Carla Titus, a Fractional Chief Financial Officer of Wealth Worth Within, discusses the challenges faced by business owners in managing their finances and the solutions she provides. She helps business owners evaluate how their billable hours are impacting performance and profitability, and she assists in making data-driven decisions to improve financial outcomes. Carla's ideal clients are sophisticated business owners who struggle with the complexity of financial decision-making. By working with her, clients see increased profits, improved cash flow, and better compensation for themselves. Carla emphasizes the importance of proactive planning and scenario analysis to navigate uncertainty and achieve business goals.

In this episode, she makes these points: Fractional CFOs help business owners evaluate the impact of billable hours on performance and profitability; Proactive planning and scenario analysis are essential for navigating financial complexity and uncertainty; Financial management is crucial for business success and requires expertise and strategic decision-making.

Email Carla at [email protected]

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Rich Daniels, a Fractional General Counsel, talks about the importance of legal risk mitigation for small and medium-sized businesses. Rich explains that his role is to help businesses save money, mitigate risk, and focus on their core business. Rich discusses common contract issues and the consequences of not understanding contracts.

Kay takeaways from the episode include: Fractional General Counsel provides personalized legal advice tailored to the specific needs of small and medium-sized businesses. Contracts are a critical aspect of business and should be thoroughly understood to avoid legal issues. Business owners often overlook legal risks, but being proactive and addressing legal issues can save money and protect the business.

Email Rich at [email protected].

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How do you know when a prospect will buy or pass. Here's what you need to know:

* Qualifying prospects involves determining if they meet the fit and impact criteria.

* Understanding what prospects believe about their future is crucial in predicting their buying behavior.

* Prospects are more likely to buy if they believe their future will be worse than the present.

* Providing hope and offering solutions that align with prospects' goals and timeframe is essential.

* Convincing prospects that working with your company offers high ROI and is the best alternative is key.

Connect with Jay

Email me at [email protected] to set up a conversation to discuss your gap and if it is large enough what you can do to close it. Also email me if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show.

Taylor Crane, founder of Fractionaljobs.io, discusses how Fractional Jobs is an open job board connecting companies with fractional talent. Fractional Jobs does not act as an agency and does not charge a percentage fee. Fractionals can join the network by entering their email address and do not need to create a profile or pay any money. Fractional Jobs sends job opportunities to fractionals based on their function area, and they can choose which ones they're interested in. The platform is designed to be a no-brainer for fractionals looking for work.

Email Taylor at [email protected].

Connect with Jay

Email Jay at [email protected] if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show.

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Paul Arugs is a fractional chief customer officer, serving B2B and B2C services industries with Au$5m - Au$100m annual revenue with 20 - 200 employees. Paul helps mid sized companies embed data-driven customer strategy across their organizations. This fosters a more evidence based, customer centric culture that focuses on capability rather than campaigns to drive sustainable growth.

In this podcast, Paul drops many insights including how monthly and quarterly targets place companies on a short term, sales and lead gen based treadmill, making it difficult for even the leadership team to look more than 6 months ahead; and that lowering customer acquisition costs in and of itself is the wrong way to look at it.

Email Paul at [email protected].

Connect with Jay

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Ben Wolf, founder and CEO of Wolfs Edge Integrators provides fractional Integrators and COOs to growing mid-market companies. Ben's focus is on building a roster of team-first Integrators to serve clients. Ben provides deep insight into the challenge the solo fractional COOs face in building their business and how Wolfs Edge Integrators solves the business development challenge. He also shares his move from an independent contractor model to one of partnership.

Email Ben at [email protected].

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Email Jay at [email protected] if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show.

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... so why are you still doing them?

95% of fractional executives base their sales process on starting with a discovery call or conversation. How do you know if your prospect has one or more issues that you can help them with if you don’t ask? Whether you must do a discovery conversation depends on your level of genius or as the lawyers like to call it your intellectual property.

Fractionals with insight and wisdom don’t do discovery conversations because they don’t need to discover. Prospects engage with these fractionals to discover the truth as to why they are in pain or why an opportunity seems out of reach. In this discovery conversation, the prospect learns from the fractional the path forward allowing them to go from squalor and misery to prosperity and success.

If you have insight or wisdom, then stop doing discovery calls and start helping those in your target market discover what’s holding them back. Every time you do a discovery call, you are telling your prospect you’re average.

Connect with Jay

Email me at [email protected] to set up a conversation to discuss your gap and if it is large enough what you can do to close it. Also email me if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show.

Ross Stockdale works with SMB B2B service companies as a fractional CMO to help them grow profitably in 12 months or less. His approach is to take owners out of the marketing seat and into the investor seat. Ross's formula for success is Leadership + Strategy = Growth. Ross believes that marketing a business is about communicating to clients and prospects where they are, not where you are. Adapting the messaging, target audience, offer, and service to the market works better than wishing the market would bend to your will.

Email Ross at [email protected].

Connect with Jay

Email Jay at [email protected] if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show.

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Ryan Walter is a Managing Director with ProCFO Partners - a marketplace for senior level fractional CFOs. ProCFO Partners believes the financial function is not just about managing and reducing cost but serving as a catalyst for growth. ProCFO Partners provides expert part-time/fractional CFO’s who ride co-pilot with you looking out the windshield ensuring you achieve your goals and strategies.

There is no upfront cost to join ProCFO Partners provided you meet their criteria which Ryan walks through in the video. Payment is made as a percentage of revenue during your affiliation with them.

Email Ryan [email protected]

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Email Jay at [email protected] if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show.

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Email Henning at [email protected]

Zach Selch of Global Sales Mentor brings over 35 years experience in international sales for manufacturing companies. His speciality is in creating 3rd party distribution networks as an extension of your internal sales team. Zach has onboarded over 1,000 channel partners in 135 different countries. Hear why Zach says it's critical that you support your distributors not manage them. Zach says your distributors aren't your customers they are your sales channel and you must manage them as such.

Email Zach at [email protected].

Connect with Jay

Email Jay at [email protected] if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show.

Subscribe to our YouTube channel by clicking here.