Intentional Growth

In this week’s episode of the podcast, I had the privilege of chatting with an old friend, Loren Horsager, a seasoned tech entrepreneur who has literally been talking about artificial intelligence (AI) since the '90s. Loren became a lifelong tech enthusiast after he helped automate the accounting tasks he was responsible for in the commodities trading business he was working for in the '90s. Loren was first on the podcast over six years ago (ep. #84), talking about how companies can embrace technology and software to increase their multiple, and potentially even the valuation method. I couldn't think of a better person to have on the show. With the entrance of AI onto the scene, the stakes and rate of change are even higher.

 

Today, Loren unraveled the significant strides that AI has made, along with its practical implications on businesses, particularly privately-held ones. We dove into how AI, when properly understood and integrated, could bring about a transformation as impactful as the launch of Netscape in the internet era. Join us as we explore this fascinating topic, in what I hope is a very practical and actionable conversation, while also shedding light on the importance of the bigger conversations we need to be paying attention to as the world of AI evolves.

 

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Key Takeaways:

 

1. Transformative Potential of AI for Private Middle Market Businesses: Firstly, we acknowledged the transformative potential of AI for businesses. Loren predicted a significant evolution in the world of AI over the next 12 to 18 months, likening it to the revolution caused by Netscape during the internet's early days. As a business owner, I see this as an alert that now is the time to start considering how AI can fit into our business strategies to gain a competitive edge.

2. Data Protection and Custom AI Solutions: Secondly, we discussed the crucial importance of data protection and the value of custom AI solutions. I was quite alarmed by the number of businesses that aren't giving data protection the attention it deserves, given the importance of data in training machine learning models. Moreover, Loren made a compelling argument for the creation of custom AI tools that are tailored to tackle specific business problems. I see this as a great opportunity to utilize AI for enhancing efficiency and solving problems in a targeted manner.

3. AI in Boosting Productivity, not Replacing Teams: Lastly, we emphasized the idea that AI is here to augment, not replace, our teams. It's crucial to remember that AI can be used to boost productivity, streamline operations, and minimize costs - but it's not a replacement for human intellect and creativity. Loren's vision of bots that understand job roles and work alongside humans has got me thinking about the future of team structures. It's an exciting time for us as business owners, and understanding these aspects of AI can help us navigate the changin

Chris went on to grow the company to over 100 million dollars in annual revenue, diversifying their products and target markets along the way. After successfully growing the company over 15 years, Chris sold Sportech to a private equity firm in November 2019 and received all of his cash up front. Chris accomplished what many entrepreneurs strive too and is willing to share what strategies grew value, his successes along the way and what he would do different if he were to do it again.

What You Will Learn in Today’s Podcast Interview:

How Chris grew his company to over $100M in revenue without debt

Why Chris was able to get all his cash up front when selling to Private Equity

The difference between enterprise value, equity value and net proceeds

How Chris shifted his mindset away from only top line revenue to long term value creation

How to identify the key value drivers in your business

How to reduce client concentration and why it pays off

How one’s willingness to evolve and stay relevant are keys to success

Why passion can get you started but value growth education will get you to the top

The importance of differentiation and how to make your company invaluable to your customers

Why betting on yourself as an entrepreneur can have the biggest ROI

Where to spend your time and energy educating yourself as a business owner

The biggest differences between Strategic Buyers and Financial Buyers

Chris’s grueling experience going through due diligence when selling

Why a culture of trust and integrity is hard to quantify in the valuation (it’s not on the spreadsheet)

Podcast Summary:

In today’s episode, Chris Carlson shares how his passion for driving snow mobiles let him to starting Sportech—the company’s original product protects the lights of snow mobiles from snow in order to see clearly while driving. Chris tell his story about how he adapted the business to match the changes in the market, invested time and resources to further his own knowledge—including joining a peer group, understanding value growth, investment banking, and implementing EOS—and what he learned from his experience selling Sportech to private equity. Chris went on to grow the company to over 100 million dollars in annual revenue, diversifying their products and target markets along the way. After successfully growing the company over 15 years, Chris sold Sportech to a private equity firm in November 2019 and received all of his cash up front.I’m excited about today’s episode because Chris’s story clearly explains how investing in yourself as an entrepreneur can lead to long-term success, as well as illustrating the many aspects of selling a business he wishes he knew at the time. We get to benefit from Chris’s experience as a business owner who accomplished what many people strive to achieve, while also recognizing that even incredibly successful companies and owners can benefit from understanding value growth with your end goals in mind, the difference between financial and strategic buyers, and the key components needed to approach a sale. 

 

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It’s hard to know if you're winning when you're in the middle of something. Every journey has its ups and downs, but hopefully, the ride is worth it in the end.

 

Our guests today, Rob and Colin Reilly, are true entrepreneurs who have experienced the highest highs (selling over $250M in real estate) and the lowest lows (going broke) of the business world. They've tackled these challenges with grit, determination, and what they call an "eternal perspective".

 

The brothers started their journey by buying, running, and selling a profitable truck accessories company. Then, they decided to take a risk and dabble in the golf cart market, and to their surprise, they earned a massive profit.

 

But their adventure didn't stop there. They ventured into real estate with HomeVestors, and even though they started with no prior knowledge, they hustled, learned, and ended up selling an astounding $250 million in properties. However, life threw them a curveball with the 2008 financial crisis, and they lost it all.

 

But here's where their story gets even more inspiring. They didn't let this setback stop them. Instead, they found an opportunity with a tax incentive for electric vehicles, returned to the golf cart market, and generated an impressive $75 million in just 45 days!

 

The Reilly brothers' journey is not just a fascinating tale of entrepreneurship, it's a testament to resilience, creativity, and family values.

 

// Sign up for the Intentional Growth™ Starter Kit: the kit has intro videos on each of the 5 Intentional Growth™ Principles, the Intentional Growth™ Financial Scorecard along with videos reviewing a case study on how to project out the value of your company, and the entire Intentional Growth™ Podcast Library.

 

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What You Will Learn

How far a strong entrepreneurial spirit can take you

Robin and Colin’s reliance on their resilience and adaptability on their journey

The importance of recognizing and seizing opportunities

How you can emphasize living intentionally

Their unique financial planning and investment strategies

In today’s podcast, I interview Sindhu Srivastava and she shared her amazing journey as an entrepreneur, immigrant, and woman of color. She walks us through her upbringing in a mixed-faith family, the transformative power of education, and her relentless pursuit of excellence. The interview highlights Sindhu's academic success, her migration to the US to escape societal norms, her career path in data analytics and entrepreneurship, and the challenges she faced along the way. It also emphasizes the importance of resilience, adaptability, determination, and authenticity in navigating personal and professional challenges. Overall, Sindhu's story serves as an inspiration and offers insights into data analytics, acquisition entrepreneurship, and leadership.

 

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5 Key Takeaways 

 

The transformative power of education: Sindhu Srivastava's journey emphasizes the importance of education in empowering individuals to overcome societal constraints and achieve success.

Embracing authenticity and vulnerability: Sindhu highlights the significance of being true to oneself, embracing vulnerability, and accepting imperfections as crucial elements of personal growth and success.

The challenges of societal norms and gender-based prejudices: Sindhu discusses the obstacles she faced as a woman of color in the corporate world and the need to navigate societal norms and biases to attain leadership positions.

The entrepreneurial journey: Sindhu's experiences as an acquisition entrepreneur demonstrate her ability to identify market gaps, leverage her skills, and create value through her ventures.

The evolving definition of success: Sindhu's perspective on success evolves throughout her journey, encompassing personal goals, making a positive impact, and continuously striving for growth and authenticity.

 

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Bio:

Sindhu Srivastava is the CEO of We Crush Events, a mid-market company that organizes world-class events. She is also the CEO of Meaningful Data, a strategic data and analytics services company that works with organizations that want to maximize ROIC and/or Free Cash Flow. We Crush Events' exponential growth will come from the data-driven business decisions Meaningful Data will provide.

She is also a Silicon Valley data executive with nearly two decades of analytics experience. She has led analytics teams at all of her startups, all of which went IPO, in addition to leading analytics teams at large tech companies. Sindhu also has an MBA from The Wharton School, an MS in Engineering from The Ohio State University, and a B.Tech from IIT Madras.

 

Interview Quotes:

13:14  - “I was a fighter. I just wasn’t there to give up.” - Sindhu Srivastava

20:21  - “I think, as a human rac

In today’s podcast, I chat with Matt Altman, Sportiqe’s Co-Founder and CEO, about thriving in both business and the "business of life." Matt recounts his transition from pro sports to entrepreneurship, highlighting the importance of emotional stability.

We dove into Matt's “profit in life” concept, measured using his formula: A+DEF times C squared. The discussion encompasses the significance of mindfulness, self-discovery, and meditation in nurturing inner peace.

Altman also reveals Sportiqe's core values, 'Evolve' and 'Teamwork', and shares insights on Conscious Capitalism, which fosters mutual benefits for all stakeholders, impacting lives and financial statements positively. We conclude with the transformative “journey within,” emphasizing self-awareness as a bedrock of success.

Stay tuned to learn why I’m now passionate about buffalos and think they make the ideal logo for Sportiqe!

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Top Takeaways From Today's Episode

 

Intersections of Personal and Business Growth: Personal growth and business success are intertwined and need to be treated that way. We are one person who wears lots of hats but we need to be happy and funnel our most scarce resource (time) into the areas that matter the most.

Importance of Inner Peace: Altman's journey emphasizes the crucial role of inner peace and emotional balance in both personal wellbeing and business success.

Conscious Capitalism and Business Values: Learn how Sportiqe integrates Conscious Capitalism principles and values like 'Evolve' and 'Teamwork' to create a culture of continuous learning and mutual dependence.

Personal Growth as a Reflection of Business Success: True success, according to Altman, lies not just in wealth accumulation but also in cultivating happiness and inner peace. The “profit of life”.

Interconnectedness of Inner and Outer Worlds: Altman lays out that our external experiences are a reflection of our inner thoughts and beliefs, underpinning the importance of personal transformation.

 

// Sign up for the Intentional Growth™ Starter Kit: the kit has intro videos on each of the 5 Intentional Growth™ Principles, the Intentional Growth™ Financial Scorecard along with videos reviewing a case study on how to project out the value of your company, and the entire Intentional Growth™ Podcast Library.

 

Bio:

Established in 2006, Sportiqe was co-founded by Matt Altman who saw a need for on-trend, premium apparel in the destination retail space. Headquartered in Tempe, Arizona, they are a global, Modern American Comfort Brand, that is committed to delivering elevated basics using premium fabrics, innovative on-trend designs and fashionable fits that not only look and feel good, but provide superior comfort no matter where you roam. Since its inception, Sportiqe has outfitted more than five million people around the globe partnering with some of the most recognizable brands in the world, such as the NBA, Trek, Nintendo, Warner Bros, Live Nation and Dave Matthews Band, providing comfort to all.

 

Interview Quotes:

11:25 - “Business owners and leaders have a disproportionate amount of ripple effect into things that they're doing because of the leverage of their team, their ecosystem, their stakeholders.&rdqu

Camille is the former president and CEO of Gongos, Inc., a company focused on empowering organizations through human insights. Today, Camille will be sharing her insights on 'Navigating the Complex World of Succession Planning with a Human-centric Approach.' We’re going to be diving into how Camille managed to transition her leadership into the CEO role - while buying the company - after the sudden demise of the company’s co-founder, John Gongos, and how she ensured the company not only survived but thrived in the ever-changing business landscape.

 

Further, Camille Nicita and host Ryan Tansom dissect the complexities and challenges of succession planning in professional services companies, drawing contrasts with product-based firms. She details the meticulous process of entertaining acquisition offers, ensuring alignment of values, and the ultimate decision of selling to Insights Consulting. Camille’s insights into regular company valuations, and her focus on relationships and the human aspect during negotiations, are valuable takeaways for entrepreneurs and business leaders. If you’re looking to gain a deeper understanding of leadership, business transformation, and the nuanced art of succession planning with a human touch, this is an episode you don’t want to miss.

 

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What You Will Learn

Human-Centric Approach: Gongos, Inc., under Camille Nicita's lead, adopted a human-centric business model that promoted organizational changes, product innovations, and effective communication strategies based on deep customer understanding.

Resilient Leadership: After co-founder John Ganges' sudden demise, Nicita's purpose-driven leadership, focusing on passion for the business, team, and clients, played a critical role in stabilizing the company during a pivotal transition.

Embracing Diversification: Nicita initiated several transformations within Gongos, such as expanding into data analytics and strategic consulting, to create a diverse service portfolio while emphasizing employee upskilling and talent recruitment.

Complexities of Succession Planning: Nicita highlighted the importance of distinguishing between ownership and positional leadership in succession planning, aligning the leadership team's interests with company growth via tools like a phantom stock plan.

Navigating Acquisition with Intention: The COVID-19 pandemic prompted Nicita to strategically plan Gongos' sale, where she prioritized values and vision alignment when selecting the right buyer, leading to Insights Consulting's successful acquisition.

// Sign up for the Intentional Growth™ Starter Kit: the kit has intro videos on each of the 5 Intentional Growth™ Principles, the Intentional Growth™ Financial Scorecard along with videos reviewing a case study on how to project out the value of your company, and the entire Intentional Growth™ Podcast Library.

 

Interview Quotes:

08:12  - “Human understanding translated into really meaningful, positive impact for the businesses we work for.” - Camille Nicita

10:43  - “Do right by your people and you’ll feel good as a human too.&rdquo

Today, we have a super fun episode! I met our guest, Jason Weimer, over 5 years ago and had the privilege of getting to know him and his big idea. Jason was in the early stages of founding a PE Firm that was people-centric and that also provided the double-digit returns typical of private equity.

 

The challenge? Jason came from a working-class family that didn’t have a pile of capital for him to “play around with.” Therefore, Jason had to spend tons of time educating himself about investments, risk, and different asset classes. Jason shares how he started Gratus Capital and managed to convince his parents to invest a modest amount of capital with him. Jason treated them as typical investors from day one. 

 

Jason walked us through his whole journey, offering us a masterclass on risk, return, and how to generate double-digit returns through buying, growing, and selling private companies.

 

You will hear how Jason switched gears from real estate and venture capital, finding his true calling in private equity. He believed in it and proved it could deliver returns that would make even Warren Buffet nod in approval. Jason's story of buying Espresso Partners and navigating a sea of challenges to scale it from 15 employees to 55, and then selling it for a whopping eight figures is worth the listen.

And here's why this episode is close to my heart - I've known Jason for years, and I've seen him prove that thinking and treating your company as a financial asset from day one can make a world of difference. His insights on decision-making in the business context are pure gold for anyone trying to create long-term value. I hope you enjoy this episode!

 

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What You Will Learn

How to think about risk vs. return as it relates to private equity, real estate, and venture capital. 

How managing your business as a financial asset impacts operational decision making.

The significance of a people-centric leadership style and focusing on service.

How to weather unforeseen challenges, like loosing your largest customer, while keeping the business afloat.

Insights into executing an effective exit strategy that not only rewards you but also takes care of your employees.

 

// Sign up for the Intentional Growth™ Starter Kit: the kit has intro videos on each of the 5 Intentional Growth™ Principles, the Intentional Growth™ Financial Scorecard along with videos reviewing a case study on how to project out the value of your company, and the entire Intentional Growth™ Podcast Library.

 

Bio:

Jason is the founder and managing partner of Gratūs Funds.

Jason’s early inspiration to pursue a career in investments came from his grandparents. Having been through the Great Depression they knew and communicated the value of a dollar. While ne

THREE SEGMENTS IN TODAY'S QUARTERLY ECONOMIC AND M&A UPDATE:

 

1. UNDERSTANDING & NAVIGATING ECONOMIC CYCLES WITH BRIAN BEAULIEU:

 

We need to understand and navigate the ebbs and flows of economic cycles. From dissecting sector-specific challenges in banking and real estate, to understanding the economic cycle and its impacts, to providing actionable strategies for economic highs and lows, the discussion emphasizes the importance of a forward-looking approach, early forecasting, and strategic planning in ensuring business success in fluctuating economic conditions.

 

2. NAVIGATING SHIFTING M&A CURRENTS WITH JEFF BUETTNER:

 

The world of M&A is being reshaped by shifting interest rates, cautious lending, and economic conditions. Despite a tightening landscape, founder-led businesses have a unique opportunity to capitalize on this shift, if they're equipped with the right knowledge and strategic flexibility.

 

3. UNPACKING THE NEW LANDSCAPE OF SBA LENDING WITH JOHN THWING:

 

The changes in SBA lending practices are creating a new world of possibilities for business owners. From allowing partial buy-ins to slashing the standby period for seller financing, these transformations offer innovative financing, growth, and exit strategies.

 

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View Section:

ButcherJoseph, Jeff Buettner // 08:18

ITR Economics, Brian Beaulieu // 40:57

Live Oak Bank, John Thwig // 1:08:31

 

// Sign up for the Intentional Growth™ Starter Kit: the kit has intro videos on each of the 5 Intentional Growth™ Principles, the Intentional Growth™ Financial Scorecard along with videos reviewing a case study on how to project out the value of your company, and the entire Intentional Growth™ Podcast Library.

 

Interview Quotes:

09:58  - “In the last three months or so, it has been a bit of a slower pace of progression. Obviously there is continuing interest in what the FEDs will do going forward. At this point it has given the universe of buyers an opportunity to recalibrate and rethink of the way they are approaching value.” - Jeff Buettner

13:40 - “You’re going to be talking about prices for the particular asset coming down.” - Jeff Buettner

22:00 - “Not only have a competitive type of scenario with private equity and strategics if you're selling to an ESOP, but it actually might be the more lucrative route to pursue.” - Jeff Buettner

41:59  - “We had three banks fail now and all three of them had something in common, and that is they were very focused in terms of who they lent money to.” - Brian Beaulieu

49:14  - “Office space amounts to about 14% of total private commercial, so it’s not like it’s the lion’s share of it. So I recite those numbers to myself at night when I start to hyperventilate.” - Brian Beaulieu

1:06:19 - “We thought that maybe, because the country went into so much more debt, we thought that would change the timeline, but no it doesn’t. As long as you win the ugly dog contest, you can get away with it.” - Brian Beaulieu

1:15:15  - “Now some of the c

"What would you do if your revenue dropped 75%? Would you give up or pivot and double down?

Today, we have an awesome conversation with Mike Spack, the founder of SPAC Solutions, a company renowned for its technologies aimed at reducing traffic congestion and fatalities. Despite growing SPAC Solutions into a multimillion-dollar global business, a 75% pandemic-induced revenue drop forced him to make challenging cuts, focusing on the company's most scalable aspects.

In this episode, Mike and I discuss how his strategic and thoughtful decision-making process was crucial for his company's survival, a seven-figure EBITDA, and eventual exit. His approach towards planning involved signing up with the Intentional Growth Academy™ and participating in 1-on-1 coaching calls. During these sessions, Mike really dug into his growth strategies and exit options before choosing a path forward.

Mike ultimately sold his business to an acquisition entrepreneur just a few months ago. He shares with us his play-by-play thought process, and why he made the choices he did along his anything-but-straight-line path to his exit.

Spack's story underlines the power of intentional growth and deliberate decision-making in the face of uncertainty. His story is incredibly valuable for anyone navigating unpredictable business landscapes and wondering what questions they should be asking to eventually achieve their goals and make owning and running the business 'worth it'."

 

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What You Will Learn

How Mike started his business off of a 20,000+ follower blog he created - “Mike on Traffic” - while working full time.

How Mike pivoted after a 75% revenue drop during the pandemic.

How Mike focused on the most scalable part of his business to recover and grow.

How Mike was able to create a 7-figure EBITDA business with a few team members and 10 hours a week.

How intentional decision making produced exponential growth for Mike’s business.

How taking the Intentional Growth™ Academy helped Mike become more focused on where he wanted to take his company after the pandemic.

Why Mike believes it’s so important to align your vision, financial targets and potential exit routes when planning for the future of the business.

Mike’s decision making process when considering selling his business even though it was doing really well.

Why Mike felt a little bit of urgency to sell his business.

Why Mike sold his company to an acquisition Entrepreneur.

 

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In this episode, I dive into the weeds of M&A integration with Kison Patel, an experienced M&A advisor and CEO of M&A Science. Kison shares his extensive knowledge from a decade of experience in the M&A space, having been involved in over 40 deals worth more than $1.5 billion. In 2012, he started Deal Room, a project management software that aims to modernize the M&A process through technology.

Kison highlights the Agile methodology used in M&A, which focuses on rapid execution and iteration to achieve a clear goal. Kison further elaborates on the often-underestimated challenge of integrating a company post-acquisition, not just from a financial perspective, but also considering the people and operations involved.

A common theme you will notice is the necessity of having a clear vision of the end result of the combined operations early in the due diligence and transaction process. Such a proactive approach can ensure that expectations align with reality, resulting in financial returns that make the deal worthwhile.

The importance of this approach is underscored by the statistic that about 80% of acquisitions don't yield returns above their cost of capital or borrowing costs, primarily due to integration challenges. I am super excited because this episode brings to light the potential for more successful outcomes and happier buyers and sellers.

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What You Will Learn

Gain a comprehensive understanding of M&A integration, its importance, and the steps involved in the process.

Learn from Kison Patel's decade-long experience in the M&A space, where he has successfully managed over 40 deals amounting to more than $1.5 billion.

Discover the role of Deal Room, a project management software founded by Patel in 2012, which aims to modernize the M&A process with the help of technology.

Understand the Agile methodology's pivotal role in M&A processes, focusing on rapid execution, iterative development, and the pursuit of clear objectives.

Grasp the complexities involved in M&A integration, which goes beyond just financial investment to involve people and operational management.

Appreciate the need for a clear vision of the combined operations' end state early in the due diligence and transaction process.

Learn how a proactive approach to M&A integration can result in a higher alignment between expectations and reality, leading to financial returns that make the deal worthwhile.

Realize the significant challenges in M&A integration, evidenced by the fact that about 80% of acquisitions don't yield returns above their cost of capital or borrowing costs.

Become familiar with Kison Patel's mission to make the M&A process more efficient and improve overall outcomes.

Understand that a streamlined and effective M&A process could lead to more successful outcomes and happier buyers and sellers.

 

// Sign up for the Intentional Growth™ Starter Kit: the kit has intro videos on each of the 5 Intentional Growth™ Principles, the Intentional Growth™ Financial Scorecard along with videos reviewing a case study on how to project out the value of your company, and the entire Intentional Growth™ Podcast Library.

 

Bio:

With a decade of experience as an M&A advisor, Kison devotes his time to building solutions for more innovative, efficient, and people-driven M&A. Through developing technology,