Branch Out - A Podcast from Connection Builders

Relationships matter and we need to get to know people, for people. Especially if you’re working in business development for private equity, which is by nature, a highly transactional environment and it can be very easy to forget the people side of things. Today’s guest is Jessica Ginsberg, the Director of Business Development for LFM Capital out of Nashville, TN. Jessica is responsible for LFM’s business development activities such as overseeing the firm’s direct sourcing and outreach to intermediaries. Jessica has served in many different roles including business development, transaction diligence, credit analysis, and investor communications. In today’s episode of Branch Out we dive into our conversation on why relations and responsiveness matter, the need for an established workflow, the importance of culture in a transactional world. 

Key Points From This Episode:

• Jessica unpacks why relationship matters and we should get to know people for people.
• How Jessica manages the building relationships and making deals balance.
• The importance of responding: Responsiveness matters.
• Why a workflow is helpful to effectively manage relationships and communication.
• The importance of intentional messaging: Having a unique story and approach.
• How to create and articulate your “story.”
• How to bring company culture to the forefront of your focus: People are important.
• Jessica shares a personal experience about the importance of culture.
• More about the LGO Program: Leaders for Global Operations. 

Jessica Ginsberg LinkedIn
Alex Drost LinkedIn
Connection Builders LinkedIn

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Investing in Your Growth and Development with Lenny Dacanay.

The link between business development and leadership may not be evident straight away, but it’s one today’s guest, Lenny Dacanay, has paid a great deal of attention to. In this episode, Lenny talks about how his idea of business development has evolved from a sales-focused one to a problem-solving one, and why this shift showed him that leadership skills were non-negotiable. Lenny also shares how he went from the speaker to the listener. He realized that to help his clients in the best way, he needed to unearth their problems and get to the heart of their issues. Through becoming client-centric, Lenny has managed to cultivate his empathy and trust-building skills. While it is not always easy being honest, Lenny has seen the power of it in forging strong relationships. Throughout the conversation, Lenny emphasizes the importance of understanding the complex nature of the people you work with. Everyone has their struggles, so approaching people with kindness first will always go a long way. We round the show off by hearing about Lenny’s experience with his coach and how it has made him a better leader, along with the importance of making time to consume content that promotes your learning. This was a fun, enlightening conversation, so tune in today!

Key Points From This Episode:

•  Why Lenny has focused on building his leadership skills and how it ties into business development.
• Lenny’s ‘aha moment’ when he saw how his leadership education was helping his business development skills.
• How Lenny’s thinking about business development has evolved over time.
• What Lenny would do differently to help his clients solve their problems if he could go back in time.
• Lenny’s understanding of authenticity and what it means to him professionally.
• How Lenny approaches clients who are not willing to confront the truth.
• Understand that relationships are built with people who have their own lives and struggles.
• Lenny’s experience with his coach, how he engaged with her, and the valuable skills he’s gained.
• Some habits Lenny has used to aid his personal and professional growth over the years.
• The importance of fueling your mind with positive, growth-forward content.
• Lenny’s piece of advice for anyone starting out in the business — always be open to learning.

The Eisenhower Matrix
Lenny Dacanay LinkedIn
Alex Drost LinkedIn
Connection Builders LinkedIn

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Communication is Key with Christopher Letts

Being able to communicate effectively is perhaps the most important of all life skills. Today’s guest is Christopher Letts, Chairman and past President of ACG Detroit. In this episode, we discuss the importance of communication as a professional. Chris shares some thoughts on how to improve this critical skill set, firstly from the perspective of public speaking, and then in the context of interpersonal communication and the written word. Prepare, practice, learn from your mistakes, learn from others, and don’t be afraid to be vulnerable! Vulnerability and transparency are important in breaking down barriers in communication, and putting in the time and effort to improve your spoken and written communication can differentiate you from your competition. More on effective communication from Chris Letts in this powerful and important episode; don’t miss it!

 
Key Points From This Episode:

• The value and power of communication and what it means to Chris in his career.
• How Chris anticipates and addresses the anxiety and physical response to public speaking.
• Controlling responses through repetition and preparing properly for public speaking events.
• Learn from failure, watch recordings of yourself, and don’t be afraid to make mistakes.
• Chris cites Winston Churchill as an inspiration for his own communication evolution.
• Communicating with executives and clients – know your audience and find consensus.
• The importance of vulnerability and transparency to break down barriers in communication.
• The fine line between confidence and arrogance and knowing when to admit you are wrong.
• Written communication like email, text, or long-form communication – be clear and concise!
• Reflective communication – understanding how someone communicates and applying it.
• What Chris has learned about control in long-form communication through practice.
• Good public speaking and written communication skills are ways to differentiate yourself from your competition in nearly any industry.
• How to ensure that others interpret what you say correctly by listening and asking questions.

Christopher Letts LinkedIn
Alex Drost LinkedIn
Connection Builders LinkedIn

Have thoughts or comments? We want to hear from you. [email protected]

Getting Comfortable in Uncomfortable Situations with Rich Grant.

In an ever-changing world, where we are all increasingly confronted with difficult conversations, it would be easy to retreat and go back to our comfort zones. But growth does not happen here; it happens when you are uncomfortable, and you are pushed to find a way through. Being in uncomfortable situations has contributed enormously to today’s guest, Rich Grant’s, professional and personal growth. As the Director of Business Development for GO, Growth Operators, Rich’s path to the role was not a conventional one because he did not come from a finance or consulting background. Rather than dwelling on this, Rich realized that his skills, albeit different from his colleagues, are equally as valuable. We begin this episode by hearing more about some of these uncomfortable situations Rich has found himself in and the lessons he has taken away. From there, we move onto the topic of diversity. As a Black man in a predominantly white industry, Rich realizes that his background and experiences are unlike anyone else's. He stresses the importance of diverse stories and perspectives in work environments. There is a symbiosis between colleagues where everyone has value to bring, but this calls for greater inclusion of voices that have been marginalized. We then turn our attention to a different side of discomfort – being vulnerable. It can be hard to admit when you do not have particular knowledge, but this humility and openness to learning is where Rich believes we grow. This was an incredible conversation, so be sure to tune in!

Key Points From This Episode:

• How Rich has used uncomfortable situations to propel his professional growth.
• A story of a time where Rich found himself out of his depth and found a way to make it work.
• The power of asking questions and taking a personal interest in people.
• Rich’s experience of being a Black man in a generally homogenous industry, and tips for other minorities in similar situations.
• Why it’s so important to have diverse thinking in a workspace.
• The mutual sharing and learning benefits that come with a diverse work environment.
• Some views, like racism, are deal-breakers, but a difference of opinion is not one of those things.
• If you cannot face difficult conversations, it’s not possible to progress and move forward.
• What Rich means by ‘thinking independently together,’ and why he thinks it’s a valuable approach
• Put yourself in uncomfortable situations so that you can grow personally and professionally 

Rich Grant LinkedIn
Alex Drost LinkedIn
Connection Builders LinkedIn

Have thoughts or comments? We want to hear from you. [email protected]

Serve on a Board, Grow Your Network, Follow-Up is Critical & Identify Good Mentors with Karin Kovacic.

 When you are in the process of business development there are several key factors to remember including the importance of being authentic, being reliable, focusing on genuine connections to build your network, and seeking advice from the right mentors. These can be daunting if you find yourself not sure of where to start with the whole process. Today we continue our series of conversations with professionals and discuss some of these basic points with our guest, Karin Kovacic. Karin is a Managing Director at Neptune Financial, a tech-enabled lower middle market lender. During the episode, we dive into the topics of serving on a board to grow your network, the power and importance of follow-up, and the value of identifying good mentors to aid in your professional growth and development. Stay tuned to learn more about how to connect and grow your network!

Key Points From This Episode:

• We unpack what business development is: It’s all about your brand. 
• The importance of authenticity in your role in business development.
• Trust, personal relationship, and what differentiates you from the rest. 
• The power of volunteering on a board and how it helps your network.
• Being reliable: Following through and doing what you said you’re going to do.
• The importance of touch-points when building your network.
• Advice on seeking and finding the right mentors.

Karin Kovacic LinkedIn
Alex Drost LinkedIn
Connection Builders LinkedIn

Have thoughts or comments? We want to hear from you. [email protected]

Build Your Community and Pay It Forward with Eric Fischer.

We know that a successful career begins with meaningful connections. Everyone you connect with intentionally will have something of value to give and offer a different angle to the same problem. The reality is that doing things by yourself is tough! We need to focus on becoming the best for our community, to learn to truly listen to what’s going on out there, to hone our public speaking skills, and to build effective teams! Today’s guest is Eric Fischer, a tax partner with BDO out of Grand Rapids. During our conversation, Eric shares his thoughts on what it means to build your community and how you can go about paying it forward. We hear different strategies on how to build your network, what skills are important, how to invest in other people to help them grow, and the concept of passing on your knowledge and opportunity to help others. Stay tuned for all that and more on today’s episode of Branch Out!

Key Points From This Episode:

• Eric shares some of his thoughts around building community and community involvement — what that means to him and how he’s applied it in his personal and professional lives.  
• Why public speaking and being able to communicate is a critically important skill to hone. 
• How giving to, and helping other people grow makes you grow in return. 
• Eric shares more about the idea behind his Pay It Forward group.
• Building your network from different angles: Your own personal board of directors. 
• How to get out and actually build your network: Overcoming common challenges.
• The importance of hearing problems from many different angles to find solutions. 
• As leaders we need to help our teams grow and reach their full potential. 
• The importance of finding your team's internal strengths. 

ACG Cup - Western Michigan
Eric Fischer LinkedIn
Alex Drost LinkedIn
Connection Builders LinkedIn

Have thoughts or comments? We want to hear from you. [email protected]

We’re no longer in the era where bosses say, “You work for me.” People want to own their careers and personal growth. To thrive in the modern workplace, where collaboration is the new norm, team leaders need to sharpen their leadership abilities. Our conversation with today’s guest, RSM Audit Partner Howie Siegal, reveals what qualities excellent leaders need along with the tools that can help you become a better one. Howie talks about why embracing feedback and being a good communicator is the foundation of successful leadership. Based on his own experience, Howie shares how the ‘lead by example' style of guiding teams doesn’t work and that the essence of leadership lies in providing accountability, challenging your team, and sparking constructive debates. This results in a multiplying effect that improves your team’s performance. Howie contrasts this approach with that of the ‘accidental diminisher,’ who ends up taking opportunities away from people. Emphasizing the importance of boosting your soft skills, Howie talks about how coaches, ranging from your spouse to your colleagues, are vital in improving your leadership ability and providing you with alternate perspectives. While some are innately better at it, Howie highlights that anyone can learn good leadership. Tune in for more on how you can become a better leader. 

Key Points From This Episode:

• Why being a good communicator is a hallmark of successful leadership.
• The importance of reflecting on your communication and having people give you feedback.  
• Why you should implement a ‘360-degree’ feedback process into your annual plan. 
• Learn about how Howie’s leadership style allows his team to own their careers.
• The difference between delegation and directing people to follow instructions.
• How you can avoid being an ‘accidental diminisher’ and let your team grow.
• Why we need to develop soft skills to sharpen our leadership abilities. 
• How professional coaching helped Howie become a better leader.
• Why Howie will remove barriers but won’t ‘give people answers’.
• Finding a mentor is key to accelerating your growth, especially when you’re young.
• All great leaders seek perspective from people outside of themselves.
• How building a network of coaches around you will better your leadership ability. 
• The complexity of modern work and how it increasingly requires collaboration. 

Howie Siegal LinkedIn
Alex Drost LinkedIn
Connection Builders LinkedIn

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As rising professionals, it’s important to learn that both building relationships and serving your clients are major parts of growing your business. On the show today we welcome James Reid, a partner with Dinsmore & Shohl, a national law firm based out of Cincinnati, Ohio. James is based out of metro Detroit, and his practice focuses on labor law and dispute. Throughout his career, James has done a phenomenal job of not only going above and beyond for his clients and providing that superior service that is needed as a professional but has also built up his network along the way. During our conversation, we will be discussing advice for rising professionals who are looking to grow their networks and establish strong relationship foundations while also putting their clients at the forefront of their mission. We talk about managing your time to optimize outcomes, leveraging your networking, practical tips to help you succeed, dealing with change, and much more! So stay tuned and don’t miss out on this insightful episode!

Key Points From This Episode:

• James shares some steps and thought processes he went through to establish his career. 
• He explains the magic number of 5.
• Tips on how to manage your time and how to drive the best result outcomes with your time.
• How to leverage your networking to get a return on your investment. 
• Not defending your network: A mindset to embrace.
• The importance of using your electronic calendar and how to make it work for you.
• The power of LinkedIn with regards to networking and the trusted advisor role.
• James talks about finding his focus and the mistakes he made along the way.
• The above and beyond factor: Giving 110% all the time.
• How to deal with change and remain adaptable.
• Advice James would give his younger self.

James Reid LinkedIn
Alex Drost LinkedIn
Connection Builders LinkedIn

Have thoughts or comments? We want to hear from you. [email protected]

The business world has both personal and professional aspects; it’s not binary, it’s both. Being kind in a competitive world is important because you are not just looking for a contact, you are looking to broaden your world. You need to adopt the mindset that every person you encounter is of value and has something of substance to share, whether it’s business-related or everyday life. Today on the podcast we welcome Kim Easterle Mattes. Kim has been a friend for many years and we have had the opportunity to work on multiple transactions together. Kim is a VP at AON Risk Solutions in Detroit, Michigan. In today’s episode, we unpack thoughts on ‘People Are Interesting,’ and ‘The Power of Trust,’ and so much more. Stay tuned for an insightful conversation with Kim and me.

 
Key Points From This Episode:

•  Kim unpacks the statement “The Power of Simply Being Kind in the Competitive World”.
• Examples of how to find value and interest in everyone — People are interesting. 
• Conversational tips for getting to know people at networking events.
• The importance of building relationships before looking for business opportunities. 
• How to maintain friendships and continue to find value in people.
• Team business development versus doing it alone.
• The power of trust as a foundation in teamwork.
• How to build trust in the business development environment. 
• The importance of being vulnerable.
• Constant evolution: Reinventing yourself and how it plays in your career path.

Kim Easterle Mattes LinkedIn
Alex Drost LinkedIn
Connection Builders LinkedIn

Have thoughts or comments? We want to hear from you. [email protected]

In this episode, we dive into a conversation with David Swatosh, a senior manager at BDO—one of the world’s largest accounting firms—to discuss some of the challenges involved in moving from a small regional firm to a large multinational one. David was able to leverage the power of internal networking to overcome some of the weaknesses in his existing network as well as to lean into some of his personal strengths. He discusses what he has done to accelerate his business development within BDO, and also advising listeners on building relationships in the context of the COVID-19 pandemic. One of the most fruitful ways of making connections and keeping in front of your target audience is by educating people and also finding specialists with whom to consult when you lack knowledge in a specific area. Joining in the conversation, listeners will also learn why attending large networking events are not the be-all and end-all and how it is all about knowing what you are good at and playing to your strengths.

Key Points From This Episode:

•  The challenge of developing a new network when transitioning from a small to a large firm. 
• What David has done to accelerate his business development efforts in BDO. 
• Advice for building out your internal relationships before and after COVID-19. 
• Suggestions for spending your time and efforts strategically in business development. 
• Bringing thought leadership to other partners and using it as a marketing tool for his services. 
• The importance of educating internal and external parties in your network. 
• The value of having specialists to consult with and offering your expertise in return. 
• Differentiating who you are, your role, target market, and where your revenue comes from. 
• Thoughts on the value of attending large networking events as an introvert. 

David Swatosh LinkedIn
Connection Builders LinkedIn

Have thoughts or comments? We want to hear from you. [email protected]