Unleashed - How to Thrive as an Independent Professional

Show Notes: Nick Shevelyoff is a cybersecurity expert who recently left his role as Chief Information Security Officer at Silicon Valley Bank to pursue consulting services. In the mid-1990s, Nick Shevelyov began his career in technology. He soon became interested in cybersecurity and went on to work for a boutique security consulting firm. Shevelyoff later spent years working in Enterprise Risk Services at Deloitte, specializing in cybersecurity and data privacy. In 2005, he joined Silicon Valley Bank as the chief security and chief privacy officer. During his 15-year tenure at the bank, Shevelyoff became CIO and then chief information security officer. Throughout his career, he has been interested in understanding cyber risk from a holistic perspective. The Book on Cyber War and Peace Nick discusses his new book, Cyber War and Peace, which explores how organizations can learn from lessons from history and behavioral science to improve their cybersecurity posture. In his book, Nick covers a wide range of topics related to cybersecurity, from the history of technology to the importance of risk management. He highlights how ancient civilizations such as Babylon and Rome dealt with technological challenges and draws parallels to modern cybersecurity concerns. He also emphasizes the importance of knowing oneself in order to effectively defend against cyber attacks. Nick enjoys reading about ancient Greece, Rome, and the Napoleonic Wars, among other periods. He draws upon lessons from these periods in his book, specifically around the importance of practice and preparation. To get a sense of a company's current level of preparedness, Nick recommends asking questions about the company's existing investment, business outcomes, and risks. He also suggests using a framework like the National Institute of Standards and Technology critical security framework to measure the organization against that framework and understand where the gaps are. Executive Planning for Investments and Technology The need for business executives to properly plan ahead when considering investments and technology cannot be overemphasized, and Nick suggests that it is important to understand the existing conditions, the age of the company, the outcomes they are looking for, the risks they may face, and the value of the data they have. He recommends a Z-shaped relationship to connect the goals to the risks, and to understand the unique risks facing the organization. Nick also suggests that it is important to consider the volume, variability, and veracity of the data, and the layers of control that can be used to manage the uncertainty. Bespoke Security Models for Organizations Nick and Will discussed the process of creating a bespoke security model for an organization. Nick suggested using a commonly accepted framework, such as the National Institute of Standards and Technology Critical Security Framework, to measure the organization against and identify gaps. Additionally, Nick suggested considering the Mitre Attack Framework to assess how an organization is susceptible to different types of attacks and the OWASP Top 20 to identify any potential application vulnerabilities. To further understand the current security state, Nick suggested conducting vulnerability scans, penetration testing, and application security assessments. He also talks about leveraging tactical conformance checks to assess an organization's cyber health. Nick provided insight into the criminal business world of hackers today, which is an industry run by criminals who attack organizations, steal data, and sell it on the dark web. This hacking as a service has become operationalized and victims of ransomware attacks, where malware is deployed on networks and locks up their systems, are all too common. He discussed the ongoing cyber war, where foreign governments are encouraging and supporting hacking of US and Western companies. He also mentioned that cyber risk is a reflection of geopolitical risk, and that organizations should always be investing in the right risk posture. Nick is now offering consulting services to help innovators and entrepreneurs all over the world improve their probability of success. He is also working as a fractional Chief Information Security Officer. Timestamps 09:58- Exploring Risk Management Strategies for Business Executives 12:16- Exploring a Bespoke Security Model for Organizations 14:00- CYBER HEALTH: Leveraging Tactical Conformance Checks to Assess Organizational Risk in the Criminal Business World 17:06- Cybersecurity and Cyber Risk 22:22- Fractional CFO and CISO Services 27:13- Developing a Security Program for Organizations 30:17- DevSecOps and Risk Management Links: https://www.nickshevelyov.com/ https://www.amazon.ca/Nicholas-Shevelyov/e/B09BDGQD22%3Fref=dbs_a_mng_rwt_scns_share https://authorhour.co/cyber-war-and-peace-nick-shevelyov/ CONTACT INFO: [email protected] https://www.linkedin.com/in/nicholasshevelyov/ Unleashed is produc

Show Notes In this episode, Will Bachman explains how independent consultants can set up and use a paid CRM system. While a spreadsheet is a great place to start when setting up a CRM system as it is free, and can help you understand which features of a paid system you would like to have, Will explains why, at one point, you might want to upgrade to a paid CRM system, and how CRM systems offer advantages over spreadsheets when tracking contacts, opportunities, and projects. Advantages of a CRM System over a Spreadsheet One advantage is that you can add documents to the categories mentioned in the previous episode: contacts, company and/or opportunity. Other features can include the ability to add notes from discussions to keep track of customer interactions, automated reminders, and tracking customer feedback. The CRM system provides the ability to attach documents, such as resumes for potential subcontractors, and add notes from conversations. It also allows for a photo of the contact to be attached, as well as other fields like name, title, employer, education, location, and LinkedIn profiles. Custom fields can also be created to track newsletters, gifts sent and received, and who introduced you to the contact. Will explains how CRM systems sync with the user's emails and the contacts' emails, making it easier to track emails from multiple addresses. Using a CRM System for Opportunities The CRM system also allows the user to track and easily see all the project opportunities associated with your contacts. Additionally, the user can tag contacts, opportunities, and projects with an industry tag, or functional tags, or skill-based or discreet defined tags, making it easier to categorize and track these elements. Using a CRM system to Manage Tasks Using a CRM system has several advantages. One of these is the ability to easily manage tasks. This can be done by adding task tags to contacts or projects and then viewing them all in one place, whether that is to follow up with a contact or submit a proposal, and you can easily mark them as done or change dates etc. Another advantage is the ability to easily manage opportunities. It is possible to have a visual view, with columns for the status of each project, and have the ability to drag and move the tiles. A third advantage is the ability to customize the names for the stages of an opportunity. These stages include identified opportunity, completed context discussion, submitted proposal, and finally whether the project was 'lost' or if it is '1 Active', or '1 Completed'. Additionally, when a project is moved from one stage to another, a pop up will appear asking for the reason. You could also add other stages such as 'On Hold' to remind you to follow up at a later date, and you could add a 'Future Opportunity' tab to remind you to follow up about it. You can also add documents to opportunities to keep all that information in one place and easy to access. Another useful feature is to add reports to give insight into projects won and lost. You can also easily add other users to give easy access to team members, but you also maintain control over the system to ensure no-one accidentally deletes or changes information. Researching CRM Systems Will also explains how to set up a paid CRM system, such as choosing a provider, setting up user roles, and integrating the system into your workflow. Lastly, he talks about the importance of finding the right CRM system that suits your needs. Will recommends starting with a spreadsheet to get an idea of how you need to structure the information you need, and then look into resources on Umbrex.com where you will find information on CRM systems used by members. Timestamps 00:01 The benefits of using a purpose-built CRM system 02:38 The benefits of a CRM system for tracking contacts 03:49 Creating custom fields 04:57 The benefits of a CRM system for tracking opportunities and projects 07:36 Stages of opportunities in a CRM system 11:18 Adding users to the CRM system Links: Notes on using a purpose-built CRM system: https://docs.google.com/document/d/1SfVS9cB_YtmTgtRoBb1hWAxo-qy1vbC6BqiOKtTpEFo/edit?usp=sharing

Show Notes In this episode of Unleashed, Will Bachman explains how independent professionals can use a spreadsheet as their CRM system. A spreadsheet can be an effective first step before investing in a paid CRM system, and for independent professionals, the most fundamental use of a CRM spreadsheet is to keep track of the people, organizations, and project opportunities, in addition to confirming new projects, but the first step in setting up a CRM system should be to create a spreadsheet of all your contacts, and another tab with all your past projects. Ultimately, using a spreadsheet as a CRM system can be a great way to get started and gain familiarity with the features of a paid CRM system before investing, but when you do, you'll be able to upload your spreadsheet into the CRM. Will walks you through setting up a CRM system. The initial tabs discussed are 1.contacts, 2.opportunities, and 3.companies. Using a Spreadsheet for Contacts When setting up the contacts tab, a few fields are recommended, including: info about the person, like employer and title, name, pronouns, ID number URLs/links/social media links Physical address It's also recommended to have separate columns for first name, middle name, last name, maiden name, and nickname. It is also recommended to include the option to track if the contact is a connection on LinkedIn or not. When it comes to tracking contacts, emails are essential, and often, the preferred method of communication. It may also be helpful to track physical address, how the contact was originally met, the strength of the relationship, the level of decision making power, whether they are a client or potential partner, the industry they are in, the date of the last contact, the time interval between points of contact, if they are subscribed to your newsletter, if they are on your holiday card list, what gifts have been sent, topics of interest, the name of their executive assistant and their contact info, and the next action to be taken with the contact. Additionally, it is helpful to also track notes from interactions with the contact. Will suggests creating a separate tab for notes on each conversation, and to filter it for any given individual. However, the drawback of using a spreadsheet is that it is not as great as a relational database. Using a Spreadsheet for Opportunities For opportunities, the fields suggested to track are: Current pipeline Project/opportunity ID, title, associated company/organization Client executive name, billing contact, and any other names related to the opportunity A description and stage of the opportunity Source of opportunity Will learned this system from David A. Fields and he talked about it in episode 172 of Unleashed. David's three stages are: identified opportunity, but not yet talked to the client; completed context discussion (which entails live interaction with client), and finally, submitted proposal. If you have several projects in the pipeline, you could also add several stages such as: 'in contract phase'. Will suggests adding two stages for a contract: '1 active' - for current projects, and '1 complete', for the final stage. It may also be useful to add a stage for 'lost' and/or 'on hold' and 'possible opportunity' for potential opportunities on the horizon that you may want to follow up on in a few months. You could also track the dollar size of the opportunity and likelihood of closing. By tracking 'likelihood to close' you'll gain a better understanding of your ability to your accuracy in estimating potential opportunities, and dates of each stage. And most importantly, columns to include are your next action(s) and action due date(s). Using a Spreadsheet to Keep Track of Organizations Company ID, website, LinkedIn, industry All the projects you have done for the same company Who else works at the same company Be able to see all the projects you have done for the same company Who else you might speak with at the company Will also suggests adding if you have a service agreement with the company, termination dates, payment terms, and any other key contractual terms, such as a non-compete agreement, and invoicing instructions. While the former company details may not be necessary if you have the details of the company contact in place, the latter is particularly useful if it's been a few years since you worked on a project for the company. A link to a downloadable spreadsheet template has been added in links to to help you customize your own spreadsheet. Timestamps 00:01 Using a spreadsheet as a CRM system for independent professionals 01:49 Tracking contact Information for professional relationships 09:27 Tracking conversations and opportunities 16:21: Tracking contact and contract information on organizations Links: Notes on using a spreadsheet as a CRM: https://docs.google.com/document/d/1PQssMvenlu4EPVaLevbRNWGlgppIWc8IXFatU4RG5sY/edit?usp=sharing

Show Notes Will Bachman and Niul Burton discuss procurement and strategic sourcing. Procurement is the function of acquiring goods or services as inputs to a company's operations. Strategic sourcing is a subset of procurement that focuses on the sourcing of goods and services in order to maximize value and efficiency. Niul explained that procurement involves identifying, negotiating, contracting, and working with suppliers on an ongoing basis. He also discussed the importance of understanding the needs of the company, the market, and the supplier in order to ensure that the best deal is being offered. Finally, Niul stressed the importance of building relationships with suppliers in order to ensure successful and long-term collaborations. Functions of Procurement Procurement is the process of buying goods and services from external suppliers. Strategic sourcing is a subset of procurement that takes a big-picture perspective to maximize value from spending. Other functions within procurement include contract negotiation and purchase to pay, which is the day-to-day operational execution of requisitions, purchase orders and invoicing. Third party risk management is an evolution of procurement that includes managing risk for external suppliers, licensees, and distributors. Strategic Sourcing to Drive More Value Strategic sourcing is an evolution of the procurement function to drive more value for an organization. Historically, purchasing was simply a department that executed purchase orders. Now, strategic sourcing is focused on creating value, as more than 50% of an organization's revenue goes out to their supply base. To manage costs and drive value, procurement and the relationship with the suppliers creates a tremendous opportunity. Procurement is now also doing more supplier risk management, which is a subset of third parties. Strategic sourcing is focused on understanding the current market, developing the right supplier relationships, and creating a competitive environment to drive the best value for the company. The process typically includes conducting a market analysis, negotiating with the suppliers, and implementing a contract. Strategic Sourcing – A View on Spend Strategic sourcing is a way of taking a new view on how money is spent. It involves centralizing contracts and purchases, standardizing specifications, and creating competition in the market. A former client of Niul was a big manufacturing company which had 36 different agreements for different sites, each with different terms and conditions and pricing. Strategic sourcing enabled them to look at the situation from a bigger picture view, and negotiate a commercial relationship with the supplier which was worth $1.5 billion over five years. Some of the levers used to create more value included consolidating skews, reducing the number of vendors, and having one standardized contract. Other strategies included aggregating volume, aligning to industry specifications, creating new competition, and process improvement. Timestamps 00:01 Procurement and Strategic Sourcing 101 02:07 Exploring the Different Functions of Procurement 08:12 Leveraging Value Creation Through Process Improvement 09:25 864 different strategies that can be deployed in strategic sourcing 12:13 Assessing the Procurement Function 15:47 Category Management 30:59 The internal process 39:38 The difference between RFI RFP and RFQ Links: https://www.beroeinc.com/podcasts/niul-burton-procurement-digitalization-journey/ CONTACT INFO: [email protected] https://www.linkedin.com/in/niulburton/ https://niulburton.com/ Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Show Notes Jessica Magoch is a jazz musician and sales expert who has put her two skills together to help others. She started her sales career when she was auditioning for college musical theater programs and realized that the best job for her would be one with flexibility - sales. She quickly excelled in the field and went on to work for a company that she helped build from zero to 100 million in revenue. After leaving that company, she started her own consulting and coaching business, where she helps women-led social enterprises learn how to sell. How to Improve Your Sales Technique Jessica explains that people who are successful in sales often have an inexplicable thing that cannot be taught. This is because they are able to connect with people emotionally, which is something that can be learned. She explains that music is the fastest way to affect someone's emotions and that using it in a sales conversation can make a difference. The conversation explores the idea that people make decisions based on emotions and then back them up with logic. The idea is from the study of emotional intelligence. The study found that information travels through the amygdala first before it hits the frontal cortex. The amygdala is where emotions happen, and it is also where gut reactions are. The study also found that the information in the logical part of the brain is very limited. The conversation then discusses how to incorporate these insights from music into sales. One way is to start with your scales, which are your sales frameworks, your sales techniques, and your processes. Another way is to bring artistry to it by looking at the dynamics of music and applying it to sales conversations. The salesperson's main role is to help the customer take action, and musicality can help with that by adding emotion and creativity to the conversation. Musicality can also help salespeople be more creative in general. Building Confidence in Business Jessica talks about the importance of performance in all aspects of life, from music to sales. The idea is that sometimes you have to access different parts of yourself in order to be successful and that this is not a bad thing. Beyonce is cited as an example of someone who has an alter ego that she calls upon when she needs to be fierce on stage. In business, it is often important to be able to sell oneself and one's ideas confidently. One way to build confidence is to develop an alter ego or character who is comfortable with selling. This can be helpful especially when cold calling, as it can be difficult to remain confident when speaking to someone who may not be interested. Outbound Sales Strategies Will Bachman and Jessica Magoch discuss the importance of outbound strategies that involve phone calls. Jessica says that cold calling is often ineffective because people feel like they are just a target on a list. Bachman and Macgoch agree that cold calling is not a pleasant experience. In order to make a cold call warmer, it is important to do 15 seconds of research on the person you are calling. This will help you to better understand them and get their attention. It is also important to ask permission before continuing the conversation and to be specific about the problems that you are solving. Timestamps 2:06: Making decisions first emotionally and back them up with logic. 7:24: How to incorporate music into sales? 11:14: How to teach creativity in sales. 15:38: How to be creative in the moment. 20:51: Eliminate the emotion from objections by eliminating the objection. 29:08: How to avoid cold-calling. 34:02: How to personalize your call? 38:06: How to get your voice to be dynamic. Links: https://www.jpmpartners.com/ CONTACT INFO: https://www.linkedin.com/in/jessicamagoch/ Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Nate Kievman is the founder of Linked Strategies, a company that helps create better relationships between businesses and their ideal buyers. Link Strategies has been in business since 2010 and has evolved over the years into a full-service digital agency. Link Strategies Will Bachman is the host of Unleashed, and he and Nate discuss the services that Link Strategies offers. Link Strategies works with companies of all sizes, from one-person consulting shops to large enterprises like BlackRock and NASDAQ. The company typically works with companies that are looking to scale beyond their current referral- or network-based sales models. Nate discusses the lead generation industry, and how it is highly competitive and non-consolidated. He describes how there are many firms that claim to be able to generate leads, but in reality, most of them use spammy tactics and are not very effective. The book The Outsiders explores how companies like Salesforce have disrupted traditional businesses by using technology to their advantage. The book argues that companies that are able to use technology to their advantage will be the ones who succeed in the future. The book has had a major impact on the business world and has inspired many companies to adopt similar strategies. The book states that companies that are able to use technology to their advantage will be the ones who succeed in the future. Lead Generation Strategies They talk about how there is a low barrier to entry for anyone who wants to start a lead generation business, and how there are many firms that do this with very little experience. They also talk about how recent changes in spam detection have made it very difficult for companies to get their emails delivered, and how this has caused many companies to reevaluate their lead-generation strategies. Nate explains that the key to getting a response from a busy executive is to respect their time and give them enough information to make a decision about meeting with you. He also notes that it takes experience and knowledge to craft a compelling email that will engage the reader. Finally, he cautions that companies often fail at outbound strategies because they don't commit to the process. Cold Outbound Strategies Nate discusses how cold outbound strategies are designed to generate leads, appointments, and conversions, and how companies often fail to properly utilize them. He argues that companies should invest in their partners and salespeople in order to properly execute these strategies and maximize their potential. The conversation discuss tips for sales conversion on cold outreach meetings. They mention that it is important to think of these types of campaigns as a short, mid and long term pipeline development, and that most companies get into it as a tactical buy. They also mention that it is important to understand the nuances of all the facts in your current business, and that contracts should be for a year or more. The salespeople at Kievman's company are focused on finding out the challenges, goals, and gaps of their potential clients. They want to assess whether or not they can help solve the gap before going into their sales pitch. This is important because Kievman's company offers dynamic and customizable solutions. Timestamps: 1:51: Categories of competitors in the appointment setting and lead generation space. 3:57: The book "Predictable Revenue" 8:52: What's happening in the world of email deliverability. 14:15: How to get into the psychology of the executive office. 20:25: When you're sending emails out to your email accounts, who are you sending them to? 25:42: What are some of the archetypes of copy that you use? 30:18: The importance of being a growth partner and not a lead generator. 35:17: The importance of having a candid conversation with your prospects. 40:51: If you had 100 really good friends, how many of them would work with you over the course of two or three years? Links: https://www.amazon.ca/Predictable-Revenue-Business-Practices-Salesforce-com/dp/0984380213 CONTACT INFO: https://linkedstrategies.com https://www.linkedin.com/in/nathankievman [email protected] Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Show Notes: Unleashed has been running for six years and has 335,000 downloads. In episode 500 of the podcast, host and creator, Will Bachman wants to share three things: the deep personal history behind the podcast, what listeners can expect going forward, and the impact it has had on him. An Interest in Journalism Will began his publishing adventures in junior high school when he started the Henry James Herald, a photocopied newspaper he sold or gave away in the lunchroom. He tried to start an alternate to the school newspaper in high school when he found the school paper to be a little less interesting than what he thought it could be. Despite not having the opportunity to pursue his initial dream of starting his own newspaper in high school, his passion for journalism continued in college when he joined the Harvard Crimson. He became a photographer and learned how to develop film and print photographs, spending around 30-40 hours a week as a photo editor. He enjoyed this experience immensely, as it gave him a sense of being in the know and being able to see his photos in print. From College to McKinsey Will discussed his experiences in college, the Navy, and business school related to publishing. During his time in the Navy as a communications officer, he created a bulletin designed to keep the crew informed during a tactical readiness exam. In business school he created an elaborate cheat sheet for his fellow classmates to use in their exams. One day when walking into the exam room, he was thrilled to see almost 80% of the room using his cheat sheet. And later in his career at McKinsey, he had a dream of gathering together a collection of resources, but never had the time to execute it. At McKinsey, Will had the idea of getting the whole business analyst class together every Friday morning to share tips and tricks they had learned from their projects. The Birth of the Book After being an independent consultant for four years, Will had an idea to write a book about how to thrive as an independent consultant. This was the birth of a book called Unleashed where he could share his experiences as an independent consultant. He designed a cover for the book with a dog leash and a dog jumping off the page which eventually became the logo for the show. Looking back on his life, Will realized that he'd always wanted to talk to people and then share what he'd learned, and that is the purpose of the show: to share practical lessons learned so people can apply them in their professional lives. Timestamps: 05:26 Taking cheat sheets into Business school 07:26 The birth of an idea at McKinsey 09:21 The creation of the Unleashed logo 11:06 Interviews that address a specific need 12:47 What Will has learned from the podcasts 13:27 Authors interviewed 15:10 The importance of having a podcast 18:49 David Fields episodes

Show Notes John Livesay is the pitch whisperer - he helps people calm down and deliver a winning pitch. He believes that the best way to win more sales is to tell a story that includes your own personal story, a company story, and then turning a case study into a case story. He was approached by Anthem insurance to be their sales keynote speaker and ended up staying for their improvisation session to help people with their pitches. Ink Magazine dubbed Jordan a pitch whisperer after she gave an example of how she helped a client tell a better story. She was working with Olympus medical, who had a piece of equipment that could make surgeries go 30% faster, but they couldn't understand why more doctors weren't buying it. Jordan explained that people buy emotionally and then back it up with logic, and then she asked the client some questions. The client told a story about how their equipment had helped a doctor at Long Beach Memorial put a patient's family out of their waiting misery. The other doctor saw himself in the story and decided he wanted the equipment. The client was amazed and said they had never thought to make the patient's family a character in the story. 4 Steps to Effective Pitches John Livesay talks about his process for pitching and how he uses a four step structure to make his pitches more effective. He gives an example of how he used this process to pitch for an airport renovation project. He first paints the picture with the who, what, where, when. Then he highlights the problem and the stakes involved. Next, he provides a solution. Finally, he brings the story to life with dialogue that allows the listener to see themselves in the story. The speakers discuss the importance of focusing on the problem statement when seeking independent consultants. They tell a story about a fictitious client, James, who needs the caliber of consultant found at a big firm like McKinsey or Bain, but without the full team. James exhausts her personal network and then has trouble finding the right person. The speakers argue that this is a problem that their company, UpWork, solves. Pitching Tips for Independent Consultants In this conversation, John Livesay discusses some tips for independent consultants who are pitching their services to potential clients. He stresses the importance of selling yourself first, as people are more likely to buy into your energy than anything else. Additionally, he talks about the importance of using stories to connect with potential clients, as this will help them to see themselves in your experiences. Will Bachman and John Livesay discuss the importance of finding a mentor, and how to go about finding one that is a good fit. They advise against simply posting a request for a mentor online, and instead recommend reaching out to people you know personally or have worked with before. They also suggest stacking multiple problems to solve, in order to make the mentee more attractive to potential mentors. Cold Email Subject Lines John Livesay, a sales trainer, recommends focusing on empathy, listening, and storytelling when making cold calls or emails in order to build an emotional connection with the person you're trying to reach. This will help you earn the right to have a meeting or conversation, rather than be seen as an annoyance. The conversation discuss tips for writing cold email subject lines and John Livesay shares his tip of funneling potential contacts on LinkedIn. He believes that by staying connected with potential contacts, it won't feel like a cold email when you do reach out. Links: https://johnlivesay.com/ https://www.youtube.com/channel/UChWp7P-2gv2a-nppJpXswoA https://www.amazon.ca/Successful-Pitch-Conversations-Invisible-Investable/dp/0982285353 https://podcasts.apple.com/gb/podcast/the-successful-pitch-with-john-livesay/id982063571 https://www.joinbytext.com/ Timestamps 0:01: What is a pitch whisper? 4:18: How to find the right story to sell. 9:15: The importance of telling the best story. 11:55: How did you get into the field of consulting? 18:50: How do you find the right person? 23:34: How to open your email with a compelling pitch? 28:07: What's a great open? Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Peter is an energy industry thought leader, and consult and international keynote speaker and co-founder of NorthBridge Energy Partners LLC, an independent consulting organization with expertise and perspective on US energy markets. Peter has worked with and advised companies as large and established as GE, Nike, and SunPower while also helping numerous start-ups navigate the challenging path to success, and he is the author of "The Energy Switch: How Companies and Customers Are Transforming the Electrical Grid and the Future of Power." You can learn more about Peter and his work at www.peterkellydetwiler.com. Key points include: 06:02: Current challenges faced by the energy system 13:25: Energy storage and the energy grid 39:02: The future of consulting for the energy industry Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Jonas is a media and entertainment executive with a passion for innovating in the on-demand content ecosystem. In 2019 he was named one of British Columbia's 40 under 40. As a co-founder of Bumper, Jonas uses his 20+ years of experience in the on-demand content space to help podcasters grow their audiences and return on investments. Previously, as the Director of Strategy at Pacific Content, Jonas helped clients achieve success in branded podcasting. Pacific Content is an award-winning podcast agency working at the intersection of brand strategy and high-quality audio storytelling. Learn more about Jonas and his company on Bumper. Key points include: 05:54: The range of requests and services 11:23: Podcast strategies 21:17: Reviews and vanity metrics Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Todd Cherches is a visionary leader with experience as a consultant, trainer, executive coach, TEDx speaker, keynote speaker, panelist, professor, author, blogger, and thought leader in the field of leadership and visual thinking. In this episode, he talks about his patented VisuaLeadership® approach. You can learn more about Todd and his work at www.toddcherches.com or www.bigbluegumball.com. Key points include: 06:18: How to host a creative meeting to drive growth 11:43 Exercises in visual leadership 24:07: The origins of visual leadership Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Jonathan Paisner has worked with B2B Fortune 1000 companies to evolve and implement their corporate brand to adapt for the changing needs of their business. He has held leadership and senior consulting roles at DeSantis Breindel, CoreBrand (now Tenet) and Siegel & Gale, and previously, he created and ran the brand licensing division of A&E Television Networks. In this episode, he shares his expertise in brand architecture. You can reach out to Jonathan on Linkedin or through his company website BrandExperiencedGroup.com. Key points include: 02:32: Brand architecture as a window to the overall business strategy 11:51: A case example of brand building 21:06: Securing alignment between teams and departments Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Raffi Grinberg is the Executive Director of Dialog and an educator. He also created and taught the course Adulting 101 at Boston College (the most popular course in the undergraduate business school). The course covered personal finance, relationships/communication, positive psychology, and career skills. In this episode, he talks about developing this program and why it has been so successful. You can reach Raffi through Linkedin. Key points include: 05:22: Cognitive skills coaching 14:18: Growth mindset 34:32: Communication skills Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Joana Domingues was an executive coach at McKinsey for 22 years. She is an experienced leadership and organizational consultant, and C-level coach. In this episode, she talks about her services, and her career path. You can connect with Joana through Linkedin or learn more about her work at Outsight.pt. Key points include: 04:29: Favorite open-ended coaching questions 27:16: A breakdown of a typical session 39:33: A case study of coaching a multinational organization Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

After graduating with a BA in History and Education, Krysten knew she wanted a career where she could help people and make a positive impact. She became a teacher at middle school, but three years later she moved to an insurance agency where she led multiple departments, from operations to training to sales. Since the early days of her career, she has used her skills to coach sales in several industries, including entertainment, construction, retail, property management, consulting, health care, financial services, waste management, manufacturing, and software. You can reach Krysten on Linkedin or through her website Crosscuts.io. Key points include: 01:19: Tips on running a successful Linkedin content strategy 12:07: Reaching out to decision-makers 22:13: The importance of engaging with comments Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Kyle McDowell is an author, speaker, and leadership coach. Kyle started his career in a regional bank as a front-line customer service representative. He has nearly three decades of experience leading tens of thousands of employees for some of the biggest companies in the US, and he has recently launched his best-selling book, Begin with We, which he talks about in this episode. Kyle can be reached on his social platforms as Kyle McDowell Inc. and his website KyleMcDowellinc.com. Key points include: 09:47: Dealing with mistakes 18:31: Measuring ourselves by activities or outcomes 25:42: Challenging with diplomacy Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

JJ Kasper is the founder and partner at Blue Collective, a company that invests in extraordinary entrepreneurs. JJ is also a McKinsey alum, a former teacher, and a paper boy. He is also a self-professed failed attorney, disgruntled academic, reformed consultant, retired turnaround guy, wistful musician, and reluctant VC…. You can connect with JJ through his company bluecollective.com or Linkedin. Key points include: 02:53: How venture capitalists make money 13:17: The different stages of investment 32:04: The backstory of Blue Collective Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Nicolai is a global leadership and transformation expert and a leading authority on developing human-centered organizations that shape the future. He has worked with more than 30 Fortune 500 companies and government ministries across 5 continents globally, and he has written best-selling books on leadership, personal development and navigating the future. You can learn more about Nicolai and access his books at nicolaicn.com and Linkedin. Key points include: 07:46: Defining achievement, well-being, and growth 14:36: The challenges of being a DJ 25:07: Issues clients are struggling with Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Tom Critchlow is a freelance strategy consultant and writer of the book The Strategic Independent - Theory & Practice for Independent Consultants. Tom specializes in digital marketing and how to generate leads, understand clients and their needs, and how to shift to a leadership mindset. You can check out Tom's work at tomcritchlow.com or connect with him on Linkedin. Key points include: 04:18: SEO consulting 22:27: Fees and pricing 34:41: Examples of new content initiatives Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Nick Gray is an entrepreneur and the author of The 2-Hour Cocktail Party. He is the founder of Museum Hack. Nick started a web hosting company called vs3 Web Services in high school, and he has sold two multi-million dollar businesses. In this episode, Nick talks about his new book and shares the secret to the success of the 2-hour cocktail party. To learn more about Nick and his businesses, check out the following links. How to Host a Party Website The 2-Hour Cocktail Party: Website The 2-Hour Cocktail Party: Amazon How to Host a Clothing Swap How to Plan a Networking Event How to Host a Happy Hour My Parents Hosted a Party: Here's What They Learned Mocktail Party: How to Host When You Don't Drink Alcohol If I Had $10 Million Dollars, How Would I Live Differently? Nick Gray's personal website Nick Gray's blog Key points include: 06:05: The NICK formula 18:08: Icebreakers 27:07: Cocktails and concluding the evening Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Joe "Hark" Herold is a former Air Force colonel, he is the CEO of Design Thinking Denver, a consulting firm that takes a human-centred approach to innovation, and the president and COO of Bunker Labs. Hark's background covers information technology, cyber, civil engineering, and academia, in addition to strategy development and execution. In this episode, he talks about Bunkerlabs, an organisation that provides community, programs and courses to help military veterans and military spouses start and grow successful businesses and startups. To find out more, visit www.bunkerlabs.org. Key points include: 05:01: The programs at Bunkerlabs 08:44: Bunkerlabs' funding sources 13:27: The CEO Circle 16:49: The Mastermind Session Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Umbrex co-founders, Margarita Soto and Jing Liang discuss the development of the nonprofit organization they established to support orphans in Ukraine. For more information and to donate to the organization visit: GOFUNDME: https://www.gofundme.com/f/ukrainian-orphans-need-help SUNFLOWER ACADEMY: https://sunfloweracademy.org.ua/ To support on social media: SUNFLOWER ACADEMY INSTAGRAM: https://www.instagram.com/sunflower.academy.ua/?hl=en SUNFLOWER ACADEMY FACEBOOK: https://www.facebook.com/SunflowerAcademyUA/ Key points include: 01:10: The background on the orphan-foster situation 06:26: Growing from supporting two families to 60 10:84: Oversight on GoFundMe for nonprofits 13:44: Raising awareness for the nonprofit Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Thomas Breuer is a McKinsey alum with over 26 years of executive line level experience in the medical devices industry. He has held management positions in various international markets and regions, including Hollister Incorporated. He has also worked on a broad range of management consulting assignments in the U.S., Europe, and Latin America with McKinsey. You can reach Thomas through his website at www.breuerpartners.com, or through Umbrex. Key points include: 05:50: First line role in Mexico 11:48: Starting his own consulting firm 13:45: A case study 18:24: Creating his own subsidiary Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Bryant Suellentrop is the founder of Elevate and Delegate, a virtual staffing company that helps professionals hire the assistants they need to run their business efficiently. In this episode, Bryant talks about hiring professionals in the Philippines and how his business facilitates the process. Learn more about Bryant's business at ElevateandDelegate.com or reach out to him on Twitter @SullyBusiness. Key points include: 05:50: The range of rates and salaries 11:22: Tips on success in hiring and managing the relationship 15:15: Payment processes 18:58: Online security Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Gabe Nelson is the owner operator of a registered investment advisory firm, a fee-based financial planning and investment advisory services to solopreneurs and self-employed professional clients. In today's episode, Gabe talks about the important details of financial planning for solo entrepreneurs. Access Gabe's book, The Solopreneurs Money Manifesto on Amazon, listen to his podcast, Solopreneur Money, or visit his website, GabeNelsonFinancial.com. Key points include: 04:22: The services of a financial advisor 10:16: Insurance planning 20:27: Retirement accounts 31:38: Tax changes for an S corporation Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Dorie is a strategy consultant, executive coach, keynote speaker, a recognized branding expert, and author of several books, including the bestseller The Long Game, Entrepreneurial You, Reinventing You, and Stand Out, which was named the #1 Leadership Book of the Year by Inc. magazine and one of the Top 10 Business Books of the Year by Forbes. She has worked with a variety of high-profile clients including Google, Microsoft, Morgan Stanley, Fidelity, Yale University, the IMF, and the World Bank. In today's episode, Dorie talks about her working philosophy and her newest book, The Long Game: how to be a long-term thinker in a short-term world. Learn more about Dorie's work at www.DorieClark.com. Key points include: 07:53: How to maximize connection dinners 18:51: Setting boundaries 25:03: The Long Game toolkit 31:01: Creating an online course Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Maria Gabriela Brito is a Venezuelan-born curator, art advisor, and author. She is the author of How Creativity Rules the World, the art and business of turning your ideas into gold. Her published works also include Out There: Design, Art, Travel Shopping, and Greek Gotham. Maria is a graduate of Harvard Law, and after school, she moved to New York City to pursue a career as a corporate attorney. She started collecting contemporary art in the same year, and after nine years practicing law and acquiring art, Brito opened her own interior design and art advisory company. Learn more about Maria's work at MariaBrito.co, and access her book, How Creativity Rules The World: The Art and Business of Turning Your Ideas Into Gold Key points include: 01:50: From Harvard Law school to art advisor 09:17: Her work as an art advisor and NFTs 15:28: Advice on buying art 34:02: Advice on building creative muscle Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Justin Nassiri is the founder and CEO of Storybox Inc, a McKinsey alum, and president of Executive Presence, a company that helps executives become thought leaders on LinkedIn. He has a B.S. in Electrical Engineering from the Naval Academy, he is a qualified nuclear engineer, and he is a graduate of Stanford University's School of Business. In today's episode, Justin talks about his business and how he helps executives build a following on LinkedIn. You can learn more about Justin's company at ExecutivePresence.io or reach out to him on LinkedIn. Key points include: 05:26: Common mistakes executives make 10:06: Social rules on LinkedIn 15:46: A case study 20:21: Content strategies Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Brad Schneider ran a data analytics firm for five years before founding Nomad Data in New York City where he is currently CEO. His experience includes but is not limited to HR technology engineer at Goldman Sachs, an equity analyst at Palo Alto Investors and Aragon Global Management, and CEO of the software company Adaptive Management. In today's episode, Brad shares insights on how to find the data you need. You can learn more about Brad's company at Nomad-Data.com. Key points include: 01:12: How the Nomad Data network works 04:13: The vendors of data - who they are 06:45: The company pricing model 08:35: Surprising data sources Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Tushar Shah is currently a Managing Partner at Kinderhook Partners, LLC. Prior to Kinderhook, Tushar was a Principal at Geocapital Partners, a leading venture capital firm, a strategy consultant with the Monitor Group, where he led a range of projects in New York, London and Tel Aviv; he is a CFA charterholder and he received a B.A. in Economics from Williams College. In today's episode, Tushar explains the fundamentals of search funds. To learn more about Tushar's company, visit KinderhookPartners.com or reach out to him on LinkedIn. Key points include: 00:30: What a search fund is 10:51: Who can apply for the fund 15:53: Examples of business and services acquired 28:12: Assembling a pool of investors Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Paul Millerd is a McKinsey alum, modern-day nomad, entrepreneur, and author of The Pathless Path - Imagining a New Story for Work & Life. Paul provides online courses on strategy consulting and freelance consulting. He is also the creator and contributor of the popular website, Boundless, a site that explores how to have a better relationship with work, and a podcast that is designed to help creatives reimagine work. In today's episode, Paul talks about his book. You can order the book and learn more about Paul's programs or sign up for his newsletter at Think-Boundless.com. Key points include: 02:59: What people believe about work 05:23: Tips on exploring the pathless path 19:43: The results of curiosity conversations 21:41: Disappointments on the pathless path Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Jennifer Smith is the co-founder and CEO of Scribe, a Princeton and Harvard alum, and a former VC and McKinsey consultant turned accidental CEO. She interviewed more than 1,200 business leaders on a quest to understand everything there is to know about corporate processes, best practices, and productivity. In today's episode, Jennifer talks about her startup Scribe, and how she's empowering people to own their processes by building the world's first operating system for know-how. To sign up for a free account, visit scribehow.com/signup To try a free month of Pro, use promo code UNLEASHED Key points include: 00:49: An overview of the product 06:09: Who uses Scribe and how it's used 09:57: Finding the right scribe for your needs 12:00: Pricing model of the product Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Karen is an independent consultant who focuses on transformation projects. She has 25 years' experience leading complex enterprise-wide transformations and M&A integrations to $105bn turnover. Karen has proven expertise in strategy and transformation of complex global businesses, as an executive in IBM Global, she led IBM's global transformation. Karen has strong cross-sector B2B and B2C, cross-functional and broad geographical experience, including operating in 180+ countries across five continents. In today's episode, she talks about her work on operational transformation and integration. You can learn more about Karen's company at SevenTransformation.com, or reach out through LinkedIn. Key points include: 10:14: Board member vs consultant to the company 17:00: An example of an operational transformation 23:26: Examples of cost-saving opportunities 35:58: Getting published in high profile publications Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Celine Teoh is an executive coach who helps senior leaders convert potential into performance by making the soft skills practical. She is a certified Tiny Habits Coach with Stanford's Behavior Design Lab, and a facilitator for Stanford Business School's popular Interpersonal Dynamics course. She is also an ex-McKinsey consultant, business operator, marketing strategist, and investment banker with years of strategy consulting experience with Fortune 500 executives in Asia and the USA. She holds an MBA from Stanford and a BSc from the London School of Economics. Agnès Le is an executive coach with a focus on emotional intelligence with 20 years of experience in talent development, a multicultural background, and an MBA from Stanford. She's a leadership coach in the Executive Education and MSx programs at Stanford business school, and a group facilitator for the school's most popular elective, Interpersonal Dynamics, also known as Touchy Feely. She is also an instructor at Stanford Continuing Studies where she teaches the class "Building a Career of Meaning and Impact." Key points include: 10:54: The challenges of practicing empathy 15:22: Three hacks based on our research and experience 25:53: Unpacking status 44:38: Understanding the market Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Shane Heywood on Go-to-Market Strategy Shane Heywood is a Bain-trained consultant with 10+ years experience in Marketing, Sales, Operations and Strategy across a variety of industries. He has on the ground experience in 13 countries and currently works in private sector Emerging Market strategy. Shane is passionate about building businesses, delivering impact and helping organisations grow, and in today's episode, he talks about his practice and processes. Shane can be contacted through LinkedIn, and you can learn more about his company at PortlandVenturesInc.com. Key points include: 05:44: Steps an organisation can take to make sponsorship happen 10:42: Sponsorship and mentorship for independent professionals 16:25: What's included in a go-to-market project 18:38: A case example from a Sub-Saharan market Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Phillip Morgan has helped thousands of consultants use specialization to find a beachhead that leads to greater visibility, profitability, expertise, and success. He has recently published his book, The Positioning Manual for Indie Consultants, and in today's episode, he talks about his expertise incubator, his book, and setting up a thought leadership program. You can learn more from Phillip's book, and the 10-part email course. Key points include: 03:01: Examples of small scale research 06:52: Examples of projects in the program 13:02: The platformer advantage 21:51: Earning visibility without a platform Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

McKinsey alum with an MBA from Harvard Business School, Nidhi Chadda has 20+ years of experience as an investment banker, strategic consultant, and investor. She is the Founder and CEO of Enzo Advisors, a global sustainability consulting firm focused on helping companies build best-in-class sustainable business models within an ESG construct. In today's episode, she talks about ESG in business. You can reach out to Nidhi on LinkedIn or visit her website EnzoAdvisors.com. Key points include: 02:12: ESG and investing in asset management 08:20: The Sustainability Accounting Standards Board (SASB) factor 11:19: ESG and value creation 20:32: Trends in ESG Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Founder of Aminad Consulting, Lido Ramadan has over 25 years of experience in founding, growing, leading, and sustaining services organizations. Prior to establishing Aminad, Lido founded multiple successful small businesses and led the operations of several rapidly growing consulting firms. In today's episode he talks about serving the federal government. To find out more about Lido's firm or to contact him directly, visit LinkedIn or AminadConsulting.com. Key points include: 05:17:Consulting analysis unique to the government 09:54: Surprising insights from interviews 13:55: An effective strategy 20:11: Projects for the SEC Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Alexei Leonard is a Partner at Golenblock, Eisman, Assor Bell, and Pescoe where he leads the firm's labor and employment practice. His practice spans nearly all employment counseling and litigation matters affecting employers today. In today's episode, he talks about the legalities involved with hiring and retaining an employee. To learn more about Alexei's services, visit www.golenblock.com or email him at [email protected]. Key points include: 02:00: Key considerations 13:19: Payroll providers 19:06: Background checks 34:09: Non-disclosure agreements Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Erik Lautier is an expert in ecommerce, marketing, and digital strategy. After over two decades in roles dealing with ecommerce and marketing for brands like Lacoste, Bebe, and Francesca's, he founded Erik & Co, an ecommerce and marketing consultancy serving seven and eight-figure DTC brands, retailers, and/or their private equity owners. In today's episode he shares his expertise in ecommerce. Learn more about Erik and his company at www.Erik.co. Key points include: 07:17: The shift from theatre to ecommerce 10:14: The layers of an ecommerce assessment 12:38: Benchmarks and opportunities 18:26: The choke points in ecommerce Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Andrew is a former engagement manager at Mckinsey where he specialized in asset productivity and served a broad range of industries, including aerospace, automotive, consumer products and mining. He is now the lead consultant at Seay Associates, focusing on operations transformation and corporate strategy. In today's episode, Andrew talks about how to use Smartsheet on a transformation project. To learn more about Andrew's company, visit www.SeayAssociates.com. Key points include: 09:41: Smartsheet for Google Users 21:21: The Smartsheet dashboard 29:56: Smartsheet vs Excel and Google Sheets 44:51: Licensing and sharing with clients Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Marshall has over twenty years of experience defining, managing, and growing the world's best-known investing brands. He has been an executive committee leader and CMO for Fortune 250 businesses in North America and the Asia-Pacific region. In today's episode, he talks about how the world of data is revolutionizing marketing, particularly for wealth and investment management firms. You can learn more about the work Marshall does at WellsFargo.com, or reach out to him on LinkedIn. Key points include: 00:50: Data in terms of wealth Investment Management 08:39: Lead scoring in practice 20:10: Identifying poor leads 22:53: Identifying customer tiers Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Mike is an innovative and entrepreneurial Chief Information Officer (CIO) with over 30 years in executive leadership positions with global technology organizations across multiple industries, including retail, telecommunications, research, and energy. His vast range of experience includes building teams in cybersecurity, application development, cloud services, infrastructure, data centers, software as a service, and more. In today's episode, Mike talks about strategic technology leadership. Learn more about Mike's company at Stratus Key Advisors or reach out to Mike directly at [email protected]. Key points include: 05:26: Data in the utility industry 14:54: Security of information 21:30: How companies are monetizing energy usage data 24:54: Key areas of focus in the utility and energy industry Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Johannes Hoech is a C-level Silicon Valley executive who is experienced in "Growth Architecting". He is an expert analyst and motivational leader with proven skills in general management, strategy, product management, and customer success. With 25+ years of experience leading technology startups through early stage, high growth, and turnaround phases, he has a strong understanding of the software entrepreneurs and consultants need to organize business operations. In today's episode, he shares his knowledge of an affordable MarTech stack. You can access Johannes' company blog, on Premonio.com, and the links to the tools discussed on the show are as follows: patternai.co goldcast.io dux-soup SalesHandy Pipedrive Dedupely Crunchbase LinkMatch CrystalKnows Sharetivity Hootsuite Paper.li apollo.io Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Stan is a senior executive with deep expertise in digital and traditional media with a focus on food & beverage and hospitality-related businesses. As a food industry consultant, he has worked with a diverse range of global clients including Sony Pictures International; BBC Worldwide; and India Today Group. In today's episode, he talks about his strategic consulting service in the entertainment and media space, food and hospitality, and the intersection of the two. You can reach out to Stan at [email protected]. Key points include: 05:52: Types of projects 10:53: Menu insights - pricing and items 18:27: Working with developers 25:17: Room service issues Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Belinda Li was a senior advisor at McKinsey before she founded CiTTA, a company that focuses on promoting and facilitating the growth of the social enterprise business model and economy. Belinda has a passion for combining the power of business with the promise of social impact, and in today's show, she talks about how her company helps foster growth in that direction. Visit the website to learn more about CiTTA or reach out to Belinda on LinkedIn. Key points include: 02:00: An overview of work with social enterprises 07:49: ROI to shareholders 17:41: A working example of a social enterprise 24:29: Consulting skills for social enterprises Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Sam Lee has held numerous prestigious positions: he was a consultant at the World Bank, the chief of staff, Executive Office Division at Goldman Sachs, and the head of business planning and operations at AOL. He is now the founder and CEO at IndeCollective, a company that offers expert guidance to the most seasoned professionals, and that is what he is going to talk about on today's episode. You can learn more about the program at IndeCollective.co. Key points include: 02:45: What IndeCollective offers members 04:36: The 10-week experience 21:30: Authentic ways to stay top-of-mind 31:18: Sales conversations Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Josh Spector is the founder of the For The Interested newsletter; a weekly newsletter featuring ideas "to help you learn, do, and become." He is also an audience growth strategist and a digital marketing consultant. But in this episode, he shares his expertise on newsletters. To sign up for Josh's newsletter visit, https://fortheinterested.com/, and to learn more about Josh's newsletter tips visit, https://joshspector.com/. Key points include: 03:51: Newsletters created 06:40: Josh's consulting strategy 12:46: Newsletter tips on technology, design, sign-ups, and frequency 40:27: Curating content Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Will Bachman hosts a panel discussion on hiring your first associate. The panel includes top-tier consultants J. Andrew McKee, David Burnie of The Burnie Group, and Belinda Li. Key points include: 04:32: Deciding to hire your first employee 07:45: The pros and cons of having employees 11:20: The right time to add additional employees 17:17: Recruiting through LinkedIn Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

Jen Rudd, PMP is a Business Coach, Consultant, and a Cross-Platform Automation expert with an extensive background in creating systems and automation for a variety of business types. She is the CEO of Grow With Jen, an author, and has presented at numerous conferences and events, most recently at the Airtable User's Conference, which she talks about in this episode. To learn more about Jen's company visit GrowWithJen.com. Key points include: 02:19: A case study on how Airtable works 10:26: Applications of Airtable 15:23: Different use cases for Airtable 17:49: Programming skill requirements Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.