Better Experiences by Design™

Building the American Dream: The Business Growth Strategy Behind MITER Brands

Thu, 30 Jul 2026 13:00:00 -0400

The American Dream is easy to celebrate and hard to build. What does it actually take to turn a family business into a $3 billion company without losing what made it worth building?

In this episode of Better Experiences by Design, host Susan Quinn sits down with Matt DeSoto, President and CEO of MITER Brands, to trace the business growth strategy behind one of North America's largest window and door companies. Their conversation covers the hard choices that carried the company through the Great Recession, the courage to set a vision and hold it, and why culture is the only thing that turns a growth strategy into lasting success.

Better Experiences by Design is a podcast series produced by circle S studio that highlights leaders across a variety of industries dedicated to delivering exceptional brand, employee, and client experiences. © circle S studio, 2026.

When AI Levels the Playing Field, How Do You Stand Out?

Thu, 25 Jun 2026 12:00:00 -0400

In this episode of Better Experiences by Design, Susan Quinn sits down with Dr. Garrett Westlake, Executive Director of the da Vinci Center for Innovation at VCU and Google AI Faculty Fellow, to explore how AI is reshaping the competitive landscape and what it actually takes to stand out in a world where the playing field is leveling fast.

Stop Pitching, Start Persuading: The Science of Turning Conversations Into Clients with Tom Martin

Fri, 29 May 2026 12:00:00 -0400

In this episode of Better Experiences by Design, Susan Quinn sits down with Tom Martin—sales strategist, author of The Invisible Sale, and founder of the Painless Prospecting system—to explore why most business development efforts fail and what the science of persuasion reveals about getting to yes more often.

Own the Room: How Great Leaders Use Presence and Voice to Drive Organizational Growth with Eleni Kelakos

Wed, 22 Apr 2026 15:00:00 -0400

The Discipline Behind The Markel Style of Leadership with Tom Gayner

Thu, 19 Mar 2026 14:00:00 -0400

In this episode of Better Experiences by Design, Susan Quinn speaks with Tom Gayner, CEO of Markel Group, about his perspective on what actually drives long-term success. Rather than a single bold move or a series of strategic pivots, it’s a set of principles, applied consistently over time.

From learning leadership in his father’s office to helping scale a company to 22,000 people, Gayner’s approach is rooted in curiosity, discipline, and a deep belief in doing right by others.

This episode is a powerful reminder that great companies aren’t defined by what they do — but by how consistently they live what they believe.

From $8B to $38B: The Leadership Discipline Behind Remarkable Growth with John Asbury

Wed, 18 Feb 2026 17:00:00 -0500

In this episode of Better Experiences by Design, Susan Quinn sits down with John Asbury, CEO of Atlantic Union Bank, to explore what it takes to transform a regional bank into a high-performing challenger brand in a rapidly consolidating industry.

When John joined the bank in 2016, it faced a defining choice: grow with intention or be acquired. Instead of playing it safe, John and his board pursued what he calls “escape velocity” — scaling strategically to compete with large national banks while preserving the responsiveness of a community institution.

But strategy alone doesn’t sustain growth. Culture does.

Unlocking Hidden Growth Through Strategic Storytelling with Stephen Steers

Wed, 21 Jan 2026 13:00:00 -0500

In this episode, we sit down with Stephen Steers, author, consultant, and keynote speaker, for a strategic conversation about growth, storytelling, and the value that’s already inside your existing client base.

Stephen breaks down how organizations can find revenue growth without chasing new leads, simply by asking better questions, reframing client conversations, and making storytelling a strategic business practice rather than just a sales tool.

He also explains why curiosity is one of the most underrated engines of growth, how to empower every team member to spot new opportunities, and why “selling less” often leads to more revenue and stronger client relationships.

2025 Leadership Insights from Better Experiences by Design

Wed, 17 Dec 2025 15:00:00 -0500

A Reality Check for Leaders: Are You Interpreting Data Correctly? (And AI Can't Do It For You.)

Wed, 19 Nov 2025 14:00:00 -0500

Artificial intelligence isn’t just reshaping marketing — it’s redefining how organizations learn, scale, and make smarter decisions. In this episode of Better Experiences by Design, Susan Quinn sits down with Jim Sterne, internationally recognized author, speaker, and founder of the Marketing Analytics Summit, to explore how generative AI, analytics, and human-centered strategy are converging to create meaningful customer experiences.

Is Strategic Thinking Your Comfort Zone or Danger Zone with Carla Johnson

Wed, 15 Oct 2025 18:00:00 -0400

In this episode of Better Experiences by Design, keynote speaker, author, and “Innovation Architect” Carla Johnson joins us to unpack how curiosity fuels strategy—and how teams can shift from tactical comfort zones to brave, exploratory thinking. Carla shares her “Curiosity Compass” and practical pre-work you can use to disrupt default patterns, plus facilitation moves that turn “no, because…” into “yes, and…”, creating cultures where ideas compound into real outcomes. She also explores how habits, environments, and cross-industry inspiration keep innovative thinking alive long after the workshop ends.

Competitive Pricing Strategies for Sustainable Business Growth with Casey Brown

Wed, 17 Sep 2025 10:00:00 -0400

Pricing isn’t just numbers on a page—it’s psychology, strategy, and confidence. In this episode, Susan Quinn sits down with Casey Brown, engineer turned Six Sigma black belt turned pricing expert, to explore how organizations can stop leaving money on the table and start charging what their work is truly worth.

Casey shares her journey from spreadsheets at GE to becoming one of the most sought-after voices in pricing strategy. She explains why most businesses make pricing decisions out of fear rather than confidence, and how to flip the mindset so your pricing reflects the real value you deliver.

From identifying the two right times to raise prices to shifting conversations into the customer’s language of value, Casey delivers actionable insights for leaders who want to be paid like they’re excellent—because they are.

Beyond the Numbers: Inside the Federal Reserve Bank of Richmond with Sonya Waddell

Wed, 20 Aug 2025 23:00:00 -0400

How can we make complex economic data more useful and more human?

In this episode of Better Experiences by Design, Sonya Waddell, Vice President and Economist of the Federal Reserve Bank of Richmond, is revolutionizing the way economic data is presented to the public. With a focus on clarity, empathy, and accessibility, Sonya offers a fresh perspective on how economic research can better serve real people and real decision-makers.

How High-Performing Firms Build Creative Engines for Growth with Chris Martinez

Wed, 06 Aug 2025 20:00:00 -0400

In this episode of Better Experiences by Design, host Susan Quinn talks with Chris Martinez, Senior Marketing Manager at KW Landscape Architects, about how his team redefined the role of marketing inside their firm and in the AEC industry at large.

Chris shares how they shifted from a traditional, reactive approach to building a creative growth engine that drives business strategy, shapes client experience, and influences pursuit outcomes. He opens up about the challenges of aligning marketing with leadership priorities and creating internal brand clarity to fuel external impact.

Smarter Hiring Strategies for Stronger Teams with Sue MacArthur

Thu, 17 Jul 2025 15:00:00 -0400

In this episode, Sue MacArthur of Strategic Talent Management shares how to hire for culture fit, avoid common hiring mistakes, and build high-performing, people-first teams.

Cast a Wider Net: How To Grow with Strategic Partnerships and Alliances with Pamela Slim

Wed, 18 Jun 2025 16:00:00 -0400

In this episode, host Susan Quinn sits down with Pamela Slim, an award-winning author, speaker, and business strategist whose work has guided thousands of entrepreneurs in turning their expertise into scalable business models.

Pamela challenges the traditional “empire” approach to growth, where one brand dominates the spotlight, and instead offers an ecosystem model that centers your client and strategically aligns you with mission-driven partners. Whether you're a founder, consultant, or leader in professional services, this conversation offers practical guidance on how to codify your method, define your ideal client profile, and grow through intentional alliances.

“There are very different ways that you can build a business. One is what I call the empire culture... I saw an alternative in an ecosystem model.”

In this episode, you’ll hear:

Why ecosystem thinking is a powerful alternative to empire culture
How to define your ideal client using both demographics and values
The “Thumbprint Message Method”: will it sell, will it work, will it stick?
The importance of codifying your process so your method, not just your presence, scales
Practical ways to start building meaningful partnerships with like-minded professionals

Bio

Pamela Slim is a business strategist, author, and founder of a consulting agency that helps entrepreneurs scale their impact through smart, systems-driven growth. A former management consultant in Silicon Valley, Pam draws on decades of experience to guide leaders in turning their expertise into marketable intellectual property. She is the author several books including The Widest Net, which received Porchlight’s Best Sales & Marketing Book of the Year award in 2021.

Ways to contact Pamela Slim:

Website: https://pamelaslim.com/
LinkedIn: https://www.linkedin.com/in/pamelaslim/
Email: support@pamelaslim.com

How to Master the RFP Process and Land the Deal with Steve Boehler

Thu, 15 May 2025 10:00:00 -0400

In this episode of Better Experiences by Design™, host Susan Quinn speaks with Steve Boehler, founder and partner of Mercer Island Group, about client acquisition strategies and how businesses can improve their chances of winning RFPs—not just by following the rules, but by showing up strategically, authentically, and with purpose.

With decades of experience helping firms stand out in the highly competitive selection processes, Steve dives into the mindset of procurement teams and decision-makers, explaining how trust, clarity, and confidence can tip the scales in your favor. From pre-submittal positioning to making the most of the shortlist presentation, this episode is full of actionable advice and sales presentation techniques to help your firm show up with clarity and confidence—every time.

“When they open up a response that is just dripping with content and information and clarity and insights about their problem in their business, they're going to be much more confident that you're the right company to help them.”
—Steve Boehler

In this episode, you’ll hear:

The Three Essentials to Make It to the RFP List: Be ready, be memorable, and be findable. Steve breaks down what each one means and how to get there.
Deconstructing the RFP: How to read between the lines, uncover the real business issue, and tailor your response to the client's true need.
The Power of Positioning: Why being clear on who you are, who you serve, and how you're different matters more than ever.
The Art of the Shortlist Presentation: Ask the right questions, focus on their problem, and limit self-promotion to just five impactful slides.
Why Confidence Wins: Chemistry matters, but competence backed by clarity and confidence is what decision-makers are truly after.

Bio

Steve Boehler is a founding partner of Mercer Island Group (MIG) and has led consulting teams on behalf of clients as diverse as Nokia, HP, Microsoft, Sprint, Nintendo, Abbott Laboratories and numerous others. He founded MIG after serving as a division president in a Fortune 100 when he was only 32. Earlier in his career, Steve Boehler cut his teeth with a decade in Brand Management at Procter & Gamble, leading brands like Tide, Pringles and Jif.

Ways to contact Steve Boehler

· Website: https://www.mercerislandgroup.com

· Email: steveb@migroup.com

The Million-Dollar Mindset: Secrets of Top Performers with Stephen Harvill

Thu, 17 Apr 2025 14:00:00 -0400

In this episode of Better Experiences by Design, we’re joined by Steve Harvill, a renowned expert in high-performance sales and leadership, to discuss his book 21 Secrets of Million Dollar Sellers. Steve dives into the habits, mindsets, and strategies of top-performing salespeople, shedding light on the critical behaviors that set them apart and how anyone can adopt them to achieve success.

From storytelling to simplifying complex ideas, Steve reveals actionable insights that can be applied in any industry. Whether you're in sales, leadership, or simply looking to enhance your personal growth, Steve’s wisdom will provide the tools you need to elevate your game and foster meaningful client relationships.

In this episode, you’ll hear:

High-performing professionals view sales as a career, not just a job. Learn how to approach your work with a profession-first mindset.
Complex ideas can alienate your audience. Simplifying your message is key to effective communication.
Stories connect us to others. Steve explains why storytelling is a crucial skill for building relationships and closing sales.
The key to building trust and relationships with clients lies in active listening. Steve shares tips for making every conversation more meaningful.
Top performers handle rejection better than others by learning from their mistakes and viewing rejection as an opportunity for growth.

Featured Guest:

A seasoned expert in sales, leadership, and performance, Steve Harvill has written several books, including 21 Secrets of Million Dollar Sellers, and speaks regularly on how to enhance sales performance, leadership skills, and business growth.

Ways to connect with Steve:

· Website: https://www.creativeventures.com/

· LinkedIn: https://www.linkedin.com/in/steve-harvill/

· Email: steve@creativeventures.com

Resources:

21 Secrets of Million Dollar Sellers is available for purchase.

Change Isn’t Coming, It’s Here: How Leaders Stay Ready with Bill Coppel

Thu, 27 Mar 2025 16:00:00 -0400

In this episode of Better Experiences by Design, host Susan Quinn speaks with Bill Coppel, a veteran financial services leader and Chief Client Growth Officer at TradePMR. With over 30 years of experience navigating market shifts, technological disruption, and evolving client expectations, Bill shares what leading through change really takes—and how to stay relevant.

From the power of curiosity to the value of deep client relationships, Bill emphasizes the importance of putting people first in an increasingly tech-driven industry and explores why delivering real value means going far beyond investment returns.

This episode is packed with insights for financial advisors, business leaders, and anyone committed to leading with purpose and impact.

In this episode, you’ll hear:

· Why curiosity and adaptability are essential to staying future-ready

· How self-disruption helps leaders avoid complacency

· Why bringing real value means reducing uncertainty, not just delivering returns

· Why the human advantage is more powerful than ever in a tech-driven world

As Chief Client Growth Officer at TradePMR, Bill Coppel leads Advisor Evolution Sciences, the firm’s client growth platform. In this role, he is focused on delivering insights, services, and solutions to help future-focused RIA firms achieve sustainable growth. Prior to joining the TradePMR leadership team, he held senior positions across the financial services industry. Most recently, he founded a consultancy dedicated to helping wealth management firms drive scalable, long-term success through strategic growth initiatives.

With over 30 years of industry experience, Bill holds Series 7, 9, 10, and 63 securities licenses. He earned his MBA from the Olin Business School at Washington University in St. Louis and is a SIFMA Securities Industry Institute graduate at The Wharton School of the University of Pennsylvania.

Ways to contact Bill Coppel

Website: https://www.tradepmr.com/bill-coppel
LinkedIn: https://www.linkedin.com/in/bill-coppel-05128ab/

Business Transition: Preparing Your Business for the Future

Thu, 20 Feb 2025 13:00:00 -0500

In this month's episode of Better Experiences by Design, we’re joined by Laurie Barkman, a leading expert on business transitions, also known as the Business Transition Sherpa. Laurie shares her unique insights on preparing for the inevitable transition every business owner faces— leaving the company. Whether it’s succession, exit planning, or scaling your business for a future sale, Laurie dives into the important steps business owners must take to ensure a smooth transition.

Through her book, The Business Transition Handbook, Laurie offers actionable advice on how to enhance the value of your company, plan for a strategic exit, and avoid common pitfalls many owners face. She also discusses the emotional side of business transitions, which often go overlooked, and how owners can prepare themselves personally for life after business.

Key Takeaways:

· The Importance of Early Planning: Laurie emphasizes that no matter where you are in your business journey, you need to start thinking about transition today—whether you're planning a succession, selling, or preparing for other major changes.

· Identity & Attachment: Business owners often find it difficult to detach their personal identity from their companies. Laurie discusses the emotional challenges that come with this and how preparing early can alleviate regret after the sale.

· Creating a Business with Transferable Value: Laurie shares strategies for building business value that will make it attractive to potential buyers, and why this should be a continuous process.

· The Difference Between Succession & Exit Planning: Understanding the distinction between these two processes and why it matters for long-term success.

· The Role of Advisors: Laurie also stresses the importance of having the right advisory team in place to guide you through the transition process.

Featured Guest:

· Laurie Barkman – Laurie is the Business Transition Sherpa and the author of The Business Transition Handbook. She helps business owners navigate the complex process of exiting or transitioning their business, offering both strategic advice and emotional support.

Resources:

· Laurie Barkman’s Book: The Business Transition Handbook is available on Amazon. You can also receive a digital copy by visiting Laurie’s Website.

Understanding Gen Z: How to Lead and Connect with the Digital Generation with Steven Robertson

Thu, 23 Jan 2025 15:00:00 -0500

In this episode, host Susan Quinn sits down with Steven Robertson, author of Aliens Among Us, to dive deep into the unique characteristics of Gen Z and how leaders can connect with and retain this powerful generation in the workforce. Steven explores how the “perfect storm” of technology, world news, social media, and shifting leadership styles has created a generation that is fundamentally wired differently. He shares insights into the challenges and opportunities this presents for leaders and offers practical strategies for attracting and retaining top Gen Z talent.

“Gen Z is the smartest, most creative, and most cause-driven generation we've ever encountered, but they need to see value in what they’re committing to.”

In this episode, you’ll hear:

Why Gen Z is fundamentally different from previous generations and how it’s shaped by the “perfect storm.”
The role of technology, world news, social media, and parenting in shaping Gen Z‘s worldview.
Why Gen Z’s behavior is not a rejection of older generations but a response to their environment.
How to create value for Gen Z and make them feel connected and loyal to your company.
Why Gen Z is the CEO of their life and how this affects their approach to work and loyalty.

Steven Robertson’s insights into the next generation come from over 20 years of experience in the next generation space, working with thousands of young people globally. His understanding of Gen Z is rooted in a deep knowledge of how their environment has shaped them, and he offers actionable advice for leaders to connect with, lead, and retain them.

Ways to contact Steven Robertson

Website: https://stevenjrobertson.com/
Instagram: https://www.instagram.com/steven_j_robertson/

Items referenced:

Aliens Among Us by Steven Robertson: https://www.amazon.com/Aliens-Among-Us-Surprising-Truths/dp/1947554050

Stand Out Moments From Season 1: Insights from 2024’s Industry Leaders

Tue, 07 Jan 2025 15:00:00 -0500

Welcome to a special episode of Better Experiences by Design! In this episode, we revisit some of the most impactful moments from the past year, featuring seven remarkable leaders across various industries. Together, these thought leaders share invaluable insights into key themes like understanding your audience, building a strong company culture, mastering effective communication, achieving personal excellence, and driving growth through adaptability and leadership.

Whether you’re looking to enhance your business development strategies, improve employee experience, or inspire your team to perform at their best, this episode brings together actionable takeaways to help you create better experiences for clients, teams, and organizations

Key Takeaways & Featured Guests:

· Understanding Your Audience
Susan Baier emphasizes that the most effective way to resonate with an audience is to understand their attitudes and motivations—not just their demographics.

· Thought Leadership in Business Development
Drew McLellan discusses how thought leadership builds trust and establishes your brand as the default choice when clients are ready to buy.

· Building a Culture of Care
Jeff Szyperski explains why focusing on employee experience drives both client satisfaction and organizational success, highlighting the power of care in the workplace.

· Effective Communication and Leadership
Lena Sisco shares insights on how self-awareness and empathy are crucial for effective communication and building trust in leadership.

· Achieving Your Zone of Excellence
Jeff Salzenstein explores how managing stress and integrating mind, body, and soul can unlock peak performance and long-term success.

· Adapting to Change in Industry
Mark Hourigan talks about the importance of staying nimble and adaptable to new trends and technologies to maintain competitiveness in a rapidly evolving market.

· The Flywheel of Success
Hunter Lansing discusses how applying the flywheel strategy—aligning people, values, and behaviors—creates momentum and drives long-term growth.

Stay connected with these leaders:

Susan Baier - LinkedIn: https://www.linkedin.com/in/susanbaieraz/
Drew McClellan - LinkedIn: https://www.linkedin.com/in/drewmclellan/
Jeff Szyperski - LinkedIn: https://www.linkedin.com/in/jeffrey-szyperski/
Lena Sisco - LinkedIn: https://www.linkedin.com/in/lena-sisco-8a31b451/
Jeff Salzenstein - LinkedIn: https://www.linkedin.com/in/jeffsalzenstein/
Mark Hourigan - LinkedIn: https://www.linkedin.com/in/markjhourigansr/
Hunter Lansing - LinkedIn: https://www.linkedin.com/in/hunter-lansing-38257814/

Finding Your Zone of Excellence: What Separates the Good from the Great with Jeff Salzenstein

Thu, 21 Nov 2024 10:00:00 -0500

In this inspiring episode, host Susan Quinn sits down with Jeff Salzenstein, a former professional tennis player turned executive coach. Jeff shares his journey from the tennis courts to the boardroom, revealing how his concept of the “Zone of Excellence” — which integrates the mind, body, and soul — can help individuals and organizations perform at their highest levels. From overcoming limiting beliefs to embracing health and wellness, Jeff explores the keys to thriving under pressure and living your best life.

In this episode, you’ll hear:

The story behind Jeff’s epic match against Michael Chang at the US Open and the lessons learned.
How overcoming self-doubt and limiting beliefs can help you reach your next level of performance.
The power of integrating mind, body, and soul for peak performance in life and business.
The importance of understanding yourself and challenging conventional wisdom to unlock your potential.
Practical strategies for improving mental, physical, and emotional well-being, including the role of sleep and mindfulness.

Jeff Salzenstein is a former professional tennis player who reached the top 100 in the world. After overcoming personal and professional setbacks, he became an executive coach, helping leaders, entrepreneurs, and athletes achieve their Zone of Excellence. Jeff’s approach emphasizes continuous learning, self-awareness, and holistic health to create sustainable success and happiness.

Ways to contact Jeff Salzenstein

Website: https://www.jeffsalzenstein.com/
LinkedIn: https://www.linkedin.com/in/jeffsalzenstein/

Board Dynamics: The When, Why, and What for Building an Effective Board with Nancy Eberhardt

Thu, 17 Oct 2024 10:00:00 -0400

Nancy Eberhardt is a seasoned business consultant with extensive experience serving on various boards. In this episode, Nancy shares her insights into the crucial role of boards in organizations, discussing when a business needs to form one, the different types of boards, and best practices for effective governance. With her wealth of experience, Nancy offers valuable perspectives on driving growth and ensuring alignment with a company's mission and goals.

"A board's responsibility is to hold the organization accountable to its strategic plan, not to implement it."

In this episode, you’ll hear:

· The different types of boards and when to establish them.

· The importance of candid communication within board interactions.

· Best practices for effective board governance and management collaboration.

· Insights into the strategic planning process and the board's role in it.

· Tips for onboarding new board members and conducting board self-assessments.

Nancy Eberhardt is a highly respected business consultant with extensive experience guiding organizations through growth and transformation. As the founder of Eberhardt Consulting, she has helped a diverse range of clients, from small family businesses to large corporations, enhance their strategic planning and governance practices. With a passion for fostering effective leadership and ethical practices, Nancy believes that strong organizational governance is key to achieving long-term success.

Ways to contact Nancy Eberhardt

· Linkedin: https://www.linkedin.com/in/nancyeberhardt/

Book Reference:

· Uncommon Candor: https://books.forbes.com/books/uncommon-candor/

Clients Are Speaking, Are You Listening? How Client Research Can Give You a Competitive Edge with Susan Baier

Thu, 19 Sep 2024 09:00:00 -0400

In this insightful episode, host Susan Quinn sits down with marketing strategist and research expert Susan Baier, Founder and CEO of Audience Audit, who shares her unique approach to understanding your audience. Through attitudinal segmentation, she gets to the core of what’s most important and how organizations can use this information to better serve their clients.

In this episode, you’ll hear:

The power of research in demonstrating your firm’s thought leadership.
The significance of attitudinal research in thought leadership and marketing.
How to gather feedback and, in turn, better serve your audience.
Real-world success stories of businesses transformed through audience insights.
Practical strategies for creating cornerstone content that resonates.
The pitfalls of making assumptions and the power of asking questions.

Susan Baier is the Founder and CEO of Audience Audit, a research company specializing in segmentation research. Her superpower is her combination of strategic marketing and research expertise that allows each to inform the other on behalf of clients. Susan honed her expertise over 30 years in audience-based marketing strategy on both the agency-side and client-side of market research, strategic planning, and product and brand management.

Ways to contact Susan Baier:

Website: audienceaudit.com
Email: susan@audienceaudit.com
LinkedIn: https://www.linkedin.com/in/susanbaieraz/

Items referenced:

Book recommendation: https://pamelaslim.com/the-widest-net/
Predictive ROI research: https://predictiveroi.com/the-roi-of-thought-leadership-series/

Is Your Leadership Style Amplifying or Accidentally Diminishing Your Team’s Potential? with Elise Foster

Thu, 15 Aug 2024 08:00:00 -0400

Join host Susan Quinn as she sits down with Elise Foster, co-author of “The Multiplier Effect,” for an engaging conversation about transformative leadership. Discover how some leaders inspire and elevate their teams while others unintentionally hold them back. Elise shares her unique journey from engineering to executive coaching and reveals powerful strategies for cultivating curiosity, intentionality, and self-awareness. Tune in to learn how you can become a multiplier and create a thriving, growth-oriented culture within your organization.

In this episode, you’ll hear:

The ways in which multipliers enhance intelligence among their teams and in turn inspire remarkable growth and innovation.
How to create an environment where struggling and learning from mistakes is not only accepted but encouraged.
Which types of questions can foster collaboration and growth.
How to use "balcony moments" to step back and gain perspective on your actions and their impact on your team.

Elise Foster began her career as an engineer, managing high-profile global projects. Realizing she wanted to solve different problems, she transitioned to leadership coaching and co-authored “The Multiplier Effect: Tapping the Genius Inside Our Schools.” With over 15 years of experience in engineering and organizational development at companies like Cummins, Inc. and Harvard University, Elise delivers dynamic workshops and keynotes, helping leaders unlock their potential. She holds degrees in Engineering from Virginia Tech and a Master’s in Education from Harvard University. Elise enjoys travel, running, and volunteering.

Ways to contact Elise:

Website: https://elisefoster.com/
Email: elise@elisefoster.com

Business Development Tips for a Higher Win Rate and Stronger Pipeline with Drew McLellan

Wed, 17 Jul 2024 14:00:00 -0400

Does your business development team seem to be constantly chasing prospects? Join us as Drew McLellan, one of the top ten bloggers every entrepreneur should follow according to the Wall Street Journal, guides us on the power of building new business through a thought leadership strategy that will keep prospects and clients interested and always coming back for more.

"The way we have to sell today is to be a subject matter expert that freely and generously teaches their expertise and helps people be better at their job."

In this episode, you’ll hear:

The five core elements of running a business better – leveraging strengths, growing a team, attracting and retaining clients, implementing efficient systems, and financial management for sustained growth.
How modern business development has shifted away from selling and morphed into attracting clients through thought leadership.
Why narrowing your focus can lead to greater success and profitability.
The ways that AI can enhance business operations and efficiency.
The importance of teaching and knowledge sharing to stay sharp.

Drew McLellan has over 30 years of advertising experience and founded McLellan Marketing Group in 1995 after working at Y&R. He also runs the Agency Management Institute (AMI), which provides training, consulting, and peer networks for small to mid-sized agencies. AMI's mission is to help agency owners increase their revenue, attract better clients and employees, reduce risks, and enjoy the benefits of ownership.

Ways to contact Drew:

Website: https://agencymanagementinstitute.com/
LinkedIn: https://www.linkedin.com/in/drewmclellan/
Podcast: https://agencymanagementinstitute.com/agency-owner-podcast/

Commanding the Conversation is a Full-Body Experience with Lena Sisco

Tue, 18 Jun 2024 15:00:00 -0400

Being a good communicator may seem straightforward, but according to research from Leadership IQ, 93% of leaders think they are great at it, and only 11% of their employees agree. That’s because effective communication is a set of learned skills that requires incredible self-awareness, continuous development, and an improvement mindset.

Our guest, Lena Sisco, is a former Navy Intelligence Officer who is blowing up the international speaking stage as a Body Language and Communications Expert. In this episode, she shares powerful tips on how to communicate with confidence and clarity to propel growth for your team and company.

In this episode, you’ll hear:

Tips for being an effective communicator that include putting emotions aside
Ways to combat all-or-nothing thinking and confirmation bias
Why providing feedback can help you become a better communicator and leader
How increasing your self-awareness can lead to becoming a more trustworthy individual

Lena is a former Navy Intelligence Officer, a Marine Corps certified interrogator who served in the Global War on Terror, and the CEO and Founder of The Congruency Group. In 2024, she was voted the top 11th body language expert in the world. Lena is also an international keynote speaker and Former TEDx speaker. Since 2003, she has been training the Department of Defense, government agencies, special forces, and private sector in interviewing and interrogation, statement analysis, change leadership, and more.

Ways to contact Lena:

Website: https://www.thecongruencygroup.com/
Email: lenasisco@thecongruencygroup.com

How to Harness the Jim Collins “Flywheel Effect” To Grow Your Business with Hunter Lansing

Thu, 16 May 2024 11:00:00 -0400

In today’s episode, guest Hunter Lansing, President & Chief Executive Officer of Lansing Building Products shares insights on how they created a strategic business plan around the Jim Collins “flywheel effect” that has led to growth for their company and a greater alignment on their core values.

At Lansing our success is first and foremost our people—who always, always make the difference.

In this episode, you’ll hear:

How the flywheel concept creates powerful momentum for all associates
The benefit of asking “what can we do above and beyond our core offerings” to deliver WOW experiences for clients
The importance of developing behaviors around your core values that engage associates at a higher level

Hunter Lansing is the third president in Lansing Building Products’ history and represents its strong dedication to thoughtful family leadership. He sees the company as similar to a sports team. There’s the team, certainly, but making up that team are individuals who each have a specific and very important role — to perform at his or her peak to achieve team success.

Connect with Hunter through the Lansing website.

How an Investment in Leadership Training Can Grow Careers and the Bottom Line with Kevin Fitzpatrick

Thu, 18 Apr 2024 07:00:00 -0400

Attracting new talent and keeping them engaged in your organization is no easy feat—and Benesch, an Engineering News-Record Top 100 U.S. Design Firm, has created a culture with single-digit turnover rates. Part of this success lies with their premier Leadership Development program.

In today’s episode, guest Kevin Fitzpatrick, President and CEO of Benesch, shares insights into the creation of their educational program which is proving to be a powerful return on investment for the firm.

Maximizing the Power of Company Volunteer Programs to Drive Growth with Emily Gardner

Thu, 21 Mar 2024 09:00:00 -0400

It turns out that giving back to the community can mean a win-win scenario for both the organizations you support as well as your own firm. What you may think of as a monetary expense you're taking on is actually providing you with both tangible and intangible returns. Join us as we discuss the importance of giving back to your community with purpose. Guest Emily Gardner, Chief Lending Officer at Atlantic Bay Mortgage Group, shares how their corporate giving program has made a world of difference in their employee engagement and retention efforts while also positively impacting Atlantic Bay Mortgage’s brand.

Building a Mid-Atlantic A/E/C Firm with Strong Guiding Principles with Mark Hourigan

Thu, 22 Feb 2024 09:00:00 -0500

In this episode, we dive deep into the mindset of a best in class development and construction firm that is laser focused on developing uniquely remarkable relationships and buildings. Our guest, Mark Hourigan, Founder and CEO of Hourigan Group shares insights into the firm’s focus on being highly responsive to client needs, the power of partnerships, and the importance of having clear guiding principles. You’ll come away from this episode with an understanding of several noteworthy strategies for building a company with staying power.

Cultivating a People-Centric Culture with Jeff Szyperski

Wed, 17 Jan 2024 08:00:00 -0500

In this episode, we dive deep into the corporate culture of a community bank that, for the past 11 years in a row, continues to thrive as a top workplace in the nation. Our guest, Jeff Szyperski, President and CEO of Chesapeake Bank shares insights into the bank’s emphasis on creating an environment where employees don't just have jobs but are building careers. Discover noteworthy strategies for attracting and retaining talent and uncover the keys to staying relevant in an ever-changing industry.