Ask Brien Show

This week we were joined by Tony Ulwick, CEO of Strategyn. Tony shares the importance of doing research to understand what potential customers are really looking for and what their current unmet needs are. Instead of spending time testing out several different solutions or products, go directly to the source to see what their needs are, then design a solution around those needs. He talks about how AI can be positively utilized in business and how the business landscape has shifted since COVID. Tony explains how he outsources, and what he recommends for small business owners who don’t have a lot of overhead business expenses. Tune in to learn more and make sure to grab his book Jobs To Be Done for free!

IN THIS EPISODE:

• [5:26] Tony shares his background and where his career started. 
• [9:35] How do businesses know what customers actually want? 
• [15:13] Where did Tony come up with ‘outcome driven innovation’? 
• [20:16] How is AI affecting Tony’s business, Strategyn? 
• [24:05] What was a challenge that Tony faced when starting his own business? 
• [27:08] Why did Tony start outsourcing right away? 
• [29:44] What was the catalyst for Tony to publish his book and what was the process like? 
• [30:57] What do customers want? 

KEY TAKEAWAYS:

• Spend time upfront understanding exactly what job people need done, what they struggle with, and what needs are most underserved. Once you have the top 10 unmet needs, you can come up with the right solutions for your customers.
• AI isn’t something to be feared, it can be a tool to uplevel your business. It’s just another tool in your toolbelt that you can utilize. 
• Outsource what you can, but take the time to wear all the different hats to get a good feel for what the business has to do in its entirety in order to be successful. 

LINKS MENTIONED:

Tony Ulwick | LinkedIn

Strategyn Website

Jobs To Be Done Book - FREE

Email: [email protected] 

BIO

Tony is the pioneer of Jobs-to-be-Done Theory and the inventor of Outcome-Driven Innovation® (ODI), a powerful strategy and innovation process with a documented success rate that is 5-times the industry average. Tony has been granted 12 patents for his game-changing innovation practices, which result in products that help customers get a “job” done better.

Philip Kotler, S. C. Johnson Distinguished Professor of International Marketing at the Kellogg School of Management, Northwestern University says, “I call Ulwick the Deming of Innovation because, more than anyone else, Tony has turned innovation into a science.”

The late Harvard Business School professor Clayton Christensen says, "Ulwick's outcome-driven programs bring discipline and predictability to the often random process of innovation."

Tony began his career with IBM’s PC division in 1981. Witnessing the failure of the PCjr, Tony was inspired to develop a better approach to innovation. Since founding the innovation consultancy Strategyn in 1991, he and his global team of ODI practitioners have led strategy engagements with over one-third of the Fortune 100, helping them generate billions of dollars in revenue growth.

In 2002, Tony introduced Harvard Business Review readers to ODI in the article Turn Customer Input into Innovation. HBR recognized ODI as one of the best business ideas of the year, declaring it one of “the ideas that will profoundly affect business as we forge ahead in today’s complex times.”

Customer experience can make a huge difference in the success of a company, but it often gets overlooked. This week, we are joined by Aransas Savas and Dave Norton of Stone Mantel, a business that helps create better experiences for customers and helps clients create more value. Our guests discuss how they onboard new customers and uncover what their customers are needing in order for them to innovate and create new products. They share how they’ve helped past clients, and what businesses could do today to get them started with future customer expectations. Tune in to learn more about customer experience and how to create a strategy for your business. 

IN THIS EPISODE:

• [5:18] Aransas shares her background before starting her current company. 
• [6:28] Dave shares his background and what led him to start Stone Mantel. 
• [8:17] What type of strategies does Stone Mantel help with?
• [9:31] How do they onboard new clients? 
• [13:08] Are their clients mainly online or do they work with offline companies as well? 
• [16:12] Dave provides an example of work they’ve done to help a company innovate. 
• [18:55] How should companies look at their customer experience journey? 
• [24:38] Dave provides one tip that Business Centers could start today that would help them with future expectations. 
• [27:03] How can you provide intricate detail for customer experience? 
• [32:36] What have been the biggest challenges Dave and Aransas have run into in business? 

KEY TAKEAWAYS:

• Customers need to be understood holistically instead of just in a single moment. Look at their broad desires, wants and needs, don’t just solve a single problem. 
• You really have to listen to your customers' desires and personalize experiences for them. For example, a realtor should really listen to each of their clients and then give a housewarming gift specific to their interests. This will generate great word of mouth and a meaningful experience. 

LINKS MENTIONED:

Stone Mantel's Website

The Experienced Strategist Sub Stack 

Dave Norton | LinkedIn

Aransas Savas LinkedIn

Stone Mantel: Overview | LinkedIn

BIO

There are so many firsts and starting points in the history of our firm. But perhaps the most important was a conversation between Dave Norton, our founder, and Joe Pine, the guy who discovered the Experience Economy.

In 2002, Joe and Dave were partnering on a lot of experience projects. The Experience Economy—the book that launched a million experiences—was one of the hottest-selling business books in the world (and still is). But Dave was struggling with a problem. Every company wanted better customer experiences but most companies were struggling with what was the most strategic way to go about creating experiences that mattered. Should they focus on new channels, new solutions, branding, marketing, technology, physical environments, operations, innovation, design, or something else?  Or . . . all of the above.

When you produce experiences for customers, they affect every part of the company and every other strategic decision.

One afternoon, Dave called Joe and they debated the core definition of experience strategy. Dave said, “I think it’s all about Time Well Spent.” Joe said, “Let me think about that.” He thought about it for a few years and then he agreed.

This week we are joined by marketing expert, Cyndee Harrison. Cyndee has worked with many entrepreneurs and businesses on sharing their stories and creating success in the marketing world. She explains why internal and external messaging is critical, and why your team needs to all be on board with the same mission. Cyndee talks about how podcasting has changed over the last 10 years, and why it can really help to push PR for your business. Tune in to learn some amazing marketing tips! 

IN THIS EPISODE:

• [4:17] What was the catalyst for Cyndee transitioning from working for a person to starting and running her own PR agency? 
• [10:35] Why is telling your story and sharing your story so important to business?
• [12:26] What are the differences in platforms and how to best promote your business?
• [16:45] Cyndee talks about the halo effect.
• [21:53] Why is internal and external communication matching important?
• [25:37] What’s the best way to connect with entrepreneurs and why is it important? 
• [27:24] How does podcasting help with PR? 
• [33:46] What are the first steps you should take when it comes to PR?
• [35:42] What is Cyndee’s biggest challenge she’s had to overcome as an entrepreneur? 

KEY TAKEAWAYS:

• If you are delegating work to members of your team, make sure that the message is the same across all avenues. You want to make sure your core values are known so your messaging can be consistent. 
• It is important as an entrepreneur to align with other like minded entrepreneurs who feel the same way and who understand your mission and values and how you do business. 
• The best opportunity for building your business is to add value as a subject matter expert. 

LINKS MENTIONED:

Podcast Publicist Website  

Ask Brien Radio Show

BIO

CYNDEE HARRISON has worked in marketing agencies for over 20 years, with the notable exception of a 7-year period working full time for a former client whose business and family became the subject of a global reality television show. She has extensive experience in project management, overseeing the branding of diverse organizations ranging from global e-commerce sellers to local pawn shops. She founded Synaptic in 2018 and has won numerous accolades and awards.

Should you form a corporation or LLC immediately when starting a business? This week, our very own Peter Bronstein is discussing how to set up a business correctly, and the impacts that could happen if you don’t. He describes what companies need to know when it comes to written and verbal contracts, and how to best protect yourself. Peter dives into why a business may not create a separate entity and what they are risking. These details apply specifically to California, but are likely similar in other states. Tune in to learn more about the legal side of owning a business. 

IN THIS EPISODE:

• [7:56] What do businesses need to know about verbal contracts?
• [14:50] What should a business know about a written contract?
• [18:23] Why should you create an entity? 
• [24:06] Why would you choose not to create an entity? 
• [27:43] What does it look like to register a trademark? 
• [32:36] How are businesses and owners impacted by taxes?

KEY TAKEAWAYS:

• Your personal assets are protected if you create a corporation or an LLC for your business
• There are two different types of contracts, verbal and written. Both are valid contracts and are upheld in court if necessary
• When it comes to a trademark, if it isn’t registered, then it defaults to the person who has been using it the longest

LINKS MENTIONED:

LA Corporate Attorney Website

Ask Brien Radio Show

BIO

By focusing solely on legal issues affecting businesses, with an accounting degree with his JD, lawyer Peter Bronstein is able to offer informed counsel, detailed planning, clear communication and aggressive representation during negotiations and litigation.

Before creating our law firm, attorney Peter Bronstein spent five years as corporate counsel for Mail Boxes Etc., a major franchisor with national and international locations. He has experience in the inner workings of a business and the challenges that accompany business ownership in California.

Does it feel like you're spinning your wheels to get your business noticed? This week, we have Michelle Griffin on the show who is an expert on branding. As a Personal Brand and PR Advisor, Michelle discusses how to get your name out into the world as a small business and the best way to create a good message for potential clients. She talks about the books she has written, and why they can benefit business owners. Michelle shares some incredible tips for where to start with your small business, how to get noticed, and how to stand out. Tune in to learn more!  

IN THIS EPISODE:

• [6:35] Michelle shares what her business is and provides some details of her background.
• [10:22] How did Michelle get her first customer? 
• [12:10] What are the elements needed to create a good message?
• [13:40] Michelle discusses the books she has written. 
• [15:32] How do you get your business’s name out there with a limited budget? 
• [18:13] Should you focus more on the company’s brand or personal brand?
• [23:06] What are the biggest challenges Michelle sees with her clients following their blueprint?
• [26:06] What are some of the challenges that Michelle ran into when starting and growing her business? 
• [27:58] What did Michelle outsource right away?
• [29:33] What was the catalyst for writing her books? 
• [34:16] How do you come up with a message that is going to resonate with your target audience? 

KEY TAKEAWAYS:

• It is essential to differentiate yourself and your business. Determine how your business is different and why people should choose you over the competitor. Start narrow and get really curious about your ideal client, you can always expand later.
• You need to own your own assets. This could be a podcast, potentially leveraging PR, sharing your message, your transformation, and your solution in a podcast. 
• Lean into what you are good at, because you’ll get a lot more done and a lot faster. Outsource the things that you are not excited about, so you can focus on your zone of genius. 

LINKS MENTIONED:

Michelle B Griffin’s Website

Michelle B Griffin LinkedIn

Standout Women: Personal Branding, PR & Thought Leadership For Female Experts & Entrepreneurs | Podcast on Spotify

The LinkedIn™ Branding Show | Podcast on Spotify

Michelle B Griffin’s Instagram

Ask Brien Radio Show

BIO

Michelle B. Griffin is a personal brand and PR advisor, speaker, and author who guides professional women to position themselves as thought leaders. As the founder of Standout Women, Michelle teaches experts to position their unique value, build personal brands, and amplify their expertise with PR to confidently step out and stand apart in their roles and businesses. She is the author of "The LinkedIn Branding Book" and the upcoming book, "Own Your Lane™ - Create the Category of You," publishing Nov. 19, 2024. Learn more at MichelleBGriffin.com.

There are so many financing options available, sometimes it can feel confusing to know which option would be best for your business. This week, we have Glenn Russo from Avatar Financial Consultants on the show to discuss the various funding options, as well as what to watch out for. He goes in depth on the different financial options and explains what types of business they may be best for. Tune in to understand what may be available to you and how to approach the different loan and funding options. 

IN THIS EPISODE:

• [5:52] Glenn shares his background and why he became a financial consultant.
• [11:43] How can new businesses get set up correctly when they have limited funds?
• [20:50] What are different types of business loans available?
• [26:42] How can you keep pushing through with your business when you want to give up?
• [30:50] What are other funding options that can help a business to scale? 

KEY TAKEAWAYS:

• If you’re in business, you’re probably going to be in many businesses over a period of time, and everyone’s going to remember you for the way you treat them. Be respectful to those you work with!
• Don’t fall for loans or funding that are businesses saying they can have cash in your account the next day. This is likely a cost of money basis and the interest rate will be incredibly high, most businesses cannot survive that type of loan.
• There are many different loan options out there for all sizes of business. Talk with a financial consultant or advisor to determine what the right loan is for your business.

LINKS MENTIONED:

Email: [email protected] - Subject: Ask Brien

Glenn Russo - LinkedIn

Ask Brien Radio Show

BIO

We currently are taking advantage of a special situations that exist high margin & high barrier to entry manufacturing. We and our lenders are industry agnostic.

We find niches unexplored by the crowd - finding an angle to enter a narrow path that captures some value that currently isn't recognized. Many CEOs, investors like follow trends only after firmly established - the comfort to enter a crowded trend is a sign that that trend is about to tire due to carrying so many followers.

We will work with principals, w a great product or idea, who are financially stable but who may not be financially strong. We can help accomplish the principals' goals as quickly as they themselves can act. We can improve organizational skills, and efficiency in the organization and help them realize value that otherwise would go untapped.

We provide and arrange loans and lines of credit for companies needing highly leveraged loans (80%LTC/LTV) for Commercial Real Estate acquisitions and new construction projects in North, South, & C. America, as well as, worldwide.

We have and can arrange loans for companies at 400% of their cash available, or 3x to 8x the EBITDA and for Company Acquisitions. For an owner interested in selling their company, we can help create a buyout structure that will minimize the tax impact of the sale, and defer most of the income received from the sale using multiple paths with the entire strategy reviewed and sanctioned by a top tier law firm to provide peace of mind for the Owner/Seller.

In 1993, I had the pleasure to sit with George Lane while trading. He is the inventor of one of the most popular trading technical indicators called Stochastics. George, later in his years wearing a light-blue leisure jacket, pointed to a historic chart of a long well-formed trend, and said while pointing to the beginning of that trend: "Here 10% of the winners ride to the top (as he moved his finger up the trend of data) on the backs of 90% of the losers." A note: George told me that he and his father sat in the library for many months developing Stochastics with a hand-held calculator and paper and a pencil.

The lesson is to do your homework no matter how tedious or laborious and be the first to make a move if you want to win! The Exit is typically narrow and ephemeral; if you are not the first mover, you are likely a follower left behind as a winning trade for you, the timid latecomer, turns into a loss.

Are you a new business owner or entrepreneur who is looking for the best tips to get your business started right? This week, John Davenport joins the Ask Brien Show to talk about business development, marketing, and social media strategies. He shares some incredible tips on the best ways to utilize social media and how to ensure you are using ads correctly. He explains what the most important thing to do in marketing is and why it's crucial to be persistent. Tune in for some great business takeaways and to learn about his generous offer for our listeners!

IN THIS EPISODE:

• [7:05] John shares his background and how he got to where he is today. 
• [9:04] What is Salt Mine Development? 
• [11:11] Why are new business owners more open to feedback in their business?
• [12:07] What is business development? 
• [13:19] What are the type three industries that are growing right now?
• [15:04] What is the most important thing to do when marketing your business?
• [17:56] What is the best way to utilize social media? 
• [25:18] How do you know if your ads are working and how do you test them? 
• [28:39] How can people pivot with social media always changing? 
• [33:22] What has been the biggest challenge in John’s businesses? 

KEY TAKEAWAYS:

• The key to social media is engagement. Find people having conversations about the thing you are selling, and ask them questions to create engagement. 
• Each social media platform has its own demographics, so while you need to be on all the big ones (Facebook, Instagram, Twitter, etc.), you want to focus more energy where your target demographic spends their time.
• If you are looking to spend money on paid ads, start with Google. They’re going to get you better results. 

LINKS MENTIONED:

Salt Mine Development 

Email: [email protected] 

Ask Brien Radio Show

BIO

John is the CEO of Salt Mine Development.  He began the Business Development Company after working in different ventures for over two decades.  John began Salt Mine Development to serve both budding businesses and those already established to get the most out of their connections with their customers.  Salt Mine Development focuses on social media marketing, engaging the client, consulting, direct marketing, AI marketing as well as website and mobile app design. John talks about the importance of using social media properly to market to your clients specifically, stating that certain social media sites may be more productive for your demographic, which is where Salt Mine Development can help you.

Diversity is so much more than just gender or race, according to Judith Weigle. Today, we have workshop leader and diversity expert Judith Weigle on the show to discuss how she has redefined diversity and why human connection is crucial to employee retention and a successful business. Judith explains how remote work has impacted diversity and the culture in companies and why the nationwide process for diversity isn’t the best option. Please tune in to learn more about the program she offers to businesses to create a unified company and why this is vital to creating success. 

IN THIS EPISODE:

• [7:15] Judith shares her background and what she did before focusing on diversity.
• [11:42] How does Judith define culture? 
• [12:50] Have remote workers helped or hurt workplace diversity?
• [13:57] How has diversity impacted company culture?
• [16:48] Should businesses follow the nationwide process for diversity? 
• [22:13] What is the best method to bring people to communicate as a team? 
• [25:45] What drove Judith’s idea to develop her program for companies to integrate storytelling into diversity? 
• [29:06] How is Judith using stories for employee retention? 
• [34:50] What happens if an employee wants to keep to themselves?

KEY TAKEAWAYS:

• Focus on human connection, and you will improve inclusion and diversity in your business. 
• Storytelling is a powerful method of human connection. People sharing where they came from, what they’ve been through, etc., help people connect in a unique way.  
• Focusing on diversity and connection helps with retention. Employees want to work in a place where they have community and security. If someone does not want to be involved, allow them to watch management and other employees connect, and then they’ll likely feel comfortable enough to get involved. 

LINKS MENTIONED:

Amicable Divorce Expert Podcast

Call: 310-441-7555

[email protected] 

Ask Brien Radio Show

BIO:

As a speaker and workshop leader, Judith draws from her experiences in entertainment, family law, and mediation to deliver programs that have audiences listening, learning, and laughing. 

Judith is focused on delivering high–value, high-impact Keynotes, Seminars and Workshops to corporations, associations, and the public both in person and virtually. Lunch’n Learn programs are a great way of becoming acquainted with her topics. 

Judith fulfilled her first life dream by working with the Clyde Beatty–Cole Bros. Circus. Her aesthetic goal in college was to work with as many cultures possible in as many cities in the world, too. With this blended family of performers and animals from countries near and far, Weigle got her first taste for amicable living, and the concepts of Trust, Respect and Inclusion. She understood how to create the greatest team on earth. 

In the cultural hodge–podge of the circus, she learned different parenting styles, and most importantly learned that different educational and economic backgrounds could respect each other and work towards a common goal: A show that made millions of other families happy. 

From the 3–Ring circus of elected politics, to a career in the actual circus, and currently the divorce arena through her podcast THE Amicable Divorce Expert, Judith has been in the spotlight her entire career. Now she is shining a spotlight on you, your company, and your clients to grow in ways that will have you perform at your best in your very own center ring act, your job and your life.

As a serial entrepreneur, it seems that Alex has done it all. His latest venture into the retail space has proven to be more challenging, but he’s learned a lot. In this episode, Alex shares more about his specialized venture into the motorsports industry and his advice on running a brick and mortar store. Alex shares how COVID has changed the landscape for businesses and what people are more likely to purchase post COVID. Lastly Alex talks about marketing and how he gets customers into the store, and how the brick and mortar store allows for more interest. Tune in today to learn more. 

IN THIS EPISODE:

• [5:41] Alex shares what his newest venture is. 
• [9:05] How do you pick a niche without getting too specialized?
• [11:19] Are there a lot of inventory control issues in Alex’s specialized business? 
• [18:58] What was Alex’s biggest challenge when taking over this business? 
• [24:12] Alex shares his background. 
• [26:05] What is the best thing you can do financially when you own a retail store? 
• [28:58] How did COVID shift and help certain businesses? 
• [32:17] How can you reach Alex?
• [34:29] How does Alex market to people online to get them in the doors?  

KEY TAKEAWAYS:

• Inventory can be a huge challenge in having the right amount on hand. Understanding what your clients and customers want is essential to managing inventory. 
• When buying a business that is already established, it is key to have the prior owners help you get situated with the business. Having them on your side, promoting you, and helping with the transition will make a huge difference in taking over. 

LINKS MENTIONED:

Alex Grossman LinkedIn

Race Ready Products Website

Race Ready Products Instagram

Call Race Ready Products @ 619-691-9171

Ask Brien Radio Show

BIO

Dynamic and results-driven problem solver, team builder, and thought leader with an accomplished record in product, management, product marketing, program management, and corporate marketing leadership at major technology corporations and successful entrepreneurial start-ups.

Highly collaborative and motivational cross-functional team leader

Excellent relationship management with internal staff, contractors, vendors, customers, and other partners and stakeholders.

Create and launch successful and innovative new software, AI, cloud, SaaS, and hardware products and services for commercial, enterprise, consumer markets.

Develop go-to-market plans for sales, marketing, and product teams.

Equally comfortable working with software engineers in Agile methodologies and SCRUM as with senior management, marketing professionals and web developers.

Strengths include excellent presentation and customer-facing skills, analyzing markets, identifying new niches, gathering and evaluating customer needs, building the internal mission, developing innovative products and services to meet the requirements of demanding users and industries.

Proficient at creating and implementing effective multi-platform digital marketing strategies.

Career highlights

Created a multi-billion dollar product line for Apple. Developed product roadmaps, built strategic partnerships, and delivered business analysis.

Revitalized a lethargic digital workflow product line leading to 10x sales growth year-over-year

Built a market leading content production supply company Achieved profitability with $44m sales in 36 months through intense customer relationship management, product and go-to-market execution

Developed a highly successful appliance product and marketing category, and AI product plan and new division and successfully launched in less than 9 months.

Empowering women over 40 is Jenna Capozzi’s speciality, especially when it comes to helping them market their businesses! This week, Jenna joins the show to talk about how she transitioned away from Hollywood into marketing and mentorship. She shares the best ways to cold call businesses in order to get your services in front of them, and how to be prepared for those calls! Jenna shares the most common pieces of advice that she provides clients with and explains why jumping in is the best way to do it! Tune in to learn more from this amazing expert. 

IN THIS EPISODE:

• [8:05] Jenna shares about her background and how she got to where she is today. 
• [11:04] Jenna explains how she landed her first clients.
• [15:01] What’s the best way to be successful with reaching out to companies and pitching your service?  
• [17:58] When does Jenna do the research - before or after cold calling? 
• [20:10] What made Jenna decide to focus on empowering women over 40?
• [25:16] What does Jenna’s mentorship program look like? 
• [26:06] What are the most common pieces of advice Jenna shares with her clients?
• [29:30] Jenna describes her retreats and how they work.

KEY TAKEAWAYS:

• Move quickly! You will make mistakes, but make it fast and make it quick, then pivot and do it a bit differently. Don’t let failure stop you, there is always another way. 
• If in the marketing field, when you are going to approach a business, make sure that you’ve done your research, you know what their business does, who their competitors are, and a direction their marketing plan could go in, then call them and share your insights. 
• Trust your instincts, if you focus too much on the fear and worry of what could go wrong you’ll never get started. Focus on your goals and keep moving forward. 

LINKS MENTIONED:

Leader Builder Workbook

Jenna Capozzi Website

Ask Brien Radio Show

BIO

A young girl with big dreams, a head full of ideas, and a heart bursting with ambition. That was me!

I loved bringing people together and creating something beautiful out of nothing.

Fast forward, I found myself diving headfirst into my career in Hollywood, then diversifying into the advertising and the marketing world.

It was everything I thought I wanted – the hustle, the challenge, the glitz.

But at the top of my game after 30 years filled the bookshelf with awards and all.

But, I realized something crucial was missing:

PURPOSE!

That's when I launched. It wasn't just a sudden spark of inspiration; it was the culmination of everything I'd learned, experienced, and yearned for. It is my mission to empower women over 40 – incredible, talented, yet often overlooked women – to rewrite their stories, reignite their passions, and achieve their wildest dreams.

I believe in the power of community, the strength of shared experiences, and the magic that happens when women support each other. That's why this is more than just a retreat coaching service – it's a sisterhood, a movement, a force to be reckoned with.

In my spare time (which, let's be honest, isn't much), you'll find me with my kiddos or pups, experimenting in the kitchen, or planning our next travel adventure. I'm a firm believer in living life to the fullest and finding joy in the little things. So, here I am – an entrepreneur, a mentor, a friend. I'm here to guide you, inspire you, and cheer you on every step of the way. Let's embark on this journey together and show the world what we're made of!