In this thought-provoking episode of The Art of Consulting podcast, Andy discusses the "50-Minute Focus" technique. Throughout the conversation, he sheds light on critical lessons about identifying productivity pitfalls, the significance of adapting dynamic strategies, and leveraging unconventional approaches to foster successful personal and professional habits. From the transformation of time management techniques to the essential role of prioritizing tasks, Andy offers a treasure trove of insights and practical guidance for consultants seeking to excel in their personal and professional lives.

Episode Summary:

• Introduction and Reflections from 2020 (00:06 - 00:44): The episode begins with a reflection on previous discussions from 2020 and the changes brought on by COVID-19.

• The Impact of Distractions (00:44 - 01:18): The speaker highlights the constant distraction posed by social media and smartphones, and their effect on productivity.

• Increased Distractions Over Time (01:18 - 02:00): A discussion on how distractions have become more pervasive over time, despite advancements in app efficiency.

• Understanding "Coffee is for Closers" (02:01 - 02:34): The speaker explains the phrase "coffee is for closers" employed as a motivational tool in sales.

• Strategies for Maintaining Productivity (02:34 - 03:15): The speaker shares personal strategies for maintaining productivity, such as task lists and prioritization.

• The Importance of a Task List (03:15 - 03:50): Emphasizes the role of task lists in proactive work and productivity.

• Approach to Task Prioritization (03:50 - 04:23): The speaker shares his approach to task prioritization, considering due dates and personal satisfaction.

• Evaluating and Prioritizing Tasks (04:24 - 04:53): Further explanation on task evaluation and prioritization.

• Considering Personal Satisfaction in Task Prioritization (04:53 - 05:29): The speaker advises prioritizing tasks that bring personal satisfaction and a sense of accomplishment.

• Interdependencies in Task Prioritization (05:29 - 06:01): The speaker discusses the role of interdependencies when prioritizing tasks within a team.

• The Importance of Task Prioritization (06:02 - 06:31): A reiteration of the importance of prioritizing tasks for a productive day.

• Time Boxing Tasks (06:32 - 07:17): The speaker introduces the concept of time boxing tasks to manage workload and time effectively.

• Task List Preparation for the Next Day (07:18 - 07:50): Discusses the strategy of preparing a task list for the next day the night before.

• Concept of Time Boxing (07:51 - 08:29): The speaker discusses the concept of time boxing, a productivity strategy.

• Benefits of Time Boxing (08:31 - 09:06): Emphasizes the benefits of time boxing in managing tasks and time.

• Starting With Difficult Tasks (09:07 - 09:43): The speaker advises starting with the most difficult tasks to build momentum and ease into the day.

• Benefits of Time Boxing (09:44 - 10:17): The benefits of time boxing, particularly in managing unexpected schedule changes, are discussed.

• Reiterating Importance of Prioritization and Time Boxing (10:17 - 10:52): The speaker reiterates the importance of task prioritization and time boxing.

• Rewarding Oneself Upon Task Completion (10:53 - 11:37): The speaker emphasizes the importance of rewarding oneself after completing tasks.

• Tackling Difficult Tasks First (11:37 - 12:22): Discusses the strategy of tackling difficult tasks first to build momentum and reduce stress.

• Importance of Rewarding Oneself (12:23 - 13:02): A reiteration on the importance of self-reward after task completion.

• 50-Minute Increments for Larger Tasks (13:02 - 13:37): The speaker shares his strategy of working in 50-minute increments for larger tasks.

• Benefits of the Speaker's Approach (13:37 - 14:16): Discussion on the personal benefits of the speaker's approach, including better production and momentum.

• Risk of Burnout (14:18 - 14:55): Highlights the risk of burnout if one does not reward themselves and maintain a healthy work-life balance.

• Early Requests for Collaboration (14:56 - 15:28): The speaker discusses the importance of initiating collaborative requests early in the day.

• 50-Minute Increments for Larger Tasks (15:30 - 16:16): Reiteration of the strategy of breaking up larger tasks into 50-minute increments.

• Benefits of the Speaker's Strategies (16:17 - 16:58): The speaker emphasizes the benefits of his strategies, including increased productivity and improved personal life.

• Early Requests for Collaboration (16:59 - 17:28): A reiteration of the importance of sending tasks or requests to colleagues early in the day.

• Nightly To-Do List Preparation (17:29 - 18:07): The speaker recommends preparing a to-do list the night before for a productive start to the day.

• Early Morning Collaboration Requests (18:08 - 18:40): Discusses the benefits of sending collaborative requests first thing in the morning.

• 50-Minute Increment Time Boxing (18:40 - 19:11): The speaker re-emphasizes the concept of time boxing tasks into 50-minute increments.

• Benefits of the Speaker's Strategies (19:12 - 19:45): Reiterates the benefits of the speaker's strategies, including better productivity and momentum.

• Benefits of Task Management Strategies (19:46 - 20:23): The speaker reiterates the benefits of his task management strategies, including better productivity and momentum.

• Using 50-Minute Increments for Studying (20:23 - 21:04): Shares personal experience of using the 50-minute increment approach while studying for a certification.

• Importance of Rewarding Oneself (21:05 - 21:39): Reiterates the importance of rewarding oneself after completing tasks.

• Maintaining Momentum and Avoiding Burnout (21:40 - 22:47): Emphasizes the importance of maintaining momentum and taking adequate breaks to avoid burnout.

• Benefits of the Speaker's Strategies (22:47 - 23:32): The speaker discusses how his strategies have helped him stay productive and manage his workload.

• Benefits of the Speaker's Approach (23:32 - 24:06): The speaker emphasizes the benefits of his approach, including better productivity and momentum.

• Benefits of the Speaker's Approach (24:07 - 24:43): Reiterates the benefits of the speaker's approach, including better productivity and momentum.

• Reflection on Strategies for a Productive Week (24:44 - 25:29): The speaker reflects on how his strategies have contributed to his productivity and satisfaction during the week.

• Conclusion and Look Ahead (25:29 - 25:51): The speaker concludes the episode by encouraging listeners to implement his strategies and looks forward to future discussions.

Episode Highlights:

• (00:06 - 00:44): The speaker reflects on changes brought on by COVID-19.

• (00:44 - 01:18): The speaker discusses the impact of social media and smartphones on productivity.

• (02:01 - 02:34): An explanation of the motivational phrase "coffee is for closers" is provided.

• (02:34 - 03:15): The speaker shares his strategies for maintaining productivity, such as task lists and prioritization.

• (03:50 - 04:23): The speaker's approach to task prioritization based on due dates and personal satisfaction is discussed.

• (04:53 - 05:29): The importance of personal satisfaction in task prioritization is highlighted.

• (06:32 - 07:17): The speaker introduces time boxing as a strategy to manage workload and time.

• (07:18 - 07:50): The speaker emphasizes the importance of preparing a task list for the next day.

• (08:31 - 09:06): The benefits of time boxing in managing tasks and time are discussed.

• (10:53 - 11:37): The speaker emphasizes the importance of rewarding oneself after task completion.

• (13:02 - 13:37): The speaker shares his strategy of breaking up larger tasks into 50-minute increments.

• (14:18 - 14:55): The speaker highlights the risk of burnout if one does not reward themselves and maintain a work-life balance.

• (14:56 - 15:28): The importance of initiating collaborative requests early in the day is discussed.

• (16:17 - 16:58): The speaker emphasizes the benefits of his strategies, including better productivity.

• (17:29 - 18:07): The speaker recommends preparing a to-do list the night before to kickstart a productive day.

• (19:46 - 20:23): The speaker reiterates the benefits of his task management strategies.

• (20:23 - 21:04): The speaker shares his experience of using the 50-minute increment approach for studying.

• (21:40 - 22:47): The importance of maintaining momentum and taking breaks to avoid burnout is emphasized.

• (24:44 - 25:29): The speaker reflects on how his strategies have contributed to a productive week.

• (25:29 - 25:51): The speaker concludes the episode by encouraging listeners to implement his strategies.

Andy shares his thoughts on how to keep communication on track. 

In this episode Andy discusses steps you can take to deal with and preprare for potential Geo Political events. 

In this compelling episode of The Art of Consulting podcast, Stephanie Forbes brings her expertise to the table, discussing the prevalent and often sophisticated issue of corporate fraud and cybersecurity. Throughout the conversation, we navigate the different ways in which fraud can occur within an organization, the impacts it can have, and the steps that can be taken to prevent it. From harrowing stories of payroll fraud to the intricacies of implementing governance models, Stephanie provides actionable insights to secure the financial and informational assets of companies.

Episode Summary:

• [00:00-01:05] Introduction: Hosts recap previous discussions and introduce today’s focus on how funds may be fraudulently siphoned from organizations.

• [01:06-02:41] Stephanie Forbes on Payroll Fraud: Forbes shares insights on payroll vulnerabilities and fraud risks.

• [02:42-03:35] Payroll Fraud Case Study: Example of payroll fraud involving fictitious employees under a single manager.

• [03:36-05:11] Sophisticated Fraud Techniques: Discussion of fraud types, including wire fraud, and their significant impact.

• [05:12-07:20] Cybersecurity Incidents: Forbes recounts a cyber breach resulting in company system loss.

• [07:21-12:47] Cloud System Risks: Exploring cloud access risks and keychain security vulnerabilities.

• [12:48-18:05] Cyberattack Recovery: Strategies for recovery, backup importance, and governance frameworks.

• [18:06-21:16] SMB Cybersecurity Tips: Affordable, effective cybersecurity practices for small to medium businesses.

• [21:17-29:00] Final Tips: Emphasis on advanced authentication and data protection strategies.

• Catch Stephanie next at The P-World Conference in Toronto December 4th.Click here for more info https://thepworld.com/event/the-supply-chain-summit

Episode Highlights:

• [01:06] Money Leak Channels: Forbes agrees with the host on limited money outflow channels and details fraud-prone areas.

• [01:19] Payroll and Procure-to-Pay Systems: Identified as high-risk zones for fraud, with a reference to a 2023 fraud report.

• [02:42] Payroll Fraud Example: Case where one individual received 74 checks, linked to a manager's scheme.

• [03:36] Fraud Complexity: Forbes describes another fraud instance involving last-minute bank account changes.

• [06:21] Cybersecurity Focus: A real-world case where a company lost cloud control due to a cyberattack.

• [07:21] Cloud Security Explained: Forbes clarifies cloud risks, including hackers gaining access to a company’s keychain.

• [12:48] Cyberattack Recovery: Importance of offsite backups and system restoration strategies.

• [18:06] Governance Models: Forbes advocates for governance models covering people, processes, and technology to defend against fraud.

• [21:17] SMB Cybersecurity Advice: Tips on cybersecurity insurance and routine data backups for small and medium businesses.

• [29:01] Final Insights: Forbes calls for barriers between cloud and operational systems and highlights authentication protocol needs.

About Our Guest: Stephanie Forbes is a seasoned executive with over two decades in business, risk management, and supply chain. Her extensive experience has driven high-profile projects across the energy and construction sectors. As interim vice chair of Supply Chain Canada, Alberta Institute, Forbes actively supports supply chain development, with expertise in governance and supplier lifecycle management.

Where to Find Our Guest Online:

• LinkedIn – Stephanie Forbes: linkedin.com/in/calgaryforbes

Website – The Forbes Group

In this episode of The Art of Consulting podcast, hosts Andy and Cat reunite for a rare “together episode” discussing the nuances and importance of knowledge transfer in the consulting space. As consultants from various fields, they explore the idea of consulting as a temporary yet impactful role, emphasizing the value of effectively transitioning their knowledge to clients and the critical role of documentation and interpersonal skills in a consultant’s success.

• [00:05] Andy and Cat kick off a special co-hosted episode, reflecting on their individual expert interviews and the rarity of their joint episodes these days.

• [00:38] They talk about their intense collaboration periods in the past, contrasting it with their recent individual projects.

• [00:46] Core Topic: The transfer of knowledge. They highlight the paradox of good consultants—working themselves out of a job—while maintaining strong client relationships, with clients often returning for help with new challenges.

• [01:37] They discuss the necessity of identifying a key person within the client's organization for knowledge transfer, ensuring smooth operations post-consultancy.

• [04:36] Discussion on the optimal timing for identifying a successor at the client site, stressing the importance of involving them from the start of the project.

• [06:46] Andy expresses concern about clients deferring knowledge transfer until after go-live, leading to gaps in understanding key project decisions.

• [10:47] The conversation shifts to the importance of moving from people-centric to system-centric operations and the risks of not having redundancy in organizational knowledge.

• [14:48] Andy and Cat discuss transferring not only technical knowledge but also the interpersonal skills and sensitivities critical to successful consulting.

• [16:55] They emphasize the need for user-friendly tools to document technical knowledge and the tact needed to convey information about team dynamics.

• [22:34] They provide an action plan for listeners on how to approach knowledge transfer. They advise identifying primary and secondary successors, choosing a starting point, using effective documentation tools, and considering the human aspect of knowledge transfer.

• [39:20] The episode closes by affirming the value of human relationships in the consulting process.

• [00:05] – Introduction: Andy and Cat discuss the rarity of co-hosting due to their individual interviews with experts.

• [00:38] – Reflection on past episodes and the evolution of their interactions.

• [00:46] – Consultant’s Paradox: Good consultants work to make themselves unnecessary while maintaining client relationships.

• [01:37] – Key Individual for Knowledge Transfer: The importance of identifying a key person within the client's organization.

• [04:36] – Timing of Knowledge Transfer: Optimal timing for selecting the right person for knowledge transfer.

• [06:46] – Continuity Concerns: Issues with waiting until post go-live for knowledge transfer.

• [10:47] – Shift to System-Centric Operations: Importance of having redundancy in organizational knowledge.

• [14:48] – Comprehensive Knowledge Transfer: Technical and soft skills are equally important.

• [16:55] – User-Friendly Documentation Tools: Creating effective documentation for knowledge transfer.

• [22:34] – Action Plan for Listeners: Steps to approach knowledge transfer in consulting.

• [39:20] – Conclusion: The human aspect remains central to consulting work.

Andy and Cat are seasoned consultants with a passion for sharing their insights and experiences. They specialize in guiding organizations and individuals through complex projects, advocating for knowledge transfer to ensure sustained excellence and growth. For listeners looking to enhance their consulting skills or gain insights into the art of knowledge transfer, this episode offers valuable strategies and field anecdotes. Join Andy and Cat as they unravel the complexities and rewards of consulting, where imparting knowledge is essential for success.

Welcome to another episode of The Art of Consulting, where we delve deep into the strategies and experiences of seasoned professionals in the consulting sphere. Today's guest is none other than Mark Amtower, the founder and partner of Amtower & Company, a firm specializing in marketing to the government. With a career spanning 39 years, Mark has been at the forefront of acknowledging and leveraging the nuances of marketing within the government contracting world. Episode Breakdown:

00:00 - 00:01: Speaker 1 (Host) opens the episode with a greeting to the audience.

00:15 - 00:22: Speaker 2 introduces Mark Amtower, highlighting his role as the founder of Amtower & Company.

00:23 - 00:25: Mark Amtower expresses his gratitude for being invited to the show.

00:25 - 00:36: The conversation touches upon a previous discussion, and Mark is prompted to share details about his background and focus.

00:38 - 01:27: Mark discusses the beginnings of his company in 1985, his background in literature, and his dive into the unique discipline of marketing to the government.

01:27 - 01:31: Mark humorously acknowledges the longevity of his career.

01:33 - 01:36: Speaker 2 jokes about Mark's long-standing career.

01:36 - 01:37: Mark responds with a light-hearted comment.

01:39 - 02:50: The dialogue shifts to the theme of non-traditional paths to consulting, highlighting the diverse skills that people bring to the industry.

02:50 - 03:04: Speaker 2 asks Mark how his non-traditional background shaped his consulting approach.

03:04 - 03:45: Mark recounts experiences, such as telemarketing and IT sales, that provided valuable skills for his consulting career.

03:45 - 04:27: Mark discusses his entry into advertising and how he identified a niche in marketing to government, which led to establishing his consulting presence.

04:28 - 05:14: Challenges of creating a client pipeline and managing financial concerns as a new consultant are discussed.

05:15 - 05:44: Speaker 2 reflects on the difficulty of securing subsequent contracts and the importance of building a client pipeline.

05:44 - 06:09: Speaker 2 asks how Mark identified and pursued the niche in government marketing.

06:09 - 06:54: Mark shares how he recognized unmet needs in the market and became the first to address federal marketing issues.

06:54 - 07:39: Mark explains positioning strategies and being first-to-market, referencing Jack Trout and Al Ries’ marketing insights.

07:40 - 08:21: Mark's journey of writing about government business and giving speaking engagements is discussed.

08:21 - 08:27: Mark mentions how ad agencies in D.C. often overlooked marketing to the government.

08:29 - 09:01: Speaker 2 discusses the concept of market awareness and recognizing gaps in the market.

09:01 - 09:32: Speaker 2 and Mark talk about the importance of acting on ideas when opportunities arise.

09:32 - 09:50: Mark shares his strategy for building expertise through experience and addressing industry issues like mailroom logistics.

09:51 - 10:37: Mark explains his innovative solution to improve mail delivery in federal agencies by understanding internal processes.

10:37 - 11:14: Mark discusses founding an association to facilitate collaboration between mailers and federal mail managers.

11:14 - 11:51: The importance of addressing industry-specific problems through communication and collaboration is emphasized.

11:51 - 12:29: Mark's experience with influencing mail routing in federal agencies is shared.

12:31 - 13:07: Speaker 2 appreciates Mark’s problem-solving approach and the importance of recognizing critical roles within organizations.

13:07 - 13:29: Speaker 2 relates Mark's experiences to modern challenges in delivering messages effectively.

13:29 - 14:16: Mark discusses how his business pivoted due to the rise of online platforms, affecting his direct mail business, and how he adapted.

14:21 - 14:35: Mark shares how engaging with a federal webmasters group helped him understand the changing landscape and adapt his consulting approach.

14:44 - 15:19: Speaker 2 highlights the importance of specialization and continuous learning in consulting.

15:19 - 15:51: Speaker 2 emphasizes the role of critical thinking and deepening domain expertise through industry involvement.

15:52 - 15:55: Speaker 2 notes the evolving nature of consulting and the need for specialization to stay competitive.

15:56 - 16:26: Mark discusses how consultants need to evolve their subject matter expertise to remain relevant in the industry.

16:26 - 16:29: Speaker 2 agrees with Mark's point.

16:27 - 16:29: Mark briefly mentions that his expertise doesn't cover all markets.

16:30 - 16:57: Speaker 2 talks about the dynamics of generalists versus specialists and how to find one's niche.

17:36 - 18:07: Mark shares a story about how Netscape disrupted the market, forcing him to pivot his business.

18:10 - 18:20: Mark emphasizes the ongoing need for consultants to adjust and innovate in response to technological changes like Web 2.0.

18:21 - 18:52: Mark and Speaker 2 discuss how Web 2.0 tools opened new opportunities for consultants to publish and share content.

18:53 - 19:38: Mark explains how he leveraged LinkedIn to establish his B2G (business-to-government) platform and his experience as a beta tester for LinkedIn's Pulse feature.

19:38 - 20:24: Mark talks about adapting to LinkedIn’s evolving features and becoming a prolific content creator.

20:24 - 21:09: Mark explains how LinkedIn helped him build thought leadership and connect with his target audience.

21:09 - 21:13: Speaker 2 affirms Mark's approach.

21:15 - 21:42: Mark advises on making a strong first impression on LinkedIn, including using the profile banner effectively.

21:57 - 21:58: Mark suggests using LinkedIn features strategically to enhance personal branding.

22:39 - 23:00: Mark and Speaker 2 discuss how LinkedIn evolved from a resume site into a networking and content publishing platform.

23:00 - 23:31: Mark stresses the importance of crafting a compelling LinkedIn 'About' section to create a positive first impression.

23:31 - 23:34: Speaker 2 humorously comments on common mistakes with LinkedIn profile banners.

23:34 - 24:17: Mark emphasizes the strategic use of every LinkedIn profile element to project a professional image and value proposition.

24:18 - 24:53: Speaker 2 appreciates Mark’s tips and underscores the need for attention to detail in presenting oneself professionally on LinkedIn.

25:35 - 25:54: Speaker 2 asks Mark about his content creation schedule on LinkedIn.

25:54 - 26:42: Mark shares that he doesn’t follow a strict calendar but publishes when inspiration strikes, along with commitments to other platforms.

26:42 - 27:20: Mark talks about his prolific writing and method of seeking feedback before publishing content.

27:20 - 28:09: Mark shares how feedback from trusted peers helps him refine his content for relevance and clarity.

28:09 - 28:37: Speaker 2 highlights the value of critical thinking and the iterative process of content creation.

28:37 - 29:11: Mark advises on capturing ideas and nurturing them for professional growth and content creation.

29:11 - 29:38: Mark suggests validating ideas with trusted peers to improve them and ensure professional growth.

29:39 - 30:07: Speaker 2 and Mark discuss the importance of continuous learning, feedback, and engaging with one's audience.

30:07 - 30:37: Speaker 2 reflects on sharing ideas and receiving feedback as key to enhancing one’s professional expertise.

30:47 - 31:20: Mark advises carrying a notebook to jot down ideas for later reflection and development.

31:28 - 32:04: Speaker 2 reflects on revisiting ideas over time and their potential for future relevance.

32:17 - 32:27: Mark humorously comments that everyone has a novel or country song in them, but not all ideas need to be shared publicly.

32:47 - 33:27: Mark shares an analogy from sports journalist Sally Jenkins about tennis margins, comparing it to consulting and handling setbacks.

33:50 - 34:28: Speaker 2 and Mark discuss the importance of nurturing even small ideas into valuable contributions.

34:58 - 35:40: The conversation shifts to building a pipeline for consulting work, and Mark advises defining a target audience and creating relevant content.

35:41 - 36:24: Mark shares a key lesson about realizing that the real decision-maker in a company was the CEO, not the marketing contact.

36:42 - 37:15: Speaker 2 and Mark discuss recognizing key decision-makers and influencers in organizations.

37:15 - 39:44: Mark emphasizes the value of connecting with executive assistants, understanding their preferences, and using LinkedIn to foster relationships with decision-makers.

39:10 - 39:44: Mark and Speaker 2 talk about nurturing influential connections and recognizing their contributions.

40:30 - 41:06: Mark continues discussing the importance of recognizing the power and influence of executive assistants in decision-making processes, sharing tips on building genuine relationships with them.

41:06 - 41:41: Mark emphasizes how consultants should research and understand the needs of both decision-makers and their assistants to provide better value.

41:41 - 42:12: Speaker 2 reflects on the vital role executive assistants play in shaping consulting engagements and client relationships.

42:12 - 42:44: Mark shares his experience using LinkedIn to connect with decision-makers and their assistants, noting how this approach has helped him open doors to new opportunities.

42:45 - 43:16: Mark advises using LinkedIn strategically to gather insights about companies and individuals, tailoring outreach efforts to resonate with the needs and interests of potential clients.

43:16 - 43:58: The conversation turns to building trust and credibility on LinkedIn. Mark stresses the importance of being consistent in messaging, content creation, and follow-ups to maintain visibility and authority.

43:58 - 44:34: Mark touches on how to nurture connections on LinkedIn over time, explaining that providing value and engaging authentically helps build long-term relationships with potential clients.

44:35 - 45:10: Speaker 2 asks Mark how he manages to stay on top of industry trends and maintain his relevance after decades in the consulting industry.

45:10 - 46:10: Mark shares his learning habits, including constantly reading, attending webinars, and keeping an eye on emerging technologies and market shifts, to ensure he can offer up-to-date advice to his clients.

46:10 - 47:02: Speaker 2 reflects on the importance of continuous learning and adapting to new trends in consulting, agreeing with Mark's approach of staying curious and informed.

47:02 - 47:52: Mark gives an example of how evolving technologies and changes in government policies have reshaped the way consultants need to approach marketing and business development strategies.

47:52 - 48:32: Mark discusses the rise of AI and automation tools in marketing and how they impact the role of consultants, especially in creating more personalized outreach.

48:32 - 49:02: Speaker 2 asks Mark for his thoughts on how consultants can use these new tools to improve their client relationships.

49:02 - 50:01: Mark emphasizes that while AI and automation are helpful, building personal relationships and trust remains critical. He encourages consultants to strike a balance between using technology and maintaining a human touch in client interactions.

50:01 - 50:43: Mark shares a final tip for consultants: to always remain flexible and open to new ways of solving problems, whether through technology, strategy, or networking.

50:44 - 51:10: Speaker 2 asks Mark to offer any parting advice for consultants looking to break into government marketing or consulting in general.

51:10 - 52:10: Mark advises consultants to focus on understanding the specific needs of their target market, build a strong personal brand, and consistently deliver value. He also emphasizes perseverance in developing relationships and gaining trust in the consulting world.

52:10 - 52:58: Mark reflects on the most rewarding aspects of his consulting career, sharing that seeing his clients succeed and making an impact on their businesses has been the highlight of his journey.

52:58 - 53:00: Speaker 2 wraps up the episode by thanking Mark for his time and insights, and closes the conversation.

53:00 - End: The episode concludes with a call to action for listeners to connect with Mark Amtower online and to stay tuned for future episodes.

Episode Highlights:

• 00:15 - 00:22: Introduction of Mark Amtower, a seasoned expert in government contracting marketing.

• 00:38 - 01:27: Mark shares his unique journey into the niche of marketing to the government.

• 01:39 - 02:50: Discussion on the value of non-traditional paths to consulting.

• 04:28 - 05:14: Mark talks about the challenges of creating a client pipeline for consultants.

• 05:44 - 06:09: Insights into how Mark identified a marketing niche in the government sector.

• 08:21 - 08:27: Addressing the lack of marketing to government within ad agencies.

• 14:44 - 15:19: The importance of specialization and continuous learning in consulting.

• 23:34 - 24:17: Tips for making a strong first impression with your LinkedIn profile.

• 28:37 - 29:11: Keeping track of ideas and fostering creativity in professional growth.

• 35:41 - 36:24: Mark's lesson on identifying and engaging with decision-makers.

• 46:00 - 46:10: Mark emphasizes the significance of courtesy and empathy in professional settings.

• 49:43 - 50:22: Encouraging consultants to admit knowledge gaps and leverage their peer networks.

About Our Guest Today: Mark Amtower is the founder and partner at Amtower & Company, a consultancy specializing in marketing to the government sector. With a masterful grasp of government marketing and an active presence on LinkedIn, Mark is a leading authority in government contracting and B2G marketing. With an impressive tenure of nearly four decades, Mark has shaped the landscape and discourse around marketing to the government.

Where to Find Our Guest Online: LinkedIn - Mark Amtower: https://www.linkedin.com/in/markamtower/

In this insightful episode of The Art of Consulting podcast, we're joined by Coach Katie, also known as Katie Weldon, who not only excels as a business mentor and mindset coach but also shines in the real estate world as Katie the Mortgage Lady. With a rich history of bold decisions and transformative life changes, Katie opens up about her journey and the pivotal moments that led her to adopt a life-changing mindset.

00:13 - Introduction: We welcome Coach Katie to the show, discussing her multifaceted career and the courageous choices that have defined her path, from a drastic relocation to powerful personal developments.

00:59 - Life-Altering Decisions: Katie reflects on the significant decisions she's made, including a spontaneous move, medication changes, and notably, her choice to stop drinking—a frequent habit that pervaded her social and professional life.

02:50 - Intuition and Identity: A keynote moment at a Hay House conference triggers Katie's intuition, leading her to a decision that would not only alter her habits but challenge her identity. She narrates the process of facing and embracing her true self without alcohol.

05:34 - The Extrovert's Challenge: Katie discusses the surprising nervousness that comes with being an extrovert and the reliance on alcohol for social courage. She reveals the journey of redefining her social strategies and relationships in the absence of her previous crutch.

09:57 - Intuition's Role in Personal Change: The conversation shifts to the power of intuition, how it guided Katie's life choices, and the importance of acting upon these persistent inner calls for the sake of growth and alignment with one's true self.

15:19 - Dealing with Fear and Change: Katie and the host delve into the natural fear associated with change, the significance of being true to oneself, and the strength required to walk through uncertainty while reshaping one's identity.

22:48 - Acting on Intuitive Messages: We explore how vital it is to acknowledge and act on intuitive messages, recognizing the impact of those decisions on personal well-being and how they can manifest in unexpected and profound ways.

31:58 - Filling the Void with Positivity: Finally, Katie emphasizes the importance of consciously choosing what to fill the void with when removing a habit or element from one's life, ensuring it contributes positively to one's journey towards a fulfilling life.

Episode Highlights:

00:13 - Introduction to Coach Katie Weldon, a business mentor, mindset coach, and also known as Katie the Mortgage Lady in the real estate industry.

00:59 - Katie shares her story of making life-altering decisions, including moving from Massachusetts to Florida, getting off medications, and her significant decision to stop drinking.

05:34 - Discussion on introverts, extroverts, and the surprising shyness extroverts can experience. Katie talks about the role of alcohol in social settings and her journey to navigate social interactions without it.

09:57 - The critical role of intuition in personal change and the importance of listening to those persistent internal messages that guide life choices.

15:19 - How fear and change can challenge one's identity, and the importance of staying true to oneself through the uncertainty of transformative periods.

22:48 - The necessity of acknowledging and acting upon intuitive messages for personal well-being and the profound impact these decisions can have.

31:58 - Katie emphasizes the importance of filling the void with positive actions and choices when removing a habit or element from one's life.

About Our Guest: Katie Weldon is an entrepreneur combining her talents as a business mentor, mindset coach, and successful figure in the real estate industry. With a history of unabashed decisions leading to personal rediscovery, Katie inspires through her journey and passion for helping others find balance and success in both business and life.

Where to Find Our Guest Online: For more on Katie Weldon's work and to connect, visit:

Website: www.katieweldon.comFacebook and Instagram: @Katiesimpsonweldon Facebook Group: KatieKollective

Join us in a riveting discussion with Stephanie Forbes, a value chain virtuoso with more than two decades of experience overseeing multi-billion dollar projects. Serving as the interim vice chair of Supply Chain Canada, Alberta Institute, she is frequently sought out for her wealth of knowledge in the supply chain realm. In this episode, Stephanie delves into the complexities of procurement fraud, elucidating its various forms and imparting crucial strategies for preventing such deceptive practices within organizations.

00:13 - Introduction: Kat introduces Stephanie Forbes, an esteemed value chain expert renowned for her contributions to the field and her tenure in steering significant projects throughout Canada and the United States.

00:56 - Stephanie's Professional Background: The spotlight is on Stephanie's instrumental role in advancing the Supply Chain Excellence Forum and her collaboration with prominent entities like Shell and Chevron, reflecting her dedication to solving complex issues and building best-in-class governance models.

01:40 - Navigating the Topic of Fraud: Today's enlightening conversation ventures into the pressing issue of fraud within the supply chain ecosystem, with Stephanie emphasizing the criticality of understanding the different facets that contribute to vendor-related fraud and illicit cash flow activities.

02:22 - What is Procurement Fraud?: Stephanie lays down a clear definition of procurement fraud, highlighting the element of criminal deception in the procurement process, which aims for personal or organizational financial gain.

03:29 - Exploring Various Fraud Types: We dive deep into the murky waters of procurement fraud, discussing specifics like employee-contractor collusion and bribery, and how such practices circumvent fair processes and inflate organizational costs.

06:53 - The Mechanisms of Bid Rigging: Stephanie offers a breakdown of bid rigging, conflicts of interest, and the preventative measures that organizations can implement to safeguard against such deceptive activities.

08:22 - The Perils of Product Substitution: The conversation shifts to the significant risks associated with product substitution, particularly in sensitive sectors like oil and gas, underscoring the potential dangers and the importance of rigorous quality assurance.

09:55 - The Role of Quality Control and ERP Systems: The episode highlights the vital role of quality control measures and how ERP systems play an integral part in preserving compliance data and preventing procurement fraud.

13:05 - The Advantages of a Vertically Integrated Supply Chain: Stephanie speaks to the benefits of vertical integration in a supply chain, detailing how it can enhance predictability and control, while lowering overall risk.

16:23 - Tales of Fraudulent Activities: We hear chilling real-world accounts of fraud, including a case study of an employee's manipulation of ERP data leading to a significant financial loss for their company.

26:12 - Pinpointing Vulnerabilities and Remedies: The episode concludes with discussions on identifying weak spots in corporate processes susceptible to fraud and the measures that can be taken to train employees on recognizing and preventing these issues.

About Our Guest Today: Stephanie Forbes is a seasoned executive with over two decades of experience in business, risk management, and supply chain, primarily within the energy and construction sectors. Her leadership has driven successful transformations in teams, projects, and programs. She is committed to advancing the supply chain profession by creating value for stakeholders through speaking engagements, mentoring, and leveraging her extensive network. Stephanie’s achievements include implementing best-in-class programs such as full life cycle governance and supplier life cycle management. Eager for new opportunities, she is motivated to make significant contributions to the energy and construction industries, as well as the field of supply chain management.

Episode Highlights:

00:13 - Introduction to Stephanie Forbes: Stephanie is introduced as a highly experienced value chain expert and interim vice chair of Supply Chain Canada, Alberta Institute.

00:56 - Stephanie's Influence on the Supply Chain Industry: Her work with major North American organizations and contributions to the Supply Chain Excellence Forum are highlighted.

01:40 - Fraud in the Supply Chain: The conversation turns to how fraud can impact organizations and the need for awareness of various fraud types in the procurement process.

02:22 - Defining Procurement Fraud: Stephanie provides a definition of procurement fraud, emphasizing deception in acquiring goods or services.

03:29 - Types of Procurement Fraud: The discussion delves into different types of procurement fraud, including employee-contractor collusion, and its consequences.

06:53 - Preventing Bid Rigging and Conflicts of Interest: Stephanie discusses how organizations can mitigate the risk of bid rigging and conflicts of interest within procurement processes.

08:22 - The Dangers of Product Substitution: The risks associated with product substitution in critical industries are examined.

09:55 - Quality Control and ERP Systems: The importance of quality control and the role of ERP systems in upholding data compliance is explored.

13:05 - The Value of Vertical Integration: Stephanie speaks on how vertical integration can enhance predictability and reduce risks within supply chains.

16:23 - Real Cases of Fraud: A story is shared about an employee manipulating ERP system data to commit a multi-million-dollar fraud.

26:12 - Preventative Measures and Training: Strategies for fraud prevention, the importance of process reviews, and employee education are discussed.

Where to Find Our Guest Online: LinkedIn - Stephanie Forbes: http://linkedin.com/in/calgaryforbes

Welcome to a new episode of the Art of Consulting podcast, where we engage in deep discussions with some of the most knowledgeable and insightful professionals in the business world. Today, we are privileged to welcome Ms. Stephanie Forbes back to the show. Recognized as a national expert in value chain management, Stephanie brings over two decades of experience managing multi-billion dollar projects throughout Canada and the United States. Currently serving as interim vice chair of Supply Chain Canada, Alberta Institute, Stephanie is frequently sought after for her expertise and is known for her impact on the industry through her roles in leading panels, webinars, and podcasts, and as an international speaker. In this episode, Stephanie enlightens us on the complex and pressing issue of procurement fraud in the supply chain space. She shares her wealth of knowledge on the types of fraud organizations might encounter, the effects of such illegal acts, and the crucial steps necessary to prevent them. Prepare for an in-depth look at the importance of governance models, complex problem-solving, and the nuances of fraud prevention within the supply chain. 00:13 Introduction: We introduce Ms. Stephanie Forbes, a value chain expert with extensive experience in leading significant projects across North America. Her involvement with Supply Chain Canada and her reputation as an international speaker set the tone for our discussion on procurement fraud.

00:56 Stephanie's Vast Experience: Stephanie's rich background includes the creation of the Supply Chain Excellence Forum and her work with some of the largest organizations in North America. Her passion for complex problem-solving has made her an authoritative voice in the industry.

01:40 The Issue of Fraud in Supply Chains: We dive into the significant problem of fraud within supply chains, particularly its relation to ERP systems, and Stephanie's encounters with companies that fraudulent activities have victimized.

02:48 What Is Procurement Fraud?: Stephanie offers a precise definition of procurement fraud and discusses its impact on organizations, providing a foundation for further exploration of the subject.

03:29 Types of Procurement Fraud: Detailed explanation of various forms of procurement fraud, including employee collusion, bribery, conflicts of interest, bid rigging, and product substitution, shedding light on their intricacies and consequences.

05:29 The Case of Data Manipulation and Fraud: Stephanie shares a real-life example of data manipulation that led to a $9 million financial loss, emphasizing the need for stringent data management and control measures to prevent such fraud.

14:54 The Role of ERP Systems: The conversation turns to how Enterprise Resource Planning (ERP) systems can play a crucial role in maintaining compliance data and acting as a deterrent against fraud.

22:43 Lessons Learned from Fraud Cases: Stephanie emphasizes the importance of being open about instances of fraud, sharing lessons learned, and implementing continuous education and robust auditing processes to mitigate future risks.

31:58 Importance of Training in Fraud Prevention: The discussion highlights the significance of training staff, sharing information on fraud occurrences, and encouraging a culture of continuous learning to prevent fraudulent activities.

Episode Highlights:

00:13 - Introducing the expertise and contributions of Stephanie Forbes in the supply chain management sector. 05:29 - Insights into the complex world of procurement fraud and the real consequences for organizations. 14:54 - Discussing the preventative measures and governance that can be put in place to combat fraud within companies. 31:58 - The importance of employee education and transparent communication in preventing and addressing fraud.

About Our Guest: Stephanie Forbes is a seasoned executive adept in business, risk management, and supply chain disciplines. She has driven transformation within teams, projects, and programs in the energy and construction sectors, leaving a lasting impact. Stephanie is dedicated to advancing the supply chain profession, creating value through her speaking engagements, mentorship, and network. Her achievements include implementing best-in-class programs like full life cycle governance and supplier life cycle management. With an eye toward future opportunities, Stephanie is driven to contribute significantly to her industry and the field of supply chain management.

Where to Find Our Guest Online: LinkedIn - Stephanie Forbes: http://linkedin.com/in/calgaryforbes

Welcome to another enlightening episode of the Art of Consulting podcast, where we delve into the personal and professional journeys of some of the most inspiring leaders in the industry. In today’s special installment, we are thrilled to welcome Ms. Pat Kaiser, a dynamic leader whose extensive background spans operations, marketing, sales, IT, HR, risk management, and mergers and acquisitions.

Join us as we explore Pat’s journey, from her impactful career in consulting to her significant contributions to organizations like Agilus Work Solutions. Along the way, Pat shares invaluable insights on preparing a business for sale, the role of intellectual property in consulting, and navigating the challenges of being an independent contractor versus an employee.

Speaker 1 welcomes the listeners and introduces the guest, Pat Kaiser, who has been a role model and mentor throughout their career in consulting.

Speaker 2 elaborates on Pat Kaiser’s impressive career in IT and consulting, highlighting her leadership roles in multinational organizations and her experience guiding companies through mergers and acquisitions.

Pat discusses the process of preparing a business for sale, which involves ensuring documentation accuracy, maintaining clean financials, and setting up a data room. She explains the importance of keeping the staff unaware of the sale preparation to maintain business stability.

Pat elaborates on the necessity of discretion while prepping the business for sale and creating a teaser document for potential buyers. She also talks about the development of a confidential information memorandum (CIM) that provides detailed business insights to interested parties.

Pat explains the role of letters of intent in the sale process and how they serve as binding agreements indicating serious interest from potential buyers. She highlights the competitive nature of these engagements, particularly when competitors are involved.

Pat discusses the importance of intellectual property, management team stability, and staff skills in the valuation of consulting firms. She emphasizes that the primary assets being acquired are the people and the goodwill with clients.

Pat underscores the value of intellectual property in a consulting firm, including software and documented best practices that can enhance business operations and client implementations.

Pat emphasizes that client lists are often the most critical asset in a consulting firm’s valuation, followed by the skills and experience of the staff and intellectual property.

Pat identifies factors that detract from a business’s value, such as restrictive client contracts, debt, poor reputation, and inexperienced staff. She explains the importance of managing these elements to maintain business value.

Pat compares the pros and cons of being an independent contractor versus an employee. She discusses financial rewards, job stability, and opportunities for professional growth in both roles.

Pat highlights the need for discipline as a consultant, from understanding client environments to managing time and continuous learning. She shares tips on how consultants can stay relevant and valuable in the industry.

The discussion emphasizes the importance of continuous learning and investing in personal development to enhance one’s skills and certifications, ensuring long-term success in consulting.

Pat reflects on the significance of having intentional plans and being proactive in career development, both as an employee and a consultant. She shares personal anecdotes and advice on navigating the consulting industry successfully. Episode Highlights

00:13 - 00:15 - Introduction: Speaker 1 welcomes listeners and introduces the episode. 00:15 - 00:41 - Today's Guest: Speaker 2 introduces Pat Kaiser, highlighting her career in consulting and IT. 00:41 - 00:47 - Opening Question: Speaker 1 asks about preparing a business for sale. 00:48 - 01:38 - Preparing a Business for Sale: Pat explains key steps, focusing on documentation, financials, and confidentiality. 01:38 - 02:20 - Confidential Preparation: Pat discusses keeping sale plans discreet and creating teaser documents and CIMs. 02:20 - 02:58 - Engaging Buyers: Pat covers engaging buyers through letters of intent and binding agreements. 02:58 - 03:35 - Business Valuation: Key assets in a firm’s valuation, including intellectual property and client goodwill. 03:35 - 04:48 - Intellectual Property: The value of IP in improving business operations. 04:48 - 05:33 - Client Lists: Importance of client lists in increasing a firm's value. 05:33 - 07:46 - Detractors: Factors that detract from value, like contracts, debt, and poor reputation. 07:46 - 09:40 - Contractor vs. Employee: Pros and cons of being an independent contractor vs. employee. 09:40 - 13:34 - Discipline in Consulting: The need for discipline in managing time and continuous learning. 13:34 - 14:36 - Continuous Learning: Importance of investing in skills for long-term success. 14:36 - 20:12 - Career Planning: Pat reflects on intentional career planning and proactive development. 20:12 - 24:00 - Building a Consulting Organization: Insights on leading a successful consulting firm. 24:00 - 24:47 - Closing Remarks: Speaker 1 and Pat summarize key points and express gratitude.

Ms. Patricia Kaiser (Pat) was President of the Office Professional & Light Industrial division of Agilus Work Solutions, a large national workforce solutions firm, where she brought over 25 years of experience to the role. Previously, she was the incoming President and VP of Corporate Development for The BOWEN Group, Interim President and Chief Operating Officer for MacKay CEO Forums, and Chief Operating Officer for Sierra Systems for almost a decade.

Pat is on the Board of the Alberta Electric System Operator (AESO) and is the Chair of the Human Resources Committee as well as a member of the Audit Committee. She also served on the Board of the Calgary Homeless Foundation for a number of years and in her last year, served as the Board Chair. Pat holds a Bachelor of Commerce degree from the University of Saskatchewan, she attended Queens University’s Executive Marketing program, earned her ICD.D from the Rotman School of Business in Toronto, and has been a regular lecturer at the University of Calgary’s Haskayne School of Business.

Where to find Our Guest online:

• LinkedIn - Patricia Kaiser: https://www.linkedin.com/in/patricia-kaiser-b-comm-icd-d-0337b14/?originalSubdomain=ca

Agilus Work Solutions: https://www.agilus.ca/