Branch Out - A Podcast from Connection Builders

According to research, one in seven clients has an unvoiced complaint. Do you know how your clients feel about your firm's service? In today’s episode, Alyson Fieldman, founder of Rockit Results, an independent consulting firm specializing in strategic marketing for high-growth professional services firms, shares her expertise in client experience (CX) and why it is a strategic differentiator in the marketplace. Alyson explains that CX is the sum of all a firm's touchpoints with its clients and how it makes the client feel. She emphasizes the importance of empathy and understanding the emotional components of CX, which technical professionals often overlook. The key to happier repeat clients, less client attrition, more client loyalty, an easier sales cycle, and more referrals is to ask, listen, and act. It’s as simple (and as complicated) as that. Although it requires time, resources, and ongoing effort to get to the bottom of what your clients really want and to make the changes that will give them that, it will always be a worthy investment! Key Points From This Episode: Alyson Fieldman on LinkedIn Rockit Results Connection Builders Alex Drost LinkedIn

Does it ever feel as if your life has become mechanical or routine? Do you find that it’s becoming more and more difficult to find success in your career? This is the episode for you! Today, we speak with keynote speaker, CPA, yogi, technologist, TEDx speaker, Breaking Beliefs Podcast host, and CEO of the B3 Method Institute, Amy Vetter, who guides business professionals on their journeys to become happier, more engaged, and more successful. As a CPA and a yogi, Amy has a unique perspective to offer on achieving work-life harmony, changing our thoughts and habits, becoming connected leaders, and more; all of which we discuss in this episode. Above all, Amy emphasizes the importance of doing the work, and she encourages listeners to step back, get still, and embrace new perspectives, especially when doing so feels like it challenges your existing belief systems. To discover some of the tools you need to overcome adversity, identify your personal purpose, and align it with the work you do, be sure to tune in to this insightful conversation with Amy Vetter! Key Points From This Episode: Amy Vetter The B3 Method Institute Breaking Beliefs Podcast Disconnect to Connect Business, Balance & Bliss Amy Vetter on LinkedIn Amy Vetter on Twitter Amy Vetter on Instagram Connection Builders Alex Drost LinkedIn

Strategic growth is about more than just growth for growth’s sake. It’s about identifying the most efficient path for profitability and sustainability and then pursuing it. Our guest today, Gale Crosley, is a Strategic Growth and Innovation Consultant who has helped countless growth-oriented CPA and Accounting firms overcome barriers and achieve high-performing strategic growth. Crosley started her career as a CPA with Arthur Andersen before transitioning to technology sales. After the dot-com bust, she started her own growth consultancy to help CPA firms grow strategically. We discuss strategic growth within the CPA and broader professional services profession, including what firms can learn from traditional corporate enterprises and how technological innovations like AI are changing the industry. Gale explains that strategic growth is not just top-line growth but also about the bottom line. It's not growth for growth's sake; rather, it's about growing profitability. She also breaks down the biggest impediments to strategic growth, like unprecedented staffing shortages and adapting to revenue cycles. Finally, Gale notes that firms must shift their strategy as the market changes. Firms need to specialize and innovate to stay relevant. Gale believes private equity and technology are disrupters to the CPA profession that will accelerate the need to evolve current business strategies. Gale advises managing partners to focus on strategic growth and specialization instead of riding the rollercoaster of market conditions. By being forward-thinking and focusing on strategic growth, firms can achieve the most profit and the fastest growth. Key Points From This Episode: Gale Crosley Gale Crosley on LinkedIn Connection Builders Alex Drost LinkedIn

Give credit and take blame; this is Bruce Ditman’s golden rule of leadership. In today’s episode, he shares his story of how he went from selling television advertising to Chief Marketing Officer at Marcum LLP, a $700 million dollar CPA & accounting firm, then later to the founder of Chief Seconds. Bruce has never had one day of formal marketing education in his life, but his intellectual curiosity, humility, and thoughtful approach to everything he does has led to him achieving success at every stage of his career. We discuss the difference between an educational approach and an indoctrination model, the importance of cultivating professional empathy in your organization, and how leaders who have been in the game for a long time need to learn to meet the needs of younger generations. Bruce also shares his approach to managing people, which leads to increased production levels without causing burnout. Key Points From This Episode: Bruce Ditman on LinkedIn Bruce Ditman Email Address Chief Seconds Connection Builders Alex Drost LinkedIn

Unexpected connections exist all around us; we just have to be open to them. One such connection that many listeners may find surprising is the link between music and accounting. Our guest today, Scott Scarano, has always had a passion for both these disciplines. He describes accounting as the language of business and music as the language of life. Scott is the owner of a thriving accounting firm, a podcaster, and the custodian of Accounting High, an online resource that is helping to modernize the accounting profession and make it more accessible for everyone. While many people view accountants as lacking creativity, Scott, aka The Rapping CPA, is here to insist otherwise. In today’s conversation with Scott, we delve into One CPA’s Journey: The Nexus of Creativity and Entrepreneurship. Our discussion includes the nature of creativity, how repetition helps us grow, and what it means to be open to recognizing new and unexpected connections. Scott talks with us about how his grandfather inspired him to pursue accounting, what it was like to build his CPA firm, and how he made the transition from being an operator in his business to a high-level visionary. We also contemplate the nature of failure before hearing the story of how Scott started writing highly detailed and entertaining rap parodies. Scott closes off today's episode with a rendition of his riveting Superapp rap, which is based on Eminem’s Superman (and written for Expensify), and shares the response he got from Expensify CEO David Barrett when he had him as a guest on his podcast. Key Points From This Episode: SuperappLinks Mentioned in Today’s Episode: Scott Scarano on LinkedIn Scott Scarano on Twitter Accounting High Accounting High on YouTube Accounting High Podcast The Dunning-Kruger effect The Creative Act: A Way of Being FreshBooks Expensify ExpensiCon David Barrett on LinkedIn Connection Builders Alex Drost LinkedIn

Elana Margulies-Snyderman is a director and thought leadership expert at EisnerAmper, a global audit and tax firm with offices worldwide and throughout the US. She hosts two podcast series, one dedicated to financial services and the other focusing on private equity deal-making. She also contributes to the firm's content management by maintaining a financial services blog and overseeing content across various industries and service lines. Elana has a wealth of experience in creating thought leadership and the management and strategic thinking required to ultimately leverage it to drive value. In today’s episode, Elana shares her inspiring career journey with us. Tuning in, you’ll hear how she built a career and a network in this space despite having no financial education and overcame her challenges. She shares helpful advice on networking, moderating panels, driving engagement, excelling at live or recorded content, understanding your audience, and other elements of becoming a successful thought leader. Key Points From This Episode: Elana Margulies Snyderman on LinkedIn EisnerAmper EisnerAmper blog Engaging Alternatives Spotlight podcast Private Equity Dealbook podcast Connection Builders Alex Drost LinkedIn

Today we are joined by Timothy Keith, the CEO and Founder of Propense.ai, an AI cross-selling platform that helps professional services firms grow more efficiently and holistically. Tim shares his unique career path that helped build his expertise in the professional services industry, starting with his experience in CRM implementation at a large-scale CPA firm. Tim’s path to becoming a founder is as inspiring as it is unique, and he explains how a love for solving difficult problems fuels his passion. Tim shares his view of why CRM implementation can be particularly challenging in the professional services space due to the partnership model, and he notes that most growth in professional services firms comes organically, making cross-selling a crucial element in their growth strategy. During our conversation, Tim identifies that the problem of cross-selling in professional services is often two-fold: first, there is a lack of transparency and visibility of the services the firms offer, and second, there is a lack of process behind their cross-selling strategy. We also talk about how behavior and accountability influence a company’s cross-selling success, why humans are driven by incentives, and what Propsonse.ai as a company is hoping to achieve with its AI-driven products. Key Points From This Episode: Timothy Keith on LinkedIn Timothy Keith Email Propense.ai Connection Builders Alex Drost LinkedIn

The private equity and deal advisor landscape is currently ablaze with fierce competition, reaching unprecedented heights and continuously expanding. Professional service providers working in the sector must showcase their unparalleled expertise, captivating the attention of target companies. Joining us today to help navigate the intricacies of building a brand as a consultant in the space is Jack Vawdrey, a marketing consultant for private equity. As a seasoned consultant, Jack meticulously guides clients through the intricacies of strategic comprehension. He also facilitates the implementation of robust systems, seamlessly harmonizing the blueprint with operational execution. Jack’s expertise lies in orchestrating the entire process, ensuring that every facet aligns flawlessly, ultimately propelling the businesses toward success. In our conversation, we discuss what makes the private equity space unique, the requirements for building a reputation in the space, and what sets it apart from other sectors. We dive into the various key pillars of effective marketing in helping you build your brand, from effective messaging to the power of public relations. We unpack the complexity of the market, list curation management, business development, and much more. Key Points From This Episode: Marketing Consultant for Private Equity Jack Vawdrey on LinkedIn Connection Builders Alex Drost LinkedIn

Creating a remarkable brand is not a task for the faint of heart. It requires unwavering authenticity, a fierce dedication to values, and an unrelenting commitment to purpose. Mike Jones, the CEO and Managing Partner of Resound, truly believes in these principles. With an unbridled passion for every client, he leads Resound’s vision, strategy, and business development, relentlessly pursuing building brands that resonate deeply with people. Resound is a brand consultancy providing services that enable organizations to create genuine brands and experiences that strike a chord with people, encouraging their return. In our conversation, we unpack everything about brand management and recognition and why it should be a priority for any professional service business. Mike explains the power behind a brand, what makes a successful brand, and what effective brand alignment means. We also discuss whether personal relationships are still beneficial to a company’s brand, how businesses are no longer location by location, the challenges of creating a brand, and much more. Key Points From This Episode: Mike Jones on LinkedIn Mike Jones on Twitter Resound The Remarkabrand Podcast You are Remarkable Association for Accounting Marketing Connection Builders Alex Drost LinkedIn

Selling your business is not just a transaction. It is a period of transition filled with unexpected highs and lows. After exiting her own legal practice and watching a close friend struggle with the sale of his company, global keynote speaker and bestselling author, Denise Logan realized that business owners need emotional support for this process of transition. Over the last 13 years, she has woven together her previous experience as a lawyer and mental health professional to help business owners and their advisors navigate the emotional aspects of letting go when it is time to sell their business; ultimately enhancing the likelihood of a successful conclusion while keeping costs and delays to a minimum. Denise joins us on Branch Out today to explain how she keeps people and deals from falling apart by giving emotions a seat at the table. We discuss the pitfalls of growing for the sake of growth, the term ‘product-market-maker fit,’ and Denise’s belief that it’s unprocessed emotion that kills deals, not time. We also touch on the importance of context, how advisors can close more deals by slowing down, and so much more. Don’t miss this thought-provoking conversation with The Seller Whisperer herself, Denise Logan! Key Points From This Episode: Denise Logan Denise Logan on LinkedIn Denise Logan on Twitter The Seller’s Journey Connection Builders Alex Drost LinkedIn

Small and aspiring CPA firms face several formidable challenges. From workload management to technology implementation and expanding their professional expertise, they will likely spend a disproportionate amount of time and energy on things other than building their book of business and serving clients. To solve this problem, today’s guest started a firm that provides the necessary resources and support to enable CPAs to build scalable, profitable practices and stay relevant for decades to come—introducing Chase Birky, the co-founder, President, and CEO of Dark Horse CPAs, which was born from the belief that small businesses, intrapreneurs, and entrepreneurs are often seen as “dark horses” amongst their larger, more well-known competitors. Chase believes that the proper guidance can help propel these dark horses to unexpected heights, and in this episode, he shares his goal to democratize the modern CPA firm and provide a better life for CPAs (and, by extension, their clients). During our conversation, we also touch on the need for a safe space to make mistakes, the immense value of mentorship, the role of AI in the future of accounting, and so much more. For a fascinating and insightful conversation with a trusted advisor specializing in serving small businesses and individuals often overlooked, tune in today! Key Points From This Episode: Chase Birky Chase Birky on LinkedIn Dark Horse CPAs Book a Discovery Call with Chase Connection Builders Alex Drost LinkedIn

A big part of business development is communication; selling yourself or someone else, building relationships, making a pitch, and so on. As a professional, you should build up the skillset to truly be able to articulate what value, skills, and experience you (or your group) have. Today, we are joined by Alex Egan, a director at Kaufman Rossin, a full-service public accounting and consulting firm. Alex leads a team of consultants and advisors who specialize in helping broker-dealers, RIAs, FinTech companies, banks, and other financial services firms, address their compliance risk and regulatory challenges. As listeners tune in, they’ll hear from Alex about his career journey and how the skills he acquired prepared him for his current role as a consultant and advisor. We discuss how communication is essential to creating value for clients and the benefit of a team-based approach to business development. If you want to gain insights on how to communicate in a way that’s going to present your true self, then don’t miss out on this episode. Key Points From This Episode: Alex Egan on LinkedIn Kaufman Rossin Connection Builders Alex Drost LinkedIn

Sometimes, a job that was initially fulfilling begins to feel less meaningful over time. Luckily, there are several strategies you can follow to help you reignite your passion for the work that you already do or even redefine your role around what gets you excited! Today, we are joined by Randy Crabtree, speaker, writer, co-founder, and partner of Tri-Merit Specialty Tax Professionals and host of The Unique CPA podcast. Randy is also a two-time finalist for Accounting Today's Top 100 Most Influential People in Accounting and a regular presenter for National Accounting Associations in state CPA societies. In this episode, Randy shares his experience of navigating his mental health after a midlife stroke and his advice for finding passion in the work you do. We also discuss some of the tips and tricks he suggests for mitigating work-related stress, finding direction in your career, and bringing your outside passions to work with you, plus so much more. If you want to find out why Randy believes that “passion is everything,” make sure to tune in today. Key Points From This Episode: The Unique CPA Podcast Randy Crabtree on LinkedIn Tri-Merit Ep. 93: Rethink Your Approach to Work with Dan Montgomery What’s Your And? Connection Builders Alex Drost LinkedIn

Resilience breeds success, and no one articulates it better than Lisa Howze. Lisa is a former Michigan state representative and the former chief of staff and chief government affairs officer for Detroit Mayor Mike Duggan. She is now known as "The Career Transformation Specialist" and joins us today to discuss her book, Candy Girl Mentality. Lisa generously shares an endless stream of wisdom as she breaks down the "candy girl mentality," defining setbacks and disappointments and providing tools to overcome them. We find out what informed her entrepreneurial mindset, how she navigates responsibility, and what she personally gleaned from the process of writing the book. Tune in to find out how best to manage expectations, combat imposter syndrome, and change your situation by changing your mind. Key Points From This Episode: Candy Girl MentalityLisa Howze on LinkedIn Lisa Howze on Twitter Candy Girl Mentality Connection Builders Alex Drost LinkedIn

Building a strong network of professional connections ultimately comes down to the time and energy you are willing to invest in those relationships. Today’s guest understands this and has managed to build credibility by consistently looking for new ways to add value. George Sirignano is the Managing Partner of Old City Investment Partners, a firm that identifies high-quality alternative investment sponsors for a growing investor base of families and institutions. George manages Old City’s investing and capital placement businesses, including those of its SEC-registered broker-dealer, and acts as the firm’s general counsel. In this episode, he offers insight into Old City’s broker-dealer platform and what sets them apart from other firms. We discuss the importance of advocating on behalf of your clients, prioritizing authentic interactions without distraction, and being open to mentors who might not be the obvious choice, plus so much more! You could say that collaboration, credibility, and curiosity are the three C’s of George’s unique approach to facilitating engagement between broker-dealers and building a network of meaningful relationships. Key Points From This Episode: George Sirignano on LinkedIn Old City Investment Partners Connection Builders Alex Drost LinkedIn Branch Out Podcast LinkedIn Connection Builders LinkedIn

The word “sales” often leaves a sour taste in people’s mouths. But sales is different than most people think, as today’s guest explains. Gary Braun, the Co-Founder of Pivotal Advisors, shares why it’s all about asking the right questions. Gary takes us on the journey of how he and his brother launched Pivotal Advisors and the lessons they have learned over the last 10+ years. We debunk negative connotations associated with “sales” and discuss why asking the right questions can build trust and lead to opportunities. Gary shares what it means to shortcut the discovery process, how to have a great pitch when you have little time, the positives of having repetitive systems, and why the fear of change is holding most sales professionals back. Gary also shares insights on creating accountability, the importance of reinforcement, and continual evolution. Key Points From This Episode: Gary Braun on LinkedIn Pivotal Advisors Pivotal Advisors on YouTube Connection Builders Alex Drost LinkedIn Branch Out Podcast LinkedIn Connection Builders LinkedIn

To be an entrepreneur requires hard work, self-discipline, and a tremendous amount of courage. When you are your own boss, there is no one else to look to. Therefore, everything your business needs to succeed requires your efforts and discipline. Today we are joined by the Managing Director of EisnerAmper, Isatou Smith. She is a natural entrepreneur who left a stable corporate role to gain greater autonomy and agency in her personal and professional life. In our conversation, we discuss how Isatou became an entrepreneur and what she's learned from her journey. Isatou shares examples of the challenging moments she has had to endure and ultimately persevere. Isatou also explains why all entrepreneurs need to know themselves very well, why instant gratification is a slippery slope, and how society can break you down if you let it. Finally, we discuss the importance of self-discipline, how to be intentional with how you spend your time, and why goal-setting is an entrepreneurial necessity. Key Points From This Episode: Isatou Smith on LinkedIn Isatou Email EisnerAmper Connection Builders Alex Drost LinkedIn Branch Out Podcast LinkedIn Connection Builders LinkedIn

From heading a family business, running franchising models, running a private equity firm, and being a mother to two, is there anything Susan Black-Beth can't do? Growing up in an entrepreneurial family, Susan's relationship with business started at an early age and has been formative to her leadership style. In this episode, Susan shares the value of having a robust and reliable network, how to overcome unforeseen challenges, her serendipitous relationship with COVID-19, and the importance of resiliency, authenticity, and vulnerability. With years of experience in multiple spheres of entrepreneurship, Susan explains how all these skills unexpectedly came together to help her through a life-changing family crisis. Finally, bringing this all together, we hear how a shift in perspective can help improve our outlook and allow us to lead ourselves and those who depend on us. Key Points From This Episode: Susan Black-Beth on LinkedIn Avante Capital Partners Connection Builders Alex Drost LinkedIn Branch Out Podcast LinkedIn Connection Builders LinkedIn

Today we are joined by partner, director, and advisor at Anders CPAs, David Hartley to discuss how he has found success and happiness in his career by taking risks and embracing uncertainty. You'll hear about David's professional career journey, the catalysts for change early on, and how he handled changes he encountered along the way. We also talk about why we as leaders have to accept that we do not know all the answers and instead focus on being a facilitator for problem-solving. David also shares his view on why it is critical to be open to learning, staying up to date with technology, asking questions, and staying true to yourself. We then dig into how to handle changing circumstances, manage your mental health, and why self-care is essential. Finally, David shares a piece of advice for professionals hitting the five-to-10-year mark in their career. Key Points From This Episode: David Hartley on LinkedIn Anders CPAs Dare to Lead Connection Builders Alex Drost LinkedIn Branch Out Podcast LinkedIn Connection Builders LinkedIn

In today's high-paced professional world, it's easy to lose perspective on what moves the needle in your company and get mired down in a slew of everyday tasks and emails. And while creating a structure that prioritizes reflection and planning can be challenging, it is immensely beneficial in the long run. Here to help us unpack this topic and give us a fresh perspective on our approach to work is Dan Montgomery, audit partner and director of business development at Forge Financial and Management Consulting, a forward-thinking advisory firm. In our conversation, Dan expands on how Forge's novel approach is making the busy season more manageable for their team and what they are doing to prioritize planning, reflection, and productivity at their company. We then move on to what Dan has learned from the value of journaling, reflection, and planning and how those lessons have changed the way he works and lives his life. Finally, today's episode offers a high-level breakdown of creating an innovative professional services model that allows for increased profitability, greater productivity, and, most importantly, more personal life satisfaction. Key Points From This Episode: Forge Financial Management Consulting Dan Montgomery on LinkedIn Dan Montgomery's Email Connection Builders Alex Drost LinkedIn Branch Out Podcast LinkedIn Connection Builders LinkedIn