Service Academy Business Mastermind

"Use your network. Consider it as you're doing interviews with people just to learn more. Those are the industry experts. The longer they've been doing it, the better. They have that institutional knowledge outside of the military that they can share. A lot of times, people are really excited to share…people will be excited to share their knowledge on something they've been working really hard to build up."- Jeremy Smith (USNA '06)

Jeremy Smith is the Vice President of Roadmap Advisors, a mergers and acquisitions advisory firm that helps companies, investors and entrepreneurs grow through highly-targeted, thesis-driven acquisition searches. Jeremy started his career as an officer in the Navy where he deployed to the Baltic Sea, the Horn of Africa, and Iraq. Now, Jeremy is an accomplished financial professional with extensive experience in domestic and cross-border transactions spanning numerous sectors. He has advised and analyzed companies ranging from early-stage startups to multibillion-dollar public companies. Prior to joining Roadmap, Jeremy led a small M&A team, and worked for Citigroup and U.Group, a private equity, venture capital initiative led by the Department of Defense.

In this episode, we discuss:

• What Roadmap Advisors does and what Jeremy's role involves
• How to maximize the value of your company prior to selling it
• Where to source a business to buy and why an investment thesis is so important
• Why research and networking are essential to every successful business acquisition
• The benefits of entrepreneurship through acquisition

Jeremy also shares how to prepare your business for acquisition from an operational standpoint and we discuss why military Veterans in particular possess the unique skills required to acquire and scale a company successfully. We really value Jeremy's well-rounded approach to mergers and acquisitions and we're excited to share his perceptive insights with you!

Connect with Jeremy:

• LinkedIn
• Email
• Roadmap Advisors

If you found this episode valuable, please share it with a friend or colleague. If you are a Service Academy graduate and want to take your business to the next level, you can join our supportive community and get started today.

Subscribe and help out the show:

• Subscribe on Apple Podcasts
• Also available on Google Podcasts, Spotify & Stitcher
• Leave us a 5-star review!

Special thanks to Jeremy for joining me this week. Until next time!

-Scott Mackes, USNA '01

"The mentality in entrepreneurial real estate of 'Well, that's someone else's job, that's someone else's problem.' That doesn't exist in my world. If there is an issue or concern… I need to be involved in every step. That way, I can fill the gaps and tie it all together. That type of mental ownership comes from being a Military Officer." -Curtis Cullen, USMA '09

Curtis Cullen is the Co-Founder and Managing Principal at Convolo Capital, a real estate investment firm that is focused on providing investors with opportunities to invest in Multi-Family value add real estate providing cash flow, tax benefits, and upside appreciation potential. Curtis served in the Army as both an Infantry Officer and Aviation Officer. Upon exiting the Army in 2018, he worked for a real estate data company. After talking with others in his network, he decided to enter into the apartment investing space and started Convolo Capital. Curtis received his MBA in Real Estate and Finance from the UCLA Anderson School of Management.

In this episode, we discuss:

• Why Curtis was drawn to real estate and his path to entering into apartment investing
• How Curtis approached building out his team at Convolo Capital
• The factors the Convolo team considered when selecting their geographic market
• Curtis's short-term and long-term goals for the business
• The challenge of raising capital in the current macroeconomic environment
• The lessons Curtis learned during his time in the Army that he uses today

Curtis explains how, in the real estate business, there is a natural tension between growing the company and conservative underwriting. As he creates a plan to reach his short-term and long-term goals, he needs to ensure that Convolo will grow at a pace that will not disappoint his investors. Curtis also shares how the most important thing to consider when entering into the real estate business is finding the right partners who will create a well-rounded team. We enjoyed hearing about Curtis's journey into real estate and how he has found success with his team at Convolo Capital. Congratulations on all you have achieved so far, Curtis!

Connect with Curtis:

• LinkedIn
• Convolo Capital
• [email protected]

If you found this episode valuable, please share it with a friend or colleague. If you are a Service Academy graduate and want to take your business to the next level, you can join our supportive community and get started today.

Subscribe and help out the show:

• Subscribe on Apple Podcasts
• Also available on Google Podcasts, Spotify & Stitcher
• Leave us a 5-star review!

Special thanks to Curtis for joining me this week. Until next time!

-Scott Mackes, USNA '01

"I wanted more return on my investment and hard work, and I wanted more consistency on those returns. I also wanted to be in more control of my future and lifestyle which is why I entered into this entrepreneurial endeavor. The cannabis industry offers all of this and more." -Thomas Scuccimarra, USNA '82

Thomas Scuccimarra is a graduate of the United States Naval Academy and served 14 years of active duty and 12 years in the reserves in naval cryptology and intelligence. After his military career, he received his MBA in Finance from Pepperdine University's School of Business and worked in the financial services industry for 25 years. Now, he is pursuing an exciting opportunity in the cannabis industry as he works towards opening his first cannabis dispensary franchise.

In this episode, we discuss:

• Thomas's motivation for entering the cannabis industry
• The process of opening a cannabis dispensary franchise
• The vision Thomas has for this opportunity and where he stands now
• What lessons Thomas learned in the military that he still carries with him today

Thomas explains that opening a franchise requires you to think through every part of a business—including funding, training, marketing, store layout, and more. He also shares the challenges that are unique to the cannabis industry, like working with local municipalities to get buy-in, obtaining the required licensing, and considering security efforts for an all-cash business. Thank you Thomas for giving us a glimpse into what it is like to open up a franchise in the fast-growing cannabis industry.

Connect with Thomas:

• LinkedIn

If you found this episode valuable, please share it with a friend or colleague. If you are a Service Academy graduate and want to take your business to the next level, you can join our supportive community and get started today.

Subscribe and help out the show:

• Subscribe on Apple Podcasts
• Also available on Google Podcasts, Spotify & Stitcher
• Leave us a 5-star review!

Special thanks to Thomas for joining me this week. Until next time!

-Scott Mackes, USNA '01

"The Maguey Exchange is an exchange—an exchange of ideas, an exchange of communication, an exchange of product. Being at the center point of this relationship between producers and buyers, we are able to provide data insights that enable both sides to optimize and simply make better decisions." -Rob Weir, USMA '11

Rob Weir is the Founder and CEO of Maguey Exchange, a supply chain technology platform reshaping the face of production and consumption in the agave spirit industry. Maguey Exchange empowers producers with cutting-edge technology, connects buyers to the tradition and culture of agave spirits, and actively contributes to the environmental production of the agave regions of Mexico. The platform reduces supply chain complexity and integrates with the systems producers already have in place. Rob was inspired to start the Maguey Exchange after a backpacking trip in Mexico. Leaning on his previous experience as an Infantry Officer deployed to Afghanistan and as a management consultant, the Maguey Exchange was born and continues to grow.

In this episode, we discuss:

• Rob's military and professional background and how that led him to create The Maguey Exchange
• The steps Rob has taken to learn about the agave spirits industry and address the problems that exist in the supply chain
• What Rob has learned from the pilot version of the platform they tested with producers in Mexico
• How Rob builds relationships in the industry on the buyer side of the platform
• The challenges Rob is currently facing and his goals for The Maguey Exchange

Rob explains his approach to connecting with the producers in Mexico and educating them about how they can benefit from the technology that The Maguey Exchange offers. He also shares his big vision for the platform: to allow every spirits producer, no matter how remote, to have a place in the global marketplace through the digital economy. We learned a lot from Rob about the agave spirits industry and how his platform is making a big impact for both producers and buyers. Thank you, Rob!

Connect with Rob:

• Rob's LinkedIn
• The Maguey Exchange Website
• The Maguey Exchange Socials: Instagram, LinkedIn, Facebook

If you found this episode valuable, please share it with a friend or colleague. If you are a Service Academy graduate and want to take your business to the next level, you can join our supportive community and get started today.

Subscribe and help out the show:

• Subscribe on Apple Podcasts
• Also available on Google Podcasts, Spotify & Stitcher
• Leave us a 5-star review!

Special thanks to Rob for joining me this week. Until next time!

-Scott Mackes, USNA '01

"It starts foundationally with planning and understanding how your money is coming in… and then building a long-term plan on how to more efficiently conduct your taxes for this year and moving forward. It really depends on the individual." -Paul Munch, USNA '10

Paul Munch runs his own office through Trust Point Capital Partners, a family office consultancy and investment fund that specializes in tax mitigation strategy. TPC was founded to bring the model of a family office that is typically only accessible to the ultra-high-net-worth to high-net-worth individuals. Through TPC, Paul provides all of the services of a typical family office without the high operating costs. TPC creates its own products to aid in tax mitigation and offers both an active income product and a passive income product. Paul is a 2010 graduate of the United States Naval Academy and received his MBA in Finance and Data Analytics from NYU Stern School of Business.

In this episode, we discuss:

• How Trust Point Capital Partners was created and how Paul became a part of the TPC team
• What a traditional family office is and how TPC makes that structure accessible to a greater range of clients
• The different strategies Paul uses with his clients and what he has learned since he started working in tax mitigation and deferral
• How TPC's bonus depreciation offering works and why it is a good fit for active income clients
• Paul's short-term and long-term goals

Paul shares how he envisioned a different professional path for himself, but after spending time reflecting and learning from others in his network, he found himself in a career he loves that works for him and his family. He explains how he enjoys learning about different tax codes so he can better help his clients understand how they can be more efficient with their money. Thank you, Paul, for giving us insight into your business and how you help others through creative tax mitigation strategies and product offerings.

Connect with Paul:

• LinkedIn
• Trust Point Capital Partners

If you found this episode valuable, please share it with a friend or colleague. If you are a Service Academy graduate and want to take your business to the next level, you can join our supportive community and get started today.

Subscribe and help out the show:

• Subscribe on Apple Podcasts
• Also available on Google Podcasts, Spotify & Stitcher
• Leave us a 5-star review!

Special thanks to Paul for joining me this week. Until next time!

-Scott Mackes, USNA '01

"The more I worked with different organizations, the more I just saw this need for strategic support. Being able to embed with the leadership team and walk them through that journey…I love it. I was born a planner…so it's a really good opportunity to wrap that into the work that I do." - Susan Maly (USAFA '03)

Susan Maly (USAFA '03) is the Founder and CEO of Maly Strategies where she helps small to medium-sized businesses scale and grow as a fractional Chief Strategy Officer. As a seasoned leader serving clients across industries, Susan loves helping people and her passion is transforming ideas into impact. After serving in the U.S. Air Force as an F-16 maintenance officer and speechwriter, Susan spent over a decade at a large Fortune 500 management consulting firm with leadership roles across government and commercial businesses, as well as corporate headquarters.

In this episode, we discuss:

• What a fractional Chief Strategy Officer does and how Susan became one
• Why time, focus, and follow-through are the biggest strategic challenges for all businesses
• How to determine the best strategy for your business
• Why good communication is the foundation of an effective business strategy
• How Susan's experience as an Air Force speechwriter helps her succeed today

Susan also shares who her ideal clients are, how strategy differentiates itself from operations, marketing sales, and finance, and why she enjoys aligning people within businesses around a common vision. We enjoyed hearing the story of how Susan went from being an F-16 maintenance officer to becoming a speechwriter in the U.S. Air Force and learning about what every good speech should contain. It was awesome talking with Susan and we hope her practical tips help you as you consider your business strategy.

Connect with Susan:

• LinkedIn
• Maly Strategies
• Strategy with Susan Newsletter

If you found this episode valuable, please share it with a friend or colleague. If you are a Service Academy graduate and want to take your business to the next level, you can join our supportive community and get started today.

Subscribe and help out the show:

• Subscribe on Apple Podcasts
• Also available on Google Podcasts, Spotify & Stitcher
• Leave us a 5-star review!

Special thanks to Susan for joining me this week. Until next time!

-Scott Mackes, USNA '01

"We help people act on their dream of starting a nonprofit. With our experience, we guide that dream to reality. For those who have already started a nonprofit, we've had success helping people become more compliant, which leads to better fundraising, which leads to growth." - Vince Lindenmeyer (USMA '91)

Dr. Vince Lindenmeyer (USMA '91) is a retired Army Colonel and currently a Principal of Beacon 4sight Group a registered trade name of CFOUR Foundation LLC, which creates economic growth for equality and justice. Vince served in the Army for 26 years with overseas tours to Korea, Egypt, Qatar, and Iraq earning the Bronze Star Medal. As an educator, Vince has taught face-to-face and distance learning over the past 20 years. He earned a BS in Systems Engineering from West Point, master's degrees in Logistics Management, Education, and Strategic Studies, and a PhD in Education. Vince actively supports women, veterans, minorities, persons with disabilities, and the formerly incarcerated in starting businesses and nonprofits to close the economic income gap.

In this episode, we discuss:

• How Vince transitioned from military strategist to nonprofit advisor
• Who Vince's ideal clients are and how he supports them through the nonprofit journey
• Why sustainability, governance, and compliance matter to the success of every nonprofit
• How to optimize fundraising for a nonprofit
• Why every business can have a social impact mission

Vince also shares the story of how he met his business partner through the SABM network and reflects on his five-year anniversary as a nonprofit advisor. We enjoyed hearing how Vince is developing his business this year and learning about the positive social impact that military veteran-owned businesses Vince works with are creating. We wish Vince continued success and hope this episode inspires you to consider the social impact of your business.Connect with Vince:

• LinkedIn
• Beacon 4sight Group

If you found this episode valuable, please share it with a friend or colleague. If you are a Service Academy graduate and want to take your business to the next level, you can join our supportive community and get started today.

Subscribe and help out the show:

• Subscribe on Apple Podcasts
• Also available on Google Podcasts, Spotify & Stitcher
• Leave us a 5-star review!

Special thanks to Vince for joining me this week. Until next time!

-Scott Mackes, USNA '01

"EveryDoor is our B2B brand where we are coming alongside those large delivery providers and retailers so we can help them…grow their revenue and serve these customers in hard-to-reach markets. EveryDoor is an extension of our company where we take what we do best and we put it in the hands of delivery providers and retailers to make them successful." -Todd Waldemar, USNA '89

Todd Waldemar is the founder of ChowCall, a 3rd party food delivery business that delivers to military bases and other hard-to-reach markets. He is now scaling his business with the launch of EveryDoor, a B2B brand that partners with large delivery providers and retailers to help serve hard-to-reach customers. After graduating from the United States Naval Academy and serving as a Marine Corps Officer, Todd opened up a restaurant and delivered almost one million orders to military bases over the span of 15 years. This experience led to the creation of ChowCall and EveryDoor. Todd holds an MBA from the University of California, Berkeley.

In this episode, we discuss:

• Todd's journey from the Naval Academy, to serving in Iraq, to becoming an entrepreneur
• The inspiration for ChowCall and how the company has grown since 2019
• How EveryDoor will help Todd to scale his business and meet the needs of people in hard-to-reach markets
• The challenges Todd is facing and his goals for EveryDoor

Todd is launching an EveryDoor pilot program on select military bases. From there, he has a much larger vision of how he can provide value to hard-to-reach markets. Thank you, Todd, for your commitment to helping the military community and for providing a service that meets the needs of service members and their families.

Connect with Todd:

• LinkedIn
• ChowCall
• Listen to his SABM podcast from 3 years ago here

If you found this episode valuable, please share it with a friend or colleague. If you are a Service Academy graduate and want to take your business to the next level, you can join our supportive community and get started today.

Subscribe and help out the show:

• Subscribe on Apple Podcasts
• Also available on Google Podcasts, Spotify & Stitcher
• Leave us a 5-star review!

Special thanks to Todd for joining me this week. Until next time!

-Scott Mackes, USNA '01

"We are automating one of the more complex problems out there called prior authorization which, up until now, has not really been touched that much by technology… We're in a good spot at a good time and having a measurable impact on providers that just want to get care to patients." -Ron Wince, USNA '88

Ron Wince is the founder and CEO of Myndshft, a prior authorization software company that reduces manual work, eliminates duplication of effort, and shortens preauthorization cycle times so healthcare providers and payers can focus on their patients. A United States Naval Academy graduate and an experienced strategic consultant, Ron's leadership and industry expertise are helping to fuel the growth of his third startup.

In this episode, we discuss:

• How prior authorization works in healthcare and where Myndshft comes into play
• What it was like bringing the software to market and the initial feedback from customers
• The key drivers that have led to Myndshft's growth
• The importance of being hyper-focused on the customer experience
• Learnings from Ron's time in the military that he still carries with him

Build a team of smart individuals, create an insanely good product, and lean into the customer experience: these three elements are what Ron believes has driven Myndshft's growth. He also explains the importance of finding people that fit into your company culture and the challenges he is facing as his business starts to grow very quickly. Healthcare is something that every person has to deal with. Thank you to Ron for creating a product that makes the process better and more efficient.

Connect with Ron:

• LinkedIn
• MyndShft

If you found this episode valuable, please share it with a friend or colleague. If you are a Service Academy graduate and want to take your business to the next level, you can join our supportive community and get started today.

Subscribe and help out the show:

• Subscribe on Apple Podcasts
• Also available on Google Podcasts, Spotify & Stitcher
• Leave us a 5-star review!

Special thanks to Ron for joining me this week. Until next time!

-Scott Mackes, USNA '01

"It creates a stickiness and a partnership between our clients and their customers. That's really what complete offers are there to do: make it easy to sell, make it easy to adopt, and create stickiness with the two businesses that ends up being a longstanding partnership for both companies… that's the value of a complete offer. It creates the stickiness that you actually need." -Shaun McAndrew, USNA '93

Shaun McAndrew is the Vice President of Business Development at The Service Design Group, a consultancy specializing in a service design approach to help product groups and service teams build complete offers and harden service packages. She also leads the Women's Circle at 10X Vets. Before working in business development, Shaun graduated from the United States Naval Academy and had a successful military career that spanned 27 years. She served in numerous leadership capacities during her Navy tenure, including commanding a helicopter squadron, HSM-41, and serving as Commanding Officer of a Navy ROTC unit where she developed leadership skills in thousands of future officers.

In this episode, we discuss:

• Shaun's journey from a Navy helicopter pilot to Vice President of Business Development after a 27-year military career
• Tips on how to apply the skills gained in the military and how to market yourself when applying for jobs
• The unique B2B services Shaun and her team at The Service Design Group provide
• How The Service Design Group helps its clients build a complete offer to show their customers how they can achieve their desired outcome
• The Service Design Group's goals for 2023

Shaun explains in detail how she equates the skills, lingo, and structure of the Navy to the business world. She also shares how The Service Design Group takes a holistic approach to analyzing the B2B business model. We learned a lot from Shaun about how to approach transitioning out of the military AND the impact a complete offer can have on a business. Thank you, Shaun!

Connect with Shaun:

• LinkedIn
• The Service Design Group

If you found this episode valuable, please share it with a friend or colleague. If you are a Service Academy graduate and want to take your business to the next level, you can join our supportive community and get started today.

Subscribe and help out the show:

• Subscribe on Apple Podcasts
• Also available on Google Podcasts, Spotify & Stitcher
• Leave us a 5-star review!

Special thanks to Shaun for joining me this week. Until next time!

-Scott Mackes, USNA '01