06 Learn about Stephanie. Email Stephanie at stephanie@sayitsimplyproductions.com or call or text her at +1.609.353.6682. https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://www.eventbrite.com/e/corporate-to-consultant-getting-the-right-clients-right-now-registration-260200896887 (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.
https://www.linkedin.com/in/karenloftus/ (Karen Loftus) of https://karenloucreates.com (KarenLou Creates) shares that one of the primary reason employees like to work remotely is that many have picked up side hustles. Everyone talks about the benefits of cutting down the commute, flexibility, no one looking over your shoulder, and even flexibility in dress, but no one, particularly management, wants to acknowledge the second job. Karen tells us that a big reason why many professionals are taking up a second job is they don't find their primary job fulfilling. Karen is adamant is the last thing management should do is put out a formal policy outlawing second jobs. You need to figure out how to engage your employees which will mitigate the desire of staff to turn to other opportunities to feel fulfilled. Listen to the end for the details of Karen's gift for our listeners. Show highlights 05:16 The big reason many employees don't want to return to the office. 06:12 The side hustle is a real thing. 07:45 Why employees start side hustles. 09:16 How executives should respond. 11:58 Drive more revenues by acting like a media company in your marketing. 13:19 Work-work balance. 15:58 How you benefit from high levels of employee engagement. 21:25 Three steps to create an environment that will engage your employees. 24:23 Learn about Karen. Email Karen at hello@karenloucreates.com https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://www.eventbrite.com/e/corporate-to-consultant-getting-the-right-clients-right-now-registration-260200896887 (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.
https://www.linkedin.com/in/patrick-powaser-phd-8461551/ (Patrick Powaser) of https://hoohana.com/ (Ho'ohana Coaching & Consulting) shares a surprising insight that there is no such thing as a leadership position. Leadership doesn't come by putting someone into a "leadership position". Just because you are considered an executive or a manager does not make you a leader. Likewise, you can be a leader and not designated an executive or manager. Patrick observes that many companies make the mistake of thinking that designating a job as a leadership position means the occupant is now a leader. Although some have a higher starting point than others, development is still required for a leader to reach their full potential. Patrick reminds us that leadership positions don't exist - leadership is not a position, it's about influence and the ability to create followers. Listen to the end to get the details on two special gifts Patrick is offering our listeners Show highlights 02:21 Leadership is not about a position; it's about the role a person plays. 03:12 Disentangle leaders from executives. 04:10 Leaders are developed not born. 06:55 The difference among executives, managers, and leaders is what they focus on. 08:34 Leadership positions don't exist. 09:42 Benefits from developing leaders. 14:32 Key steps to implement a leadership development program. 17:57 Learn about Patrick. Email Patrick at pat@hoohana.com. https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://www.eventbrite.com/e/corporate-to-consultant-getting-the-right-clients-right-now-registration-260200896887 (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.
You don't need all the i's dotted and t's crossed to file for a patent advises https://www.linkedin.com/in/joshuabgoldberg/ (Joshua Goldberg) of https://nathlaw.com/ (Nath, Goldberg & Meyer). In a first to file system, as most countries including the US have, speed to file is of the essence. You probably need less detail than you think to qualify for a patent. Describing the idea is what counts. You don't even have to have a working prototype to get a patent. In Joshua's experience, it should take 6-12 months, with 9 being a good average, to go from idea conception to filing your patent application with the USPTO. Joshua shares a great story of how one of his clients got their patent application filed 1 day before their primary competitor submitted theirs on the same idea! Listen to the end for a gift that will be of value to anyone considering getting a patent. Show highlights 02:38 First to file doesn't require your invention to be fully baked. 04:18 You don't even need a working prototype to file for a patent. 05:48 Your patent application should be broad not overly narrow to maximize your protection and give you scope to tinker after the fact. 09:36 Benefits from filing early and broadly. 13:22 Recommended process to minimize the time between idea generation and patent filing. 17:15 Learn about Joshua. Email Joshua at jgoldberg@nathlaw.com or call him at +1.703.548.6284. https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://www.eventbrite.com/e/corporate-to-consultant-getting-the-right-clients-right-now-registration-260200896887 (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.
⅓ of all performance reviews result in worse performance is a key piece of evidence that https://www.linkedin.com/in/dave-wight-plsllc/ (Dave Wight) of https://lpsconsultants.com/ (LPS Consultants) shares to make the point that the performance review process used by just about every company with employees is badly broken. Dave provides 5 compelling flaws in the current system and provides the architecture of a new way that is collaborative, continuous, focused on the future, and driven by the employee not the manager. He provides a sensible 3 step process beginning with a pilot phase prior to a full roll-out to a more constructive approach to helping each employee be the best they can be. Listen to the end for the details on a compelling gift from Dave to our listeners. Show highlights 02:35 5 reasons why performance reviews are useless when it comes to improving employee performance. 05:35 Replace the annual review process with a continuous, collaborative, future-focused, feedback systems that employees drive, not their managers. 07:25 The strong case to ditch the old and embrace a new way of giving performance feedback. 11:03 3 implementation steps to adopt a continuous, collaborative feedback system. 13:09 Learn about Dave. Email Dave at dwight@lpsconsultants.com or call him at +1.908.441.6217. https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://www.eventbrite.com/e/corporate-to-consultant-getting-the-right-clients-right-now-registration-260200896887 (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.
Many would-be entrepreneurs and business owners stop pursuing their dream because they can't afford to leave their corporate job and be without health insurance for themselves and their family. https://www.linkedin.com/in/frank-ferrara/ (Frank Ferrara) of https://brotherlyloveinsurance.com (Brotherly Love Insurance) points out that the belief that a solopreneur or small business can't get health insurance is simply not true. In fact, these types of businesses often have more options for health insurance than offered by large corporate employers. The only catch, as Frank points out, is you have to do your research, which takes time and can be challenging if you don't have the expertise on where to look. Another nice benefit to the business owner for providing health insurance through their business is it is typically tax deductible. Frank provides the 3 basic steps you need to undertake to get the right health insurance coverage for your business. Show highlights 04:05 You don't have to be employed to get health insurance. 05:58 You often have more options for health insurance plans as a solopreneur or small business compared to what a large employer offers. 07:55 You have to do your research to understand your options. 10:12 Small businesses don't have to be at a disadvantage to large employers with respect to health insurance benefits. 12:52 Tax advantages when you offer health insurance through your business. 14:54 The wide range of health insurance options for your business. 18:35 Learn about Frank. Email Frank at frank@brotherlyloveinsurance.com or call or text him at +1.609.509.2236. https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://www.eventbrite.com/e/corporate-to-consultant-getting-the-right-clients-right-now-registration-260200896887 (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.
The more you give to others, the more you help them scale their relationships. And when people feel good that someone's out there to help them, they're going to want to help back. ... They're going to want to hear your story. https://www.linkedin.com/in/campconferences/ (Dan Horwich) or Camp IT Conferences shares his wisdom on the better way to sell.The focus really has to be on the relationship if a salesperson wants to elevate their game. Salespeople are trained to think inwardly on quotas and closing so need to learn how to think outwardly to embrace their clients' world, both professionally and personally. Dan shares the 5 things that people care about, 4 of which deal with upward mobility which a good salesperson can speak to. Dan's shares his thoughts on how to use networking to build and create relationships. Show highlights 01:25 Too many view sales as transactional - you have to do more than focus on putting numbers on the board. 05:30 Transitioning between focusing on your relationships with clients and prospects from pushing for the sale. 08:22 Great salespeople are made not born. 10:07 The benefits from taking a relationship-based sales approach. 15:56 How to transition from a transactional to relationship driven sales culture. 20:04 Learn about Dan. Email Dan at dan.horwich@campconferences.com https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://www.eventbrite.com/e/corporate-to-consultant-getting-the-right-clients-right-now-registration-260200896887 (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.
"When emotion comes into play, it livens up what you're watching or listening and makes it relatable. When you have emotion, it livens up the copy, it makes it more readable. It takes the audience on a journey from the time before your product and service to the promised land of a better life by using that product and service", declares https://www.linkedin.com/in/leebarnathan/ (Lee Barnathan) of https://www.leebarnathan.com (LB Communications). Lee points out that businesses aren't taking advantage of storytelling when writing the copy on their websites. Copy that focuses on features and functions lacks the emotion that make them relatable. Lee cites an example of an experiment conducted on eBay where a basket of common goods described factually sold for $250. But when these same basket of goods were described using heartfelt stories, they sold for almost $8,000, over a 31X increase in revenue. Listen to the end for Lee's generous gift to our listeners. Show highlights 02:25 Businesses aren't taking advantage of the power of storytelling. 04:56 Go beyond features, functions, and benefits. 05:58 How to get a 3,100% increase in price using stories in your selling. 10:01 Don't wait to tell the story of your business. 11:01 4 step process for telling the story of your products and services. 13:55 Learn about Lee. Email Lee at lee@leebarnathan.com https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://www.eventbrite.com/e/corporate-to-consultant-getting-the-right-clients-right-now-registration-260200896887 (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.
https://www.linkedin.com/in/alexlloro/ (Alex Lloro) of https://allmarketing.co/ (All Marketing Services) acknowledges that Search Engine Optimization (SEO) can be cheaper than Pay Per Click (PPC), but the best return on your investment comes from doing both. Many times PPC traffic is better quality than organic traffic as the intent to purchase is often higher. Alex is clear when he says if your goal is to make money, then traffic that converts, which is more likely to come from PPC, is the traffic you want. He emphasizes that PPC can eliminate your dependence on Google search engine algorithm changes but you'll overspend if you only do PPC without blending in some SEO. Mobile devices are shifting the balance towards PPC since the top organic results isn't even showing on the first screen due to all the ads Google displays first. Listen to the end for a compelling gift Alex is offering our listeners. Show highlights 02:18 It's SEO AND/BOTH PPC not EITHER/OR. 04:38 Getting SEO and PPC to play nicely in the same sandbox. 05:50 Collect and analyze your data to optimize your mix of SEO and PPC. 07:12 SEO is delivering less and less on mobile devices. 10:25 The benefits from optimizing your mix of SEO and PPC. 13:12 What you need to do to optimize your mix of SEO and PPC. 16:58 Learn about Alex. Email Alex at alex@allmarketing.co https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://www.eventbrite.com/e/corporate-to-consultant-getting-the-right-clients-right-now-registration-260200896887 (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.
https://www.linkedin.com/in/tfeldman/ (Todd Feldman) of https://www.gorocketfactory.com/ (The Rocket Factory) shares the surprising fact that 70% of the time, a business's strategic plan fails. Even worse, it can take 18 - 24 months to even know if your plan is on track. As Todd jokes, "That's why they call it shelfware!" On the other hand, you'll never reach your objectives if you bypass the development of your strategy and go immediately to tactical implementation. Todd advocates for a dynamic systems approach to strategic planning and takes us through both the benefits and implementation of this technique. Todd sums it up by stating that one key goal of your strategic planning process is to create a sustainable business in all meanings of the word sustainability. Todd has a nice gift for our audience but you have to listen to the end for the details. Show highlights 02:58 70% of the time, a business's strategic plan fails. 04:37 Should you scrap the strategic planning process altogether? 06:50 Using a dynamic systems approach to develop your business strategy. 09:20 Your strategic plan is done on an ongoing basis not just at the same time every year. 11:15 The benefits from using a dynamic systems approach to strategic planning. 17:04 What you need to do to implement a dynamic systems approach to strategic planning. 19:44 Learn about Todd. Email Todd at todd@gorocketfactory.com https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://www.eventbrite.com/e/corporate-to-consultant-getting-the-right-clients-right-now-registration-260200896887 (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.
https://www.linkedin.com/in/kashifzaman/ (Kashif Zaman) of https://www.pivyt.co (Pivyt) advocates that small and mid-sized retailers must have a direct to consumer channel along with selling through other intermediaries and retailers. He recommends selling through a number of different channels but one of these must be direct to consumer. To be effective at selling to consumers, you must understand the buyer's journey. Kashif points out that you can only do this if you sell directly to consumers. You can have an omnichannel strategy if your direct to consumer channel is as small as 5% of total sales. Your direct to consumer channel's primary purpose is to give you data and insights on your customers not to generate sales on its own. Show highlights 03:53 Why small and mid-sized retailers should have a Direct To Consumer channel. 06:05 Taking a multi-channel approach must include Direct To Consumer. 06:58 You'll never understand your buyer's journey with having a Direct To Consumer channel. 09:42 Three critical things you must do to have a successful omnichannel strategy. 12:43 How to think about pricing across channels including Direct To Consumer. 14:27 The benefits from having an omnichannel approach. 18:05 Three steps to implement an effective omnichannel strategy. 22:09 Learn about Kashif. Email Kashif at kashif@pivyt.co https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://www.eventbrite.com/e/corporate-to-consultant-getting-the-right-clients-right-now-registration-260200896887 (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.
Outsourcing your sales and marketing to an intermediary seems attractive when your skills and passion focus on what you do and not on customer acquisition. But, as https://www.linkedin.com/in/bobbiemalatesta (Bobbie Malatesta) of http://www.321nokiddin.com (Bobbie The Awesome Enterprise) points out, this can be effective at both getting your clients and taking all your profit from their fee structure. Intermediary platforms, like 1-800-FLOWERS, FTD, Uber Eats, Doordash, Upwork, and so forth, solve a pain point but often at a cost that doesn't work for the business. Bobbie points to needing to consider a wide range of alternatives at a much lower cost rather than just blindly using a large intermediary platform that promises to do it all for you. Listen to the end for a nice gift Bobbie is offering our listeners. Show highlights 01:25 It rarely makes send to outsource your sales and marketing for the sake of getting new clients. 03:46 Intermediaries often capture all your profit and then some. 04:42 Many intermediaries hide what's really going on financially in the accounting reports they prepare for their clients. 05:56 Alternatives to using intermediary platforms to get clients. 07:12 The benefits from freeing your business from depending on a large platform to get your clients. 10:38 What you need to do to end your dependence on expensive intermediary platforms. 12:04 How to protect yourself from a loss of clients when leaving an intermediary platform. 15:42 Learn about Bobbie. Email Bobbie at 321nokiddin@gmail.com https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://www.eventbrite.com/e/corporate-to-consultant-getting-the-right-clients-right-now-registration-260200896887 (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.
https://www.linkedin.com/in/apriljbaynes/ (April J. Baynes )of https://jewelmco.com/ (The Jewel Marketing Company) states it's essential your brand be authentic and in alignment with the principals of the company, particularly for start-ups and small businesses. Your employees make up the majority of your brand ambassadors and they aren't going to represent your brand well if it is not authentic. April suggests 4 questions you must answer in order to build your brand: 1. Who am I; 2: How do I want to do this (i.e. provide your service); 3. What purpose do I want to serve; and 4. What problem do I want to solve. April advises that building your brand starts with you taking time to understand who you are. She provides the wise advise not to chase the money but to start with who you are and your passion and you can count on the money following. Show highlights 01:32 Start with your brand. 04:24 Don't disconnect your brand from your authenticity. 08:00 The strategy behind developing your authentic brand. 09:52 Having an authentic brand pays off. 16:40 Five steps to take to create an authentic brand. 20:43 Learn about April. Email April at hello.apriljbaynes@gmail.com https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://www.eventbrite.com/e/corporate-to-consultant-getting-the-right-clients-right-now-registration-260200896887 (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.
https://www.linkedin.com/in/claudiamwilliams/ (Claudia Williams) of http://claudia-williams.com/ (The Human Zone) explaining why your workforce gets unengaged and disconnected, There is no emotional connection. There is no purpose for what they're showing up to do every day.Employees become disaffected when they feel the employer doesn't care about them and the things they believe in. Paying well and providing great perks and benefits may be necessary but it's far from sufficient to inspire your workforce to go the extra mile for your business. There is a shift with employees going from fun to purpose. Claudia points out the key question is are you living up to your mission and values - your staff will hold you accountable by whether they stay or go. Interact with your staff using this 4 step process: talking; listening; engage; and act. She provides a 5 step process you can implement to create a more engaged workforce. Listen to the end for an attractive gift from Claudia. Show highlights 02:32 The problem with disaffected and unengaged workers is that there's no connection between the staff and the organization. 04:38 When employees don't feel their employer cares about them and about what they care about, they will become unengaged and a liability for the employer. 07:18 Money and perks aren't what employees are really looking for. 09:33 The simple answer is to talk to your staff and find out what's important to them and then action it! 16:26 How you benefit from an engaged workforce. 20:26 What you need to do to get your employees engaged and committed. 24:30 Learn about Claudia. Email Claudia at claudiawilliams@humanzonebiz.com https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://www.eventbrite.com/e/corporate-to-consultant-getting-the-right-clients-right-now-registration-260200896887 (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.
Storytelling is so fundamentally human, informs https://www.linkedin.com/in/juddstephanie/ (Stephanie Judd) of https://www.wolfandheron.com (Wolf & Heron). The goal of telling a story as part of your sales process is to create human connection. You can only do this by bringing emotion into your story. Influential storytelling is inherently a vulnerable process but it leads to authenticity and high levels of effectiveness. Two mistakes salespeople make in communicating with prospects is 1) they want to feature their product or service as the focus of the story (it should be the client) and 2) they focus on data and information and leave out plot and human emotion. Stephanie provides the 4 components of an influential story in her roadmap to implementation. Listen to the end to get the details of her gift. Show highlights 02:38 Don't rely on facts, figures, features, and benefits when you tell a great story instead. 04:42 Make the story about your client but then you have to bring yourself into their story. 07:12 Salespeople need to think of their storytelling with a lens of influence in mind. 09:12 The benefits of becoming an influential storyteller. 13:40 How to become an influential storytelling organization. 19:06 Learn about Stephanie. Email Stephanie at stephanie@wolfandheron.com https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://www.eventbrite.com/e/corporate-to-consultant-getting-the-right-clients-right-now-registration-260200896887 (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.
"We live in an opportunity rich but resource constrained world", observes https://www.linkedin.com/in/joemosher/ (Joe Mosher) of The https://www.moshercg.com (Mosher Consulting Group). Joe admonishes that the strategic planning process needs to adapt by integrating an honest assessment of internal capabilities to match the identification of external opportunities. Executives undermine the effectiveness of their strategic planning process by placing too much emphasis on the external environment and opportunities without paying enough attention to internal capabilities. Failing to take into account your internal capabilities will result in your strategic plan being no better than a coin flip. Joe points out that poor execution, not poor design, is what causes strategic plans to under deliver what they promise. Listen to the end to get the details on the gift Joe is offering our listeners. Show highlights 02:34 Your internal capabilities are essential to formulating a viable business strategy 03:05 What gets in the way of understanding your internal capabilities 04:24 Balancing the focus on your external environment and opportunities with the internal assessment of what you can and cannot do 08:32 Why you should get employees and front line staff involved in your strategic development process 11:06 Benefits from implementing a balanced strategic planning process 16:24 5 simple steps to implement an integrated strategic planning process 21:57 Learn about Joe. Email Joe at joe@moshercg.com https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://www.eventbrite.com/e/corporate-to-consultant-getting-the-right-clients-right-now-registration-260200896887 (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.
The biggest social impact a business has is who do you employ and how do you treat them, advocates https://www.linkedin.com/in/samuelrubinvicens/ (Samuel Rubin) of https://www.yeaimpact.com/ (Yea! Impact).Samuel argues that the social impact strategy for a business shouldn't be reacting to every event and cause in the world and ensuring every response must be "politically correct". Your social impact activities shouldn't be performative but community-driven and designed for long-term, sustainable impact. Social impact starts with implementing your mission and values within your organization and staying true to those beliefs. Samuel cautions not to feel that you have to weigh-in on every trend embraced by large multinationals. Start small by implementing your specific mission and values within your organization. Social impact is best created by building coalitions. Samuel suggests basing the development of your social impact strategy on the Theory Of Change. Show highlights 02:32 A business shouldn't view social impact as performative but instead focus on internal and external communities in which it exists. 05:55 Social impact starts with living up to your mission and values. 09:02 If you focus on your people, you'll avoid getting caught in identity politics. 12:08 How your business can benefit by acting in a socially responsible way. 15:11 An effective implementation strategy for social impact starts with the Theory Of Change. 19:04 Learn about Samuel. Email Samuel at samuel@yeaimpact.com https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://www.eventbrite.com/e/corporate-to-consultant-getting-the-right-clients-right-now-registration-260200896887 (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.
https://www.linkedin.com/in/taryn-abrahams-mft/ (Taryn Abrahams) of https://www.empowerbehavioralservices.com/ (Empower Behavioral Services) observes that people don't leave their jobs for pay, benefits, and working conditions, they leave because of weak leadership, negative culture, and a lack of belonging. When most leaders say, "we're all in this together", most employees aren't buying it. Few manager are meeting the 4 core needs of every employee: 1) feeling respected; 2) getting/giving constructive feedback; 3) acting with integrity; and 4) consistency and fairness. As Taryn reminds us, we don't have to be perfect. It's what we do when we imperfect that makes all the difference. Listen to the end for a very valuable gift that Taryn is offering our listeners. Show highlights 01:20 Raising wages, improving benefits, and allowing work from anywhere aren't what's key to retaining employees 04:20 We're all in this together ... not really 06:36 Retaining employees is an issue of leadership and not much more 08:13 Tailor management interactions around the needs of each employee 11:11 The benefits from changing how we interact with our staff can lead them to go above and beyond when we get it right! 14:47 5 steps to implement a culture that allows your organization to thrive 18:46 Learn about Taryn. Email Taryn at taryn@ecbsllc.com. https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://www.eventbrite.com/e/corporate-to-consultant-getting-the-right-clients-right-now-registration-260200896887 (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.
https://www.linkedin.com/in/james-blake-8685a919/ (James Blake) of https://www.nextgenerationriskmanagement.com/ (Next Generation Risk Management) cautions against adopting the ostrich strategy of burying your head in the hot sand and hoping someone else will take care of climate change. In a world with almost everything is politicized, James stresses that you have to separate fact from fiction and accept that climate change is real and is impacting all businesses on a global basis. It's getting worse and businesses have to take action and not sit on the sideline. Climate change is and will increasingly impact your businesses' ability to be available to customers, deal with employee availability during an event, and disrupt supply chains. It is imperative that every business use the strategic planning process to focus on resiliency using scenario planning. James points out that you can earn a 4 to 1 return on each dollar invested in creating resilient infrastructure. He provides a 3 step process for creating a strategy to deal with climate related risks. Show highlights 01:17 How climate change is impacting businesses not just individuals 04:23 You can't wait for society to deal with the impact of climate change with you sitting on the sidelines 06:40 Every business strategy must account for the impact of climate change 09:39 You need to map the impact of climate related events to every aspect of your business 14:30 Investing in resilient infrastructure offers $4 in benefits for every $1 of investment 19:43 3 steps to creating a strategy to deal with climate related risks 23:13 Learn about James. Email James at james.blake@nextgenerationriskmanagement.com https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://www.eventbrite.com/e/corporate-to-consultant-getting-the-right-clients-right-now-registration-260200896887 (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.
https://www.linkedin.com/in/thomasbertels/ (Thomas Bertels) of Purpose Works Consulting is on a mission to help businesses design work to be fit for humans. By that, he means you have to design work intentionally to make it intrinsically interesting. He observes that too many job descriptions are just copy-pasted from one to the other. Thomas provides the four factors that make work motivating: 1) is the work meaningful? 2) are we responsible for the entire work product from end to end? 3) do we have the autonomy to do the work? and 4) do we have feedback from the work itself? Thomas implores us to reverse the long held view that you hire the hands and get the brains for free to you're hiring the brains in the first place. Listen to the end to claim the valuable gift that Thomas is offering our listeners. Show highlights 03:49 We design jobs without thinking about what makes work intrinsically interesting 06:53 What people want and expect from work 08:02 Work is the product and the employee is the customer 10:43 The benefits from making work more meaningful and purposeful 14:54 5 things you need to do to make work meaningful and purposeful 18:48 Learn about Thomas. Email Thomas at thomas.bertels@purpose.works. You can call him at +1.917.754.8047. https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://bit.ly/3u0pBMO (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help. This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.
https://www.linkedin.com/in/benkandora/ (Ben Kandora) of https://www.BenKandoraDesign.com (Ben Kandora Design) points out that your logo is the face of your company and first impressions do count. A professional logo makes your business look established and trustworthy. Ben observes that most small and mid-market sized companies create a logo that resonates with the business owner. But, as he points out, your logo isn't for you, it's the tool that connects your business to your target market. Ben also clears up the confusion that your logo is not your brand but rather it is the first impression of your brand. He concludes that a well designed logo helps you get excited about your brand and helps you build awareness in your marketplace. Listen to the end for the details on how to claim a very nice gift that Ben is offering our listeners. Show highlights 02:18 Logos aren't just for big companies 03:19 First impressions count 04:46 Your logo is a key element of your company's overall visual design 05:27 You logo is not your brand 09:07 The benefits from having a professional logo that represents your brand 11:15 How to get your logo inline with your brand and visual identity 14:15 Learn about Ben. Email Ben at ben@benkandoradesign.com https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://bit.ly/3u0pBMO (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help. This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.
https://www.linkedin.com/in/alexlloro/ (Alex Lloro) of https://allmarketing.co/ (All Marketing Services) cautions not to get overwhelmed by Google Analytics when looking at your website performance. Start with your goals, typically revenue, and define your KPIs (Key Performance Indicators) that you need to focus on. Then set up Google Analytics to feed you that data. You also need to go beyond the quantitative data provided by Google Analytics and augment with with qualitative information that covers the full cycle of your revenue generating activities - online and off. The numbers tell you what happened but not why. So you've got to get beyond the numbers and capture behavioral data on your websites from heat maps and session recorders. Listen to the end for an amazing gift that Alex is offering our listeners. Show highlights 02:34 Google Analytics is overwhelming and confusing to most business owners. 03:53 Mistakes business owners make in analyzing their website data. 06:01 Turn off what you don't need in Google Analytics and set up a custom dashboard to help you focus. 07:08 Google Analytics gives you quantitative data. Use heat maps and session recorders to capture behavioral data. 09:07 4 steps to implementing a KPI driven process for your website analytics. 10:49 Benefits to a KPI driven data collection and analysis process. 13:35 How to implement a DPI driven approach to website analytics. 15:43 Learn about Alex. Email Alex at alex@allmarketing.co or call him at +1.844.544.3577. https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://bit.ly/3u0pBMO (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help. This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.
Marc Pickard from CBTech Support warns that all small businesses are at risk from cybercriminals for two key reasons. First, they're low hanging fruit and easy targets. Most don't have the technical and procedural protections in place to make getting hacked difficult. Second, they're stepping stones to larger, juicer targets which could be a client or supplier. Small business owners often don't have any idea of where to start to protect themselves from attack and find the whole topic overwhelming. Marc shares data that the average ransomware payment for businesses between 2 and 100 employees is $75,000 and this excludes the cost of clean-up, restoration, notification efforts and reputation damage. Marc provides some clear guidance on what a small business should do to minimize the risk of getting nailed by a cyber attack. Show highlights 01:46 Small business owners are at risk of getting hacked for 2 big reasons 02:53 There's no place to hide. Hackers will find you. 03:44 Making yourself unattractive to cybercriminals requires both technical and human solutions 05:43 Using cloud based solutions doesn't necessarily protect you from cyber attacks 07:13 Dealing with staff that "bring their own devices" to work 08:23 How your business benefits from safeguarding your data and IT infrastructure 11:20 What does a small business need to do to protect them from a cyber attack 13:55 Learn about Marc. Email Marc at marc.pickard@cbtech.support https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://bit.ly/3u0pBMO (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help. This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.
https://www.linkedin.com/in/nabeelahmad/ (Nabeel Ahmad) of https://changeforce.ai/ (Changeforce.AI) believes that "Empathy, or lack thereof, is the big reason why organizations fail to change or be successful at it." Companies are often very good at defining what needs to change but are far less accomplished about how to do it. Nabeel observes that there is a lot more information, emphasis and even success on personal change than on larger organizational efforts. He offers the surprising observation that measuring change more often, say from annually to quarterly, will speed up the rate of change. Nabeel provides a 5 step implementation process for any organization trying to orchestrate one or more change efforts. Listen to the end to hear about the details of his gift for our listeners. Show highlights 01:29 Implementing change within an organization is much more of a struggle for organizations than individuals 02:45 Empathy is in short supply 04:35 The strategic planning process often gets in the way of effective change 08:35 How you speed up change and make it more effective 11:34 Prioritization makes the difference - you probably can't do them all at the same time 15:52 Effective change requires engaging and listening to employees 20:04 5 key steps to implement a successful change initiative 24:46 Learn about Nabeel. Email Nabeel at nabeel@changeforce.ai https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://bit.ly/3u0pBMO (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help. This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.
https://www.linkedin.com/in/robynmbolton/ (Robyn Bolton) of https://www.milezero.io/ (MileZero) states, "Innovation is a leadership problem and that is a very uncomfortable truth to recognize." Most leaders recognize the importance of innovation but they are dragged back by their compensation to focus on the next quarter or at best fiscal year. Innovation must be looked at like an investment rather than a one-off event. Most organizations are not set up to innovate effectively so step 1 is to acknowledge where you are on your journey. Robyn points out that public companies who are recognized as innovation leaders often get a 90% stock market premium compared to those who are not. Robyn takes us through what an organization needs to do to create a culture of innovation. Listen to the end to hear the details of a very special gift she is offering our listeners. Show highlights 02:13 Innovation is fostered or destroyed by leadership not ideas 04:17 It's a myth you need an innovative leader to have an innovative organization 05:35 How you resolve the tension between innovation and your short-term financial objectives 07:33 Innovation is a long term investment not a short term event 08:52 Benefits to leaders who drive innovation 13:33 What you need to do to create a culture of innovation 16:58 Learn about Robyn. Email Robyn at robyn@milezero.io https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://bit.ly/3u0pBMO (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help. This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.
https://www.linkedin.com/in/toibjames/ (Toi B. James) of https://www.redinkenterprises.com (RedInk Enterprises) argues persuasively that without Belonging, DEI (Diversity, Equity, Inclusion) programs will miss the mark on impact. "Culture is not what you say it is. Culture is dictated by the collective.", Toi explains. Employees must feel valued. You want your staff to say "I like what I do and I like working here". It is only with this attitude that you will get the most out of your employees. And belonging is what gives each member of an organization a purpose and sense of ownership. Toi explains in detail what a business owner needs to do to successfully implement a DEI&B program. Listen to the end to take advantage of her free gift. Show highlights 01:50 DEI only goes so far without Belonging 03:24 Belonging is what gives each employee a sense of purpose and ownership in the organization 05:04 The business case for Belonging 06:32 How to implement a DEI&B program 07:58 What actions must a leader demonstrate for the organization to take this initiative seriously 10:35 How the decision maker benefits from instituting a DEI&B program 15:19 Learn about Toi. Email Toi at contact @redinkenterprises.com https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://bit.ly/3u0pBMO (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help. This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.
https://www.linkedin.com/in/hugh-gallagher-39652a2/ (Hugh Gallagher) of the https://gallaghergroup.us/ (Gallagher Search Group) advocates businesses should structure and manage their recruiting function like they would a sales team. Staff recruiting with go getters who are high performers, incentivize them like you would your sales people, and watch the talent roll in. Hugh looks at recruiting as a production function not a support role. He makes a compelling case for changing how you do recruiting. He doesn't believe that recruiting should always be under HR. Consider putting it in the line organization. Hugh leaves us with the key steps to implement a production driven recruiting function. Show highlights 03:16 The problem with recruiting is that it needs to be treated as a production role; not as an HR support function 05:08 Manage and incentivize your recruiting like you would manage and incentivize your sales team 07:53 How you build a high performing recruiting function inside a big organization 09:02 Managing a high performing recruiting team requires metrics, incentive compensation, and the right type of person for the role 10:28 Benefits of structuring your recruiting function as a production rather than support group 14:45 What you do to implement a production-based recruiting organization 17:13 Learn about Hugh. Email Hugh at hugh@gallaghergroup.us or call him at +1.610.246.7400. https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://bit.ly/3u0pBMO (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help. This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.
https://www.linkedin.com/in/calebsinn/ (Caleb Sinn) of https://socialbloomco.org/ (Social Bloom) talks about how many high volume (needs hundreds to thousands and beyond of clients) businesses are getting their outbound marketing totally wrong. They've been fed a line from so many lead gen firms that you should only expect a 0.5% conversion rate while Caleb believes the bar should be 8 times that or 4%. Too many high volume businesses are using low ROI spray and pray marketing campaigns and they aren't coming close to maximizing their potential. Caleb provides 6 specific steps you need to take to get your lead generation program where it needs to be. Show highlights 02:19 What outbound marketing techniques should high volume businesses use 03:58 You do get results from Spray & Pray but the ROI is often very low 04:57 The difference between 0.5% and 4% conversion rates 06:47 Why lead gen companies will tell you to be happy with campaigns that convert at 0.5% 07:26 Benefits from doing outbound marketing effectively 08:50 6 steps to implement an effective outbound marketing program 10:40 Learn about Caleb. Email Caleb at caleb@socialbloom.org https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://bit.ly/3u0pBMO (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help. This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.
https://www.linkedin.com/in/lisaperrymarketing/ (Lisa Perry) of http://lisalperry.com/ (Perry Consulting) starts by asking what makes a company want to choose you? It all comes down to your brand and what is going to make a customer choose your brand over a competitor's. Lisa is emphatic that doing a lot of marketing activity not connected by a well thought out strategy will lead to a brand that will fail to resonate. She states that 90% of consumers don't feel a strong loyalty to a brand which she believes is a great opportunity. Lisa gives 4 steps to help you hyperfocus your brand on what makes you unique for your customers. Show highlights 02:29 Tactics disconnected to a strategy drive too much of a company's marketing activities 04:20 Key elements of your branding strategy 05:43 What is a brand? 07:06 Hyperfocus your brand on your uniqueness 09:54 4 things that make customers choose your brand 13:19 Implementing an effective brand strategy 15:35 Learn about Lisa. Email Lisa at perryllisa@gmail.com https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://bit.ly/3u0pBMO (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help. This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.
When you're everything to everybody, you're nothing to nobody. https://www.linkedin.com/in/drtraceycjones/ (Dr. Tracey Jones) of https://tremendousleadership.com/ (Tremendous Leadership) sings the praises of focus in your business and in your life. Citing many authors and motivational speakers throughout our interview, Tracey lays out the case that being successful requires focus. Focus is what puts fire in your belly and gives you resilience. She provides 3 key things you need to do to achieve focus. Listen to the end to find out what resources Tracey will share with you to help you get there if you reach out. Show highlights 02:06 When you're everything to everybody, you're nothing to nobody 05:48 If you suffer from mission drift, you aren't going to be successful. 07:27 How you get focused 10:44 Focus puts fire in your belly 17:07 3 steps you can take to get more focused in your business and in your life 22:06 Learn about Tracey. Email Tracey at tjones@tremendousleadership.com or call at +1.717.701.8159 https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://bit.ly/3u0pBMO (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help. This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.
https://www.linkedin.com/in/willdukes/ (Will Dukes) of https://salespartnersflorida.com/ (Sales Partners Florida) argues that bringing in revenues requires you look at your marketing and sales activities like a campaign. Answer the questions, "What am I trying to sell" and "Whom am I trying to sell it to" and then develop a campaign targeted to do that. Will advises that you have to act with intention not randomly in coordinating all your sales and marketing activities. He provides a 5 step approach to building a campaign for your sales activities. Listen to the end for his gift to understand how growing up as a farmer has informed his work in sales. Show highlights 01:22 Branding, marketing, sales, and retention are different parts of the same process. 04:34 When it comes to getting new clients, you need to think about all your activities as a campaign 07:40 Act with intention, not randomly 11:37 Benefits from using a campaign approach to marketing and sales 19:25 5 steps to follow to implement a campaign approach to client acquisition 24:39 Learn about Will and what farming has to do with it. Email Will at willd@spfla.com. https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://bit.ly/3u0pBMO (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help. This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.
https://www.linkedin.com/in/30secondsuccess/ (Laura Templeton) of https://30secondsuccess.com/ (30 Second Success) shares the underutilized concept of Workforce Marketing. Laura recommends arming your employees with the right message so they can represent you to all of the stakeholders they come in contact with - on and off the job. In addition to new customers, your current employees can play a key role in attracting new talent to your organization. Laura explains why so many client and employee referrals programs often fall short of expectations. She gives 4 steps on how to implement an impactful workforce marketing program. Listen to the end to find out the details of Laura's gift for our listeners. Show highlights 02:44 Look at all your employees as part of your marketing team 03:59 The story of how a forensic accountant represented her employer to a potential customer 05:58 How to tap into your employees as resources for your marketing 07:16 Benefits from implementing a workforce marketing program 08:42 Impact on recruiting talent 10:31 How to implement a workforce marketing culture 14:16 Learn about Laura. Email Laura at laura@30secondsucces.com. Book a time to talk with her at http://calendly.com/30secondsuccess/30min (http://calendly.com/30secondsuccess/30min). https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://bit.ly/3u0pBMO (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help. This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.
https://www.linkedin.com/in/stevenpmckeon/ (Mac McKeon) of https://macguyvertech.com/ (MacguyverTech) emphasizes that protecting your business from cyber criminals and hackers is a continuous ongoing activity not a one-time or annual task. Hackers are getting more sophisticated all the time, including using Artificial Intelligence. Mac states that it's not uncommon to get 500 - 600 hack attempts per day! This is an ongoing war with no detente in sight. Small businesses are attractive targets for hackers because they lack the defenses and vigilance found in larger enterprises. You need both systems and procedures for your people to have effective cybersecurity defenses. Listen to the end to hear why Mac's email signature mentions a big funeral. Show highlights 02:43 Cybersecurity is a continuous not one-off process 05:21 By the time you realize you've been hacked, the criminals have been in your systems for 6 months 06:16 Small businesses can be more attractive, that is easier, targets than larger enterprises 10:06 Hackers are using social engineering to attack the weakest part of a company's defenses: the people 18:44 3 key steps to reduce the risk of getting damaged by a cyber attack 20:21 Insurance that doesn't insure 22:46 Learn about Mac. Email Mac at mac@macguyvertech.com https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://bit.ly/3u0pBMO (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help. This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.
https://www.linkedin.com/in/marketingchick/ (Andrea Featherston) of http://featherstonstrategies.com/ (Featherston Strategies) admonishes that perfectionism kills opportunity particularly when it comes to launching a new product. She advises to look at product launch as an ongoing process rather than a one-time event. You need to collect a lot of data during launch so you know what you need to improve on a go forward basis. Andrea provides the 4 key steps you need to follow to successfully launch your new product or service. Listen to the end to get a gift she's offering our listeners. Show highlights 03:02 Getting a new product or service to market is a journey not a one-time event 04:07 Perfectionism kills opportunity 07:34 The right product launch process will give you a lot of data to help you improve your results 11:38 4 steps to follow to launch your new product or service 14:12 Learn about Andrea. Email Andrea at andrea@featherstonstrategies.com. https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://bit.ly/3u0pBMO (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help. This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.
https://www.linkedin.com/in/guyrpowell/ (Guy Powell) of https://prorelevant.com/ (ProRelevant) is famous for winning a large bet with an airline executive that every aspect of the effectiveness of marketing could be measured quantitatively. Guy won his $5 because he never claimed it could be measured for free. But he makes a critical point that the return on investment of allocating some of your marketing budget to measuring its effectiveness is astronomical. In this episode of the Best Kept Secret Guy shares the 4 steps to implement a marketing effectiveness program and why any CMO who wants to keep their job needs to put this front and center of a company's marketing efforts. Show highlights 03:13 The challenge to taking a data driven approach to marketing effectiveness 04:43 You can measure anything you do in marketing if you're willing to spend the time and money 06:59 How to measure the effectiveness of your marketing 10:58 The explosion of data requires sophisticated analytical methods including machine learning and artificial intelligence 11:55 The return on investment from marketing effectiveness studies can be phenomenal 15:30 Avoiding the embarrassment of failing in full view of the public 17:23 4 steps to implement a marketing effectiveness program 21:16 Learn about Guy. Email Guy at gpowell@prorelevant.com. https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://bit.ly/3u0pBMO (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help. This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.
https://www.linkedin.com/in/joshuabgoldberg (Joshua Goldberg) of Nath, Goldberg & Myers enlightens us on why it takes so long to get a patent improved and on a little known secret that can cut the decision time from 2-4 years to 1 year. The cost to take advantage of this program by the USPTO is only a few thousands of dollars and you have to fill out the expedited application by the book and perfectly execute the process or it will get tossed out. But if you're a company, either established or venture backed, and establishing ownership of your intellectual property is critical to your success, then the return on your investment will be off the charts. Show highlights 03:18 It can take 2-4 years to get a patent approved and in that time you risk have the technology move on 04:49 Why it takes so long to get a patent approved 06:24 You can get your patent approved in only 1 years if you know the secret 09:20 Why it's worthwhile to pay the small fee to accelerate the decision making process 14:54 Wha you need to do to accelerate the patent approval process 18:28 Learn about Joshua. Email Joshua at jgoldberg@nathlaw.com https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://bit.ly/3u0pBMO (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help. This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.
https://www.linkedin.com/in/johnchristie-tab/ (John Christie) of https://www.tabeasternks.com (Tab Eastern Kansas) makes a persuasive argument that the customer experience must be at the center of your Business DNA. You have to start with knowing what your clients want before you can deliver an experience and service that will keep them around. John warns you can't guess what your clients want and there is no substitute for one-to-one conversations with your customers. John lays out exactly how you do that and then gives 4 steps you need to follow to create an amazing customer experience. Show highlights 02:50 Why customer service is so hard to get right 03:43 What you need to know to deliver great customer service 05:58 How to find out what your customers want 08:37 You learn from every customer interaction you have 10:02 Customer service drives customer satisfaction and employee retention 13:50 A great customer experience creates a positive business ecosystem 15:10 4 primary steps to create the right customer experience for your entire business. 17:34 Learn about John. Email John at johnchristie@tabeasternks.com https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://bit.ly/3u0pBMO (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help. This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.
https://www.linkedin.com/in/leebarnathan/ (Lee Barnathan) of LB Communications is fed up with all the poor copy on websites. His research indicates that 95% of all website copy is focused on features, functions, and here's what we do. But Lee succinctly points out that if you want to get business from your website you got to talk in the language of your target market's pain points and what you do to get rid of that pain and get them the results they are looking for. He reminds us that your customers are listening to radio station WIIFM so you better communicate on that same bandwidth: What's In It For Me! Listen to the end for a compelling gift Lee is offering our listeners. Show highlights 02:02 Why the copy on 95% of all websites is written so poorly that it hurts results 02:47 The invasion of the computer bots 04:10 When you sound average, the only things that matters to the buyer is price. 06:08 What's in your head is only with copy that is written from your customers' perspective. 07:54 The impact of compelling copy 10:52 Use this 4 stage persuasive marketing framework to improve your website copy. 12:57 Learn about Lee. Email Lee at lee@leebarnathan.com https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://bit.ly/3u0pBMO (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help. This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.
https://www.linkedin.com/in/brandonrollins (Brandon Rollins), founder of the https://www.pangeamarketingagency.com (Pangea Marketing Agency), is adamant that marketing is there to generate revenue and not masquerade as a cost of doing business. You've got to measure your metrics and critically evaluate marketing efforts that aren't generating a sufficiently high Return On Investment. Brandon likes using the cost of client conversion as his go to metric. He recommends at least a 5 to 1 return if not more on any marketing initiative. Brandon lays out a 5 step program to implement a successful marketing program. Listen to the end to find out the details of a valuable gift he's offering our listeners. Show highlights 02:06 Why you can't look at marketing as a cost of doing business 04:14 How you need to think about marketing to be sure you get a return on your spend 06:51 Cost per conversion is a key metric you should use in evaluating your marketing spend 08:03 Why you should take an objective look at the return on your marketing spend 11:32 5 steps to implement a successful marketing program 14:51 Learn about Brandon. Email Brandon at brandonrollins1@gmail.com. https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://bit.ly/3u0pBMO (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help. This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.
https://www.linkedin.com/in/wesleynegreer/ (Wesleyne Greer) of https://transformedsales.com/ (Transformed Sales) argues that hiring the person with the best sales skills will always win out over the sales person who has the most industry experience. It's easier to learn a new product than it is to learn how to sell. Wesleyne observes that a great salesperson can't overcome a poor product but you can't save a poor salesperson with a great product either. Wesleyne offers a 3 step solution to finding the right salespeople for your company. Listen to the end for a special gift she's offering our listeners. Show highlights 01:43 Businesses are making the mistake of prioritizing industry experience over sales expertise 03:19 Despite promises, it's rare when a salesperson can bring their book of business with them to their new employer 04:07 Win by teaching your product to a strong salesperson 05:20 A great salesforce cannot overcome a mediocre product. And a mediocre salesforce can fall short of the potential of a great product. 6:44 Strong sales skills will outperform industry knowledge every day 10:24 The 3 steps you must follow to hire the right salespeople 12:50 Learn about Wesleyne. Email Wesleyne at wgreer@transformedsales.com. https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://bit.ly/3u0pBMO (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help. This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating. Email jay.kingley@centricityb2b.com to learn more about Centricity and the Best Kept Secret show.
https://www.linkedin.com/in/olivofrank/ (Frank Olivo) of https://sagapixel.com/ (Sagapixel) dropped a real truth bomb in telling us that the objective of an effective SEO campaign is to generate qualified traffic not any traffic. And you can't do that without first really nailing the profile of your target market and what you want them to do when they come to your website. Frank provides a compelling case study showing how effective a quality over quantity approach to SEO can be. He then gives us a 4 step implementation process to get the SEO results you are looking for. Show highlights 02:19 SEO should focus on getting qualified traffic not any traffic 03:22 Searches with intent or quality traffic is more important than how much traffic 04:28 Start with your target customers and what their problems are 07:59 Is SEO a once and done process? 10:38 The benefits from prioritizing quality over quantity 14:46 4 steps to implement an SEO program 17:29 Learn about Frank. https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://bit.ly/3u0pBMO (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help. This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.
https://www.linkedin.com/in/robertbovarnickesquire/ (Rob Bovarnick), lead partner of https://www.rbovarnick.com/ (Bovarnick and Associates) gives the inside view on how a business owner can get the most out of their outside corporate attorney. Rob advises that you should look at your outside corporate counsel in the same way as you do your Primary Care Physician. A healthy dose of prevention punctuated with necessary assignments when problems arise. As Rob observes, when it comes to your relationship with your business attorney, an ounce of prevention is worth a pound of cure. Show highlights 02:15 Too often lawyers are the Department of No 03:04 It works better when you contact your lawyer sooner rather than later 04:31 Your corporate attorney is the equivalent of your primary care physician for your business 05:50 How often should you meet with your outside corporate attorney? 07:51 What's up with that 6 minute billing increment? 11:34 How to find and retain a fractional general counsel for your business 14:05 Learn about Rob Bovarnick. Email Rob at rmb@rbovarnick.com. https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://bit.ly/3u0pBMO (Sign up) for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help. This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.
If a small business owner wants to grow their business, they have to rethink how they're going to approach marketing and get out of the marketing lane, emphasizes https://www.linkedin.com/in/rebristy/ (Reb Risty), founder and CEO of https://www.reblmarketing.com/ (REBL Marketing). Marketing is getting more complex and it's hard to know every single platform and type of marketing and tool and strategy. Being able to bring in knowledge and talent on a fractional basis to fill those gaps for you is essential to having a successful marketing function. The range of expertise that you’ll need to market your business successfully is too broad and dynamic for a small business to have an internal team of full-time staff do it well. The W2 full time employment model is not agile and nimble enough to work for a small business.
Risty recommends that small businesses bring in a fractional CMO to take point and manage the appropriate specialists on a contract and project basis. Flexible working relationships are what the talent wants and the business can afford.
Listen to the end for a special gift Reb is offering our listeners that will help you get your marketing on track.
Show highlights 01:50 Why business owners overwhelmed by marketing 03:23 Complexity is driving the need for marketing specialists hired on a fractional basis 04:36 Marketing is following the medical model of a Primary Care Physician plus a wide variety of specialists as needed 07:55 Creating the right type of marketing team for your business 10:29 The traditional W2 employment model isn't nimble and agile enough for the marketing needs of small businesses 14:34 The talent economy for marketing 17:22 Learn about Reb. Email her at reb@reblmarketing.com. Call her at +1.858.848.7325 https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://bit.ly/3u0pBMO (Sign up) for a free one hour workshop called Start Attracting Your Ideal Clients In 5 Easy Steps. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help. This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.
“You need to mandate end point protection for all remote users if you are going to protect yourself from being hacked”, recommends Steve Ferman of http://etegrity.net (Etegrity). In 2018, the odds of suffering a data breach were 1 out of 4 and 80% of companies aren’t prepared. Using a multilevel approach to security for your core IT infrastructure isn’t enough if a hacker can get access via your remote workers because they don’t have end point protection in place. Steve also observes that most hackers aren’t targeting your business specifically but they are scanning a long list of IP addresses to see where it is easy to get in. It doesn’t matter whether you have 5 or 5,000 employees, you’re just a random IP address.
Simple, preventative measures can save you hundreds of thousands of dollars and keep your company from ruin. Steps that Steve recommends include MFA or multi factor authentication and MDM or mobile device management. When it comes to passwords, Steve suggests a 3 step approach: require strong passwords, use applications like LastPass, or Keeper to secure your passwords and help you remember them, and force your users to change their passwords every 30 to 45 days.
Listen to the end to get the details of a gift that Steve is offering our audience. Show highlights 01:36 End point protection for remote users helps prevent data breaches 02:56 Who's vulnerable to hacking and data breaches 04:06 What you need to do to protect your business from hackers and bad actors 04:55 The cost you'll pay if you don't protect your IT infrastructure 07:15 What steps a small business needs to take to adequately protect themselves from hackers 09:55 Learn about Steve. Email Steve at steve.ferman@etegrity.net or call him at +1.973.698.3511 https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://bit.ly/3u0pBMO (Sign up) for a free one hour workshop called Start Attracting Your Ideal Clients In 5 Easy Steps. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help. This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.
“Local news is not dying, it's evolving” states Michael Shapiro of https://www.tapinto.net/ (TAPinto). There are thousands of towns that have no local newspaper or local news site. What's replacing them are Facebook groups and forums and the equivalent filled with misinformation, disinformation, and rumors. Michael believes that this is undermining our democracy and causing a lot of problems throughout the whole country. The solution is to create a sustainable, scalable model for local news to serve every single town in the country. For Michael, the key is creating a network of individually owned and operated local news sites where they can share content with each other seamlessly. They can sell advertising for each other seamlessly. Advertisers, whether local, regional, or national, have one point of contact that they need to deal with who can help them market across the country. “You can create a profitable local news site or even a mini network of local news sites and have high return on investment with little overhead”, observes Michael. You want people coming back to your site every single day. You do that by providing original local news content that they can't get anywhere else, and doing it every single day for the residents of your town or your area. Show highlights 02:15 Local news is a scalable business but it must be objective 02:56 What is local news? 04:34 Church vs. State in today's local news environment 06:15 What does the local news business model of the future look like? 07:54 The economics of the local news business 11:42 Learn about Michael Shapiro on his and TAPinto's story. Email Michael at mshapiro@tapinto.net or call him at +1.908.370.1158. https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com. https://bit.ly/3u0pBMO (Sign up) for a free one hour workshop called Start Attracting Your Ideal Clients In 5 Easy Steps. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help. This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.
The number one thing that most business owners today are going to ignore are their vendor agreements, observes https://www.linkedin.com/in/james-sanders-esquire/ (James Sanders) of https://mpl-law.com/ (MPL Law Firm LLP).One topical area that most people ignore to their detriment are Force Majeure clauses in their agreements which specify the rights and obligations of the parties when an "act of God" happens. War, hurricanes, tornadoes, floods, and pandemics can all be covered or not. Whether you have to deliver and pay or have an out in a contract can be determined by how that part of your contract is drafted. James points out that contracts are legal agreements and how they are drafted and the words that are used matter greatly, particularly when one of the parties decides things are unfair after it is signed. While many think they have insurance to cover unforeseen incidents, many times the insurance won't cover or has an exclusion. James advocates that business owners should consider a yearly attorney review of all of their business agreements as a cheap extension of your business insurance. Show highlights 02:27 Why business interruption insurance won't cover damages from pandemics 04:25 Force Majeure - what is it and why you should care 06:19 How a business owner should think about vendor management 08:00 Benefits to a business from properly managing their vendor agreements 10:37 3 steps to implementing an effective vendor management system 11:35 Learn about James and MPL Law. Email James at JSanders@MPL-Law.com https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://bit.ly/3u0pBMO (Sign up) for a free one hour workshop called Start Attracting Your Ideal Clients In 5 Easy Steps. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help. This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.
Content isn’t king when it comes to doing SEO for your website says https://www.linkedin.com/in/marcbrookland/ (Marc Brookland) of https://seolocale.com/ (SEO Locale). There are a lot of factors like your backlink profile, how many trustworthy websites that you have that are talking about you and linking back to you, your on-page SEO, title tags, meta tags, headings, your internal linking strategy, and many more besides. SEO is no longer a game that casual amateurs can win at. Marc points out that even large companies, like https://www.hubspot.com/ (Hubspot), sometimes get it wrong. They had to delete over 3,000 outdated blogs on their website to reverse a traffic decline. A robust SEO program considering a wide range of factors is often essential to being able to withstand the frequent changes Google makes to its algorithms. Comprehensive keyword research and competitor analysis is fundamental to creating an effective SEO strategy. Marc suggests a free tool you can use to do this work yourself. Listen to the end for how to claim his gift of a free technical audit for your website. Show highlights 01:55 Content isn't king when it comes to website SEO 02:43 What is important if you want to rank high on Google 07:23 Surviving a Google core algorithm update 08:48 Getting nailed by a Google algorithm change 11:15 Implementing an effective SEO strategy 12:48 The importance of competitor analysis when doing SEO 13:35 Learn about Marc. Email Marc at marc@seolocale.com https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://bit.ly/3u0pBMO (Sign up) for a free one hour workshop called Start Attracting Your Ideal Clients In 5 Easy Steps. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help. This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.
https://www.linkedin.com/in/reggieholmes1/ (Reggie Holmes) of https://www.enthusecreative.com/ (Enthuse Creative) cuts to the chase saying, “business owners and business leaders tend to think of their brand as something that ultimately serves them as opposed to something that serves their customers.” Reggie argues that your brand needs to speak to your customers and isn’t about you or your business. There is a big difference between how a brand is expressed and how it is experienced. While you’ll come up with the initial definition of your brand, you're inviting other people to help shape and share it. The market is going to have more of a say in what your brand is relative to anything you put down on paper. Reggie advocates creating a brand that your marketplace can connect with because it leads to faster growth. He feels that tying your brand to a purpose is a way to do this. Customers desire to connect to something that's bigger than themselves. Of course customers are looking for an answer to a problem, but they also want to connect at a much deeper, more human level. Reggie walks through the case of Dove soap to show how a purpose driven brand can have a large impact on the financial performance of a business. He then discusses how even a small business can replicate Dove’s brand strategy. Show highlights 01:32 Business owners think of their brand as something that serves them as opposed to something that serves their customers. 03:41 Your brand is a dialogue 05:13 Difference between how your brand is expressed versus how it is experienced 06:46 Your brand should be about connection and driven by purpose 09:42 The Dove Soap case study 14:54 What you need to do to create a customer centric brand 17:06 Learn about Reggie. Email Reggie at reggie@enthusecreative.com https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://bit.ly/3u0pBMO (Sign up) for a free one hour workshop called Start Attracting Your Ideal Clients In 5 Easy Steps. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help. This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.
“You can’t serve clients without a clear direction or process,” counsels https://www.linkedin.com/in/susanfennema/ (Susan Fennema), the Chief Eradicating Officer of https://beyondthechaos.biz/ (Beyond The Chaos). Too often we think putting processes in place is a burden. The reality is that having the right processes in place sets you free. It doesn’t weigh you down but allows you to be nimble and agile. Bureaucracy when it’s done right is not our enemy of getting things done. Susan points out that it’s a tool to get rid of things that are repeated. Importantly, it allows you to focus on serving your clients and not getting caught up in things that others can do better than you. Susan advises business owners to write down the tasks they do and put a pay rate on each task to determine if it should be outsourced to a cheaper resource. Often times you can bring in a person for 5 - 10 hours a week to handle the getting organized tasks rather than need a full time resource.
Susan makes the compelling point that putting more effort into something that lacks structure and process could end up making things worse not better. Without proper organization, structure, and process, you’re not running your business, it’s running you.
Show highlights 02:22 The right process doesn't weigh you down, it allows you to be nimble 03:20 Bureaucracy when it’s done right is not our enemy of getting things done 04:38 What's the pay grade on the tasks that you, the business owner, are doing? 07:14 Putting effort into something that lacks structure and process could end up making things worse 10:47 2 things you need to do to get organized 12:14 Learn about Susan. Email her at susan@beyondthechaos.biz https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://bit.ly/3u0pBMO (Sign up) for a free one hour workshop called Start Attracting Your Ideal Clients In 5 Easy Steps. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help. This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.
“Know what you want it to deliver up front and then build the program to get you to where you want to be.” advises https://www.linkedin.com/in/sheilasteinmark/ (Shelia Steinmark) a marketing experience expert at https://mogxp.com/ (MOGXP). Operations and logistics are key to executing an experiential marketing program. Shelia’s emphatic that you have to stop looking at pretty pictures and start paying attention to consumer engagement. Marketing that works for awareness often doesn’t change consumer buying behavior. It’s no surprise that being authentic in your marketing is critical but she points out that you have to align your cause marketing efforts to what your company stands for and what your customers care about. Shelia advises doing a day in the life of a customer and figuring out what and when they want to hear from you. She recommends creating a throughput model and using that to determine your tactics. The model should address how many people you’re going to touch, how you’re going to touch them, what type of engagement you’re going to offer, and the value of your program.
Listen to the end to hear her 6 steps to implement an effective experiential marketing program. She’s got a gift to offer those who reach out. Show highlights 02:12 Buying habits change by bringing a consumer and brand together not because of pretty pictures 03:02 You need to build a throughput model to determine the tactics of your experiential marketing program 05:29 Stop looking at pretty pictures and start paying attention to consumer engagement 06:16 Know what you want your program to deliver and then build your program to get you to where you want to be 11:35 6 steps to implement a proper experiential marketing program 14:04 Shelia's story. Email Shelia at shelia@mogxp.com. https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay (jay.kingley@centricityb2b.com) https://bit.ly/3u0pBMO (Sign up) for a free one hour workshop called Start Attracting Your Ideal Clients In 5 Easy Steps. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help. This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.
Clicky AND Sticky not Clicky OR Sticky. https://www.linkedin.com/in/bradschlachter/ (Brad Schlachter), a fractional CMO now with Simpler Media Group, advises not to get caught up in vanity metrics that drive clicks at the expense of getting your traffic to engage and convert. Startups and other rapidly growing companies often fall into the trap of scaling traffic rather than customers. Growing your vanity metrics isn’t the same as growing your revenues. To obtain long term success you must focus on scaling the right customers, not just any customers. You have to consider not just the initial revenues, but margin, retention, engagement, satisfaction, among other metrics. Brad emphasizes the need for every CEO and CMO to keep their eye on the prize, growth in profitable revenues for your business.
There is no magic formula or playbook to get there so the key is to fail quickly and learn rapidly. Experimentation is critical as is the need to be nimble and agile. Brad shares that based on how well you have alignment with the management team, and outside investors if you’ve gone down that path, it should take you weeks to months to figure out what works and then you should put money behind the effort to build the scale you need.
As a gift, Brad shares what OTT means and offers a white paper he wrote on that industry.
Show highlights 01:13 Sticky and clicky is what so many companies are missing out on. Don't be vain! 03:39 Focus on the right kind of conversions 06:30 A process of failing quickly and learning rapidly 08:24 Setting expectations and achieving alignment with management and outside investors 12:04 How long until you see results? 15:08 Brad's story. Email Brad at bschlachter64@gmail.com 16:59. What's a fractional executive and how are they different from consultants? https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://bit.ly/3u0pBMO (Sign up) for a free one hour workshop called Start Attracting Your Ideal Clients In 5 Easy Steps. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help. This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.
There's probably only one thing that contributes the most to making a business remarkable, either remarkably good or remarkably bad. It's an obvious one, but it can be tricky to get right. The customer experience. Admit it, as a customer; there’s nothing that will get you talking more about a business than the experience they delivered to you. https://www.linkedin.com/in/keith-scandone/ (Keith Scandone) of https://www.o3world.com/ (O3 World) uses his own experience with https://www.jetblue.com/ (JetBlue) airline as a case study as a company that gets so much of the hard part right to deliver one of the best travel experiences out there but then totally blows it the minute a customer needs to engage with them. If it’s so important, why is it so difficult? Listen as Keith talks to https://www.linkedin.com/in/kingley (Jay Kingley) on https://www.centricityb2b.com (Centricity's) latest Best Kept Secret podcast, on how you to have to deliver on 4 critical dimensions to pull it off and shares the 3 steps that every business needs to do to deliver a world-class experience that customers will find remarkably positive. How do you provide a great customer experience and leading to client loyalty? Send me an email at jay.kingley@centricityb2b.com to tell me how you get it done. Show highlights 01:37 What companies are getting wrong about the customer experience journey 04:07 How to fix your customer experience - start by looking first in the mirror and then listening 05:39 Jet Blue - the good, the bad, and the ugly 10:29 How you win by getting your customer experience right 12:54 Don't forget about the employee experience 13:56. 3 things you should be doing if you want to deliver a great customer experience 18:39 Keith's story. Email Keith at keith@o3world.com https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://bit.ly/3u0pBMO (Sign up) for a free one hour workshop called Start Attracting Your Ideal Clients In 5 Easy Steps. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help. This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.
It's not personal. It's just business. How often have we heard that? But, it's the mantra small business owners need to keep in mind when you're thinking about not taking your cybersecurity strategy seriously because you think "It won't happen to me." 60% of small businesses that are hacked or suffer a ransomware attack will be out of business in 6 months. Your source of income, your legacy, the reason you get up in the morning is gone. Cybersecurity is the thing that everybody’s talking about but nobody really knows what you need to do. On this week’s https://www.centricityb2b.com (Centricity's) Best Kept Secret show, https://www.linkedin.com/in/vcalabrese/ (Victor Calabrese) of https://deskside.com/ (deskside) talks with CEO, https://www.linkedin.com/in/kingley (Jay Kingley) and explains why more small businesses are targeted for ransomware than large, well-known businesses that get all the headlines. Learn how hacker schools are pumping out the black hats by the thousands and why it makes sense for them to target small businesses first. Victor shares 6 practical things that any sized business should do to get you cyber secure. It reminds me of the advice they give you on how to keep warm on bitterly cold days. Hint - it has something to do with layering. Show highlights 02:25 Who's the target for hackers and ransomware 04:34 Hacker school 05:24 What you need to do to protect your business 08:43 60% of businesses who get hacked close down within 6 months 11:09 Cybersecurity insurance 16:21 Learn about Victor. Email Victor at victor@deskside.com https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://bit.ly/3u0pBMO (Sign up) for a free one hour workshop called Start Attracting Your Ideal Clients In 5 Easy Steps. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help. This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.
Instead of investing in the shiny new thing, https://www.linkedin.com/in/ilenerosenthalwhitespace/ (Ilene Rosenthal) of https://whitespacemarketinggroup.com/ (White Space Marketing Group )recommends exploring what valuable marketing assets you already have lying around your business. In this week’s Best Kept Secret podcast, Ilene shares the story of how a client saved tens of thousands of dollars by doing an inventory of marketing assets they already paid for and repurposing those in a highly successful reach out campaign. CEOs need to evaluate their marketing activities the same way they evaluate all elements of their business by focusing on what’s important, testing different options, and stopping spray and pray marketing. You can’t rely on outsourced resources to set your marketing roadmap when you wouldn’t do that in any other area of your business. Ilene shares her 3 steps you need to take to get the most out of your marketing efforts and spend. She has a special gift for you if listen to the end. Show highlights 02:09 CEOs are strategic about everything except marketing 04:23 What CEOs have to do to get on top of their marketing 05:22 When hiring junior marketing staff is a mistake 07:45 Marketing tactics won't work if strategy and objectives aren't set 10:04 Look at what you already own before paying for the shiny new things 16:15 Importance of being channel agnostic 20:46 Learn about Ilene. Email Ilene at irosenthal@whitespacemarketinggroup.com https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.coms https://bit.ly/3u0pBMO (Sign up) for a free one hour workshop called Start Attracting Your Ideal Clients In 5 Easy Steps. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help. This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.
Hatfield vs. McCoys. Coca-Cola vs. Pepsi. Marketing vs. Sales. We all like a good rivalry but not when it’s inside your business. https://www.linkedin.com/in/kylehamer/ (Kyle Hamer) of the https://hamermarketinggroup.com/ (Hamer Marketing Group) has played on both sides of the marketing - sales rivalry, as he articulates In Episode 3 of our Best Kept Secret show. Kyle makes the astute observation that sales are driven by revenues, and marketing focuses on lead generation. When they aren’t on the same team, sales blame marketing for generating the wrong types of leads, and marketing blame sales for their inability to close their given leads. So what can you do to get both sides to collaborate to improve close rates on leads to clients by 30 - 40%. Listen in as Kyle speaks with https://www.linkedin.com/in/kingley (Jay Kingley) of https://www.centricityb2b.com (Centricity) and spells out the 5 key steps you can take to end the family feud. There’s an incredible free gift at the end. Show highlights 02:05 Why it's so hard to get marketing and sales into alignment 03:33 How should a business owner think about bringing marketing and sales together 05:55 The impact on customer experience 07:58 Tangible and intangible benefits of playing in the sandbox together 11:54 The 5 steps you need to take to end the family feud 17:22 Learn about Kyle. Email Kyle at khamer@hamermarketing.com https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://bit.ly/3u0pBMO (Sign up) for a free one hour workshop called Start Attracting Your Ideal Clients In 5 Easy Steps. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help. This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.
"If you're not creating revenue out of content, you're not there yet," says https://www.linkedin.com/in/caustin/ (Chris Austin). You have to satisfy two equally important audiences. One is obvious and that's your customers. The other is Google!“You can’t just think like a media company. You have to become a media company,” says fractional CMO https://twitter.com/realchrisaustin (Chris Austin) in Episode 2 of https://www.centricityb2b.com (Centricity's) The Best Kept Secret show. Marketing requires every type of business to become a media company. It’s not about becoming the next Netflix, but your content must educate, entertain, and engage in attracting customers.Great marketing requires great content, and great content comes from talking to your customers. They’ll tell you what they want to know. That should drive the content you create. But it won’t matter if you don’t have a consistent distribution strategy. You’ve got to meet your clients where they are rather than expect they will come to you. LinkedIn, Facebook, YouTube, Twitter, or Tik Tok - go where your clients hang out. Listen to Chris’s Provocative Perspective on how to supercharge your marketing with content that engages, is distributed through the right channels, and what you need to do to make sure it’s seen. Show highlights 02:01 Become a media company no matter what your business is 03:20 Two audiences for your content but don't forget distribution 05:50 Three goals your content should achieve 11:58 Drive more revenues by acting like a media company in your marketing 16:12 Steps you need to take to drive your content marketing activities 21:14 Learn about Chris https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://bit.ly/3u0pBMO (Sign up) for a free one hour workshop called Start Attracting Your Ideal Clients In 5 Easy Steps. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help. This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.
Learn how to turn an EAP offering from a cost of employment to generating a $3 return for every dollar invested with the proper design of the program. Anyone who has worked in the corporate world is familiar with an EAP (Employee Assistance Program) offering. They are marketed as part of a company’s benefits package to deal primarily with mental health issues to complement the physical health focus of traditional health insurance. Unfortunately, most of these programs are designed to tick the box. In reality, due to cost, they have long wait times and a limited number of visits which aren’t sufficient to solve the underlying problems. In https://www.centricityb2b.com (Centricity)'s The Best Kept Secret show, https://www.linkedin.com/in/tylerzalucki/ (Tyler Zalucki), an employee benefits consultant with The https://trion.com/ (Trion Group) a Marsh & McLennan Agency, laid out his Provocative Perspective on why EAP offerings are largely ineffective at dealing with mental health problems and how to turn them from a cost of employment to generating a $3 return for every dollar invested with the proper design of the program. Show highlights 01:42 EAP offerings are ineffective at fully addressing mental health recovery 03:30 The truth about how EAPs really work for users and employers 04:50 How companies need to use EAPs 07:09 The return on investment to an employer from a well designed EAP offering 09:39 What employers need to do to make EAP offerings work 13:36 Learn about Tyler. Email Tyler tyler.zalucki@trion-mma.com Listen to the end for two free gifts! https://www.linkedin.com/in/kingley/ (Connect with Jay) Email Jay at jay.kingley@centricityb2b.com https://bit.ly/3u0pBMO (Sign up) for a free one hour workshop called Start Attracting Your Ideal Clients In 5 Easy Steps. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help. This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.