Preparing a Business for Sale with David Hettinger

Fix CRM Adoption and Tech Stack Chaos with Samuel Moore

Episode Summary Samuel Moore breaks down why CRM and process clarity matter long before a company feels “big enough” to need them. He shares his path into tech through an apprenticeship-style boot camp, early automation work, and building internal IT structure, then explains how The Marks Group helps businesses translate goals into a coherent CRM-first tech stack, including ERP-style consolidation when needed. Brian and Sam dig into what actually drives CRM ROI, why user adoption makes or breaks implementations, and how stakeholder workshops surface the real workflows that software has to support. They also discuss hypercare after go-live, the realities of retainer delivery, and how to spot client fit before a project turns into churn. Key Takeaways Getting a CRM in place early helps standardize work, create visibility, and prevent the future pain of retrofitting systems after scaling. A CRM saves time when it drives consistent follow-up and reporting, because automation and out-of-the-box dashboards depend on clean usage. Bad adoption often comes from friction and unclear expectations, and a simple rule like keeping common actions within three clicks improves real usage. Implementation requires mapping real workflows, because many teams have data but lack documented front-to-back processes that software can reflect. Stakeholder workshops reduce resistance and improve outcomes, because the people doing the work often understand operational reality better than leadership. Post-launch hypercare prevents failures, because what looks good on paper can break under day-to-day use and needs guided adjustment. Retainer work demands visibility into effort and revisions, because some accounts consume far more time even when scope looks identical. Timeline Early 00:00:00 Brian introduces Sam Moore and The Marks Group 00:01:00 Sam’s early career lesson about staying open-minded 00:01:30 Boot camp background and the pivot into tech and automation 00:02:30 Building internal IT structure through trial by fire Middle 00:03:30 What The Marks Group does and who they serve, including the “messy middle” 00:04:30 Why CRM is the starting point for most systems and consolidation work 00:05:10 When CRM becomes useful and why earlier is better 00:06:00 How CRM saves time through standardization, notifications, and reporting 00:07:00 Common starting states, from spreadsheets to legacy tools like GoldMine 00:08:00 How sales-to-service processes can extend into contracts and invoicing Late 00:10:00 Adoption challenges, training handoff, and avoiding retrofits that break reporting 00:11:30 Discovery and stakeholder workshops to capture real workflows 00:13:30 Selling outcomes, aligning executives and day-to-day users, and navigating tradeoffs 00:16:00 Hypercare and why implementations fail without a support runway 00:18:00 The reality of recurring service, client fit, and revision-driven burn 00:22:30 How to contact Sam and where to find Marks Group events Links and Resources LinkedIn: https://www.linkedin.com/in/-samuel-moore/ Company: https://marksgroup.net

Break Through the Noise in Marketing with Jess Vigorito

Episode Summary Jess Vigorito explains how to stand out in modern marketing with ICP-driven storytelling and thoughtful AI use. She shares how her path from sales to marketing shaped an approach built on authentic connection, then breaks down how Rising Phoenix Media and Marketing builds campaigns by getting specific about audience identity, nostalgia triggers, and attention patterns. Brian and Jess also talk about why founders hesitate to hand off social media, why consistent imperfect execution beats doing nothing, and how to use AI as a first draft without sounding automated. The conversation ends with a practical warning about losing nuance when marketing is pushed entirely to AI or offshore, and what to watch for as the next wave of marketing changes keeps accelerating. Key Takeaways Strong marketing starts with real connection, because people remember how a message makes them feel and who it came from. Specificity about the ideal customer profile helps content break through noise, because recognizable cues create fast attention and emotional relevance. Handing off marketing works best when the marketer invests in the founder’s origin story first, so the voice stays aligned as execution scales. Consistency matters more than perfection on social platforms, because much content has a short lifespan and staying present compounds over time. AI works best as a drafting and acceleration tool, then human editing adds voice, nuance, and intent that audiences can sense. Outsourcing without native-language oversight can create costly missteps, because small wording choices and context can change meaning or cause offense. Timeline Early 00:00:00 Brian introduces Jess Vigorito and Rising Phoenix 00:01:00 Jess shares her path from creative writing to sales and marketing 00:03:00 Why relationships and authenticity drive results in sales and marketing Middle 00:05:00 What Rising Phoenix Media and Marketing creates and who it serves 00:06:00 Building campaigns around ICP details, nostalgia, and attention triggers 00:09:00 Addressing founder concerns about handing off social media and voice 00:11:00 Why consistent execution beats aiming for perfect messaging Late 00:13:00 The short lifespan of most content and what that means for strategy 00:14:00 How marketing has shifted quickly and why continuous learning matters 00:16:00 Using AI without turning people off, and why editing still matters 00:22:00 Risks of relying exclusively on AI or offshore marketing without oversight 00:25:00 Where to find Jess and how to contact her Links and Resources LinkedIn: https://www.linkedin.com/in/jess-v/

Preparing a Business for Sale with David Hettinger

Episode Summary David Hettinger explains how owners can build value before a sale. Brian talks with David Hettinger about V3.me, owner transitions, small business valuation, and the common issues that keep companies from reaching their full potential. David shares why buyers look closely at customer relationships, processes, key staff, technology, and whether the owner can step away without the business falling apart. The conversation also covers purpose after an exit, operational discipline, and how better systems can unlock value before a sale. Key Takeaways A business becomes more valuable when it can operate without the owner at the center of every decision. Owners need to think about life after the exit because losing daily purpose can make the transition harder. Customer relationships, processes, and people are major factors in whether a company transfers successfully. Many small businesses depend on institutional knowledge instead of formal systems, which creates risk when key people leave. Technology can improve valuation when it reduces dependency on individuals and makes operations easier to transfer. Buying software is not enough. Companies need to understand and use the full capabilities of the tools they already have. AI and automation will keep changing operations, but small businesses still need strong fundamentals and clear processes. Timeline Opening and Background 00:00 Brian introduces David Hettinger and the conversation begins. 00:25 David shares how he grew up around IBM and started his career in technology. 01:00 David talks about working at IBM in the early 1990s and moving toward customer service and data center projects. 01:35 David describes leaving a large corporate environment for a smaller sales and marketing firm. 03:35 David explains how selling a company in 2014 changed the way he looked at business. V3.me and Owner Transitions 04:20 David explains the meaning behind V3 and how it reflects the third version of himself. 05:00 David describes how V3.me helps small and mid-market owners prepare to sell or evaluate companies to buy. 06:00 David explains why owner dependency is one of the biggest issues in preparing a company for sale. 06:50 David discusses expectation management and why owners often overestimate how unique their company is. 07:50 Brian and David talk about the ego, passion, and difficulty involved in handing off a business. Selling, Succession, and Retention 08:15 David explains why owners need a plan for purpose after exiting. 08:45 David describes how some buyers allow a transition period or “victory lap” for owners. 10:00 David identifies customers, processes, and people as key parts of a business sale. 10:40 David explains how small businesses often rely on people’s knowledge instead of formal processes. 11:15 David describes how businesses can fall apart after an exit if key staff lose the vision or leave. Technology, Valuation, and Systems 11:40 David talks about investing in companies to help them grow and increase valuation. 12:10 David explains why technology and infrastructure can affect business value. 13:10 Brian and David discuss how systems help preserve institutional knowledge. 14:10 David explains why companies often ignore outdated systems because they still work. 15:10 David shares how customer-facing roles and accounts receivable relationships can create hidden risk. 16:05 David explains that small businesses often buy technology but fail to use its full functionality. 17:20 David describes how his team evaluates needs and brings operator experience to technology decisions. AI and Final Thoughts 18:35 David discusses AI and how it may connect business roles and systems in new ways. 19:00 Brian and David talk about AI agents, automation, and the need for human guardrails. 20:20 David shares that LinkedIn is the easiest way for listeners to contact him. Links and Resources: LinkedIn: https://www.linkedin.com/in/david-hettinger/ Company: www.v-3.me

Skills-Based Hiring with Beth Ardner

Episode Summary Beth Ardner explains how skills data can improve hiring and mobility. Brian talks with Beth Ardner of Gobekli.io about learning and employment records, credential wallets, and the challenge of making real skills visible beyond degrees, job titles, and resumes. Beth shares how her team helps people capture evidence from work, education, caregiving, volunteering, games, and other life experiences, then translate that evidence into language employers can use. The conversation also explores AI, apprenticeships, team alignment, and why better skills visibility can change both hiring and workforce growth. Key Takeaways Degrees and job titles are often weak proxies for what a person can actually do. Skills become more useful when they are connected to evidence from repeated real-world practice. Employers often ask for broad traits like critical thinking without clearly defining the subskills they need. Credential wallets and learning and employment records can help people collect structured and unstructured evidence of their abilities. AI may reduce entry-level tasks, which creates pressure for companies to rethink training and early career development. Apprenticeships could become more common in fields beyond the trades as organizations look for better ways to build talent. Better skills visibility can help companies hire, place, and grow people with more accuracy. Timeline Opening and Background 00:00 Brian introduces Beth Ardner and the conversation begins. 00:54 Beth shares her path from creative writing to publishing, sales, customer management, business development, and Gobekli.io. 03:20 Beth explains Gobekli.io’s work in the learning and employment records ecosystem. Skills, Evidence, and Hiring 04:05 Brian and Beth discuss why degrees and resumes do not always show what someone can do. 05:20 Beth explains why employers often use vague skill language, especially around critical thinking. 07:35 Beth describes credential wallets, Talent Pass, and the value of capturing unstructured skills data. 09:00 Brian shares a World of Warcraft leadership example, and Beth explains how experiences like that can become evidence. Assessment, AI, and Employer Use Cases 12:15 Beth explains how Gobekli.io collects external credentials and uses AI conversations to surface skills evidence. 14:25 Beth discusses the employer side of the business and the Talent Sync tool. 16:10 Brian and Beth talk about team fit, skill alignment, and putting people in the right seats. 18:30 Beth compares Gobekli.io’s approach to tools like DISC and Myers-Briggs. AI, Apprenticeships, and Workforce Change 20:00 Brian raises the concern that AI may reduce entry-level roles. 21:05 Beth explains why AI is more likely to eliminate entry-level tasks and force companies to redesign training. 24:40 Beth discusses the growing role of apprenticeships, workforce funding, and new models for career development. Looking Ahead and Contact 27:15 Beth reflects on cultural change, workforce outcomes, and economic mobility. 28:45 Beth shares what she is excited about for 2026, including workforce funding, Talent Pass conversations, and work supporting veterans. 30:35 Beth shares how listeners can connect with her through email, LinkedIn, Gobekli.io, and Talent Pass. Links and Resources: LinkedIn: https://www.linkedin.com/in/beth-ardner/ Company: https://gobekli.io/

Funding Strategy for Nonprofits with Pete Kimbis

Episode Summary Pete Kimbis explains how nonprofits can compete for funding. Brian talks with Pete Kimbis about the realities of nonprofit funding, grant writing, and the administrative burden that can keep important work from reaching the people who need it. Pete shares how PKC helps nonprofits and entrepreneurs move beyond last-minute technical writing by building relationships, strategy, communication, and stronger funding pipelines. The conversation also covers AI, efficiency, advocacy, and why good work still needs a strong system behind it. Key Takeaways Nonprofits can do important work and still struggle if they do not have a strong funding strategy. Grant writing works best when it is supported by relationships, community backing, and clear positioning. Administrative burden can create real waste, even when the goal is accountability. Small nonprofits often compete against larger organizations with more resources and established systems. A consulting partner can help organizations save time, improve efficiency, and build a more predictable funding process. AI can support grant work, but it cannot replace real experience, past performance, strategy, or human judgment. The strongest funding work combines technical knowledge with advocacy for the people and communities being served. Timeline Opening and Background 00:00 Brian introduces Pete Kimbis and the conversation begins. 00:30 Pete talks about living near Washington, D.C., Maryland, transportation hubs, and the beach. 01:25 Pete explains how PKC grew out of direct service work in the mental health space. 02:00 Pete describes seeing nonprofit leaders lose time to administrative reporting and compliance. Path into Grant Work 03:20 Pete shares his early interest in becoming a foreign service officer. 04:25 Pete explains how family responsibilities shaped the early part of his career. 05:00 Pete describes learning grant writing, funding strategy, and nonprofit systems through the Foundation Center. 06:20 Pete explains what PKC does for nonprofits and entrepreneurs. Funding Strategy and Nonprofit Realities 07:00 Pete describes the shift from technical writing to broader strategy, relationship building, and communications. 08:20 Brian and Pete discuss why doing good work is not always enough to secure funding. 09:05 Pete explains why many nonprofits operate with a difficult business model built around repeated asks for gifts. 10:30 Pete discusses the challenge of having third parties pay for services that communities need. 12:20 Brian and Pete talk about small nonprofits competing against larger, better-resourced organizations. Consulting, Trust, and Efficiency 14:10 Pete explains PKC’s retainer model and why predictable services matter for nonprofits. 15:15 Brian asks how Pete approaches organizations that may resist spending money on outside help. 16:10 Pete explains the role of referrals, trust, faith, and long-term relationship building. 17:25 Brian and Pete discuss the tradeoff between paying with time and paying with money. 18:30 Pete explains the value of experience, obsession, and efficiency in funding work. AI, Advocacy, and Final Thoughts 20:00 Pete shares how earning his law degree added another layer to his advocacy work. 20:45 Brian asks whether AI can replace grant writing support. 21:20 Pete explains how AI can create impressive proposals without the real substance behind them. 22:30 Brian and Pete discuss AI as a tool that improves efficiency but does not replace expertise. 23:40 Pete explains why his team still needs to understand RFPs and funding opportunities manually. 25:25 Pete closes with encouragement for social entrepreneurs and nonprofits doing difficult public-benefit work. Links and Resources: LinkedIn: https://www.linkedin.com/in/petekimbis/ Company: https://www.pkc.llc/