Why Won’t They Do What I Tell Them To Do?

Why Won’t They Do What I Tell Them To Do?

By John Yankanich | Brand ManagersBusinessManagement
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Why Won’t They Do What I Tell Them To Do? episodes

  • Stop Telling, Start Inspiring (VIDEO)
    In this episode of Why Won't They Do What I Tell Them To Do?, we sit down with Jue Wong, renowned beauty industry CEO (OLAPLEX, Strivectin, Moroccanoil) to unpack the leadership habits that drive real performance inside high-growth consumer brands. From leading turnarounds to scaling global teams, Jue shares the mindset shifts leaders must make if they want employees to stop waiting for direction and start taking ownership.

     

    Guest Introduction:
    Jue Wong is a global beauty CEO known for transforming and scaling brands including OLAPLEX, StriVectin, and Moroccanoil. Her leadership style blends operational rigor with human-centered development, building teams that own outcomes instead of waiting for direction. She is recognized for driving exponential growth, elevating emerging talent, and cultivating high-performance environments where accountability and support coexist.
    Key Takeaways:
    • Leaders don’t get what they expect — they get what they inspect. Visibility drives accountability.
    • People underperform when expectations are unclear. Frustration is often a communication problem, not a talent problem.
    • High standards aren’t harsh — when paired with support, they lift people to their potential.
    • Ownership grows when leaders step back and let others step up.
    • Culture is built by consistency — not slogans, not intention, but behavior reinforced repeatedly.
    • Feedback must be candid, specific, and timely to drive change.

      •  

      Chapter Markers:
      0:00 — Intro
      0:18 — Welcoming Jue Wong
      0:33 — How She Leads Global Brands
      1:02 — Accountability vs. Kindness
      1:50 — Why People Don’t Do What Leaders Ask
      2:44 — Clear Expectations vs. Assumptions
      3:30 — Visibility, Metrics & Follow-Through
      4:15 — “Inspect What You Expect”
      5:22 — Coaching People to Own the Result
      6:09 — Building High-Performance Culture
      6:48 — Social Systems Behind Strong Companies
      7:31 — Standards Without Shame
      8:12 — Jue’s Non-Negotiables in Leadership
      9:00 — Final Leadership Thoughts
      End — Close
      Keywords:
      Why Won't They Do What I Tell Them To Do, WWTD podcast, Jue Wong, leadership development, accountability in teams, performance culture, communication clarity, expectations vs inspection, beauty CEO, global brand leadership, high-performance teams, ownership mindset, business execution, leadership podcast
      38 min
    • Stop Telling, Start Inspiring (AUDIO)
      In this episode of Why Won't They Do What I Tell Them To Do?, we sit down with Jue Wong, renowned beauty industry CEO (OLAPLEX, Strivectin, Moroccanoil) to unpack the leadership habits that drive real performance inside high-growth consumer brands. From leading turnarounds to scaling global teams, Jue shares the mindset shifts leaders must make if they want employees to stop waiting for direction and start taking ownership.

       

      Guest Introduction:
      Jue Wong is a global beauty CEO known for transforming and scaling brands including OLAPLEX, StriVectin, and Moroccanoil. Her leadership style blends operational rigor with human-centered development, building teams that own outcomes instead of waiting for direction. She is recognized for driving exponential growth, elevating emerging talent, and cultivating high-performance environments where accountability and support coexist.
      Key Takeaways:
      • Leaders don’t get what they expect — they get what they inspect. Visibility drives accountability.
      • People underperform when expectations are unclear. Frustration is often a communication problem, not a talent problem.
      • High standards aren’t harsh — when paired with support, they lift people to their potential.
      • Ownership grows when leaders step back and let others step up.
      • Culture is built by consistency — not slogans, not intention, but behavior reinforced repeatedly.
      • Feedback must be candid, specific, and timely to drive change.

        •  

        Chapter Markers:
        0:00 — Intro
        0:18 — Welcoming Jue Wong
        0:33 — How She Leads Global Brands
        1:02 — Accountability vs. Kindness
        1:50 — Why People Don’t Do What Leaders Ask
        2:44 — Clear Expectations vs. Assumptions
        3:30 — Visibility, Metrics & Follow-Through
        4:15 — “Inspect What You Expect”
        5:22 — Coaching People to Own the Result
        6:09 — Building High-Performance Culture
        6:48 — Social Systems Behind Strong Companies
        7:31 — Standards Without Shame
        8:12 — Jue’s Non-Negotiables in Leadership
        9:00 — Final Leadership Thoughts
        End — Close
        Keywords:
        Why Won't They Do What I Tell Them To Do, WWTD podcast, Jue Wong, leadership development, accountability in teams, performance culture, communication clarity, expectations vs inspection, beauty CEO, global brand leadership, high-performance teams, ownership mindset, business execution, leadership podcast
        38 min
      • Why Teams Resist and How to Build Stronger Connections in Business (VIDEO)
        Hey everyone, welcome to another episode of "Why Won't They Do What I Tell Them To Do?" where we dive into the real challenges of leadership and accountability. Today, I'm chatting with Karen Murphy, President of FVM Advertising, about her journey from fresh out of college to running a full-service marketing agency in Philadelphia. We cover everything from applying mom multitasking skills to client relationships, handling team resistance, and evolving how we give instructions for better buy-in. Karen shares practical tips on sparking creativity, resolving disagreements, and motivating teams to align with your vision. If you're a business leader struggling with stagnant growth or team dynamics, this conversation is packed with actionable insights to help you step up and make those big moves. Don't forget to like, subscribe, and hit the bell for more leadership strategies!

         

        Guest Introduction:
        Folks, I've got Karen Murphy here, President of FVM Advertising, a small but mighty marketing agency in the greater Philadelphia area. She's been with FVM since 2003, starting fresh out of college, and now leads a team of copywriters, designers, developers, and strategists helping clients with branding, campaigns, and messaging. With her background in communications and a knack for editing that turned into a passion for business writing, Karen brings fresh perspectives on leadership, especially blending life as a mom with running an agency. She's got some great stories on accountability that tie right into our show's focus.

         

        Key Takeaways:
        • You know, multitasking as a mom teaches patience and quick planning—apply that to client relationships, and you'll build stronger bonds even in tough moments.
        • When teams push back, dig into the why; it might reveal a real issue you hadn't thought of, turning resistance into better outcomes.
        • Giving instructions? Evolve by sharing context and emotional stakes—it gets everyone invested and accountable.
        • Spark creativity by prepping ideas and immersing in the industry; throwing out examples can inspire your team to nail campaigns.
        • Handle disagreements with respect and clear objectives; sometimes testing options lets the best idea win.
        • If someone's not engaged, it's a sign—align tasks with passions to avoid mailing it in and boost overall performance.

          •  

          Chapter Markers:
          0:00 Intro
          0:23 Guest Introduction
          1:02 Karen's Background and Career Path
          2:00 Discovering Passion for Editing and Communication
          5:00 Leadership Lessons from Motherhood
          8:00 Handling Team Resistance and Motivation
          12:00 Evolving Instructions for Better Compliance
          15:00 Sparking Creativity in Campaigns
          18:00 Resolving Disagreements in Creative Teams
          20:00 Frustrations with Non-Engaged Team Members
          25:00 Key Insights on Accountability
          34:00 Connecting with People and Sales Growth
          36:00 Closing and Final Thoughts

           

          Keywords:
          John Yankanich, Karen Murphy, FVM Advertising, leadership accountability, marketing agency, team motivation, client relationships, creative campaigns, business growth, Philadelphia marketing, podcast leadership, team resistance, multitasking mom, sales strategies, Why Won't They Do What I Tell Them To Do?
          37 min
        • Why Teams Resist and How to Build Stronger Connections in Business (AUDIO)
          Hey everyone, welcome to another episode of "Why Won't They Do What I Tell Them To Do?" where we dive into the real challenges of leadership and accountability. Today, I'm chatting with Karen Murphy, President of FVM Advertising, about her journey from fresh out of college to running a full-service marketing agency in Philadelphia. We cover everything from applying mom multitasking skills to client relationships, handling team resistance, and evolving how we give instructions for better buy-in. Karen shares practical tips on sparking creativity, resolving disagreements, and motivating teams to align with your vision. If you're a business leader struggling with stagnant growth or team dynamics, this conversation is packed with actionable insights to help you step up and make those big moves. Don't forget to like, subscribe, and hit the bell for more leadership strategies!

           

          Guest Introduction:
          Folks, I've got Karen Murphy here, President of FVM Advertising, a small but mighty marketing agency in the greater Philadelphia area. She's been with FVM since 2003, starting fresh out of college, and now leads a team of copywriters, designers, developers, and strategists helping clients with branding, campaigns, and messaging. With her background in communications and a knack for editing that turned into a passion for business writing, Karen brings fresh perspectives on leadership, especially blending life as a mom with running an agency. She's got some great stories on accountability that tie right into our show's focus.

           

          Key Takeaways:
          • You know, multitasking as a mom teaches patience and quick planning—apply that to client relationships, and you'll build stronger bonds even in tough moments.
          • When teams push back, dig into the why; it might reveal a real issue you hadn't thought of, turning resistance into better outcomes.
          • Giving instructions? Evolve by sharing context and emotional stakes—it gets everyone invested and accountable.
          • Spark creativity by prepping ideas and immersing in the industry; throwing out examples can inspire your team to nail campaigns.
          • Handle disagreements with respect and clear objectives; sometimes testing options lets the best idea win.
          • If someone's not engaged, it's a sign—align tasks with passions to avoid mailing it in and boost overall performance.

            •  

            Chapter Markers:
            0:00 Intro
            0:23 Guest Introduction
            1:02 Karen's Background and Career Path
            2:00 Discovering Passion for Editing and Communication
            5:00 Leadership Lessons from Motherhood
            8:00 Handling Team Resistance and Motivation
            12:00 Evolving Instructions for Better Compliance
            15:00 Sparking Creativity in Campaigns
            18:00 Resolving Disagreements in Creative Teams
            20:00 Frustrations with Non-Engaged Team Members
            25:00 Key Insights on Accountability
            34:00 Connecting with People and Sales Growth
            36:00 Closing and Final Thoughts

             

            Keywords:
            John Yankanich, Karen Murphy, FVM Advertising, leadership accountability, marketing agency, team motivation, client relationships, creative campaigns, business growth, Philadelphia marketing, podcast leadership, team resistance, multitasking mom, sales strategies, Why Won't They Do What I Tell Them To Do?
            37 min
          • Raj Kapur on Bridging Sales and Marketing for Success (VIDEO)

            Hey, folks, John Yankanich here with episode two of Why Won't They Do What I Tell Them to Do? This time, I’m joined by my friend Rajat Kapur, founder and CEO of And Marketing, to dive into his entrepreneurial journey and the power of fractional marketing. Raj shares how he built a business connecting small companies with top-tier marketing talent, surviving the pandemic, and driving millions in growth. We talk sales-marketing alignment, the magic of data-driven strategies, and why strategic thinking is a game-changer for small businesses. If you’re a leader looking to scale your business or bridge the gap between sales and marketing, this episode is for you! Subscribe, like, and connect with me on LinkedIn to keep the conversation going!

            Guest Introduction:

            I’m thrilled to have Rajat Kapur, founder and CEO of And Marketing, on the show. Raj is a marketing powerhouse with over 20 years of experience, from corporate giants to strategy consulting for Fortune 100s. Eight years ago, he launched And Marketing to bring fractional CMOs to small businesses, helping them scale with data-driven strategies. His passion for growth and knack for matching top talent with business needs make him a perfect fit for today’s discussion!

            Key Takeaways:

            • Fractional marketing is a game-changer: Raj’s model of pairing experienced CMOs with small businesses can unlock serious growth without the full-time price tag.
            • Sales and marketing need to talk: Regular, open communication—formal and informal—between teams is key to avoiding dysfunction and driving results.
            • Data drives success: Using analytics to measure marketing’s impact on revenue and leads keeps everyone accountable and focused.
            • Strategy beats noise: Small businesses must focus on solving real customer problems with clear, strategic fundamentals to cut through digital clutter.
            • Embrace your quirks: Raj’s ADHD is his superpower, showing how leaning into what makes you unique can fuel leadership and innovation.

            Chapter Markers:

            0:00 - Intro
            1:00 - Guest Introduction
            3:15 - Raj’s Entrepreneurial Journey and Marketing’s Origin
            15:41 - Success Story: Transforming a Home Services Company
            18:01 - Differentiating And Marketing in a Crowded Market
            22:48 - Sales and Marketing Alignment: Keys to Success
            26:10 - When Sales, Not Marketing, Is the Answer
            29:56 - Raj’s Vision for Small Business Strategy
            33:34 - Personal Insights: Raj’s Life as a Family Man and ADHD Superpower
            37:12 - Closing

            Keywords:

            John Yankanich, Rajat Kapur, Why Won't They Do What I Tell Them to Do, fractional marketing, And Marketing, business growth, sales and marketing alignment, data-driven marketing, small business strategy, entrepreneurship, marketing leadership, fractional CMO, business scaling, analytics in marketing, strategic marketing

            36 min
          • Raj Kapur on Bridging Sales and Marketing for Success (AUDIO)

            Hey, folks, John Yankanich here with episode two of Why Won't They Do What I Tell Them to Do? This time, I’m joined by my friend Rajat Kapur, founder and CEO of And Marketing, to dive into his entrepreneurial journey and the power of fractional marketing. Raj shares how he built a business connecting small companies with top-tier marketing talent, surviving the pandemic, and driving millions in growth. We talk sales-marketing alignment, the magic of data-driven strategies, and why strategic thinking is a game-changer for small businesses. If you’re a leader looking to scale your business or bridge the gap between sales and marketing, this episode is for you! Subscribe, like, and connect with me on LinkedIn to keep the conversation going!

            Guest Introduction:

            I’m thrilled to have Rajat Kapur, founder and CEO of And Marketing, on the show. Raj is a marketing powerhouse with over 20 years of experience, from corporate giants to strategy consulting for Fortune 100s. Eight years ago, he launched And Marketing to bring fractional CMOs to small businesses, helping them scale with data-driven strategies. His passion for growth and knack for matching top talent with business needs make him a perfect fit for today’s discussion!

            Key Takeaways:

            Fractional marketing is a game-changer: Raj’s model of pairing experienced CMOs with small businesses can unlock serious growth without the full-time price tag.
            Sales and marketing need to talk: Regular, open communication—formal and informal—between teams is key to avoiding dysfunction and driving results.
            Data drives success: Using analytics to measure marketing’s impact on revenue and leads keeps everyone accountable and focused.
            Strategy beats noise: Small businesses must focus on solving real customer problems with clear, strategic fundamentals to cut through digital clutter.
            Embrace your quirks: Raj’s ADHD is his superpower, showing how leaning into what makes you unique can fuel leadership and innovation.

            Chapter Markers:

            0:00 - Intro
            1:00 - Guest Introduction
            3:15 - Raj’s Entrepreneurial Journey and Marketing’s Origin
            15:41 - Success Story: Transforming a Home Services Company
            18:01 - Differentiating And Marketing in a Crowded Market
            22:48 - Sales and Marketing Alignment: Keys to Success
            26:10 - When Sales, Not Marketing, Is the Answer
            29:56 - Raj’s Vision for Small Business Strategy
            33:34 - Personal Insights: Raj’s Life as a Family Man and ADHD Superpower
            37:12 - Closing

            Keywords:

            John Yankanich, Rajat Kapur, Why Won't They Do What I Tell Them to Do, fractional marketing, And Marketing, business growth, sales and marketing alignment, data-driven marketing, small business strategy, entrepreneurship, marketing leadership, fractional CMO, business scaling, analytics in marketing, strategic marketing

            35 min
          • Radical Candor: Leading with Trust and a Patient-First Mission (VIDEO)

            Ever wonder why your team won’t follow your lead, no matter how clear the path seems? In the premiere episode of Why Won’t They Do What I Tell Them to Do?, host John Yankanich sits down with Ken King, Chief Compliance Officer and co-founder of Serva Health, to explore the challenges of leadership, entrepreneurship, and driving change. Ken shares his journey from corporate CEO to founding a patient-first company, revealing hard-earned lessons from navigating crises like 9/11 and a factory shutdown. The duo dives into radical candor—a game-changing approach to building trust and accountability—and discusses Serva Health’s mission to prioritize compassion over profits. Packed with insights on empowering teams and overcoming resistance, this episode is a must-listen for leaders ready to inspire action. Tune in now to discover how to lead with heart and get results!

             

            Key Takeaways:  

            Radical Candor Builds Trust and Accountability
            John introduces radical candor as a leadership philosophy that combines high levels of care with unfiltered honesty. By genuinely caring for your team while providing clear, constructive feedback, leaders can foster trust, which is the foundation for accountability. Ken’s quick adoption of this concept shows how it can transform team dynamics, encouraging employees to align with a shared vision.

            Listening is a Leader’s Superpower

            Ken emphasizes that effective leadership often means closing your mouth and opening your ears. By actively listening to employees, leaders can uncover blind spots, discover innovative ideas (like Dimitri’s game-changing product), and build a culture where team members feel valued and empowered to contribute.

            Delegate, Don’t Abdicate

            The distinction between delegation and abdication is critical. Delegation involves entrusting employees with ownership of tasks while providing guidance and support. Abdication, however, is handing off responsibilities without follow-up, which can lead to failure. Leaders must balance empowerment with oversight, especially for high-stakes tasks.

            Humility Drives Continuous Learning

            Ken highlights arrogance as a barrier to progress. Leaders who remain open to learning, even from their own team, stay ahead in a competitive landscape. Continuous learning keeps businesses innovative and adaptable, as seen in Ken’s willingness to embrace John’s advice on business development.

            A Patient-First Mission Sets You Apart

            Serva Health’s commitment to prioritizing patients over profits—by hiring nurses to handle patient interactions—demonstrates how a purpose-driven mission can differentiate a company. This approach not only builds trust with clients but also inspires employees to align with a meaningful cause.


            Chapter Markers:  
            00:00 - 01:33: Introduction and Technical Setup
            John and Ken discuss initial technical adjustments, ensuring a smooth recording session, and set the stage for the conversation.
            01:33 - 04:01: Ken’s Entrepreneurial Journey
            Ken shares how he and his wife founded Serva Health, moving away from private equity constraints to build a company with greater decision-making freedom.
            04:01 - 09:02: Lessons from Crisis Leadership
            Ken recounts a challenging period managing a factory shutdown, 9/11, and an employee’s tragic loss, highlighting resilience and the importance of staying calm under pressure.
            09:02 - 13:23: Overcoming Team Resistance
            Ken discusses Serva Health’s struggle to shift from word-of-mouth success to structured business development, with John introducing strategies like relationship selling.
            13:23 - 20:19: The Power of Radical Candor
            John introduces radical candor as a tool for building trust and accountability, while Ken reflects on the importance of high-engagement leadership and listening to employees.
            20:19 - 27:49: Empowering Teams Through Engagement
            The conversation explores how management by walking around and listening fosters empowerment, with Ken sharing insights on nurturing employees to solve problems.
            27:49 - 35:06: Trust as the Foundation of Business
            Ken emphasizes trust and candor as critical for long-term client relationships, while John ties this to accountability and team empowerment.
            35:06 - 40:09: Delegation vs. Abdication
            John and Ken discuss the importance of delegating responsibly, with Ken sharing a story about empowering an employee, Dimitri, to create a standout product.
            40:09 - 47:39: Serva Health’s Patient-First Mission
            Ken passionately explains Serva Health’s commitment to patient care, emphasizing the role of nurses and the company’s refusal to be purely transactional.
            47:39 - End: Closing and Call to Action
            John thanks Ken for his insights, and they wrap up with a focus on Serva Health’s mission and the value of their partnership.


            Keywords:  
            leadership, entrepreneurship, radical candor, team accountability, patient-first business, Serva Health, business development, management by walking around, delegation vs abdication, trust in leadership, continuous learning, healthcare innovation, employee empowerment, crisis leadership, relationship selling, LinkedIn strategies, business ownership, compassionate leadership, Ken King, John Yankanich, podcast for entrepreneurs

            38 min
          • Radical Candor: Leading with Trust and a Patient-First Mission (AUDIO)
            Ever wonder why your team won’t follow your lead, no matter how clear the path seems? In the premiere episode of Why Won’t They Do What I Tell Them to Do?, host John Yankanich sits down with Ken King, Chief Compliance Officer and co-founder of Serva Health, to explore the challenges of leadership, entrepreneurship, and driving change. Ken shares his journey from corporate CEO to founding a patient-first company, revealing hard-earned lessons from navigating crises like 9/11 and a factory shutdown. The duo dives into radical candor—a game-changing approach to building trust and accountability—and discusses Serva Health’s mission to prioritize compassion over profits. Packed with insights on empowering teams and overcoming resistance, this episode is a must-listen for leaders ready to inspire action. Tune in now to discover how to lead with heart and get results!
             
            Episode Guest Details:
            Ken King is the Chief Compliance Officer and co-founder of Serva Health LLC, a South Jersey-based company revolutionizing patient engagement through high-touch, nurse-led support for clinical trials and commercial healthcare programs. With an MBA from The Wharton School and a background in physics and engineering, Ken brings a unique blend of analytical rigor and entrepreneurial vision to his leadership. His career spans roles as CEO of a private equity-backed company and executive positions at organizations like CRI Worldwide and PerkinElmer, where he honed his expertise in navigating complex business landscapes. Ken’s passion for patient-first solutions drove him to co-found Serva Health with his wife, Lucine, focusing on compassionate, data-driven healthcare support. A seasoned leader, he champions radical candor, continuous learning, and empowering teams to achieve excellence.

             

            Key Takeaways:

            Radical Candor Builds Trust and Accountability

            John introduces radical candor as a leadership philosophy that combines high levels of care with unfiltered honesty. By genuinely caring for your team while providing clear, constructive feedback, leaders can foster trust, which is the foundation for accountability. Ken’s quick adoption of this concept shows how it can transform team dynamics, encouraging employees to align with a shared vision.

             

            Listening is a Leader’s Superpower

            Ken emphasizes that effective leadership often means closing your mouth and opening your ears. By actively listening to employees, leaders can uncover blind spots, discover innovative ideas (like Dimitri’s game-changing product), and build a culture where team members feel valued and empowered to contribute.

             

            Delegate, Don’t Abdicate

            The distinction between delegation and abdication is critical. Delegation involves entrusting employees with ownership of tasks while providing guidance and support. Abdication, however, is handing off responsibilities without follow-up, which can lead to failure. Leaders must balance empowerment with oversight, especially for high-stakes tasks.

             

            Humility Drives Continuous Learning

            Ken highlights arrogance as a barrier to progress. Leaders who remain open to learning, even from their own team, stay ahead in a competitive landscape. Continuous learning keeps businesses innovative and adaptable, as seen in Ken’s willingness to embrace John’s advice on business development.

             

            A Patient-First Mission Sets You Apart

            Serva Health’s commitment to prioritizing patients over profits—by hiring nurses to handle patient interactions—demonstrates how a purpose-driven mission can differentiate a company. This approach not only builds trust with clients but also inspires employees to align with a meaningful cause.

             

             

            Chapter Markers:
            00:00 - 01:33: Introduction and Technical Setup
            John and Ken discuss initial technical adjustments, ensuring a smooth recording session, and set the stage for the conversation.
            01:33 - 04:01: Ken’s Entrepreneurial Journey
            Ken shares how he and his wife founded Serva Health, moving away from private equity constraints to build a company with greater decision-making freedom.
            04:01 - 09:02: Lessons from Crisis Leadership
            Ken recounts a challenging period managing a factory shutdown, 9/11, and an employee’s tragic loss, highlighting resilience and the importance of staying calm under pressure.
            09:02 - 13:23: Overcoming Team Resistance
            Ken discusses Serva Health’s struggle to shift from word-of-mouth success to structured business development, with John introducing strategies like relationship selling.
            13:23 - 20:19: The Power of Radical Candor
            John introduces radical candor as a tool for building trust and accountability, while Ken reflects on the importance of high-engagement leadership and listening to employees.
            20:19 - 27:49: Empowering Teams Through Engagement
            The conversation explores how management by walking around and listening fosters empowerment, with Ken sharing insights on nurturing employees to solve problems.
            27:49 - 35:06: Trust as the Foundation of Business
            Ken emphasizes trust and candor as critical for long-term client relationships, while John ties this to accountability and team empowerment.
            35:06 - 40:09: Delegation vs. Abdication
            John and Ken discuss the importance of delegating responsibly, with Ken sharing a story about empowering an employee, Dimitri, to create a standout product.
            40:09 - 47:39: Serva Health’s Patient-First Mission
            Ken passionately explains Serva Health’s commitment to patient care, emphasizing the role of nurses and the company’s refusal to be purely transactional.
            47:39 - End: Closing and Call to Action
            John thanks Ken for his insights, and they wrap up with a focus on Serva Health’s mission and the value of their partnership.

             

            Keywords:
            leadership, entrepreneurship, radical candor, team accountability, patient-first business, Serva Health, business development, management by walking around, delegation vs abdication, trust in leadership, continuous learning, healthcare innovation, employee empowerment, crisis leadership, relationship selling, LinkedIn strategies, business ownership, compassionate leadership, Ken King, John Yankanich, podcast for entrepreneurs
            38 min
          • Raj Kapur on Bridging Sales and Marketing for Success

            Hey, folks, John Yankanich here with episode two of Why Won't They Do What I Tell Them to Do? This time, I’m joined by my friend Rajat Kapur, founder and CEO of And Marketing, to dive into his entrepreneurial journey and the power of fractional marketing. Raj shares how he built a business connecting small companies with top-tier marketing talent, surviving the pandemic, and driving millions in growth. We talk sales-marketing alignment, the magic of data-driven strategies, and why strategic thinking is a game-changer for small businesses. If you’re a leader looking to scale your business or bridge the gap between sales and marketing, this episode is for you! Subscribe, like, and connect with me on LinkedIn to keep the conversation going!

             

            Guest Introduction:

            I’m thrilled to have Rajat Kapur, founder and CEO of And Marketing, on the show. Raj is a marketing powerhouse with over 20 years of experience, from corporate giants to strategy consulting for Fortune 100s. Eight years ago, he launched And Marketing to bring fractional CMOs to small businesses, helping them scale with data-driven strategies. His passion for growth and knack for matching top talent with business needs make him a perfect fit for today’s discussion!

             

            Key Takeaways:

            • Fractional marketing is a game-changer: Raj’s model of pairing experienced CMOs with small businesses can unlock serious growth without the full-time price tag.


            • Sales and marketing need to talk: Regular, open communication—formal and informal—between teams is key to avoiding dysfunction and driving results.

            • Data drives success: Using analytics to measure marketing’s impact on revenue and leads keeps everyone accountable and focused.

            • Strategy beats noise: Small businesses must focus on solving real customer problems with clear, strategic fundamentals to cut through digital clutter.

            • Embrace your quirks: Raj’s ADHD is his superpower, showing how leaning into what makes you unique can fuel leadership and innovation.

             

            Chapter Markers:

            0:00 - Intro
            1:00 - Guest Introduction
            3:15 - Raj’s Entrepreneurial Journey and Marketing’s Origin
            15:41 - Success Story: Transforming a Home Services Company
            18:01 - Differentiating And Marketing in a Crowded Market
            22:48 - Sales and Marketing Alignment: Keys to Success
            26:10 - When Sales, Not Marketing, Is the Answer
            29:56 - Raj’s Vision for Small Business Strategy
            33:34 - Personal Insights: Raj’s Life as a Family Man and ADHD Superpower
            37:12 - Closing

             

            Keywords:

            John Yankanich, Rajat Kapur, Why Won't They Do What I Tell Them to Do, fractional marketing, And Marketing, business growth, sales and marketing alignment, data-driven marketing, small business strategy, entrepreneurship, marketing leadership, fractional CMO, business scaling, analytics in marketing, strategic marketing

            36 min
          • Radical Candor: Leading with Trust and a Patient-First Mission
            Ever wonder why your team won’t follow your lead, no matter how clear the path seems? In the premiere episode of Why Won’t They Do What I Tell Them to Do?, host John Yankanich sits down with Ken King, Chief Compliance Officer and co-founder of Serva Health, to explore the challenges of leadership, entrepreneurship, and driving change. Ken shares his journey from corporate CEO to founding a patient-first company, revealing hard-earned lessons from navigating crises like 9/11 and a factory shutdown. The duo dives into radical candor—a game-changing approach to building trust and accountability—and discusses Serva Health’s mission to prioritize compassion over profits. Packed with insights on empowering teams and overcoming resistance, this episode is a must-listen for leaders ready to inspire action. Tune in now to discover how to lead with heart and get results!
             
            Episode Guest Details:
            Ken King is the Chief Compliance Officer and co-founder of Serva Health LLC, a South Jersey-based company revolutionizing patient engagement through high-touch, nurse-led support for clinical trials and commercial healthcare programs. With an MBA from The Wharton School and a background in physics and engineering, Ken brings a unique blend of analytical rigor and entrepreneurial vision to his leadership. His career spans roles as CEO of a private equity-backed company and executive positions at organizations like CRI Worldwide and PerkinElmer, where he honed his expertise in navigating complex business landscapes. Ken’s passion for patient-first solutions drove him to co-found Serva Health with his wife, Lucine, focusing on compassionate, data-driven healthcare support. A seasoned leader, he champions radical candor, continuous learning, and empowering teams to achieve excellence.

             

            Key Takeaways:

            Radical Candor Builds Trust and Accountability

            John introduces radical candor as a leadership philosophy that combines high levels of care with unfiltered honesty. By genuinely caring for your team while providing clear, constructive feedback, leaders can foster trust, which is the foundation for accountability. Ken’s quick adoption of this concept shows how it can transform team dynamics, encouraging employees to align with a shared vision.

             

            Listening is a Leader’s Superpower

            Ken emphasizes that effective leadership often means closing your mouth and opening your ears. By actively listening to employees, leaders can uncover blind spots, discover innovative ideas (like Dimitri’s game-changing product), and build a culture where team members feel valued and empowered to contribute.

             

            Delegate, Don’t Abdicate

            The distinction between delegation and abdication is critical. Delegation involves entrusting employees with ownership of tasks while providing guidance and support. Abdication, however, is handing off responsibilities without follow-up, which can lead to failure. Leaders must balance empowerment with oversight, especially for high-stakes tasks.

             

            Humility Drives Continuous Learning

            Ken highlights arrogance as a barrier to progress. Leaders who remain open to learning, even from their own team, stay ahead in a competitive landscape. Continuous learning keeps businesses innovative and adaptable, as seen in Ken’s willingness to embrace John’s advice on business development.

             

            A Patient-First Mission Sets You Apart

            Serva Health’s commitment to prioritizing patients over profits—by hiring nurses to handle patient interactions—demonstrates how a purpose-driven mission can differentiate a company. This approach not only builds trust with clients but also inspires employees to align with a meaningful cause.

             

             

            Chapter Markers:
            00:00 - 01:33: Introduction and Technical Setup
            John and Ken discuss initial technical adjustments, ensuring a smooth recording session, and set the stage for the conversation.
            01:33 - 04:01: Ken’s Entrepreneurial Journey
            Ken shares how he and his wife founded Serva Health, moving away from private equity constraints to build a company with greater decision-making freedom.
            04:01 - 09:02: Lessons from Crisis Leadership
            Ken recounts a challenging period managing a factory shutdown, 9/11, and an employee’s tragic loss, highlighting resilience and the importance of staying calm under pressure.
            09:02 - 13:23: Overcoming Team Resistance
            Ken discusses Serva Health’s struggle to shift from word-of-mouth success to structured business development, with John introducing strategies like relationship selling.
            13:23 - 20:19: The Power of Radical Candor
            John introduces radical candor as a tool for building trust and accountability, while Ken reflects on the importance of high-engagement leadership and listening to employees.
            20:19 - 27:49: Empowering Teams Through Engagement
            The conversation explores how management by walking around and listening fosters empowerment, with Ken sharing insights on nurturing employees to solve problems.
            27:49 - 35:06: Trust as the Foundation of Business
            Ken emphasizes trust and candor as critical for long-term client relationships, while John ties this to accountability and team empowerment.
            35:06 - 40:09: Delegation vs. Abdication
            John and Ken discuss the importance of delegating responsibly, with Ken sharing a story about empowering an employee, Dimitri, to create a standout product.
            40:09 - 47:39: Serva Health’s Patient-First Mission
            Ken passionately explains Serva Health’s commitment to patient care, emphasizing the role of nurses and the company’s refusal to be purely transactional.
            47:39 - End: Closing and Call to Action
            John thanks Ken for his insights, and they wrap up with a focus on Serva Health’s mission and the value of their partnership.

             

            Keywords:
            leadership, entrepreneurship, radical candor, team accountability, patient-first business, Serva Health, business development, management by walking around, delegation vs abdication, trust in leadership, continuous learning, healthcare innovation, employee empowerment, crisis leadership, relationship selling, LinkedIn strategies, business ownership, compassionate leadership, Ken King, John Yankanich, podcast for entrepreneurs
            38 min

          About Why Won’t They Do What I Tell Them To Do?

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          Why Won’t They Do What I Tell Them to Do? is a no-nonsense podcast hosted by John Yankanich, a seasoned business coach and Sales Xceleration advisor, designed for business owners, entrepreneurs, and…