Bobblehead Podcast: Recent Episodes
Bobblehead Media
Welcome to The Bobblehead Podcast where we look at business from a fun yet practical place and focus in on mindsets that enable your business success.
This week, Tim sits down with life long friend Israel Lewis to talk about Israel's health struggles, prioritizing what truly matters, finding your purpose, and focusing on God's glory and embracing challenges. Enjoy!
This week Tim and Chris talk about your career finding you, parenting, and why sometimes we get focused on the game instead of the goal. Enjoy!
This week Davin and Tim sit down with investment banker and good friend Chris McCord to talk all things business, childhood, and people. Enjoy!
This week Davin and Tim talk about how important the people who you surround yourself with is, and when to trust your gut. Enjoy!
This week Davin and Tim catch up with each other, and talk about what they've learned since the last time you've heard from them. Enjoy!
This week Davin and Tim continue the discussion on what they have learned from the last 5-10 years. Enjoy!
This week Davin and Tim catch up, along with starting to discuss what they have learned in the last 5 or 10 years. Enjoy!
This week Tim sits down with his daughter to catch up on life and prepare for some big changes. Enjoy!
This week Davin and Tim sit down and do some reflecting on the big stuff that happened in 2023. Enjoy!
This week Davin and Tim catch uo on how the holidays went, what they're up to, and reflecting on the year prior. Enjoy!
This week Davin and Tim talk about Tim's crazy Saturday night, and how his faith in humanity is restored. Enjoy!
This week Davin and Tim sit down and talk about what all happened at Davin's party to celebrate his retirement from the mililtary. Enjoy!
This week Tim and Davin catch up on what's been going on, how they're doing, and what they're looking forwrad to. Enjoy!
This week Tim sits down with his wife Jamie to talk about her experience with Tim selling, how they've supported each other, and what's to come. Enjoy!
Today Tim is podcasting solo talk about why they haven't uploaded, where they've been, and what's to come. Enjoy!
This week Tim does a solo episode talking about how to handle overwhelming situations with work, family, and friends. Enjoy!
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Today Tim sits down with his daughter Sophie talking about taking risks, and finding confidence to try new things. Enjoy!
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This week Davin and Tim talk about a recent book they both read that impacted their way of thinking. Enjoy!
Link to "Accidental Superpower" by Peter Zeihan: https://www.amazon.com/Accidental-Superpower-Generation-American-Preeminence/dp/1455583685/ref=sr_1_1?adgrpid=1341404756766778&hvadid=83838035977462&hvbmt=be&hvdev=c&hvlocphy=76952&hvnetw=o&hvqmt=e&hvtargid=kwd-83838155546652%3Aloc-190&hydadcr=22566_13494479&keywords=accidental+superpower+book&qid=1686683211&sr=8-1
Link to "The End Of The World Is Just The Beginning" by Peter Zeihan: https://www.amazon.com/End-World-Just-Beginning-Globalization-ebook/dp/B09C65JNPF
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Today Davin and Tim catch up on life, exciting things going on in their lives, and big milestones in recent times. Enjoy!
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This week Davin and Tim talk about moments of panic or overwhelm, and how to react. Enjoy!
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This week Davin and Tim talk about Davin's time in the army, what he learned in those 23 years, and how it shaped who he is. Enjoy!
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This week Tim and special guest Justin Nichols sit down and discuss how they got into flying, how it's going and how it's changed them. Enjoy!
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Today Tim interviews a good friend of his, Justin Nichol. They talk business, family, and what they would do differently looking back. Enjoy!
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This week Davin and Tim continue the conversation about praise when it comes to employees, leadership, etc and show how they practice what they preach. Enjoy!
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This week Davin and Tim recap updates from the weekend, and talk all about the dangers of praise in leadership and in business. Enjoy!
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This week Davin and Tim continue the conversation about putting in the 1% every day for success and betterment, despite the need for instant gratification. Enjoy!
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This week Davin and Tim go over part 1 of a viewer submitted question regarding putting in the work for long tewrm success. Enjoy!
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This week Davin and Tim talk about time off, and why it's so needed. Enjoy!
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This week Davin and Tim talk about when a project relating to business is no longer fruit bearing, when to stop investing in it, and the effects of stopping it. Enjoy!
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This week Davin and Tim continue the conversation of the balance between innovation and opportunity. Enjoy!
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This week Davin and Tim start a two week series discussing innovation and opportunity, it what it means to them. There are lots of gold nuggets in this series, so get your pen and paper ready and enjoy!
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This week Davin and Tim talk about Davin's experience with his son Peyton's story with college football, and the journey getting there. Enjoy!
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This week Davin and Tim discuss their predicitions in the Super Bowl, who will play, and other sports talk. Enjoy!
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This week Davin and Tim talk about childhood memories, what they enjoyed doing, and how it shaped who they are today. Enjoy!
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This week Davin and Tim talk about negotiation, how and when they use it, and why it's so important. Enjoy!
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This week Davin and Tim talk about what they're working on in 2023 in terms of career, family, friends, and spouses. Enjoy!
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This week Davin and Tim talk about what are the tools in life, how to use them, when to use them, and more. Enjoy!
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This week Davin and Tim talk about their thoughts on new year's resolutions, what they're doing in 2023, and more. Enjoy!
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This week Davin and Tim talk about their christmas recap, and what culture means to their organization. Enjoy!
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This week Davin and Tim talk about how to set boundaries in conversations related to friends, work, etc. Enjoy!
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This week Davin and Tim talk all things Ex Military. Enjoy!
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This week Davin and Tim talk about looking back, would they would do differently in business. Enjoy!
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This week Davin and Tim talk about when's a good time to start a business, and a whole lot in between. Enjoy!
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This week Davin and Tim talk all things motivation, what motivation is, along with some self care things. Enjoy!
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This week Davin and Tim talk about how to teach your kids lessons without being overbearing, from all ages. Enjoy!
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This week davin and Tim talk all about ruts. Why we get into them, how to get out of one, and everything in between. Enjoy!
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This week Davin and Tim talk about moments in their career and life that changed their lives forever. Enjoy!
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This week Davin and Tim talk about what they like to do and are good at outside of work. Enjoy!
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This week Davin and Tim talk all about tools used in barbecue. Enjoy!
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This week Davin and Tim quite literally talk all about meat. They rank their favorite cuts, and rates them by taste and difficulty. Enjoy!
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This week the guys talk about how to handle adversity in a child's life, and give some great examples on real life situations. Enjoy!
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This week Davin and Tim talk about how important it is to slow down in teach in parenting. Enjoy!
“If you give a man a fish, you feed him for a day. If you teach a man to fish, you feed him for a lifetime."
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Today Davin and Tim talk about another Marcus Aurelius quote and take a deeper dive into philosophy and the minds of those who write them. Enjoy!
"But death and life, honor and dishonor, pain and pleasure — all these things, equally happen to good men and bad, being things which make us neither better nor worse. Therefore they are neither good nor evil."
― Marcus Aurelius
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This week Davin and Tim start a new series dissecting quotes from stoics and philosophers. On this episode they talk about control, and how important it is to know when to let go. Enjoy!
"If you are distressed by anything external, the pain is not due to the thing itself, but to your estimate of it; and this you have the power to revoke at any moment." - Marcus Aurelius
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This week Davin and Tim talk about getting back to the basics of life, and about what's most important. Enjoy!
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This week Davin and Tim talk about how your mindset is crucial in how you deal with stress. Enjoy!
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This week Davin and Tim continue the series on dealing with stress. Tim talks about meditation, and how it's helped him. Enjoy, and don't forget to order your magic mind with this link: https://www.magicmind.co/bobble and use code BOBBLE20 for 40% off subscriptions and 20% off one time purchases.
Transcendental Meditation resource: https://www.tm.org/?leadsource=CRM1718&gclid=Cj0KCQjw3eeXBhD7ARIsAHjssr9rIEDfrLKTN2e7RptjXCVcALbty5kRf1HwpJUK_g0pKurWenxCKboaAmdMEALw_wcB
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This week Davin and Tim talk in their new series about stress, and ways to deal and combat it. Enjoy, and don't forget to order your magic mind with this link: https://www.magicmind.co/bobble and use code BOBBLE20 for 40% off subscriptions and 20% off one time purchases.
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This week, Davin and Tim talk about the tricky lesson of confidence. Enjoy, and don't forget to order your magic mind with this link: https://www.magicmind.co/bobble and use code BOBBLE20 for 40% off subscriptions and 20% off one time purchases.
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This week Davin and Tim talk about polarizing things working. Enjoy, and don't forget to order Magic Mind with this link: https://www.magicmind.co/bobble and use code BOBBLE20 to get 20% one time purchases and $0% off subscriptions!
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This week Davin and Tim talk about competition in regards to business, and how that's a good thing. Enjoy!
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This podcast contains copyrighted material the use in which has not been specifically authorized by the owner. Bobblehead Podcast does not own any audio clips used in this podcast
This week Davin and Tim talk about failure and being the thing in your own way of success. Enjoy!
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This podcast contains copyrighted material the use in which has not been specifically authorized by the owner. Bobblehead Podcast does not own any audio clips used in this podcast
Today Davin and Tim talk instincts, and when to trust them. Enjoy!
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This podcast contains copyrighted material the use in which has not been specifically authorized by the owner. Bobblehead Podcast does not own any audio clips used in this podcast
Today Davin and Tim talk about driving with the fear, and fear driving you. Enjoy!
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This podcast contains copyrighted material the use in which has not been specifically authorized by the owner. Bobblehead Podcast does not own any audio clips used in this podcast
Today Tim and Davin kick off a new series discussing the life lessons from the movie Talladega Nights, and have a few laughs along the way. Enjoy!
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This podcast contains copyrighted material the use of which has not been specifically authorized by owner. Bobblehead podcast does not own audio clips used in this podcast.
Today Tim's family takes the hot seat talking all things family, conflict, and life. Enjoy!
Today Davin and Tim dive into the discussion of prioritizing life, and how to juggle a lot of things at once with some great advice. Enjoy!
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Today Davin and Tim talk about struggles your kids go through, and how they handle those situations. Enjoy!
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Today Davin and Tim have a good conversation about what to do and no to do when you lose a key person in your business. Enjoy!
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Today Davin and Tim talk about the opposite of last week's podcast topic, when things go right. Enjoy!
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Today Davin and Tim take a look at how to get through and reflect on a down right bad week. Enjoy!
Today Davin and Tim take on a fun and exciting conversation about weekends. Enjoy!
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Today Davin and Tim continue the conversation of finding growth in the struggle. Enjoy!
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Today Davin and Tim take on a more personal topic of parenting and the conflicts of being a leader and example. Enjoy!
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Today Davin and Tim discuss where they thought they would be today, and how life had others plans for them. Enjoy!
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Today Davin and Tim talk all things reflection, and tell some funny stories along the way. Enjoy!
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Today Davin and Tim continue the conversation of time in this series of personal growth.
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Today Davin and Tim talk about prioritizing their time between business, family, and friends.
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Today Davin and Tim continue the conversation of adversity throughout life and work. Enjoy!
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Today Davin and Tim talk all things adversity and how to know when to hold, and when to fold. Enjoy!
Today Davin and Tim continue the conversation of personal growth in their lives by looking at perspective. Enjoy!
Today Davin and Tim talk on a new series about personal growth. They discuss their challenges and how they look at that adversity in their personal and professional life. Enjoy!
This week is a continuation of last week's conversation where Davin and Tim dive into personal growth. Enjoy!
Davin and Tim get deep and talk about mindset and personal growth, and the wisdom they have acquired through what they've been through. Enjoy!
Today Davin and Tim jump into the last conversation of this series: OKRs. We hope you enjoy!
This week Davin and Tim talk budgeting and how important it is to consider in end of year planning. Enjoy!
Today Tim and Davin have two special guests on the podcast. David and Mike have the conversation of reflecting and planning within the end of year planning in real life. Enjoy!
Tim and Davin have the second conversation in this new series about being strategic and looking forward in the new calendar year by planning within the end of year plan. Enjoy!
Today Tim and Davin kick off this new series with an episode on reflection. They'll talk about how to analyze the past year to use as a tool for the upcoming year. Enjoy!
Today Tim and Davin dive into the conversation of training in change management. Enjoy!
In this episode, Tim and Davin continue the conversation about change management. Davin gives some practical points of action in making changes. Enjoy!
In this episode, Tim and Davin dive deep into the conversation of change. They discuss when to change, and give some great tips on moving forward with that change. We hope you enjoy this new format!
Contract labor is a great way for entrepreneurs to get work done without having to hire full-time employees. It allows them the freedom of not being burdened with employment regulations, payroll taxes, and other costs associated with hiring permanent staff. While outsourcing allows organizations to focus on what they do best, there are some challenges that come along with this type of business model.
In today’s episode of the ACCESS Points Podcast, Tim and Davin discuss another great topic about leadership, scaling businesses, and finding the right people for the organization. They will also talk about the do’s and don'ts of using contractors to help scale up an organization and what ACCESS has learned from working with contract or consulting labor.
Their advice to entrepreneurs who are considering hiring contractors:
- Keep contract or consulting labor away from the execution
Enjoy!
In This Episode
1:01 - A sneak peek at Davin Marceau's weekend
6:31 - Tim Elliott's mindset about human resources at the beginning of ACCESS
8:20 - How ACCESS brought in their first hire
10:32 - Why getting a subject matter expert or a user of your product can do wonders for your business
14:30 - The boundaries that should be drawn when using contract labor or consulting staff
17:16 - Why leaving an open-ended statement of work is a bad idea
20:32 - One of the smartest things that entrepreneurs do when it comes to a good Statement of Work (SOW)
Favorite Quotes
"At the beginning, you're doing all those things yourself after six. You know, you get all the work done and then you actually start with the other work. And you know, you figure out pretty quickly that you need a little bit of help, even if it's just an hour or two a day to be able to do some things that you're just not good at. And that help isn't always bringing another body on as a human resource full time." - Tim Elliott
"I think when you're in a suburban environment, hiring people to come to do some of those tasks for you, it gives you a nice reflective point to decide if that's more important for you to do because you enjoy it or you want to sub it out to somebody." - Davin Marceau
"As an organization, as a business owner and entrepreneur, to understand the limitations of contractors or consultants is just as important as knowing the abilities they're going to bring to the organization." - Tim Elliott
“What becomes a very strong allure of hiring contractors is you're not paying any burden associated with it.” - Davin Marceau
Visit ACCESS EFM:
Website
Click here to listen to Access Points Podcast
Every entrepreneur and business leader has to make decisions in their business, and decision-making can be difficult. It's not just about the decision itself, but also how you planned for it and what happens after.
Decisions may not be perfect the first time. Making an initial decision is sometimes all it takes to get you closer to your goal. Remember that there are no perfect decisions, only ways to improve upon them. You can always pivot when things don't work as planned.
Key strategies to making a successful decision:
- Find a mentor
- Be a part of an organization or network with people with whom you can bounce ideas off of
- Make a decision and then pivot if it doesn't work
In today’s episode of the ACCESS Points Podcast, Tim and Davin will talk about a topic that every entrepreneur and business owner takes - making big decisions. They will share insightful ideas about how to make it and how you should go about making a decision.
Enjoy!
In This Episode
2:01 - Why making decisions is one of the hardest parts of being an entrepreneur
4:32 - How to find help when making difficult decisions
7:14 - The power of networking
10:51 - How to jumpstart your decision-making process
14:32 - How ACCESS leverages its leadership team in making decisions
Favorite Quotes
"Including other people, you know, like a stakeholder type meeting and just allowing them to bring their perspective and their subject matter expertise to the table to fire back against what you may think is the greatest idea in the world really helps an organization grow." - Davin Marceau
"When you need help, find somebody that even if they haven't been in your business before or business like yours, they've been doing this for a while. And more likely those people are really willing to help and they want to help." - Tim Elliott
If you're an entrepreneur, you probably have surrounded yourself to some degree with people who have been down your path before. They've likely made similar mistakes that you're about to make if you don't listen." - Davin Marceau
"No one's going to make the decision for you. But they're going to give you some things that they've done in the past that give you the ability to think through and help you understand the steps to take in order to make some initial decisions." - Tim Elliott
"As entrepreneurs, we always think of networking as leads. So I would say as an entrepreneur, just as important as those leads are, is to network and get into an organization or a group of people that are also entrepreneurs or that have been entrepreneurs." - Tim Elliott
"The people you shared those ideas with, if they ask for feedback, give it to them because they're trying to learn from your either success or mistakes. But don't announce to the world that this is what I've done and this is the best idea ever. Because more than likely, it won't go exactly what you thought and what will happen is you let your ego drag you down that path to stay in an area where you don't pivot." - Tim Elliott
"Have the courage to believe that you may not have the best idea. Include the people inside of your company who know and who have the courage to push back." - Davin Marceau
"You have to make a decision and be bold about the decision. But do not have the ego to stick with it when it's not working right." - Tim Elliott
Visit ACCESS EFM:
Website
Click here to listen to Access Points Podcast
Effective leaders in the workplace use the same leadership skills as great parents at home. Though mistakes tend to be viewed as negative, allowing our children to fail will give them the valuable life experience they need to become successful adults.
The parallels between great parenting and effective leadership
- Allow your people or your kids to make mistakes
- Allow them the grace to approach you in the aftermath of that mistake
- Listen to their side of the story and then help them grow from it
- Let them know that the mistakes they made don't define them
Today on the ACCESS Points Podcast, Tim Elliott and Davin Marceau will talk about the lessons and mistakes that we make as parents that make us better leaders and better business people. They will share their own experience in raising their children, their parenting styles, and how their mistakes have made them a better parent and a better leader.
Enjoy!
In This Episode
6:23 - Tim's parenting style
10:39 - The common ground between a parent and a business leader
16:03 - Why it's important to coach your kids or employees
18:31 - How mistakes can help parents and businesses alike
24:18 - Why parenting is the hardest job in the world
Favorite Quotes
"By our kids making those mistakes, they're leading us. They're helping guide us. They're helping turn us into the parent, into the leader, into the entrepreneur that we need to be in the same way that we're trying to turn them into the kid-parent-adult employee that they need to be. Learn from every mistake whether it's someone else's or yours." Tim Elliott and Davin Marceau
"When kids do things that aren't always the smartest thing, as a parent, you think of what could have happened. What angered you most was not just the stupidity of what he did, but it's the release of everything that could have happened to him in your mind." - Tim Elliott
"I think one of those reflective moments that we have to have as parents and I think as business leaders at that moment is what kind of environment and what kind of relationship are we fostering." - Davin Marceau
"When something goes down, my number one task is to get to the bottom of what happened. I can't fix something, I can't change something, I can't learn from something until I have all the facts." - Tim Elliott
"Understanding the balance of a parent is allowing them to make mistakes and not think that it defines them." - Davin Marceau
"Learning from mistakes is what builds wisdom. The difference between knowledge and wisdom is experience." - Tim Elliott
"As leaders, we learn through experience. We gain wisdom the same way that we gain wisdom as a parent. The same way our children gain wisdom." - Davin Marceau
"The real lesson in the relationship with your child and how they become a man or a woman is really determined by what you're about to do and say." - Tim Elliott
"I don't know if there's anything harder in the world than being a parent." - Davin Marceau
Visit ACCESS EFM:
Website
Click here to listen to Access Points Podcast
When feeling threatened by something that goes wrong, the easiest way out is to shift the blame elsewhere. While successful people choose not to play the blame game, this doesn’t mean that they let things slide. It's about taking care of the issue first, and then on the tail end, review and reflect.
The key to winning the "blame game" in an organization:
- Make the most important thing the most important thing.
- Leaders ultimately determine what happens inside an organization.
- Fix the problem, not the fault.
- Make sure your people are aligned with your goal of providing value to customers.
- Foster a culture that is supportive and isn't worried about pointing a finger at who's to blame.
In today’s episode of the ACCESS Points Podcast, Tim Elliott and Davin Marceau are going to have an interesting conversation revolving around the story of Aesop's fable about a drowning boy, The Boy Bathing. Their focus is how this story relates to their leadership style at ACCESS and why finding fault or pointing fingers is one of the worst things that can happen in an organization.
Enjoy!
In This Episode
00:56 - The fable that left a lasting impact on the life of Tim Elliott
2:43 - How he applied the moral of the story to his leadership style at ACCESS EFM
5:30 - The challenge of scaling an organization
9:47 - How some people in the organization metaphorically throw the boy into the water
11:54 - Davin's takeaways from being with ACCESS EFM for three years
16:54 - Why failure in the organization starts at the leadership level
Favorite Quotes
"If a customer goes down, is the first question out of your mouth 'Who's to blame?' or is the first question out of your mouth 'What's the fix?' And I think all too often and I'm guilty of this as well over the years too, is wanting to have a scapegoat, wanting to have somebody to point the finger at." - Davin Marceau
"It’s crazy how human nature is when something bad happens, people get defensive and they begin to point fingers at each other." - Tim Elliott
"It's not always about finding blame or pointing fingers. It's about coaching or finding out what happened." - Tim Elliott
"There's nothing worse as the business owner, as the entrepreneur, as the leader, as to see your mission not happening in your people over here arguing about why that's the problem and why it's down, and who's to blame for this and start positioning themselves politically so that they don't take a fall." - Tim Elliott
"People get super concerned about the hierarchy of needs kind of thing. They become super worried about self-preservation. And the fix of the issue becomes secondary to making sure that the boss knows that 'It's not my fault.' And all the while the one that's suffering is the customer." - Davin Marceau
"The three hardest words for people to mutter is oftentimes 'I don't know.' And it ends up affecting the customer, unfortunately, more than does anybody else." - Davin Marceau
"Failure starts at the leadership level. A hundred percent of the time, the company becomes the reflection of the leadership. And if we lead into an issue with wondering who's to blame, then we can't be upset with the people that are protecting their own butts and not wanting to save the drowning boy." - Davin Marceau
"Successful people are willing to do what the unsuccessful people are not willing to do." Tim Elliott
Visit ACCESS EFM:
Website
Click here to listen with Access Points Podcast
It is no secret that taking time off can positively impact a person's productivity and overall well-being. While having a work/life balance can be a struggle for many people, taking the time to step back and reflect on other things than work can restore your energy, give you the opportunities to create memories with your loved ones, and remind you that life isn't always about work.
Tim and Davin’s advice for making the most of your time away
- Be all in
- Find balance
- Make it happen
Today on the ACCESS Points Podcast, Tim Elliott and Davin Marceau will talk about the importance of spending time away. They will highlight the value of taking a vacation, how to make the most of it, and why it is beneficial to both business and personal life.
In This Episode
00:52 - Tim's upcoming fly fishing adventure
5:08 - Why Tim needs some time away
9:45 - The most important thing to do when taking a vacation
12:23 - Why taking time off is an investment
14:11 - Tim's advice for whatever you are doing
Favorite Quotes
"When you take time off, be all in to that moment. Be all in to where you are. The memories are going to come from you being all in. They're not going to come from you checking your email or taking the phone calls. You won't remember those things. We're going to remember the people we're at and the funny stories that happened. So whatever that is, make some good memories and be all in." - Tim Elliott
"Getting away allows me to think about things in a different way and work away from the problem." - Tim Elliott
"The beauty of taking time away is you step away from the problem. You get that distance and you have the ability to put things in perspective and oftentimes come up with a solution to a problem that you haven't been able to figure out." - Davin Marceau
"I think that time away helps you get perspective and really truly assess why it is that you do what you do and who it is that you do it for. If you do it for the people that you're on vacation with or the people that you love, then you're doing the right thing." - Davin Marceau
Visit ACCESS EFM:
Website
Click here to listen with Access Points Podcast
Overwhelmed by navigating uncharted waters, unprecedented disruptions of the workplace, lockdowns, and restrictions, people are faced with the fear of uncertainty.
Despite everyone's efforts to adapt and return to normal life, an impending wave of a trickier variant is creeping its way across countries, posing a threat to the social, economic, and political well-being of society.
How to thrive and survive the impending wave of Delta variants
- Make small incremental changes that support your desired end goal.
- Use what you've learned to make decisions about what's best for you, your family, and your business.
Today on the ACCESS Points Podcast, Tim Elliott and Davin Marceau will talk about the predominant strain of COVID - the Delta variant. As leaders who successfully adapted to the impact of the pandemic, Tim and Davin will share their insights on how to confront the threat of the new variant. They will also discuss how intersecting science and mindset can help deal with the challenges of the forthcoming wave.
Enjoy!
In This Episode
2:14 - Some quick view on this year's Tokyo Olympics
7:06 - Tim's thoughts on the new Delta variant
11:13 - How the first wave of the pandemic sheds light on dealing with the next variants
14:04 - How ACCESS managed its organization when COVID hit
19:20 - Davin's tips to entrepreneurs in coping with the pandemic
20:35 - A few stories about how COVID has impacted businesses
25:03 - Why people who work in factories suffer the most from the pandemic
29:05 - Their advice to thrive and survive the second wave of Delta variants
Favorite Quotes
"And I think one of the fallouts to this whole thing, there's going to be a lot of people not having jobs in the next three to four years because people are looking to, how do I automate this? How do I use technology? Because technology doesn't get COVID". - Tim Elliott
"I think that we all come into this thing with a little bit more education, with a little bit more experience than we did the first time. It's a different variant, but the reality is the same thing." - Tim Elliott
"The biggest fear we have as individuals, as business owners, and as leaders is fear of the unknown." - Tim Elliott
"One of the big takeaways from it is, as a business owner and as a person as well, we don't have to make those knee-jerk changes in our personal life or professional life. We can make those incremental changes and continue to project and see this pandemic as if it continues to come forward at us." - Davin Marceau
"Unfortunately, the groups of people that are gonna be hurt most by this whole COVID thing are the people that work with their hands, work in factories that produce things because business owners are going to look at automation." - Tim Elliott
"Be the leader. Take care of your people. You have to be able to fight through the fog, fight through the haze, and fight through the noise that we see on social media or regular media and be able to make those decisions that are going to ultimately lead your family and your business to success." - Davin Marceau
Visit ACCESS EFM:
Website
Click here to listen with Access Points Podcast
Due to the negative reputation built over time, salespeople are typically stereotyped as used car salesmen. Despite the negative perception people may have of the profession, today's salesforce is made up of ethical and trustworthy professionals who understand the principles of effective selling.
How to break the salesperson stigma
- Gain confidence by knowing the pain, the gap, and the need of the customer
- Ask question instead of always making a presentation
- Find balance when dealing with a sales situation and sales tension
In today’s episode of the ACCESS Points Podcast, Davin Marceau and Mike Kelley share an insightful conversation about lessons in sales. They will discuss some identifying points about why salespeople are ineffective and why it is so hard to be a good sales representative. As someone who has worked in the sales industry for over 25 years, Mike will also share his lessons learned and what it takes to make a successful sale.
Enjoy!
In This Episode
1:48 - What most people perceive about the sales profession
7:06 - Why people are so negative about salespeople
7:54 - Common mistake salespeople make
8:29 - The process Mike and his team follow before a sales meeting
10:13 - Mike's sales process and strategy
19:05 - What separates a great sales representative from the rest
20:44 - Mike's advice for future sales executives
Favorite Quotes
"The biggest challenge, the biggest difficulty that many salespeople have is that they never learned early in their career that it's not about telling how great you are. It's about finding out what that customer needs." – Mike Kelley
"I think one of the reasons why everybody is so negative about salespeople is because when the sales guy comes in, all he’s doing is just pitching, pitching, and pitching." - Mike Kelley
"Frankly speaking, in this business early on, the pathway that many salespeople took was to provide so much information that you confuse the customer to a point that they'll actually get scared enough to buy something." - Mike Kelley
"In so many cases, whether or not we're dealing with C-level people in the hospital or we're dealing with analysts and the IT department, or medical records folks, everybody comes at this with a different need. They come to it with a very intimate knowledge of all the problems that happen." - Mike Kelley
"If there is an opportunity to sell something out there, if you're a good salesperson, you're going to go after it no matter how busy you are." - Mike Kelley
"If you have a limited amount of time, the areas where you want to go and the places where you want to go and the people that you want to sell have to meet certain criteria. They got to meet a profile." - Mike Kelley
"You've got to put the time and the effort into getting very good at your craft so that you've got that confidence level to be able to work with that customer." - Mike Kelley
Visit ACCESS EFM:
Website
Click here to listen with Access Points Podcast
In sports or in life, success starts with having a winning habit, which includes both mental and physical preparation. While the physical skills you learned from training will be indispensable for the big game, the mental strength to make the decision whether to keep going or quit will determine your success as an individual and the success of your team.
In today's ACCESS Points Podcast, Tim talks with his good friend, Byron Jones, about how mental strength transcends physical challenges. They will stress the importance of physical and mental preparation for achieving goals, highlight individual success as a key to team success, and provide some great advice along the way.
Byron Jones is an professional football cornerback for the Miami Dolphins of the National Football League (NFL). He played college football at UConn and was drafted by the Dallas Cowboys in the first round of the 2015 NFL Draft. He holds the unofficial world record for the standing long jump at 12 feet 3 inches (3.73 meters).
His mantra: Team success breeds individual success.
Enjoy!
In This Episode
2:58 - Backstory of Byron Jones
5:38 - What brought him into the world of football
7:55 - Byron's academic performance as a college student
12:50 - Why a team's success breeds individual success
14:46 - The physical and mental preparation he makes before a game
19:45 - How the mind can expand the abilities of the body
24:41 - His turning point toward investing in businesses
28:54 - His way of giving back to the community
35:30 - Byron's advice to his young self
Favorite Quotes
"There are going to be times on the field where it's critical. It's going to be two minutes before a half or two minutes at the end of the game where you need to make a big play or you need to stop a big play from happening. And you're absolutely exhausted. Your legs are tired, your back is tight, and your knees hurt. But what type of person are you when those tough moments come up?" - Byron Jones
"Being in a national football league, playing college football was never a dream of mine. I was just kind of your average kid just living life floating along academically. But I was gifted and blessed with long, strong legs that can make me jump higher than most kids." - Bryon Jones
"I think it's important for people to learn to be good at things you may not necessarily want to do. But for an end goal, that is absolutely necessary for you to actually get there." - Bryon Jones
"You're not going to be good for the team if you're not going to be good for yourself. Understanding that you have a job to do, do it at your best ability and it will fit together with the team. And understanding that you're doing your job to the best of your ability will have success for the team. And also oftentimes team's success breeds individual success too." - Bryon Jones
"Sometimes I do meditation, just supply my mind and understand the importance of just acting at the moment and not thinking about what happened before and not trying to predict what's going to happen in the future." - Bryon Jones
"Investing in private equity is about the team. Who is the team behind the idea and how passionate are you about the ideas." - Bryon Jones
"Reading gives you a chance to learn from some of the most successful people in different industries in the world. You can access their mind, their thought process, their success, or failures through reading." - Bryon Jones
Visit Access EFM:
Website
Click here to listen with Access Points Podcast
When it comes to employment, geographic boundaries do not present a barrier to bringing together people from different parts of the country. Although a diverse workforce has its challenges, having the core elements that make up the foundation of the organization can create a centralized theme and lead to high-performing teams.
How to put a group of people together and make them a highly-performing team:
- Identify their Kolbe and Clifton's strengths.
- Embrace the foundational mindset of being humble, hungry, and smart.
- Treat people as team members who are accountable for contributing to the overall success of the organization.
In today’s episode of the ACCESS Points Podcast, Davin and Tim are joined by Mike Kelley to talk about how they bring an eclectic group of people together and make them a high-performing team. They will focus on the core elements that make an organization run like a well-oiled machine and how to find the right person for the job to create teams that perform.
Enjoy!
In This Episode
1:32 - Tim’s recruitment process during the early stages of ACCESS EFM
3:16 - The analogy between a combine (wheat harvesting machine) and an organization
9:21 - How to create a highly efficient organization
14:23 - An excellent book about mindset that Tim highly recommends
17:13 - Why workplace is not a place for unconditional love
22:28 - How an organization with a diverse workforce brings value to the customer
Favorite Quotes
"There's nothing more important that you can do today than to know what value you bring to your organization or to your customer. And if you don't know, ask. Because if you're doing those things, your career is going to skyrocket, your sales are going to skyrocket, your success is going to skyrocket. All because you're adding value." - Tim Elliot
"We have a lot of people with a lot of different expertise, a lot of different gifts. Making them come together to work towards one goal, one value, one effort and all being on the same page, it's remarkable!" - Tim Elliot
"The idea of somebody that is just so single-mindedly focused, ‘I’m just the guy up here that puts the stuff in the top and I don't care what happens to the bottom’, it doesn't work for us." - Mike Kelley
"You have to have people in the right spot at the right place doing the job that they're meant to be doing. That's when things get efficient." - Tim Elliot
"Get the right people in place at the right time in the organization with the customer experience. So the customer sees your machine as a well-oiled machine." - Tim Elliot
"Stop treating your people like family and start treating them like a team. And with that team comes accountability, then its vision, and then being able to articulate to them how individually they bring value and contribute to overall organizational success." - Davin Marceau
"Don't base your value off of something you did a year ago or six years ago. Don't think you're going to be valuable forever because you made a big sale a couple of years ago. Redefine that. Because if you don't, you're going to find yourself stale." - Davin Marceau
Recommended Book:
The Ideal Team Player by Patrick Lencioni
Visit Access EFM:
Website
Click here to listen with Access Points Podcast
Commitment to work is something most organizations expect from their people. But does that mean feeling guilty about spending less time at work and more time on yourself? In any case, it's not about the number of hours you spend working. It's about the quality of time you spend with the right people to get what needs to be done.
What it takes to be a high-achieving professional:
- Know the value you bring to the organization.
- Spend time on yourself every day.
- Understand who you truly are.
Today on the ACCESS Points Podcast, Mike Kelley, the VP of Sales at ACCESS EFM sits down with Davin and Tim to talk about his transformation into becoming a high achiever at work. He will share with you how he was able to achieve greater success while spending less time at work and more time on himself.
In This Episode
3:20 - Why Mike Kelley is a good example of how personal health is crucial to becoming a high-achieving professional
6:19 - How to become a peak performer in your career
9:08 - The point at which Mike began to pay more attention to his physical health
14:49 - How to reframe the process of finding time for yourself
16:00 - How Mike took advantage of the COVID situation to improve his physical health
20:40 – Mike’s advice for becoming a better performer at work
23:41 - What Tim has to say about being truly successful
Favorite Quotes
"You can never figure out how much or what value you bring to your organization, to your family, and sometimes, most importantly to yourself until you figure out exactly who it is that you are. And once you truly start to grasp who you are and your strengths and what value you bring to the world, that's when things start to click" - Tim Elliot
"There are a tremendous amount of people, a tremendous amount of companies and a tremendous amount of entrepreneurs, bosses and managers that will absolutely give you the best lip service that you've ever seen. But they don't mean it!" - Mike Kelley
"To be better professionally, you have to be better personally. And if things aren't great personally, there's only a certain amount of time in your professional life that can be good and that starts to deteriorate." - Tim Elliot
"The bottom line is, there's only so many hours in a day and you have to decide where you're going to invest that time and that effort." - Davin Marceau
"What's tough about the physical side of things is when your body starts to erode, whether it is looks, health, or both, that's going to inevitably begin to erode the mental side. It is going to inevitably begin to erode your relationships, your spirituality, and all those other domains are going to suffer. Because you don't feel confident in the way that you look or you don't feel confident in the way that you feel." - Davin Marceau
"Once you have a level of knowledge and you have a level of understanding of who you are and how your value fits in the organization, it's not about the hours you spend. It's about the quality of time you spend with the right people to get the things done that you need to get done." - Tim Elliot
"You'll never truly be successful until you figure out exactly who it is that you are." - Tim Elliot
Visit Access EFM:
Website
Click here to listen with Access Points Podcast
Having been surrounded by people who have been successful in their ventures, Tim and Davin have discovered the common factors that set extremely successful people apart from the rest. While hardwork, habits, and core values are important pieces of the success puzzle, drawing insights from influential leaders from different endeavors is the best way to succeed.
How to become a highly successful person:
- Know who you are
- Know how to work with your strength
- Be disciplined in carrying out your strength
- Be excited about the opportunities ahead of you
In today’s episode of the ACCESS Points Podcast, Tim and Davin will talk about the qualities of successful people. They will also discuss the importance of self-reflection and recognizing who you are in order to become the best version of yourself.
Enjoy!
This episode is brought to you by Vouris –
We’re Vouris – we’ve developed a powerful framework that allows early-stage startup companies to build stronger sales teams and hit their revenue targets.
We call it the 5 Components of Sales Effectiveness:
- People
- Process
- Message
- Technology
- Leadership
Let us tell you exactly what to focus on to dramatically improve your results. We help early-stage startups hit their revenue goals and you are only one click away from more revenue.
In This Episode
1:35 – What successful people have in common
5:57 - How Tim maintains a balance between living in the moment and establishing goals for the future
8:48 - Tim's perspective on mindset shift
11:31 - His thoughts about the difference between values and mindset
14:03 - Qualities of highly successful people
15:48 - How Tim and Davin's differences have made ACCESS successful
Favorite Quotes
"What is the one thing that is common with everyone I know that is successful? Everyone that I talked to that has a successful career, that has a successful life, personally, every one of those people are excited about the opportunities they have in the future." - Tim Elliott
"The successful people see tomorrow as a possibility. They see their future as being bright and they see their future full of opportunity." - Tim Elliott
"We have the ability for us as humans to develop a new habit that's completely unrelated to strength or whatever. If we just do it enough, we're going to formulate a habit. It can be inside of our strengths or outside of our strengths." - Davin Marceau
"Our mindset is more of who we are. I think our mindset and the way we approach life is a bit of our tactical application of things that can make us successful." - Davin Marceau
"It's more important to figure out who you are and who you aren't than it is for someone else to think who you are. If you're good with who you are as a person, and you own that, then that leads to success as an individual, as a person, and as a professional." - Tim Elliott
"Very successful people typically know who they are and they've understood their strengths and their weaknesses. They know how to make the most of their strengths and how to try to diminish their weaknesses." - Tim Elliott
"Most very successful people are very confident people. And I think confidence doesn't necessarily come as a byproduct of success as it does of figuring out who you are. Once we better understand who we are and who we aren't, we're able to be ourselves and we're able to be happy and we can be confident in who we are." - Tim Elliott
Visit Access EFM:
Website
Click here to listen with Access Points Podcast
Humans are hardwired to connect with others, and family is our strongest bond.
There are times, however, when our relationship with our family is threatened, placing a heavy burden on our work.
The question is, “Can you be a highly performing professional while going through personal strife?”
Today on the ACCESS Points Podcast, Tim and Davin discuss how personal strife can affect your performance at work. Both high-performing professionals, they will talk about their fair share of personal struggles while still being at their best at work, how long-term personal crises can hinder your success, and why going through adversity can be beneficial.
Tim's wise words:
“The only way we gain wisdom is through adversity. Going through that adversity is what brings your family together, it's what makes you a better professional.”
Enjoy!
This episode is brought to you by Vouris –
We’re Vouris – we’ve developed a powerful framework that allows early-stage startup companies to build stronger sales teams and hit their revenue targets.
We call it the 5 Components of Sales Effectiveness:
- People
- Process
- Message
- Technology
- & Leadership
Let us tell you exactly what to focus on to dramatically improve your results. We help early-stage startups hit their revenue goals and you are only one click away from more revenue.
In This Episode
3:24 - Tim's professional and personal life during the formative years of ACCESS
6:52 - How he manages to separate business challenges from personal issues
11:38 - The danger of making your workplace a haven
12:46 - Tim's insight on why long-term home crisis can lead to limited success
14:39 - Davin's share of personal strife
17:07 - How Tim values his team members
25:47 - Why going through adversity is a good thing
28:29 - Tim's advice to all listeners
Favorite Quotes
"It still comes back to, innately, the most important things in our lives are not the things at work. It's the people at home that we're tied to. It's the people that we've committed to. It's the family." - Tim Elliot
"We, as humans, are so tied to family and family becomes important. It becomes everything to us. And when there's a chink in the armor or the family is not solid, that's where that weight comes from." - Tim Elliot
"I think work is how we provide, but our family is the why behind what it is that we do." - Davin Marceau
"I think people can be high-performers as long as they resolve those things personally and family over time." - Tim Elliot
"Know your people. If something is off, don't automatically assume that they're not good at their job anymore. Sit down and ask. You're going to get some answers to some questions and you're going to help people get through some really dark times." - Davin Marceau
"If we don't grow as humans, we don't get better. It hurts us at home and it hurts us professionally. To see people succeed and see people get through things personally, also helps them professionally." - Tim Elliot
"The only way we gain wisdom is through adversity." - Tim Elliot
"Going through that adversity is what brings your family together, it's what makes you a better professional. It has made me a better CEO." - Tim Elliot
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Combining his passion for aviation with his willingness to take on the risk of bringing his skills outside the cockpit, Randall is now leading a team of unmatched experts in private aviation. As a result of his commitment to providing clients with a superior aviation experience, his company has positioned itself as a leader in the private aviation industry.
His advice to anyone who wants to start a business
- Find something that you're passionate about, take the risk, and you gotta do it.
In today’s episode of the ACCESS Points Podcast, our guest, Randall Mize will discuss how taking your skills outside your comfort zone can lead to more opportunities and progress. He will also talk about his journey to creating Leviate Air Group and share great tips on finding the right business.
Randall Mize is the President and Co-Founder of Leviate Air Group. With years of experience as a flight instructor, corporate pilot, and aircraft sales and management, Randall brings a wealth of aviation expertise to the Leviate team. He facilitates the acquisition, refurbishment, and sale of business aircraft on the global market.
Leviate Air Group is a trusted private aviation company which provides all air charter needs, offers guidance through aircraft sale and purchase transactions, and even manages high-flying assets. Due to its ability to provide an expert level of operations, management, and maintenance services, Leviate has become the standard bearer in service and client satisfaction.
Enjoy!
This episode is brought to you by Vouris –
We’re Vouris – we’ve developed a powerful framework that allows early-stage startup companies to build stronger sales teams and hit their revenue targets.
We call it the 5 Components of Sales Effectiveness:
- People
- Process
- Message
- Technology
- & Leadership
Let us tell you exactly what to focus on to dramatically improve your results. We help early-stage startups hit their revenue goals and you are only one click away from more revenue.
https://hubs.ly/H0NK23j0
In This Episode
1:32 - About Leviate Air Group
4:01 - How Randall's passion for aviation led him to become a pilot
8:38 - Why he prefers being a corporate pilot
12:01 - How Randall learned the ropes of aircraft management
19:04 - The evolution of Leviate Air Group
26:12 - Why being over-prepared for a presentation is an advantage
28:54 - How Randall handled the backstage operations of his company
33:50 - His advice to anyone who wants to start a business
35:30 - What drives them to keep going despite heavy losses
Favorite Quotes
"There've been times that we thought we were going to fail. And we were literally sitting at lunch, maybe a year and a half ago figuring out how we were going to unwind the company, it was gonna go bankrupt. And when I think back over the last five years, there's so many ups and downs. And you know, when you're down, you got to figure out what is it going to take to get through this." - Randall Mize
"As a corporate pilot, you're an aircraft manager. So I think going the corporate route actually trained me a lot for what I'm doing today." - Randall Mize
"I find a lot of our clients are buying airplanes because they need them. But also a lot of them are buying because they want the tax write-off."- Randall Mize
"When you're starting a business, you have to be better than your competitors. In the private jet world, if you're not confident, you're not getting the deal." - Randall Mize
"If you know what you're doing and you're passionate about it, as long as you can extend your runway long enough, you're going to figure out how to make it work." - Randall Mize
"If you are thinking about starting your own company and you maybe want to take that risk, you should do it. Because if you don't, there's going to be multiple times later in life where you're going to say, “Man, I wish I had done that.” - Randall Mize
Engage with Randall Mize
Leviate Air Group Website
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In frustration over the inefficiencies of most insurance companies, Michael decided to set up his own firm to provide better service to everyday people. Using his legal knowledge and experience, he has committed himself to helping people in need and getting them the justice they deserve. What sets him apart from other attorneys - genuine care and passion to help people!
In today’s episode of the ACCESS Points Podcast, our guest, Michael Uvalle will tell the story about his journey to starting his own law firm. He will also discuss the importance of branding and marketing in business and what sets him apart from other lawyers.
Michael Uvalle is the Founder of Uvalle Law Firm, a personal injury law firm whose mission is to settle cases with maximum value as fast as possible. Driven by his desire to make things happen, he is also highly regarded for his marketing skills and branding expertise.
How to find the best place to put your money, time, and effort:
- Track all the data you can get
Enjoy!
This episode is brought to you by Vouris –
We’re Vouris – we’ve developed a powerful framework that allows early-stage startup companies to build stronger sales teams and hit their revenue targets.
We call it the 5 Components of Sales Effectiveness:
- People
- Process
- Message
- Technology
- & Leadership
Let us tell you exactly what to focus on to dramatically improve your results. We help early-stage startups hit their revenue goals and you are only one click away from more revenue.
https://hubs.ly/H0NK23j0
In This Episode
1:18 - Backstory of Michael Uvalde
2:39 - What motivated him to start his own law firm
4:28 - The struggles that he faced at the beginning of his business
7:51 - What sets Michael apart from other lawyers
11:55 - How he began marketing and branding his business
14:58 - The importance of having a web page and a phone number for businesses
20:23 - How he addressed the challenges brought about by COVID 19
22:41 - How Michael developed his mindset of making things happen
26:42 - The future of Law Boss
31:01 - His most enjoyable business aspect
32:25 -His process for hiring the right team members
37:00 - Michael's advice for his younger self
Favorite Quotes
"And so in those moments when you're in the most dire of needs, like it's time to figure stuff out and get in there yourself and do it. And so I also think it's important as a leader to show your team like, you know, when times are rough, I'll go in the trenches and be right there by your side, whatever it is. Cause that's what it has to be done." - Michael Uvalle
"We wanted to position ourselves as the anti-lawyer basically. We're lawyers, we're providing legal services, but we're not just like lawyers that nobody can get along with or wants to get along with at the beginning. So positioning ourselves in a more powerful place and more approachable place, we thought that was critical for what we wanted to do. "- Michael Uvalle
"The brand awareness thing is critical because we can advertise one day, but there's only so many people that will have a need on that given day for us. So we've got to make sure that we're top of mind every day. So when that need does arise, we're the first phone call that they're making." - Michael Uvalle
"There's a graphic online, I think it says that everyone thinks the road to success is a straight line up. In reality, it's a squiggly line that goes backwards, forwards, and all over the place. And eventually, you're making progress." - Michael Uvalle
Engage with Michael Uvalle
LAW BOSS Website
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If your life and the lives of your men depend on a loadmaster and a pilot, the best things that you can do - TRUST and COORDINATE!
Flight operations are no different from running a business. It takes a level of trust, communication, and coordination between the support team and the operations team to see the revenue and continue keeping a lasting customer experience. That’s the beautiful symphony of business.
This bonus episode of the ACCESS Points Podcast features a conversation between a pilot and a jumpmaster, Nate Cavender and Davin Marceau. They will discuss the complexities of airborne jump operations and the beautiful symphony inside the aircraft as they relate to the business world.
Enjoy!
This episode is brought to you by Vouris –
We’re Vouris – we’ve developed a powerful framework that allows early-stage startup companies to build stronger sales teams and hit their revenue targets.
We call it the 5 Components of Sales Effectiveness:
- People
- Process
- Message
- Technology
- & Leadership
Let us tell you exactly what to focus on to dramatically improve your results. We help early-stage startups hit their revenue goals and you are only one click away from more revenue.
https://hubs.ly/H0NK23j0
In this Episode
5:20 - The interaction between the pilot and the jumpmaster
6:59 - How trust and coordination are key to a successful flight operation
9:10 - How running a business is similar to running an airborne jump operation.
Favorite Quotes
"You know, I think whether you're flying an airplane or jumping out of an airplane or running a business, if you get to the point where you're cavalier about it, that's when that level of irresponsibility reality sets in." - Davin Marceau
"The trust in the coordination that you have to have with your counterparts, whether it's the front of the aircraft carrier load master or the load master to the army guy who's going to be jumping out of the back, there's really a beautiful kind of symphony that has to happen there." - Davin Marceau
"It actually makes me happy that you were a little bit nervous about it because for us, it's a life and death situation." - Davin Marceau
"Whether you're the sales guy, you've worked your butt off to get to the point of closing the deal. You have to trust and stay involved in it, but still give that level of trust and communication and coordination with the operations team, with the support team that they're going to take that sale. See it from revenue to a person and continue to keep that customer happy to perpetuity." - Davin Marceau
Visit Access EFM:
Website
Click here to listen with Access Points Podcast
Organizations devote significant resources to training people - time, money and effort. While it is truly painful to see people leave after investing so much of themselves into it, having the right mindset and rethinking what your organization wants to be rather than finding replacement is the best way to move forward.
How to respond when people leave your organization:
- Don't panic.
- Always train the talent pool that you have.
- Look at where you're hiring.
In today’s episode of the ACCESS Points Podcast, Mike Kelley joins Davin and Tim to talk about how to reevaluate your organization after letting somebody go. They will also share the strategies and mindset ACCESS EFM takes to move forward when people find opportunities outside their organization.
Mike Kelley is the VP of SALES at ACCESS Enterprise Forms Management. Mike is a master at communication, understanding people's problems, and aligning customers with the proper solutions. Most importantly, he has established a reputation of integrity and showing up for his customers. Enjoy!This episode is brought to you by Vouris -
We’re Vouris – we’ve developed a powerful framework that allows early-stage startup companies to build stronger sales teams and hit their revenue targets.
We call it the 5 Components of Sales Effectiveness:
- People
- Process
- Message
- Technology
- & Leadership
Let us tell you exactly what to focus on to dramatically improve your results. We help early-stage startups hit their revenue goals and you are only one click away from more revenue.
https://hubs.ly/H0NK23j0
In This Episode
2:05 - How it feels when somebody leaves your organization
3:28 - How the leadership team at ACCESS reacts when someone in their organization finds another opportunity
6:26 - Management's most common reaction when people leave the organization
11:05 - How to move forward after letting somebody go
16:38 - How today's workforce can adapt to the technology-driven era
17:41 - Tim's advice to leadership team and business owners
Favorite Quotes
"The beautiful thing is, when those things happen, you have to decide at that point in time, what's next? What do we do now? And really no matter what it is in life that you get a curveball, it's not a matter of what you do at the moment, it’s what you decide to do moving forward." - Tim Elliot
"I think it's probably the one thing that is consistent is that all things are always changing." - Mike Kelley
“Three years ago, there was a significant culture-based overhaul that needed to happen across the company. We did that and it was difficult and it was hard. There were some dark days and there were some days where it was awfully difficult to say, good! But we kept saying good. And we kept trying to evolve as an organization." - Davin Marceau
"If you don't mentor and train your people to be able to get to the next level of opportunity, then you're not doing a very good job as a leader." - Davin Marceau
"In healthcare, our sales cycles are so long. We invest so much money and time and effort into people. And as much as we've invested in that person into that area emotionally, physically, mentally, and monetary, seeing them leave is really painful. It’s gut wrenching because we've put so much of ourselves into it." - Tim Elliot
"In sales, if there's something that's just a little bit off and if it gives us any kind of indication that this type of thing is coming our way, that's the type of stuff where I think we're so much better at listening and open to some of those data points that are coming back to us all the time." - Mike Kelley
"As soon as this type of thing happens, the person leaves your organization, don't immediately jump to the idea of ''I've got to replace.” Take a breath, look at objectively, and dream about what would be perfect if we could make this exactly what makes sense for us now." - Mike Kelley
"You have to understand that today's workforce, especially in a technology based environment, is a transient workforce. If you expect people to stay around for 10 years, you're going to find yourself having to scramble to make up for that a little bit." - Davin Marceau
"Start training leadership with the people that aren't in leadership yet, but have the skills that are doing a great job where they are." - Tim Elliot
"If you're in leadership or the owner of the business, get involved in clubs and organizations where you can find out about people, especially executives, that you can start building relationships with people outside your organization." - Tim Elliot
"When somebody leaves, the first thing is, don't panic. We have an opportunity to really think through what we want, not who we want, but what we want this to be." - Tim Elliot
Visit Access EFM:
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Having the desire to call something his own, Nate ventured into the world of entrepreneurship after his separation from active duty. Combining the mindset he learned from the military with his financial and business expertise, he has built a business that he is proud to call his own, The Driveway Company.
Among the lessons he learned as a sales executive and entrepreneur:
- Focus on what are you really good at and be the best at that
- Find a way to structure yourself around the things you aren't good at
In today’s episode of the ACCESS Points Podcast, our guest, Nate Cavender will talk about how his military experience helped him establish the mindset he needed to succeed in a civilian environment. He will also discuss his journey as a sales executive and a business owner, as well as the lessons he learned from those experiences.
Nate Cavender is an Air Force Veteran and Pilot. He served eight years in the United States Air Force as an officer/pilot. His passion for helping others and his desire to build something to call his own, he founded The Driveway Company. It was also his passion for finance that inspired him to pursue a career in wealth management and join a wellness company that offers an integrated approach to overall well-being.
Enjoy!
This episode is brought to you by Vouris - Vouris.com
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*We analyze your past data and understand what worked, what didn't, what to keep and what to improve. All based on data, specific to your business.
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In This Episode
2:59 - Backstory of Nate Cavender
4:39 - How Nate got his pilot's license
8:00 - What a C-17 aircraft is and why he enjoyed flying it
9:57 - Why Nate transitioned from the Air Force to building his own company
11:27 - The challenges of being back in the civilian sector
14:46 - His first job after the military and what he learned from it
16:38 - The lessons he learned during his tenure at Merrill Lynch
22:26 - What inspired him to become an entrepreneur
24:44 - How Nate balances his work as a sales executive, a business owner, a father, and a husband
34:47 -The marketing strategy that helped them boost their business
36:53 - How their business performed in its first six months of operation
39:56 - Tim Elliot's advice for all business owners
Favorite Quotes
"One of the colonels, one of my mentors in the military, says something that stuck with me and I'll always remember, he said, 'Hey, one day the air force is going to be done with you. And so you better make sure that you take care of your family because they're going to be the ones that are there when the air force is done with you.' And I think that's the same for pretty much everything in life. Your family is going to be there, but one day, everything else is going to be done with you.” - Nate Cavender
"I think the comradery that you form with your fellow pilots or anybody, your subordinates, was pretty strong and it was special. You don't immediately get that as easily in the civilian sector." - Nate Cavender
"In the civilian sector, not everybody necessarily has the same mission in mind. You don't necessarily know where everybody's motivation lies." - Nate Cavender
"I think the coolest thing is seeing people when they have a plan for their children that comes true for their children. It's special." - Nate Cavender
"I really want to have something to call my own. And I felt like I could really be successful." - Nate Cavender
"I didn't realize how hard it really is to start a business. I was really excited about building this and I cared about it so much that I started to feel that even though I didn't have time during the day to work on my company, I would at night do it. So even though that was super tiring, not to mention the family that you had to pay attention to as well, there's something that drove me to still do it. And it was mainly because I love doing it." - Nate Cavender
"I guess moving forward to now, it's kind of like what we were getting at. There are some really hard times and they're going to be some good times. But if you're working hard and you're paying attention to things, they'll get better. It's like those days when you're just really struggling with whatever it is, it always seems to figure itself out." - Nate Cavender
Visit Access EFM:
Website
Click here to listen with Access Points Podcast
Feeling stale is a common fate even among the most seasoned entrepreneurs.
But as an individual, an entrepreneur, or a professional who aren’t designed to settle for stagnancy, perspective and mindset are integral to getting past the sense of staleness.
Acknowledge that it is a feeling that may or may not ring true, learn how to manage it, and change the rules to be able to provide objective reality against an emotion.
How to transcend the emotional strain of staleness
- Reach out to somebody who has been in your shoes before
- Step away to get new perspective
- Talk to customers to find out what you can do better
In today’s episode of the ACCESS Points Podcast, Tim and Davin will talk about business staleness from the emotional perspective. They will share tips and tricks about how you can revitalize your mindset as an individual and as an entrepreneur so that you can jump back into business and be more effective.
In this Episode
2:19 - Understanding the theory why entrepreneurs feel their business is stale
5:53 - How to validate if the business is going stale
7:32 - Tim's thought on why entrepreneurs are among the loneliest in the world
9:40 – How to cope with the emotional strain of being stale
11:49 - Davin's take on transcending staleness
14:46 - How Tim rejuvenates his passion
Favorite Quotes
"As an entrepreneur or business owner, there's not a deeper hole to be in than to feel like you're stale. And the reason why is, for those of you that aren't entrepreneurs and business owners, you have to understand that we're some of the loneliest people in the world. And the reason why is that we can't ever truly trust anybody. “ - Tim
"When you feel stale, what typically happens is you've reached a point where you as a business owner or an entrepreneur feel like you're not growing, you don't feel like you're getting smarter, and you don't feel like you're getting better." - Tim
"A lot of things that are in your head, they’re giving you problems and the reason you're stale is because the way you're thinking." - Tim
"There were several people in my life throughout the lifecycle of our organization that I've reached out that have really helped me and helped me put things in perspective." -Tim
"Most of the problems we have as humans are what's between our ears. And if you're a business owner, an entrepreneur, a lot of that staleness happens because you feel like things aren't exciting or you feel like things aren't going the way that you want them to." - Tim
"There's nothing that you can do to rejuvenate the passion and the love you have for what you do better than go talk to some customers and ask them what you can do better and how you can make your product, your solution better and tell them, thank you."
"Feeling of staleness is a feeling. Learn how to change it. And the way you do that is talk to someone who's been through it, go see some customers and think through where you really are." - Tim
"If you're the business owner, you're the entrepreneur, fighting fires is something you've learned to do really well, but it's not productive. Get someone that can help you do that and go out there to lead."
Visit Access EFM:
Website
Click here to listen with Access Points Podcast
Running a business presents a lot of challenges. Among which, the most expensive and inevitable, are legal conflicts. Although litigation is adversarial and truly a painful process, having the right mindset and the right people can help you navigate through the hard costs, the opportunity costs, and the emotional costs of litigation.
His advice when deciding to undergo litigation:
-
Find a trusted person who is objective that can help you think through this and not be emotional.
-
Understand that if you go legal, your relationship with that individual or that organization will probably end
-
Think about whether the cost of litigation is worth the end result
-
Find an attorney that specializes in whatever litigation that you're going to need
In today’s episode of the Access Points Podcast, Tim and Davin will talk about how to respond when confronted with legal issues. Having gone through the experience of litigation, they will discuss how they handle the proceedings, cope with the emotional strain, and offer great advice when deciding to litigate or when litigating against.
Enjoy!
In This Episode
6:51 - Why litigation is the last thing organizations want to deal with
8:21- Things to do first when deciding to litigate
9:20 - Why litigation is a painful process
12:01 - Tim's advice on finding the right litigation attorney
20:42 - Davin's interaction with legal counselors
23:21 - How to cope with the emotional strain of being sued
26:42 - His recommendations on dealing with lawyers when a lawsuit is served
Favorite Quotes
"Anytime you go to litigate, you're hurt, you're upset, and you feel like you've been wronged for whatever reason. And there's a lot of emotions there. And I can tell you right now, as someone who's dealt with this, those emotions will cost you dearly every single time." - Tim
“No one ever really wins when someone litigates. There may be a result at the end, there may be closure at the end, but the reality is, no one really comes out the winner.” - Tim
"I think by and large, emotions drive lawsuits and litigation. Whether it's to a small extent or a large extent it's situationally dependent. But there's always just an incredible emotional charge to whether you're litigating or being litigated against." - Davin
"No one ever really wins when someone litigates. There may be a result at the end, there may be closure at the end, but the reality is, no one really comes out the winner." - Tim
"When you make decisions by your emotions, it doesn't always play well because with the law, there is no emotion. It's typically a yes or no." - Tim
"If you're considering the litigation aspect, strip away the emotion and sit on it for a little while and really be able to assess not just the hard cost, but the opportunity costs, how it's going to affect not just your life, but the lives of the ones that you love as you're going through this process." - Davin
Visit Access EFM:
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Click here to listen with Access Points Podcast
Salespeople understand that the grease that keeps them going in the sales process is confidence and the best way to win prospects is trust. But sales confidence doesn’t always come naturally. It is the product of having a level of understanding that comes from training programs and the competency that results from passionately learning and diving so deeply into the subject matter that you’re trying to become an expert on.
To be an effective salesperson:
- Focus on your strength
- Replace negative energy with positive influences
- Learn from other’s success.
In today’s episode of the Access Points Podcast, Cody and Mike will talk about how confidence plays a fundamental role in the success of every salesperson. With more than four decades of combined experience in sales and marketing, they will share their expertise on how they thrive, even in the most challenging times, and how they bring salespeople to their utmost potential.
In This Episode
2:23 - What defines a competent sales representative
6:26 - How confidence translates to competence
9:00 - The key to a salesperson's ultimate success
14:36 - How Cody thrives during situations like frozen budget and financial meltdown
19:30 - The two types of salespeople
26:02 - How Mike revitalizes a sales rep that lost confidence
Favorite Quotes
"What do successful people in sales look like? And those are confident people. But it's not cheap confidence that it's arrogance or anything like that. It's earned through the competency that you do every day and in the delivery of how you send that message." - Mike
"Only the prepared speaker deserves to be confident." - Mike
"The currency of sales is first and foremost, you have to understand that it's a relationship based engagement. So being that it is a relationship based engagement. The currency in that field is trust." - Cody
"Never get too high with the highs, never get too low with the lows. Get that competency level, earn the level to be able to transfer this confidence and produce consistently whether or not you're on the road or you're at home. You hit the same number of doubles. That defines whether or not you're going to be a hall of fame salesperson or not." - Mike
"One of the things that I communicated to my team was to focus on the strength areas. And focusing on the strength areas is really based upon how self-aware you are of what you're good at and what you're bad at." - Mike
"If you're a salesperson that takes a sales presentation, build upon it and make it you, now you're onto something. Check it out, learn it, become the SME, and then do your own thing."
Visit Access EFM:
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Click here to listen with Access Points Podcast
In its role as the bridge between the customer's needs and the products or services the business offers, sales play a pivotal role in the success of any business. However, predicting your sales is not a walk in the park. It is difficult to forecast the revenue that your business will generate over a given period of time due to the different elements and varying conversion rates throughout the sales funnel.
Even more so, the lack of accountability by sales people, sandbagging behavior in forecasting, and management failure to get involved are the barriers to effective sales forecasting.
The most important aspects to forecasting:
- Honestly
- Truth
In today's episode of the ACCESS Points Podcast, Tim and Davin will talk about sales pipelines and how the leadership team at ACCESS EFM calculates the numbers in their pipeline. They will also dig deeper into why accountability, discipline, and trust are the building blocks of every organization's sales system.
In This Episode
1:32 - How ACCESS came up with the numbers in their pipeline
7:08 - Tim's perspective on the value of forecasts
9:46 - Why business leaders need to be involved in lead generation processes
17:33 - The flaw behind the quantity approach to sales
Favorite Quotes
"The most important thing to forecasting is honesty and truth. There's nothing that can wipe out forecasting any faster or any worse than not being honest and not being truthful. You can only work with what you know is to be true." - Tim
"Nothing's changed in sales since the 1900's as far as the way things work. It's a big funnel and you've got to put a lot in the top to get a little out of the bottom. Not everything that you put into the top is going to come out in the bottom." - Tim
"Pipeline is incredibly important in closing business. Obviously, cash is king. We use the pipeline to get to that number. But there's so much more that goes into it, so much more that results from an accurate pipeline." - Davin
"Nothing's worse for me than an untrustworthy pipeline or forecast." - Tim
"We don't want to micromanage. But at the same time, it's really important for your sales group that you're completely involved in the process and you're involved in some way on every sale." - Tim
"As an entrepreneur, as an owner, as an operator, we just need the truth. And if I know the truth, I can work with the truth and we can't fix things if we don't know what the truth is." - Tim
"When you're in a business especially B2B and when things don't close overnight, you have to have continuity and you have to have consistency. And most importantly, you have to have clarity and actual numbers to that pipeline." - Davin
Visit Access EFM:
Website
Click here to listen with Access Points Podcast
Imagine getting a call in the middle of the night telling you that the hospital is going down because of your product, that’s a tough blow!
Although this type of scenario is the most terrifying for entrepreneurs, taking aggressive actions before any possible threat arises allows you to build the most robust and most trusted product the market has ever had.
In today’s episode of the ACCESS Points Podcast, Tim and Davin will talk about the default aggressive mindset that they had in 2020. Having the vision to see the potential of their product, they will discuss how their team at ACCESS has taken a proactive approach to identifying and resolving problems in 2020 - DEFAULT AGGRESSIVE.
Enjoy!
In This Episode
2:54 - How ACCESS EFM took advantage of the timeout in 2020
3:54 - A good analogy of effectively utilizing downtime
6:45 - Why looking back on the process of improving your operation is scary
9:57 - The mindset young entrepreneurs must have
14:44 - What makes Tim sleep better at night
17:13 - Why ACCESS’ cash flow has been performing well despite the unprecedented event such as the pandemic
19:04 - The difference between the income and the outgo it terms of budget
23:12 - Tim's advice to entrepreneurs on dealing with their operators
Favorite Quotes
"To the entrepreneurs listening to me, it's important that you work so closely with your operators that they understand your vision, that you're in agreement of where you want to be a year, two years from now. If your operator does not understand the vision, clearly they can't do their job. And boy, from a financial standpoint, that can wreck you fast." - Tim
"It was a year and a half ago, we really ran some analysis on what the product needed. We did tons and tons of testing, load testing, and looked at bugs. We spent a lot of money, a lot of effort on trying to find out what that was. Then to be able to go through this last year and take this time of kind of downtime of really digging in and saying, “let's do some of the hard work and some of the heavy lifting now that we can take a breath and let's push a little bit." That's exactly what we did." - Tim
"As the operator for the company, as the owner for the company, seeing that capital go out and not a whole lot of cash flow coming back in as we paid for these big endeavors with some of the partners that we were working with to assess stability, to assess bugs, to assess integration and security, it was scary." - Davin
"What's beautiful about it is when you finally get done, you're able to see things differently. When we talked specifically about the product, we now know that the base of this thing. The core of our product is probably the best it's ever been, the most stable and the most robust. It's got the building now to change so much in the future to be what we need to be." - Tim
"Being default aggressive, you can't rely on being scared. Once you decide to move forward, you can't be scared. You have to move forward and you have to do that with vigilance and you have to be smart about it. But at same time, sometimes you just have to go. And nine times out of 10, we've been successful doing that." - Tim
"Having the vision to know that all this work that our engineering team and our product manager were putting in all this work was going to pay off because we knew that there was demand for it. Our partner knew the demand for it. But to get the product where it needed to be both for our partner and for the customer, we knew that it was going to pay off. So as an entrepreneur, we’ve got a bunch of expenses coming out, but I know that there's a return coming.” - Tim
"The ability to pivot fast as a small organization is the lifeblood of who we are. The number one competitive edge we have, that is to see a market change, to see a need and a demand, and be able to pivot and meet that." -Tim
"My dad told me one time, Son cash flow first profitability second. They're not the same thing." - Tim
"Literally doing every single thing that we possibly can to be secure for ourselves and for our clients, makes me feel good about our company. It makes me feel good about myself. It makes me feel good about the product that we're putting out super important." - Tim
"Even in the best of economic conditions, understand your operating expenses, understand what cash do you need to come in in order to be able to meet that and what cash needs to come in to be able to hit your gross margin and understand that there are areas that you can trim, be it in technology, be it in platforms, be it maybe in people." - Davin
"There are a thousand different things that you can do to be able to get lean now. But budget heavy, put a lot of time and investment into understanding what your budget looks like for the year, understand what your expenses are going out, and understand the cash flow that you need to come in to break even and to meet that margin. Then just stay the path and operate to that." - Davin
Visit Access EFM:
Website
Click here to listen with Access Points Podcast
Recognizing his own limitations and accepting the reality that he cannot run the entirety of his business, Tim grew his company alongside with people who have the right mindset and the ability to execute his vision. Whereas most businesses measure their success with arbitrary numbers, Tim believes that growth comes from getting new clients that find value in what they are offering.
Today’s episode of the ACCESS Points Podcast is the second part of the topic “disciplined entrepreneur”. Tim and Davin will talk about the third element where most entrepreneurs burnout - Growing. They will go in depth on how their team at ACCESS managed the growing phase of their organization and discuss the problems that come along from the addiction of growth and expansion.
Tim Elliot is the Chief Executive Officer of ACCESS. He started Access in 1999 with an eye towards helping businesses create more efficient forms processes. His ability to look at the upside potential of their product and successfully leading a team of great leaders, ACCESS has evolved into the global leader in healthcare electronic forms technologies
Enjoy!
Favorite Quote
"It's not about how much we grow, I just want to make sure that we are growing because when you stop growing, then I feel like something's wrong. And so, it's not about the number to me. It's about, are we still doing the right things? Are we still finding new clients that find value in what we're doing?"
- Tim Elliot
In This Episode
1:35 - Tim's advice to kids coming out of college
2:25 - His definition of growth
4:09 - How Tim handled the growing phase of his business
8:15 - The problems that come up from the addiction of growth
10:46 - The pitfall of setting arbitrary numbers to measure growth
16:50 - Great analogy in the growth process of a business
Visit Access EFM:
Website
Click here to listen with Access Points Podcast
Seeing the upside of what his product could become, Tim moved mountains to transform his vision into reality. His discipline from the need to support his career for survival and the upside potential of his idea drives him to pursue his passion and grow ACCESS from the ground up.
Today’s episode of the ACCESS Points Podcast, Tim and Davin will talk about the cool topic about disciplined entrepreneurs. An entrepreneur in his core, Tim Elliot will talk about his thought process in building his software company without having personal knowledge in writing codes. They will also discuss in a deeper meaning the three elements of an entrepreneur.
- Thinking
- Doing
- Growing
ACCESS is the world’s leading electronic forms management, automation and workflow provider. They are committed to enabling change through innovative technology – creating paperless and paper-light processes with green technology, improving work environments by making people’s jobs easier and allowing organizations to communicate more effectively.
Enjoy!
Favorite Quote
"You feel that inside that you're not going to let go of this. You know that it can be a success even though everything around you is telling you that you should be normal and just quit and go back to the other job. To me, that perseverance is I'm not going to let this go."
- Tim Elliot
In This Episode
4:56 - Tim's thought process of the first element of an entrepreneur - Thinking
7:15 - How entrepreneurs differ in the thinking part
9:16 - Tim's business venture before conceptualizing his software product
11:22 - How Tim finds balance from his selling career to an aspiring entrepreneur
14:11 - The concept of disciplined entrepreneur
18:10 - The timeline for ACCESS when rubber meets the road
23:17 - How Tim developed the product of ACCESS
Visit Access EFM:
Website
Click here to listen with Access Points Podcast
Micromanagement in the workplace is treating people like inmates and them acting like prisoners. Not only that it harms the team’s morale but also impacts the whole organization in terms of productivity and accountability. Simple as it seems, taking responsibility and ownership of one’s actions and decisions involve a deeper factor in the organization- TRUST.
In today’s episode of the ACCESS Points Podcast, Davin and Tim will talk about the concept of accountability in the workplace. They will share their own history of how they evolve their management techniques that sit well in a contemporary operating environment. They will also dig deeper on why trust and accountability are directly linked with each other and how the leadership team at ACCESS practices what they preach.
Enjoy!
Favorite Quote
"It's that adversity that brings wisdom. And it's those mistakes that make you wise, that make you better. So lean into them. Know that you made it. Own it and be smarter and be wiser because of it. And that accountability to yourself is what's going to make you a better person."
- Tim Elliot
In This Episode
3:59 - Management techniques in the early nineties in dealing with productivity and accountability
5:59 - Justin's takeaway from his military ways of imposing accountability
8:25 - The negative side effect of the checklist mentality
10:23 - How Tim taps his inner self to hold the things he's accountable for
13:14 - The correlation between trust and accountability
22:57 -Why the leadership team at ACCESS allows their people to establish their own accountability metrics
26:44 - Tim's encouragement to anyone who's lacking for an accountability partner
Visit Access EFM:
Website
Click here to listen with Access Points Podcast
Conflicts in the workplace are inevitable. Operators have their own core strengths and mindsets that lead to the distinction in the way they solve problems and handle things. Rather than tagging it as negative, conflicts are an excellent way to mirror the validity of an idea and test how the team understands it and come with the best process and solution. To build the foundation of a healthy professional conflict, it must be rooted from a relationship of trust and respect.
In this episode of the Access Points Podcast, Davin and Tim will discuss the topic that makes who they are and what they are, VISION and OPERATIONS. Tim being an entrepreneur and visionary to his core and Davin as the operations guy, they will go in-depth into the compare and contrast of these two mindsets and how they are so important to one another.
Their key takeaways:
-
If you're the visionary, make sure that the people you're sharing it with actually get it and understand it
-
If you are the operational mindset, do not leave a conversation with your boss or whoever the visionary is without making sure that you wouldn't a hundred percent understand what it is they're trying to accomplish
Enjoy!
Favorite Quote
"Professional conflict is a fantastic thing. I don't know that you can truly grow. I don't know that you can truly run a successful organization without it. If you don't have conflict especially in dealing with different mindsets, you're doing something wrong."
- Tim Elliot
In This Episode
2:36 - The distinction between Davin and Tim in solving a problem
6:14 - How vision and operation should function in an organization
7:25 - How Tim practices his visionary leadership competency
10:44 - Why questioning your boss is not a bad thing
13:15 - The difference between pushback questions and over questioning
15:25 - How professional conflict is a positive indication of a productive executive team
20:48 - Role playing: How Tim and Davin handle ideas and conflicts
26:06 - Davin's response when it comes to product and UX projects
27:34 - The dichotomy between a visionary and an operation person
Visit Access Electronic Forms:
Website
Click here to listen with Access Points Podcast
When you are the new kid on the block and being presented with the challenges of doing the transition in times like COVID, then you only have two ways to go - huge success or huge failure.
In today’s episode of Access Points Podcast, Rob True will talk about how he coped with blending in with a new team while dealing with the challenges and restrictions brought about by COVID 19. Being part of the ACCESS executive team in the early part of this year, Rob will share how he transitioned and positioned himself to be able to become a huge part of the company’s success.
Rob True is the VP of Strategic Alliances and Client Services at Access EForms. With 20+ years of healthcare technology and services experience, Rob is a powerful force in ACCESS. His idea of smoothing the edges in the cycle of customer relationship, sales, and professional services, Access EForms has become a trusted partner with their customers, their team, and the people they built relationships with.
Enjoy!
Favorite Quote
"Over time and through experience, you learn to be able to see the iceberg that you might be heading towards if you don't course correct. And what I love about our organization is the ability of the team to recognize that." - Rob True
In This Episode
1:45 - How Rob orient himself as a new member of Access EForms executive team
3:30 - The challenges associated with being a new member of the team during the onset of COVID
6:04 - How Rob aced his game even through remote working
11:33 - The advantage of Access EForms over the previous company Rob worked with
13:34 - Access EForms key to success for 2020
19:19 - The relation between pivoting for success and pivoting to avoid failure
21:55 - How Rob keep the steady commitment of delivering results
23:21 - Diving deeper on the transition process Rob implemented to gain the trust of clients
Visit Access EForms:
Website
Click here to listen with Access Points Podcast
Pivoting for success after getting hit with COVID 19 pandemic involves:
- Default aggressive mindset
- Discipline vs. motivation
- Measuring progress
Embracing the fact that healthcare is a fad industry, adapting to key technological trends and innovations are extremely important. Although COVID 19 has disrupted major aspects of healthcare services, it accelerated the use of medical resources and business strategies.
In today’s episode of Access Points Podcast, Davin and Mike will have a good conversation about the things that they've learned personally and professionally over the course of the year. With their ability to shift, remain aggressive, and customer focused, they were able to have contingency plans based on catastrophic external variables like the pandemic. Having the right people in place and a strategic plan that was founded in solid planning, Access E-Forms has nowhere to go but to PIVOT FOR SUCCESS AND GROW!
Enjoy!
Favorite Quote
“We had some CIOs, some CMIOs that were extremely upset with the fact that we just got hit with a pandemic and you guys are out here trying to sell us stuff, are you kidding me? But when we pivot our message to "how can we help?", it changed everything.
Then it brought those barriers down a little bit, but that was only able to happen because we stayed default aggressive."
- Davin Marceau
In This Episode
2:35 - What the leadership team of Access learned from 2020
5:25 - The key strategy of how Access survived through the pandemic
11:41 - How COVID 19 accelerated business goals and strategies
14:07 - The concept of discipline vs. motivation
18:13 - What motivates Mike as the leader in sales
19:13 - Digging deeper into Mike's Clifton strength
22:42 - How measuring your progress impacts your personal and professional life
Visit Access E-Forms:
Website
Click here to listen with Access Points Podcast
With the advance and ever evolving computer technology, organizations clinging to outdated techniques and technological attributes may be in danger to face extinction. While good and effective leaders are behind the success of every business, what dictates the success or failure of change management is the people’s acceptance, their mindset, and their willingness to evolve along with the company’s technological change.
In this episode of the Access Points Podcast, Davin and Tim will talk about the concept of change management. They will discuss how Access evolved their system over time, the challenges attached with the transformation and how they managed the push backs and users acceptance to the new system.
Davin Marceau and Tim Elliot are the leadership team at ACCESS. With their 20-years of constant innovation and business process automation, ACCESS has been the world’s leading electronic forms management, automation and workflow provider. Hundreds of hospitals use Access solutions to integrate e-forms, electronic patient signatures and clinical data into EHRs - no paper or manual effort.
Enjoy!
Favorite Quote
“We also have to stop and think of the realities and the ramifications of change. And that result is sometimes we lose people because they can't make that change. And sometimes they were really good people in the old system. This is so important that we're willing to leave some people behind that can't make this adjustment.”
-Tim Elliot
In This Episode
3:21 - History of ACCESS's ticketing system
8:21 - How ACCESS manage to shift their people's mindset to new software system
13:50 - Instances when their company experience push backs from the implementation of a new CRM program
18:19 - How they handled the resistance and succeed in the implementation of a new system
23:28 - The lessons they learned from their failures in the past
28:48 - The hardest decision to make in terms of change management
Visit Access EFM:
Website
Click here to listen with Access Points Podcast
Leaders are the pillars of every organization. High-performance leaders are accountability partners, design strategic organizational goals, and empower employees to find their strengths and transform them into the most effective version of themselves.
The foundations for building a strong coaching-based leadership organization:
- Know yourself first
- Awareness of the things that prevent you from using your strengths
- Leaders that lean to the scalability of the company
In today’s episode of the ACCESS Points Podcast, Davin and Barb will dig deeper into the three-step process on how to create a coaching-based culture inside an organization. They will also talk about some of the mistakes most companies make in the leadership side, the tremendous impact of building their friendship and coaching relationship, and how having a good coach who can understand the person’s strengths and can maneuver working with the team is a true North for the company.
Our guest, Barbara da Costa, is the Founder at B Consulting. She is a Kolbe and Clifton certified and has taught some of the world’s most successful business owners and their teams to better understand and apply their strengths easily and quickly. By taking a holistic approach, Barbara guides people through big changes and dramatic transformations. Through thousands of one-on-one coaching sessions over 18 years, Barbara grew to be an accomplished coach.
Enjoy!
Favorite Quote:
“I don't care what level. I don't care what echelon you serve inside of an organization. Everybody needs a coach. Everybody needs a voice or voices that they can talk to and give them objective feedback on their performance and to let them know you're there operating within your strengths or you’re not.”
- Davin Marceau
In This Episode
2:18 - How Davin and Barb started their friendship and coaching relationship
4:26 - How Kolbe and Clifton help leadership team speed up their assessment in creating a broader scale change
7:32 - The result of implementing the principles of Kolbe and Clifton at ACCESS
8:29 - The importance of allowing team members to self-manage and operate based on their strengths
11:26 - Davin's belief of what most companies fall short of
12:35 - Three-step approach on how to create a coaching based culture inside a company
15:19 - The mistake most companies and leaders make
19:59 - The significance of bidirectional feedback
28:27 - How Davin embodies the principles of Kolbe and Clifton
36:01 - Instances where Davin utilized strengths and instincts with his co-leader
Connect with Barbara da Costa
Website
Visit Access EFM:
Website
Click here to listen with Access Points Podcast
Defining your strengths.
Transforming them into great potential.
Deliver lasting results
Raising expectations that lead to greater performance.
Empowering your team not only includes stretching your member’s capabilities but more to seeing each person’s strengths. On top of that, combining these strengths together is the BEST RECIPE FOR SUCCESS.
This episode of the Access Points Podcast is about performance improvement and how to get the most out of highly skilled and high performers to produce incredible results.
Mike and Barb will bring to mind how their team at Access evolved into the best version they are today. They will talk about assessing strength and belief systems and how these can apply to situations in delivering results. They will also discuss Kolbe Index and Clifton Strength’s to improve yourself, empower people, and perform better.
Enjoy!
Favorite Quote
“My view on some of the Kolbe and Cliftons, I think understanding your numbers as well as your strengths is so critical. It will change the way you view the world that it will change the way you view yourself. And ultimately it'll change how you communicate and interact with others.”
-Mike Kelly
In This Episode
3:21 - How Barb started to help the team at Access E-Forms to find and understand their strengths
6:39 - The meaning of belief in Clifton world
9:01 - Barb's valuation of Mike's strengths and beliefs
11:38 – Clifton Strength’s overview of what strategic strength is
14:08 - The benefits of combining strengths in a team
26:04 - How knowing your strengths, skills, and knowledge help in bringing teams together
33:14 - How self-assessment using Kolbe Index and Clifton Strength’s contributes not only in the corporate world but also in personal relationships
40:55 - Barb's insight on how people deal with their strengths in times like COVID
43:44 - Barb's assessment to the leadership team of Access
Visit Access EFM:
Website
Click here to listen with Access Points Podcast
From the onset of COVID 19, retail stores shutdown and their rate dropped to zero in fifteen days resulting in about 90 days stop of taking merchandise and full suspension to manufacturing garments afterwards.
This episode of the ACCESS POINTS PODCAST is the second part of the interview with our guest, Steven Wang. He will share with you the impact of the pandemic in his clothing business, how having the right mindset helps in a sound decision making process, and how he sustains providing value to his customers.
Steven Wang is the CEO of Ming Wang. Born from a family with two completely opposite personalities, Steven got a unique perspective not only from a professional standpoint but also in family business.
Ming Wang is a family owned and operated women’s apparel company. They have refined and versatile garments that offer style without sacrificing comfort. They design and fabricate distinctive apparel with unparalleled quality and easy care meant to be a long-term part of the wardrobe.
Enjoy!
Favorite Quote
“I like having a mindset of abundance regardless of what the rest of the world believes. And I just think it's so much better and so much easier to run a business when you have that kind of mindset. And it's really awesome when you see your competition, not having that kind of mindset. That part that gets really exciting.”
-Stephen Wang
In This Episode
1:20 - His takeaway about mindset and how it made a difference in his business
3:41 - The effect of COVID in his company
5:32 - His course of action when he suffered a setback
9:07 - The key lessons he gained from the eight months going through the situation of the pandemic
11:23 - How Steven and his company sustain brand awareness and customer value in this challenging time
18:23 - His viewpoint of how he evolved as a leader
24:35 - The most important thing he wished he should have known 20 years ago
Visit Ming Wang
Visit Access EFM:
Website
Click here to listen with Access Points Podcast
Coming from a family of hard workers and unparalleled dedication, Steven witnessed his parents’ struggle to build their business from scratch. Spending a summer job in his father’s warehouse and overnight labor under Miami’s summer heat, Steven is determined to take a different path.
In today’s episode of the ACCESS POINTS PODCAST, Tim will have a conversation with his good friend, Steven Wang. They will speak about the story of how Steven and his family started their women’s apparel business, the struggles they went through to grow their company, and his turning point on how he ended up running their family business.
Steven Wang is the CEO of Ming Wang. Born from a family with two completely opposite personalities, Steven got a unique perspective not only from a professional standpoint but also in family business.
Ming Wang is a family owned and operated women’s apparel company. They have refined and versatile garments that offer style without sacrificing comfort. They design and fabricate distinctive apparel with unparalleled quality and easy care meant to be a long-term part of the wardrobe.
Acknowledging his parent’s passion and dedication, Ming Wang has grown from New York City’s 2-bedroom apartment into a national business and an internationally-known brand of apparels.
Favorite Quote
“For those of you that have a family business that understands it, if it's been passed along from generation to generation, somebody had to start this thing. And just like sometimes, a brand is the hardest thing to start. A business is just like it, there's always risks going along with that, but THAT'S THE FUN PART. “
-Tim Elliott
In This Episode
4:33 - Brief overview of Steven Wang’s company
8:56 - The insights he and his daughter gained in the fashion business
14:27 - Best analogy in his thought process of dealing with the whole apparel industry
17:29 - Steven's personal and family history on how they got into manufacturing garments
26:04 - His father's turning point of going into general contracting rather than keeping a collection
29:01 - His memories of the struggles his parents went through and his unforgettable summer job experience
30:44 - The tipping point to why he stated that he would never be a part of the business that he is actually a part of today
32:07 - The reason why he ended up running the business
Visit Ming Wang
Visit Access EFM:
Website
Click here to listen with Access Points Podcast
When COVID 19 struck the world, everybody’s life changed drastically. While it is undeniably hard for some people to find a “good” about it, some have embraced the uncertainty and have grown from it. It is true that many struggled personally and professionally, but creating a list of the positives that comes with it can be a catalyst to drive yourself forward. Whereas this new normal may hang for a bit, the learning and the growth refined our ability to flip our mindset to find a good in every setback.
Today’s episode of the ACCESS Points Podcast, Tim and Davin have a conversation in their podcast room after COVID-19 restricted businesses, office commutes, and work travel. They will talk about what they learned and how they can apply these lessons as they progress into this new normal.
Tim Elliot and Davin Marceau are a team of professionals who are passionate, highly motivated and disciplined individuals committed to personal and professional excellence. They are the leadership team behind Access E Forms, the world’s leading electronic forms management, automation, and workflow provider. They are committed to enabling change through innovative technology – creating paperless and paper-light processes with green technology, improving work environments by making people’s jobs easier, and allowing organizations to communicate more effectively.
Enjoy!
Favorite Quote
“I think that's another interesting part of 2020 is embracing this period of time and learning from it and gleaning the valuable nuggets of information and wisdom that we've learned and almost embracing the struggle and applying that as we move forward into 2021.”
- Davin Marceau
In This Episode
4:10 - How people and the government reacted during COVID
6:44 - The two types of people with regards to how they respond to the pandemic
7:28 - Big takeaways from going back to basics in terms of family relationships
13:47 - The positive impact of adversity
17:31 - Tim's story of his daughter's personal growth and mindset transformation from her life experience in New York City
22:02 - Davin's huge takeaway for 2020
Visit Access EForms:
Website
Click here to listen with Access Points Podcast
Setting the Stage for Competition: Price Vs Value
Smart buying is when you buy the result the products or services will give you.
Whereas some people are price-sensitive, others have certain things that have values or things that are important to them, and they’re willing to pay for those things that are important.
In this episode of the ACCESS Points Podcast, Tim and Davin will dive into the conversation of how they sell value rather than price in their business. They will also talk about how to price yourself to profitability and build your value based on what you want to be seen in the marketplace.
Tim Elliot and Davin Marceau are a team of professionals who are passionate, highly motivated, and disciplined individuals committed to personal and professional excellence. Listening to customers’ needs and finding solutions to help them has always been Tim’s focus and the reason he founded Access.
Enjoy!
Favorite Quote
“You can't buy good business. Even if you think you're going to do something special for someone from a price level, and you think that it's going to come back and help you- hear this... It will not!”
-Tim Elliot
In This Episode
5:13 - Their perspective of how people find the difference between price and value
7:52 - What generally comes to mind when hitting upon bargain or discount
9:29 - Their takeaway from negotiating with price-sensitive clients
14:20 - Why comparing your price to competitors is dangerous
15:51 - How to figure out the value of your solution or product
22:20 - How losing a deal is also a winning action
25:17 - Taking advantage of the pandemic as a bit extra time to work out for the next big thing
26:49 - How being different yields success to your business
Visit Access EFM:
Website
Click here to listen with Access Points Podcast
Contemplating the question “How do they do that?”, is the core purpose of most businesses to create and deliver value to their customers while optimizing their frontstage/backstage processes as well.
In today’s episode of the Access Points Podcast, our host Mike Kelly will share an insightful conversation with today’s guest, Rob True. They will focus on the front stage and back stage operations and the context of how that relationship works between sales and operations. They will also talk about how bridging the gap between these stages helps members of the organization find significance in their efforts and contributions. Most importantly, how Access E-Forms refined and focused on these relationships in delivering value to their clients.
Rob True is the Director of Strategic Alliances at Access E-Forms. With 20+ years in business development under his belt, Rob has established numerous relationships in the healthcare world. Through his vast exposure to a great number of technologies, he has an unrivaled understanding of customer challenges and the ecosystem of companies that can collaborate to meet those challenges.
Access E-Forms is the world’s leading electronic forms management, automation, and workflow provider. Their solutions transform any paper-intensive forms process into a paperless, collaborative one. They are committed to enabling change through innovative technology – creating paperless and paper-light processes with green technology, improving work environments by making people’s jobs easier, and allowing organizations to communicate more effectively.
Enjoy!
Favorite Quote
“From a customer service point of view, you're not just competing against in our area, other healthcare IT support organizations. You're competing against every support organization because of customer service, people get in all walks of life every day. And the people that succeed in doing that, they set a certain bar. That's the bar we have to meet the number one.”
-Rob True
In this Episode
2:15 - What front stage and back stage look like for operations
5:30 - His perspective of success in relation to the operations side
9:21 - The rationale of why his team continuously enhance their operational skills
13:12 - The benefits of having the best practice and proven processes in business
15:43 - How they manage the challenges of providing support to the different needs of customers
20:08 - The key to how Access E-Forms became on top of the game among competitors
23:11 - How Access E-Forms as an organization bridge the gap between members of the front stage and the backstage as well as their significance with one another
Visit Access E-Forms:
Website
Click here to listen with Access Points Podcast
When revenue and customer experience is on the line, the sales and the marketing departments play a vital role in making their purpose possible. While both offices are playing in the same game, bridging the gap between potential customers is synchronous as long as their relationships are seamless and no barriers amongst them.
In today’s episode of the ACCESS POINTS PODCAST, Cody and Mike engage in a conversation in the distinct roles of the sales and the marketing personnel in a company. They will also address the impact of having an absolute and aligned message in connecting to customers and how their team at at Access EForms has broken the barrier and the friction between sales and marketing that significantly provided revenue and better customer experience to top it all.
Cody Strate is the VP of Marketing at Access EForms. He has lead many innovation efforts, formed and solidified key partnerships, and grown Access to an international company. Cody understands people at a deep level and he incorporates that understanding into the Marketing and Sales strategies that place the customer and their problems first.
Mike Kelley is the VP of Sales at Access EForms. Mike is a master at communication, understanding people's problems, and aligning customers with the proper solutions. Most importantly, he has established a reputation of integrity and showing up for his customers.
Enjoy!
Favorite Quote
“So if you're experiencing this all too common divide in friction between sales and marketing, know that number one, it doesn't have to be that way. Number two, you can take certain actions to get those two departments on the same page.”
-Cody Strate
In this Episode
4:08 - An insight into the role of a salesperson in the past
6:23 - Identifying the function of sales and marketing in terms of lead generation
10:23 - Understanding the concept of sales and marketing in an effective and straightforward analogy
13:51 - How the sales team and the marketing team of ACCESS play the game of generating leads and revenue
24:14 - The impact of having an absolute and aligned message in connecting to customers
27:26 - How ACCESS broke the barrier between the sales and the marketing departments
36:25 - The actions taken by Cody and Mike that has provided greater revenue, reduce friction between their respective departments, and better customer experience
Get connected with:
Cody Strate
Mike Kelley
Visit ACCESS EFM:
Website
Click here to listen with Access Points Podcast
Physical Health and Business Performance with Tim Elliott
Adapting to the paradigm shift created by COVID 19, people find a unique and renewed approach to physical fitness. In the business world, studies show that a huge percentage of people perceive that a leader who is physically fit has a higher level of confidence versus a leader who isn’t.
Today’s topic of the ACCESS Points Podcast is the correlation between physical health and business performance, how Tim recognizes physical competitiveness as a factor in achieving your leadership potential, and the importance of creating a pattern of physical exercise to help your mental as well as professional growth.
Tim Elliott is the CEO and Owner of ACCESS. He started Access in 1999 with an eye towards helping businesses create more efficient forms processes. Through Tim's leadership, the company has evolved into a global leader in healthcare electronic forms technologies. Tim's passion is developing leaders with a mindset first approach, and encourages people to "think about their thinking".
Enjoy!
Favorite Quote
“If you can overcome physical, then the mental part will be there. The overcoming physical is a mental exercise. That mental exercise is what makes us better leaders, better people.”
-Tim Elliott
In this Episode
5:13 - Tim's transition process of preparing himself mentally and physically during the pandemic
8:18 - His mindset to why statistics shows that physically fit people are better leaders
12:39 - The correlation between physical competitiveness and successful business performance
16:58 - The wisdom behind the physical exercise is a mental workout
21:19 - How Tim reflects on the correlation between physical health and business performance
24:40 - Tim's motivation for people who want to get started on their wellness journey
29:16 - How creating a pattern of mental exercise supports your professional development
Get Connected with Tim Elliot
Visit ACCESS EFM:
Website
Click here to listen with Access Points Podcast
Being in the business for over a couple of eras, Tim has learned so much about the importance of investing in leadership and developing leaders to be where they perform the best.
Today’s episode of the ACCESS POINTS PODCAST is a great conversation with the CEO and guest, Tim Elliott. He will share his story of how he started Access E-Forms, his leadership style, and how he finally realized the significance of getting people in the right leadership roles.
Tim Elliot is the CEO and Owner of Access E-Forms. He started Access in 1999 with an eye towards helping businesses create more efficient forms processes. Through Tim's leadership, the company has evolved into a global leader in healthcare electronic forms technologies. Tim's passion is developing leaders with a mindset first approach, and encourages people to "think about their thinking".
Enjoy!
Favorite Quote
“To see people in leadership roles be able to thrive, back in the day, it scared me. And now you talk about the era of then and now, now it excites me. And now it's seeing people and getting people in those right leadership roles, allow me to focus on those things that I do best.” -Tim Elliott
In this Episode
1:27 - Tim's approach to leadership back in the days he’s starting his business
4:47 - How Tim operated during the start-up days of Access
9:46 - His sentiments to being a small business owner and how he has successfully outgrown the challenges
16:27 - What was the turning point to finally understand the importance of investing in leadership at Access
22:21 - His thought process of putting the right leader in the right position
25:37 - The impact of moving into the leadership role at the right time
Get Connected with Tim Elliott
Visit Access E-Forms:
Website
Tweeter
Click here to listen with Access Points Podcast
Ep 30 - Creating a Strategic Plan with Scott Fuller
When a cataclysmic event happens, give your customers an offering that allows them to facilitate, to drive towards some level of success within their organization, and something they can cling on. It doesn’t need to be perfect, just refine your offer once it gets to your market.
In today’s episode of the Access Points Podcast, Davin and Scott talk about the development and implementation of a strategic plan, especially giving the current operating environment post-COVID 19, the dark shadow of too much planning, and the biggest takeaway from going through perfectionism.
Scott Fuller is the Chief Information Officer of Access. He helped thousands of organizations understand, confront, and overcome significant security challenges.
Davin Marceau is the Chief Operations Officer at Access Enterprise Forms Management. His comprehensive background in leadership, strategic planning, risk management, and business development made him a great asset in the business world.
Enjoy!
Favorite Quote
“We let great be the enemy of good. We had something that we could throw out to our customers and be able to implement it rather quickly. But instead of doing that, we tried to polish it. We tried to turn that lifeboat into a bit of a yacht. And then when we finally got it ready to go to the market, we were two or three weeks too late.” - Davin Marceau
In This Episode:
2:53 - The two big revenue generators for hospitals
5:18 - How to pivot strategically to meet the demands of the healthcare facility post-COVID 19
9:21 - How vendors alter their strategic plan to offer to be able to still get in, offer value, and make a sale
12:42 - One of the lessons Access learned during the pandemic that resonates to other industries as well
15:51 - The positive side of failure
17:02 - Scott's biggest takeaway from letting good be the enemy of the great in their organization
26:44- What most people fall short in terms of strategic planning
29:07- Refining the steps of generating a viable product
How to get connected:
Scott Fuller
Davin Marceau
Visit Access EFM:
Website
Click here to listen with Access Points Podcast
Ep 29 - Role of Pandemic to Emerging Tech
The cataclysmic events created by the COVID 19 pandemic caused a massive paradigm shift that redefined the problem of the market, changed the economy, and reinvent the way people do business.
Today’s episode of the Access Points Podcast shares an interesting conversation with Davin Marceau and Mike Kelley. They will talk about the impact of the global pandemic on emerging technologies and its role in healthcare.
Davin Marceau is the Chief Operations Officer at Access Enterprise Forms Management. His comprehensive background in leadership, strategic planning, risk management, and business development made him a great asset in the business world.
With his 20+ years of healthcare technology experience, Mike Kelley has obtained a vast amount of experience and wisdom. He develops and implements a vision of achieving truly memorable solutions for hospitals.
Enjoy!
Favorite Quote
“We move past this, into our new normal, and potentially into this headlong second wave of COVID-19 that's awaiting us in September. I don't care how valuable we see onsite visits. They may never be coming back.” - David Marceau
In This Episode:
1:27 - Airport scenario at the present time
5:35 - The challenge of establishing a connection among client and sales representatives
8:19 - The importance of having a belief system through a financial crisis and tough times
11:13 - The value of getting an onsite visit in client acquisition
15:16 - How market offerings evolve and emerge an entirely new technology on the heels of pandemic
18:23 - Telehealth as a virtual way to grow opportunities in healthcare
22:32 - Instances where business model changed in order to adapt to market demands
27:54 - The BIGGEST concern in operating a business
29:32 - Final thoughts in coping with the effects of COVID 19 pandemic
How to get connected:
Davin Marceau
Mike Kelley
Visit Access:
Website
Click here to listen with Access Points Podcast
Ep 28 - Cyber Security and Building the Trust of Prospects, Part 2
Due to a wide range of using data capture devices, the amount of areas exposed to attacks increased exponentially leaving you vulnerable to massive well-orchestrated takedowns of the internet.
It is incumbent for service providers not just to solve business problems but also to take into account security in developing their products and services.
Today’s episode of Access Points Podcast focuses on the role of cybersecurity in the sales and marketing process, how acquiring a security CERTIFICATION and FINAL REPORT from third-party audit firms acts as an extraordinarily powerful tool that excludes any sort of competition and helps in building trust to prospects.
Access Points Podcast talks about the principles around helping hospitals achieve success. They discuss the leadership mindset along with what has worked, what has not worked, and the lessons we've learned through the experience. Enjoy!
Favorite Quote:
“To what we're all trying to do here depends on one thing, add value before you try to extract value from this relationship.”
- Mike Kelley
In Today’s Episode:
1:32 - The role of cybersecurity to the sales process
4:55 - Types of certifications should a healthcare software vendor acquire
8:04 - The significance of the FINAL REPORT in parallel to earned CERTIFICATION
9:59 - What value can Certifications offer in the sales process
14:53 - How mutual recognition of the role of security inside the organization is perceived.
17:13 - Advantage of having a security Certificate in gaining the trust of prospects
How to get connected:
Cody Strate
Mike Kelley
Scott Fuller
Visit Access:
Website
Tweeter
Click here to listen with Access Points Podcast
Ep 27- Cyber Security as a Critical Business Function, Part 1
In parallel to a whole lot of possibilities brought by computer-based technology, cyber attacks and threats are prevalent. Preying to the weakness and vulnerability of most industries, hackers put coordinated efforts to achieve their nefarious plan.
In today’s episode of Access Points Podcast, Cody Strate shares a conversation with the guys from the leadership team of Access, Mike and Scott, about the different attacks that occur under the safeguard of cybersecurity, how infiltrators work to paralyze your operation, and what businesses can do to prevent the risks.
Scott Fuller is the Chief Information Officer of Access. He helped thousands of organizations understand, confront, and overcome significant security challenges. Through his leadership, the company is well-positioned to develop secure high-quality technology solutions to meet the evolving needs of healthcare.
As the Vice President of Sales, Mike Kelley understands people’s problems and align customers with the proper solutions. Skilled in Healthcare Sales, he develops and implements a vision of achieving truly memorable solutions for hospitals.
Favorite Quote:
“I think incorporating cybersecurity into what it is that you're doing and making sure that that's part of the fiber of your offerings is just being a good partner.” -Mike Kelley
In today’s Episode:
2:56 - Different types of attacks that occur under the umbrella of cybersecurity
5:20 - What cyber attack most businesses suffer during the COVID 19 pandemic
8:03 - How perpetrator demands to restore your data
11:21 - Why hospitals frequently fall victim to cyber attacks
14:58 - Practical approach in assessing risk for business owners
17:32 - Best method to protect your industry from cybersecurity threats
20:18 - Computer vulnerability from working at home due to the pandemic
23:06 - The importance of every employee's involvement in the security chain
26:11 - How incorporating a security strategy to products and services be perceived
How to get connected:
Cody Strate
Mike Kelley
Scott Fuller
Visit Access:
Website
Tweeter
Click here to listen with Access Points Podcast
As the COVID-19 crisis persists, the situation shows that it has forced the entire world to change its way of life. From how children receiving their education from Zoom conference calls, to healthcare businesses suddenly having an explosion in demand, the world is having to learn how to adapt to utilizing technology as an alternative while many states and counties continue to be on quarantine for the remainder of time.
Subscribe and Follow to Maintain the “Leadership Mindset”
Facebook - https://www.facebook.com/AccessEFM/
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Linkedin - https://www.linkedin.com/company/accessefm/
On today's Episode:
Davin Marceau, COO, Access EForms - https://www.linkedin.com/in/davinmarceau/
Cody Strate, VP of Strategic Initiatives - https://www.linkedin.com/in/cody-strate-26543412
These are stark times for everybody in the world.
With the ongoing pandemic, the world has been shut down, forcing business and individuals to either shut down, or to adapt quickly unless they want to go under.
At Access Points, everyone within the business is discovering that by building relationships through seeing the humanity in their clients, not only will they retain them when normality resumes, but also establish a human connection through it all.
The Access Points Sales team sits down to discuss the ongoing pandemic and what goodness that they have discovered in a world that has been hunkered down to working from home. It’s during these times that the team has discovered what initially was having to search for clients prior to the pandemic, has soon become more of a goldmine for opportunities for new clients and to retain clients.
Be sure to leave a review and connect with us.
Subscribe and Follow to Maintain the “Leadership Mindset”
Facebook - https://www.facebook.com/AccessEFM/
Twitter - https://twitter.com/Access_eforms
Linkedin - https://www.linkedin.com/company/accessefm/
On today's episode:
Mike Kelley, VP Sales, Access EForms - https://www.linkedin.com/in/mike-kelley-56696710
Kevin Hogan, Sales Representative-Western Region, Access EForms - https://www.linkedin.com/in/kevin-hogan-18500a11
Clayton Homme, Director of Current Customer Accounts - https://www.linkedin.com/in/clayton-homme-12460b96
On today’s episode, Access EForms COO Davin Marceau hosts a special guest, JP Dinnell of Echelon Front. Discipline equals Freedom describes the belief system of high achievers, but was based on a training philosophy made popular by a Leadership Consultant group of Navy SEALS, Echelon Front. JP Dinnell runs a the Field Operations and Business Development portion of their team and sits down with Davin for a conversation about how that philosophy has been adopted by organizations and the affect on their businesses.
Be sure to leave a review and connect with us.
Subscribe and Follow to Maintain the “Leadership Mindset”
Facebook - https://www.facebook.com/AccessEFM/
Twitter - https://twitter.com/Access_eforms
Linkedin - https://www.linkedin.com/company/accessefm/
On today's episode:
Davin Marceau, COO, Access EForms - https://www.linkedin.com/in/davinmarceau/
JP Dinnell, Director of Tactical Training Programs, Echelon Front - https://www.linkedin.com/in/jeremiahdinnell
On today’s episode, Access EForms COO Davin Marceau sits with CEO Tim Elliott to discuss how remote work has been the new norm to fight the global pandemic. However, Access has been doing this since 2004. Today, they share what's worked, what hasn't and lessons they've learned in the process.
Be sure to leave a review and connect with us.
Subscribe and Follow to Maintain the “Leadership Mindset”
Facebook - https://www.facebook.com/AccessEFM/
Twitter - https://twitter.com/Access_eforms
Linkedin - https://www.linkedin.com/company/accessefm/
On today's episode:
Tim Elliott, CEO, Access EForms - https://www.linkedin.com/in/tim-elliott-b84b39a/
Davin Marceau, COO, Access EForms - https://www.linkedin.com/in/davinmarceau/
On today’s episode, Access EForms COO Davin Marceau sits with CEO Tim Elliott to discuss how healthcare has been using their product to help fight the global pandemic. Some organizations have a unique solution to help hospitals fight, and some organizations have fostered a culture that leads to being in a position to help when the time is needed.
Be sure to leave a review and connect with us.
Link to COVID19 Response for Healthcare.
Subscribe and Follow to Maintain the “Leadership Mindset”
Facebook - https://www.facebook.com/AccessEFM/
Twitter - https://twitter.com/Access_eforms
Linkedin - https://www.linkedin.com/company/accessefm/
On today's episode:
Tim Elliott, CEO, Access EForms - https://www.linkedin.com/in/tim-elliott-b84b39a/
Davin Marceau, COO, Access EForms - https://www.linkedin.com/in/davinmarceau/
Understanding your clients position, it allows you to resolve their challenges in a genuine manner. Connecting to your clients and genuinely connecting with their needs can make the negotiation easier for both parties, even if you both leave with something less than what you intended.
On today’s episode, Access EForms completes the 3rd installment of a 3-part miniseries, Negotiations. COO Davin Marceau sits with CEO Tim Elliott to discuss their approach to this process, how "Never Split the Difference" fueled their education behind this topic, and some stories around how negotiations had gone wrong in the past.
Be sure to leave a review and connect with us.
Link to "Never Split the Difference".
Subscribe and Follow to Maintain the “Leadership Mindset”
Facebook - https://www.facebook.com/AccessEFM/
Twitter - https://twitter.com/Access_eforms
Linkedin - https://www.linkedin.com/company/accessefm/
On today's episode:
Tim Elliott, CEO, Access EForms - https://www.linkedin.com/in/tim-elliott-b84b39a/
Davin Marceau, COO, Access EForms - https://www.linkedin.com/in/davinmarceau/
Understanding your clients position, it allows you to resolve their challenges in a genuine manner. Connecting to your clients and genuinely connecting with their needs can make the negotiation easier for both parties, even if you both leave with something less than what you intended.
On today’s episode, Access EForms shares Part 2 a 3-part miniseries on Negotiating. COO Davin Marceau sits with CEO Tim Elliott to discuss their approach to this process, how "Never Split the Difference" fueled their education behind this topic, and some stories around how negotiations had gone wrong in the past.
Be sure to leave a review and connect with us.
Subscribe and Follow to Maintain the “Leadership Mindset”
Facebook - https://www.facebook.com/AccessEFM/
Twitter - https://twitter.com/Access_eforms
Linkedin - https://www.linkedin.com/company/accessefm/
On today's episode:
Tim Elliott, CEO, Access EForms - https://www.linkedin.com/in/tim-elliott-b84b39a/
Davin Marceau, COO, Access EForms - https://www.linkedin.com/in/davinmarceau/
If you are in a bargaining position and you're not able to separate from the emotion of the moment, you've got to walk away or pass off to someone else. Otherwise, it will end badly.
On today’s episode, Access EForms kicks off a 3-part miniseries on Negotiating. COO Davin Marceau sits with CEO Tim Elliott to discuss their approach to this process, how "Never Split the Difference" fueled their education behind this topic, and some stories around how negotiations had gone wrong in the past.
Be sure to leave a review and connect with us.
Subscribe and Follow to Maintain the “Leadership Mindset”
Facebook - https://www.facebook.com/AccessEFM/
Twitter - https://twitter.com/Access_eforms
Linkedin - https://www.linkedin.com/company/accessefm/
On today's episode:
Tim Elliott, CEO, Access EForms - https://www.linkedin.com/in/tim-elliott-b84b39a/
Davin Marceau, COO, Access EForms - https://www.linkedin.com/in/davinmarceau/
Part 2 of 2 - Successful partnerships continue to be the standard to create synergy among teams. A breakdown in communication between teams can led to breakdown in partnerships that are crucial for the success of your business.
On today’s episode, Access EForms's VP of Marketing Cody Strate takes some time to discuss the value of partnerships with CTO, Chuck Demaree and Director Robert True and how they impact our business. See more from Access EForms below:
Be sure to leave a review and connect with us.
Subscribe and Follow to Maintain the “Leadership Mindset”
Facebook - https://www.facebook.com/AccessEFM/
Twitter - https://twitter.com/Access_eforms
Linkedin - https://www.linkedin.com/company/accessefm/
On today's episode:
Cody Strate, VP of Marketing - https://www.linkedin.com/in/cody-strate-26543412
Chuck Demaree, CTO, Access EForms - https://www.linkedin.com/in/chuck-demaree-3339517
Robert True, Director Strategic Alliances, Access EForms - https://www.linkedin.com/in/robert-true-66242a123
Successful partnerships continue to be the standard to create synergy among teams. A breakdown in communication between teams can led to breakdown in partnerships that are crucial for the success of your business.
On today’s episode, Access EForms's VP of Sales Mike Kelley takes some time to discuss the value of partnerships with HR Director, Ginny Hatch and CIO Scott Fuller and how they impact our business. See more from Access EForms below:
Be sure to leave a review and connect with us.
Subscribe and Follow to Maintain the “Leadership Mindset”
Facebook - https://www.facebook.com/AccessEFM/
Twitter - https://twitter.com/Access_eforms
Linkedin - https://www.linkedin.com/company/accessefm/
On today's episode:
Mike Kelley, VP of Sales - https://www.linkedin.com/in/mike-kelley-56696710/
Scott Fuller, CIO and CISO, Access EForms - https://www.linkedin.com/in/scott-fuller-b6b93821
Ginny Hatch, HR Director, Access EForms
There's not a clear connection from the healthcare industry and a copier dealership. Unless, you're familiar with the story of Access E Forms.
On today’s episode, Access EForms CEO Tim Elliott sits down with VP of Innovation Cody Strate to share the story of fire ants, tractors, copiers and electronic consent. See more from Access EForms in the show notes below:
Be sure to leave a review and connect with us.
Subscribe and Follow to Maintain the “Leadership Mindset”
Facebook - https://www.facebook.com/AccessEFM/
Twitter - https://twitter.com/Access_eforms
Linkedin - https://www.linkedin.com/company/accessefm/
On today's episode:
Tim Elliott, CEO, Access EForms - https://www.linkedin.com/in/tim-elliott-b84b39a/
Cody Strate, VP of Strategy and Innovation - https://www.linkedin.com/in/cody-strate-26543412
Understanding your role, the affect it has on the business and how to help team members strive to owning the customer experience are crucial when looking at front vs back stage.
Be sure to leave a review and connect with us.
Subscribe and Follow to Maintain the “Leadership Mindset”
Facebook - https://www.facebook.com/AccessEFM/
Twitter - https://twitter.com/Access_eforms
Linkedin - https://www.linkedin.com/company/accessefm/
On today's episode:
Tim Elliott, CEO, Access EForms - https://www.linkedin.com/in/tim-elliott-b84b39a/
Cody Strate, VP of Marketing, Access EForms - https://www.linkedin.com/in/codystrate/
Mike Kelley, VP of Sales, Access EForms - https://www.linkedin.com/in/mikekelley/
Doing the small things with discipline, pride and a high level of execution on par with the things that you actually love to do, that is the mark of an impactful leader.
On today’s episode, Access EForms COO Davin Marceau sits down with CEO Tim Elliott to discuss discipline. See more from Access EForms in the show notes below:
(1:18)
COO Davin Marceau calls out the stark contrast about the different models of leadership that he observed and the leadership that CEO Tim Elliott learned.
(2:05)
Foreman on the Montana ranch, Jim, was a former Navy Frog-man (aka SEAL) from Vietnam and his strict discipline shaped the lens that Davin made decisions by.
(3:20)
An example was shared from a terrible training accident gone wrong and how emotionless the leadership needs to be when stakes are life and death - that standard of focus and discipline is meant to be held up because performance isn't a "nice to have", it's that way to stay alive.
(5:06)
COO Davin also shares how different even the levels can be depending on which unit in the military you're leading. There are levels of autonomy and the influence you try to deploy won't work with various types of teams.
(6:23)
CEO Tim Elliott talks about how an impactful entrepreneur shares a very meaningful story that helped him to cultivate credibility and a work ethic with his peers and those he led.
(7:48)
Learning that he needed to blaze his own path, CEO Tim Elliott talks about how he didn't really need to set himself apart, because he had to do the worst job for years that physically showed the example of hard work.
(9:03)
Being willing to allow people in your inner circle that don't think the same way that you do shows confidence, when you may not have the answers but trusting the organization to collaborate to create the solutions the company needs. Through discipline.
(10:09)
What does taking a dispatch switchboard have to do with sales and revenue?
(10:51)
When an entrepreneur helps their team see the vision and WIIFM (What's In It For Me?) for those team members, it changes the responsibility of discipline back on the leader, and raises the standard for the team.
(12:25)
CEO Tim Elliott shares that there are built in advantages to authoritative leaderships model, similar to the military, however it simply isn't his style or has been his experience.
(13:30)
The 1st Discipline of Davin - Purpose
(13:52)
COO Davin Marceau shares a specific story from Airborne Ranger school to illustrate the differences between a reason and a purpose.
(14:55)
As you're building teams, you're wanting to extract the reason and motivation that fuels their work.
(16:08)
COO Davin Marceau shares an interview question that he strives to ask himself everyday that he wakes up.
(17:26)
A physical example that he believes his responsibility is, reveals the 2nd Discipline of Davin - Passion.
(18:04)
Ferdinand Falk - "Powerful person on earth, is the Human soul on fire."
(19:08)
You feel the change in the organization when the leader is truly passionate about what the mission is and the way they conduct themselves when adversity hits.
(19:54)
CEO Tim Elliott admits that while they have had some very bright team members, they haven't had the passion or purpose and that limited the effectiveness that they have in the organization.
(20:56)
Your Team Becomes A Reflection Of Their Leader. You.
(21:43)
3rd Discipline of Davin - Discipline
(22:16)
There will be small tasks and deliverables that you don't enjoy. That's the reason why you must do them with the same tenacity as the thing you truly love and enjoy to get done.
(23:20)
Admiral Mcraven shared with a graduating class from the University of Texas the importance of the small things you need to do everyday.
(24:26)
Putting your feet on the floor every day - it's not done because you need to or want to, but you do it because it is an extension of who you are.
(25:10)
The small things that were tough to do has led CEO Tim Elliott to some thing that he's learned to enjoy over time - the financials and financial health of the organization is now an exercise he can excel in and look forward to because he's forced himself to get it done.
(26:08)
"Proceduralize the mundane" - what is this?
(26:39)
Be sure to leave a review and connect with us.
Subscribe and Follow to Maintain the “Leadership Mindset”
Facebook - https://www.facebook.com/AccessEFM/
Twitter - https://twitter.com/Access_eforms
Linkedin - https://www.linkedin.com/company/accessefm/
On today's episode:
Tim Elliott, CEO, Access EForms - https://www.linkedin.com/in/tim-elliott-b84b39a/
Davin Marceau, COO, Access EForms - https://www.linkedin.com/in/davinmarceau/
Teams become a reflection of their leadership. So, your values of being Humble, Hungry, and Smart first need to be shared by you.
On today’s episode, Access EForms COO Davin Marceau sits down with CEO Tim Elliott for a discussion on core values. The books and experiences that led Tim to develop the three components at Access E Forms are shared today. See more from Access EForms in the show notes below:
(1:12)
COO Davin Marceau brings into focus the disconnect that a business will have if the behavior of leadership doesn't fall in line with core values.
Ideal Team Player, Patrick Lencioni - https://www.tablegroup.com/books/ideal-team-player/
(1:38)
CEO Tim Elliott was at a seminar with Dan Sullivan, Strategic Coach where he heard about how impactful a book from Patrick Lencioni was for clear communicating the values of an organization.
(2:20)
Before the clear core values were established, there were tests that measured how people behaved, not what the values the company had. So it was tough to share how the company believed with their team members.
(2:45)
CEO Tim Elliott shares that after reading and listening the book, he talked about how difficult it was to face the mistakes they made in hiring and team alignment.
(3:34)
CEO Tim Elliott talks about the importance of the right "makeup" inside of their team members need to be aligned with these values.
(4:02)
The book was referred to again in a podcast CEO Tim Elliott was listening to, Chasing Excellence - Ben Bergeron and it amplified how important these values are.
(https://podcasts.apple.com/us/podcast/chasing-excellence/id1170629044)
(4:31)
These values are now the lens to see things through, even evaluations mid-year for the organization.
(5:09)
Humility
First thought was being meek, or reserved. That is wrong - it truly is a measure of how coachable the person can be and apply the coaching within the organization.
(5:34)
There are several team members that operate better with the critical feedback needed in order to improve their performance.
(6:12)
COO Davin Marceau talks through the importance of challenging the integrity and strength of your team and your clients in order to communicate your beliefs.
(7:04)
The greatest ideas that are from those around him and helping him to see a different perspective.
(7:39)
CEO Tim Elliott shares how much he can appreciate the impact on culture this hiring discipline has spilled over into decision making on other key topics. Personnel and strategic alignment with other executives are impacted by these assessments, while also giving the company critical information into how to work with people of different backgrounds.
(7:48)
Hunger
Too much of it could be construed as greed. But, it needs to be present in order to be measured. It is one characteristic that can't be coached.
(9:02)
COO Davin Marceau talks about what happens when people title chasing and having a lack of humility.
(9:35)
Working hard but having two motives - 1) it is who I am, versus 2) what I'm going to get.
(10:04)
What are the two types of employees? COO Davin Marceau explains what they observe when the two types are in front of them.
(10:51)
Understanding the value component of what you're providing to the organization.
(11:20)
CEO Tim Elliott shares an internal metric he uses for team members, Can we live without you and could the company could be better if you're not here?
(11:51)
Driven motivated by a dollar figure hasn't produced a stellar performer.
(12:02)
Smart - A laugh is shared about how this doesn't mean a high grade point average
Really can be defined by having a high "Emotional intelligence"
(12:38)
Counterfeit yes. What is it?
(13:04)
What do you observe in your audience and how your demeanor affects those around you - being aware of the impact of your body language.
(13:34)
Lip service and people saying one thing and doing another challenges how a leader listens to their team.
(14:10)
The importance of listening with an "empathetic ear"
(14:37)
Front-stage (upcoming podcast) and back stage explanation
(15:27)
Knowing what sort of needs you have as an organization for each role before you assess candidates will help you keep in line with your core values.
(16:50)
In no way is the company perfect at hiring for these characteristics, but they will not compromise on their adherence to those values.
(17:38)
The process of hiring for the characteristics and values was recently done and COO Davin Marceau talks about the entire experience and what transpired.
(19:04)
Changing the entire process in order to evaluate a decision by committee approach and understanding how the organization would have accepted the new candidate.
(20:29)
Kolbe assessment shares how they process problems - doesn't fit with what they do and what are the "red flags" that person had.
(21:30)
In the end, when someone shows defensiveness, it can't be what a leader has - clients will eventually put that pressure on your organization and therefore reveal something the company can't risk hiring.
(22:09)
The waving "red flags" although weren't real, caused enough agitation in order to understand the "makeup" of that candidate and it didn't align with the organization.
(24:18)
Can you stomach being around this person and those flags popped up - not letting a need dictate a timeline.
(24:40)
When the leaders of an organization operate by these values, the actions and mechanics of the business will change to reflect those values. It helps to add continuity to your team.
(25:47)
The lesson extracted - Hire Slow, Fire Fast.
(26:04)
Are you willing to continue to compromise performance if someone doesn't operate in accordance with your values?
(26:40)
Fear can creep in when you compromise adherence to your company values.
(27:32)
The importance of seeking alignment with your values set will only gain traction if you the leader are exuding those characteristics.
(28:12)
COO Davin Marceau shares those that suffer the consequences if and when you don't adhere to those values.
Subscribe and Follow to Maintain the “Leadership Mindset”
Facebook - https://www.facebook.com/AccessEFM/
Twitter - https://twitter.com/Access_eforms
Linkedin - https://www.linkedin.com/company/accessefm/
On today's episode:
Tim Elliott, CEO, Access EForms - https://www.linkedin.com/in/tim-elliott-b84b39a/
Davin Marceau, COO, Access EForms - https://www.linkedin.com/in/davinmarceau/
Often, thinking you can bypass your process and force a fit leads to a lose/lose for the company and the candidate.
On today’s episode, Access EForms COO Davin Marceau sits down with CEO Tim Elliott for a discussion on building your team, aligning your hiring with the customers need, your capabilities, and the strengths of the individual. See more from Access EForms in the show notes below:
(1:08)
COO Davin Marceau discusses hiring and people and CEO Tim Elliott about what his rules are about that topic.
(1:44)
After 30 years in business, Tim breaks down the tendency of organizations that reveal a pattern in your hiring. That pattern can be improved and tools can be leveraged for optimization.
(2:05)
Simply put, are they a fit for our team?
(2:25)
CEO Tim Elliott uses two tools that has led him to navigating this topic:
Clifton Strength's Finder - https://www.gallup.com/cliftonstrengths/
Kolbe's - https://secure.kolbe.com/k2/show_takeIndex/indexType_A
(3:12)
COO Davin Marceau talks through the impact of making this decision incorrectly. The impact doesn't stop at the hiring manager or Human Resources, it impacts the culture.
(4:02)
The instructions and attention to detail for the candidates communicates how they work and provides Access the necessary information they need in order to screen to the next step.
(4:49)
100% of the time you believe that you're able to bypass an internal process, it works against the company and creates more headache and heartache.
(5:42)
"Crowdsourcing" apps provide a great illustration of how to compile information quickly, then display an alternative direction forward that may run against logic in the beginning, however, leads to a similar scenario when you try to shorten the "short-cut".
(7:01)
One of the tools that is used to evaluate talent, Kolbe A Index, gives the hiring team the ability to see how someone thinks and how they solve problem.
(7:52)
COO Davin Marceau provides insight into how the results of these tests give insight in how the different results interact with each other. Some don't play nicely together.
(8:56)
An example of how this affects culture is how Davin (COO) and Tim (CEO) interact with each other and view information, relative to the decision.
(9:36)
CEO Tim Elliott shares how much he can appreciate the impact on culture this hiring discipline has spilled over into decision making on other key topics. Personnel and strategic alignment with other executives are impacted by these assessments, while also giving the company critical information into how to work with people of different backgrounds.
(10:28)
Building trust in the process sounds good, however without the deliberate analysis of going back to the data and a conversation, helps Access to make better decisions.
(11:28)
Setting your ego to the side when you're making decisions, especially decisions like hiring, is very critical.
(12:12)
There are components of these tools that give Tim and Davin better information about the candidates, like "Quick Start" or "Follow Through".
(13:11)
The Clifton's assessment gives 34 different characteristics and shows how a candiate's strengths work for or against them. This also provides the company unique insight into how the job-seeker would impact the company's culture, if they're a fit.
(14:21)
Understanding how people react and respond to coaching gives Access the ability to keep folks in their strengths. This leads to more production and happier people in a more advantageous position.
(15:31)
What is 8832? COO Davin Marceau reveals that he arranges and learns, while talking about the breakdown of how he makes decisions.
(16:34)
Having relationship skills that are strengths, especially in a position that requires a candidate to build relationships will give folks a huge advantage coming to work daily.
(17:27)
COO Davin Marceau talks through an executive on the team that recently discovered how impactful aligning the assessments with his work has been.
(18:03)
CEO Tim Elliott asks the listeners to share their experiences with these assessments and asks for feedback from you in the reviews section of this podcast.
(18:47)
Applying what you learned from these assessments isn't a one size fits all - Access has found that there are nuances to making sure they continue to improve their process, following through into checking references for instance.
(19:17)
Even if someone is able to hit all of the predetermined criteria, the best way to validate your findings is to do reference checks.
Subscribe and Follow to Maintain the “Leadership Mindset”
Facebook - https://www.facebook.com/AccessEFM/
Twitter - https://twitter.com/Access_eforms
Linkedin - https://www.linkedin.com/company/accessefm/
On today's episode:
Tim Elliott, CEO, Access EForms - https://www.linkedin.com/in/tim-elliott-b84b39a/
Davin Marceau, COO, Access EForms - https://www.linkedin.com/in/davinmarceau/
As leaders, we can quickly point to our people if things don't go as planned. However, as leaders we need to examine how we could have instructed better, been more deliberate with mentoring and helped our team perform better.
On today’s episode, Access EForms COO Davin Marceau sits down with VP of Sales Mike Kelley for a discussion on owning your mistakes and what disappoints you about your team. See more from Access EForms in the show notes below:
(1:08)
Having reflected on the past year, there have been many changes in your team, in your business and in the market.
(1:22)
COO Davin Marceau asks the question, what disappoints you most about your team, a rather deep topic.
(2:02)
VP of Sales Mike Kelley admits there may be things that he is disappointed about, however when we examine the things they really are things we'd like to change about ourselves.
(3:12)
VP of Sales Mike Kelley gives a real-life example of parking his car on one side of the street, then walking up one side and then go up the other side. The grind and discipline for sales folks reinforces how important the mechanics and work ethic associated with the numbers game that is sales.
(5:15)
COO Davin Marceau shares the reality that when you examine the workload, a high volume of calls doesn't always equate to a larger conversion or high revenue number.
(6:41)
VP of Sales Mike Kelley shares the frustration and disappointment when folks that blindly do the work, but rather leave the learning component to your work, you have wasted time.
(7:49)
He continues to share, a "tag" section within the CRM they leverage in order to share how to efficiently surface the detail within the account and train someone how to notice the details, if they take the time.
(9:32)
Marketing leads aren't free. So, understanding the value of each phone call and each email can help to bring into focus the importance of the details as a producer.
(10:29)
VP of Sales Mike Kelley shares a personal story of how taking a short cut worked against him and his son.
(11:12)
Mike continues to share how when you change your focus as a producer, the ability to pay attention to the details AND analyze the way to adequate run a territory.
(12:25)
"Don't rush to failure." - COO Davin Marceau summarizes what he's heard from Mike.
(13:01)
VP of Sales Mike Kelley admits that he's got plenty of room to improve when it comes to the standard he believes to be the most important for success on his team.
(13:58)
Being able to take critical feedback from your team, from your mentors, and deliver consistent results challenges each member of the producer side of the house to be better in their interactions.
(14:58)
VP of Sales Mike Kelley talks about the need to understand the difficult things to do, like inputing data into the CRM, still need to be done rather than only work in the areas of your strengths.
(16:12)
COO Davin Marceau shares that the need for training and effort before they're on the field, because we always default to our lowest level of preparation.
(17:14)
Industry materials for each of the stakeholders can help increase the quality of your performance, however, you'll still need to be in the field and in front of customers. That's where your willingness to do the hard work, when it's not convenient, will help you move forward.
(18:16)
There's no such thing as bad teams. Only bad leaders. COO Davin Marceau talks through a story that Jocko Willink (former Navy SEAL) talks about a training evolution on the value of leading by example.
(19:44)
If you're disappointed about the performance of your team, as a leader, you need to understand that is a reflection of you.
(21:21)
COO Davin Marceau admits he could have put his team in a much better position if he had empowered his team. It resulted in a change in how he positioned the team and his willingness to ask his team to "lead him" and being willing to share the hard things to say.
(23:15)
The services team example serves as an great lesson on the organizations opportunity for growth. The leaders's responsibility is to be more open and transparent, therefore making it less challenging to lead up the chain of command.
(23:48)
A diverse group of talent and people can produce a hard situation for people to navigate. However, that's where a group can have open and honest conversations with each other, that increases your chances of success.
(25:04)
When you as a junior leader don't share the information with your leader, you don't align them with the best strategic outcome or put them in the best position to win.
(26:10)
A real life example that VP of Sales Mike Kelley shares is when he approaches a customer incentive example to operator of the company. That scenario comes with it the financial projections, the impact on the bottom line, as well as the potential outcomes, so the operator can make the best strategic decision.
(27:07)
Mike and Davin share a laugh about how off-track they got as a result of examining what they were disappointed in their team about, and the conversation turned into how they were really disappointed in their performance as leaders and what they will change going forward.
Subscribe and Follow to Maintain the “Leadership Mindset”
Facebook - https://www.facebook.com/AccessEFM/
Twitter - https://twitter.com/Access_eforms
Linkedin - https://www.linkedin.com/company/accessefm/
On today's episode:
Mike Kelley, VP of Sales, Access EForms
Davin Marceau, COO, Access EForms - https://www.linkedin.com/in/davinmarceau/
It doesn't feel good to say "good" when you mistakes. However, that friction helps to bring out the greatness that you expect from you and your organization.
On today’s episode, Access EForms COO Davin Marceau sits down with CEO Tim Elliott to reflect and review what would have been different in 2019. The practice of evaluation for forward progress helps weed out broken processes and exposes "hard to diagnose" problems, providing a clearer path to success. See more from Access EForms in the show notes below:
(1:08)
COO Davin Marceau asks CEO Tim Elliott about what would have be done differently.
(1:44)
There were a massive number of changes to the organization's product set, the way the organization sold and each department went through some noticeable changes in operations. That was a painful process to execute, but a learning process.
(2:39)
Transition from a product/solution set of what the customers have asked for in the past, to a more concentrated approach to executing 2-3 things, versus 50 different things during the year of 2019.
(3:32)
CEO Tim Elliott grades how well the company did, how well he did as a leader and poses the question back to COO Davin Marceau for his perspective.
(4:15)
COO Davin Marceau admits that the changes that the organization's direction is in a healthy place. Focusing on the human element, in addition to the bottom-line financial impact, has revealed each departments needs going into 2020.
(5:24)
Being focused, but caring about people in the process. COO Davin Marceau talks through the primary responsibility of his role and how the execution of the last year revealed what he could do better.
(6:06)
CEO Tim Elliott uses an analogy of swinging an axe to make large cuts at a tree trunk for the last year and how important being able to fine-tune the swings going into the upcoming one will be.
(6:42)
Even driving a performance car, if the tires go flat, your execution will have noticeable gaps. Doing one thing, and doing the one thing really well.
(7:14)
CEO Tim Elliott talks through how emotional running the business can be when work isn't getting done with someone who was trusted to get a job done at a high level.
(8:17)
The takeaway from the bigger cuts in the beginning of the year helped the executive team understand the balance needed in order to support the business and partners, as well as focus on fine tuning the performance of each department.
(9:17)
This reflection process doesn't bear the fruit of substantive change, unless there is a deliberate moment on the calendar to evaluate how effective the changes were for the organization. That will be done in Q1 of 2020.
(9:52)
COO Davin Marceau helped keep in perspective how important and how much time a larger partner like the Cerner relationship took of his focus, versus the servicing of existing customers.
(10:38)
CEO Tim Elliott lives the leadership principles that are on the walls of the company. He admits how humbling walking through the challenges of the past year can be while recording a podcast, for the world to hear. But, that shows the example of being able to grow through adversity.
(11:28)
Difficult to look back at the previous year and say "good". The adversity is what led the company and the leadership team to be better.
(12:22)
COO Davin Marceau shares a story he tells his son about growing through the struggles.
(13:09)
CEO Tim Elliott talks through how to properly calibrate your expectations when you're observing other people go through their struggles. Everyone goes through struggle, but within reason, folks do not always perform consistently. Over time, you're able to have forward motion and progress if you can consistently execute even when it isn't convenient.
(14:33)
CEO Tim Elliott shares how he thinks when a customer gives him feedback if the organization falls short of the expectation. He looks forward to evaluating a process to increase consistency and avoid some of the pitfalls that come with problems.
(15:28)
CEO Tim Elliott shares a story of how he views adversity and struggle. His story is a practical guide of dealing with challenges and problems, both internally and externally.
(16:39)
Process. Problems. Or Evaluation. These three are pivotal pieces of moving forward through challenges.
(17:27)
COO Davin Marceau shares the core value of Access and how to make your patient's life better in what they do.
(18:09)
Fine-tuning and taking a chisel to projects in 2020 will be the discipline of CEO Tim Elliott's work.
(19:08)
COO Davin Marceau shares which priority he will be dedicated to and his process for handling that change. The people that are affected by the work he does every day and the process in which their work is evaluated are the two biggest priorities for the upcoming year.
(19:47)
Having a new year, a new source of excitement and energy can be felt at the end of the year if you're intentional in evaluating how effective your work was. That energy can fuel your work into the changes necessary to be more effective, more efficient, and more impactful for the new year.
Subscribe and Follow to Maintain the “Leadership Mindset”
Facebook - https://www.facebook.com/AccessEFM/
Twitter - https://twitter.com/Access_eforms
Linkedin - https://www.linkedin.com/company/accessefm/
On today's episode:
Tim Elliott, CEO, Access EForms - https://www.linkedin.com/in/tim-elliott-b84b39a/
Davin Marceau, COO, Access EForms - https://www.linkedin.com/in/davinmarceau/
Calling it what it is. Work/Life balance is defined by folks as being able to do what they want, when they want to. That’s just not reality. Real life doesn’t work like that.
On today’s episode, Access EForms COO Davin Marceau sits down with CEO Tim Elliott. If you’ve heard the phrase “work/life balance”, hear from two exectuives of a business growing month over month for the last two years, and their takeaways from that concept. See more from Access EForms in the show notes below:
(1:14)
CEO Tim Elliott admits there is an ambiguous definition of whatever balance truly means.
(2:04)
Averaging out where reality is and what you’re striving to accomplish. Balance as a concept is very strange.
(2:39)
COO Davin Marceau talks about how 168 hours are a fact for each week, so to expect to grow an organization, build a family and equally balance all of that is unrealistic. There’s not accomplishing a center point.
(3:32)
COO Davin Marceau talks about how he’s learned that Simon Sinek talks about how there is a true fallacy of “Work/Life balance” and compares As the pendulum swings back and forth from one side to the other, the seasons of life will always
(4:28)
CEO Tim Elliott admires how his family stayed together and his wife stayed with him as he built a business at the same time as his children were young and growing.
(5:24)
CEO Tim Elliott talks about how gut-wrenching it can be to be asked to introduce yourself back to the kids, because things will fall out of balance from time to time. Especially how family spills over into work and how those lines become blurred constantly.
(6:25)
Because there is a clear performance standard that is met, there comes a time when you can build towards the “free days”.
(6:52)
When that happens, sometimes those closest to you can help you to build confidence in how much you’re needed. But also, needed back at the office, not at the house anymore!
(8:04)
COO Davin Marceau talks about how much of his time his family wants versus what they need. Adequately managing your time as a leader will always be the difference in your ability to truly hit your goals and the work/life balance.
(9:32)
When you’re on top, you may enjoy the fruits of your labor that is truly only more like 5% of the time. It’s the 95% of the time that is full of pressure and stress as the leader, to ensure the bottom line is met and folks are taken care of.
(10:41)
COO Davin Marceau acknowledges that development into your leadership means that you’ll need to evaluate your ability to train those coming along.
(11:22)
CEO Tim Elliott admits that there isn’t a true balance as a leader unless you’re able to track the milestones and activity towards those milestones. As an organization, there are best practices that folks can train to, but ultimately trust within the business is what leaders are looking for.
(13:05)
Having the support there as a team, leaders can measure how they’ve been balancing their time, if their subordinate leaders are adequately able to handle these challenges.
(13:58)
CEO TIm Elliott shares a best practice of not checking your email early in the morning and instead using your time to put your brain in a calmer state, like meditation.
(15:22)
COO Davin Marceau observes the differences in leadership styles when it comes to balance the creativity uniquely reserved for the creatives or energizers of the business.
(16:29)
When you have an organization that shares honestly and openly about the quality of their ideas, you’ll have a fruitful pathway forward. They share the differences between the previous years.
(17:28)
COO Davin Marceau shares how their organization decided to pass up revenue streams and instead, admitting there are more important focuses.
(18:31)
CEO Tim Elliott completes the thought of how tough it has been to not chase opportunities, rather, focus their attention on what they do best, versus the dopamine release of chasing something only to be needed or wanted.
(19:16)
COO Davin Marceau and CEO Tim Elliott share that even the scary truth can be difficult to talk about, but without that conversation, folks can’t be trusted when the tough times present themselves.
(20:03)
CEO Tim Elliott admits that it’s truly better to work on worthy problem, versus searching for a problem to dive into.
(21:09)
CEO Tim Elliott shares the ability to look back at all of the challenges of your day and realize how much further you’ve come. Literally acknowledging that you’re better at 6p than you were at 6a, and that practice being an intentional part of your routine weekly, monthly, quarterly and annually.
Subscribe and Follow to Maintain the “Leadership Mindset”
Facebook - https://www.facebook.com/AccessEFM/
Twitter - https://twitter.com/Access_eforms?s=20
Linkedin - https://www.linkedin.com/company/accessefm/
Tim Elliott, CEO, Access EForms - https://www.linkedin.com/in/tim-elliott-b84b39a/
Davin Marceau, COO, Access EForms - https://www.linkedin.com/in/davinmarceau/
To know that the CEO doesn’t need to create 50 great things, rather, set the focus on accomplishing 2 or 3 things that becomes the driving force for change internally and something the team can rally around.
On today’s episode, Access EForms CEO Tim Elliott and COO Davin Marceau admit what has been their biggest learning lesson of 2019? To understand that learning happens when you're experiencing growth and generally from a mistake is a rare thing for an organization to share.
See more from Access EForms below:
SHOW NOTES:
(1:03)
Davin Marceau talks about communication with key stakeholders and why a plan is the most critical to success.
(1:48)
Tim Elliott talks through the importance of having a vision, but only with a plan for execution. Just having great ideas doesn’t get much done day to day.
(2:52)
Accountability towards a written plan and measurement towards an agreed upon standard of performance gives responsibility both up and down the organizational chart.
(3:46)
Responding to the changes that come with a result of working through your plan and adequately addressing “Gap and Gain”, doesn’t make the process easier, but it does remind you of the importance of having the plan written out.
(5:20)
Even as the written plan was a very thoughtful and deliberate process, you can find that there are still holes or pitfalls that expose themselves along the way.
(6:05)
CEO Tim Elliott clearly delineate the difference between team members and those that just wear the team’s jersey.
(6:38)
“Wisdom is the application of knowledge and experience.” Davin Marceau talks about how this principle applies to not only the pieces of the plan that are difficult, but also it draws folks in closer as the plan gets worked through.
(7:37)
CEO Tim Elliott looks back to 2008 and tells a story about how dangerous it can be if you let up mentally towards the objective.
(8:35)
The amazement that a CEO can experience once the pressure builds and the optimal performance standard is expected and reinforced.
(9:47)
The evaluation talent to find the best fit, rather than go get the best people for the role.
(10:14)
Davin Marceau talks about how much more efficient the organization becomes, even as the personnel number and operational footprint is reduced.
(10:56)
Change who you are, you really just change how you do things. You stop trying to be everything to everyone, you start to focus your attention on serving a small niche and increasing your competence towards that standard.
(12:15)
COO Davin Marceau admits that the vision is solely as useful as the execution of the vision. The challenge of changing your mindset and beliefs around your capability changes when you challenge yourself.
(13:25)
How much more fun is your day to day, when as the CEO you see folks accomplishing their goals? It leads to a momentum building scenario as folks buy-in to the process.
(14:20)
CEO Tim Elliott gives kudos to the leadership team by their ability to execute the plan.
(14:50)
Davin Marceau admits how difficult it can be to chase a pivot, rather than execution of the process.
(15:18)
Hearing two executives go back and forth with friendly banter, jabbing at their strengths and admitting that laughter can ease the tension and still uphold a high standard.
(15:42)
When the vision gets carried down to the levels in the organization where the CEO isn’t the only one championing the message, that’s when it can truly affect change.
(16:28)
Being able to execute on the top 1 or 2 things gives more life and energy to the organization than being mediocre on 40 things.
Subscribe and Follow to Maintain the “Leadership Mindset”
Facebook - https://www.facebook.com/AccessEFM/
Twitter - https://twitter.com/Access_eforms?s=20
Linkedin - https://www.linkedin.com/company/accessefm/
Tim Elliott, CEO, Access EForms - https://www.linkedin.com/in/tim-elliott-b84b39a/
Davin Marceau, COO, Access EForms - https://www.linkedin.com/in/davinmarceau/
We do not see an idea that didn’t work out as a failure, there is a process to extract the greatest from the original idea.
On today’s show, Access EForms COO Davin Marceau sits down with CEO Tim Elliott and Cody Strate, VP of Strategic Initiatives. Diving into a process to understand a good idea, how to evaluate it, can it stand up to the iterative process and how to adequately communicate that vision today with this group. See more from Access EForms in the show notes below:
(1:23)
CEO Tim Elliott first explains how great ideas start. Sometimes a conversation can be heard, which leads to inspiration fueling the journey to another door that needs to be opened.
(2:29)
Without explaining context to those that don’t have a clear picture of the vision, your team will not be able to adequately attach themselves to your vision.
(3:10)
Even as the company grows into an organization, the need for focus only grows in importance.
(4:07)
VP of Strategic Initiatives Cody Strate explains these conversations can not lead to fruitful outcome, if you don’t first preference first where you started and how things progressed.
(5:47)
If a vision gets communicated to different departments within an organization, that idea will be heard differently and absorbed in a way that creates momentum in their own way.
(7:07)
CEO Tim Elliott reflects on flying to New Hampshire to get away from the regular work day and spent the entire day brainstorming on 15 different topics with VP of Strategic Initiatives Cody Strate. With that clarity of an idea session, it truly led to an empowerment towards a goal that didn’t exist prior to the session.
(9:08)
CEO Tim Elliott talks through the examination of the validity of ideas. He walks the team through his process for ensuring the quality of the idea can be executed against, or changed to be implemented.
(10:18)
COO Davin Marceau helps provide a calibrating metric to being able to assign a priority within the organization for the ideas that are set forth.
(11:29)
CEO Tim Elliott explains how a conversation can lead to an impact filter session, where this tool could be leveraged to explain all the courses of action as the idea goes from his head to the planning and execution stages.
(12:42)
When Dan Sullivan at Strategic Coach provided CEO Tim Elliott this tool of an impact filter, it empowered him to share ideas and have an understanding on what really is needed in order to execute.
(13:43)
COO Davin Marceau acknowledges that although the steps may be clearly laid out to the idea’s originator, the actual steps for implementation need to be flexible enough where it gives folks the freedom to implement, without compromising the idea’s integrity.
(15:02)
VP of Strategic Initiatives Cody Strate talks about how the time needed to draw out the plan in the impact filter serves as a speed bump for him to truly evaluate the quality of his idea.
(16:08)
COO Davin Marceau poses the question, CEO Tim Elliott says it’s easy for him to evaluate because he isn’t the one who needs to execute.
(16:58)
CEO TIm Elliott talks about the reaction to failure as a moment in time, rather than something to hold onto.
(17:36)
COO Davin Marceau understands that he is needed to always bring things down to the ground, versus always being a “yes man”.
(18:29)
VP of Strategic Initiatives Cody Strate brings into focus the importance of perspective and shares the story of the early days of YouTube and videos being upside down.
(19:28)
CEO Tim Elliott admits to the operator in the group that Tim may not be the best person to come to when the ideas are being considered for implementation.
(21:18)
A step-by-step guide on how trust is built into an organization.
(22:04)
CEO Tim Elliott conveys how humbling it can be to see the ugly side of idea that only an operator can provide, especially if there’s risk involved.
(23:10)
The iterative process of an organization goes through to take an idea from inception to implementation allows the communication of vision be much more effective.
(24:09)
COO Davin Marceau as the operator can provide the perspective of how much of a project can be completed and with the projected percentage, that gives CEO Tim Elliott and VP of Strategic Initiatives Cody Strate what they need in order to adequately make the decision to move forward or abandon the idea altogether.
Subscribe and Follow to Maintain the “Leadership Mindset”
Facebook - https://www.facebook.com/AccessEFM/
Twitter - https://twitter.com/Access_eforms?s=20
Linkedin - https://www.linkedin.com/company/accessefm/
Tim Elliott, CEO, Access EForms - https://www.linkedin.com/in/tim-elliott-b84b39a/
Cody Strate, VP of Strategic Initiatives - https://www.linkedin.com/in/cody-strate-26543412
Davin Marceau, COO, Access EForms - https://www.linkedin.com/in/davinmarceau/
Sometimes, being transparent allows you to grow beyond what you originally thought possible. As long as you’re open to learning, the strategy of being transparent will work in your favor.
On today’s episode, Access EForms CEO Tim Elliott sits down with Cody Strate, VP of Strategic Initiatives and VP of Sales Mike Kelley. The executive team at Access talked through several concepts they’ve deployed with the strategy of being transparent. Starting with the CEO Tim Elliott being transparent about their ability to deliver solutions, they dig into how the results have shown themselves with their customers. See more from Access EForms below:
SHOW NOTES:
(1:22)
VP of Strategic Initiatives Cody Strate helps outline the continuity between how your message on your website, interacts with media collateral, or come across information that helps them with context on your product or service the level of transparency will help your client decide to be apart of what you’re doing, or decide not to.
(3:13)
“Get to know quick” - this philosophy helps Mike Kelley as the VP of Sales, decide to determine a fit on the prospect side, as well as help to put the customers needs at the forefront of their software.
(5:02)
CEO Tim Elliott asks VP of Sales MIke Kelley, “What is the difference between telling how your service and product’s effectiveness is viewed by you and or the customer telling that story?
(7:15)
VP of Strategic Initiatives Cody Strate helps to bring into focus how important it is, when you do not know the direct answer the customer is looking for, to be honest and leading the customer to the answer they’re looking for in alignment with your questions.
(8:43)
When your understand the trust and desire your customers have to do what they are passionate about and your product can help them accomplish that, your interaction with them now becomes an alignment of interests, if you deploy transparency as a strategy.
(10:18)
CEO Tim Elliott summarizes what the net effect of using that strategy leads to, which is trust. That strategy of listening, even being equipped with the answers the industry is looking for, will lead to an environment where partnership is possible. The end result, with that environment, will lend itself to an innovative and effective solution.
(11:27)
Hear it once, I’ll take a note. Hear it twice, talk about it. Hear it three times, you begin to develop a solution for your customer.
(13:13)
If you truly decide that you know, before your customer’s voice has been heard, you will find yourself out of business.
(14:10)
CEO Tim Elliott talks about a time he spent with other entrepreneurs, where when the opportunity to chase money presented itself, being transparent with his team and his customers about their goals to help solve problems, leads to a unique alignment of interests and thus a much more robust customer/vendor/provider relationship that wouldn’t not have existed had the company simply chased money.
(14:43)
VP of Sales Mike Kelley talks through conversations he has with folks in the marketplace, talking about how 99 out of 100 providers have to deal with unmet expectations with the solutions they’ve purchased, which doesn’t create a great environment to have a solution oriented discussion.
(15:45)
VP of Strategic Initiatives Cody Strate talks about the importance of your reputation, controlling expectations, and understanding your customers perception of your capabilities.
(16:25)
CEO Tim Elliott talks about taking responsibility and ownership of not meeting expectations with their customers, but the power of being transparent allows you to improve your delivery, your product, and your service. This characteristic permeates throughout the organization and can lead folks to
(18:16)
VP of Sales Mike Kelley fields questions from customers regarding a request for new features. Those requests sometimes lead to an unsuccessful outcome, or “failure”. “Failure” has lead to concept called “Gap and Gain” from CEO Tim Elliott as well as created a dynamic relationship for their customers to understand that the core product, when executed the right way, will deliver.
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Cody Strate, COO, VP of Strategic Initiatives - https://www.linkedin.com/in/cody-strate-26543412
Mike Kelley, VP of Sales, Access EForms
Calling folks to grow and challenging others to be their best, that’s one of the ways you lead.
On today’s episode, Access EForms COO Davin Marceau sits down with Tim Elliott, CEO and Cody Strate, VP of Strategic Initiatives. Making mistakes, so as to create opportunities for improvement otherwise not discussed in an organization mired in bureaucracy.
See more from Access EForms below:
SHOW NOTES:
(0:58)
When you’re always comparing yourself to your best, rather than understanding how far you’ve come, you can lose steam. So, what are some of your biggest setbacks over the last few years.
(1:31)
CEO Tim Elliott talks about the topic of trust and holding people accountable being one of the biggest mistakes he’s made in the last 3 years. Actually telling folks that they are going to be held accountable was one of the practices he’s adopted as a result of this challenge.
(2:28)
CEO Tim Elliott tells a story of how the company ended up being two to three weeks behind schedule when he had made a list of all the objectives for the company to complete. Rather than things getting done, everyone left confused.
(3:42)
COO Davin Marceau talks about how the environment of making mistakes actually created an opportunity to being processes and systems into an environment.
(4:26)
A problem that VP of Strategic Initiatives Cody Strate experiences, is wanting to do things that he “may” not be great at, failed and fallen short, however that has given him the chance to learn. What do you do when you realize as a leader, when you’re not good at something?
(5:16)
When VP of Strategic Initiatives Cody Strate builds on the stories of how he’s had to deal with tasking other people with objectives, rather than giving them the reigns to run, it has led to him wanting to be restrictive.
(6:03)
By restricting folks, versus enabling, VP of Strategic Initiatives Cody Strate had learned that it can cut off creativity and individualism.
(6:40)
COO Davin Marceau talks through his ego being the problem when it comes to “rushed decisions” with people, process, or procedures.
(7:08)
Relating to other leaders, VP of Strategic Initiatives Cody Strate understands that the pressure he’s been putting on people has led to restricting progress. That experience has led to other areas of his life experiencing growth as well.
(8:17)
What information that is out there in the marketplace concerning culture, or what makes folks happier, isn’t necessarily always what is best for the organization. CEO Tim Elliott talks about those that have separated themselves and have risen to the occasion are experiencing the greatest amount of satisfaction.
(10:06)
COO Davin Marceau talks about the value of meeting and exceeding performance standards. This standard has led to an increased belief and energy to what the company can accomplish.
(11:17)
Team doesn’t always mean family. Team means that “High Performance Team” holds each other team members accountable for the results of your work and what the organization needs.
(12:17)
COO Davin Marceau admits that even as work can be compared to “family” as a supportive culture, yet families can be dysfunctional. However, in a leadership arena or the marketplace of business, teams need to care enough about each other to challenge each other and expect the standard to be upheld.
(13:36)
VP of Strategic Initiatives Cody Strate asks the question what happens to the fabric of an organization when you don’t address the mistakes head on.
(14:26)
CEO TIm Elliott answers by talking about how a team member can’t survive
(15:12)
When performance in the military isn’t at the level in which the team expects, COO Davin Marceau talks about the Ranger Battalion would also eliminate the folks who committed the act, and those with them.
(16:19)
CEO Tim Elliott addresses how the standard wasn’t met with those directly in the room and call it out for us to be a part of.
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Tim Elliott, CEO, Access EForms - https://www.linkedin.com/in/tim-elliott-b84b39a/
Davin Marceau, COO, Access EForms - https://www.linkedin.com/in/davinmarceau/
Cody Strate, COO, VP of Strategic Initiatives - https://www.linkedin.com/in/cody-strate-26543412
Standards Apply.
When those you work with share the passion they have in a way that elevates the performance of those closest to them, that’s when you have yourself a valuable member of your team.
On today’s episode, Access EForms COO Davin Marceau sits down with Cody Strate, VP of Strategic Initiatives and VP of Sales Mike Kelley. See more from Access EForms below:
SHOW NOTES:
(1:15)
How do you determine what makes the perfect team member?
(1:34)
VP of Strategic Initiatives Cody Strate talks through the challenges of working through your day and when you surround yourself with folks that are just like you, it may fuel your ego, just not help you accomplish all of your initiatives. Do not underestimate the value of diversity of thought when it comes to evaluating your team.
(2:52)
COO Davin Marceau communicates how difficult that can be to create an environment to challenge leadership to be open?
(3:55)
VP of Strategic Initiatives Cody Strate freely share their thoughts and opinions, by humbling yourself to know the characteristics needed in your team and what you bring to the table.
(4:33)
Incumbent to being the strongest behind-the-scenes, even so far as to encourage his staff to be better and challenge him to “manage his manager”. If everything is always perfect, then you can ascertain that something really is wrong, folks aren’t willing to share authenticity.
(6:36)
Core values, guide your willingness to listen to other folks.
(7:11)
Having a high standard of performance, effectively raises the level of performance of those around you. That can create animosity in those that you’re looking to bring along with you, if you don’t create an environment where feedback
(8:19)
Looking for “uncommon” characteristics in those you’re looking to lead, those you’re looking to influence, and those that have values that align with the mission of the organization, are hard to find, but being clear with your goals and intention reveals those folks as you go thru the process.
(9:32)
Consistency for finding those that challenge those around them, seems to be found in college athletes. Those willing to be coached to a high level and perform consistently to a performance standard universally competed towards.
(10:16)
VP of Sales Mike Kelley talks about the flexibility and courage needed to look in the wrong places. You may have a clear objective and criteria you’re looking for in your team, however, the right candidate can emerge as they display the traits that stand out, regardless of their work history.
(11:38)
If someone is looking to take a risk, to bet on themselves in an arena like sales or marketing, that risk can have some significant rewards.
(12:36)
Having the desire to being committed to a strong culture and being true to your core values, reveals the characteristics you’re looking for in a great team member.
(13:19)
Sometimes a well-intended HR policy can create a barrier for vetting the talent in a way that gives you enough information on the front end of the actual experience together.
(14:01)
To find the perfect team member, you won’t find it on paper. The paper won’t lead you to your ideal client, thus a resume may be a reference, yet it doesn’t jump out off the paper. Context is needed.
(15:30)
The culture of your organization will determine the candidates you’re looking for.
(16:08)
The days of “Sell me this pen” seem to have gone away. A career where you’re in an echo chamber doesn’t exist. You’ve got to have the perspective to join an environment where the culture can support your goals, or find an alignment in your customers interest as well as the team.
(17:18)
Being accountable to deliver numbers, consistently, and in a pressure filled situation
(18:19)
Success can’t be faked. There may have been a time where the situation allowed you to experience “short-term” wins, yet your habits expose you.
(18:48)
Sometimes you miss with your hire. How do you recover from that experience?
(19:18)
Being apart of an organization for a short-term is a “good thing” - although it looks to be a HUGE challenge in the interim. The organization will survive because the culture supports taking a risk, and the individual will be if they learn to find the right fit for them in the market.
Subscribe and Follow to Maintain the “Leadership Mindset”
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Davin Marceau, COO, Access EForms - https://www.linkedin.com/in/davinmarceau/
Cody Strate, VP of Strategic Initiatives - https://www.linkedin.com/in/cody-strate-26543412
Mike Kelley, VP of Sales, Access EForms
Applying the principles of Humble, Hungry, Smart makes coaching so enjoyable. When you have someone that truly wants to get better, you know they when you leverage these principles, you can help them.
On today’s show, Access EForms CEO Tim Elliott sits down with Cody Strate, VP of Strategic Initiatives and VP of Sales Mike Kelley. They come together for a discussion on how an organization's leadership team views the differences in Management and Coaching. The executive team at Access prides itself on being authentic with each other, so as to create opportunities for improvement otherwise not discussed in an organization mired in bureaucracy. See more from Access EForms in the show notes below:
(1:15)
CEO Tim Elliott asks the question to VP of Sales Mike Kelley, how do you view coaching differently than managing?
(1:48)
Coaching tends to be more custom to the individual, as the coach. Where in the past, an 8 hours mangagement time period can be blocked off, only to have lost the effectiveness within the first 20 minutes.
(3:02)
VP of Strategic Initiatives Cody Strate admits that being direct and forceful tends to be much easier sometimes than to be more intentional about being “Coach”. That position you decide to put yourself and the amount of energy it takes to modify your language and tone, you can ultimately deliver more value to your team and team members.
(5:07)
How, as a leader, coach and work with outside consultants as opposed to an internal team member?
(5:47)
The length of time that an organization will be engaged with folks outside of the organization to deliver lasting business results influences the amount of time and energy it takes to work with them. VP of Strategic Initiatives Cody Strate talks through his thought-process of how to balance time as a leader with those he’s responsible for the results of their work.
(6:38)
CEO Tim Elliott asks VP of Sales Mike Kelley what has been consistent with the “rock stars” that Mike has worked with in the past?
(7:11)
Taking a quick trip down memory lane, VP of Sales MIke reflects on the barking orders approach akin to the formula his old coach had with him. That approach doesn’t have as much traction with his “rock stars” nowadays, especially since the one-size-fits-all approach to coaching falls short on effectiveness, without the relationship. Mike shares a story of a tried and true producer and the mechanics of sales, but needed coaching in situations where pressure or the close wasn’t a particular strong suit.
(8:49)
CEO Tim Elliott asks each to share their philosophy of coaching, even the tools they use at Access.
(9:48)
VP of Sales Mike Kelley shares his perspective on the “Clifton Strengths” and how that test has helped provide consistently for each of those team members to understand the terminology and philosophy.
(11:02)
How do you use the Kolby index to process problems and issues?
(11:24)
VP of Strategic Initiatives Cody Strate talks to being coachable, but that also puts you in a position where it confirms the principles of being humble, hungry, and smart. Knowing your audience and leveraging the medium necessary to convey your message will affect how the message is received.
(13:11)
VP of Strategic Initiatives Cody Strate talks through the best ways to talk with him, as well as, knowing the intended listener of your message - you may miss the mark if you don’t factor that into consideration.
(13:56)
VP of Sales Mike Kelley backs that up with a story where you can be humbled by his professional experience, by being able to better relate to his daughter as she was going off to college.
(15:45)
CEO TIm Elliott tells a story of how he used to “butt heads” with his daughter, but not understands exactly why as his being able to understand who she is and how she thinks.
(16:52)
Using the x3 Principles, Humble, Hungry, and Smart helps the Access team vet those candidates that aren’t coachable, or vet how coachable they are capable of being.
(17:52)
Hearing a CEO’s ability to work with Type-A, hard-chargers and being able is something you’ll be able to listen to and learn from here.
(18:30)
Being able to take critical feedback and apply the coaching as a catalyst for change, that comes back to improve the performance of the organization.
(19:45)
CEO Tim Elliott helps to clear up the expectation and the perspective of an organization that has standards and how to best articulate that to anyone interested in joining their team.
(20:14)
Checking your ego at the door, getting something done, as well as being able to like those that you work with. “Standards Apply” was a phrase that VP of Strategic Initiatives Cody Strate mentioned during a strategy session that resonated with VP of Sales Mike Kelley belief system.
(21:50)
Ego is the first filter that a coaching message has to be filtered through, so if that filter is clogged or not being able to be coached is an absolute weakness. Knowing where your personal potential cap is, can be measured by the proportion of coaching messages you’re able to absorb and put into practice, VP of Strategic Initiatives Cody Strate closes with.
Subscribe and Follow to Maintain the “Leadership Mindset”
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Tim Elliott, CEO, Access EForms - https://www.linkedin.com/in/tim-elliott-b84b39a/
Cody Strate, COO, VP of Strategic Initiatives - https://www.linkedin.com/in/cody-strate-26543412
Mike Kelley, VP of Sales, Access EForms
Some of the executive leadership at Access EForms, an industry leading technology company, share simple, yet profound disciplines they subscribe to. The effect on their production, as well as the organization fuels their ability to build momentum daily, and iteratively provide solutions to the industry. Moving the needle forward and go home with a smile on your face, can be a simple, but important accomplishment and we all want to be important.
On the show, Access EForms CEO Tim Elliott, COO Davin Marceau, VP of Strategy & Innovation Cody Strate, kick off a discussion on the concept of “Intentional vs Reactionary”, hosted by Customer Account Manager Reid Howells. See more from Access EForms in the show notes below:
(1:01)
Difference between Intentional versus Reactionary from CEO’s perspective and how being intentional being choice. There is a struggle associated with addressing individuals and their effect on the organization. COO Davin Marceau believes there is a true correlation to that concept by being a mindset challenge.
(2:19)
Busy versus being productive, as the individual responsible for strategy of an organization, you can get pulled into fire drills. VP of Strategy & Innovation Cody Strate acknowledges that emails and those tasks are important, but can sabotage your strategic efforts. The physical feelings at the end of the work day are markedly different from the effect of either of being reactionary versus intentional.
(3:29)
When your partner asks about your day, you answer with “being busy” but nothing in particular comes to mind odds are it was a reactionary day. Most of the tasks you’re addressing aren’t energy producers, they drain your energy if you’re doing them at the wrong time of the day.
(4:46)
How do you rid yourself of being flooded by others personal emergencies, as a leader?
(5:17)
VP of Strategy & Innovation Cody Strate asks about time blocking, the answer may surprise you - coming from the CEO. Tim addresses when he’s most creative, most productive related to tasks and a clear picture of what spells out accomplishment.
(6:31)
What gets your mind right on the ride home from work? COO Davin talks about podcasts and how that has helped with knowing where his mind is at the beginning of the day. Versus sports talk radio.
(7:15)
What is it about discipline that adds the most fuel to your day? VP of Strategy & Innovation Cody Strate poses the question to former Army Ranger COO Davin Marceau.
(8:15)
Examples of being reactionary or intentional, VP of Strategy & Innovation Cody Strate talks about needing to put thought to pricing, video, or email in the creative framework and the role that creative product plays into the larger picture. Reactionary examples are more from the posture of answering email or customer needs that are much more pressing.
(10:20)
VP of Strategy & Innovation Cody Strate outlines his day based on a Productivity Journal and helps him to produce the framework around his creative thought. This practice is executed by being very intentional the day before and even the
(11:29)
COO Davin Marceau talks more about making research notes, then quantifying whether or not they make it to his Trello board for action item. He even romances the idea of moving his tasks to the “done pile”.
(12:31)
CEO Tim Elliott admits that standing in front of the white board, or wading a post-it note that gets thrown in the trash equates to Davin’s Trello board’s “done pile”.
(14:02)
The value of vacation and taking a mental break. How does a hard-charger and type-A accomplish the implementation of this concept?
(14:45)
Crawl. Walk. Run. Do not look at your phone or email for 25 minutes and focus on one specific task. That gets your in a rhythm where you can develop the momentum necessary to create a new productive habit.
(15:31)
How ever you record your day - be sure to focus on measuring what got done.
(15:46)
CEO Tim Elliott talks about the value of focusing your attention at two things for one day. Measure how effective you were at the end of the day and choose two for the next. Each time you do this, the “stacking” of the tasks being done at the end of the week will give you energy.
(17:07)
Even as support personal, you may have the function in your job that is reactionary, but be sure to block the time and think like a leader
(17:39)
As a leader, it’s important to communicate the need for space in the day for people to be intentional with their time. We all strive to go home with a smile on our face each day and to feel important - everyone wants to be important, and we want to provide opportunities for folks to accomplish that.
Subscribe and Follow to Maintain the “Leadership Mindset”
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In this episode:
Tim Elliott, CEO, Access EForms - https://www.linkedin.com/in/tim-elliott-b84b39a/
Davin Marceau, COO, Access EForms - https://www.linkedin.com/in/davinmarceau/
Cody Strate, VP of Strategy & Innovation, Access EForms - https://www.linkedin.com/in/cody-strate-26543412/
Reid Howells, Customer Account Manager - https://www.linkedin.com/in/reid-howells-0091a5124/
On today's episode, Access E Forms CEO Tim Elliott and COO Davin Marceau come together for a discussion on the concept of “Who not How”. See more from Access E Forms in the show notes below:
(1:41)
First thought when we embark on something new or creative, what is it? Tim shares how usually it’s a roadblock and it sounds a lot like, “How? or I can’t do that because…”
(3:04)
Tim elaborates on when we’re not always the right person - the first thing you counter that with, it’s who do you know that can do this.
(3:48)
Davin admits it being a touch thing for “high performers” to get used to the idea of someone else carrying our ideas through to execution. A good tool to think of is to ask yourself if you are the best equipped to handle the lifting for a new project, just because it’s your idea. Being bogged down in something you’ve never done before, can slow down progress.
(5:18)
Tim uses another helpful tool that Strategic Coach helped bring to his attention is something called the “Impact Filter”. This tool forces you to begin the practice of writing down all the things or milestones that are needed to complete a project, then place a name down on paper.
(7:03)
What are the results of implementing this philosophy in your business? Smoother and faster execution with the project. It also gives you “clear line of sight” into responsibility. Takes pressure off the idea creator by not being the point person and gives you a chance to learn who the “who’s” are?
(8:15)
They can be your subordinate leaders, plus gives you the ability to have a hierarchical level of trust or develop someone that you have trust with to access their network. In turn the “who” ends up showing value to the business and project and in turn, showing value to organizer of the original idea.
(9:10)
Knowing people outside the organization that help you to manage projects, effectively deliver quality results. Hiring someone for a specialty, versus bringing them on board for a position and hoping they can solve the problem your project demands isn’t the best way to solve problems and allows companies to leverage this tool to accomplish more with less.
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People
Tim Elliott - https://www.linkedin.com/in/tim-elliott-b84b39a/
Davin Marceau - https://www.linkedin.com/in/davinmarceau/