The Corporate Couch: Work Stories I Only Tell My Friends

What if everything you’ve been taught about selling…is backward?

My guest, Mo Bunnell (see his bio below), believes the best way to win business isn’t by pushing harder, closing faster, or perfecting your pitch.

It’s by giving first.

Mo is the founder of Bunnell Idea Group and the author of Give to Grow, a system used by some of the world’s most respected professional services firms to build deeper relationships and drive sustainable growth. But his journey didn’t start there.

He began as an actuary, mastering complex models and passing one of the toughest professional tracks out there…before being told he was “an actuary with a personality” and pushed into leading major client relationships. That shift forced him to rethink everything about how business actually gets won.

In this conversation, we break down the mindset and method behind his approach:

• The critical difference between doing the work vs. winning the work

Mo also shares the story of a high-stakes meeting where he walked in with nothing but ideas to help…and walked out with a major client relationship that lasted for years.

This isn’t about sales tactics.

It’s about building relationships that fuel your entire career.

If you’ve ever struggled with business development, felt uncomfortable “selling,” or wondered how to grow your network more authentically, this episode delivers a practical and refreshing perspective.

About Mo: Mo Bunnell helps complex organizations grow by scaling business development skills across their organizations and creating a growth-oriented culture. He’s the author of Give to Grow, The Snowball System, the host of the podcast Real Relationships Real Revenue, and the founder of Bunnell Idea Group (BIG), who has trained tens of thousands of professionals. BIG’s clients have used Mo and his team’s GrowBIG® training to give their experts a system for growth that creates deep relationships, gives a comprehensive business development framework, and dare we say, is fun to use. Mo started out his career as an expert himself, passing all the actuarial exams to earn their highest designation: Fellow of the Society of Actuaries. Today, Mo enjoys working with hundreds of clients, including some of the largest, most prestigious service-based organizations. Mo and his wife of over 30 years, Becky, enjoy spending time with their friends and two adult daughters. Outside of work, he enjoys working out, backpacking, and playing ultimate frisbee at the national and world levels. Becky and Mo live in Atlanta, Georgia, with their four horses, two cats, a dog, a bird, and a miniature donkey, Louie Hamilton.

What if the way you’ve been leading…is exactly what’s holding your team back?

My guest, Robin Ferguson (see her bio below), has spent more than two decades helping high-achieving leaders make a powerful shift, from pressure-filled management to a more intentional, empowering coaching style.

As a Master Certified Coach (the highest credential in the field), Robin doesn’t deal in surface-level advice. She helps leaders cut through the noise, challenge the stories they’ve been telling themselves, and lead with clarity, confidence, and real impact.

This conversation goes beyond leadership theory and into the moments that actually define how we show up.

We talk about:

• Why many high performers struggle when they step into leadership

Robin brings a rare blend of strategic insight, real-world leadership experience, and coaching precision that makes you stop and think… and then rethink how you lead.

This is a conversation about letting go of old habits, stepping into your authority, and creating the kind of impact that lasts.

If you’ve ever felt the pressure to have it all figured out, this episode might change how you think about leadership entirely.

About Robin: ​​Robin Ferguson is a Master Certified Coach, speaker, and author who helps high-achieving leaders cut through the noise and unlock real impact. With over 20 years of experience across executive leadership, healthcare, and consulting, she’s known for helping leaders move from pressure-filled management to a more intentional, empowering coaching style.

Robin holds the prestigious Master Certified Coach (MCC) credential from the International Coaching Federation, the highest global standard in coaching. Her work blends strategic leadership, clinical precision, and organizational insight to help leaders break free from limiting narratives and lead with clarity and confidence.

She’s also the author of The Phoenix Effect, a powerful framework for personal transformation that challenges leaders to rise, reclaim their authority, and create lasting change.

What do the McDonald’s Happy Meal, Blockbuster Video, and some of the most recognizable brands in America have in common?

Steve Bernstein (bio below).

In this episode, Steve shares a career that started with a childhood idea that turned into one of the most iconic promotions in history and evolved into leading Bernstein-Rein Advertising, helping build powerhouse brands like Walmart, McDonald’s, Hostess, and Blockbuster.

But this isn’t just an advertising story.

Steve has lived on both sides of the table, from agency leader to operator, scaling a 100+ unit Blockbuster franchise and co-founding Beauty Brands. That perspective shapes how he thinks about what actually drives business success.

We talk about:

• Why great marketing isn’t about awards, it’s about results

Along the way, Steve shares candid stories, practical wisdom, and a reminder that the best ideas often come from unexpected places… sometimes even from a kid at the breakfast table.

This is a conversation about creativity, accountability, and building brands that actually matter.

About Steve: Steve Bernstein didn’t just grow up around advertising; he helped spark one of the most iconic promotions ever: the McDonald’s Happy Meal. Not a bad start. Today, he’s the CEO of Bernstein-Rein Advertising, where he’s spent decades helping build powerhouse brands like Walmart, McDonald’s, Hostess, and Blockbuster. Along the way, he’s developed a reputation for blending creativity with accountability because great ideas are nice, but results pay the bills. Steve’s also walked the operator’s path, scaling a 100+ unit Blockbuster franchise and co-founding Beauty Brands, giving him real-world insight into what it takes to grow a business beyond the boardroom. He later co-created CrowdPharm, a global marketing platform powered by 10,000+ creatives.​ A Kansas City guy through and through, Steve is deeply involved in the community, a die-hard Royals and Chiefs fan, and perhaps most impressively, an avid collector of bobbleheads.

In this March edition of It’s 5 O’Clock Somewhere, Marc Shaffer and I are back with another happy hour-style conversation where business, life, and Kansas City culture all collide.

We kick things off with Marc rescheduling our recording…for a TV appearance. I’ve officially been bumped. But it leads to a bigger conversation about visibility, promoting causes that matter, and the growing momentum behind Run for the Roses supporting the not-for-profit Growing Futures.

Along the way, we cover:

-A job candidate who flew himself to Kansas City for a chance meeting and got hired

We wrap with what really matters: family, fresh air, and T-ball season.

Grab a drink. It’s five o’clock somewhere.

This episode is brought to you by Searcy Financial. Your financial future begins with a simple question: Where do you want to be? At Searcy Financial, we help successful individuals and families through our mission to simplify your financial journey, empowering you to enjoy life and wealth on your terms. The question sparks a conversation that goes beyond numbers, helping us understand what truly matters to you and the kind of financial plan that aligns with your life goals. It also allows us to identify potential challenges and opportunities so we can proactively address them. The outcome is a plan that empowers you to acquire, grow, and preserve your wealth.

Searcy Financial is gearing up to celebrate 50 years of service. Don’t miss out on any of the excitement! To sign up for information on Marc’s book, “One for All,” including where to buy and exclusive website content, or to sign up for the Searcy Financial Wealth Matters email newsletter, use the links below:

- Marc's Book "One for All": Keep Me Updated!

- "Wealth Matters" newsletter: Sign Me Up!

The opinions expressed herein are those of certain Searcy Financial Services, Inc. personnel and are subject to change without notice. The opinions referenced are as of the date of publication and are subject to revision due to changes in the market or economic conditions and may not necessarily come to pass. Any opinions, promotion, endorsement, projections, or forward-looking statements expressed herein are solely those of the author, may differ from the views or opinions expressed by other areas of the firm, and are only for general informational purposes as of the date indicated. Searcy Financial Services, Inc. was not compensated, nor are there material conflicts of interest that would affect the given statement.

What does it look like to build a global supply chain…before there was a playbook?

That’s exactly what Dan Krouse (see his bio below) did.

In this episode, Dan shares his journey from small-town Indiana to becoming a corporate officer at Hallmark, leading global procurement, logistics, and supply chain operations across a multi-billion-dollar enterprise.

Early in his career, a single conversation led to a 12-year international assignment in Hong Kong, where Dan helped build supplier networks from scratch, including finding partners in Sri Lanka with nothing but a briefcase and a question.

We talk about:

• Leading in the “Wild West” of global sourcing

Dan also shares his transition after 35+ years at Hallmark and how he reinvented himself as an advisor helping companies navigate supply chain strategy, tariffs, and operational change.

This is a conversation about leadership, reinvention, and thriving in uncertainty.

About Dan: Dan Krouse is the founder of Supply Chain Analytics (SCA) and a seasoned executive leader with deep expertise in supply chain, operations, and strategic transformation. Since launching his firm in 2017, Dan has helped small and mid-sized companies improve performance through tariffs, cost management, analytics, and end-to-end supply chain optimization.

Prior to SCA, Dan spent decades at Hallmark Cards, where he rose to Corporate Officer and led global procurement, logistics, and operations across a $2.5B business. Known for challenging the status quo and driving meaningful change, he has built and led high-performing teams across North America, Asia, and Europe.

Dan holds an MBA from Indiana University and a BS from Purdue, and is a sought-after advisor and speaker on supply chain strategy and business transformation.

What does it take to turn a passion for homebrewing into one of Kansas City’s most recognizable hospitality brands?

In this episode of The Corporate Couch, Jeff sits down with Matt Moore (see his bio below), founder of Martin City Brewing Company, to talk about entrepreneurship, community, and the journey from a single brewpub to a growing family of restaurants and hospitality concepts across the Kansas City metro.

Matt’s story starts long before the first pint was poured. Growing up in a restaurant family connected to the iconic Jess & Jim’s Steakhouse, hospitality was always part of his DNA. After earning an accounting degree from UMKC and spending years around the restaurant business, a chance meeting with his future business partner while sailing on Lake Jacomo sparked an idea that would eventually become Martin City Brewing Company.

Matt shares how that passion for homebrewing turned into the original Martin City pub in 2011, followed by the brewery next door in 2014, and how the brand has since expanded to multiple locations and concepts, including Martin Event Space, Love Coffee, Mission Farms, Blue Parkway, Station 7, Lenexa, South Plaza, and an upcoming Crossroads location.

Jeff and Matt dive into:

Along the way, Matt also shares stories from growing up in the restaurant world, lessons learned from scaling a business, and why building great experiences around food, beer, and community continues to drive everything he does.

If you love entrepreneurship stories, local business success, or simply a great conversation about craft beer, pizza, and building something meaningful in your hometown, this episode delivers.

About Matt: Matt Moore is the founder of Martin City Brewing Company, a Kansas City hospitality success story that has grown from a single brewpub to a family of brands serving the metro area. Born and raised in Kansas City, Matt grew up in the restaurant business​ (his family operates the iconic Jess and Jim's Steakhouse and RC's​). A former competitive soccer player with a deep love for hospitality, Matt's entrepreneurial journey began when he met his business partner while sailing on Lake Jacomo and discovered a shared passion for homebrewing. In 2009, he purchased what would become the original pub location, opening it in 2011 before parlaying those profits into building the brewery next door in 2014. Since then, Matt has expanded the Martin City Brewing Company family to include the Martin Event Space (2015), Love Coffee (2016), Mission Farms (2017), Blue Parkway in Lee's Summit (2019), Station 7 (2021), Lenexa (2022), and South Plaza (2025), with a Crossroads location launching in 2026. Matt has built a thriving local empire rooted in craft beer, community, and the Kansas City spirit.

What does it take to walk into a struggling company, make the tough calls, and turn it into a high-performing business?

That’s the world Charlie Cole (see bio below) lives in.

Charlie is a private-equity-backed CEO who has built a reputation for stepping into complex situations and creating momentum fast. From transforming global consumer brands to scaling AI and SaaS platforms, his career has been defined by high-stakes leadership and measurable results.

In this episode, Charlie shares the real story behind turnaround leadership and what happens when strategy meets execution under pressure.

We talk about:

Driving rapid revenue growth at XGEN AI

Reversing a steep decline and integrating 13 acquisitions as CEO of Tribute Technology

Leading the transformation of FTD after bankruptcy and delivering a major private equity exit

Scaling digital commerce to nearly $1 billion across brands while at TUMI and Samsonite

The difference between theory and reality when you’re responsible for thousands of employees and a balance sheet

Why great leaders must be willing to make uncomfortable decisions quickly

Charlie also shares lessons about culture, speed of execution, and the mindset required to lead during uncertainty and change. He gets brutally honest about how he had no empathy early in his leadership career.

This conversation offers a candid look at leadership inside private equity environments, the realities of corporate transformation, and what it takes to build businesses that not only survive but thrive.

If you’re fascinated by turnaround stories, digital transformation, or the pressure that comes with leading at scale, this episode delivers both insight and perspective.

About​ Charlie: ​Charlie Cole is a private-equity-backed CEO who builds and transforms AI/SaaS platforms and global consumer brands. He most recently served as President of XGEN AI, where he drove 2.5x revenue growth in five months. Previously, as CEO of Tribute Technology (Carlyle), he reversed a -22% decline and centralized 13 acquisitions in nine months. At FTD (Nexus Capital), he led a post-bankruptcy transformation that generated over $140M in dividends and a 3-4x exit. Charlie also scaled digital commerce to approximately $1B across 14 brands as Chief Digital Officer at TUMI and Global Chief eCommerce Officer at Samsonite. He's a frequent keynote speaker at industry forums, including eTail, Shoptalk, and NRF.  

What if the real competitive advantage in business isn’t strategy, hustle, or technology… but simply caring?

In this Special Edition episode, Justin Ricklefs returns to the Corporate Couch to discuss his first book, Give A Damn: The Catalyst for Caring Companies.

Justin shares how the book began as scribbles on napkins during a conversation with his wife in a Colorado saloon and turned into a powerful framework for building stronger teams and cultures.

We talk about why care and commerce can coexist, the leadership lessons Justin learned during his time with the Kansas City Chiefs, and his “Firestarter Framework” built on Effort, Attitude, Curiosity, Compassion, Clarity, and Consistency.

Because sometimes all it takes is one spark to change a culture.

You can find Justin's great leadership book at all major bookstores -  https://a.co/d/0dgtNw8m.

What happens when a pastor, a public servant, and a nonprofit leader decides to buy a coffee shop?

You get Keith Davenport (see bio below), founder of 030 Holding Company, on a mission to bring more and better jobs to Gardner, Kansas, zip code 66030.

Keith’s journey is anything but linear, from a small-town Illinois upbringing with a graduating class of 49… to pastoral ministry… to higher education… to Johnson County, KS government crisis communications during COVID… to launching a holding company that acquires small businesses through seller financing.

In this episode, we talk about:

The emotional reality of leading a church while working 50 hours a week

Experiencing poverty early in marriage and how that shaped his worldview

Why making payroll is the most sobering moment for any entrepreneur

How private equity is reshaping small-town America

The power of building an internal ecosystem across portfolio companies

Why seller financing requires one thing above all else: trust

Keith shares how 030 Holding Company is creating a locally rooted alternative to outside buyers by acquiring small businesses and strengthening them from within—centralizing services, connecting companies, and keeping opportunity in the community.

We also explore his perspective on leadership, reinvention, and the freedom that comes from realizing you are not locked into one career path for life.

If you care about entrepreneurship, small business acquisition, leadership growth, or strengthening local economies, this episode delivers practical insight and a compelling personal story.

About Keith: ​Keith ​Davenport is the Founder & Managing Director of 030 Holding Company - named for the Gardner, Kansas community with the zip code of 66030. He's on a mission to bring more and better jobs to his community through acquiring small businesses and developing an internal ecosystem within his portfolio of businesses. He came to the world of entrepreneurship in 2023 after a long career in local government, higher education, and nonprofits. He holds an MPA from the University of Missouri and a Master of Divinity from Nazarene Theological Seminary. He lives in Gardner with his wife, four children, three dogs, and a turtle.

In this February edition of It’s 5 O’Clock Somewhere, Marc Shaffer and I pull up a couple of barstools and let you eavesdrop on a conversation that ranges from Kansas City networking rooms to Florida marinas, from Super Bowl parties to superhero costumes.

We kick things off with our new Kansas City business community, “The Table,” a curated group of leaders focused not just on swapping business cards, but actually helping each other make money and grow. It’s intentional. It’s selective. And it’s already expanding our circles in ways that matter. 

From there, the stories start flowing:

A college senior who read Marc’s book flew himself to Kansas City and offered to volunteer before even interviewing.

A February walking meeting through I-Lan Park because “why sit inside?”

The ripple effect of writing, speaking, and putting your ideas into the world.

Super Bowl parties where no one really watches the game.

X-Men marathons, Comic-Con possibilities, and why Wolverine might be the real MVP.

We also talk about growth on multiple fronts. Marc’s firm is hiring ahead of demand to protect culture and service. He’s diving deeper into KPIs and strategic finance. I share what I’m reading, including lessons from entrepreneurs who built big, gave generously, and kept things simple.

On the community front, we spotlight:

The upcoming rebrand and Kentucky Derby fundraiser for Growing Futures.

The Wabash Cannonball event.

Worthy’s pop-up bar.

And the ongoing power of connecting good people to good people.

As always, this episode is less “corporate speak” and more happy hour honesty. What’s working. Who we’re meeting. What we’re reading. What we’re building. And how a little boldness, generosity, and consistency can compound in surprising ways.

Grab your favorite beverage. It’s five o’clock somewhere.

This episode is brought to you by Searcy Financial. Your financial future begins with a simple question: Where do you want to be? At Searcy Financial, we help successful individuals and families through our mission to simplify your financial journey, empowering you to enjoy life and wealth on your terms. The question sparks a conversation that goes beyond numbers, helping us understand what truly matters to you and the kind of financial plan that aligns with your life goals. It also allows us to identify potential challenges and opportunities so we can proactively address them. The outcome is a plan that empowers you to acquire, grow, and preserve your wealth.

Searcy Financial is gearing up to celebrate 50 years of service. Don’t miss out on any of the excitement! To sign up for information on Marc’s book, “One for All,” including where to buy and exclusive website content, or to sign up for the Searcy Financial Wealth Matters email newsletter, use the links below:

- Marc's Book "One for All": Keep Me Updated!

- "Wealth Matters" newsletter: Sign Me Up!

The opinions expressed herein are those of certain Searcy Financial Services, Inc. personnel and are subject to change without notice. The opinions referenced are as of the date of publication and are subject to revision due to changes in the market or economic conditions and may not necessarily come to pass. Any opinions, promotion, endorsement, projections, or forward-looking statements expressed herein are solely those of the author, may differ from the views or opinions expressed by other areas of the firm, and are only for general informational purposes as of the date indicated. Searcy Financial Services, Inc. was not compensated, nor are there material conflicts of interest that would affect the given statement.