Branch Out - A Podcast from Connection Builders

Change is inherent in Mergers and Acquisitions (M&A) transactions, making preparation and methods to overcome the challenges associated with the change essential to a successful process. In today’s show, we speak to Jennifer Fondrevay, an M&A expert, speaker, and Founder of Day1 Ready. Her company is on a mission to rediscover the humanity in business and provides services for a wide variety of Fortune 500 companies, start-ups, and small businesses. The human component is the core of the business, such as culture, productivity, and retention. Jennifer advises senior leadership, acts as a liaison to middle managers and provides a progressive approach to organizational transformation companies require during an M&A. 

She is also the author of the book Now What?, providing readers with a guide to navigating the complex M&A process based on more than 60 interviews with M&A integration survivors and practitioners. In our conversation, Jennifer walks us through the M&A process and how change can lead to opportunities. Specifically, we discuss the role of emotion during an M&A, the impacts the process has on employees, ways in which M&A is similar to a relationship, the underlying ideology of her approach to M&A, and why change is inevitable in the business world. We also learn what red flags to look out for when assessing a partnership and how companies can overcome the challenges during an M&A. 

Key Points From This Episode:

• Outline of the lessons that Jennifer has learned during her career.
• The benefits an advisor, like Jennifer, can provide companies during M&A processes.
• Discussion about how change is inevitable in the business world.
• A walkthrough of the essential aspects to consider during an M&A, such as culture.
• The impacts that the M&A process has on employees. 
• We learn about the underlying characteristic of her approach to M&A.
• How grief is a part of the M&A process and ways companies can overcome it.
• Why respect and acknowledgment of the opportunities are essential to the M&A process.
• Another important aspect to be considered: partnership.
• What red flags to look out for when assessing a potential partnership. 
• A simple exercise that companies can practice: a pre-mortem assessment.
• Why building working relationships is essential to driving value.
• Jennifer shares how she developed her philosophy and approach to M&A.
• She gives us a rundown of the different characters that she uses to convey her approach.
• What not to do during an M&A process to avoid creating a toxic work environment.
• What her favorite type of characters are in the context of an M&A.

Jennifer Fondrevay
Jennifer Fondrevay on LinkedIn
Now What?
ACG InterGrowth Session
Alex Drost LinkedIn
Branch Out Podcast LinkedIn
Connection Builders LinkedIn

It's no secret that the B2B buyer has changed more in the past ten years than in the previous 100. The modern consumer is digitally driven, socially aware, and has all the information they need at their fingertips. So, how can B2B service providers keep up with this rapid evolution and meet the buyers of today where they're at? 

To help us find the answer to this question, we're joined by Eric Gregg, Founder, and CEO of ClearlyRated, an online client satisfaction survey firm that works with B2B service providers to maximize the value of their client experience surveys. They achieve this through leveraging Net Promoter Scores (NPS) to improve retention, grow accounts, win new business, and maximize online reputation. Since its founding, ClearlyRated has sustained double-digit growth by actively partnering with firm leaders and managers to find answers to critical issues of client satisfaction and retention. 

In this episode, Eric shares his expertise and provides a \overview of the evolution taking place in the client buying and decision-making process and the different ways that professional service firms can address these changes. He highlights the importance of being proactive, building deeper connections with clients, and making diversity, equity, and inclusion a priority, plus so much more!

Key Points From This Episode:

• An overview of what ClearlyRated does and why it matters to B2B service providers.
• Why ratings and referrals are important for professional service firms.
• Recent trends that reinforce the value of referrals, including information symmetry.
• Insight into why risk aversion increases as the buying group size increases.
• Evaluating the role that trust plays on an institutional, individual, and repetitional basis.
• The impact that COVID-19 has had on the vetting process in the B2B space.
• What Eric believes drives client satisfaction today, including proactivity.
• The opportunities that professional service firms have to utilize data to add value.
• Why relationship building and 'soft skill' development are crucial in this context.
• Using what Eric calls the 'two by one' strategy to connect with clients on a deeper level.
• The role that authenticity plays in building deeper connections.
• How important diversity, equity, and inclusion are for buyers in the professional services environment today.

Eric Gregg on LinkedIn
Eric Gregg on Twitter
ClearlyRated
Alex Drost LinkedIn
Branch Out Podcast LinkedIn
Connection Builders LinkedIn

Today on the Branch Out Podcast, we are joined by a passionate people developer and self-described rebel with a cause, Maria Moss! Maria is a training and development consultant and the owner of Phoenix Leadership Solutions, a training consulting firm that utilizes classroom-based learning and development programs to help empower leaders to reach their full potential. By sharing the discoveries, challenges, and lessons she has encountered on her journey towards creating her destiny, Maria helps entrepreneurs and individuals find their 'magic': that special mix of passion and talent that will propel them towards the future of their dreams! In today's episode, we unpack what it means to invest in personal and professional growth and how to set yourself up for success, which Maria believes comes down to consistency over time and focusing on the right systems to keep you on track. We hope you'll join us! You'll walk away with some fantastic insights into how to find your magic that might just change your perspective on training, personal development, leadership, and perseverance.

Key Points From This Episode:

• How Maria found her love for training and development.
• Some of the little moments that keep her motivated, even on her worst days.
• How she helps organizations sustain and ignite their most valuable asset: their people.
• Maria's view of individual success: the lessons you learn can never be taken from you.
• An organizational perspective on training and development, pre-and post-COVID.
• The value of consistency and implementing tools and systems to help you stay on track.
• Learning to embrace the process and celebrate your wins along the way!
• The key role that reflecting on your progress plays in keeping you motivated.
• Maria's morning ritual of expressing gratitude, forgiving herself for yesterday's mistakes, and setting her intention for the day.
• The power of a smile to change your mindset.
• How you can benefit from viewing your low moments as opportunities for growth.

Phoenix Leadership Solutions
Maria Moss
Maria Moss on LinkedIn
Alex Drost LinkedIn
Branch Out Podcast LinkedIn
Connection Builders LinkedIn

Jeff Henningsen has always been curious, creative, and committed to his goals. These are some of the traits that have allowed him to succeed in so many different realms. Jeff’s entrepreneurial career started with mowing lawns to make some extra money while he was still in school; this turned into a business that he was able to sell at the age of 22. After that, he gained experience in the private equity world before becoming the President of Lockton Companies in Texas, where he has worked for the past 26 years. Alongside his day job, Jeff is also the host of the Private Equity Fast Pitch podcast, which is about to reach its 100th episode! In our conversation today, Jeff and I discuss the value of coaching, the importance of finding your “why,” the benefits of being an introvert, and why doing is better than dreaming!  

 Key Points From This Episode: 

• The key factor which differentiates “idea men” from successful entrepreneurs.
• Why Jeff is so passionate about the value of coaching.
• Jeff explains what motivated him to start his podcast. And the unexpected things that have come out of Jeff’s podcast.
• The importance of committing to your goals.
• Why Jeff thinks of himself as a (figurative) orchestra conductor. 

Jeff Henningsen on LinkedIn
Lockton
Private Equity Fast Pitch Website
Private Equity Fast Pitch on Spotify
Private Equity Fast Pitch on Apple
Alex Drost LinkedIn
Branch Out Podcast LinkedIn
Connection Builders LinkedIn

Today we speak with accomplished Founder and CEO of Star Mountain Capital, Brett Hickey. Brett shares his personal and professional journey from a small town in Northern Canada to founding one of the leading lower middle-market investment firms in New York City. Brett discusses how his unique background led him to where he is today and why he believes that it is so important to focus on making an impact in building a scalable life. We touch on the benefits of taking a step back rather than charging forward, why it might be more efficient to manage your energy over managing your time, and the key roles that exercise, nutrition, and sleep have played in Brett's success. 

 Key Points From This Episode:

•  From speed skater to CEO, how Brett's unique background led him to where he is today.
• The role that fun and engagement have played in his entrepreneurial journey.
• What sparked his passion for finance and his focus on making an impact.
• How to make an impact in a scalable way by starting with a proper game plan.
• Why the Owner/President Management Program at Harvard Business School was transformational for Brett.
• The benefits of taking a purposeful step back sometimes rather than charging forward.
• Why managing your energy is arguably more important than managing your time.
• Why Brett believes that proper nutrition, exercise, and sleep are critical to his success.
• The challenges that come with bringing differentiated products and services to the market and what they taught Brett about aligning with investors.
• What entrepreneurs can learn about relatability and transfer of trust from the film industry.
• Brett's advice for young entrepreneurs: remember the value of relationships!
• Why he suggests looking 10 years ahead before making strategic decisions.

Brett Hickey on LinkedIn
Star Mountain Capital
Star Mountain Capital on LinkedIn
Star Mountain Capital on YouTube
Barbarians at the Gate
Ray Dalio
Harvard Business School Owner/President Management Program
Eat That Frog!
What it Takes
Alex Drost LinkedIn
Branch Out Podcast LinkedIn
Connection Builders LinkedIn

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

"Hire smart people and get out of the way." This is the leadership philosophy of today's guest, Tyler Fair. Tyler is the co-founder and CEO of SourceScrub, the leading data service for dealmakers who want to find, research, and connect with founder-owned businesses. Though the company is just seven years old, it has grown into an 8-figure business that works with top private equity and investment banking firms. In this episode, Tyler joins us to share his entrepreneurial journey and explain how instead of getting venture capital backing, SourceScrub bootstrapped its way to success. Tuning in, you'll hear how Tyler first identified the need for a product like SourceScrub and realized that he could create a tech-enabled solution to solve this pain point. You'll also discover how he developed his leadership philosophy and how Tyler has grown his company to include hundreds of employees from around the globe. Finally, hear how Tyler has learned through this process, how he uses his time to the highest level, and what advice he would give his former self.

 Key Points From This Episode: 

• An introduction to Tyler Fair and how he first saw the need for a product like SourceScrub.
• The struggles of trying to hire interns to scrub through Google. 
• How Tyler realized that he could figure out a tech-enabled solution to solve this pain point.
• Insight into the current size of SourceScrub and the number and location of its employees.
• What Tyler has learned through the process of growing this company. 
• How SourceScrub is supporting employees in the Philippines and Ukraine. 
• How Tyler learned the value of hiring smart people and getting out of the way. 
• What Tyler has learned in this process and why he is trying to get as many things off his plate as possible 
• How Tyler is prioritizing and using his time to the highest level and for the best use.
• The advice that Tyler would give his former self.

Tyler Fair on LinkedIn
SourceScrub
Alex Drost LinkedIn
Branch Out Podcast LinkedIn
Connection Builders LinkedIn

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

Some of the many work-life aspects that the COVID-19 pandemic impacted were the opportunities to network and build professional relationships. Talking to us today about his professional journey and how he made it through the pandemic is Thom Singer, professional speaker, coach, podcast host, and networking expert. Thom started his career in marketing and sales; however, he grew into a networking expert through his skill at building relationships. We find out what Thom did to be noticed (it's as simple as being nice!) and how he advises others to make an effort. Intent is not action, and the two minutes it takes to connect people can pay dividends exponentially. We dive into why a "link, like, and share" is not enough to build meaningful relationships and what you can do instead to ensure a shared experience. Tune in to discover the unexpected benefits of referring business to your competitors and how Thom has continued to grow his own network using this very technique. Thom also breaks down how to use associations to their full potential, why asking questions is the key to an elevator pitch, and where he sees networking going in a post-COVID- world. 

Key Points From This Episode:

•  How Thom grew into a networking expert, from marketing and sales to public speaking. 
• Why being good at networking ensured Thom was never unemployed for long. 
• Intent is not action: how taking two minutes to connect people will make all the difference. 
• Why it's important not to get caught up in your own busyness. 
• How a shared experience makes all the difference in building a relationship. 
• Thom's advice on why being nice to everyone (regardless of whether they are "useful") is crucial. 
• Why referring to your competitors is so beneficial: building relationships, keeping abreast of developments, and gaining business. 
• The benefits of associations and conferences in building your network. 
• How Thom makes associations work for him.
• The impact of the COVID-19 pandemic on networking and Thom's business. 
• Why you should start conversations with those around you.
• How to do elevator pitches well: ask questions!
• Where networking is going in a post-COVID world. 
• The benefits of altruism and where you can get hold of Thom. 

Thom Singer
Thom Singer on LinkedIn
Speakernomics
Swim with the Sharks Without Being Eaten Alive: Outsell, Outmanage, Outmotivate, and Outnegotiate Your Competition
Dig Your Well Before You're Thirsty: The Only Networking Book You'll Ever Need
Alex Drost LinkedIn
Branch Out Podcast LinkedIn
Connection Builders LinkedIn

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

Today we are joined by George Khalife, the Vice President of US Capital Formation with the Toronto Stock Exchange, and the host of the podcast, Let's Grab Coffee. Listeners can expect to get some great insight into how creating content offers direct value to your network and you and why it is so important to show up as your best self for your audience and community. Being a creator, in this sense, is such a rewarding and important role, and it is heavily dependent on your mindset and intentions, and George expands on some of his ideas to help point you in the right direction. Towards the end of our chat, we also cover the positive sides of social media and the importance of giving back. So, to hear it all and get started on your next steps in content creation, listen in with us today!

 Key Points From This Episode: 

• Creating value for your network; the questions that can clarify your mission.
• Surprising areas of exploration that open up through conversation. 
• Chipping away at your work and slowly improving your content over time as your audience grows. 
• Getting comfortable on camera and on record and moving past the anxiety that is so often there. 
• A few simple tips from George for better conversations and presentation. 
• George explains his interpretation of good energy and why it can be so powerful. 
• How to show up with the best energy possible to important meetings and events.    
• The positive sides of social media; George weighs in on the constant debate. 
• Putting in the reps in order to up your game and the common results of practice 

Let's Grab Coffee
George Khalife
George Khalife on LinkedIn
George Khalife on Instagram
George Khalife on YouTube
George Khalife on Twitter
Alex Drost LinkedIn
Branch Out Podcast LinkedIn
Connection Builders LinkedIn

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

Often, we put in so much time and effort to create a brand identity, but we don't realize that there's a huge disconnect between that brand identity and our consumers' perception of our brand image. In this episode, we are joined by Lydia Michael, Founder of Blended Collective, a multicultural marketing firm that helps people and brands reach and engage diverse audiences. We discuss the difference between brand identity and brand image, their importance, and what to do to ensure that they align. Lydia also explains how consumers increasingly support brands that have meaning and are purpose-driven and the importance of picking values and brand pillars that you know you can live out as a brand. We then discuss the Blended Collective's multicultural and diversity work, how it intersects with brand, and how to build brand love through authenticity, humanizing, personalizing experiences, and storytelling.  

Key Points From This Episode: 

• How there is often a disconnect between who a brand says they are and who they are perceived to be.
• Brand identity versus brand image and the importance of them aligning. 
• What brands need to consider to ensure that their brand identity aligns with brand image. 
• What to do about the brand pillars that you associate with your brand that consumers are not perceiving.
• How Blended Collective ensures that brand identity and brand image align.  
• The importance of picking values and brand pillars that you know you can live out as a brand.
• How to build brand love through authenticity, humanizing, personalizing experiences, and storytelling. 
• The importance of brand love to a successful business. 

Lydia Michael
Lydia Michael on LinkedIn
Lydia Michael on Instagram
Blended Collective
Alex Drost LinkedIn
Branch Out Podcast LinkedIn
Connection Builders LinkedIn

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

SPECIAL EPISODE: Diversity Matters in the Middle Market, brought to you by the Association for Corporate Growth (ACG) and Connection Builders.

Joshua Berggrun joins us today to share his thoughts on how firms can create a more inclusive workplace and why that tends to attract and retain better talent. Josh is an attorney with Calfee, Halter & Griswold, based in Cleveland, Ohio. In this episode, he shares his career experience as a member of the LGBT community and the steps that professional services firms can take to create a more inclusive and diverse culture. Josh talks about the committees in place at Calfee that drew him to the firm and the benefits of making people feel welcome in the workplace. Furthermore, we find out what could be done at a base level in law schools to foster diversity and inclusion and set the industry standard. Tune in to discover why it’s so important to have an inclusive workplace, bring different voices to the table, and why allies should take the initiative to effect change.

 Key Points From This Episode:

• Why it’s important to have an inclusive workplace and bring different voices to the table.
• How having an inclusive culture fosters better interactions, internally and externally.
• Josh’s experience at Calfee, Halter & Griswold as a member of the LGBT community.
• How to foster diversity and inclusion by allocating resources and forming committees.
• How law schools can promote more diversity and inclusion and why it’s essential to do so.
• What organizations can do to make people feel more welcomed.
• How male-dominated industries can benefit from hiring LGBT candidates.
• What Calfee, specifically, is doing to foster diversity and inclusion.
• The importance of taking the initiative to effect change as an ally.

Joshua Berggrun on LinkedIn
Calfee, Halter & Griswold
ACG DEI Committee Mission and Resources
Connection Builders
Alex Drost on LinkedIn