Business Leaders Radio Archives - Business RadioX ®

Growing a Process-oriented IT Company: Insights from Gurmeet Judge, President and CEO, Encompass Solutions

December 26, 2023 by John Ray

Business Leaders Radio

Growing a Process-oriented IT Company: Insights from Gurmeet Judge, President and CEO, Encompass Solutions

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Growing a Process-oriented IT Company: Insights from Gurmeet Judge, President & CEO, Encompass Solutions

On this edition of Business Leaders Radio, host John Ray spoke with Gurmeet Judge, President and CEO of Encompass Solutions, about the crucial role of IT services in small and large businesses. Judge shares his journey from software development into establishing and leading his own IT firm. He highlights the importance of understanding client goals, the impact of company culture, and the evolving role of AI in businesses. He also talks about the importance of setting up IT processes that allow for measurable results and how Encompass Solutions addresses talent challenges in its forward-looking growth plans.

Gurmeet Judge, President & CEO, Encompass Solutions

Gurmeet Judge is the President and CEO of Encompass Solutions. Gurmeet founded the company in 2015.

Encompass Solutions is an innovative provider of powerful, practical, and cost-effective technology and consulting services focused on “Aligning Technology with Business Process” and the belief that technology should deliver consistent, expected business results.

Working closely with their technology partners, Encompass’s staff is on a mission to become a world-class IT service provider, delivering excellent customer service, improving business performance, and controlling technology costs for our clients. Their strong history of building and supporting large infrastructure means they have the experienced teams necessary to deliver on the toughest of problems. Our commitment to optimizing IT processes for business means we solve problems efficiently.

Encompass has decades of experience building mission-critical IT infrastructure across a variety of industries. Their strengths primarily exist in designing, building out, supporting, and solving problems around large-scale IT infrastructures. Key to their skill sets has been the creative integration of new technologies into the customer environment and our focus on drastically controlling costs. Their depth of experience in municipal and financial environments illustrates a partner who understands the integration of various technologies in the public sector.

Connect with:

Gurmeet Judge: LinkedIn

Encompass Solutions: Website | LinkedIn | Facebook

Topics in this Interview

00:02 Introduction and Welcoming Guest

00:25 Understanding Encompass Solutions and Its Services

01:27 Gurmeet’s Journey to Becoming a CEO

03:17 Transition from Software Developer to Entrepreneur

05:32 Challenges and Surprises in the Business Journey

07:42 Understanding Client Base and Their Mindset

12:44 Aligning Personal Goals with Company Goals

27:52 The Role of AI in Business

31:15 Future Plans and Challenges for Encompass Solutions

32:46 Conclusion and Contact Information

Business Leaders Radio is hosted by John Ray and produced virtually from the North Fulton studio of Business RadioX® in Alpharetta. The show can be found on all the major podcast apps and a full archive can be found here.

Forget the Sales Tactics and Develop Relationships, with Adam Scharfer, Not In Sales, LLC

July 31, 2023 by John Ray

Business Leaders Radio

Forget the Sales Tactics and Develop Relationships, with Adam Scharfer, Not In Sales, LLC

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Forget the Sales Tactics and Develop Relationships, with Adam Scharfer, Not In Sales, LLC

When he formed his company, Not in Sales, LLC, Adam Scharfer gave himself the title of “Not a Salesperson.” Adam joined host John Ray on this edition of Business Leaders Radio to discuss legacy sales tactics and why they need to change or be discarded altogether. He said the best sales practices of yesterday are often not the best ones to follow today. Adam revealed how relationship building, not a perfect sales process, can naturally lead to sales through listening, providing helpful information, being a subject matter expert, and more.

Business Leaders Radio is produced and broadcast by the North Fulton Studio of Business RadioX® in Atlanta.

Not In Sales, LLC

Not In Sales helps technology-focused organizations expand adoption of its offerings and further drive revenue by rejecting archaic s@!es processes and embracing authentic relationships.

AREAS OF EXPERTISE:
★ Leveraging a unique combination of technological and business development leadership
★ Strategic planning for business development without fear of simplicity
★ Fractional or interim sales leadership
★ Identifying processes that do not match present-day procurement psychology
★ Breaking org-chart barriers of sales, delivery, and technical teams
★ Not fixing things that aren’t broken
★ Finding people to help grow your business in the places least checked
★ Training leaders and team members on ways to contribute to success without the sales feel.

Company Website

Adam Scharfer, Not a Salesperson, Not In Sales, LLC

Adam is a hands-on, high-energy business development and delivery leader with over 20 years of integrating enterprise software solutions and consulting across multiple industries. He prioritizes a customer-focused work ethic and specializes in client relations.

Questions and Topics in this Interview

How did you get into sales and come to the conclusion that you’re “not in sales”?
What are some of the legacy sales tactics you’re looking to change?
What mistakes do small technology companies often make when presenting their offerings to a prospective client?
How would you define a good business relationship versus a not so good one?
Sales leadership seems like an important role within an organization. Why do you think it doesn’t have to be a full time role?
What advice would you give to leaders of technology companies trying to grow their business and sales teams?

Business and Life Lessons from the Appalachian Trial, with Susan Otten, Indie Do Good

June 19, 2023 by John Ray

Business Leaders Radio

Business and Life Lessons from the Appalachian Trial, with Susan Otten, Indie Do Good

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Business and Life Lessons from the Appalachian Trial, with Susan Otten, Indie Do Good

Susan Otten of Indie Do Good joined host John Ray to discuss the “non-traditional” logistics company she founded, and about her latest endeavor, hiking the Appalachian Trail with her daughter to raise money for Parkinson’s Disease research. Susan shared the challenges of the trail, the trail angels and support team they had, the lessons of “tools, training, and team” Susan learned that apply to business, their fundraising goal, and much more.

Business Leaders Radio is produced and broadcast by the North Fulton Studio of Business RadioX® in Atlanta.

Appalachian Trail for Parkinson’s Disease

If you feel moved to donate to Susan and Gretja’s cause to raise more than $50k for Parkinson’s Disease research (they are currently over $93,000 and would love to get to $100,000!), you can do so here.

If you want to learn more about their thru-hike of the Appalachian Trail, check out their YouTube channel (95 videos, including a summary of the whole trail in less than an hour!):

Susan and her daughter Gretja on the Appalachian Trail

Indie Do Good

Indie Do Good is a storage facility, distribution, and fulfillment center. They offer fulfillment services for e-commerce and retail fulfillment including DTC, B2B, Amazon, and more.

They are passionate about supporting businesses, freeing up your time, and giving clients the flexibility to handle more orders. Indie Do Good shares a vision to help through collaboration, believing the more successful clients are, the more successful they all are.

Indie Do Good’s fulfillment and distribution services are strategically located in the Midwest, and our team of fulfillment experts ensures your product gets picked, packed, and shipped in a fast, affordable, and accurate manner.

In addition, they offer business planning, product engineering, and marketing.

Company website | Facebook | Instagram

Susan Otten, MBA, ABC*, Founder and CEO, Indie Do Good

After a successful, 15 year corporate career at Apple, plus global roles at two agriculture companies, COO at a behavioral health consulting company and as a strategic sales & marketing consultant supporting small as well as global businesses, Susan and her husband Ron founded Indie Do Good, a services/consulting company, and Otten Associates as the investment arm. With the purpose of investing in and helping entrepreneurial companies who do good, both as non-profits and profit-based companies, Susan’s passion is helping businesses grow by driving engagement through relationships, logistics, marketing, engineering, process and delighting (not justP “satisfying”) the customer. An award-winning, accredited business communicator, marketer, and business development strategist, Susan helps entrepreneurs achieve success faster and with more impact.

On a personal note, Susan is an avid well-being enthusiast, from advocating and teaching the importance of balancing all dimensions of well-being with her family, friends, and clients, to eating planet-forward foods, such as crickets for their sustainability and health benefits, she seeks ways to mitigate stress, improve health and lead a happier/more impactful life. Susan recently completed the Chicago Marathon, beating her time when she ran it previously (22 years ago).

*ABC = Accredited Business Communicator

Questions and Topics in this Interview

You run a business, how could you abandon it and take 5+ months off to hike the Appalachian Trail?
Why did you do this 2194.3 mile hike?
How can listeners help find a cure?
Did you learn anything on Trail for 154 days that can be applied to business?
What key learnings can be applied to BOTH BUSINESS and LIFE?
Would you do it again?
What’s next?

Ryan Kauth, Kauth & Associates, and Host of The Fractional Executive Podcast

May 2, 2023 by John Ray

Business Leaders Radio

Ryan Kauth, Kauth & Associates, and Host of The Fractional Executive Podcast

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Ryan Kauth, Kauth & Associates, and Host of The Fractional Executive Podcast

Ryan Kauth, founder of Kauth & Associates and host of The Fractional Executive Podcast, joined host John Ray on this edition of Business Leaders Radio to discuss his business coaching practice and his podcast. Ryan talked about what led to his founding the entrepreneurship program at the University of Wisconsin Green Bay, creating courses for entrepreneurship, the five areas he coaches his clients on, the value of coaching, his podcast, and more.

Business Leaders Radio is produced and broadcast by the North Fulton Studio of Business RadioX® in Atlanta.

The Fractional Executive Podcast

Growing a company beyond a certain point can be incredibly challenging, particularly for smaller businesses with limited resources. These executives find themselves facing a range of issues, from a lack of funding and resources to market saturation and increased competition.

Ryan’s guest experts share their insights and experiences on the most effective strategies for overcoming these challenges, including building a strong team, expanding into new markets, leveraging technology, discussing the importance of developing a clear vision and strategy, and how to effectively communicate this to stakeholders.

YouTube | Facebook

Ryan Kauth, Founder, Kauth & Associates and Host of The Fractional Executive Podcast

Ryan Kauth is a business coach and executive who founded the current entrepreneurship program at the University of Wisconsin Green Bay. Over the past 25 years, he has helped hundreds of founders and family business owners grow their businesses. Ryan holds several business degrees and certifications, and has taught undergraduate and graduate business students and entrepreneurs.

Website | LinkedIn

Questions and Topics in this Interview

Why does a founder or family business owner need a business coach?
How has your professional career path lead you to coaching founders and family business owners?
What are the five areas you work on with founders and family business owners?
Why have you hired business coaches for yourself throughout your career?

Chrissy Das, Invisible Writer

December 28, 2022 by John Ray

Business Leaders Radio

Chrissy Das, Invisible Writer

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Chrissy Das, Invisible Writer

On this episode of Business Leaders Radio with host John Ray, Chrissy Das, Ghostwriter, Book Coach, and Editor at Invisible Writer, joined the show to talk about how to know when you should write a book, her new book, Delegate Your Book, tips for business owners who have a book idea, how a book coach works with an author, and much more.

Business Leaders Radio is produced and broadcast by the North Fulton Studio of Business RadioX® in Atlanta.

Chrissy Das, Ghostwriter/Book Coach/Editor, Invisible Writer

Chrissy Das, Ghostwriter/Book Coach/Editor, Invisible Writer

Chrissy Das is a lifelong learner and binge-reader. She launched Invisible Writer in 2015 to channel her career as a ghostwriter and editor who specializes in nonfiction. Chrissy’s clients describe her as “creative analytical” and, though the words seem at odds with one another, they neatly sum up the energy she brings to projects!

As a ghostwriter, she works with published and soon-to-be published authors to bring their ideas out of their heads and onto the page. She leverages her professional background in publishing and her high standards as an editor to help her authors finish their next business book.

Invisible Writer clients are often service-based business owners and members of the creative community who rely on Chrissy and her team to help them better communicate their thought leadership and grow their business.

She lives in Jacksonville, Florida, with her husband and their dog Neil.

Website | Instagram | Facebook | Chrissy’s LinkedIn | Chrissy’s Facebook

Questions and Topics in this Interview

Who is “ready” to write a book?
What tips can you give business owners who have a book idea?
What is your new book, Delegate Your Book, about?
What is important to know before you write a book of your own?
Does every business owner need to write their own book?

Ed Mysogland, Indiana Business Advisors, and host of How to Sell a Business Podcast

November 10, 2022 by John Ray

Business Leaders Radio

Ed Mysogland, Indiana Business Advisors, and host of How to Sell a Business Podcast

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Ed Mysogland, Indiana Business Advisors, and host of How to Sell a Business Podcast

On this episode of Business Leaders Radio, Ed Mysogland joined host John Ray to discuss his work at Indiana’s largest business brokerage. Ed discussed how Indiana Business Advisors works with business owners looking to exit, the firm’s long track record of successful transactions (about 2,200!), what a business owner should do to prepare for a sale, and more. Ed also announced the rebranding of his podcast, Defenders of Business Value, into the How to Sell a Business Podcast, which will be produced and distributed by Business RadioX®.

Business Leaders Radio is produced and broadcast by the North Fulton Studio of Business RadioX® in Atlanta.

Indiana Business Advisors

Indiana Business Advisors is the leading and largest business brokerage firm in Indiana specializing in marketing and selling Main Street and Lower Middle Market businesses. With more than 175 Indiana businesses available for acquisition and more than 220 franchisers seeking to expand in the state, their access to a network of 10,000 businesses of all sizes nationally and internationally keeps them at the forefront of business brokerage. Your success is their success.

Since 1981, Indiana Business Advisors has taken the mystery and confusion out of buying a business. Because they possess the depth of knowledge, experience, and key business relationships required to give you discreet, full-service, investment banking-level professionalism through every step of the transaction. IBA’s experience covers a wide variety of industries, including business services, consumer services and products, manufacturing, and distribution.

Company website | LinkedIn | Facebook

Ed Mysogland, Managing Director, Indiana Business Advisors, and host of How to Sell a Business Podcast

As its Managing Partner, Ed guides the development of the organization, its knowledge strategy, and the IBA initiative, which is to continue to be Indiana’s premier business brokerage by bringing investment-banker-caliber of transactional advisory services to small and mid-sized businesses. Over the last 29 years, Ed has been appraising and providing pre-sale consulting services for small and medium-size privately-held businesses as part of the brokerage process. He has worked with entrepreneurs of every pedigree and offers a unique insight in consulting with them toward a successful outcome.

The development of his experience stems from appraising many types, sizes, and interests. He has valued businesses in 28 states over his career. He has saved buy-side clients millions and successfully defended the business value of his sell-side clients. He has served as an expert witness and has taught about business valuation and exit planning.

Ed is a graduate of the distinguished Stanley K. Lacy Leadership Series; chapter President of the Exit Planning Institute and has served several not-for-profit organizations.

Find Ed’s podcast at howtosellabusinesspodcast.com.

Questions and Topics

Indiana Business Brokers
When to begin exit planning
Kinds of buyers
Clean up your books
Value Drivers
About How to Sell a Business Podcast

Dennis Allen, Author of “The Disciple Dilemma”

October 25, 2022 by John Ray

Business Leaders Radio

Dennis Allen, Author of "The Disciple Dilemma"

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Dennis Allen, Author of “The Disciple Dilemma”

On this episode of Business Leaders Radio with host John Ray, Dennis Allen, seasoned corporate turnaround specialist and author of The Disciple Dilemma, joined the show to talk about his career in corporate turnarounds, why listening and relationships are so vital in any turnaround, his book, and much more.

Business Leaders Radio is produced and broadcast by the North Fulton Studio of Business RadioX® in Atlanta.

Dennis Allen, Author, The Disciple Dilemma

A six-time Chief Executive Officer specializing in “turnarounds” for Wall Street-backed corporations, Dennis works and speaks with businesses, universities, churches, and conferences focusing on leadership and discipleship.

Dennis serves today on boards and in business and charity leadership roles, as well as his work in churches of all sizes – megas, mids and startups – as an elder, deacon, and teacher.

A combat-rated Air Force F-15 fighter pilot, and an alumnus of the Oxford Centre for Christian Apologetics, Dennis lives with his bride Karen in the Washington DC area.

Questions and Topics

You do corporate turnarounds – what’s that about?
Is there a common element(s) in businesses that need to “turn”?
Your book “The Disciple Dilemma” talks about symptoms, versus causes for leadership failures in organizations – and you relate that to an iceberg. Explain icebergs, symptoms and causes in that metaphor setup.
You talk about management traps for leaders. Why is management a trap?
What do you want leaders to do in light of these issues?

Esther Weinberg, The Ready Zone

September 28, 2022 by John Ray

Business Leaders Radio

Esther Weinberg, The Ready Zone

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Esther Weinberg, The Ready Zone

Esther Weinberg, Founder and Chief Leadership Development Officer of The Ready Zone, joined host John Ray on Business Leaders Radio to discuss the changes in workplace culture over the last few years, reorganizations, why they succeed or fail, advice for leaders navigating change, and much more.

Business Leaders Radio is produced and broadcast by the North Fulton Studio of Business RadioX® in Atlanta.

The Ready Zone

After 20+ years of working with organizations in the media and technology industries, Esther Weinberg has observed that when leaders cultivate and nurture a high level of alignment, especially during chaotic and uncertain times, they deliberately—and intentionally—create an engaged, powerful, and profitable workplace culture despite of change or unforeseeable circumstances.

And by extension, when these organizations operate with a mindset whereby valuing one another is not only a high priority, it’s as “measured” and valued as the bottom line, they are operating in what she defines as The Ready Zone: An environment in which the leader, the team, the employees, and the organization as a whole, are 100% committed to people feeling valued for who they are, their contribution, their humanity, and the value they bring to the table by being themselves. And this is exponentially more important in a virtual environment. Creating this culture facilitates leaders to step into being ready to powerfully take on the opportunities and challenges in front of them.

Through executive coaching and a series of comprehensive change management programs, Ready Zone leaders are empowered to elevate 6 key Zone Performance Indicators (ZPIs).

Company website | LinkedIn | Twitter

Esther Weinberg, Founder and Chief Leadership Development Officer, The Ready Zone

Esther Weinberg is a business growth accelerator that equips executives in high-growth media and technology industries to create game-changing breakthroughs, increase profitability in declining markets and create successful and sustainable “portable” virtual cultures with executives, leaders, and teams.
As Founder & Chief Leadership Development Officer of The Ready Zone, she moves leaders through change with proven systems to create big pivots, big impact, and big returns. Esther’s strategies assist companies through such impactful conditions as planning and executing reorganizations; moving employees from burnout and exhaustion to empowered, innovative, and driven; and implementing clear priorities and strategies for growing a virtual and global workforce.
Esther provides proven, transformative, yet practical tools and systems that help benchmark and measure results. Despite uncertain times, Esther is not afraid to tell eye-opening truths that dives deeply into the impact of change and consolidation. She does so to create the access and opportunity for meaningful dialogue and action to develop workplace cultures of trust, respect and safety. In fact, she rolls-up-her-sleeves, authentically and methodically helping organizations build sustainable company cultures that thrive vs. survive. From the fundamentals behind developing a collective philosophy of readiness to take on any industry challenge, to coaching leaders on how to reframe, refocus, and realign, Esther is a true powerhouse.

Esther is the author of the eBook on The Ready Zone’s unique framework entitled, Better Leaders. Better People. Better Results: 6-Eye Opening Strategies to Thrive Through Change You Didn’t Ask For. With over 20 years’ experience, her innovative strategies have assisted clients to grow, scale and thrive during the worst and best of times including Netflix, NBCUniversal, Microsoft, ESPN, WarnerBros., Discovery, CNN, DreamWorks Animation, Disney, IMAX, National Geographic, TelevisaUnivision, and Sony.

A respected thought-leader with first-hand experience, Esther has held executive positions at Disney and Fox, as well as stood in the shoes of C-Suite executives as an interim CEO and leader at numerous organizations. Esther’s drive for developing global leaders stems from her work abroad, including Botswana, Israel and Uganda.

Esther is the Co-Founder of the Being Me Foundation along with her wife, Lin. The organization’s mission is to create breakthroughs through global Ontological coaching and leadership programs that redefine diversity, equity, inclusion, and belonging for LGBTQIA+ young adults.
She is a graduate of New York University and a member of Harvard’s Institute of Coaching at McLean Hospital. Esther is a member of the Forbes Coaches Council and a contributor to Forbes.

LinkedIn | Twitter

Questions and Topics

What is the biggest mistake organizations make during times of change? How can they resiliently overcome it?
What is the one skill leaders undervalue that’s needed more than ever now?
I’ve heard of so many reorganizations failing. How can organizations approach this in a more thoughtful way?
How have reorganizations impacted the way people work today?
What are the new skills leaders now need to powerfully lead permanent, ever-evolving change?
How do leaders need to better prepare people to be resilient?
What advice would you give to leaders to do first who are leading change?
What are the most common costly mistakes that derail organizations from staying relevant and powerful?

Coach Jim Johnson, Speaker and Author

June 9, 2022 by John Ray

Business Leaders Radio

Coach Jim Johnson, Speaker and Author

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Coach Jim Johnson, Speaker and Author

On this episode of Business Leaders Radio, Coach Jim Johnson, former high school basketball coach turned speaker and author, joined host John Ray to discuss leadership and teamwork principles he shares with audiences around the country. Coach Jim discussed the J-Mac miracle game, which won the ESPY for “Best Sports Moment,” developing a personal mission statement, building trust within a team, and much more.

Business Leaders Radio is produced and broadcast by the North Fulton Studio of Business RadioX® in Atlanta.

Coach Jim Johnson, Speaker and Author

Over 30 years of experience developing winning high-school basketball teams, including 428 career victories, sets the stage for the unique credibility and power of Coach Jim Johnson’s message.

Many speakers talk about leadership, but it’s rare to find a speaker who has, quite literally, lead thousands.

Based on what transpired in a few short moments in early 2006, Coach Jim Johnson is now an authority on the subject of realizing your dreams. In his many public-speaking appearances, the Rochester, New York resident relates his role in a basketball game that got Hollywood calling. He also emphasizes the importance of teamwork and sportsmanship, delivering his talks with a heartfelt style that has brought audiences to their feet.

Coach Johnson has developed winning high-school basketball teams for 30 years, taking over three losing varsity programs and turning them into winners in short periods of time. Of his 428 career victories, one, in particular, will surely never be duplicated.

On Feb. 15, 2006, Coach Johnson made the kindhearted gesture of inserting his autistic manager, Jason McElwain, now known to the world as J-Mac into Greece Athena High School’s final home game, which the Trojans won 79-43. J-Mac scored 20 points in just over four minutes, including six three-point baskets, to become an instant national celebrity. Coach Johnson, also, was featured in major news outlets around the country.

To make the Hollywood ending complete, Greece Athena captured the first Section V title of Coach Johnson’s career a few weeks later.

That one victory continues to reverberate into countless lives as audience after audience is touched by a wave of courage and tenacity and witnesses what true leadership can accomplish.

Coach Johnson is the author of “A Coach and a Miracle”, available here.

Website | LinkedIn | Facebook | Twitter | Instagram