Hey everyone, it's Jill Yahnite here on Beyond the Deal, where we dive deep into the strategies that take businesses further. In this episode, I sit down with my longtime acquaintance Barbara Vankirk, founder of IQ Inc., a custom software development firm she's grown over 30 years. We chat about weathering economic storms from 9/11 to COVID, building lasting client relationships, fostering a flexible employee culture, and harnessing AI for smarter product development and skills tracking. Barbara shares how in-person connections still matter in sales, the differences in working with startups versus big corporations, and why failing fast with new tech is key. If you're a business owner navigating uncertainty or curious about AI's role in tech, this conversation is packed with practical wisdom. Don't forget to like, subscribe, and share your thoughts in the comments!

Guest Introduction: I've known Barbara Vankirk for nearly 20 years, and it's great to have her on the show. She's the founder and leader of IQ Inc., a powerhouse in custom software solutions for industries like medical devices, transportation, and energy. Starting with just a handful of employees, she's scaled it to a team of 50-70 full-timers, focusing on excellence and flexibility. Her insights on leading through economic ups and downs are spot on for any entrepreneur.

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

Key Takeaways: • Building strong relationships is crucial, especially in tough times—stay connected with clients even when they're not buying, and help them through personal challenges too. • Flexibility in work culture pays off; we talked about how allowing 'closet coders' to work their optimal hours helped IQ thrive, even pre-COVID. • With larger companies, adapt to their processes, but bring diverse ideas; for startups, offer more mentoring and best practices to guide their growth. • AI isn't a threat—it's a tool for identifying skill gaps in employees, speeding up product development, and even matching team skills to client needs quickly. • Face-to-face meetings still beat virtual for big-picture strategy, but screen time gets things moving faster in sales cycles. Follow-up is key in sales; don't let opportunities slip by not asking the right questions or collecting data for quick yes or no decisions.

Chapter Markers: 0:00 Intro 0:54 Guest Introduction 3:00 Company Growth and Overview 5:00 Economic Shifts Over the Years 6:00 Leading Clients Through Tough Times 9:00 Digging Deeper on AI and Delays 10:00 Employee Side: Conversations and Culture 13:00 Flexibility in Tech Work Pre- and Post-COVID 17:00 Building Trust and Recognition in Teams 18:00 Engaging Big Companies vs. Startups 21:00 Adapting to Processes and Trends 23:00 Face-to-Face vs. Virtual Meetings 25:00 Working with Global Clients 26:00 AI's Impact on Business and Development 29:00 Tools for Skills and RFPs 30:00 Closing and Golf Dreams

Keywords: Jill Yahnite, Barbara Vankirk, Beyond the Deal podcast, software development, economic shifts, client relationships, employee culture, AI in tech, custom software, IQ Inc, business flexibility, sales strategies, product development, COVID impact, startup consulting

Hey everyone, it's Jill Yahnite here on Beyond the Deal, where we dive deep into the strategies that take businesses further. In this episode, I sit down with my longtime acquaintance Barbara Vankirk, founder of IQ Inc., a custom software development firm she's grown over 30 years. We chat about weathering economic storms from 9/11 to COVID, building lasting client relationships, fostering a flexible employee culture, and harnessing AI for smarter product development and skills tracking. Barbara shares how in-person connections still matter in sales, the differences in working with startups versus big corporations, and why failing fast with new tech is key. If you're a business owner navigating uncertainty or curious about AI's role in tech, this conversation is packed with practical wisdom. Don't forget to like, subscribe, and share your thoughts in the comments!

Guest Introduction: I've known Barbara Vankirk for nearly 20 years, and it's great to have her on the show. She's the founder and leader of IQ Inc., a powerhouse in custom software solutions for industries like medical devices, transportation, and energy. Starting with just a handful of employees, she's scaled it to a team of 50-70 full-timers, focusing on excellence and flexibility. Her insights on leading through economic ups and downs are spot on for any entrepreneur.

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

Key Takeaways: • Building strong relationships is crucial, especially in tough times—stay connected with clients even when they're not buying, and help them through personal challenges too. • Flexibility in work culture pays off; we talked about how allowing 'closet coders' to work their optimal hours helped IQ thrive, even pre-COVID. • With larger companies, adapt to their processes, but bring diverse ideas; for startups, offer more mentoring and best practices to guide their growth. • AI isn't a threat—it's a tool for identifying skill gaps in employees, speeding up product development, and even matching team skills to client needs quickly. • Face-to-face meetings still beat virtual for big-picture strategy, but screen time gets things moving faster in sales cycles. Follow-up is key in sales; don't let opportunities slip by not asking the right questions or collecting data for quick yes or no decisions.

Chapter Markers: 0:00 Intro 0:54 Guest Introduction 3:00 Company Growth and Overview 5:00 Economic Shifts Over the Years 6:00 Leading Clients Through Tough Times 9:00 Digging Deeper on AI and Delays 10:00 Employee Side: Conversations and Culture 13:00 Flexibility in Tech Work Pre- and Post-COVID 17:00 Building Trust and Recognition in Teams 18:00 Engaging Big Companies vs. Startups 21:00 Adapting to Processes and Trends 23:00 Face-to-Face vs. Virtual Meetings 25:00 Working with Global Clients 26:00 AI's Impact on Business and Development 29:00 Tools for Skills and RFPs 30:00 Closing and Golf Dreams

Keywords: Jill Yahnite, Barbara Vankirk, Beyond the Deal podcast, software development, economic shifts, client relationships, employee culture, AI in tech, custom software, IQ Inc, business flexibility, sales strategies, product development, COVID impact, startup consulting

Hey, dealmakers! Join me, Jill Yahnite, on Beyond the Deal as I dive into the inspiring journey of Steven Orvis, a serial entrepreneur who’s traded the W-2 grind for farm ownership and business acquisitions. From learning the hard lessons of cattle farming to navigating the acquisition of a 34-year-old business, Steven shares actionable insights on entrepreneurship, trust in deals, and finding the right business fit. Curious about escaping the 9-to-5 or scaling your side hustle? This episode is packed with tips to fuel your entrepreneurial fire. Subscribe, like, and share to keep exploring Beyond the Deal!

Guest Introduction: I’m thrilled to introduce Steven Orvis, a software executive turned serial entrepreneur who’s mastered the art of building wealth. From owning a grass-fed beef farm to closing in on a new business acquisition, Steven’s journey is a masterclass in pivoting from W-2 life to entrepreneurial success. His knack for problem-solving and passion for serving others make him the perfect guest to kick off Beyond the Deal!

Key Takeaways: • Don’t just make it—sell it first! Steven learned the hard way that pre-selling, like taking deposits for next year’s beef, is key to a sustainable business. • Trust is everything in acquisitions. Look for sellers and brokers you vibe with to avoid headaches down the road. • Buying an established business can fast-track your wealth. Steven’s targeting businesses with solid cash flow and longevity for instant profitability. • Invest in yourself through books and local meetups. Steven swears by audiobooks on 2x speed and Bigger Pockets groups for real estate wins. • Balance data with gut instinct. Steven’s real estate deals taught him to crunch numbers but trust his intuition when the math feels off. • Local businesses matter. Acquiring existing companies keeps communities thriving and builds your equity faster than starting from scratch.

Chapter Markers: 0:00 Intro 0:56 Guest Introduction 2:05 Steven’s Entrepreneurial Journey 8:08 Lessons from Farm Ownership 11:00 Navigating Business Acquisitions 20:13 Advice for W-2 Employees 23:00 Real Estate and Networking Tips 27:16 Market Research Strategies 32:16 Rapid-Fire Q&A 32:28 Closing

Keywords: Jill Yahnite, Steven Orvis, Beyond the Deal, serial entrepreneur, business acquisition, entrepreneurship, farm ownership, grass-fed beef, real estate investing, W-2 escape, business broker, trust in business, Bigger Pockets, financial independence, local business

Hey, dealmakers! Join me, Jill Yahnite, on Beyond the Deal as I dive into the inspiring journey of Steven Orvis, a serial entrepreneur who’s traded the W-2 grind for farm ownership and business acquisitions. From learning the hard lessons of cattle farming to navigating the acquisition of a 34-year-old business, Steven shares actionable insights on entrepreneurship, trust in deals, and finding the right business fit. Curious about escaping the 9-to-5 or scaling your side hustle? This episode is packed with tips to fuel your entrepreneurial fire. Subscribe, like, and share to keep exploring Beyond the Deal!

Guest Introduction: I’m thrilled to introduce Steven Orvis, a software executive turned serial entrepreneur who’s mastered the art of building wealth. From owning a grass-fed beef farm to closing in on a new business acquisition, Steven’s journey is a masterclass in pivoting from W-2 life to entrepreneurial success. His knack for problem-solving and passion for serving others make him the perfect guest to kick off Beyond the Deal!

Key Takeaways: Don’t just make it—sell it first! Steven learned the hard way that pre-selling, like taking deposits for next year’s beef, is key to a sustainable business. Trust is everything in acquisitions. Look for sellers and brokers you vibe with to avoid headaches down the road. Buying an established business can fast-track your wealth. Steven’s targeting businesses with solid cash flow and longevity for instant profitability. Invest in yourself through books and local meetups. Steven swears by audiobooks on 2x speed and Bigger Pockets groups for real estate wins. Balance data with gut instinct. Steven’s real estate deals taught him to crunch numbers but trust his intuition when the math feels off. Local businesses matter. Acquiring existing companies keeps communities thriving and builds your equity faster than starting from scratch.

Chapter Markers: 0:00 Intro 0:56 Guest Introduction 2:05 Steven’s Entrepreneurial Journey 8:08 Lessons from Farm Ownership 11:00 Navigating Business Acquisitions 20:13 Advice for W-2 Employees 23:00 Real Estate and Networking Tips 27:16 Market Research Strategies 32:16 Rapid-Fire Q&A 32:28 Closing

Keywords: Jill Yahnite, Steven Orvis, Beyond the Deal, serial entrepreneur, business acquisition, entrepreneurship, farm ownership, grass-fed beef, real estate investing, W-2 escape, business broker, trust in business, Bigger Pockets, financial independence, local business