Comments? Suggestions? Text the show here!

Collaboration is an often overlooked driver of business growth.

It can spark innovation, expand your market reach, and turn challenges into opportunities in ways you might not expect.

Yet, many small businesses struggle to find the right partnerships.

So what do you need to do to start collaborating effectively to propel your business forward?

What are the strategies that can help you turn obstacles into opportunities?

And how can you spot and secure the right partnerships for lasting success?

In this episode, Chad Jenkins and I discuss the power of business collaborations and how they can significantly boost your company's growth. We also explore practical strategies for identifying and forming the right partnerships to drive success.

Chad is the President & CEO of SeedSpark and a lifelong entrepreneur who possesses a knack for uncovering unconventional opportunities within traditional businesses. His passion lies in understanding how businesses operate and reshaping them for remarkable

returns.

We discuss: (timestamps)

02:23 How do you grow a business through collaborations?

04:25 Making your product-based business stand out from competitors?

07:57 Practical steps to implementing collaborations in your business

15:31 Common collaboration mistakes

17:45 Challenges in entering the collaboration space

18:56 Key factors to consider when vetting potential partners

20:07 Case study: success through business collaborations

24:41 Developing a new revenue stream through collaboration

32:30 Documenting collaboration efforts for strategic decision-making

38:34 Actionable steps to take to start collaborations in your business

Resources:

Chad Jenkins, President & CEO, SeedSpark

https://seedspark.com/

LinkedIn:

https://www.linkedin.com/in/chadtjenkins/

LinkedIn:

https://www.linkedin.com/company/seedspark/

Facebook:

https://www.facebook.com/SeedSpark/

Youtube:

https://www.youtube.com/channel/UCaSD-HmywcGJP4VaDa828dQ

Author:

Just Add a Zero: Remove the Film, Outperform your Competition, and Grow Exponentially through Collaboration

Kathy Svetina, Fractional CFO:

https://www.newcastlefinance.us/

Blog post | Growing Your Business Through Collaborations

Is your growth causing financial headaches? Sales up, but profits lagging? Financial practices stuck in entry level mode?

Don't worry, it's not you—it's your financial setup.

Introducing NextGen Finance Blueprint by NewCastle Finance. This CFO-led roadmap: • Brings fuzzy finances into focus • Gives you a clear money picture • Creates a step-by-step action plan

Ready to level up? Visit newcastle.finance/blueprint

Comments? Suggestions? Text the show here!

Every construction project starts with a contract—but not all contracts are created equal. If you overlook critical details or skip negotiation, you could face unexpected liabilities, payment delays, and disputes that stall progress. Poor contract management can lead to financial setbacks, strained relationships, and missed opportunities for future projects.

So, how can you identify risks before signing?

What strategies help you negotiate fair terms?
And how can you protect your interests while keeping projects on track?

My guest today is Megan Shapiro. She is a Risk Management Strategist, Construction Attorney & Founder of Construction Contract Coach. After litigating construction disputes for nearly 15 years, Megan is now taking everything she's learned and teaching construction leaders how to Do It Like A Lawyer.

Through her workshops and coaching programs, Megan offers actionable strategies for negotiation, persuasion, contract review, and strategic communication. Drawing on her years of representing subcontractors, owners, GCs, and everything in between, she empowers construction leaders to win more projects, eliminate claims, and maximize profits—all while reducing risk and helping leaders adopt a lawyer’s mindset to succeed in business.

We discuss: (timestamps)
03:03 Contracts for construction and remodeling businesses

05:37 Key points for general contractors and subcontractors

08:36 Indemnity explained in simple terms

11:43 Managing contract defense costs

13:10 Remedies for breach of contract

14:32 Subcontractor liability for issues like water leaks

16:53 Risks in prime contracts for general contractors

17:16 When to consult your broker on contracts

21:37 Fixing non-compliant contracts in ongoing projects

22:51 Working with brokers on problematic contracts

23:59 Reasons insurance claims get denied

28:16 Negotiating contract terms as a subcontractor

31:04 Examples of subcontractors negotiating better terms

33:57 Defining late provisions and liquidated damages

35:31 Reducing contract risks for subcontractors

37:34 Preventing problems from poorly managed contracts

40:53 Addressing supply chain and labor shortage risks

42:20 Options for subcontractors in bad contracts

43:44 Actionable steps to take to improve your contracts

Resources:
Megan Shapiro, Risk Management Strategist, Construction Attorney & Founder, Construction Contract Coach

https://meganshapiro.com/

LinkedIn:

https://www.linkedin.com/in/constructioncontractcoach/

Free Negotiation Style Quiz:

https://meganshapiro.ck.page/81045b49f1

Free resources on Megan’s Website:

https://meganshapiro.com/free-resources

Kathy Svetina, Fractional CFO:

https://www.newcastlefinance.us/

Blog post | Industry Deep Dive - Construction: Practical Strategies for Managing Construction Contracts

Is your growth causing financial headaches? Sales up, but profits lagging? Financial practices stuck in entry level mode?

Don't worry, it's not you—it's your financial setup.

Introducing NextGen Finance Blueprint by NewCastle Finance. This CFO-led roadmap: • Brings fuzzy finances into focus • Gives you a clear money picture • Creates a step-by-step action plan

Ready to level up? Visit newcastle.finance/blueprint

Comments? Suggestions? Text the show here!

Hiring and onboarding a sales team can either make your business or break it. If you don't have a solid hiring process in place, you'll end up guessing who’s right for the job instead of making an informed choice and hoping they’ll figure it out on their own.

But wrong hires or weak onboarding cost money because it leads to high turnover, frustrated salespeople, and lost sales. You need a clear process to find the right talent, get them up to speed with your business, and keep them motivated with fair, effective compensation.

So, how do you build a strong sales team?

Which onboarding methods actually work?

And how do you create compensation plans that drive results without hurting your profits?

My guest today is Aleasha Bahr. She is a sales strategist, speaker, best-selling author, and founder of the Black Sheep Sales Method™. Because if it’s a fit, it’s a fact and there’s no selling involved. She has 15 years of experience customizing sales strategies to your personality, audience, and service (because sales is not a one-size-fits-all!)

Her methods empower business owners to effortlessly convert up to 80% of their leads without pressure, pitching or pretending to be someone else. Aleasha’s signature Black Sheep Sales Method is based on 15+ years of sales experience, tens of millions of dollars in services personally sold herself and sold by service providers she’s supported. She has been featured on Rocky Mountain Marketing Podcast, Sales Game Changers, Business Innovators Radio, and Outside Sales Talk.

Aleasha is also the host of the “Sales Is Not A Dirty Word” podcast.

We discuss: (timestamps)

02:34 What’s broken in sales hiring?

04:21 Why experience alone isn’t enough for sales success

09:03 When to hire a sales strategist

11:08 What goes into an effective sales strategy?

16:22 Positioning salespeople as experts

18:16 Helping clients focus on what they need

19:54 Rolling out a new sales strategy to seasoned salespeople

23:51 Red and green flags when hiring salespeople

27:10 How hiring for sales differs from hiring for other roles

30:47 Building a diverse sales team culture and compensation insights

33:36 Actionable next steps to take to develop a strong sales strategy

Resources:
Aleasha Bahr, Sales Strategist and Founder, Black Sheep Sales Method
http://www.aleashabahr.com/

LinkedIn:
https://www.linkedin.com/in/aleashabahr

Black Sheep Sales Method™:
https://aleashabahr.com/blacksheep/

Podcast:
Sales Is Not A Dirty Word

Kathy Svetina, Fractional CFO:
https://www.newcastlefinance.us/

Blog post | How to Hire, Onboard, and Compensate Salespeople Effectively
https://ww

Is your growth causing financial headaches? Sales up, but profits lagging? Financial practices stuck in entry level mode?

Don't worry, it's not you—it's your financial setup.

Introducing NextGen Finance Blueprint by NewCastle Finance. This CFO-led roadmap: • Brings fuzzy finances into focus • Gives you a clear money picture • Creates a step-by-step action plan

Ready to level up? Visit newcastle.finance/blueprint

Comments? Suggestions? Text the show here!

One of the toughest conversations you’ll have as a leader is terminating an employee. Whether you’re dealing with someone who’s struggling or changes in your business, getting this process right is make-or-break. One wrong move could land you in legal hot water or send your team's morale into a nosedive.

So, how do you know when it’s the right time to let someone go?

How can you have these hard conversations with honesty and fairness?

And what steps can you take to make sure the process is clear, respectful, human-centered, and professional?

My guest today is Jill Shroyer who has over two decades of HR experience and is the CEO & Lead Consultant of Expedition HR which specializes in helping businesses navigate tough workplace conversations without feeling like a jerk!

Expedition HR offers on-demand, on-call expert HR and tough workplace conversation support and guidance through the Expedition HR Subscription (like having a VP of HR on-call), HR Jumpstart (foundational HR training) and Leadership and AllEmployee Training (signature training is called Navigating Tough Conversations). Expedition HR CEO & Lead Consultant, Jill Shroyer, has over two decades of HR experience and is a published author of the book, Conquer Sticky Situations: A Fresh and Empowering Approach to Tough Talks at Work and in Life.

Jill is also a published author of the book, Conquer Sticky Situations: A Fresh and Empowering Approach to Tough Talks at Work and in Life.

We discuss: (timestamps)

02:48 - Differences between layoffs and performance terminations

06:10 - How to handle termination for poor performance

13:54 - Is the problem with your new hire or the hiring process?

19:25 - Differences in terminating new hires vs. long-term staff

21:29 - What does effective documentation really look like?

27:09 - Setting clear expectations during onboarding

28:40 - When should you offer severance (USA)

32:49 - Handling high-risk terminations

35:22 - How often do worst-case scenarios actually happen?

37:56 - Scripts for difficult terminations and handling emotions

43:56 - Tips for firing a family member in a family business

46:20 - Actionable step to take to handle terminations effectively

Resources:

Jill Shroyer, CEO & Founder, Expedition HR
https://www.expeditionhr.com/

LinkedIn:
https://www.linkedin.com/in/jill-shroyer-phr-32657411

Facebook:
https://www.facebook.com/ExpeditionHRUtah/

Kathy Svetina, Fractional CFO:
https://www.newcastlefinance.us/

Blog post | Best Practices for Employee Terminations
https://www.newcastlefinance.us/listen/best-practices-for-employee-termi

Is your growth causing financial headaches? Sales up, but profits lagging? Financial practices stuck in entry level mode?

Don't worry, it's not you—it's your financial setup.

Introducing NextGen Finance Blueprint by NewCastle Finance. This CFO-led roadmap: • Brings fuzzy finances into focus • Gives you a clear money picture • Creates a step-by-step action plan

Ready to level up? Visit newcastle.finance/blueprint

Comments? Suggestions? Text the show here!

Growing your business is on every entrepreneur's mind. Maybe you're eyeing new markets, or you've set your sights on doubling revenue in the next few years. Sounds exciting, right? But if your business isn't ready for that growth, it can backfire fast.

What happens when you're not prepared? Production delays start piling up. Your team burns out. Worse, you start losing the customers you worked so hard to get.

So, how do you know if your business is ready for rapid growth?

What steps should you take to prepare your operations?

And how can you do it all without causing your team or your resources to burn out?

In this episode, Joey Iazzetto and I break down what it takes to achieve real, sustainable business growth. He walks us through the five critical areas you need to master—covering everything from capacity and customer insights to financial strategies and optimizing sales channels for success.

Joey is a national marketing leader and the Chief Growth Officer of ICG Marketing, specializing in driving revenue growth and maximizing ROI through strategic business planning.

With a deep understanding of business strategy, he leverages customer and competitive insights to deliver significant financial gains for privately held businesses. His proven track record showcases measurable results by seamlessly integrating sales, marketing, finance, and operations to enhance overall business performance.

We discuss:
02:28 – Understanding exponential growth challenges

[04:27 | 07:53 | 15:11 | 30:28 | 35:50] – The 5Cs or critical areas of business growth

11:55 – Conducting effective customer research conversations

20:33 – How market research reveals positioning opportunities

21:53 – Managing customer response to new messaging

40:19 – Why sales and marketing drive easy growth

44:18 – Actionable steps to achieve healthy exponential growth

Resources:

Joey Iazzetto, Chief Growth Officer, ICG Marketing
https://www.icgmarketing.com/

LinkedIn:
https://www.linkedin.com/in/joey-iazzetto-8741361/

Kathy Svetina, Fractional CFO:
https://www.newcastlefinance.us/

Blog post | Growth Without Breaking: The 5 Cs for Sustainable Growth
https://www.newcastlefinance.us/listen/sustainable-business-growth-newcastle-finance/

Is your growth causing financial headaches? Sales up, but profits lagging? Financial practices stuck in entry level mode?

Don't worry, it's not you—it's your financial setup.

Introducing NextGen Finance Blueprint by NewCastle Finance. This CFO-led roadmap: • Brings fuzzy finances into focus • Gives you a clear money picture • Creates a step-by-step action plan

Ready to level up? Visit newcastle.finance/blueprint

Comments? Suggestions? Text the show here!

Neuro-linguistic programming (NLP) is a powerful method to improve your sales communication skills. If your sales team isn't closing as many deals as you'd like, the problem might not be the product or service—it could be how effectively the salesperson communicates.

Misunderstanding the customer’s needs, speaking at the wrong pace, or failing to connect can lead to missed opportunities. Ineffective communication can also create friction with your team, suppliers, and clients.

So, what exactly is NLP, and how can it help you communicate better and boost your sales? And what steps should you take to start using it to transform your business?

In this episode, I talk with Nikki Rausch about how Neuro-linguistic Programming (NLP) can transform your sales strategy. She explains how NLP helps improve communication and close more deals, offering practical tips to integrate it into your sales approach.

Nikki Rausch is a sales maven, sales coach, best-selling author, and podcast host. She integrates her 25+ years of experience selling to such prestigious organizations as The Bill & Melinda Gates Foundation, Hewlett-Packard, and NASA, sharing with her clients the same approaches that led to her shattering sales records in her industry and receiving multiple “top producer” awards along the way. A business degree from the University of Washington and her master's certification in Neuro-Linguistic Programming mesh perfectly to create a powerful foundation upon which Nikki built tremendous sales skills and now provides enormous benefits for her clients.

We discuss: (timestamps)
04:19 What is NLP and Why Is It Important for Sales?

06:00 How Does NLP Improve Sales Conversations?

10:16 The Key Difference Between Mimicking and Matching in NLP

15:11 How to Identify NLP Opportunities in Your Sales Interactions

16:25 Understanding the Four Levels of Competency in NLP

19:47 Nikki Rausch’s Journey Into NLP and Sales Mastery

24:45 How Nikki Trains Salespeople to Implement NLP Effectively

25:16 Applying NLP Techniques in Sales Emails for Better Results

28:12 How to Avoid Using Too Many "I Statements" in Communication

40:07 What is Pre-Framing and How It Can Transform Your Sales Calls?

45:46 Actionable Steps to Implement NLP in Your Business

Resources:
Nikki Rausch, Sales Maven | Sales Coach | Author | Podcast Host
https://yoursalesmaven.com/

LinkedIn:
https://www.linkedin.com/in/nicolerausch/

Nikki is offering a free ebook, Closing the Sale, which covers the final three steps of her Selling Staircase framework to help boost confidence in consult calls. Download it at yoursalesmaven.com/kathy

Kathy Svetina, Fractional CFO:
https://www.newcastlefinance.us/

Blog post | Mastering Sales with Neuro-Linguistic Programming (NLP)
https://www.newcastlefinance.

Is your growth causing financial headaches? Sales up, but profits lagging? Financial practices stuck in entry level mode?

Don't worry, it's not you—it's your financial setup.

Introducing NextGen Finance Blueprint by NewCastle Finance. This CFO-led roadmap: • Brings fuzzy finances into focus • Gives you a clear money picture • Creates a step-by-step action plan

Ready to level up? Visit newcastle.finance/blueprint

Comments? Suggestions? Text the show here!

Getting your pricing strategy right is crucial to business success. And though it might seem as simple as choosing a random number - it’s not. Pricing is more complex and understanding the psychology behind your customers’ buying decisions plays a huge role in getting it right. If your prices don’t match the perceived value of your products, you might lose customers, miss out on sales, or damage your brand's reputation.

So, how do you price your products so you can hit your goals?

What common pricing mistakes should you avoid?

And how do you make sure that your pricing strategy keeps you competitive in the long run?

In this episode, Adam Wallace and I explore the fine “art” of pricing and its critical role in business growth. He shares the psychology behind pricing decisions, the impact of prices on customer perception, and shares strategies to optimize pricing for maximum profit.

Adam is a Price & Earnings Optimization expert and has spent years unlocking pricing power for products and services. After more than a decade as a corporate fixer, joining Fortune 100 leadership teams to capture additional value on multibillion-dollar ventures, he now serves as an interim executive and board member for private companies

We discuss: (timestamps)
03:13 Understanding the psychological and emotional side of pricing

09:30 How pricing affects perceived value and customer satisfaction

10:58 Why copying competitors' pricing strategies can hurt your business

16:05 Customer feedback is just one piece of the pricing puzzle

19:34 How small businesses can win by focusing on niche markets

26:26 Targeting untapped markets by focusing on customer groups

28:54 How our perception of pricing is shaped by what we value

29:15 Why focus and clarity are key to value-based pricing success

31:43 How buyer urgency can impact pricing decisions

32:01 Setting first sale value precedents

38:28 Optimizing Your Pricing to Drive Business Growth

46:01 Actionable Steps to Improve Your Pricing Strategy This Week

Resources:
Adam Wallace, Price & Earnings Optimization:
www.AdamWallace.com

LinkedIn:
https://www.linkedin.com/in/propertyofwallace/

Email:
Adam@AdamWallace.com

Author:
(Re)Value: Raise Your Prices and Build Your Legacy (Business Expert Press; July 22, 2024)

Kathy Svetina, Fractional CFO:
https://www.newcastlefinance.us/

Blog post | The Art and Science of Pricing
https://www.newcastlefinance.us/listen/the-art-and-science-of-pricing/

Is your growth causing financial headaches? Sales up, but profits lagging? Financial practices stuck in entry level mode?

Don't worry, it's not you—it's your financial setup.

Introducing NextGen Finance Blueprint by NewCastle Finance. This CFO-led roadmap: • Brings fuzzy finances into focus • Gives you a clear money picture • Creates a step-by-step action plan

Ready to level up? Visit newcastle.finance/blueprint

Comments? Suggestions? Text the show here!

Customer retention is an often overlooked aspect of business success. When you focus too much on attracting new customers, you risk neglecting the ones you already have. This could mean lost revenues and damaged trust.

To fix this, businesses need to turn to customer journey mapping. By mapping out key interactions, you can improve customer experiences, build loyalty, and increase engagement.

But what is customer journey mapping exactly and how can it prevent customer churn? And what steps can you take to keep clients satisfied and loyal?

In this episode, Samantha Irwin and I explore the power of customer journey mapping and how it can help your business thrive. We break down her six key stages of the journey and share strategies on how you can improve customer retention and satisfaction - so you don’t lose them to the competition.

Samantha is a small business coach & consultant and the creator of the Power of People Academy and the Creating a Culture Deck. She inspires and educates teams to create exceptional Customer Experiences that foster loyalty and advocacy, driving both financial success and heartfelt service for brick-and-mortar businesses. She equips businesses to provide consistently Exceptional Customer Experiences, fostering thriving enterprises and fulfilled staff. Samantha's commitment extends to teaching business owners how to make their establishments preferred workplaces and favored customer destinations.

We discuss: (timestamps)
03:05 - Traditional vs. non-linear customer journey maps
05:39 - The six key steps of customer journey mapping
11:58 - Why customer interaction is crucial for business success
15:37 - Is great customer service personality trainable or innate?
18:52 - How to refine your hiring process to attract the right staff
21:05 - Hospitality as a crucial business skill
21:50 - How online-only businesses can improve customer experience
23:59 - Why curating the customer experience benefits your business
27:21 - Real-life examples of customer experience transformation
34:24 - How culture change improves employee engagement and retention
34:48 - Training hospitality skills to enhance customer satisfaction
36:49 - How curiosity builds customer connections and opportunities
37:31 - The superpower of maintaining energy in customer service
39:34 - Why sometimes you have to 'fake it' to lead effectively
41:04 - One actionable step to improve customer retention

Resources:
Samantha Irwin, Small Business Coach & Consultant, Kaizen Small Business Solutions
https://kaizen.zone/

LinkedIn:
https://www.linkedin.com/company/kaizen-business-coaching-consulting/

Courses + Downloads:

• Power of People Academy, your hospitality boot camp: (5 week On demand Front Line Customer Service Training Program): https://kaizen.zone/power-of-people-course/
• Customer Journey Map Free Download: https://view.flodesk.com/pages/62293e8a78ab99224ea6e655

Blog post | Improving Customer Retention with Customer

Is your growth causing financial headaches? Sales up, but profits lagging? Financial practices stuck in entry level mode?

Don't worry, it's not you—it's your financial setup.

Introducing NextGen Finance Blueprint by NewCastle Finance. This CFO-led roadmap: • Brings fuzzy finances into focus • Gives you a clear money picture • Creates a step-by-step action plan

Ready to level up? Visit newcastle.finance/blueprint