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

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

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

In this episode, you’ll hear:

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

Bio

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

Ways to contact Steve Boehler

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

·      Email: [email protected] 

Better Experiences by Design is a podcast series produced by circle S studio that highlights leaders across a variety of industries dedicated to delivering exceptional brand, employee, and client experiences. © circle S studio, 2024.

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

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

In this episode, you’ll hear:

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

Featured Guest:

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

Ways to connect with Steve:

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

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

·      Email: [email protected]

Resources:

• 21 Secrets of Million Dollar Sellers is available for purchase.

Better Experiences by Design is a podcast series produced by circle S studio that highlights leaders across a variety of industries dedicated to delivering exceptional brand, employee, and client experiences. © circle S studio, 2024.

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

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

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

In this episode, you’ll hear:

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

·      How self-disruption helps leaders avoid complacency 

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

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

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

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

Ways to contact Bill Coppel

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

Better Experiences by Design is a podcast series produced by circle S studio that highlights leaders across a variety of industries dedicated to delivering exceptional brand, employee, and client experiences. © circle S studio, 2024.

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

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

Key Takeaways:

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

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

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

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

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

Featured Guest:

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

Resources:

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

Better Experiences by Design is a podcast series produced by circle S studio that highlights leaders across a variety of industries dedicated to delivering exceptional brand, employee, and client experiences. © circle S studio, 2024.

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

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

In this episode, you’ll hear:

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

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

Ways to contact Steven Robertson

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

Items referenced:

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

Better Experiences by Design is a podcast series produced by circle S studio that highlights leaders across a variety of industries dedicated to delivering exceptional brand, employee, and client experiences. © circle S studio, 2024.

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

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

Key Takeaways & Featured Guests:

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

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

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

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

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

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

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

Stay connected with these leaders:

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

Better Experiences by Design is a podcast series produced by circle S studio that highlights leaders across a variety of industries dedicated to delivering exceptional brand, employee, and client experiences. © circle S studio, 2024.

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

In this episode, you’ll hear:

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

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

Ways to contact Jeff Salzenstein

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

Better Experiences by Design is a podcast series produced by circle S studio that highlights leaders across a variety of industries dedicated to delivering exceptional brand, employee, and client experiences. © circle S studio, 2024.

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

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

In this episode, you’ll hear:

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

·      The importance of candid communication within board interactions.

·      Best practices for effective board governance and management collaboration.

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

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

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

Ways to contact Nancy Eberhardt

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

Book Reference:

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

Better Experiences by Design is a podcast series produced by circle S studio that highlights leaders across a variety of industries dedicated to delivering exceptional brand, employee, and client experiences. © circle S studio, 2024.

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

In this episode, you’ll hear:

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

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

Ways to contact Susan Baier:

• Website: audienceaudit.com
• Email: [email protected]
• LinkedIn: https://www.linkedin.com/in/susanbaieraz/

Items referenced:

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

Better Experiences by Design is a podcast series produced by circle S studio that highlights leaders across a variety of industries dedicated to delivering exceptional brand, employee, and client experiences. © circle S studio, 2024.

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

In this episode, you’ll hear:

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

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

Ways to contact Elise:

• Website: https://elisefoster.com/
• Email: [email protected]

Better Experiences by Design is a podcast series produced by circle S studio that highlights leaders across a variety of industries dedicated to delivering exceptional brand, employee, and client experiences. © circle S studio, 2024.