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Katherine Saez With Truist

June 28, 2022 by Jacob Lapera

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Atlanta Business Radio
Katherine Saez With Truist
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Katie Saez is Executive Vice President and Georgia Regional President for Truist Financial Corporation.  In this role, Ms. Saez serves as the senior leader in the Georgia Market, responsible for direction and integrating client management business development efforts with privately-held companies operating in business banking, commercial, middle market and commercial real estate, as well as nonprofit and governmental entities.

Ms. Saez leads our Truist Atlanta Advisory Council and has direct oversight of the Truist Foundation and Trusteed Foundation Local Advisory Councils.

A 22-year veteran of the financial services industry, Ms. Saez joined Truist (formerly SunTrust) in 2000. Prior to her current role, Ms. Saez was Head of Sales for the Corporate & Institutional Group, Wealth, and Specialty Treasury groups within wholesale payments.

During her career at Truist, she has managed sales and marketing functions in multiple Lines of Business, developing successful programs to drive revenue, increase teammate effectiveness, and improve the client experience. She is a graduate of the SunTrust Commercial Banking Training Program.

Through her service on Truist’s Diversity, Equity, & Inclusion council and company-wide business resource groups, Ms. Saez seeks to promote a more purpose-, mission-, and values- centered working environment at Truist. She is committed to investing in the next generation at Truist by mentoring and sponsoring junior talent to help propel them forward in their careers.

Ms. Saez earned an MBA in Finance from Georgia State University and a BSBA in Finance from the University of Florida. She serves as Executive Partner of Georgia Allies, is a member of the Association of Financial Professionals and holds the Certified Treasury Professional accreditation. Ms. Saez is a native of Jacksonville, Florida.

Connect with Katie on LinkedIn.

What You’ll Learn In This Episode

  • About Truist
  • The biggest opportunity for Truist in Georgia
  • How Truist able to bring a high-level of personalization to its clientele
  • How has Truist continued to enhance its offerings to provide a better financial experience for its clients

This transcript is machine transcribed by Sonix

TRANSCRIPT

Intro: [00:00:04] Broadcasting live from the Business RadioX studios in Atlanta, Georgia. It’s time for Atlanta Business Radio brought to you by on pay Atlanta’s new standard in payroll. Now, here’s your host.

Lee Kantor: [00:00:24] Lee Kantor here, another episode of Atlanta Business Radio. And this is going to be a good one. But before we get started, it’s important to recognize our sponsor on pay. Without them, we couldn’t be sharing these important stories. Today on Atlanta Business Radio, we have Katie Sayers with Truist. Welcome, Katie.

Katie Saez: [00:00:41] Good morning. I’m glad to be here.

Lee Kantor: [00:00:43] Well, as the Georgia regional president, you’ve got quite a task ahead of you. Can you tell us a little bit about kind of your vision for Truist?

Katie Saez: [00:00:55] Yeah. I’ll, I’ll be glad to. And I’m glad to be on this morning. In May of this year, I stepped into the Georgia regional president role for Truist. And and a little bit of a way with a little bit of a homecoming for me. I spent the first half of my career in commercial banking here at Truist, started out in SunTrust Bank and the old commercial banking training program straight out of college and spent about 14 years here in a different commercial banking roles and then spent the last nine years of my career on the wholesale payment side. So the Treasury and payment side and a few months ago was asked to step into this role. And while there is a lot of new faces and some new ways of doing things, I’m glad to see that the foundations that I learned back in that training program over 20 years ago were still are our guide star here. So while banking is is not quite a commodity, it’s still very much a people business where relationships matter and truth is invested heavily in technology and creating those innovative products that our clients are demanding. But it’s still a people business and Truist is still very much committed to the communities that we serve. So let me go back to this role as regional president here for Truist. My role here is to help bring the Truist purpose to life. Our purpose is to inspire and build better lives and communities. And it’s my job as regional president to make sure that we’re delivering on this across Georgia. So I’ll be making sure that we’re bringing our best thinking and expertise to clients and gathering and sharing insights from across the region. So specifically, I lead our commercial banking team and we deliver comprehensive financial solutions to business clients here in Georgia. So I work with my teammates on direct client management and on business development activities. All of that will integrate to our truist lines of business for the benefits of our clients and the communities that we serve.

Lee Kantor: [00:02:55] Now, when you’re saying commercial on business, how are you defining that? Is a business that one solopreneur or or is it only kind of these mega enterprises?

Katie Saez: [00:03:08] Well, you know, we want to help and advise businesses at all stages of their life cycle, whether it’s in capital formation or cash management, risk management, employee benefits or personal financial management. And we do that across the entire spectrum. So we we bank and meet with businesses from inception all the way up to those big mega businesses that you just mentioned. Our core commercial banking team, of which I have responsibility, really focuses in on this privately held businesses and enterprises that, you know, are have revenues, you know, all the way from the low end of the spectrum to the top. And we work with them on working capital optimization, on capital expenditures, and we work in concert with our partners in the retail bank who typically work with some of the smaller organizations that you’ll find here in Atlanta, as well as our corporate and investment bank who are working primarily with with public companies.

Lee Kantor: [00:04:18] So when you’re dealing with a kind of micro business versus a mega business, they have different needs and different levels of service in order to help them each be successful. Are you saying that kind of in the branch level is where that kind of the micro business can get kind of the most relationship advice and relationship building happening in that in that scenario as opposed to these enterprise level or are dealing mainly with kind of a truist at the corporate level.

Katie Saez: [00:04:54] Well, we talk here at Truist about being an advisor to businesses throughout their entire life cycle. So whether we’re talking about a small, perhaps newly started or perhaps even a more tenured but smaller organization that might be handled out of the branch or someone that’s more established and more mature within their life cycle, we might handle them, might be a better fit here within our commercial community bank, regardless of where their needs are met, whether it’s in the branch or here in my part of the organization or within Truist securities, where they perhaps have gone public. We still take that same advisory approach here with our clients. So our relationship teams, we want to support the business owner through commercial financial services, capital formation and leverage the expertise of our organization, whether it’s on our premier or a private banking side, our mortgage partners, our treasury and payment partners, where I came from, or our insurance partners and as they grow, as they expand, become more mature within their life cycle. The way that we deliver to the bank might change a little bit and the breadth of the offering that we bring. But what you’re going to see is more specialized solutions that we bring to them. So at Truist, we utilize a pretty unique, I think, community banking model, and that combines a decentralized regional structure, which I lead here with industry expertise and banking expertise. So what this does is allows us to use our regional teams, local market knowledge of the businesses that we work with and then customize the solutions based upon their individual client needs. So we work together as a team. We I work directly my team here were directly with a group of industry consultants and they have what I call extraordinary expertise and experience of some of the fastest growing and most complex industries here in Georgia.

Katie Saez: [00:07:12] So some of them are food and agribusiness, logistics and supply chains, beverage education, health care, etc.. So let me let me maybe perhaps bring this to life with an example. Let’s take higher education. We have local relationship managers on my team that sit here with me and Truist Plaza, downtown Atlanta that work with some higher education clients, but they partner with industry experts that also sit here in this building with me. And these experts help us speak and understand the financial language of that industry. We understand the lagging and the leading indicators that help drive that business or this organization. Our industry focus helps help us take conversations deeper and faster by having that specialist in the room. So again, back on higher education, we can advise on campus planning to keep pace with academic and technological advances. Strategic Endowment and Investment guide us to make sure that their portfolio design meets their objectives and risk tolerance and operational needs, and then helping them manage stakeholder payments and cash flow to preserve liquidity. So we will work alongside schools to help develop a very highly customized capital solution that supports the school strategic initiatives. So, you know, I think that’s an example that regardless of the size of the organization or if you’re a public or private, you’re not for profit. We have a team of people here at Truist that can meet the needs of the unique needs of that organization, regardless of where they are in their life cycle. We’ll work very closely internally to make sure that we’re really delivering the entire breadth of capabilities and solutions that we have to offer.

Lee Kantor: [00:09:00] So how do you recommend your clients interact with Truist? What should this be? A regularly scheduled meeting where you’re updating each other of where there’s opportunities or where you’re having challenges? What how does that relationship kind of look in real life when you’re working with? Because I would imagine that you would recommend that your banker be one of your trusted advisors that is involved in your business. So how does that look in real life?

Katie Saez: [00:09:31] Sure. Well, look, I’ll focus in on my team and commercial banking here. Each of our relationships manager, relationship managers here have a portfolio of clients, and they are the primary point of contact for that client with Truist. And that relationship is going to look a little bit different based upon the unique needs that client. But what’s what’s similar is the way that we engage and our commitment to that client. So typically what that means, we have a team of people that’s working with the client. The relationship manager takes the lead and ensuring that we are regularly engaged and connected with that client. We typically sit down at least on an annual basis and do a full relationship review, and then oftentimes based upon the specific strategies and complexities of that business, we’re meeting on a much more frequent basis. And oftentimes we’re coming out and we’re delivering a Treasury management review where we’re talking through strategies on how to optimize that. Companies working capital. You know, we try to bring clear insights and guidance and advice from what we’re learning from our other clients, what we’re learning in the industry and here on the banking side, and bring those insights to that particular relationship. So we’ll sit down and do a working capital review. And other times we are bringing out other partners within the organization, perhaps from the insurance side or from the wealth management side.

Katie Saez: [00:11:05] We know that in commercial banking, with privately held businesses, there is not always a clear line of delineation between the wealth management needs versus the business management needs. So our commercial relationship managers are highly connected with our wealth advisors and are meeting with business owners and key leadership within the organization to make sure that we’re connecting the needs and opportunities and strategies on the business side to the needs and opportunities and strategies on the personal wealth management side as well. So that engagement model might look a little different. You know, over the last two years, getting through the pandemic, we found that oftentimes we can be very effective and advisory and and relationship building virtually. But we we recognize that sometimes being in person, there is no replacement for being in person. So we’re out in the market a lot meeting with our clients. I’ll tell you, just yesterday I was, you know, on southeast Atlanta visiting one of our good clients, a steel fabricator. And I had my heels on, but I was there and and in the building watching watching them fabricate steel. And that’s the best part of the job. And what we do is seeing how our our clients are really bringing business to life here in the state of Georgia. Now we’re out. Go ahead, Lee. Sorry.

Lee Kantor: [00:12:45] Well, are you seeing any trends like for younger folks who kind of prefer the digital experience rather than in-person? Are you seeing that as a trend that maybe younger folks are more interested in a digital solution rather than a face to face solution?

Katie Saez: [00:13:02] Well, Lee, it’s not just the younger folk either. So like like a lot of industries we’re seeing our clients preferences and behaviors change as more and more of them choose to bank with us and engage with us digitally. So, of course, this was accelerated by the pandemic, by COVID 19. And so here at Truist, we’re focused on building technology solutions that will help shape the future of finance. So we’re creating solutions, one that people can trust. People need to know that their money and their their their activities and transactions are safe. But we are also trying to build digital solutions that simplify money management to help clients achieve those financial outcomes they’re looking to achieve, but also customize their experience. So we have a we have a term here at Truist called T3 and it talks about, you know, touch and technology, build trust. So technology is critical and we have to continue to deliver more advanced solutions on the technology front to meet the needs of our clients. But banking is still a people business, and especially here in the commercial bank. Our clients want a personal relationship with their bank and they want a phone number they can call. They want a banker who will be available to. Them when there are issues or challenges. And more importantly, they’re expecting their bank to be a strategic partner with them as they’re navigating this this complex world that we’re in right now.

Lee Kantor: [00:14:45] Now, Georgia has a very diverse economy. As you mentioned, a lot of the areas that probably Truist is involved in. Where do you think the biggest opportunity is for Truist in leveraging kind of the vast variety of businesses that are kind of bubbling up in the state?

Katie Saez: [00:15:08] Well, I’ll answer that in a couple of different ways. So as you know, Truist is a relatively new creative entity, about three years old with the merger of SunTrust Bank and B.A. And I’m seeing a lot of excitement right now from our teammates to go to market as one truist as you just mentioned, Georgia is a leading and competitive state for business. In fact, Georgia’s been named to many different lists that highlight it as being one of the top states for doing business. So we do have a quite a diverse economy and a very business friendly environment, but we have a large and skilled and growing talent pool. So we here at Truist, we just completed our largest conversion event in February. This was an enormous undertaking that involved transitioning nearly 7 million clients at the Truist ecosystem. So overall, that integration was successful, especially when you consider the scale and the complexity involved. I think this was the largest bank technology integration in more than 15 years, but now that we’ve successfully integrated our two heritage bank, it’s it’s really time for us to deliver against the promise of this merger. We’re now the seventh largest U.S. commercial bank, and we have a comprehensive and a very diverse business mix with very distinct capabilities and insurance and investment banking and digital solutions that we just talked about and industry expertise that we’ve talked about, too. So it’s really up to us to lead with purpose and providing leading and distinctive client experiences. But to do that and to do that well, we have to continue investing in our teammates. The people who choose to work at Truist and here at the bank as leaders were constantly looking to attract and retain top talent.

Katie Saez: [00:16:58] Georgia is rich with great talent and both those early in their career and more experienced individuals as well. But as you know, there’s been a pretty big shift over the past few years in employee engagement and what employees are expecting from their employer. They’re demanding better technology. They’re demanding hybrid work opportunity, better advancement opportunities, more progress toward diversity, equity and inclusion and belonging. And we hear a lot about the need for real mental health and wellbeing support. I saw a survey a couple of weeks ago from Illinois that said nearly half, I think was 43% of all employees say they’re likely to leave their employer in the next year. And that’s a pretty scary number. So I’m committed here as the Georgia region, region president to help us both what I call boldly differentiate ourselves to be an employer of choice here in Georgia. So I’m focused on ensuring that the individuals who are on my team have the resources that they need to be successful. And look, they’re the face of truist and they’re really good at their jobs. And it’s my responsibility to make sure that they’re equipped with the tools and information and the support that they need to take care of our clients, because there’s a lot of growth opportunity here in Georgia. And as I meet with clients and I ask how they’re feeling, I’m hearing a lot of similar things. First of all, there are challenges out there, whether that’s in workforce and having a good skilled labor or strong talent that I just mentioned. But we continue to have supply chain disruption, rising price of goods, this inflationary pressure that we’re seeing.

Katie Saez: [00:18:53] And and they’re sometimes struggling on determining how to forecast in this environment. There are, you know, the recession risk are a primary concern for many right now. And while we at Truist don’t necessarily believe that a recession is inevitable, we’re monitoring this as a risk and have very proactive conversations with our clients. And that’s where I think the value of working for our team at Truist comes into play. We sit down across the table from our clients. We listen to their risk and challenges and help them create a path forward. So I’ll end by just saying, you know, just this week, another meeting I had with one of our clients, I heard these common things. Demand continues to be robust. Businesses are growing, and many companies are coming off of record profit years, and they’re using that capital to invest in new technologies to optimize and drive efficiencies in their business. Now, some are keeping capital expenditures on hold, not necessarily because of a pending recession, but an expectation that prices might begin to stabilize over the coming months. And then others are moving forward with their spending needs because their customers are demanding it. I told you I was at a steel rebar fabricator yesterday and their business is so robust they simply could not wait to install a new share to add to their line. So seeing some good positive momentum with some concerns hanging out there as well. But a lot of continued investment here in Georgia. And I think this is a great place to live and work and bank as well.

Lee Kantor: [00:20:37] You mentioned, you know, all of the turbulence that were were kind of dealing with in the financial sector. And that’s why it’s so important to have that trusted advisor with your banker. I think that you need to have somebody who is kind of has the expertise and can look ahead a little bit and give you a glimpse of what could be and, you know, kind of so you can determine how much risk there is or isn’t. I think that’s where a partner like Truist really comes into play for companies that you have somebody watching your back in this area.

Katie Saez: [00:21:13] Yeah. Look, our teammates, they really do care for our clients and they take a lot of pride in the companies that they work for and and help. And so, you know, they they treat every client interaction like it’s a big deal because that’s what it is for our clients. It’s a big deal when they when they borrow money or, you know, obtain a new loan or they make an investment. And so you’re right. I think this approach it brings together our entire team. It helps clients meet their financial needs and goals, and it feels good. You know, truth has more than 125 year history here in Georgia. And just this week, I was able to participate in a groundbreaking ceremony for McCallie Park in the Sweet Auburn District of Atlanta. Now, this project, I don’t know if you’ve heard about it, this project will include, I think it’s 170 affordable housing units beginning and about 22 months. But we expect McCallie Park to become a blueprint here for what success can look like when we talk about addressing housing inequality. So this is a community that connects affordable housing with critical wraparound services for its residents, like health care and workforce development. But Truist was a major contributor toward this project, both in low income housing tax credits, as well as a construction loan from tourist community capital and a charitable grant from Truist Foundation. So our role in McCallie Park is part of Truist continued commitment to investing in the city of Atlanta, and it helps fulfill the truest purpose to inspire and build better lives and communities. It was really awesome to be there and to participate in that groundbreaking. I learned my lesson Don’t wear heels in Georgia red clay. But besides that, I was so proud to serve in this role as Georgia region president and represents our 8000 teammates in this company at this groundbreaking. It’s a great reminder of the importance of our contribution in this community, but also the the partnership that public and private partnership as well. We can make a real difference.

Lee Kantor: [00:23:31] Right. And I think that’s part of Georgia’s secret sauce, is that there is such a good public and private working relationship that everybody is kind of working together to lift all the boats here. And I think, you know, as a truist, you know, was birthed from SunTrust, you know, people in Georgia want to make sure that Truist is still there and doing, you know, playing the role that they have played for all those years.

Katie Saez: [00:24:01] I. That’s a good point, Lee. You know, we are bigger than the name on the Braves ballpark, right? I mean, we’re exceptionally proud of our partnership with the Atlanta Braves. But, you know, as I said, we go back 125 years in this great state, and we have 8000 teammates that live and work here in the state of Georgia. And so, you know, it’s important that the community knows that we’re here to stay. Three years ago, Truist made a commitment to double our investment in the city of Atlanta to $300 million over a three year period. And we’ve just wrapped up that three, three year period. And not only did we meet that number, we exceeded that number by a good measure, too. So it’s not just about dollar investment, but it’s also about the people, how we serve this community, how we engage in the community, how we’re connecting with our clients. That’s an important element to Truist commitment to the state as well.

Lee Kantor: [00:25:00] Well, Katie, if somebody wants to learn more about Truist, what’s a website?

Katie Saez: [00:25:06] It’s true, Ask.com. Pretty easy to read.

Lee Kantor: [00:25:08] Pretty easy to remember. Well, thank you so much for sharing your story today. You’re doing such important work and we appreciate you.

Katie Saez: [00:25:15] I appreciate the opportunity to be on.

Lee Kantor: [00:25:18] All right. This is Lee Kantor. We’ll see you next time on Atlanta Business Radio.

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Tagged With: Katherine Saez, Truist

Beth Ziesenis With Your Nerdy Best Friend

June 28, 2022 by Jacob Lapera

YourNerdyBestFriend
Association Leadership Radio
Beth Ziesenis With Your Nerdy Best Friend
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BethZiesenisBeth Ziesenis, Author, Speaker at Your Nerdy Best Friend

Since her first Motorola RAZR flip phone, Beth has made a verb out of the word “nerd.” She’s here to help you filter through thousands of apps, gadgets, widgets and doodads to find the perfect free and bargain technology tools for work and home. Although the only real trophy she ever won was for making perfect French fries at McDonald’s in high school, Beth Z has been featured on Best Speaker lists by several organizations who write best speaker lists. She has written a whole shelf of books on apps and has spoken to more than 100 thousand audience members just like you. And if you’re puzzling over why she goes by “Beth Z”… it’s because she only finds about three people a year who can pronounce her last name.

Connect with Beth on LinkedIn and follow Your Nerdy Best Friend on Facebook.

What You’ll Learn In This Episode

  • Tech tools, tips, and techniques to make life easier
  • Nerd365: A Year of APP-ortunities to Upgrade Your Life

This transcript is machine transcribed by Sonix

TRANSCRIPT

Intro: [00:00:02] Broadcasting live from the Business RadioX studios in Atlanta, Georgia. It’s time for Association Leadership Radio. Now, here’s your host.

Lee Kantor: [00:00:16] Lee Kantor here, another episode of Association Leadership Radio. And this is going to be a good one. Be sure to have a pencil and paper ready. You’re going to learn a lot. I am so happy to be talking to Beth Z and she is your nerdy best friend. Welcome, Beth.

Beth Ziesenis: [00:00:34] Thanks and hi to all my association friends.

Lee Kantor: [00:00:38] Well, before we get too far into things, tell us about your business, your nerdy best friend. How are you serving folks?

Beth Ziesenis: [00:00:45] I talk about tech tools. People have never heard of that do things they couldn’t imagine at prices they can’t believe are possible. And I speak at association events all the time, all over the country to share these tools, and I write books and I do consulting, that kind of stuff.

Lee Kantor: [00:01:06] So when you’re talking to an association, what are some of the specific tools that impact them that, you know, the kind of the most bang for their buck?

Beth Ziesenis: [00:01:14] Well, when I talk to association executives, gosh, I was an association executive a few years ago and I was an education director and oh, my gosh, y’all work so hard, association execs. It’s crazy. So a lot of the things I talk about have to do with personal productivity. You’re going to choose your association management software. You’re going to choose all those things with a bigger program, with a bigger situation. But what are you doing for yourself to keep yourself in line? So I talk about things like to do list, which is to do list with superpowers and it’s got a free version. It lets you create tasks straight from email, it lets you prioritize them, share them with other people, delegate and keep track of things. And then I talk about if that’s not enough, you go back to you go to project management tools like Trello and Asana.

Lee Kantor: [00:02:14] Now you recently released a book Nerd 365 A Year of App Opportunities to Upgrade Your Life. How did you kind of narrow down all the it seems like every minute there’s a new app coming. How did you possibly narrow it down to fit into a book?

Beth Ziesenis: [00:02:36] Well, it’s my job to do the homework for everybody. I So there are 400 and some odd apps and tech tools in this book. And for every one that I put in there, I probably vetted five. It takes me so long to go through them and I’m constantly looking for new ones and the ones I choose are the ones I trust, the ones that seem to be most helpful, the ones that are the most interesting, and sometimes the ones that are just the quirkiest and the funnest.

Lee Kantor: [00:03:06] So what’s an example of a quirky, fun one?

Beth Ziesenis: [00:03:10] So a quirky, fun one. I’m going to pick up the book here for those of you playing at home. Let’s see. There is a tool I’m just flipping through here for a fun one on November 15th. It’s national. Clean out your refrigerator day. And believe it or not, the USDA has a tool called Food Keeper that helps you determine food safety. And then I’m going to flip through here again. There’s the National Day of Listening on the day after Thanksgiving for you and your family to have those conversations. But I like the tool for listening called Perfect Recall, and it attends in a kind of a creepy way. Every single Zoom event, I have automatically to do a live transcript, note taking, and then it’ll do video highlights.

Lee Kantor: [00:04:01] So now how did you get into this line of work? What’s your back story?

Beth Ziesenis: [00:04:06] Oh my gosh. Well, AC is my back story. So back in 2007, I was sad and single. I had just been dumped and it was a Friday night and I was a member of the ACI listserv and I wrote to it was a listserv back then and I wrote to them and I said, Hey, you know, I’ve got all these little tech sites that I have. You know, the iPhone had just come out. And so it wasn’t apps as much as it was Web 2.0 little sites. I said, I’ve got tons of these. Does anybody else have any? And all these people started sharing theirs. At the time, they said it was one of the most interacted with threads that they had ever had. And I got like 60 of them and I put them all in the list and people started requesting the list and I started a blog around them. And then it was the California Society of Association Executives, Shelly Alcorn, who is, you know, a an amazing consultant in our field. But she worked there and she said, Beth, would you mind? Would you just come and talk about some of the tools at our conference? And it was in San Diego and I’m like, Sure, why not? Because I live there. So I went and just talked about a few of the tools that I like and I’ll never forget it. One of the association execs came up to me and he said, I’m here scouting speakers and you’re the only one I want and I want to get you before you become famous. So he said, We will fly you to Vegas and put you up in a hotel and let you come share these tools. And I’m like, What? This is a thing like people want me to talk about this, things that I would love to talk about no matter what. So I started speaking and sharing these tools because of associations.

Lee Kantor: [00:05:56] So once you started to kind of share and speak on this topic, then it just kind of organically grew from there.

Beth Ziesenis: [00:06:05] Yep, absolutely. I spoke in 2012. I spoke at the ACI annual convention and it was kind of my debut in the association world on the on the bigger stage and not the big, big stage. But I had a breakout session and the topic was so hot and the interest was so high that I ended up with five association engagements before I left the conference, and that was it. I was like, I think I can do this. And so it was all association people who started me here.

Lee Kantor: [00:06:39] And then from there. Then it’s just been a regular kind of combination between speaking and writing.

Beth Ziesenis: [00:06:47] Absolutely. Most of my business is in the speaking world, although consulting is coming up. So for example, I work with boards and I work with staff who need better tech solutions who are making a big tech change. And I will do consulting and guiding and helping and humor and consoling to get people through those changes. So nowadays I’m very much switching from just being on the stage and just sharing tips in a keynote to getting more in depth and helping association people more one on one and and group on one.

Lee Kantor: [00:07:29] So like if the organization maybe is contemplating using a certain app or software, you can come in to tell them kind of the good, the bad, the ugly, and maybe things that aren’t in the brochure.

Beth Ziesenis: [00:07:44] Well, what I again, I concentrate in the personal productivity and the internal productivity. I’m not the person you need to contact. I don’t know if you’ve ever heard of Review My AMS, but you know the proprietary software review my AMS is run by one of the most amazing entrepreneurs I know, Terry Carden, and she has put together a site where you can go and learn about AMS and there are other sites that have the proprietary, the bigger end, the more enterprise end, things that power in association. But I’m here to help you with just learning how to get your committees to talk to one another using technology or, you know, refire up your community. So it’s not as much the higher end enterprise consulting I do as just make this easier, for gosh sakes, for us to do our jobs.

Lee Kantor: [00:08:45] So there are some apps out there that an association can deploy to their team that they all would maybe communicate more efficiently.

Beth Ziesenis: [00:08:54] Oh, my gosh. So many different things happening in this category. So if you look at a tool called notion, another one called Mondaq.com, another one called click up. These are changing the ways groups are working together in like right now. When we go to write a document, we open up Microsoft Word or Google and we create a piece of paper, a virtual piece of paper, a digital piece of paper which we put into a digital folder and put into basically a digital file cabinet. This is the way it’s been done since the 1800s. 1700s write the piece of paper in the file cabinet and that kind of thing. Now we share them more easily, but we are going way past that now because those three companies that I mentioned are doing more things like a workspace. So instead of having pieces of paper in individual silos, a spreadsheet here or a PowerPoint there, you have a workspace where it’s all kind of out on the table, so to speak. Instead of having email by email, which are also little, they’re basically letters that go back and forth. You have a conversation and it becomes so popular that both Microsoft and Google are adding those features into their infrastructure.

Lee Kantor: [00:10:16] So now what is kind of the pain this association is having where you’re consulting or you’re speaking would be the solution? Like what are some symptoms of a problem they might be having? Maybe it’s regarding communication. Are there symptoms that communication is suffering?

Beth Ziesenis: [00:10:34] There are symptoms that communication is suffering. There have always been. You will not meet an association who says, Hey, it’s so easy working with the volunteers on my committee. Everybody knows everything and everybody is up to date. There’s there’s a program I teach and talk about called Discover Your Technology Psychology. And that’s all about the sub. I have several categories of technology psychologies that personas, that guide how we’re really making changes and how we’re really thinking about technology. And once you determine which category you fall into and the people on your team fall into, then you can see and address the challenges you’re having in making changes, getting adoption, making too many changes and making mistakes. You can better evaluate those pieces and parts if you know what you’re driving. Factor is what your subconscious approach to these things are.

Lee Kantor: [00:11:42] So now what’s it like when they hire you and you speak at an event? Is it something that everybody is like, oh, they’re just kind of taking notes like because it seems like there’s just so many apps and there’s so many things that could be useful, and then you get overwhelmed.

Beth Ziesenis: [00:12:00] You know, that little emoji, the exploding head emoji that you see everywhere, that’s pretty much what my sessions are like. They there are so many things that are mind blowing, you know, not just the fact that I give so many tips in a session, but there’s so many things that that are new and people have never heard of and they can’t believe they can use. And it’s not just a pie in the sky or something that a big company could use. So, yes, they’re taking notes like crazy. Yes, I give resources like crazy. That’s why also why I write books, because I can only give, you know, 20 different apps, 30 different apps in a keynote session. But the book, the books that I write are the sum total that I know and the sum total that I want to share. So that’s why I put it all into one package. It’s not just a book, it’s what I know. It’s Beth Z in your pocket so that you have references to different things you can try.

Lee Kantor: [00:13:06] All right, so let’s give our listeners some kind of suggestions. I know you spend some time finding good free education that’s out there.

Beth Ziesenis: [00:13:18] So free education, such as some of the tools that I like to use, are Google Primer. Google has all kinds of free education, if that’s what you’re talking about, like technology education.

Lee Kantor: [00:13:32] Yeah, there’s there are so many. I mean, everybody knows the importance of learning, but there are so many resources where you can learn without kind of paying if you know where to look.

Beth Ziesenis: [00:13:44] Google actually just opened up. It’s basically its small business education certification area to everyone for free. You as an association need to go and register your company and be approved. But I think they’re going to approve everybody and all the certifications, you know, everything from marketing, personal business skills, computer skills of different types, all the certifications that used to cost between 29 and $49 each or whatever are all free. Now, this just happened in the past month, two months. And so Google is a huge resource. And then you’ve got things like edX, X and Coursera, and they all have free versions that you can take and not for credit necessarily. With Google, you can get those certifications now for free, but with these other things, you can take these classes and get the education you need. Now we’re all struggling with time, so you’ve also got, gosh, I’m going to give you my plug. I do everything in bite size pieces, one tool at a time. I have a newsletter that goes out every week and I hope I finish it for tomorrow. It goes out every week with some of the latest stuff, but it’s only one tool or concept at a time. And so if you need just bite sized pieces, there are resources out there like that.

Lee Kantor: [00:15:13] Now, a lot of folks, you know, need LinkedIn and and should be sharing things on LinkedIn. Is there any resources for folks to maybe improve their LinkedIn profiles or just have a better presence on LinkedIn?

Beth Ziesenis: [00:15:31] I’m going to give you a person resource because this person, I’m kind of stalking him. It’s kind of creepy because I don’t actually know him. He’s a National Speakers Association member just like I am. But and he’s spoken to us several times lately. It is. His name is Richard Bliss. Go look him up on LinkedIn. He has done an analysis of the algorithms for LinkedIn that tell you exactly when to post, how to post, what to post, what not to post, how often to post all these questions that people have for both their association and themselves. And it seriously, I’ve never seen a resource that is that straightforward and that scientific as Richard Bliss, you can find him on LinkedIn, you can follow him. He doesn’t know me and I’m following him. And it is kind of creepy, but he’s got real reports of the analyzes he’s done and he gives tips all the time.

Lee Kantor: [00:16:33] Now, if somebody wants to learn more about what you’re up to, get a hold of your book or books. What is the website?

Beth Ziesenis: [00:16:41] Well, gosh, thanks for asking. It is your nerdy not dirty nerdy best friend dot com. And I have another resource that I’m very excited about. I don’t know. I know this podcast will come out this summer, which is great, and August 23rd, which is overlaps with the RSA conference I created, Find Your Inner Nerd Day and you can find that at Find Your Inner Nerd Dot Day because Google just opened up dot day as a URL. Very exciting, but find your Inner Nerd Day is something that I created to help people recognize something unusual about them, weird about them, fun about them, and share it with others.

Lee Kantor: [00:17:29] Well, Beth, thank you so much for sharing your story today. You’re doing important work and we appreciate you.

Beth Ziesenis: [00:17:35] Well, thank you. And it was great meeting you. And again, I know a lot of association folks. I hope you’re all out there and I’m waving at you virtually.

Lee Kantor: [00:17:44] Good stuff. Well, this is Lee Kantor. We will see you all next time on Association Leadership Radio.

Tagged With: Beth Ziesenis, Your Nerdy Best Friend

Woodstock Arts Series: June 2022

June 24, 2022 by Jacob Lapera

BrianGamelCSBC
Cherokee Business Radio
Woodstock Arts Series: June 2022
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This Episode was brought to you by

The Innovation SpotAlma Coffee

 

 

 

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BrianGamelBrian Gamel, Managing Director of Woodstock Arts

Brian grew up in the Woodstock area and has loved this town ever since. After going off to get his undergraduate degree in Theatre from Florida State University he came back home and became a part of the Elm Street Cultural Arts Village’s team, now known as Woodstock Arts.

Connect with Brian on LinkedIn.

This transcript is machine transcribed by Sonix

TRANSCRIPT

Intro: [00:00:07] Broadcasting live from the Business RadioX studios in Woodstock, Georgia. It’s time for Cherokee Business Radio. Now, here’s your host.

Stone Payton: [00:00:23] Welcome to Cherokee Business Radio Stone Payton here with you this morning. And this is our special monthly Woodstock art segment for which we were all very well prepared and ready to go this morning. Poor Brian, of course. We have with us Brian Gamel with Woodstock Arts. And he was sitting here waiting at the studio for me. And I got here a little bit late. But we’re here now.

Brian Gamel: [00:00:45] We’re all here now.

Stone Payton: [00:00:46] And I was actually right there at the green a little while ago. I stopped by the little alma container there in the backyard of Reformation, had me a little green tea I was sipping. I noticed we’ve got the tin up so we’ve got stuff happening soon I suspect.

Brian Gamel: [00:01:02] Yeah, yeah, we have, we have a lot of stuff going on. It’s the summer months, so the green’s in full swing. We got stuff going on at the Reeves house and summer camps aren’t. So if you had kids that were interested in it. I am so sorry. I believe we still have some some availability for a visual art camp, but theater camp has been full, I think, since April.

Stone Payton: [00:01:19] So no, that is fantastic.

Brian Gamel: [00:01:22] It’s a great problem to have. Yeah. So for those of you who are like, dang, I missed it, go ahead and mark your calendars for March 1st of next year to sign your kids up. Because in early, yeah, that is the only way to get a spot. But we have three camps running out of time for camps running out of time right now, every week in there, week long. So that’s a lot of fun. But yeah, we have a concert coming up as part of the Lantern series this Saturday. It’s Paul O’Brien. He is a Haitian blues artist, so ended up being one of those with COVID having to find someone to replace last minute. But honestly, he should have been on our radar from the beginning. Fantastic musician and once again bringing that mission of talking about different cultures and creating conversation, but also making it accessible with something like blues, you know. So we’re super excited to have that on the green this Saturday. And then if you do have the kids that you just need something to do with them on a Wednesday morning or a Saturday Sunday afternoon. We have orphaned the Book of Heroes this month, which is a brand new play that’s about it’s kind of Greek mythology based. So I think the fun that you had watching Hercules with Disney, but a completely different and new story. And then next month we have James and the Giant Peach, the classic.

Stone Payton: [00:02:31] Oh, yeah. Everybody loves that, right?

Brian Gamel: [00:02:33] Yeah. It’s it’s a fantastic show. We have a great group working on it and we’re bringing back our sensory friendly programing. So if you or someone you know has some difficulty with flashing lights or loud sounds or anything like that sensory overload, we have that as well. You can find that on our website, but we’re bringing that back in full swing this year. So we’re super excited to be able to offer that accessible programing to our community because we know our community really gets behind that and we want to do that as well.

Stone Payton: [00:03:01] You guys are doing so much. I was just there yesterday evening. My wife, Holly, teaches a watercolor class and she is just so fulfilled doing that and meeting so many just wonderful people. And I mean, you guys are thriving. Just stuff going on there every day. Oh, I got there a little bit before class was over and there was a there was the the bar cart parked out there and there was a cornhole something, a tournament league, something going on.

Brian Gamel: [00:03:27] Yeah, cornhole was always happening up there we are. We are about to have the giant LED screen permanently installed out there. So if you saw Family Night last month with Star Wars out on the green, we had the movie that was that one was just a quick, quick fix because as everyone knows, shortages and delays on shipments and those very lovely things. We are we were dealing with the same thing, but we are installing that new screen for next Thursday and then it’ll just be out there. So we’ll be able to pump out a lot more movies talking about doing an indie film festival next year, nice sporting events. So if you’re hankering for a place to watch championship Saturday this December, you know, we might we might have a SEC championship watch party or something along those lines. So we’ll have to we’ll have to see where the year takes us. But we’re super excited to have that, to be able to open up that programing.

Stone Payton: [00:04:17] I love it. And at these events often there’s a beer or a wine card or something like that. And so the at the the Lannan Series, you can, you can bring your own food, but please get your beer and wine there. But there’s a marvelous selection and you can have a nice little picnic and all that stuff.

Brian Gamel: [00:04:37] Yeah, we actually really encourage people to bring their own food, make it into a whole thing. We have a table decorating contest, so when you purchase a table, right, you can win a table for the next one. It’s a, you know, north of $120 value most of the time that all you have to do is really decorate and go all out and you can win $120 worth of an experience. So.

Stone Payton: [00:04:56] And good luck competing with the black airplane folks, right?

Brian Gamel: [00:05:00] Yeah. Yeah. They they like to think that they’re the best decorated, but just. They’re just the loudest.

Stone Payton: [00:05:05] Yeah, they’re definitely the loudest. You’re not going to beat them on that front.

Brian Gamel: [00:05:07] I’m sporting their socks today just. Just for that reason. But yeah, I know they are, they are presenting partner and it is also sponsorship renewal season. So we’re talking to all of our sponsors and making sure they want to stick around for the next year. But also if you’re interested in. Sponsoring our season goes August through July so that that kicks off right about now. So go ahead and reach out through our website or any of our social media. Those are all at Woodstock gay I believe but the websites Woodstock arts dot org.

Stone Payton: [00:05:35] So and you’ve got sponsorship kind of built into a menu but you guys can get very creative too if if you’ve got an idea or some different ways you want to bundle some stuff. I mean, you’re talking about some open ears and some very creative people for sure.

Brian Gamel: [00:05:48] And, you know, the basic is almost every place has or almost every segment of the organization has kind of a bronze level and then kind of a gold level or I’m sorry, silver level, gold level. And then presenting. Obviously, they work their way up in price from that point. Sure. But you know, the different benefits you get, we we recently, I believe, you know, Chris Van Zandt, he recently signed on as our presenting partner for the theater for next season. And he started doing the math and went, wait, this is this is a great deal. I’m getting a lot of perks for this and just getting to throw my business name up for every theater show where, you know, you guys have thousands of people coming in throughout the year. So it’s it is a fantastic, fantastic deal. And we want to make sure that you get the best experience out of it as a business owner.

Stone Payton: [00:06:32] So so right now, I suspect you’re heads down managing all of this and not out on the road finding new acts and entertainment for us. So what is your cycle? You’re you’ll do that in the fall or something like that.

Brian Gamel: [00:06:44] Yeah, that’s closer to the fall and winter. We try to solidify everything by early of whatever the calendar year is so that we can announce it. I will go ahead and say we’re we’ve I think almost have the calendar for next season completely finalized with all programing, which is crazy that it took us this long to do it. But the organization’s grown so much. Right. So we I can tell you right now, go ahead and mark your calendars for about April 15th of 2023 through the end of May. We will always have at least three things going on. There’s going to be a gala on my first wedding anniversary. There’s right. There’s concerts, there’s theater shows. We have more theater shows than we’ve ever had coming up next year. And a lot of great gallery exhibits, including we have one it’s technically going to enter next season, but we have one opening up. I believe it’s the it’s the Thursday, so it’s the 23rd of this month. So June 23rd, it’s a it’s a competition show where people from all across the state have submitted work and they’re going to be ranked and judged and there’s prizes and that whole thing. So we’ll be bringing that back next season. Okay. But we’re going to expand it to the entire southeast. So wow. And we’ll be bringing back favorites like small town small works where artists that live a certain distance from Woodstock doing pieces that are a certain size that make it affordable for you to find things over the holiday. So we’re super excited to bring that back as well.

Stone Payton: [00:08:09] So this installation coming up, is it a certain type of medium or is it different media?

Brian Gamel: [00:08:14] It’s different media entirely. I, I believe we mostly have to DH work. There could be a couple of sculptures and things in there, right. But yeah, so it is mostly 2D work from my understanding. Granted, Nicole has been curating all that artwork, so I might get back to the office and say, Hey, what were you talking about there? It’s all 3D, Brian. But she has some cool exhibits coming up next year, including she’s been working with the city on a public art project that should happen in the next couple of months or so. It might be even sooner just trying to get all the pieces out onto our property as well as a couple of other places. And I think we’re trying to get a mural up there. If you’re familiar with the green, the shipping container that’s sitting on top of the restroom. Shipping containers. Yeah, yeah. There’s going to be a mural there. That’s always been the plan. Just trying to find the right artist to to share the vision.

Stone Payton: [00:09:01] But yeah, one of the things I remember about those shipping containers is Holly and I were just moving to town. There was like that reveal night and everybody was very excited about the programing, but they were particularly excited about the restroom containers that got the biggest.

Brian Gamel: [00:09:14] Applause, you know, over over covet having to transition so much outside. And then people got really used to porta potties and no one likes getting used to porta potties. So especially, you know, with the farmer’s market and all of those things going on, they would have just rows of them and it’s really hard to sell your veggies next to porta potties. So right. Having those permanent restrooms that don’t smell.

Stone Payton: [00:09:36] The same way those.

Brian Gamel: [00:09:37] Other ones did, I think I think we were all really excited for that. It’s kind of funny. All of the capital projects, you know, getting the kitchen or done our pottery studio that still has classes going on, getting the Reaves house, the playground, the the restrooms, all of that happen as soon as we couldn’t be doing any programing. But now everything’s happening all at once again. So it’s it’s a nice it was almost like we had a little bit of a programing break to build everything. And then once everyone’s come back, hey, let’s just do all of it at once.

Stone Payton: [00:10:08] So the universe was conspiring to help you? Yeah.

Brian Gamel: [00:10:12] Something like.

Stone Payton: [00:10:13] That. One of the most heartwarming things for me as a local resident and just walking around is to walk by the playground and. Hear the kids laughing and see the couples now. All the couples to me, your kids now, they all look so young. But to see the young families and playing and they’ll, you know, they’ll be sitting there with a with a beer or a wine or a tea or something watching the kids play. I love that. And one of the things that Holly really enjoyed during this past season at the Reeves house was art created by younger people. She really enjoyed that.

Brian Gamel: [00:10:49] Yeah, we had a youth exhibit this past, I believe it was around January. Yeah. And the kids did great work. There was this huge there were some pieces where I was like, I couldn’t I could never imagine. And I looked down and it was a first grader who did it.

Stone Payton: [00:11:02] So I don’t you know.

Brian Gamel: [00:11:05] It was a little bit of, oh, man, I need to reevaluate my visual art skills, I guess, but also like the talent that we’re in these kids, it was it was just phenomenal. Yeah, we we yeah. It was a great fun year. The house is officially over a year old, so congrats to.

Stone Payton: [00:11:19] Okay.

Brian Gamel: [00:11:19] Yeah, that happened I believe last month. We we hit our one year mark. So a lot a lot has happened in just a year.

Stone Payton: [00:11:27] So we should definitely have a standing anniversary type event for that and we should have a standing Gammel anniversary event, right?

Brian Gamel: [00:11:36] Oh yeah, for sure. It’s funny, I kept joking with my wife as we were looking and slowly things are filling up the calendar. I was like, Hey, are you going to be okay if the gal is on her first year or wedding anniversary and she’s like, Yeah, we can just pretend it’s a big party for us, right? You know, the Big Ten music, you know, the normal things you have for your first anniversary, 600 of your closest friends, something like that.

Stone Payton: [00:11:59] But and so in my mind, from my vantage point, you guys, you and your wife, you have like this utopian lifestyle because she’s at the pie bar, right?

Brian Gamel: [00:12:08] Yeah, she’s the GM of Pie Bar. So she’s working at both the Marietta and Woodstock locations.

Stone Payton: [00:12:13] And then you are neck deep into Woodstock art scene. I mean, it just I’m sure there’s work involved, but it just looks like such a fun, fulfilling lifestyle.

Brian Gamel: [00:12:22] Yeah, we both really enjoy what we do and this community and it’s a lot of fun to see people come from all over the place and to Woodstock. And it’s like you said, there’s a lot of young families and it’s we’re we’re in a really weird place for an arts organization, too, because, you know, we’ll we’ll go to these meetings with the presenters I think I’ve talked to you about in the past. But for those who don’t know what I’m talking about, it’s a group of the venues that present music acts throughout the state. So we all go and meet and a lot of times they’ll talk about, Man, we just want a younger audience, we want a younger audience, we want a younger we can have a young audience and that’s really cool. You know, our that means that our audience is going to grow with us in a sense, right? So but we are we are in a weird place for an arts center where most the average age of a of a patron for most places is probably in the sixties. The seventies, yeah. Are just probably squarely in the forties, you know. So we have a nice young group, but we also have classic Woodstock supporting us as well. So it’s, it’s a nice place to be at.

Stone Payton: [00:13:18] So the theater schedule, like what’s the name of it again?

Brian Gamel: [00:13:21] Orfeo Orfeo in the Book of Heroes. So Orpheus.

Stone Payton: [00:13:25] And there’s several. There’s several of them happening. You can catch them. There’s several appearances.

Brian Gamel: [00:13:31] Yeah. So for our summer shows, because they’re more geared towards kids right now, which look at next season because there’s some adult programing over the summer next season. But for this season, we we will be having both Aubrey and James on Saturdays and Sundays at 2:30 p.m. and then Wednesday mornings at 10:00. Our summer camps are there, so they get to see the show. But also we know parents still work over the summer. Sometimes grandparents are taking care of the kids. And what better way to give them something to do than to come to a show at 10 a.m. on a Wednesday and get them all geared up and get to see some fun and exciting theater live.

Stone Payton: [00:14:07] And in the theaters right there behind the chambers building or part of the Chambers Building where we go and listen to the local leaders tell us what’s going on.

Brian Gamel: [00:14:16] Yeah, if you if you’re familiar with where route stock is that right there, the corner of town Lake Parkway in Maine.

Stone Payton: [00:14:22] It’s my second lily pad, right walking to town. My first one is IPS. Right? Believe me, I know where it’s going.

Brian Gamel: [00:14:28] Yeah. So you just, you know, if you if you drive into town, you park in that giant parking lot and go, man, that building looks like a church. It used to be, but now it’s a theater and still is on Sundays. But we we have our theater programing in there as well, as well as most of our offices.

Stone Payton: [00:14:42] Right. Right. All right. So what do you think people should be thinking about and doing to get ready for the balance of the season? They should they should go to the website. Yeah, that’s the easiest place to kind of get your ducks in a row, right?

Brian Gamel: [00:14:58] For sure. And right now, we have a lot of fun coming up next year, including a lot a lot of our patrons have been really excited for. Croce plays Croce as part of the Lanford series. So if you’re familiar with Time and a Bottle and Jim Croce and his son A.J., actually it’s this beautiful. I actually was in tears when I saw it live, this beautiful love letter to his father and the relationship that they were able to have for the few years that he was alive while. Right. A.j. was growing up. But it’s it’s talking about the stories. And you get to see now that we have that big LED screen, you can see some film footage of him like old family photos and videos of it’s it’s it’s heartwarming. And we have a lot of people really excited for it. Well, that is part of next season, which doesn’t go on sale to the general public until July 30 or July 1st, unless you get a subscription, which you can get a subscription right now, if you head over to our website, just look for that information. But we will also be getting a new ticketing system July 1st. Yes. So it’ll be more integrated to our website than ever before. If you’re familiar with the theater, we’re actually going to do some reserve seating in there as well so that you don’t have to show up for your spotlight. Kids show at 4 p.m. for 730, go to to make sure you have the perfect seat. You can just go ahead and purchase those seats in advance. And if you get a theater subscription, you get the premiere seating for cheaper than the back of the house seating.

Stone Payton: [00:16:20] So there’s a pro tip.

Brian Gamel: [00:16:22] Yeah. Honestly, subscriptions for no other reason than just you get your spot and it’s the cheapest option available. It’s fantastic. And you already have something planned and can invite friends and it’s, it’s a whole fun time. But yeah, that new ticketing system we’re very much looking forward to, we’ll be able to scan in tickets, you know, do all those fantastic things that you will come to expect from theaters these days. But we just haven’t been able to up to this point. But now we’re super excited to work with them and. Yeah.

Stone Payton: [00:16:50] All right. So before we wrap, let’s talk a little bit about community involvement. Surely there’s plenty of opportunity to volunteer. We touched on business sponsorship a little while ago, but there’s there’s ample opportunity. If you want to get involved and support this effort, there’s always plenty to be done.

Brian Gamel: [00:17:05] Yes. Yeah, for sure. We we are a volunteer run organization. We always have been. We always will be. It’s important for us to be involved with the community as a nonprofit. There’s no there’s no reason to not be right. This is a fantastic community that wants to be involved in the arts. So why why not embrace that?

Stone Payton: [00:17:21] Sure.

Brian Gamel: [00:17:22] So whether you’re looking to be involved as someone who hands out programs, if you want to show up to one of these city functions at a table and just talk about what we do, because you’re just so energized about it. Right? If you want to help hang a gallery exhibit, if you want to see a concert for free, but toss out some beers as well, like you know those. And if you want to design some lights, some costumes, some scenic work, any of that, you can once again, you can do that through our website. You can get that information. But Camille are volunteer and event manager is is now on full time so. Oh really. Yeah we are super excited to be able to bring her on full time because that means more attention given to our volunteers and more opportunities. So we are trying to grow that program and as well as just grow some appreciation to have some of those events. We did a visionary only paint and sip, which visionaries are what we call our volunteers side now. But we had a visionary only paint and sip, so they had the opportunity to have a discounted paint and sip class together and just hang out and get to know each other. So we’re really building a little micro community here in the. Greater Woodstock community.

Stone Payton: [00:18:28] That was another thing I thoroughly have enjoyed is the art on the spot where you can visit with the artists while they’re doing their thing, and often they’ll have a couple of little examples. I mean, you guys, you have such a marvelous variety. You know, it’s not all it’s not all one thing. You guys you guys rock.

Brian Gamel: [00:18:45] Yeah, we we stay busy over there. I’ll I’ll tell you I’ll tell you what we like. I said, we’ve been playing with the calendar. We have these giant blown up month by month calendars and everyone wrote in a different color to make sure you know what was what. And I don’t know if we have less than 700 events coming up next year. So wow, it if you’re looking for something to do, we’ll always have it.

Stone Payton: [00:19:05] All right. So let’s leave everybody with the right coordinates. The main thing is the website right now, that’s the best thing.

Brian Gamel: [00:19:10] 1,000%, 1,000%. The website is the best place to get your information. Libby, our marketing manager, has also done a great job across Facebook and Instagram as well.

Stone Payton: [00:19:18] So email.

Brian Gamel: [00:19:19] And email. Oh, yeah. She’s she’s she’s a rock star on email. But if you’re looking for that thing when you’re just scrolling around, yeah, Facebook and Instagram are a great place to visit too.

Stone Payton: [00:19:28] Okay, so the website is.

Brian Gamel: [00:19:30] Woodstock Arts dot.

Stone Payton: [00:19:31] Org. Well, that’s easy enough.

Brian Gamel: [00:19:32] Yep. Keep it simple and clean.

Stone Payton: [00:19:33] Yeah. Tap into the Facebook and Instagram and and enjoy that and use it to inform inform your plans, but also to share with your with the people that you know.

Brian Gamel: [00:19:43] Yeah, of course. We obviously always want to grow this community and we we we love to bring new people in and share some new ideas and, you know, do all those lovely things.

Stone Payton: [00:19:54] Yeah, well, keep up the good work, man. And thanks for coming by and visiting, even if your producer shows up a little later.

Brian Gamel: [00:19:59] Hey, man, thanks for getting out of bed for me.

Stone Payton: [00:20:02] Happy to do it. All right. This is Stone Payton for Brian Gamble in Woodstock Arts and everyone here at the Business RadioX family. We’ll see you next time on Cherokee Business Radio.

Tagged With: Brian Gamel, Woodstock Arts

Todd Hogan With Community Burger

June 24, 2022 by Jacob Lapera

todd-hogan
Cherokee Business Radio
Todd Hogan With Community Burger
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This Episode was brought to you by

The Innovation SpotAlma Coffee

 

 

 

 

ToddHogan2Award-winning chef Todd Hogan has decades of experience creating and serving exceptional cuisine. A well-known culinary force in Atlanta, Hogan has been in the restaurant industry for nearly 40 years, most recently at the helm of Branchwater with locations in Cumming and Canton, at Branch & Barrel in Alpharetta’s Avalon community and his newest eatery Community Burger in Canton.

“The whole concept for Community Burger is helping us to be an active part of our community,” says Hogan. “We want to be an important part of the community not only because of our great food but also because we can discover the causes that our guests care about and give back to those in need.”

Community Burger features a give-back program where guests can nominate and then vote on different charities or community projects. Community Burger donates a percentage of its proceeds to the three winning programs each quarter. Hogan intends to expand Community Burger to multiple locations, but each restaurant will be unique as the team finds ways to connect locally through philanthropic means.

Hogan got started in the restaurant business as a teenager when he worked in his best friend’s family restaurant. The job was supposed to help launch his rock star career, but instead, it fostered a love of cooking. Hogan considers his culinary creations as art forms. “Art is different things. Putting together something that has all the right elements through flavor contrast and color and design is really what drove me. I wanted to put my touch on someone else’s life at that moment when they were dining.”

A Johnson & Wales graduate, three-time James Beard House invitee, DiRōNA award winner and Food Network guest star, Hogan brings his extensive experience and passion for food and community-building to his restaurants, where he strives to give his guests an amazing dining experience.

“The most rewarding thing is that we have given guests a food experience that they can’t wait to come back for,” says Hogan. “We offer a commitment to food quality, craft batch cocktails on tap and above all, we are making an impact with our restaurant group’s philanthropic commitment.”

Previously, Hogan made his mark in many quality restaurants including Indigo in Roswell as owner and executive chef; owner of Chef Todd Hogan Events; corporate executive chef of Café Tu Tu Tango in Miami and executive sous chef in the Atlanta location; partner and executive chef at Wildberries Bistro in Duluth, Georgia; and executive chef at Café Marquesa in Key West, Florida.

Reflecting on Atlanta’s culinary scene, Hogan notes, “I am an Atlanta native, have traveled all over the country and have been in the most widely acclaimed culinary destinations. Atlanta is now on that same map. I truly believe that Atlanta is among the top-10 dining destinations in the U.S.”

Community Burger is located at The Mill on Etowah (225 Reformation Pkwy, Suite 300, Canton, Georgia 30114).

Connect with Todd on Linkedin and follow Community Burger on Instagram.

What You’ll Learn In This Episode

  • About the Community Burger
  • The restaurant has a unique philanthropic twist
  • The craft-cocktails-on-tap program

This transcript is machine transcribed by Sonix

TRANSCRIPT

Intro: [00:00:07] Broadcasting live from the Business RadioX studios in Woodstock, Georgia. It’s time for Cherokee Business Radio. Now, here’s your host.

Stone Payton: [00:00:23] Welcome to Cherokee Business Radio Stone Payton here with you this morning. And today’s episode is brought to you in part by Alma Coffee. Sustainably grown, veteran, owned and direct trade, which means, of course, from seed to cup, there are no middlemen. Please go check them out at my Alma coffee and go visit their Roastery Cafe at 3448 Holly Springs Parkway in Canton. As for Harry or the brains of the outfit Leticia and please tell them that Stone sent you. You guys are in for a real treat this morning and please join me in welcoming to the broadcast with Community Burger and Canton chef Todd Hogan. Good morning, sir.

Todd Hogan: [00:01:06] Good morning. How are you doing today?

Stone Payton: [00:01:07] I am doing well. I mentioned it before we came on the air. I’ll say it again on the air so that it’s on the record. Great looking hat, man.

Todd Hogan: [00:01:14] Well, thanks. I’ll tell you what it was. It was a project that we truly enjoyed developing. You know, the whole community burger design was to be truly what it says, community based. We’re a full philanthropic style restaurant where we want to actually give back to the communities in which we put our restaurants. So it’s a brand new brand and we’re excited to hopefully grow this thing throughout the Southeast. And we’ll see how it how we get there. You know, it’s baby steps. You know, they say you eat an elephant, one bite at a time and we’re taking our first bite.

Stone Payton: [00:01:52] All right. Well, I love the brand. I love the intent. What did compel you and yours? Ta ta. I was going to say jump off a cliff. That’s probably a little radical, but it’s a pretty big move to do something like this, right?

Todd Hogan: [00:02:04] Well, you know, I’ve been in the restaurant business now, right, at 39 years.

Stone Payton: [00:02:09] Oh, my. You don’t look that old man.

Todd Hogan: [00:02:11] Well, I started when I was really, really young, so we’ll say that. And my my best friend and I started in the upscale, casual, fine dining segment of the restaurants when we were early teens. And it’s something we’ve we’ve done together. We went down different paths. I stayed in the actual restaurant segment, culinary. I’ve been an executive chef since my my first job. I was 21 when I was the first executive chef role. But over the years, he’s watched me, you know, have struggles, big hurdles. He’s seen me have successes and failures. And through the process, in my mind, I’m like, you know, I love fine dining. I love that upscale feel. But I feel like where we are currently in our in our world is that the demand for dining is doing nothing but increasing. The challenges we currently have with staffing was where we kind of landed on this particular concept. And he and I decided that, you know, number one, the top well, the top three food segments are burgers, tacos and pizzas.

Stone Payton: [00:03:17] They are.

Todd Hogan: [00:03:17] For me. I mean, it really is. I mean, when I think about my days off, you know, what’s dad going to make at home? I’m like, let’s make a pizza or let’s make tacos or let’s do burgers. So I love the burger application because it’s anything you can imagine between buns, right? So, you know, so kind of coming back to how we landed on this is we thought we got staffing challenges. So this is what they consider a fast casual concept, which is counter service. You walk up, you place your order, you sit down and then it’s delivered to you. So it’s a hybrid between full service and actual self service. And with that being said, I didn’t want to lose some other unique pieces. And the cocktail program to me was also very important. So we’re not just a burger and beer joint. We’ve got cocktails, beer and wine all on tap.

Stone Payton: [00:04:06] Oh, my little difference. Y’all can’t see in the studio. But he saw it. Yeah, eyes lit up. Well, that’s a cocktail.

Todd Hogan: [00:04:11] Well, the cocktails are going to be very unique and very custom. We’ll have some old school throwback favorites, but we’re also going to have some creative, you know, mixologists style cocktails on tap. And we’re also going to have adult milkshakes and regular milkshakes for the kids. And we also have a small daiquiri program that will just pair up. And I think it’s a perfect pairing for the burgers, you know, and it’s not just traditional burgers. We’ll have the traditional burgers with beef and all the unique, fun, chef driven ingredients. We’re also doing a nontraditional category that’s includes grouper, salmon, ahi, tuna and chicken. And then we have an international burger category that’s like, you know, a bratwurst burger with sauerkraut and butter case cheese, which is a German creamy cheese, you know. And we also have salads. So whenever we were thinking about our target market, we were looking for that either stay at home mom or that figure of the household that brought their kids out several times during the week to eat. And we wanted to give them the options because not everybody wants a burger every day, a traditional burger. So having. The nontraditional category in the salad category really opened up our target market. And I feel like it’s going to be a home run for us by doing that.

Stone Payton: [00:05:30] Sounds like a home run to me. So how far out are we? We’re in mid-June. For those of you who kind of trip over this later in the season, but how far out are we now?

Todd Hogan: [00:05:39] So we’re I would have to say, I mean, truthfully, we’re about 30 days behind, you know.

Stone Payton: [00:05:44] I mean I mean, par for the course.

Todd Hogan: [00:05:46] It really is right now. I mean, it’s, you know, challenges in the world about supply chain and, you know, and just sourcing certain things that we needed for the project. So we’re we’re probably looking the 1st of July. I’m hesitant to give an actual date. Date, yeah. We’re we’re we’re crossing the finish line though. We’re getting there. And it’s it’s been a project because this is in the Edward Mill facility, which is an old 1800s cotton mill.

Stone Payton: [00:06:13] So like with reformation and.

Todd Hogan: [00:06:14] That’s exactly.

Stone Payton: [00:06:15] Right. Oh, baby.

Todd Hogan: [00:06:16] So it’s a great location. But when you’re dealing with older buildings, some historic, some not historic, but probably should have been considered historic. You know, you have you have challenges. You know, just how the buildings were originally put in place and how do you get that infrastructure to support. But the feel of the project is amazing because when you pull in, we’re one of the first two independent buildings in the middle of the project, so you can’t help but see us like we’re one of the first things you see when you pull in and we we kind of bud up to the amphitheater. So are you familiar with what they do down there?

Stone Payton: [00:06:56] Not completely. I’ve been there. I was at a business meeting that was held within reformation before. And then I went in and I visited with my buddy John Cloonan is participates in that thrive coworking. Oh yeah. I’ve been out.

Todd Hogan: [00:07:08] There. Yeah. Well you know it’s you know it thrives a big piece of this and there’s multiple boutique shops now we’re we’re opening up more restaurants. So currently there’s one, two, three in full operations and there’s three more restaurant spots to be opened. Community Burger is one of them. They have another one that’s called Blackbird Tavern that’s going to be opening, but they’ve got some really cool restaurant concepts down there. Yeah. And it’s it’s going to become a destination location for eating as opposed to just a walk by or drive by. People will be coming to the mill to decide on where they’re going to go and have dinner with their kids or if it’s a date night and coming back to community burgers, we really drove this towards the family baseline. We wanted it to feel like an everyday eating facility, not special occasion. You know, I’ve had those restaurants in my past and I’ve enjoyed them, but I’d rather see that customer twice a week than once a quarter. So that’s another one of our reasons for wanting to go on the more casual side for this concept.

Stone Payton: [00:08:14] So let’s talk about the past a little bit. I’d love to hear a little bit about the back story, the path that led you here because you’ve done quite a bit. This is not your first rodeo.

Todd Hogan: [00:08:23] No, I’ve I’ve I’ve been in the Atlanta market since 97. Okay. Prior to that, I traveled all over the country. I graduated from Johnson Wells University. I was a TA and a fellow. So I was teaching freshman and sophomore classes during that time frame. As I left the university, I wound up going, you know, to places like Dallas, Texas, out, out west, Los Angeles, East Vail. I was in New York for a while. You know, I’ve had great experiences throughout the country, and I was in Key West for about five years. I was at a Cafe Marquesa down there, and that was like the chef’s dream job. It was dinner only and it was seven nights a week. And you were in this, you know, really cool destination that people came and wanted to just kind of let their hair down and have a great time. So when I came back to Atlanta in 97 to open my first restaurant, personal restaurant, it was it was interesting because I opened up this cutting edge style restaurant in the Duluth, Gwinnett County market, and I was kind of ahead of the curve, if you will. So although a great learning process for me, I had a friend of mine when I opened it. He goes, You know, Todd, it’s going to take three failures before you make you make your first success. I’m like, is that a backhanded compliment on what I’m doing? I mean, you know, but I’ll be damned if he wasn’t right. Sorry if I dropped the D-word, you know, and it did. It took three failures for me to start realizing what it was with each failure. And I’ll say this, they weren’t necessarily failures in the big picture because I took care of team members and they had a lifestyle and they had a way of earning a living. But from a business sustainability perspective, I had a lot to learn. I was young and John Maxwell, who is an author and he wrote.

Stone Payton: [00:10:21] Yeah, wrote some great.

Todd Hogan: [00:10:22] Books. He was one of my regulars at Wild Berries. A bistro was the name of my restaurant back in those days, and he gave me this book called Failing Forward, and he gave me a series of books. But that particular book, after I read it, I was like, This makes complete sense. So you learn by your mistakes. Just don’t make the mistake a second time and you just continue to grow down that path. And, you know, now we’re fast forward to where we are. I had a restaurant in Roswell that we opened up in what year 2009, I think was when it was and market crashed the week we opened. And I’m sitting there and I’m thinking, okay, now what? Because I put all my eggs in the basket. So we white knuckled it through this whole process and I wound up losing the restaurant to a fire. And I’m like, okay, so we made it through all the ups and downs. Then we had a fire, so now we had to reset. So in late 2012, I took all the rest of my eggs I had in the basket, and I put it all into branch water, which is located in Cumming. It’s in the Forsyth County market, it’s in Vicary Village. And I put this restaurant up there and I basically was like, this all or nothing, you know? And it’s ten years old this month.

Stone Payton: [00:11:39] Oh.

Todd Hogan: [00:11:40] So I’m very proud of that restaurant. I’m proud of the team members that were that have been a part of my life from the the day we started to date now. And as we grew, you know, we’ve we’ve come across a lot of challenges. Then the pandemic hit, I’m like, okay, now the pandemic hits and because.

Stone Payton: [00:12:00] The universe just wanting to make sure you really want to do this right.

Todd Hogan: [00:12:03] I mean, and I’m looking at this going, okay, I had branch water at the time. I have branch and barrel. That’s at Avalon. It’s one of our our restaurants. And at the time we had a restaurant and Crab Apple called Duke’s that was kind of the runt of the group. And when pandemic hit, we had to make some some tough decisions. And I woke up one early morning and I thought, I’m not going to curl up in a ball and I’m not going to suck my thumb. I’m going to get back on my feet and we’re going to keep swinging this bat. So we opened up our second branch water location during the middle of the pandemic. Wow. And we opened that up in the historic district of downtown Canton. And I guess that was that was 2020. So here we are in 2022. It’s doing awesome. I love it. And it’s it really has to do with the relationships you create, you.

Stone Payton: [00:12:54] Know, isn’t it? It’s remarkable to me. I come from the training and consulting world. The client side of the work we do here is so relationship oriented. But it continues to amaze me and I don’t know why it surprises me at all. But so many businesses, I don’t care what they it really does come down to relationships a 100%.

Todd Hogan: [00:13:14] You know, Darren, you know, the pandemic and we were making these decisions. We had to shift gears quickly, like fast on your feet and, you know, restaurant tours, you know, Countrywide were having to reinvent themselves. And that meant were you a grocery store or are you a delivery service where you a branch water, for example, we converted to a family meal style restaurant. We were steak and seafood. Now all of a sudden we’re doing meatloaf, mashed potatoes and green beans for four and delivering it to your door. So we had to get real creative real fast. But that all being said, the customer, the regular, the friend that we developed over the years, they are why we succeeded and made it through that nightmare. And all I can do is say it’s because of my team, how they built the relationships. That is not about me. You know, I may have created the concept and written the recipes and done the development, but when you really boil it down, it’s about the folks you hire and become part of your family. And shortly thereafter, we did this Atlanta eat segment. And, you know, the hosts asked me because, well, why did you get in the business? And without even pausing, I said, I got in the business to take care of my family. That was yeah, hands down. The whole reason I didn’t realize that my family was going to grow to 100 people because that’s what it came down to. It wasn’t just about me and my four kids and my and my wife. It was about the folks that are involved in my restaurant day to day, because I see them more than I see my own blood family.

Todd Hogan: [00:14:48] Right. So they are a part of my family. They are. They are. Why I continue to to reach out, to do more, to do better, to be a better company, to work for. And that’s what it comes down to. And then so then we had the, the, the new branch water that opened and then again it came circle back around with, with my best friend on, on this community burger project. And we thought, what are we going to do to create something that is a legacy based creation? All right. Now, that’s a big statement to make. But it’s made and it’s felt. And he and I wanted to create something that wasn’t just a one off. We wanted to create something that would be multiple locations. And in each community we built one. It made an impact at that level, not just we say we’re you know, we have philanthropies. We wanted to have philanthropies that were specific to the locations. So because you survive because the community that you’re that you’re within. Yeah. So we wanted to and it’s secular. So community supports us. We want to support the community. And that’s that’s the whole plan. I mean, it sounds simple and it, it’s nice to make it sound like it’s simple, but it is a little bit more detailed than that. I mean, we want to we really want to make an impact. And there’s there’s restaurants out there that currently do that. We wanted to do it better. And that’s a big statement to say that we want to do it better than, let’s say, Chick fil A, for example.

Stone Payton: [00:16:23] Sure.

Todd Hogan: [00:16:24] Chick fil A is is an amazing company, aren’t they? And they what they have what they have developed and what they have become. I mean, you know, that’s it’s it’s humbling to have met, you know, Truett Cathy back in the day. I worked for Chick fil A gazillion years ago, and now I’m looking at what we’re doing and I’m like, I want to make an impact like that. And we’re going to do absolutely everything in our power to do that.

Stone Payton: [00:16:50] What a noble pursuit. And I know it must be incredibly fulfilling. Just beginning to lay out the plans for that. If you have any of this organized, talk to us a little bit about what that looks like on the ground, like so it might manifest.

Todd Hogan: [00:17:04] All right. So the way the philanthropy program is designed, as initially my partner and I, we’re choosing the three philanthropies. We’re going to do three philanthropies per quarter. Now, as a customer, they would come in and there’s going to be a QR code that they can click on and then they can make their suggestion for upcoming philanthropies. And as we get these philanthropies in our in our database, we’re going to do a lottery pull every quarter, pick three new philanthropies, and we’ll make that announcement, which philanthropy they are, who made the suggestion and how to support them. And inside the restaurant, we’re going to have something called a giving wall. So it’s kind of interactive. Do you remember that game Pachinko or Plinko, you’ve seen on game shows where you drop a coin and it bounces.

Stone Payton: [00:17:52] All over the place? Yes.

Todd Hogan: [00:17:53] So we’re having this designed and when you come in and dine, you’ll get a token and then you’ll take your token and go to the giving wall and make your choice which philanthropy you put it in. So whether your child puts it in there or you put it in there, you watch it and it drops into your chosen philanthropy. And then every quarter we will pull all the votes and distribute the donation pro-rata based on the votes given by the customer.

Stone Payton: [00:18:22] Oh, fun.

Todd Hogan: [00:18:23] So it is, you know, everybody has an opportunity to have a voice and that’s what also makes it that much more unique.

Stone Payton: [00:18:30] I love it. Yeah, this is so cool.

Todd Hogan: [00:18:34] Yeah. And you know, I’m a I’m a foodie. I’m a chef. So when we were designing this, I wanted to not lose that that edge. I wanted to make sure that when you came in to Community Burger, you were getting a burger experience that was wildly different than all the others that are out there. I’ve had the pleasure of working with several of the burger concepts and consulting with some of them and getting a bird’s eye view. And I decided to raise the bar on it. And the menu is we’re actually live or our website’s live. It’s called your community burger.

Stone Payton: [00:19:09] Your community burger. So you can.

Todd Hogan: [00:19:11] Check it out. And we’ve already done all of our food photography. So if you see it, that’s what it’s going to look like when it hit your table. And we do everything that we possibly can from scratch. For example, we’re making our own handmade tater tots, hand-cut french fries, and there’s a lot of restaurants that do hand-cut french fries. There’s a difference in doing it great. And doing it. And we’re going to do it great.

Stone Payton: [00:19:35] All right. You heard it here.

Todd Hogan: [00:19:36] You know, it’s got to do with how you blanch them and how you manage the potatoes and how what the age of the potato is. I mean, all these things, there’s a lot.

Stone Payton: [00:19:44] More to it.

Todd Hogan: [00:19:44] There’s a little bit more to it than just cutting the French fry and frying it. Because I love French fries. I mean, as you can tell, I have to go to the gym every day just so I can eat what I like. But, you know, I like them crispy and I like them to be, you know, a wow factor. So whenever you leave Community Burger, the whole idea is that when you get home, you’re thinking about the next time you’re coming because it was that good.

Stone Payton: [00:20:09] Oh, I’m so excited for this. So how are you finding the what’s the right word? The business community, the business climate in the Cherokee County and specifically the Canton area? Is it an embracing?

Todd Hogan: [00:20:22] Yes.

Stone Payton: [00:20:23] Support and help.

Todd Hogan: [00:20:24] Well, you know, out there in Canton, there in a what I would consider a growth spurt. Mm hmm. I’ve been out in the Canton area for 17 years now, and I’ve wanted to put a restaurant in downtown Canton for 17 years now. But we’ve waited.

Stone Payton: [00:20:41] You’ve been living out there?

Todd Hogan: [00:20:42] Yeah, we live out there. Oh, wow. Okay. So my wife and I and our our children, we’ve all we’ve we’ve watched Canton as it’s been developing. Yeah. And my wife has held me back several times about because I wanted to put a restaurant out and she’s like, it’s not ready. It’s not ready yet. And while we thought during the middle of a pandemic was perfect timing, I have no idea.

Stone Payton: [00:21:02] But I know that’s your style, man. That’s your that’s your signature.

Todd Hogan: [00:21:06] Yeah. So we we dove in, you know, hip deep and it it worked, you know, and but Canton as a whole, Cherokee County as a whole, is very much in a development stage. And they’re going great, great gangbusters. And that mill project is a prime example of taking an old property, repurposing it. Yeah. And that gives that you’re stepping back in time, kind of feel, you know, and that’s very unique and so exciting to be a part of that project.

Stone Payton: [00:21:39] Oh, bet. So you touched on it briefly, but you know, it’s my show. So let’s talk about some of my favorite things. Let’s talk about the cocktail tap thing, a little bit more cocktails.

Todd Hogan: [00:21:48] All right. So our initial start with the cocktails on tap is we’re going to have some old favorites like a Paloma or a mint julep. But we’re also going to have some unique things. We have a a smoked apple whiskey sour that’s going to be on there. And, you know, and then we’re going to work with some local breweries.

Stone Payton: [00:22:06] Oh, that’s a great idea.

Todd Hogan: [00:22:07] And I’m actually the brewery that I chose is Green Lane Brewery, and they’re right in downtown Kansas.

Stone Payton: [00:22:13] They’re right there. In fact, my buddy Cody Bolden’s on cans.

Todd Hogan: [00:22:16] Yeah, well, you know, we did the launch for that for the Allen Brook and he came and did he came and did the music at the restaurant. And the three brothers that own green line are like just amazing. They’re just very down to earth. They grew up in Roswell, you know, they’re committed to the community. And I felt like that was a great way to to show the partnership and friendship that we’ve developed over the years because Branch Water is Green Line’s neighbor. And so we’re going to have their Allen Brook on tap. We’re going to have a new one that’s called shirtless, that’s going to be on tap. And then we got a a community light, if you will, that’s that we’re working on with another brewery that’s going to be a light beer profile and we’re going to do a rotating tab that could be anything from reformation to, you know, what’s that red hair and yeah, Monday Night Brewery, we’re going to run it through all the local brewers. So that way it’s not just one brewery. We’ll have some other presence on the TAP system as well.

Stone Payton: [00:23:15] So we have quite a few. Some are aspiring entrepreneurs, but we have quite a few practicing entrepreneurs I guess is the way to characterize it and they like to tap into to the show. So any counsel that you might offer with regard to recruiting, selecting, developing, inspiring, cultivating the right culture because that’s going to be so important. It’s got to be, oh.

Todd Hogan: [00:23:39] My culture is everything. Because if if you don’t have a true identity in your culture, you don’t know what you get. All of a sudden now it’s a box of Cracker Jacks. You don’t know what your prize is.

Stone Payton: [00:23:50] So.

Todd Hogan: [00:23:51] You know, when we’re when we’re talking about our culture and we’re hiring our team members, we’re very upfront about we, you know, we want to be the biggest little company that can possibly be. We don’t want to lose the intimacy of the ownership being directly in touch. I do something that’s called a checkup from the neck up and my restaurants and I go to the restaurants almost every day. I’m at every restaurant. They’re there sometimes it doesn’t always happen, but generally speaking, I get in the restaurants every day and I just monitor, you know, what’s the feel in the building, you know? And if I see servers with smiles and happy and I know things are good, but if I see somebody that’s down, I take that as an opportunity to do as I call it, a one on one. And I know a lot of businesses do that, but I take the time just to, you know, tap in. How are you doing? What can I do to make your day better? And if you if you really practice that and not just preach it, but practice it, the impact that you make at that level, there’s no no amount of money you can put on that, because what you’re doing is you’re making an impact on that individual’s life at that very moment. And for it, it may not be a situation that you can fix at that very moment, but the fact that you took the time to listen and let and let somebody know that you actually care, well, that’s a game changer, 100%. And that’s part of our culture. It’s like, you know, and sometimes there’s things that you can fix and sometimes there’s things that you just can’t fix and. It’s just so you have to be there, have to be available. You know.

Stone Payton: [00:25:25] I would think that candidates for this upcoming concept would be so attracted to what you’ve been describing here with the the pursuit to support different philanthropies, the kind of culture that you’re trying to build. I got to believe that gives you, to some degree, a bit of a competitive advantage in this market where, you know, getting talent is challenging.

Todd Hogan: [00:25:49] It’s very challenging. And I better knock on wood or something here. I have I have a proven track record with my management team. I don’t I have very little turnover. You know, typically the turnover comes every four years with servers because we get them when they’re a freshman in college. And then when by the time they graduate, if they’ve decided to go down a different career path, that’s where the transition happens. Now, I will say I’ve been very lucky to, you know, maintain even some that after they graduate, they decide they want to get in the hospitality industry. And I believe it’s because of the impact we made at that level. You know, we we take it very seriously, you know, in terms of people. And when I say family, that’s very important to me because if you’re not happy at home, you’re not going be happy at work. And I don’t care what business you’re in. You know, so there is a very there’s a balance to the expectations for management in general. If you’re one of those companies, that’s the old school, you know, drive it, drive it, drive it, drive it and not listen to your team member. Well, you’re looking to have some some challenges in the future.

Stone Payton: [00:26:59] You’ll be doing plenty of training because you’ll be.

Todd Hogan: [00:27:02] Constantly in a training mode. Exactly.

Stone Payton: [00:27:05] So is it early yet? Or like are you in the process of bringing on. Well, team members at this point?

Todd Hogan: [00:27:12] We are today we’re fully staffed. We start wow. I actually started training today. I got one of my training classes started. That’s starting right now.

Stone Payton: [00:27:19] Okay.

Todd Hogan: [00:27:20] And we’ve we have set up it’s almost a two week training process. It goes through class time, orientation, understanding the culture, understanding where what restaurants we currently have and and introducing what community burger is to us. And then we’re going through menu tastings and menu tests. And because it’s important that the team members know, like, for example, if you come in and you say I’m allergic to garlic, they know exactly how to how to, you know, drive you to which items you should have and which ones you shouldn’t have. If you have dietary needs and we have any way possible to to work around it, we absolutely will. So those are the things that are important during the training is that we we know how to take care of the customer when they come in.

Stone Payton: [00:28:05] So another pro tip, get your ducks in a row early if you’re going to open up any kind of operation, no doubt. Don’t wait till two weeks out.

Todd Hogan: [00:28:14] Yeah, and it’s been challenging with not knowing when the actual car will hit because we’re we’re about a week early for training. But but given that we’re 30 days behind in construction, you know, it’s it’s a balancing act. And, you know, we made the conscientious decision just to extend the training, commit the time, commit the financial commitment, you know, to that training. I think the end result is going to be a win win. Everybody’s going to come out of that training program 100% knowledgeable and ready and fired up to take care of customers.

Stone Payton: [00:28:48] So related topic, and I’m sure the answer is yes and yes, but maybe a little more depth on the on on this particular subject. Mentors, surely you’ve had some people you would categorize characterize as mentors coming up. And it sounds like you really do try to take every opportunity to mentor others, but again, largely for the benefit of our entrepreneurial listeners, can you. Anything you could share on that front? I know we’d all appreciate it.

Todd Hogan: [00:29:14] So, yes, when I when I first got into the industry and, you know, I was working through, you know, the Chick-Fil-A process and the model, and then I got into this restaurant with my best friend. It was actually my best friend’s family restaurant. And the chef that was there was his name was Richard Ford. And, you know, he was very passionate about food. And I found that to be intriguing. And I was watching him and I wound up going to Johnson Wales University in Charleston, South Carolina. And, you know, I found I found some chefs that were there that were, you know, very in touch with the young student who was eager, wanting to learn more than just what was on paper. And, you know, I just dove in and I’ve got two chefs in my my history that are very near and dear to me that gave me more than just education, that gave me part of their their heart and drive. And one is Kurt Isley. And ironically, he he’s still in the business and has a restaurant over in Gwinnett County called Curtis. And, you know, he was he’s an old school chef. From Stuttgart, Germany. And the other chef was Karl Moss, and he was a master German chef at Augsburg, Germany. And I just spent a lot of time with these guys, you know, and they gave me they gave me their heart and soul and the food and, you know, industry and that what it took commitment wise to get to that next level.

Stone Payton: [00:30:40] Yeah. So you obviously I know people can hear it on the airwaves. I can see it and feel it here in the room. Your your your passion, your your drive, your commitment to this work and to this particular concept in this phase of your life and your human. Yeah, surely you your batteries run a little bit low from time to time. Where do you go? And I don’t necessarily mean a physical place, but where do you go to to recharge, to get inspired to kind of, you know, get it all back together again and get out there and fight the good fight.

Todd Hogan: [00:31:11] So I have I’m very system based, meaning I even personally, I have these routines and I do them like religion. I go to the gym five or six days a week. That’s my mental check out. I try to stay as fit as possible.

Stone Payton: [00:31:29] Considering the fries.

Todd Hogan: [00:31:31] Considering the fries as you can be, the french fries and milkshakes. You got it. You’ve got to do something to burn those calories. And I commit my you know, I go to church every week. I commit myself to my family. And I’ll tell you what, what my drive is, is when I see my kids. You know, I was fortunate enough to meet someone from the Gerber family, Dan Gerber. His father was Gerber. Gerber baby food. He’s who created it. And he told me the story about his father was on basically on his deathbed. And he was there with him. And he says he says his dad looks at him and says, you know, I never meant to do that. And Dan said, and this is Dan Sharon, the story with me, because what do you mean? Daddy goes, I never meant to be this big company. I only wanted to cook for my kids. And that stuck to me. I was like, That’s pretty inspiring. So when I look at my kids and I cook for my kids and I cook for my family, I think about, you know, what would they like, you know, and how do they love it and how does that translate? And it does it it completely translates. So that’s my ray charge, you know, family commitment to being better for other people. And that’s that’s what it comes down to.

Stone Payton: [00:32:48] All right. Before we wrap, let’s make sure that we leave our listeners with. Let’s remind them of the location. Of course, let’s leave them with a way to kind of tap into what you’re doing now as far as website and that kind of thing. Maybe someone’s interested in employment because, you know, they may have an opportunity down the road. Maybe someone would like to have a conversation with you about teaming up to help you with some of these philanthropies, whatever you feel like is appropriate, whether it’s LinkedIn website. Sure. But let’s leave them with with a with a way to continue that relationship.

Todd Hogan: [00:33:19] Absolutely. So I am on LinkedIn. Todd Hogan. You know, Chef Todd Hogan, we have our website, your community, Voter.com. We are opening our first location in downtown Canton and it’s in the Edwardsville project. Our second location is underway. It’s in the Crab Apple market.

Stone Payton: [00:33:38] The grass is growing under your feet. You’re like, you’re getting ready to go.

Todd Hogan: [00:33:41] We have a plan. And we we’re currently looking at locations three and four. It’s just a matter of time. I mean, I’m myself and my partner are very committed to the growth of this company and the impact we make at the community level.

Stone Payton: [00:33:55] All right. Be sure to build in, like a Business RadioX studio spot there.

Todd Hogan: [00:33:59] There you go. We’ll do that as a test kitchen and a studio at the same time.

Stone Payton: [00:34:04] No, it could be fun sometimes, though, to do like an onsite, you know, like some sort of business. I don’t know. It could be fun.

Todd Hogan: [00:34:10] We’d love to do that. And if any of your listeners have any questions or have ties with philanthropies, please reach out to me. I’m really easy to find. It’s whether you go on our Facebook page or community burger or Facebook page at branch and barrel or branch water. My my teams will let me know whenever someone’s reaching out to me directly and I’ll get right back to you.

Stone Payton: [00:34:30] Well, man, the work you’re doing and the way you’re doing it is so important. Keep up the good work and we sure appreciate it.

Todd Hogan: [00:34:38] Well, thank you for having me this morning. I greatly appreciate.

Stone Payton: [00:34:41] That. It’s been an absolute delight. And don’t be a stranger. Maybe we’ll have you come in periodically. Or like I said, maybe I’ll take a suitcase with a remote kid out there and we’ll and we’ll visit sometime. But it’s a this is fantastic for our community here in Cherokee, man.

Todd Hogan: [00:34:56] Well, I appreciate you having me.

Stone Payton: [00:34:57] All right. This is Stone Payton for our guest today, Chef Todd Hogan with Community Burger and everyone here at the Business RadioX family saying we’ll see you next time on Cherokee Business Radio.

 

Tagged With: Community Burger, Todd Hogan

Richard Harris With The Harris Consulting Group

June 23, 2022 by Jacob Lapera

Richard-Harris
Startup Showdown Podcast
Richard Harris With The Harris Consulting Group
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RichardHarrisRichard Harris, Founder of The Harris Consulting Group, brings 20+ years of sales and Saas experience to the table when working with clients.

His passion is helping companies close the gap between the old school features and benefits approach to selling and focusing on the customers’ pains while maintaining individual authenticity for the seller.

In short, Richard teaches people how to earn the right to ask questions, which questions to ask, and when to do it.

Connect with Richard on LinkedIn.

What You’ll Learn In This Episode

  • Going from founder-led sales to a sales team
  • When to bring in Sales Ops

This transcript is machine transcribed by Sonix

TRANSCRIPT

Intro: [00:00:01] We’ll come back to the Startup Showdown podcast, where we discuss pitching, funding and scaling startups. Join us as we interview winners, mentors and judges of the monthly $120,000 pitch competition powered by Panoramic Ventures. We also discuss the latest updates in software web3, health care, tech, fintech and more. Now sit tight as we interview this week’s guest and their journey through entrepreneurship.

Lee Kantor: [00:00:50] Lee Kantor here another episode of Startup Showdown, and this is going to be a good one. But before we get into things, it’s important to recognize our sponsor, Panoramic Ventures. Without them, we couldn’t be sharing these important stories. Today on Startup Showdown, we have Richard Harris with the Harris Consulting Group. Welcome, Richard.

Richard Harris: [00:01:08] Hey, how are you?

Lee Kantor: [00:01:10] I am doing well. Before we get too far into things, tell us about Harris Consulting. How are you serving, folks?

Richard Harris: [00:01:16] Yeah, I appreciate that. There’s sort of three main pillars in my business. One is straight up sales, training, straight customer success, growing the revenue side. There’s a sales ops side where some customers want me to come in and just build out their sales operations processes and stuff like that. And then there’s the general advisory services, which is how I’m really connected with you and that startups just need some help. They need somebody to bounce ideas off of. They need to get out of their own, out of their own mindset and get out of their own way or get out of the the bubble that’s created with their VCs. Not that those are bad things, but just like, Hey, who’s someone that has no skin in the game will be super direct. So that’s, that’s what I do. And I think that’s probably 90% of the reason you and I are talking.

Lee Kantor: [00:02:03] So is your background always been in sales?

Richard Harris: [00:02:06] Yeah, ever since I was little. My first I mean, my first sales job was selling candy at school. So I bought it from the high school kid who was doing a fundraiser, took it to the grammar school and sold it. I sold Jolly Ranchers. So yeah, I think I’ve always been in sales.

Lee Kantor: [00:02:21] Now what do you tell that founder or maybe just somebody that’s not even a founder, but anybody on the team that says, you know what, I’m just not a natural sales person? Is that a necessity in today’s world, or does everybody have to have at least the mindset of a sales person?

Richard Harris: [00:02:39] No, I don’t think so. I think that we all have our strengths in what we think. I think when people say that, they just they unintentionally don’t realize that they are in sales and they’re pulling in the car salesman mentality and they don’t want to be viewed as that. But that being said, an engineer doesn’t know as much about sales. They know some because they have to convince the computer to do something. They have to convince their teacher it was the right thing. They have to convince their boss that it was the right thing. That’s all. Salesmanship or salesperson? I would say for the same reason. I don’t know, Jack, about engineering. Don’t ask me to program anything. But I’m smart enough to know I should go find somebody who’s smarter than me in that realm. But I think people don’t give themselves enough credit about being, quote unquote, in sales.

Lee Kantor: [00:03:31] Why do you think that some people put kind of a negative spin on sales, even though without sales, you know, nobody eats?

Richard Harris: [00:03:39] Yeah, it’s a great question because we are lazy human beings. We create false belief systems because somebody told us that we always hear the horror stories of of bad sales people. And frankly, it’s not educated. Right. There’s 3200 universities in the United States. Maybe 300 actually have a degree in sales. So it’s not one of those things that people think about. A lot of people in sales never wanted to be in sales, never thought about being in sales. It sort of found them. And that’s a pretty standard conversation when you talk to salespeople. So I don’t think it’s been ingrained at an education level kind of like marketing has or some of those things. Now the beauty at least, and I think it’s the same probably in the engineering world and I assume in marketing, but particularly in sales, you don’t need more than a high school education like you got to know how to do math and you got to learn how to have a conversation. But you don’t need an education to have this kind of a job. You know, like a teacher, you have to be credentialed and even even someone who works in a traditional laboring job of construction or or plumbing or something, which are great professions, not always, but oftentimes those are very skilled professionals in their career, and they’ve done some level of apprenticeship or training and had to do those things before they could go on their own. Sales has that same approach, but there’s no certification. You have to have to be a salesperson.

Lee Kantor: [00:05:18] Now, is that part of the challenge when it comes to training up a sales team that, you know, a lot of people want to have everything scripted and controlled and and some of sales is just being a good listener and being able to communicate effectively.

Richard Harris: [00:05:35] Yes. So, yes, on the second part of being a good listener is the most important thing and being a good communicator, which means a lot of things to the first part of your question. Most salespeople. Have a false belief systems that they don’t want to have a script. They think they can wing it all the time. They think that they’re that good. And I remind them all the time that one nobody’s that good, including me. And two, they are using scripts. I guarantee you if an engineer goes and does his 10th pitch of the product to someone, they’re going to say the same things 90% of the time, the exact same way. That’s a script. Now what I don’t want people to do, there’s a difference between having a script and memorizing it and sounding scripted. I don’t want anybody to sound scripted. That’s terrible. So that so but again, script like sales is a four letter word.

Lee Kantor: [00:06:34] But having a script is, is having some sort of a guideline and a guide that where you want to move the conversation and when you get to a certain point to say a certain thing a certain way. But isn’t it the heart of selling, listening and understanding what the true problem is and how you might be able to help them solve that problem?

Richard Harris: [00:06:54] Yes. And and you can do that by prompting the same set of questions to every single person you talk to. Right now, if I’m pitching to a marketing person about hours and I have a certain set of questions I’ll ask, I have very similar, if not the exact same question, maybe worded differently if I’m talking to a head of sales because I just know the personas are different. It’s no different. So it’s scripted, right? I just don’t sound scripted. It’s a script. I know what I’m going to ask. I know how to ask it, and then I know how to sort of pivot when something else comes up. Like, I shouldn’t be surprised ever when someone says they don’t have the budget. We’re looking at the competition, we’re not sure what we’re going to do. I’m going to take it back to my team. I know exactly what every answer to that is. So those answers to those pieces and those objections are written out for me, and I encourage that for every organization I work with now.

Lee Kantor: [00:07:51] Do you encourage it to be written out kind of by the higher ups, or is it something that you say, okay, this is the spirit of what we want to say and then you we work together to kind of craft it in your own language.

Richard Harris: [00:08:04] It’s a great question. I think the the it depends depends on the objection. So and it also depends on the size of the organization. So if I’m in an early stage start up and we’ve got 20 people and there’s a competition question coming up, I might go interview the CEO because they’re going to have some insight that I don’t know yet. Right. And then I might go talk to the head of engineering and then I will work to craft that with marketing or sales so that it sounds like the right way to say it. As you get into a bigger organization and you start to have things like sales ops and revenue ops and sales enablement and those things, then it’s up to those people. I do always encourage there to be a little bit of a committee, so if I’m ever writing a script out for a sales team, I want to I want to get two or three different people in there and have them. How would you write this? What would you say? How would you say it? And one thing I want everybody to listen to is for me when I’m talking about scripts. Depending on the situation. Like if I’m doing cold call scripts, those scripts are don’t change a word kind of a thing. But if it’s the objection handling script of competition or budget. There definitely needs to be authenticity. Like how Richard says something is, not how someone else should say it. So I want them to memorize the script so well that they know it. And then I do want them to find their own authentic voice because I don’t want people to be robots.

Lee Kantor: [00:09:31] Right. You don’t want it to sound like a play. It has to be an authentic conversation.

Richard Harris: [00:09:36] Right. Right. Now, that being said, you know. You know, if the competition comes up. I know there’s three bullet points I need to say about these people now. And these are the three bullet points I want to say it and how I want to say it. Well, I still expect everybody on the team to cover those three bullet points right now. How Richard says it is different than how Sarah might say it and maybe Sarah’s better at it than Richard, then I need to adapt or whatever. So but yes, there’s a lot of nuance in here.

Lee Kantor: [00:10:06] Now, in your work in working with startups, is it typically the founder you’re dealing with or are you helping them kind of evolve into a sales team?

Richard Harris: [00:10:17] Yeah, it’s a really, really good question. It depends on the client, right. So some of them are early stage, super early stage. And I’m literally writing the go to market strategy in the conversation and crossing a little bit into marketing and messaging. Not entirely. And I’m trying to get the founder to go through those founder led sales. Other organizations I work with are how do we go from founder led sales to a sales team? How do I get my founder who just hired a director of sales, to finally let go of the deals? And then how do we do that in a healthy way so that everybody can feel like it’s being trusted and that the process is going to work well and that the sales will continue.

Lee Kantor: [00:10:57] So what are some do’s and don’ts when it comes to making that transition from a founder led sales person to a sales team?

Richard Harris: [00:11:04] Yeah, the first thing is the founder has to sit down and throw up all over paper, literally everything, and they have to do it five times. Och competition, competitor one, two, three and four, five times write it down and they got to get it out of their head because that’s where founders, I think, get so frustrated that, well, why can’t they do it? I can do it. It’s like, Yeah, but you got all the knowledge. So that’s one is that you’ve got to get it out of their head so it can then be morphed and crafted into a sales pitch script however you want to go for it. That’s the first thing. I think the second thing founders need to know is that there will be a decrease in mileage, meaning you won’t get 25 miles a gallon, you might get 22 when the sales team starts doing all the sales versus the founder, because people, founders don’t realize their title is founder gets them in the door. Their title is founder and CEO gets them a greater belief system because it’s their baby. The founder, oftentimes on a technical side, knows all the ins and outs way better than a sales person can. They know their product roadmap so intimately. They know that if someone says, Could you do this? The founder in a split second could think about all the other things on the roadmap and where that would be right, as opposed to a sales person. So being able to remember that your sales people are going to not carry the the that’s not credibility. That’s not the right word.

Richard Harris: [00:12:41] But they’re not going to they’re not going to be able to carry the the gusto that you have as a founder just because of who you are and your title. Right. That that’s a big piece I think people overlook. And I also think founders overthink how easy it should be and how long it’s going to take. I was just on a podcast this morning and we were talking to a new well, you know, he’s 16 months into his into his tenure as head of sales, and he’s the first head of sales, which is dangerous because sometimes they don’t make it past 18 months. And he said that he didn’t do forecasting in the beginning. What he did was capacity planning. Like if this is our capacity and if we achieve these metrics and if we hire these people, this should be our revenue. If we can’t hire these people, then that’s on him to some degree. But if the expectation from the founders are, well, we should have 25 sales people and it’s almost May 1st and we’re going to have them all by October 1st. That’s tough. You know, you’re going to have to hire 50 or 60. What’s your capacity for that? So I thought that was so I think oftentimes it’s the boards are asking the founders and the founders don’t know different and that’s okay. That hey, we should have a forecast. Okay, well, great. Well, if you’re early and you don’t really have any data, your forecast is just a finger in the air trying to measure the wind. Those are the big pieces, those.

Lee Kantor: [00:14:06] And then when you make that first leap and you touched on it briefly and you have that first salesperson, is there some do’s and don’ts to get them kind of ready to go? Is it that kind of brain dump where you want to have some sort of facilitated conversation where you are getting into the weeds about how the founder sold stuff and documenting it? And then is that where like somebody like you can save a startup a lot of time because you know the question to ask and you know how to go about kind of capturing that and transferring that knowledge.

Richard Harris: [00:14:42] Yeah. And it depends on how someone like me would utilize that. So the first thing is, before you hire that sales person, the CEO needs to, as I said, throw up on paper and see what that kind of person is going to look like and how technical those conversations are, because that’s going to help determine the type of salesperson they hire. They can also hire someone like me who’s going to spend an hour and just start grilling them because maybe they don’t know where to start the conversation. Right. And I know how to do that. Sometimes they’ll have me sit in and listen on sales calls with the founder so I can take those notes for them and figure that piece out. And so I think that’s a big piece of when and how you do it. When you bring in that first sales person, the first piece of advice is don’t ever hire one hire to it. It costs you the same amount of time to do one as it does two. And if one of them if one, if you hire one and that one person fails, you’re starting over from zero. The piece that I always say people like, well, that’s going to cost you. No, it’s not. You’re not committing to two one year salaries. If the worst thing that happens is in 60 days, one of them didn’t work out well. So you overpaid for 60 days. But boy, you’re not starting over. And if in 60 days they’re both doing great, well, now you’re ahead of the curve. So I’m always a fan of hiring cohorts of two or three at early all the time, but certainly at that early stage level where, you know, the wrong hire can set you back unintentionally.

Lee Kantor: [00:16:15] So what kind of gets you fired up about working with these startup and early stage companies?

Richard Harris: [00:16:22] I mean, I think it’s just what you said. It’s it’s early stage. It’s like, you know, it’s a paint, a canvas. It’s exciting, right? You get to work with people who are so passionate and they want to learn, right? It’s one thing to come in and teach somebody Shakespeare, but if they really love Shakespeare, it’s a whole lot easier. And for some people, sales is a little bit like Shakespeare. Like they get it, they understand it, they can comprehend it, and some people really want to get good at it. And I think that’s a that’s the part of it. I think it’s the excitement. I certainly love to see the cutting edge of what’s going on in the world. Like, that’s cool to me seeing that. Oh, wow. I didn’t know that could do that yet or so. That’s always exciting. I can get fired up about it and get excited and I just love the conversations and the dialog. A lot of the conversations are like this where it’s just like, okay, what do you want to do? How are you going to do it? And any consultant who doesn’t say this is just full of it, who doesn’t want to be paid and be thought that they’re right all the time, like I’m not always right and I’ll be the first to tell anybody I worked with that. But you know, everybody’s egos like yeah, like working with them because they think I know everything and not not in a negative way, but it’s like I have knowledge and I want to give it to them and I want to share. But yeah, like we’re all excited about that. And if someone says they are, it’s kind of like, I don’t believe you.

Lee Kantor: [00:17:45] Now, is there ever a time when the founder believes that they have kind of cracked the code on the language and the messaging? And then you come in there and say, you know what, maybe you should emphasize this more and deemphasize this. Is that part of the coaching that comes in.

Richard Harris: [00:18:03] It is, and that often comes in early where I start, where they start to tell me what about the company? And they’ll start telling me about what they do. And I will, I’ll, I’ll engage them and say, Don’t tell me what you do. Tell me the pain you solve. And they’ll start again and then they’ll they’ll still miss a little bit. They’ll get better. No, no, no, no. That’s still what you do. Tell me what pain you solve. And eventually I sort of explained to them, I said, remember, people buy pictures of pain. They don’t buy the words you use. And I said, Think about it. I’ll do this exercise with you for those listening. No, we have not planned this ahead of time. If I tell you to think about an ad on television for Tylenol, what comes to your mind?

Lee Kantor: [00:18:47] A headache.

Richard Harris: [00:18:48] Okay. And how do they express that headache to you in the in the commercial.

Lee Kantor: [00:18:52] Some visual around the brain throbbing or your head grabbing your head?

Richard Harris: [00:18:57] Yes. And what color is that threat? Is that pain.

Lee Kantor: [00:19:01] Red and black.

Richard Harris: [00:19:03] Right. I mean, like the same colors of the Tylenol right box. Right. So they aren’t telling you about a headache. They’re showing you the pain. So that’s what I want founders to do. So I want founders. And I don’t mean to go in and say, look, we’re going to save you 15 hours a week. Like that’s that may be true, but nobody’s going to believe you. It’s more like, hey, if you’re spending 2 hours on a Sunday night preparing a report for Monday every Sunday night. Our solution can cut that to 30 minutes. Would that be helpful? And then someone’s going to go, Yeah, if you can save me 2 hours on a Sunday night, I’ll listen. Doesn’t mean they’re going to buy, but they can picture themselves sitting at a computer on Sunday night for 2 hours, putting together some report that has to go out. And so that’s where you drive the interest is that picture of pain. What’s the use case that you’re trying to express, not what you do?

Lee Kantor: [00:20:00] And then for a lot of founders, that’s not intuitive, right? Like they’re very good about the technology part of what they do, but they don’t kind of feel the feeling that maybe their customer is frustrated with.

Richard Harris: [00:20:15] Yeah, and, and I don’t think that’s a founder tech thing either. I know lots of salespeople who aren’t good at it. I wasn’t good at it. Like I’m not some oracle of all things sales. And I know there are times where I missed like that’s, that’s part of me being a human and it’s through no fault of their own. It’s because they followed their passion, which happens to be the tech side or the founder side or whatever it is, but it can be learned. And that’s the really important piece. So and they don’t sometimes we don’t know what we don’t know. Right. If I told you I don’t know anything about you, right? If I told you to go out and buy a timeshare today, if you ever bought a timeshare.

Lee Kantor: [00:20:56] No.

Richard Harris: [00:20:58] I’ve never been on the timeshare pitch.

Lee Kantor: [00:20:59] Yes.

Richard Harris: [00:21:01] Okay. So you get a concept of it. I’ve actually bought our families, bought two of them. So my knowledge of timeshares may be beneficial to you if you were going to get serious about it. Now, it doesn’t mean I know more about timeshares than you do. It might mean I know a little bit more, but it’s the same thing with with everybody, right? I don’t know anything about tech. Like I. I tell all my clients that I will run a better discovery call than just about anybody on their sales team, including the founder. And I’ll let them test me on it. I’ll put my money where my mouth is. But I also say, but I won’t be able to talk about how your product solves the pay. I don’t know that yet. And it’s going to take me a while. So it’s the same thing of like, I know what I know, but I also know what I don’t know. And I’m willing to learn.

Lee Kantor: [00:21:52] And those are traits of a good salesperson.

Richard Harris: [00:21:56] I think their traits are good human beings. But yes, I think they are yes, they are great traits of salespeople, but I think they’re great traits of founders and they’re great traits of engineers or sales engineers. And so often, particularly in startups and particularly in sales egos, get involved early on because we’re excited, we’re passionate, we’re super smart, we’re close and deals. I think one of the this is a really good example. You asked earlier about what’s one of the mistakes founders do? One, I want all founders and salespeople to read books like Addicted to the Process or Never Split the Difference. However, don’t think just because you read the book over a weekend that you’re now an expert in sales. And that’s probably one of the biggest challenges I see from founders is that they hire someone, they bring them in, they do that. Sales leader does really well. They’ve taken it to the next level, 0 to 5 million or half 1000000 to 10 million. Then all of a sudden they start to read a book and they do a little study and they think, Oh, I can do this. My sales leaders just they’re expendable, their call center. And that kind of goes back to, well, you should be better at sales because you know the product better. You will accelerate faster because you’re a technical person and you like to read things and implement things quickly. That’s how your mind works. Sales people aren’t necessarily wired that way.

Lee Kantor: [00:23:16] So and then managing a sales person is might be a different animal from a lot of the early stage people’s experience. Is there anything that any advice on that end for managing a sales person and compensating them?

Richard Harris: [00:23:31] Yeah, so two different questions. So it’s kind of three, it’s motivation and compensation and managing. I had a mentor tell me once that the soft skills are the hard skills. So a lot of sales leaders get promoted because we know the product. We know the objections. We know how to talk about the competition. We know how to negotiate. We know how to close deals. Nowhere in there was. I know how to manage someone whose cat just died last week. Right, that personal stuff. And so I think the key is making sure you spend time getting to know people when you do your one on ones do walk and talks. Even if you’re on Zoom, say, hey, I know we’re doing this on Zoom. I’m not going to do it on camera, so I’m going to go for a walk. Why don’t you go for a walk, too? Like, let’s let’s exercise and move our body a little bit in a healthy way. But getting to know those people personally, like what are their goals in life? What kind of car are they? They can have a car they wanted in life. What would it be if you could go on vacation next year? What would you where would you want to go? Great. All right. Well, let’s see how I can get you there. Right. That to me is the kind of stuff recognizing the ability of your sales people, of there are doers, there are planners, there are strategists and their executioners. And by that I mean closing deals, not something negative. And so knowing that you’re going to have different types of salespeople means you need to understand how to navigate and manage those people.

Lee Kantor: [00:25:02] Now, how did this startup shutdown even get on your radar?

Richard Harris: [00:25:07] So I know Tammy McQueen, who I believe is over there, right? Yeah. Yeah. And so I’ve known her for many years when she was over at Sales Loft, Sales Loft had me come and speak at all our Rainmaker events. She attended our event, our surf and sales event in Costa Rica, the very first one. And we just stayed in touch over the years and supported each other. There have been times I needed her help on something or she’s asked me for advice. And then this the startup shutdown thing came and she’s like, Oh, Richard, I want you to do this. I’m sure. Why not? And so that’s what happened.

Lee Kantor: [00:25:42] Now, if somebody wants to learn more about your practice and get on your radar, what is the website?

Richard Harris: [00:25:50] Well, I’m going to go one step further. So write this down, people. It’s legit. 41559691494155969149. It’s my real cell phone. Number one of my business cards is the one my parents got. My parents call me on and my kids and text me and call me. That being said, you can find me on LinkedIn. Richard Harris. I’m the one with the silly little team by my name. We can’t trademark a name, but I just sort of like, hacked it. And you can find me at the Harris Consulting Group dot com the Harris Consulting Group dot com. So feel free to reach out in any of those ways.

Lee Kantor: [00:26:32] Well, Richard, thank you so much for sharing your story today. You’re doing important work and we appreciate you.

Richard Harris: [00:26:37] Oh, man. I appreciate you guys for just helping support the community at large and the startup community and the sales community. And I think that’s you know, it’s all about putting some good karma in the world, and I appreciate the opportunity to do it alongside you.

Lee Kantor: [00:26:49] All right. This is Lee Kantor. We’ll see you next time on Startup Showdown.

Outro: [00:26:55] As always, thanks for joining us. And don’t forget to follow and subscribe to the Startup Showdown podcast. So you get the latest episode as it drops wherever you listen to podcasts to learn more and apply to our next startup Showdown Pitch Competition Visit Showdown VC. That’s Showdown Dot VC. All right. That’s all for this week. Goodbye for now.

Tagged With: Richard Harris, The Harris Consulting Group

Joe O’Connor With 4 Day Week Global

June 22, 2022 by Jacob Lapera

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Joe O'Connor With 4 Day Week Global
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JoeOConnorJoe O’Connor, CEO at 4 Day Week

Joe O’Connor is a driven and dynamic campaigner and communicator, with extensive leadership experience, and a passion for social justice and progressive change.

Joe is currently based in New York City, where in addition to all his work for 4 Day Week Global, he is conducting a one-year research fellowship with Cornell University, leading a research project on working time reduction.

He was appointed as CEO in March 2022, taking over from Charlotte Lockhart. Previously he was 4 Day Week Global’s pilot program manager, where he is coordinating pilots of the four-day working week in Ireland, the United States and Canada, with almost 50 companies signed up to participate in six-month coordinated trials early in 2022. Pilots are being planned later in 2022 for the United Kingdom, Australia, New Zealand and Israel.

Joe is also the chairperson of the Four Day Week Ireland campaign, having founded the coalition in 2019, and coordinated the successful launch of a pilot program and government-funded research project in 2021. He has been active on the issue of working time reduction since 2018, when he organised a major international conference on ‘The Future of Working Time’.

Previously, Joe worked as Director of Campaigning with Fórsa Trade Union, Ireland’s largest public service union, where he led the design, development and rollout of several ground-breaking, successful and award-winning campaigns, as well as playing a leading role in driving a significant organisational change management project.

He is a former political party chairperson and political campaign director and adviser, having managed several successful national political and electoral campaigns. He is also a former President of the Union of Students in Ireland, and held a number of high-level governance and policy directorships in the field of third-level education.

In 2020, Joe co-founded The Doorstep Market, a voluntary initiative set up to support small, independent Irish businesses during the COVID-19 pandemic. This virtual multi-vendor marketplace acted an online ‘one-stop shop’, enabling Irish consumers to ‘stay home and shop local’, from a selection of over 300 small Irish businesses and more than 1,000 products.

He holds an MBS in Strategy and Innovation Management and a BBS (Honours) in Accounting from the Galway-Mayo Institute of Technology, as well as an Advanced Diploma in Employment Law from The Honorable Society of King’s Inns.

Connect with Joe on LinkedIn.

TRANSCRIPT

Rita Trehan: [00:00:02] Welcome to Daring To, a podcast that finds out how CEOs and entrepreneurs navigate today’s business world, the conventions they’re breaking, the challenges they faced, and the decisions that they’ve made, and lastly, just what makes them different.

Rita Trehan: [00:00:18] So, Joe, welcome to the show. I’m delighted to have you on here discussing a very important topic. I’m currently in the UK. You’re currently in the US. For our listeners from around the world, it was a long weekend here in the UK to celebrate a particularly important historic occasion. But for the first time, people are taking a Thursday off. It wasn’t like a Monday holiday. It was a Thursday holiday. Suddenly, we were like experiencing this almost like massive sort of, I don’t know, it was like jubilation, and I don’t think it was just to do with the historic event that came on.

Rita Trehan: [00:00:58] And interestingly enough, Joe, just so that the listeners know who you are, so Joe O’Connor, welcome, the CEO of the 4 Day Week organization, an interesting organization, 4 Day Week Global, I mean, that in itself kind of tells us a little bit about what you may be doing. But it seems to me that you’ve always been passionate about causes and events, and changing maybe what our kind of societal views and opinions in a positive way that have an impact on people’s lives, because you’re a recently appointed CEO, but you’ve had quite an interesting background.

Rita Trehan: [00:01:37] So, tell me a little bit about your student years, because it seems like you’ve always been someone that is a proponent of like, I guess, challenging the status quo. Let’s start with that. Quickly tell us a little bit about like your background. And before we get into the real meat of the 4 Day Week Global, which it’s really the heart of the topic, but I want to kind of figure out where it started from.

Joe O’Connor: [00:02:03] Sure. So, I’m originally from a place called Kilmore in County Roscommon in the west of Ireland. It’s a really small village. I studied in Galway and did accountancy, and later, a master’s in business strategy and innovation management. And then, I ended up taking kind of the union route, which maybe my studies wouldn’t be a natural progression into that, but it was really the students union that got me into that. I ran for president of the students union during my time in Galway, spent a couple of years there, and then went on to become the president of the Union of Students in Ireland.

Joe O’Connor: [00:02:41] So, the Irish equivalent of the NUS in the UK, and later then, went on to become director of campaigning for Forsa, which is Ireland’s largest public service trade union. And yeah, I guess it was definitely the student movement that got me interested in campaigns, causes, making economic and social change, which although my current role probably involves much more engaging with businesses and engaging with leaders, I think fits well with what we’re trying to do at 4 Day Week, which is really change the way we think about the world of work.

Rita Trehan: [00:03:19] So, changing the way we think about the world of work is not an easy task, let’s be honest, right? And you’ve been—you have publicly said, the new frontier for competition is quality of life. But if we think back through the COVID pandemic, post-pandemic, the great resignation, that actually corporations need to be rethinking about how they think about the workplace and what’s important to people, and quality of life means really understanding what people actually want.

Rita Trehan: [00:03:49] And live this week, going live, it’s been massive in the news headlines everywhere. And if anybody in the UK hasn’t looked at it and seen how like the 4 Day Week and the companies that are being involved in what is a very innovative pilot. Your comment was the greatest risk of the companies is our greatest risk, risk of trying a four day working week in our business and failing, or is it being unwilling to actually try it? So, this is something that actually started outside of the UK. You’ve been involved in it for a while.

Rita Trehan: [00:04:24] It’s not something that just suddenly cropped up. There’s been lots of discussions about a four-day working week. Are people really going to be productive? Like we’ll be paying them to do like four days, but we’re paying five days’ work, how can I justify that from a productivity standpoint? So, tell me about what the passion was around sort of, I guess, campaigning the understanding what can we learn from actually having companies commit to signing up to be part of the pilot around trialing the four-day working week?

Joe O’Connor: [00:04:57] Well, it started for me back in 2018. I organized a conference in Ireland, an international conference on the future of working time. My motivation behind this was twofold. First of all, our members in the union I was working for at the time had just had an additional 2 hours of the workweek imposed in lieu of a third pay cut during the austerity measures as part of the financial crisis in Ireland.

Joe O’Connor: [00:05:23] We were getting a lot of feedback from members that there didn’t seem to be a productivity or a public service rationale behind this and it was almost an arbitrary introduction in ours. And also, we ran a survey of our own members at the time asking them about their attitudes towards work time reduction, work-life balance. The four-day workweek, which at the time, although Ireland was going in one direction, we were observing pioneering movements like Perpetual Guardian in New Zealand and the Gothenburg trial in Sweden of the four-day workweek.

Joe O’Connor: [00:06:02] And one of the biggest things that came out of that, which really, really struck me was the amount of predominantly women, so the amount of working parents coming back off maternity leave, but predominantly women who had taken a reduction of hours to a four-day workweek for work-life balance reasons, for childcare reasons, and we’re obviously on 80% pay.

Joe O’Connor: [00:06:24] And the common narrative that kept coming back from literally hundreds of people in this situation was that their expectations in the job were the same, the output that was required of them was the same, their responsibilities were the same, not just as was the case when they were on a five-day workweek, but the same as their as their five-day colleagues, which told me two things.

Joe O’Connor: [00:06:46] First of all, we have a gender equality issue in the workplace, but secondly, that in a huge amount of occupations, Parkinson’s Law holds true, which is that the amount of time available to complete a task, that it expands by that amount of time. So, that definitely got me interested in trying to shift the narrative away from the hours you spend at the office, at the desk, or on the clock and onto output, and what are people actually getting done while they’re at work?

Joe O’Connor: [00:07:16] And I think the pandemic, as you’ve mentioned, has been the great disruptor in that regard. When you’re talking about something as deeply, culturally, and societally embedded as the five-day workweek, which obviously, as we know, has been around for a century now, it takes a great change, like the pandemic, to really shift mindsets and to shift horizons, and we’re seeing that at all layers of the organization.

Joe O’Connor: [00:07:41] We’re seeing leaders getting attracted to this because of the potential competitive advantage that could flow from this in terms of recruitment and retention if they can pull it off. We’re seeing managers are much more open-minded to it, because they’ve learned through the remote working revolution that they can trust their workers and they’ve learned that actually they need to figure out a better way of measuring results than just presenteeism.

Joe O’Connor: [00:08:07] And then, also, at a worker and at an employee level, there’s a huge demand behind this. We saw a survey here in the United States recently which suggested over 90% of workers would pick the four-day workweek as the biggest incentive for them in terms of changing jobs. So, this is largely down to the fact that people’s horizons have shifted, something that maybe they thought wasn’t possible three to four years ago, they now believe that this can be done, and people’s priorities have changed as well in terms of the place for family, the value for community, the value for spending time caring for children or elderly relatives. I think people’s priorities have really been realigned as a result of the impact of the pandemic.

Rita Trehan: [00:08:52] So, let’s talk about that. I mean, it’s been launched globally. You’ve talked about some of the countries that have already been involved, Ireland, the US, New Zealand, Canada. I mean, most of the continents have been involved in some shape or fashion. And we’ve seen the launch across 70 companies across the UK. Over 3000 workers are going to take part. And what is—tell us why you chose to pick a six-month pilot.

Rita Trehan: [00:09:17] What’s the basis of choosing a time period to do a pilot for? What are you hoping that it’s going to reveal to those organizations that are taking part in this pilot? But also, how do you think it will help inform those thousands of companies that have yet to be convinced and/or who are reluctant to take that risk at this point in time about the value of the four-day working week?

Joe O’Connor: [00:09:46] So, in terms of the timeline, my organization 4 Day Week Global has been supporting companies to trial or transition to this reduced hour productivity-focused model of work. Since about 2019, we’ve worked with hundreds of companies in different industries all over the world, and our experience is that we’ve seen companies do three-month trials very successfully and make a decision at that point that they want to make it permanent, but we find that with the six-month trial, it does two things. First of all, the quality of the data in terms of the research that we’re doing alongside this is just much better with a six-month trial vis-a-vis a three-month trial.

Joe O’Connor: [00:10:22] And it also allows more time for no matter how much planning and preparation that you’ve put into the trial, that’s part of what we support companies to do in terms of design, and having a measurement and assessment framework in place, there are going to be things that you’re going to learn as you go through the trial. So, we felt that six months allows more time for you to adapt, to respond to maybe teething issues, or perhaps, the schedule, some of the operational decisions you made in planning, you realize a month or two, and actually, there’s a better way to do this.

Joe O’Connor: [00:10:54] So, it just allows for more time to adjust on the fly and to give some time for those changes to take effect, so you can make a really informed decision at the end of the six month trial as to whether this is something that’s sustainable for your business or not. And on the second part of your question, what do we hope that this will do? So, we developed this pilot program for a few reasons. First of all, it was really a demand-led thing. The momentum and the interest in this got to the point that we felt that we needed a program that would allow us to support a lot of companies collectively at scale rather than just company by company.

Joe O’Connor: [00:11:31] Secondly, we were hearing a lot of feedback from companies who had done this, who are saying, it’s quite a lonely space. A few years ago, if you were a four-day workweek employer, you might be the only one in your area, or in your industry, or in your sector, so creating this kind of network that allows companies not just to learn from us, but from each other in terms of sharing ideas, collaborating, sharing different approaches to shared challenges. We felt that there was some value in that.

Joe O’Connor: [00:12:01] But the other thing is that from an advocacy standpoint, we have seen that this can work if it’s done the right way. And we took a view that if this is going to go to the next level and move from being something that’s, I think, a growing niche concept, growing very rapidly, but still a niche concept, to something that’s a very mainstream part of the conversation around the future of work, we need to try and demonstrate that the very positive outcomes we’ve seen companies experience can be replicated on a much broader scale in lots of different companies, in lots of different industries all over the world.

Joe O’Connor: [00:12:36] And that’s what we’re hoping that these trials will do. We have an independent research project that runs alongside the pilot programs. And while we can’t know for sure what the outcome of that will be, based on our experience of working with companies in the last few years, our expectation will be that it will bear out the other studies we’ve seen globally that it’s not a question of, can the four-day workweek work anymore? It’s a question of, can it work for your business?

Rita Trehan: [00:13:02] Right. And the research that you’re doing sort of in parallel to this and the engagement, I would say, of like research organizations and universities around the world suggest that there is a global need to sort of address the future of the workplace and what that looks like. And there is much more intensity around CEOs and stakeholders actually paying real attention to, how do we think about the future workplace? The pandemic was something that maybe accelerated some things that were already in play, and exacerbated, and perhaps, highlighted the need, addresses of many people around the world, and initiatives like this are hoping to address that.

Rita Trehan: [00:13:46] So, clearly, there is, as you’ve said, a real global appetite for that in the organizations. Some states may say, this is great, this will work well in certain industries, but it won’t work in mine, like it can’t work in, let’s just pick an industry, I don’t know, the energy industry, or the banking industry, or certain—well, I would say more traditional sectors that may say. This is fine if you’re in an industry that can afford to have people working four days, not five days a week, and/or don’t have restrictions. What do you say to those skeptics around that sort of thought process that may exist?

Joe O’Connor: [00:14:30] Well, our experience is that while every company is different, very few companies are unique, and there are very few kinds of industries and lines of work where we couldn’t point to an example somewhere in the world where this has been done successfully. And I think the important point is that when we talk about the four-day week, the four-day week is the headline, it’s the conversation starter.

Joe O’Connor: [00:14:53] But really, what we’re talking about is reduced hours working. We talk about this 100-80-100 concept, 100% pay, 80% time, 100% of the productivity, and that can take a huge amount of different forms. So, I think one of the most common misconceptions that I think maybe we’re starting to overcome was when I started talking about this a number of years ago, people thought that it effectively meant by default that the company would move to a four-day workweek.

Joe O’Connor: [00:15:20] But in actuality, in the vast majority of scenarios, we’re not talking about that. We’re told that employees move into a four-day workweek and figuring out a way to ensure that you’ve got that service coverage throughout the workweek in order to be able to maintain customer service and so on. And that question comes down to, if you’re a business like, let’s say, a marketing agency or an advertising agency, if most of your work is deliver X for Y client in Z time frame, and it doesn’t really matter when the work is done, as long as it’s done within that time frame to the right standard, then you can probably shut your office on a Friday.

Joe O’Connor: [00:15:56] And it probably will actually benefit your business, because by having a universal day off, it will mean that your employees are more available to each other over the other four days to collaborate on this kind of projects. But if you’re a sales company, or if you’re a company with a significant retail or customer service aspect to your business, then of course, that won’t work. Of course, that won’t be feasible.

Joe O’Connor: [00:16:17] So, it’s about figuring out shifts, it’s about figuring out rosters in order to ensure that you can make that work for your business. And a lot of this does come down to leaving this over to your employees to figure out the parts. Some of the failures we’ve seen of companies who have come to us with the ambition of running a trial or with the ambition of moving to a four-day workweek who haven’t got to the point where they felt comfortable with launching a trial, a lot of it has come down to overthinking it in the C-suite.

Joe O’Connor: [00:16:45] This idea that CEOs think that—let me put that a different way. The most detail-oriented CEO in the world does not know the day-to-day intricacies of each of their employees’ jobs well enough in order to be able to set out how they need to redesign their workday in order to make this possible. So, leadership’s role is very much setting the direction of travel, setting the targets, the measurables, what are the key objectives that need to be maintained or hushed in order for this to be a success and sustainable for the business, and then really delegating the details, leaving it over to team leaders, to departments, to staff to figure out, because this is less about individual productivity than it is about collective output.

Joe O’Connor: [00:17:34] If you think about the kinds of things companies do in order to do four days’ worth of output in five. It’s things like better meeting discipline, eliminating distractions and interruptions in the workday, improving processes, making better use of technology. None of those things can be done in isolation by one member of the team. These are all collective structural inefficiencies that require a lot of collaboration if they’re going to work.

Rita Trehan: [00:18:02] So, I always have like that sort of like—I don’t know, that spark moment that comes on the podcast, and that was the spark moment for me there of like—which I would encourage listeners to go back and just replay that, just those last couple of minutes around how you talked about how to really think about the application of what is termed under the four-day working week. Because actually what you were really talking about and I think the essence of it is like collectively, how do you get things done in a way that works, that delivers what the end goal is, in a way where people actually feel they’re contributing, and adding value, and achieves the end goal?

Rita Trehan: [00:18:44] So, I can’t help but think that the 4 Day Week kind of globalist organization as it stands today has a much bigger agenda than, really, the essence of the tagline of a four-day week, which is really about changing how we think about how organizations function, and how people get intrinsic satisfaction and contribution from what they do. Is that part of the game plan? It seems like there’s something there in that, but I could be wrong.

Joe O’Connor: [00:19:18] Yeah. Well, I mean, I think from our point of view, as an organization that believes that this can work, we need to be very clear about the fact that if you introduce a four-day workweek in isolation. So, in other words, if you reduce hours and do nothing else, I don’t think that would work. Like we’re not saying that would work. What we’re saying is that this is not about one of the fears that people have is if you reduce hours, if you move to a four-day workweek, but expect the same output, then basically, it’s going to be about cramming the same work into four days rather than five.

Joe O’Connor: [00:19:49] It’s going to increase intensification. It’s going to increase stress. It’s going to increase burnout. So, far from the fact that there isn’t really a lot of research evidence to suggest that that’s actually the case in the companies that have done this so far, this is not about the same inputs. It’s about the same outputs. So, it’s not about doing the same work in the same way in four days rather than five, it’s about just getting much clearer and sharper about what you’re trying to achieve, and then empowering people to make the changes within the business that will allow you to work smarter, allow you to work more efficiently. And our view is that in 2022, that we have the productive capacity and the technological tools in order to be able to make this happen.

Joe O’Connor: [00:20:30] But the beauty of the four day workweek is that it provides this really powerful framework. If you try to—like it is a change management initiative. It requires cultural change within organizations. It requires process improvements. If you try to do all of these things in your organization without having such a powerful quid pro quo as the four-day workweek, I’m not sure you’d get as far as some of the companies we’ve worked with, because this is so transformative for people in their daily lives.

Joe O’Connor: [00:21:02] The kinds of stories you hear about what this means in terms of being able to do the school runs, being able to spend more time with grandparents, being able to take up a new hobby or learn a new skill that you previously didn’t have the time to do, people value that time so much. You’re giving them something which does not have a financial value. You can’t put a price on it. So, people are so incredibly—not only are they better rested at work, but they’re incredibly focused and motivated. It aligns the company’s interests with the individual employees’ interests in such a powerful way if you really frame this right within your organization.

Rita Trehan: [00:21:41] So, obviously, you’re helping organizations to think this through, because most, I would imagine, would go to the very tactical, oh, I’ve got to reorganize everyone’s employment contracts, I’ve got to like change this, just means they’re working like Monday to Thursday, or Thursday to Wednesday, whatever it might be. And they think very much in that sort of what they know, that certainty that they like, but what you are suggesting is actually kind of rethinking everything as to how they do it, and then fundamentally saying, how do you put that to work? So, what kinds of tools or frameworks are you helping a child teams, executive teams, and employees kind of navigate through what this actually looks like in practice and how you get there on this path, so they start to see those tangible benefits really quickly.

Joe O’Connor: [00:22:29] So, the way our program works is we support companies who sign up to participate for roughly about 2 to 3 months before the trial. So, our experience is that the vast majority of companies that get to the point at which they launch a trial, over 90%, probably over 95% make a success of it and end up making it permanent. Where we see the dropoff is in the pretrial phase, so a lot of our support is frontloaded.

Joe O’Connor: [00:22:56] It’s the planning, the preparation, the design, putting the measurement framework in place. So, some of the workshops that we run would range from quite broad sessions, which are masterclasses with different leaders from different companies, from different industries that have done this often in very different ways in recognition of the fact that this is not a one-size-fits-all model. So, our organization, we don’t see our role as here’s the toolkit that will tell your organization exactly how you need to do it, it’s more of a menu. It’s more of here’s lots of different ways.

Joe O’Connor: [00:23:28] So, maybe they think that the communication strategy, the perpetual guardian use is right for their firm, but the way that uncharted measured their trial makes more sense for their company. And then, we kind of drill down into some of the drivers, which are really closely related to a four-day workweek being a success, things like time management, things like productivity hacks, things like reinventing the workday. Because part of what makes this a success is about being much more deliberate about how you spend your workday.

Joe O’Connor: [00:24:01] So, being much clearer about, what time do we set aside for collaboration, for meetings? What time do we set aside for administration? So, for Slack, for email. What time do we set aside for really carving out focus time on key high-value priority tasks? And what time do we set aside for rest? And being much more defined about that within the workweek is a really critical part of making this a success.

Rita Trehan: [00:24:28] And obviously, you’re seeing some success, because there’s been a big take up like across the globe of companies that are really wanting to be part of this pilot, and engaging, and sort of communicating that, and sharing that around the world. But I mean, you took on—I mean, you’ve been involved in it for a while now, but you took on the role.

Rita Trehan: [00:24:47] Let’s go back a little bit now and kind of talk about you in the role, because you took on the role of CEO in March of this year, and then seeing this expansions actually grow in terms of organizations wanting to be part of that. What does that feel like for you to step in? I mean, you’ve been kind of co-leading it, but now, like you are the sole kind of front person for it. What does that feel like? For those budding CEOs out there or individuals that are about to step into a similar kind of position, can you share some of what that feels like for you?

Joe O’Connor: [00:25:25] I mean, it definitely feels like a little bit of we’re building the aircraft while it’s in flight. We’re in a very—there are not too many organizations our size, so we have seven people as an organization right now, which is up from three this time last year. And we expect to grow further by the end of this year and probably further again into next year. So, there are very few organizations that are our size that are at the coalface of the kind of global interest in a particular topic like we are, but also, that we have, right now, people like Andrew Barnes and Charlotte Lockhart, our co-founders, Alex Soojung-Kim Pang, who’s written extensively on this topic and works with us as program manager.

Joe O’Connor: [00:26:09] So, we’re in the interesting space that we probably have more people acting as thought leaders, and experts, and leaders than we do administrative support. So, we’re trying to really build up our own capacity in order to be able to deliver more and more programs in more and more countries, where our target is that by early next year, regardless of where in the world your business is and regardless of when you’re hoping to run a trial, that we will have a program that can facilitate you.

Joe O’Connor: [00:26:37] So, it’s a really fast-moving, interesting journey to be on, and yeah, it’s exciting. Sometimes, you get really caught up in the numbers of, every trial we’re running seems to be a little bit more popular, more companies participating, but when you look underneath that, the feeling of getting off an executive team meeting, where they make a decision that as of two months’ time, all of their 250 and 300 employees are going to be moving to a four-day workweek, sometimes, we do remind ourselves the individual—you can get caught up in the macro, but that is something that really is changing people’s lives in a whole lot of ways that we don’t even know about. So, I think that that’s the kind of motivation that really keeps you digging.

Rita Trehan: [00:27:33] So, passion for purpose. I’m a great believer that you follow your passion in life and that passion has to be connected to a purpose. So, did you always dream that you were going to be CEO of an organization, and that, somehow, it would connect in a way to a passion that you are passionate about? I mean, has that been a dream of yours as you’ve kind of grown through it? Have you fallen into it, and said like, hey, it just so happens that I’m in something that I really care about. What’s your own personal journey around this?

Joe O’Connor: [00:28:06] Yeah. I mean, I can’t say that that it has been. I took up, initially, the program manager role in 4 Day Week Global just last September. I was doing some research on work time reduction, which, as you know, is a topic I’ve been interested in and passionate about for a number of years, so an opportunity came up to study that here in Cornell University in the US. In parallel to that, I had developed this pilot program in Ireland, which 4 Day Week Global wanted to roll out a version of internationally.

Joe O’Connor: [00:28:39] So, at the time, I probably saw this as a really good, timely opportunity to do something for a while, but obviously, I’m invested in this now, because I can see that the potential for this movement and for this organization is very, very significant. And I’m excited to see the kind of impact that we can make if we continue to grow interest in the topic and also grow our own capacity to deliver.

Rita Trehan: [00:29:11] And what do you think it’s going to be like some of the hardest challenges going forward? You’ve got this momentum. You started it, as you said, you were piloting some initiatives during COVID, and helping companies, small businesses within Ireland actually rethink how they could support and build a community, and stay sustainable businesses for the future.

Rita Trehan: [00:29:32] Now, you’re part of something that is gaining, as you say, more and more attraction, more and more sort of spotlight, more and more organizations keen to really understand it. A lot of universities and research, think tanks being wanting to be part of it as well. How do you navigate through that? Like how do you see—what do you think is going to be the biggest challenge for you?

Joe O’Connor: [00:29:56] I think if you look at the trajectory of the five-day workweek, people often forget that that wasn’t really clean, simple. It wasn’t like legislation was enacted one day, and all of a—it was a long, prolonged journey where different countries and different industries were at different stages of that slow, gradual transition. It involved corporate leadership from people like Henry Ford. It involved social struggle from trade union movements. It involved government action.

Joe O’Connor: [00:30:23] So, this is something that’s going to be multifaceted over time. It may happen a lot quicker than maybe we would have envisaged a few years ago, because of how the pandemic has really turbocharged the role of the four-day workweek in the future of work conversation. But my sense of it is that there’s going to be three stages to this. The first stage is there are industries now where it’s pretty clear to us that based on current trends and based on this dynamic where you’ve got a lot of companies that can compete in the top 1% of compensation, that may be used to offer things like flexible working, remote working, hybrid working as an incentive.

Joe O’Connor: [00:31:01] Now, that’s no longer a competitive advantage. That’s been swallowed up, because it’s now a standard expectation in that industry. They’re turning to the four-day workweek en masse. I think that could lead to industries like tech, IT, software, finance, some parts of professional services, this becoming the norm rather than the ambition in the space of a few years, then you’re getting into other industries where they might be slower to adopt, but in order to keep up with the four-day workweek being widely available in other sectors, we’ll have to start accelerating the journey.

Joe O’Connor: [00:31:37] And then, I think if you look at this on a national level, I’m someone that obviously is particularly interested in the Irish economy, like there’s no question, Ireland have benefited hugely from very favorable corporate tax arrangements for a long, long time now. And if you follow what’s going on at a European Union level in terms of tax harmonization, the writing’s on the wall for that. So, this is where I get kind of the idea that as we come out of the pandemic, offering a world class quality of life to employees is going to be a huge factor in the global war for talent.

Joe O’Connor: [00:32:10] So, that’s when watching what’s happening in Scotland, and Spain, and Portugal, what’s already happened in Iceland, in the UAE, are there going to be countries that really embrace this as a central tool of their macroeconomic policy, which I think, again, would take something that might take 10, 15, 20 years if it’s purely a private business-driven initiative, that could really move this on at pace an awful lot quicker.

Rita Trehan: [00:32:39] Do you think that we are seeing—and it’s an interesting viewpoint that you sort of bring to the table, which is this idea that governments needs to be responsible for certain things. Private enterprises used to be responsible for managing and running their own companies. Institutions, foundations, multilaterals used to be responsible for managing sort of global societal issues. Well, actually, all of those boundaries seem to be merging in some way. And in the fact that there’s an expectation that you don’t pick and choose now what you contribute to or not contribute to, you actually have to be a part of it all coming together.

Rita Trehan: [00:33:20] And this concept of like even what you’re doing on the workplace scale of understanding the collaboration, and having those people that are doing the work, and sort of actually engaging and actively solving what’s the right solution, it feels like maybe there’s some learning in there as well around how the different sort of stakeholders, I would say, look at solving some of our global societal issues that we have created over the years and are now paying much more attention to about how we collaborate together to solve them. There could be some interesting learnings from this that feed into that. What do you say to that? Would there be, do you think?

Joe O’Connor: [00:34:00] I think you’re absolutely right. I think that that’s part of the puzzle. And I think this is not going to be—this is going to require action at a number of different levels. It’s going to require labor market competition in certain sectors of the economy to drive it, as I described. It’s going to require public demand. And I think you’re seeing that growing very, very strongly in the past couple of years.

Joe O’Connor: [00:34:21] In certain sectors, it’s going to require collective bargaining, this becoming a strong collective bargaining priority in certain sectors of the economy. And then, I think it is going to require some level of government intervention. When I say that, I’m not necessarily talking about legislation. I’m of the view that we’re not at the point now where you legislate en masse for a four-day workweek. The trajectory of the five-day workweek suggests that that’s at the end of the cycle, where you regularize things for the rest of the economy when this has already become the standard or the norm in large parts of society.

Joe O’Connor: [00:34:57] I see government’s role now as being, number 1, supporting pilot programs, both through directly supporting them in public service, civil service, parts of the economy where they have control and influence, but also encouraging and facilitating private businesses to run pilots and investing in research to really assess. A lot of what we’re doing can, I think, really clearly tell you the impact at a company level and at an individual level of reduced work time. I think there’s a role for government in terms of really looking at the macro-economic, the macro-environmental, the macro-societal questions around all of this.

Joe O’Connor: [00:35:35] And then, finally, I think there’s a role for government as a facilitator through legislation, because what we know is that there can be unintended adverse consequences for employers that want to reduce hours, not just for employers, but also for their employees in terms of leave accrual, pension entitlements, because of the fact that our employment legislation is so geared around the five-day or the 40-hour workweek in most jurisdictions. So, enabling greater flexibility for companies that want to shift to reduced hours for the same output seems to me like a very valuable thing that governments could be doing.

Rita Trehan: [00:36:12] Right. So, what do you think, six months from now, the headline newspaper, what’s that going to say about 4 Day Week Global? And what do you think some of the companies that are taking part in these trials, what do you think their headline message in a newspaper will be six months from now? What do you hope it will be?

Joe O’Connor: [00:36:31] Well, all we can go off is you can never anticipate. We’re dealing with a lot of variables here. We’re talking about—if we’re talking about the UK trial specifically, this is over 70 private companies, all with their own organizational challenges, different structures, different changes that could occur over the course of the trial, and ranging from breweries to fish and chip shops, to financial services companies, to care services providers, so very, very difficult to kind of assess all of the different variables at play there.

Joe O’Connor: [00:37:06] But in the round, based on what we’ve seen from individual companies that we’ve worked with to do this and even looking at the early results from our other trials, we have health-wise, large not for profit in the US, they were shedding employees last summer and had a huge problem with retaining, a huge problem with turnover, adopted the four-day workweek last August, and effectively, their unplanned attrition has hit the floor and it’s been transformative for their company.

Joe O’Connor: [00:37:36] We’ve had early results in from the midpoint of the trials in Ireland, in the US, which are incredibly encouraging. They haven’t been publicly released yet, but they’re incredibly encouraging. So, based on that, I would be surprised if it was anything other than further adding to the evidence base that this is something that can work in a whole range of different companies. This is something that can deliver significant benefits for both the employer and the employee.

Joe O’Connor: [00:38:02] And getting back to the point that you were making earlier on, companies are going to have to start thinking about this in the context of, if we can pull this off, it’s going to give us a significant competitive advantage. If we don’t engage with this, we are running the risk that our competitors will do this first and we’ll be the ones doing the chasing, because the greatest benefits from this are going to flow to those who get their first.

Rita Trehan: [00:38:28] I mean, that’s a great sort of nugget for those organizations that have yet to sign up and who are listening to kind of think, well, why are we not part of this? What are we missing that we should—we better get on board with to understand the value that we could gain from this? So, I think there are lots of other things we could explore around this topic, which I think go much further than just looking at the topics.

Rita Trehan: [00:38:52] But I will be intrigued to have you back after the trial is over, because I think there are going to be so many applications for organizations and society at large that the research will show. But I always end this with a Daring To moment, which is to ask my guests what their Daring To moment is. So, it could be daring to do something that you’ve already done and achieve, daring to dream of something that you hope is going to happen. And what would be your Daring To moment?

Joe O’Connor: [00:39:24] Well, I think having not given this any advance thought, it would be difficult for me to say anything other than by 2030, the four-day workweek is going to become the new standard in the economy. So, when we say that, we don’t mean that the same version of the four—because the same version of the five-day, 9:00 to 5:00, which is the standard work arrangement today, of course, it’s not the only work arrangement, but we do believe that some version of a shorter workweek is achievable right across the economy with the four-day workweek as the new standard. So, I think let’s give ourselves until 2030, and if we get there earlier, all the better.

Rita Trehan: [00:40:02] That’s great. And, Joe, if people want to know more about the organization, about you, find out more about what’s going on, sort of leverage some of the research and the organizations that you’re working with, how do they do that? Website, LinkedIn. What are the different avenues and media outreach that they have that they could get in contact with you?

Joe O’Connor: [00:40:23] Sure. So, for resources, for information on upcoming information sessions that we’re running in different countries, registering interest in the pilot programs, people can go to either our website, which is www.4dayweek.com. That’s the number 4, not the letters. And also, program@4dayweek.com, and that’s the US program without the M-E at the end spelling. Program@4dayweek,com if they want to express an interest in joining a program or would like to find out some more information.

Rita Trehan: [00:40:55] So, see you guys, HR leaders, leaders around the world, whatever your business, foundation, institution, or organization that you’re with. And take note, if you like the podcast, do get in contact with Joe in the organization and also let us know what you liked about it. And last but not least, you will get to know more about some of the work that we do at Dare, but I do want to mention specifically an initiative that we’re involved in with our partner organization in the States, which is a nonprofit that we are really leveraging over the next eight weeks, which is Pivot Purposefully, which is all around helping formerly incarcerated underrepresented groups, particularly women, actually get back into the workplace by supporting entrepreneurship.

Rita Trehan: [00:41:39] So, if you are interested in helping support that, donating, and being part of that effort, which is a really important and underlooked talent resource in the world, then do get in touch with us at www.pivotpurposefully.org and sign up to be part of the change movement just like 4 Day Week. So, thank you very much, Joe. It’s been really interesting. I can’t wait to be reading more about what’s going on and telling research that I think is going to bring about a lot of change and transformation around the world. Thank you.

Rita Trehan: [00:42:10] Thanks for listening. Enjoy the conversation? Make sure you subscribe, so you don’t miss out on future episodes of Daring To. Also check out our website, dareworldwide.com for some great resources around business in general, leadership, and how to bring about change. See you next time.

 

Tagged With: 4 Day Week Global, Joe O'Connor

Perla Tamez Casasnovas With The Latina Empire

June 22, 2022 by Jacob Lapera

LatinaEmpire
Atlanta Business Radio
Perla Tamez Casasnovas With The Latina Empire
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PerlaTamezCasasnovasPerla Tamez Casasnovas, Founder at The Latina Empire

Perla’s story begins in Hidalgo, TX, born and raised by immigrant parents. Their lessons of hard work and dedication were ingrained in her from a very young age, leading her to found her first company at the young age of 21. Today, Perla Tamez Casasnovas is a visionary serial entrepreneur and licensed speech therapist. After creating 19 companies in 11 industries, she has generated over nine digits of revenue through her businesses. Perla combines her passion for business and philanthropy in her pediatric clinics and advocacy for children’s rights and health policies.

In 2020 she joined forces with the We Are All Humans Foundation, becoming the director of community operations of a team of leaders in the U.S. who impacted over 400,000 families and distributed over $7 Million in household products. Over the past decade, Perla has dedicated her life to inspiring others to unleash their true potential.

Perla Tamez Casasnovas has always had a heart for entrepreneurship and philanthropy. Her desire to help others has been the energy behind her newest start-ups, one of which is a non-profit, Love Soldiers Foundation, to help non-profits be efficient in their operations and be of most impact with their funds.

The second mission, Latina Empire, is a business model focused on assisting women to reach new heights continuously. The main focus is on accountability and community, with a culture that gives back to society to create sustainable change within their communities.

Connect with Perla on LinkedIn and follow The Latina Empire on Facebook.

What You’ll Learn In This Episode

  • The Latina Empire
  • Specific programs to help women
  • Networking is a powerful part of The Latina Empire
  • Madrinas and socias

This transcript is machine transcribed by Sonix

TRANSCRIPT

Intro: [00:00:04] Broadcasting live from the Business RadioX studios in Atlanta, Georgia. It’s time for Atlanta Business Radio brought to you by on pay Atlanta’s new standard in payroll. Now here’s your host.

Lee Kantor: [00:00:24] Lee Kantor are here. Another episode of Atlanta Business Radio. And this is going to be a good one. But before we get started, it’s important to recognize our sponsor on pay. Without them, we couldn’t be sharing these important stories. Today on the Atlanta Business Radio, we have Perla Tamez with the Latina Empire. Welcome.

Perla Tamez Casasnovas: [00:00:42] Hi. How are you doing? Good to be here.

Lee Kantor: [00:00:44] I am doing well. I’m so excited to learn what you’re up to. Tell us about the Latina empire. How are you serving folks?

Perla Tamez Casasnovas: [00:00:51] Yeah. So Latina Empire is a programs for personal growth and business development with holistic support created for today’s women.

Lee Kantor: [00:01:00] So what’s your back story? How’d you get involved in this line of work?

Perla Tamez Casasnovas: [00:01:05] Well, I’m a speech therapist by trade. I’ve been in the health care industry for going on 15 years. Became very successful at a very young age. Became successful since I was 24 years old and rode the the the the roses of being successful until I suffered an emotional downfall myself due to a divorce, due to being egotistical and being aggressive, etc. and lost myself. And so after that, I decided to leap on the journey of transformation and healing from the heart, which is where all the pain stems from. And after that I found out that there was just so many women that need this kind of help.

Lee Kantor: [00:01:56] So when you were younger, the being successful in business part came pretty quickly and easily for you. You were able to achieve a high level of success, fairly young in your career, but at some point you realize that, you know, either enough is enough or or what does this really mean? Like it was kind of a an epiphany for you that like, why am I doing all this if I’m not feeling great?

Perla Tamez Casasnovas: [00:02:24] Yeah. I mean, there’s nothing that will cure your emotional pain that can be bought with money. And so I try to to throw money at the solution, at the problem to see if that could be the solution. Spending money, buying purses, buying shoes, going here, traveling there. And that was not making me feel better. As a matter of fact, it would make me feel even worse. And so the healing really, really has to start from the heart and it has to be transformation that you leaping to yourself. It’s hard work.

Lee Kantor: [00:03:03] So now so when you have this kind of moment where you’re like, okay, I have to change some behaviors here, this is what got me here is not working anymore. I have to heal. I have to go about the process of maybe reprioritizing certain things. What was the catalyst to saying, you know what, let me build a community for others that might be suffering in the same way I am.

Perla Tamez Casasnovas: [00:03:29] So when I recognized my story and I was able to speak about it freely after being super successful and very strong and very entrepreneurial, I went to the lows of sabotaging myself and dealing with accepting more than dealing with accepting emotional, emotional abuse, physical abuse and mental abuse. And so when I was there and I was able to heal and talk about my story now that I had recognized that it had been my fault and my responsibility and I allowed myself to fall into that, I was able to talk about my story. And when I was invited into several stages around the world to speak about the story, a woman would come up to me and say, Oh my God, I’m going through the same thing. How do I get out of there? Right? How do I do this? How do I learn? And so that led me to create programs that are based on heart and mind and money with the transformation for women.

Lee Kantor: [00:04:36] Now, in these programs, you mentioned heart, mind and money. Is there an order of things? Do you have to get the the heart right or the mind right or the money right? Like what has to happen first? Or does it matter as long as you get to all three?

Perla Tamez Casasnovas: [00:04:50] No, no, no. You have to heal your heart to challenge your mind and then fill your pockets. And so everything starts with the route of where you are with your heart. You can have a lot of money and be super broken in your heart and whatever you have and whatever you are championing and doing, probably not fulfilling you at all because you’re broken at your heart. And so it is extremely important to always be checking in your mindfulness, your peace, and your emotions. Your emotions. You have to constantly be managing emotions and flushing out the bad ones because emotions build on top of each other, believe it or not. And they cause trauma and they cause pain and they alter your decision making and they alter the way of the perspective that you’re seeing life at that moment. And so right now, with how the world is and things that have been trending high suicide rates, high opiate abuse, high drug abuse, shootings, etc., that’s because those people are sick from their heart. And that’s when you carry a baggage of bad emotions that have just taken you to to an emotional downfall. And if you don’t cure them, if you don’t flush them, if you don’t manage them, they will take you down a very black path.

Lee Kantor: [00:06:13] Now, what do you tell the person that might be caught up in the trappings of success? And it may be in a similar way that you were you were checking every box. If somebody from the outside was looking at you, they were going, oh, look, nice car, nice clothes, travels all over the place in a relationship. She’s everything is going her way. There is if you look at you kind of superficially from the outside at that age, you were probably no one would have a clue that trouble was brewing. How do you help that person have the self-awareness when the world sees you as super successful in having everything, when in reality you might be, you know, on the razor’s edge here?

Perla Tamez Casasnovas: [00:06:57] Yeah. You have to be very mindful and very aware. When I was going through the worst times of my life, I was also being recognized by the Small Business Administration Bureau and Congress as the most successful entrepreneur below the age of 30 and five states. And I was in an emotional rut. And so at that time I’m like, Oh, I’m super successful. Everything is okay. I didn’t want to recognize how bad. I really was in my heart, right, until I was already on the floor and shattered into pieces. And so when you are at success, at the helm of success, you just have to learn to be mindful of your feelings and have a heart check emotionally once a month. And there’s there’s there’s techniques that help you do that. Right? Personal assessments, meditation, there’s a lot of holistic therapies that help you find out. Right. And the answers will come within you. You you you live with that every single day. And so success, noise, life, social status, parties, etc., that’s just distractions, things that distract you from checking into where you really are. And are you committed to your purpose? Are you doing what you love or are you tuned in to the noise and you really don’t want to hear? You can’t hear silence because then your mind speaks to you. And so what do you do? You just focus more on the noise. And so it’s about being mindful of where you are truly and honest within yourself.

Lee Kantor: [00:08:35] Now, how does but there has to be some kind of symptoms. I’m out here and I’m hustling and I’m making things happen and it’s go, go, go. And you know, you’re saying, okay, take a moment, meditate, be mindful. I’m busy, I got things to do. I got things that are happening all around me. And there’s always one more, you know, one more text, one more, you know, call to make. There’s always something else that has to be done. Are there symptoms that I could see to myself that I can’t hide for myself anymore? Are there things that are happening in my world that I maybe have have not kind of put I have not emphasized when in reality I should be emphasizing that that that it’s a clue that there’s a, you know, a train about to hit me. Are there things that I should be paying attention to that maybe I am not saying, hey, this is important when I should be saying, hey, this is super important.

Perla Tamez Casasnovas: [00:09:34] Yeah, definitely. When you get easily frustrated, when you get upset at things that you usually didn’t get upset at, when people from your team are calling you for help and you’re like, All these people are stupid. And so when you’re just so involved with your ego that then you just start feeling like you easily get betrayed. Nobody understands you. Nobody listens. And you start, really. Putting yourself in a glass case because you’re untouchable. Those are the symptoms that usually come with success and they are not normal things of success. We are led to believe that you do have to work in silos. You have to be defensive, you have to be extremely protective because somebody is going to come and affect you. Right. It’s not that those are usually the symptoms that come with success that indicate that you are emotionally withdrawn and usually the way it should be. Success should be liberating, empowering and resourceful. And when you are at the helm of success, making tons of money, being super successful, you want to share the abundance of that peace, joy and empowerment and freedom to financial success. That’s when you check in. And if you feel like that, that’s where you’re making money and you’re happy at your heart. But if you’re making money and you feel frustrated, annoyed, deterred, aggressive, hateful, meaningful, that that’s those are symptoms that you are making money. Cool. Congratulations. But you are sick in your heart.

Lee Kantor: [00:11:26] That’s a great point. There’s the saying that someone told me a while ago. They said that if every day you’re you if if you go about your day and then something bad happened, you go, oh, that person was a jerk. Then that person was a jerk. But if every day someone’s a jerk, you might be the jerk.

Perla Tamez Casasnovas: [00:11:47] Correct? 1,000%.

Lee Kantor: [00:11:50] So that’s great advice and that’s a great lesson for the listeners. Now, how do people plug into the Latina empire? Is this something that is a national organization or is it a local organization? How do people kind of plug in to the community so they can learn and kind of be the best selves they can be?

Perla Tamez Casasnovas: [00:12:09] Yeah, well, we’re an international we’ve we’ve launched nationally two months ago. We already have seven established chapters around the country L.A., Denver, Chicago, Houston, McAllen, Atlanta, Miami, New York. And they can definitely visit us on our social media pages, the Latina Empire or our website, the Latina and Viacom. Give us a call. We have a one 800 number. We have an email. My email is Perla at Latina Empire dot com. Reach out. Reach out. We’ll tell you about our programs and we’ll tell you how we’re here to help you heal your mind, to heal your heart, to challenge your mind and fill your pockets.

Lee Kantor: [00:12:56] So what are some of the activities that happen? Once I, I go to the website, I connect with you, I join what what are some of the things I can expect?

Perla Tamez Casasnovas: [00:13:06] Well, we we have different platforms that are intended to meet the women where they need. Right. So we have five jeweled programs that are based on heart, mind and money that you start with healing the heart programs. And those are programs that travel across the empires on a monthly basis. So you can sign up, take one of the programs and start your healing process. We have another platform called the Lounge. The lounge is a virtual platform that you pay a monthly membership and you have access to life courses that are going to be that are available there and or prerecorded courses that serve as resources to to take right and take notes and learn. We also have weak monthly get togethers that those are called the motherhood, like the sisterhood, where they get together in a location, they come, they take some cocktails, they have fun, they meet different ladies from their city, and they also enjoy a panel discussion on a certain topic depending on that month. And then we have the coaches lounge. Where the coaches lounge is, all of the coaches that do different kind of healing offer different therapies, and you can virtually contact them. You’ll be able to see their menu, their bio, their services, what they charge, what they do. And you can book them on the platform and start in your journey of holistic services that maybe you don’t know where out there in existence that could help you in your healing journey.

Lee Kantor: [00:14:37] So there’s stuff that’s in person, there’s stuff that’s virtual, there’s education, there’s networking. You’re trying to cover the whole gamut of anything that a successful woman would benefit from.

Perla Tamez Casasnovas: [00:14:49] Yes, definitely.

Lee Kantor: [00:14:51] And so what do you need more of? How can we help?

Perla Tamez Casasnovas: [00:14:54] Oh, we need to be we need to be heard and valued. And we want this message to carry across the continents. Around the world, because if we want a better future and we want healthy kids and teens and adults of tomorrow, we need to start with healing ourselves. We can give what we don’t have. And so we welcome everybody that needs help, that needs healing, that needs a coach, that needs a mentor and needs direction. We are here to get you started on that journey.

Lee Kantor: [00:15:26] So the folks that are in those local markets that you describe, they can join as members. Are you also recruiting kind of people in other markets to be the leaders in those markets?

Perla Tamez Casasnovas: [00:15:37] Yes, I look for partners and other leaders, partners that obtain a territory from us and get the formation and the training so that they can be that person that brings the community of women together and help them have these resources accessible to them. We we are currently looking for leaders and other cities that are already leading communities to whom we can add value with our programs.

Lee Kantor: [00:16:06] Good stuff. Well, congratulations on all the success. You’re doing important work and we appreciate you.

Perla Tamez Casasnovas: [00:16:11] Thank you so much. I appreciate the time on your show. Wish you all the best of luck. And listeners out there join with the Latina empire.

Lee Kantor: [00:16:18] And its the Latina empire dot com to learn more.

Perla Tamez Casasnovas: [00:16:22] Yes.

Lee Kantor: [00:16:23] All right. Well, thank you again for sharing your story.

Perla Tamez Casasnovas: [00:16:26] Thank you. Take care.

Lee Kantor: [00:16:27] All right. This is Lee Kantor. We’ll be back next week with another episode of Atlanta Business Radio.

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Tagged With: Perla Tamez Casasnovas, The Latina Empire

Eric Coffie With Govcon Giants Inc

June 20, 2022 by Jacob Lapera

EricCoffie
South Florida Business Radio
Eric Coffie With Govcon Giants Inc
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GovconGiantsInc

EricCoffieEric Coffie is the host of Govcon Giants, the #1 YouTube channel and podcast teaching federal procurement aka government contracting. His students are winning contracts every day around the world and are growing their microbusinesses into small businesses. Taking one person startup LLC’s and landing them 6-figure contracts with the U.S. government. He has helped hundreds of companies get registered and understand the world of federal contracting winning contracts with organizations such as FEMA, VA, DHS, U.S. Army Corps of Engineers, Navy, Air Force, DLA, Dept of State, and more.

Eric’s slogan, teaching everyday people how to win extraordinary contracts is the mantra that guides all that he does. For his ongoing challenge, Eric would like to help 200 companies achieve $5 million in revenue netting a $1 Billion economic impact. Videos from his YouTube channel have been translated into both Spanish and Russian with viewers watching from 91 countries around the world. The Top 10 viewer countries of his content include United States, Venezuela, Kuwait, Canada, Dominican Republic, Japan, United Kingdom, Afghanistan, South Africa, and the Netherlands in respective order. He is also a speaker with the U.S. Department of State. A program that sends experts from the United States to consult with foreign audiences of a variety of topics.

Connect with Eric on LinkedIn and Twitter.

What You’ll Learn In This Episode

  • Why government spending is the best customer
  • Differences between state, local, and federal
  • Collusion vs Cooperation
  • Government contracting myths
  • Most small companies get wrong when doing business with the government

This transcript is machine transcribed by Sonix

TRANSCRIPT

Intro: [00:00:01] Broadcasting live from the Business RadioX studios in South Florida. It’s time for South Florida Business Radio. Now, here’s your host.

Lee Kantor: [00:00:14] Lee Kantor are here. Another episode of South Florida Business Radio. And this is going to be a good one, so you better have your pencil and paper ready to go and take some notes because we have with us today Eric Coffie with Govcon giants. Welcome, Eric.

Eric Coffie : [00:00:31] Hey, Lee, how are you today? Welcome. Thank you for having me.

Lee Kantor: [00:00:33] Well, I am so excited to learn what you’re up to and share this great information with our listeners because I think it is super important and I think it’s a great opportunity for a lot of folks. So tell us a little bit about Gov con giants. How are you serving folks?

Eric Coffie : [00:00:48] Yeah. Gov. Giant is a national organization. We actually recently became a nonprofit where we provide training resources for free online, helping small businesses win large contracts. So we’ve been doing that for five years now. We’ve successfully helped hundreds of companies, land contracts and thousands of businesses get registered to start partaking and the $600 Billion US Federal Government Contract Marketplace.

Lee Kantor: [00:01:16] So now a lot of folks don’t include the government as part of their prospecting. They think, Oh, I have to get business from another business. Can you explain why it’s important to at least consider investing some time in trying to get government contracts?

Eric Coffie : [00:01:36] Well, I think a lot of times if we if depending upon how long people are in business, if you go back far enough, you’ll see times where the only buyers that existed in the marketplace was the government. And so I fortunately, I’ve had that experience back in my belt where you can go back just to 2008 when the market took a turn and there was no commercial companies that were buying a product because everyone was trying to reserve their cash, the market was kind of shut down. And so it was difficult for businesses to maintain, to stay viable and to stay afloat. And so the only customer that was buying at that time was the US government. So it’s almost like I would say, you know, when they tell you to go get a line of credit when you don’t need the money, it’s the same thing. You want to learn this marketplace when you don’t need it, because by the time that you have to have it or that you do need it, it’s going to be too late.

Lee Kantor: [00:02:33] So now is this for only kind of B2B businesses? Is there is it something that you have to be kind of making something in order to be a good option for the government? Or can it be a professional service business? Can it be a marketing company? Like what are kind of the sweet spot for government contracts?

Eric Coffie : [00:02:58] Great question. We actually, believe it or not, everything that the private sector buys, so does the government, including services, including products. And you do not have to actually manufacture the product in order to sell it to the government. Why? The beautiful thing about going to the government is they have a procurement process. And so even the manufacturers themselves, if they’re not tied in and they’re part of that procurement process, the government cannot buy from them. And that’s one of the advantages that I encourage small businesses to pursue, is because if you’re not in the government’s database and you’re not a registered vendor or registered supplier, it doesn’t matter what product that you make or manufacture, they cannot buy from you. And because of the bureaucracy and that system, it creates an opportunity for those small businesses that are nimble, that are swift, that have the opportunity to learn this marketplace, to then. Right. Create somewhat of a margin for themselves of reselling that product to the government.

Lee Kantor: [00:03:59] Now when you’re saying government, are you kind of discerning between state government, local government, federal government, or are they all kind of the government or does each one have its own kind of, you know, bureaucracy and strategy to get on their radar?

Eric Coffie : [00:04:20] Yeah. When I refer to government, I teach federal contracting, so I’m at the highest level. So when you think about, for example, the national parks, you think about the Navy, the Army, right? Those are the agencies that I target, Health and Human Services. I do not target state and local. So they are all unique and how you approach them in terms of strategy. But I target the federal government contracting arena because particularly if you’re selling a product, if you’re selling a product, right, this particular customer, regardless of what state are operating in, they still follow the same set of procurement guidelines and rules. And so that makes it really easy for a small company that doesn’t have a lot of bandwidth. You don’t have to learn four or five different sets of rules. So if you learn the federal government how they operate in the rules in which to navigate and play in that marketplace, you can apply that to selling to Colorado, Texas or Oregon, because as long as the federal agency, it doesn’t matter where they operate, they follow the same guidelines.

Lee Kantor: [00:05:26] Now when you’re dealing with the government, I’ve heard some stories where it’s so complicated, there are so many forms and you miss one form, then you know, then they kick the whole thing back. You’ve got to start again. They ask for so much information that to you might seem irrelevant that you know, why do they care about this thing? And now I’ve got to find that thing. And and I’m going to it’s going to be a full time job just to put my name in the hat. Is that accurate or is that a myth? Like how does it work?

Eric Coffie : [00:06:00] No, that’s pretty accurate. I would hate to say it’s a myth. It’s pretty accurate. You do have to go through an extensive process up front in order to qualify. Right. And so that’s that’s one of those barriers to entry that keeps a lot of people out. But that also creates a unique opportunity for those the persons who do learn how to navigate that right, to essentially make everyone else their workers and their subcontractors. So, yes, there is and again, I just had this conversation with someone this morning. There is those barriers to entry up front, which is part of the difficulty. But once you get past them, the opportunity in other side is endless.

Lee Kantor: [00:06:41] So you’re saying that it’s an investment worth making?

Eric Coffie : [00:06:45] It’s an investment worth making? Absolutely.

Lee Kantor: [00:06:46] Now, is it something that I can just go, you know what? I’m just going to pay someone to do all that for me. Can I do that? Or is this something that I. I have to hire a consultant. They’re going to tell me what to do, but I still I can’t get around not doing it. I can’t pay someone to do this for me.

Eric Coffie : [00:07:03] You can pay there are companies out there that you can pay to help you with the registration process. Absolutely. We know of companies that we recommend to help you with that registration process. If it’s on the federal side, we can help you with the registration process at Gov Giant. We do have a for profit arm that helps companies with proposal writing business development. We also do training, coaching, counseling that is on a for profit side. So we do offer those services for companies that want it. And for me, I always say it just depends on whether you have more time than money or money than time. And our videos and our trainings, we teach you how to navigate that. So it just depends. Do you have more time than money and you want to pay for it? But we’re still going to need your information at the end of the day. So I’m going to need to know your revenues, your sales, how many employees you have, who’s the point of contact. So you’re still going to have to give me all of that information to populate into the database. So it just depends on how much hand-holding you need versus how much you actually want to spend.

Lee Kantor: [00:08:07] So like, how much time are we talking about? Is this something I can knock out in an afternoon? Is this a weekend or is this kind of if you want, I’ll be doing next this summer.

Eric Coffie : [00:08:18] Okay. If you want to just get registered in the government database at the federal level, you can probably do it in a few days.

Lee Kantor: [00:08:27] And then what some of the the information that is that I’m going to have to get ready to begin this process, like what are some of those? All the paperwork I’m going to need in a pile to make my life easier when I’m going through the process.

Eric Coffie : [00:08:41] The initial registration, they’re not actually checking any paperwork, right? So the initial registration there forms that you fill out complete and then you tell them, right, your revenues, your sales, your bonding, your past experiences you go through. And so there’s just it’s just a bunch of pages that you click through. And it’s probably, I don’t know, somewhere is 75 different screens that you’ve got to check boxes and acknowledge. Like, for example, are you a felon? Have you ever filed bankruptcy? Those kind of questions. Do you operate in a foreign country? Like what percentage of owners, you know, own the company? And their share is like different questions along that. So just their standard questions about your business that you’re the owner you probably know anyways. And unless you’re a really large company entity that’s composed of multiple shareholders, it should be pretty straightforward questions that, you know, just right off the top of your head.

Lee Kantor: [00:09:36] So if I do that, so I’m registered, is that the end or now how do I just kind of apply for one of these opportunities?

Eric Coffie : [00:09:45] So now that you’re registered, then you can apply for opportunities. So at that point and that registration is through a website called Sam dot gov.

Lee Kantor: [00:09:55] So that’s separate. So I register on one website and then I go to Sam Gov when I fully registered. And do they give me a number or something? There’s some proof that I registered.

Eric Coffie : [00:10:05] So now what they’ve done is they’ve actually done a good job of consolidating everything. So your registration and the search is on the same website. Sam Gov so you no longer have to switch between websites and databases. It’s all populated in one field. So the same place that you register and update your entity information, that’s the exact same place that you now search for upcoming opportunities solicitations, RFPs or Qs.

Lee Kantor: [00:10:31] So then when I do, when I’m ready for that stage, I there’s going to be more forms, I’m sure, right? There’s not no more forms. I just say, yeah, I’m in.

Eric Coffie : [00:10:41] Once or register. There’s no more forms. Right? They just tell you what offerings come out to respond. Yes. You’re going to have to submit forms to respond to them. Correct.

Lee Kantor: [00:10:49] Okay. So I go on there and I say, how do I even is there a search? Do I go, okay, I’m a marketing person? Or for me, I produce radio shows and podcasts. Do I just search for that? And then they’ll say Here the Department of the Forestry wants help in making a podcast.

Eric Coffie : [00:11:09] Yes, correct. That’s exactly how it is.

Lee Kantor: [00:11:11] That’s how it.

Eric Coffie : [00:11:12] Is. No, it’s exactly how it is. Lee, you literally could type in the word podcast into the search bar and it will populate all of the. Current contracts or solicitations looking for podcasts as well as past awards that have the word podcast in the description.

Lee Kantor: [00:11:30] And then so you just and they’re going to ask, aren’t they going to ask for kind of specific things?

Eric Coffie : [00:11:37] So again, we’re talking about the search now, right? The search space.

Lee Kantor: [00:11:39] So I look up podcast. So what, like ten things show up for podcast or 100? I have no idea.

Eric Coffie : [00:11:45] I don’t know everything. Right. Because I mean, that would mean the government that database is populated with hundreds of thousands of pieces of data. Right. I don’t know. Megan podcast versus construction.

Lee Kantor: [00:11:54] Okay. But it could be just say five show up that are kind of in the ballpark of what I do, right? Because it’s not going to be super exact. Right? It’s going to be kind of like I’m going to be able to go, Yeah, I could probably do that. Right. Like, it’s not ever a perfect match.

Eric Coffie : [00:12:09] No. And I’m that’s actually a really, really, really good point, because I think one of the things that I want everyone to understand is what Lee just pointed out. When you search, it’s not going to be exactly what you do because it is the government. So so they may want a podcast, but maybe they want you to record it inside of their government facilities. Right? Or maybe they want you to do it on government equipment or government property because it’s proprietary. Does that make sense?

Lee Kantor: [00:12:39] Yeah. So that’s where.

Eric Coffie : [00:12:40] Podcasting. But maybe they want you to do it at their location or on site or using their equipment or sending your team members to to record a podcast in a foreign country. So it’s not going to be like you get to pick how you deliver the service.

Lee Kantor: [00:12:57] But do I even apply to that because it’s not an exact match? Or do I just say, yeah, that’s I don’t know what.

Eric Coffie : [00:13:03] They want this decision, right? I mean, that that’s a business decision for you. If the opportunity warrants a for example, I actually did respond to one from podcasting and it was to create a podcast in Alaska that discussed the the natural culture of Alaska. And because a lot of what happens is they’re saying that a lot of the natives in Alaska, they don’t have cable. But they do have radio, right? And so this was to capture that experience and broadcast it through a vehicle that they had access to.

Lee Kantor: [00:13:42] So you said, okay, I can do that. And then did they? Is there a place to like, can I get clarification or ask a question or do I just have to kind of go boldly forward and just guess to the best of my ability that I understand what they’re asking for?

Eric Coffie : [00:13:57] You will have the opportunity to ask questions and engage back and forth. You have to sit it in writing. And that way what they do is they will publish a list of all the questions and answers to them publicly so that everyone has access to the same information.

Lee Kantor: [00:14:12] So is that your recommendation if you have a question to ask the question?

Eric Coffie : [00:14:16] Absolutely, I do.

Lee Kantor: [00:14:18] Yeah, absolutely. And then so this sounds like it’s not something that is going to solve my financial problems. This today or this week like this takes some time to go through this process.

Eric Coffie : [00:14:29] And the government, the procurement process is really slow. And I always tell people that if you’re starting off in government contracting, right, and I’m referring to federal, I would expect at least one year before you land something.

Lee Kantor: [00:14:45] So you’re going to have to do a lot of legwork and apply for a lot of things in the hopes that a year later something might actually happen.

Eric Coffie : [00:14:54] Yes. And that’s again, if you’re doing it on your own right, if you do that, you can accelerate that with a mentor or with a coach. But yes, I would plan for at least one year just because the procurement cycles. Right. For example, we’re in June, the government’s fiscal cycle closes in September. So they already have, for the most part, the contract. There isn’t the vendors that they want to use to close out the year.

Lee Kantor: [00:15:21] Now, if I am a minority or woman, a veteran, are there certain? Kind of I don’t say advantages, but maybe I get to check different boxes that make me more attractive as a vendor.

Eric Coffie : [00:15:36] Yes, they do exist. And the federal level, they have small business. They have women veteran hub zone. And then they have another designation, ADA, which stands for a socioeconomic disadvantage to economically disadvantaged persons. Yes.

Lee Kantor: [00:15:56] So that’s just I get a different you know, I get to check a different box or I get to add a different number. I have to be registered in that group to to prove that I really am what I say I am.

Eric Coffie : [00:16:07] To qualify for those opportunities. Yes, you have to be registered, but not only registered, you actually have to become certified. So the registration that I initially mentioned is self registration. These other processes require certification, so you have to actually get approved. So that’s another series of steps to to check those boxes.

Lee Kantor: [00:16:27] Is there an order or should I get certified before I get registered or does it matter?

Eric Coffie : [00:16:31] No, no, no. Because remember, you’re getting registered just to qualify to be eligible to participate.

Lee Kantor: [00:16:36] So you would register first.

Eric Coffie : [00:16:38] Allow you to check different boxes. But it doesn’t make you not that doesn’t make you ineligible to participate.

Lee Kantor: [00:16:43] So now you mentioned a mentor. Is that part of the service you’re offering on your nonprofit side or is that the for profit side?

Eric Coffie : [00:16:52] Yeah, right now we do that on the for profit side.

Lee Kantor: [00:16:55] So a mentor is one of the services you offer?

Eric Coffie : [00:16:58] Yes. But before you reach out to me, the government themselves with our taxpayer dollars offers coaching services. Now, it’s very limited, but it’s a great place to start for someone who’s never, ever done this before. Right, for free. You can reach out to an organization called P-TECH.

Lee Kantor: [00:17:20] P tech do.

Eric Coffie : [00:17:21] Thc procurement technical assistance centers are normally associated with universities and they’re normally in major cities throughout the US. And you can reach out to them and they can help you with a lot of this initial upfront legwork when you’re first getting started. And I encourage everyone to start there even before you come to me.

Lee Kantor: [00:17:42] So that I’ll answer some of the basic questions and might weed out the people that are like this too hard.

Eric Coffie : [00:17:47] Yes, exactly right. I don’t want to do that work. So let P-TECH do it right now.

Lee Kantor: [00:17:54] That makes sense. Because look, because when you’re when you start pulling on this thread, it’s it’s a long way to the finish line.

Eric Coffie : [00:18:02] It’s a long way. It’s a long way. And and why not take advantage of a service that’s already exists that we pay for as taxpayers right now? To me, that just the government, to be honest with you, really, I think they’re doing the best that they know how to try to support us small businesses. We may not know about all the available resources that exist. So that’s why I want to make that available first and foremost.

Lee Kantor: [00:18:27] And is there one piece of actionable advice if you were a person that has never done this before other than go to that p tech website, is there something that they should be doing to prepare themselves to get a government contract?

Eric Coffie : [00:18:43] Well, I do so and I, I, I recommend I actually written two books, The Billion Dollar Playbook, which is a short book that I wrote literally list all the other free places or low cost places to access resources to navigate this marketplace. I think it’s a $10 buy. That’s something that I recommend to everyone. It’s not a book that you read through and learn how to do government contracts. It’s a resource guide. And so that way, depending upon where you’re at in this marketplace, you have an always have a resource to turn to. And they’re free and low cost resources.

Lee Kantor: [00:19:21] And if somebody wants to learn more about your company, what’s the website?

Eric Coffie : [00:19:26] Gov. Com giants dot com.

Lee Kantor: [00:19:27] That’s Dov SEO and giants dot com.

Eric Coffie : [00:19:33] Yes.

Lee Kantor: [00:19:34] Well, Eric, thank you so much. It’s so much information. Really appreciate you sharing your story. And you’re doing important work. And we appreciate you.

Eric Coffie : [00:19:44] Thank you, Lee. Now definitely have a back story to it. And this is my mission and I plan on seeing it through till the end until I least I’ve helped 500 companies achieve 5 million in revenue.

Lee Kantor: [00:19:55] 500 companies, 5 million revenue. Well, have. Where are you at now? What’s the scorecard?

Eric Coffie : [00:20:02] Well.

Lee Kantor: [00:20:04] All right. On your way. Every big business starts small. You got to start somewhere.

Eric Coffie : [00:20:09] Got to start somewhere.

Lee Kantor: [00:20:10] All right. Well, thank you again for sharing your story.

Eric Coffie : [00:20:14] Thanks, Lee.

Lee Kantor: [00:20:14] All right. This is Lee Kantor, Lucille. Next time on South Florida Business Radio. He.

Tagged With: Eric Coffie

Sarah Peck With AEVEX Aerospace

June 20, 2022 by Jacob Lapera

AEVEX Aerospace
Association Leadership Radio
Sarah Peck With AEVEX Aerospace
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SarahPeckSarah Peck, LSSGB, SPHR, SHRM-SCP, Head of Talent Acquisition at AEVEX Aerospace

Sarah Peck is the Head of Talent Acquisition for AEVEX Aerospace where she leads a virtual, geographically dispersed team of Talent Acquisition professionals. Sarah has built the TA function at AEVEX from the ground up, incorporating six new companies from M&A activities that touch roles on five continents.

A big proponent of using data and analytics in recruiting, Sarah will graduate from University of Massachusetts Amherst’s Isenberg School of Management this fall with an MBA in Business Analytics. Sarah volunteers as the VP of Programs for San Diego Society for Human Resource Management and has served on the Association for Talent Acquisition Professional’s Content Council, contributing to ATAP’s News You Can Use newsletter since 2020. Sarah currently serves on the ATAP Board of Directors for FY 2022-2025.

Connect with Sarah on LinkedIn.

What You’ll Learn In This Episode

  • Joining a board – interview best practices
  • Best practices for assuming a new role on a board
  • Time management for your board responsibilities

This transcript is machine transcribed by Sonix

TRANSCRIPT

Intro: [00:00:02] Broadcasting live from the Business RadioX studios in Atlanta, Georgia. It’s time for Association Leadership Radio. Now, here’s your host.

Lee Kantor: [00:00:17] Lee Kantor here another episode of Association Leadership Radio, and this is going to be a fun one. Today on the show, we have Sarah Peck With AEVEX Aerospace. Welcome, Sarah.

Sarah Peck: [00:00:29] Hello. Glad to be joining you, Lee.

Lee Kantor: [00:00:31] Well, I’m excited to learn what you’re up to, but before we get too far into things, tell us about ABC’s. How are you serving folks?

Sarah Peck: [00:00:37] So this is a full service, full spectrum, ISR provider, intelligence, surveillance and reconnaissance. And I know that sounds a little scary, but just so you know, we’re doing some good work helping the folks out in Ukraine. Our why is empowering people to make the world a safer place. And we really are committed to supporting folks on the ground, whether they be a Department of Defense contractors or US or foreign military elements. We do some really great work. We save lives. A lot of that I can’t talk about. But yeah, we’re, we’re I’m super pumped about our mission, our people. It’s a really great place to be.

Lee Kantor: [00:01:20] Now, as the head of talent acquisition, you probably have a bunch of challenges just in that job. Can you talk a little bit about your work there? Is it difficult to find folks?

Sarah Peck: [00:01:33] It can be. It can be uniquely challenging. But one of the real resources we’ve tapped into and you probably hear talent acquisition folks talk about this all the time, but a strong referral network is really the way to go. A lot of our folks, I want to say about 70% of our company is veterans, military, male spouses. And so we have a good network within the Department of Defense and within the military helping folks transition out of the military. In terms of diversity metrics. The military is a great place to go for diversity. I mean, you have LGBTQIA plus you have different races, different neurological NEURODIVERSE You have a lot of disabled folks who get out anywhere from 10% to 100% disabled via the VA. And so you really do tap into a very diverse network of people. And as I’m sure you’ve all heard, the companies that hire diverse traditionally outperform the companies who do not, and it’s made for a very robust workforce.

Lee Kantor: [00:02:45] Now, what’s your back story? How did you get involved in this line of work?

Sarah Peck: [00:02:50] I’ve been in talent acquisition for, gosh, about eight years now and I was in sales beforehand, which is everybody jokes about talent acquisition. You kind of fall into it accidentally. One of the routes to talent acquisition is via sales because a lot of the traits carry over. And I came to AV X and worked my way up into a position of leadership and it’s been incredibly fulfilling.

Lee Kantor: [00:03:20] Now, any advice for the talent that’s out there to be found by people like you? Is there anything they could be doing that helps them stand out or maybe get identified as somebody worth getting to know better?

Sarah Peck: [00:03:36] Well, I want to call out an example of an intern who had applied to one of our internships. Our internships are highly contested. This particular one was in San Diego for software engineering or mechanical engineering, I’m sorry. And we had over 300 applicants and the VP in charge was just too tightly bound by his schedule. He wasn’t getting interviews in. And one gentleman, Tomas, had followed up with me on LinkedIn, and he was literally the only person who had messaged me on LinkedIn out of the entire candidate pool. And I told him, I’m sorry, we’ve got an unresponsive hiring manager. And just when I thought the position was closed, we have literally closed it out. It was off the books. He messaged me again and he said, Hey, any updates? And I said, You know what? I like this kid. I looked at his resume. It looked good. I forwarded his LinkedIn profile to to the VP in question and he said, Yeah, I’m going to interview him tomorrow at 9 a.m.. Set it up. He was hired by the end of the day. Now we have an intern where it would have gone unfilled. This happens more than you think, where people will reach out on LinkedIn or via email or however. And just the squeaky wheels, man, they just get the grease. Because if you have the guts, especially as a 20 something intern coming out of college, to really step up and make those connections, I mean, it really goes a long way because someone like me will be an advocate for someone like Tom. Was because I saw he had the initiative. I saw he had the drive. We’re very pleased with him. He’s already started. And I just I honestly think if more people took the initiative to reach out to the recruiter who’s hiring or to someone like me, I think they’d get a lot further.

Lee Kantor: [00:05:34] Yeah, I agree 100%. I think it’s one of those things where people think that just applying is enough.

Sarah Peck: [00:05:41] And enough.

Lee Kantor: [00:05:42] And then just but. And you like you said, one out of 300 followed up on LinkedIn. I mean.

Sarah Peck: [00:05:49] Yeah, yeah. Over 300. Right. Literally, literally. He was the only one who took the time not only to send the initial message, but then not to get discouraged by a lack of response. Like I responded to him and said, I’m sorry, this is not even on this guy’s radar right now. And then he followed up two months later and he was like, By the way, I’m still available. Is there any way? And I said, You know what? Maybe there is. And honestly, if there were a host of other people who had followed up who probably would have gotten the job before him, but because they didn’t take that extra step of following up, but he did. He got the job and now he’s flourishing. And, you know, it just goes to show that little extra something that shows your worthwhile will go a long way with an employer.

Lee Kantor: [00:06:41] Yeah, I think that and it’s and it’s so funny, it’s not even that it’s that strenuous of an activity to do that. Right.

Sarah Peck: [00:06:51] It was it was a two line email and I accepted his email. And, you know, I can’t help everyone who reaches out to me. Sometimes they reach out about jobs that are already closed or we have an internal candidate or maybe they’re just not in the running. But for something like this, especially with these high volume situations, if you’re applying for an executive assistant role or reception role or one of these roles where there are a lot of junior level applicants and they’re all willing to take the job, you know, setting yourself apart and really taking that extra initiative and step to reach out to somebody with maybe a little bit of a scary title like head of talent acquisition, like he did not hold back. And I have the utmost respect for that because that just shows a lot of initiative.

Lee Kantor: [00:07:40] Now, is there any kind of advice you can give folks that are because a lot of organizations are relying on data and automation to go through the candidates, is there anything that a candidate could do to leverage that same data and analytics to work in their favor?

Sarah Peck: [00:07:58] So there is kind of a life hack that I like to tell people about. And what you do is you pull up their job description and this involves extra work. This is not one of those just click a million buttons and apply to 100 jobs. This is when you want to apply to five in a day, but you want them to be quality applications. So first you take the job description and then I tell people literally plagiarize, pull the bullets out, put it in your resume if in fact you can back that information up. So let’s say it says 2 to 3 years of experience with software engineering. You go in there and then copy and paste it in and then put whatever your number is, two years of experience with software engineering and then if it says something like must know C++, put in your resume. I know C++ and I mean literally go line by line because when there are axes and we don’t use these because we’re small enough, but with some of these big companies, if you’re applying to a Bank of America or a FedEx, what you want to do is as closely resemble your resume to their job description because they’re going to pick up the ATS is going to automatically pick up on all these skills and keywords, and it’s going to provide a match score of some sort.

Sarah Peck: [00:09:20] And it really helps you beat the system. Honestly, though, with those big companies, I still advise they may be getting 1000 applicants. The ATS may get rid of half of them. You’ve still got a recruiter who’s tasked with going through the remainder. Set yourself apart. Reach out to the recruiter, do some research on LinkedIn, figure out how to get a hold of them, and then do it and look, pull up the company, search for an org chart. You know, do what you have to do because it’s the out of the box thinker is the ultimate will ultimately make their way through the hiring process. And unless you’re in a super niche role like for example, we have certain intel analysts roles where you have to have a full scope polygraph and you have to have like 25 years of experience. Those people know who they are. They know everybody wants them. They can just show up and. The job is theirs. But for for someone who’s maybe trying to break in, someone who graduated in 2022 or 2021, 2020. You want to you’re trying to break into a very competitive market, even though there are a lot of jobs. So you have to differentiate yourself.

Lee Kantor: [00:10:34] Now in your career, have you been active in associations and taken leadership roles?

Sarah Peck: [00:10:40] I have, yes. Going back as far as 2008, I was with the Junior League of Fresno for several years there and I was on the board, did some good work with them. And then since about November, because I kind of took over early because some pre planning hadn’t been done, but basically for 2022, I am the VP of Programs for San Diego Society for Human Resource Management. And then as a march, I want to say March of 2022, I’ve taken over a three year stint as a board member for the Association of Talent Acquisition Professionals.

Lee Kantor: [00:11:28] Now, that kind of work, joining the board, volunteering, taking leadership roles, it seems like, Wow, I’ve got so much to do. Do I have to do that too? But I just find that those are the people who take those roles, are the ones that are thriving. And they’re they’re rarely kind of unemployed. They’re somebody who wants them on their team because they’re showing leadership. They’re demonstrating this. Is that been the case for you? Where where that kind of work has kind of it pays off in ways that maybe you can even anticipate.

Sarah Peck: [00:11:59] Dividends in ways you wouldn’t even imagine. For example, my work with the Association of Talent Acquisition Professionals, I’ll be honest, I don’t even know how I got on the board. I interviewed apparently I did well, and then I beat someone out in a vote, and for whatever reason, I found my way onto this board. And it is a board of some of the most intelligent, experienced, powerful people in talent acquisition. We have people who run their own companies. We have people who are VP head of talent acquisition for isms. We’ve got the VP head of talent acquisition for Ford. We’ve we’ve got some real high fliers there. And I’m kind of the little fish in a really occupied pond, if you will. But one of the only reason I bring all of that up is to say that I now have access to these key decision makers with all of this wealth of knowledge. And I have benefited so much just from my association with them. I have so much more knowledge. I switched my ATS in December of 2019, early 2020, and I realized from being around these folks, I did it all wrong. And I think a lot of us don’t have the opportunity for exposure to these really strong minds because we don’t necessarily have the opportunity to be on a phone call with them and pick their brain. And I think one of the biggest benefits of association leadership is getting around the cream of the crop, the people who are giving back, the people who have worked their way up.

Sarah Peck: [00:13:45] And if you’re someone who’s more junior, that’s not necessarily a barrier to entry, because if you show the willingness to volunteer, you prove yourself on a committee level. Quite often they’ll move you up into a leadership role. And frankly, I mean, it does wonders for your career and it’s a résumé builder. I haven’t looked for a job in almost four years now, but when the time comes, it serves as a really good reference point for my skill set because I’m approving a pal, I’m looking at historical data, I’m building content, I’m helping with membership drives. There’s there’s a lot of different things that goes into this. And then within my role with San Diego, Sherm, I’m know because I’m the VP of Programs, I’m meeting all of these great speakers to line them up for our breakfast programs. And so I’m talking to CEOs, I’m talking to authors, people who have written books. Some of them are both. It’s just really great connections. And God forbid, let’s say my company was acquired by another company and my role was eliminated. I guarantee you within two weeks I’d have, if not another job already, I’d be well into the interview process because I have a lot of resources in terms of my network.

Lee Kantor: [00:15:05] And another thing is that even in your work, if you had a question or a challenge or something came up that you didn’t know, you now have, you know, the movers and shakers that can. Say, Yeah, I’ve had that happen to me and I can hear some recommendations.

Sarah Peck: [00:15:19] Oh, God, completely. They will point you in the right direction, both at a tap. I’ve gotten some really good references. I mean, really good references to software, to just methods to approach recruitment, to managing a team, to managing up to leadership, how to talk to people in the C-suite. I mean, there’s just a lot of benefit I’ve derived from the overall experience, and it’s not all about me. I’m doing it to give back. I don’t have kids like I’m very understanding. Fiance It’s okay if I spend a few hours a month on, you know, on conference calls for board meetings and then some extra work on the weekends doing whatever activities and things that we have going. But really, for what I put into it, I would say I definitely derive exponential value compared to what I put in.

Lee Kantor: [00:16:17] Now, any advice, you know, maybe from a time management standpoint that you can share, it sounds like you’re good at juggling a lot of things.

Sarah Peck: [00:16:25] Yeah. So just setting boundaries around what times are available. I made sure that I found out right up front when all of the board meetings were held and they were scheduled consistently on the same days of the month. And so just making sure folks understood that that was kind of sacred time, that needs to be devoted to the meetings. I mean, obviously, if there’s an emergency, I can get out of the meeting, but I really prefer not to also just really setting aside a few hours or just maybe even an hour every day to just sit down and look at my responsibilities, see if there’s anything I can be working on, send emails, communicate with the people I need to be in communication with. Honestly, I find it’s a lot of sending emails and then grabbing quick meetings here and there. It’s not a huge time commitment, but it’s meaningful work.

Lee Kantor: [00:17:20] Yeah, and if you know in advance, it’s kind of easy to block the time and just kind of account for it.

Sarah Peck: [00:17:26] Don’t do a lot of last minute stuff with my organizations. Usually it’s well thought out in advance and we’re very, very fortunate to have executive association leaders helping us out for San Diego. Sherm, we have Emily Mullen. She is very, very capable. She does an excellent job as executive director. And then we have Kristin LeBlanc for Atap. And she’s just a powerhouse. They’re both very dynamic women who just keep us on track, keep us honest, help us rein ourselves in. If we’re having too many ideas all at once and maybe it’s not actionable. So they really are. They they’re practitioners and they walk a fine line between bossing us around and accommodating us completely. So I don’t know how they do it. Honestly, I couldn’t do that role, but they do one heck of a job.

Lee Kantor: [00:18:22] Now, any advice for folks that were maybe in your shoes? The young person that assumed a role on a board was there like kind of a 30 day, 90 day plan that you had that allowed you to kind of ease into the role and not feel overwhelmed or even, you know, have some of that. Sometimes people have that imposter syndrome.

Sarah Peck: [00:18:44] Yeah. And there’s a little bit of that. I tend to be a very strong, decisive personality. But when I don’t know my environment that well, I tend to keep my mouth shut and just listen. What did they say? Better to be a fool with your mouth shut than open your mouth and remove all doubt. Right? So I’ve spent the first couple of months on both boards just kind of keeping my head down, doing a lot of listening, asking a lot of questions. I don’t know if I would exactly call it imposter syndrome, but I will admit to being a little in awe of the people I’m working with because they are so established in their careers and in their industries. Depending on the organization, you may or may not have a thorough onboarding process. My onboarding for a TAP was superior. The executive director forwarded me everything I needed to know in terms of documents and then took an hour to just explain it all to me, which was unique in my experience because like when I was with Junior League, it was it was kind of a hot potato that just kind of landed in your lap in San Diego. Sherm The previous thing coming out of the VP programs role, she did a handoff, but it was not as comprehensive in terms of documentation, so to speak. But regardless, they will, for the most part, get you up to speed. Sometimes you’re thrown into the mix and you have. To just kind of produce without a lot of tools and maybe background knowledge. But either way, like if you just stick with it for a few months, you’ll have it down pat. It it gets easy, I promise you.

Lee Kantor: [00:20:28] Now, if somebody wants to learn more about your journey or connect with you, what is the best way to do that?

Sarah Peck: [00:20:35] Well, probably through LinkedIn. Hold on. I recently changed my LinkedIn. And let me give it to you because it’s a little long. It is LinkedIn. Dot dot com. Black backslash in backslash. Backslash. Sorry. Sarah Peck. All one word. Sara HPC k dash, dash, backslash. And you can reach me to spec additive x dot com for more business related questions. I’m also open to taking requests for mentorship, things like that. I don’t have a ton of extra time, but I will take the time aside for a 30 minute phone call just to answer some questions and let you know kind of about the interview process for various organizations and how you do get into a leadership role.

Lee Kantor: [00:21:33] Well, Sarah, thank you so much for sharing your story. You’re doing such important work and we appreciate you.

Sarah Peck: [00:21:39] No problem. I appreciate you. Thanks so much for having me on.

Lee Kantor: [00:21:43] All right. This is Lee Kantor. We’ll see you next time on the Association Leadership Radio.

 

Tagged With: AEVEX Aerospace, Sarah Peck

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