What Private Equity Is Really Thinking When They Look At Your Business

The Brutal Truth About Why Most CEOs Fail (From Someone Who's Watched It Happen) | CEOs Unscripted

Rami Cassis has hired four CEOs. He replaced three of them. In this episode of CEOs Unscripted, the Monaco-based investor and founder of Parabellum Investments sits down with Jane Gentry to share the unfiltered truth about what separates great CEOs from expensive mistakes and why emotional intelligence matters more than any MBA or sector experience ever will. If you hire CEOs, aspire to be one, or are already in the seat, this conversation will make you rethink everything. In this episode, you'll learn: ✅ Why CEOs who come from sales are dangerously optimistic with forecasts ✅ The subtle client signals most CEOs completely miss until it's too late ✅ The difference between managing UP vs. managing DOWN and why it destroys cultures ✅ Why "wartime CEOs" and "prosperity CEOs" are completely different animals ✅ What the first 60-90 days in a new CEO role should actually look like ✅ The single number every CEO must have an iron grip on ✅ Why being NICE is not the same as being KIND and why it matters enormously ✅ How a culture of fear silently kills your best performers 💡 Key Insight: "The way you deliver something is just as important, if not more important, than what you actually say." ⏱️ TIMESTAMPS: 00:00 Cold open: Why hiring a great CEO is as hard as hiring a great salesperson 01:00 Welcome to CEOs Unscripted 02:35 Meet Rami Cassis, Parabellum Investments, Monaco 03:06 Rami's backstory: Egypt, France, Australia, oil & gas, and beyond 05:41 What Parabellum Investments actually does 07:07 What Rami looks for when hiring a CEO 08:08 The three painful reasons his CEOs failed 08:44 Mistake #1: Consistently missing forecasts and why sales CEOs are the worst offenders 10:44 Mistake #2: Failing to read the room with clients 12:47 Why EQ is rarely in the top 3 things we interview CEOs for 13:41 Wartime CEOs vs. prosperity CEOs, which one are you? 17:18 Why emotional intelligence is hard to measure but impossible to ignore 19:38 The self-awareness paradox, the higher you climb the blinder you get 21:26 Is EQ innate or learned? Jane and Rami debate 22:46 Delivery matters as much as content, maybe more 23:54 The difference between being NICE and being KIND as a CEO 25:31 Mistake #3: Managing up but not down and the culture of fear it creates 27:41 Signs you have a culture of fear (Jane's tell-tale meeting test) 29:13 Autonomy vs. accountability, where CEOs get the balance wrong 31:17 When you trust too much, the costly CTO technology mistake 33:39 Why major decisions need an outside voice with no dog in the fight 35:26 What counsel would you give a brand new CEO? 36:35 First 60-90 days, listen, observe, resist the urge to act fast 38:34 It's okay not to know and why admitting it builds more trust than hiding it 39:42 The unprepared sales leader who won his team over with one apology 40:47 Play to your strengths and outsource your weaknesses 41:40 The numbers every CEO must know cold 42:33 Why a 13-week cash flow forecast is non-negotiable 44:25 How do founders know they're in a turnaround situation? 44:33 The financial warning signs of a business in trouble 46:41 Cut marketing or double down? Jane and Rami respectfully disagree 47:22 Why a strong CFO is every CEO's most important co-pilot 48:42 What Jane did differently during COVID and why it worked 49:24 Asking for opinions doesn't mean you have to take them 50:33 Rami's final thoughts and what he hopes others take from his mistakes 51:08 Jane's closing thoughts 🎙️ CEOs Unscripted is a bi-weekly podcast for mid-market CEOs, no fluff, no jargon, just real conversations from leaders who've been in the trenches. 📌 SUBSCRIBE so you never miss an episode. 🔗 Connect with Jane Gentry: [LinkedIn] 🔗 Connect with Rami Cassis: [LinkedIn] #Leadership #CEOsUnscripted #EmotionalIntelligence #PrivateEquity #CEOMindset #BusinessGrowth #MidMarket #Turnaround #ExecutiveLeadership #ScalingUp

This CEO's Entire Strategy Fits on One Slide, And It's Pure Genius

What if your entire company strategy fit on one slide? Jamie Church, CEO of Best Buy Medical, did exactly that and delivered growth in the process. In this episode of CEOs Unscripted, Jane Gentry sits down with Canada's top medical supply distributor CEO to unpack how radical simplicity, obsessive customer focus, and authentic leadership culture can outperform any complex strategy. If you're a mid-market CEO drowning in complexity, this episode will change how you think about strategy, people, and growth. In this episode, you'll learn: ✅ The 3-priority strategy that drove growth, and why less is more ✅ How to actually operationalize "customer centricity" (not just say it) ✅ Why Jamie puts himself in every single new hire's onboarding — from warehouse to exec ✅ The "legends and heroes" culture framework that keeps long-tenured talent committed ✅ How to roll out strategy like a change management initiative (most CEOs miss this) ✅ Why your network is the most valuable career asset you'll ever build ✅ What it's really like working with private equity and what to ask before you say yes ⏱️ TIMESTAMPS: 00:00 — Cold open: Growth with zero breakdowns, here's how 00:54 — Welcome to CEOs Unscripted 02:29 — Meet Jamie Church, CEO of Best Buy Medical 03:07 — Jamie's 20-year career path & how network got him here 04:06 — Why Jamie left McKesson to run a mid-sized company 05:41 — What drew him to Best Buy Medical's culture & mission 07:08 — Culture as competitive advantage in healthcare distribution 07:54 — Why Jamie keeps strategy to just 3 priorities 08:19 — The 3 priorities: Customer Centricity, Innovation & Sustainability 08:39 — The growth story, how long & what drove it 09:58 — Investing in people, sustainability & domestic partners 11:12 — Involving the leadership team in strategy for the first time 12:11 — What "customer centricity" actually looks like in practice 13:40 — Legends & heroes: recognizing the people who go above and beyond 14:03 — How Jamie onboards every single new hire personally 15:46 — Why a strong culture self-selects out bad hires quickly 16:01 — Town halls, micro-meetings & keeping the whole org aligned 17:14 — Jane's "sneak test": walking the floor to check strategy alignment 18:59 — Milestone recognition programs & why personal notes matter 21:28 — The power of peer recognition over top-down praise 24:26 — What Jamie means by "network" and why it's everything 27:08 — Your network is your most valuable career asset 28:33 — The right way to build a network: give before you ask 30:45 — Building strategy with a leadership team of 8, all promoted from within 32:25 — The one-slide strategy: Jane's reaction says it all 33:12 — How often the leadership team checks in on progress 34:44 — Remote workforce, bi-weekly rhythms & full-team alignment days 36:15 — Change management in action: the Calgary DC move story 37:31 — Why every strategy rollout is a change management initiative 38:17 — What ACTUALLY broke during growth (the answer may surprise you) 40:54 — The "slingshot effect" pulling back to leap forward 42:30 — Keeping it simple is harder than it sounds 43:37 — What to know before taking a CEO role in a PE-backed company 45:21 — Rapid fire: best book, 5X CEO by Tabo Godstream 46:34 — Worst advice Jamie ever received 47:53 — Smartest person in his phone & why 48:33 — What to do when you feel stuck 49:08 — Jane's closing thoughts 🎙️ CEOs Unscripted is a bi-weekly podcast for mid-market CEOs — no fluff, no jargon, just real conversations from leaders who've been in the trenches. 📌 SUBSCRIBE so you never miss an episode. #Leadership #BusinessGrowth #CEOsUnscripted #CompanyCulture #ScalingUp #MidMarket #CustomerCentricity #EmployeeEngagement #PrivateEquity #SimplifyToScale

What Private Equity Is Really Thinking When They Look At Your Business

Think PE buyers care most about your EBITDA? Think again. In this episode of CEOs Unscripted, host Jane Gentry sits down with Paul Idziak: PE advisor, former CEO of GV Windpower North America, and field service industry veteran to pull back the curtain on exactly what private equity firms evaluate before writing a check. Whether you're thinking about selling in 3–5 years or simply want to build a more valuable business, this episode is packed with the unfiltered truth most business brokers won't tell you. In this episode, you'll learn: ✅ Why management team quality beats financials as the #1 due diligence factor ✅ The real reason client concentration can tank your valuation overnight ✅ What PE firms mean by "selling the future, not the past" ✅ How free cash flow matters as much as EBITDA, and why founders miss this ✅ The M&A muscle, greenfielding capability, and other factors buyers quietly score you on ✅ Why you should conduct a Quality of Earnings (QoE) study on yourself before going to market ✅ How to vet a PE firm the same way they're vetting you TIMESTAMPS: 00:00 — Cold open: What PE looks at first (it's not financials) 01:02 — Welcome to CEOs Unscripted 02:38 — Paul's background: energy services, PE exits & advising 05:22 — Demystifying private equity for CEOs 06:39 — #1 due diligence factor: management team 08:30 — Does it have to be the founder? No — here's why 09:20 — Leadership succession & its impact on valuation 10:44 — How PE evaluates cultural fit with management 12:54 — "You're selling the future, not the past" 14:32 — Evaluating growth potential: markets & talent 16:02 — Recruiting, retention & training as valuation factors 18:49 — Culture KPIs buyers actually look at 20:22 — Client concentration: the deal-killer no one talks about 23:10 — Contracts, blue-chip clients & recurring revenue 25:33 — Why profitability per client matters more than revenue 28:14 — The hidden cost of difficult customers 29:10 — M&A muscle & greenfielding: what excites buyers 30:41 — Technology stack & ERP maturity 33:21 — Is AI on PE's radar yet? 34:10 — Job costing: the discipline most companies lack 36:23 — Free cash flow vs. EBITDA, what founders miss 38:32 — Pricing strategy & protecting your margins 41:49 — Accounts receivable: why founders avoid collecting 43:45 — Full due diligence checklist recap 45:35 — What to clean up before going to market 46:54 — Why you should run a QoE on yourself first 48:11 — What PE actually needs to see in your processes 50:55 — Not all PE firms are equal, how to vet your buyer 53:47 — Book rec: The Private Equity Playbook by Adam Coffee 55:35 — Teaser: Paul returns to talk life as a PE-backed CEO operator 56:47 — Jane's closing thoughts CEOs Unscripted is a bi-weekly podcast for mid-market CEOs — no fluff, no jargon, just real conversations with founders and executives who've been in the trenches. 📌 Don't forget to SUBSCRIBE so you never miss an episode. #PrivateEquity #CEOsUnscripted #BusinessValuation #MergersAndAcquisitions #ScalingUp #MidMarket #BusinessGrowth #ExitStrategy #EBITDA #Leadership

Why Most CEOs Get Stuck Between $10M and $50M | And What Actually Gets You Out

What does it take to buy and scale a company in a foreign country, with your spouse, right before a global pandemic? In this episode of CEOs Unscripted, host Jane Gentry sits down with Corbin Butcher, Managing Director of Beire Exhibitions in the Czech Republic, for a raw, unfiltered conversation about entrepreneurship through acquisition, cross-cultural leadership, and what it really means to evolve from a 1.0 to a 3.0 company. Corbin shares how a military career, a "mediocre" stint in investment banking, and a Kellogg MBA led him and his wife Evona to buy a Czech exhibition company, armed with a shoebox full of business cards as their CRM, and turn it into a thriving, scaling business with 80 employees and 2.5x revenue growth. Whether you're leading a $10M or $100M business, this episode is packed with hard-won lessons on scaling systems, building partnerships, managing culture across borders, and knowing when to evolve as a leader before your company outgrows you. Episode Timestamps 00:00 — Cold open: No backup plan, just make it work 01:07 — Welcome to CEOs Unscripted: Jane's intro & what the show is about 02:46 — Meet Corbin Butcher: From Chicago to the Czech Republic 04:18 — Corbin's background: Army officer, Iraq tours, Kellogg MBA 06:06 — Why investment banking wasn't the fit — and what was 07:07 — The search fund model: Buying a business with your spouse 08:18 — The challenge of being a European company trying to break into the US market 10:51 — How to vet a strategic partner (and why face-to-face is non-negotiable) 13:44 — The qualities that make or break a partnership under pressure 15:08 — American work ethic vs. European work culture: The real clash 17:08 — How Corbin built a high-performance culture within European labor laws 20:31 — The pros and cons of being an American CEO leading a European company 21:50 — Running a business with your spouse: The investor who called it "marital risk" 24:38 — How Corbin and Evona divide roles and break ties 25:36 — First-time CEO with no safety net: How do you learn on the fly? 28:59 — The shock of COVID hitting an 85% leveraged company in year two 31:40 — Biere 1.0 vs. 2.0 vs. 3.0: The lifecycle framework every CEO needs to understand 33:13 — Sales in 1.0: A shoebox of business cards as a "CRM" 36:53 — Operations in 1.0: When everything depends on one person 38:18 — Why promoting your best operator to supervisor is often a mistake 41:30 — What changed in 2.0: Systems, structure, and elevating internal talent 43:05 — The power of vision: Can every employee in your company articulate where you're going? 46:01 — How Corbin had to change as a leader from 1.0 to 2.0 49:46 — How strategic planning evolves at each stage of company growth 52:54 — Honest reflection: Some parts of Bira are still in 1.0 — and that's okay 54:01 — Rapid fire: Who's the smartest person in your phone? 55:36 — Best book of the last 12 months: The Wright Brothers by David McCullough 57:09 — What Corbin does when he feels stuck 58:27 — Closing thoughts and where to find more Key Topics Covered * Entrepreneurship through acquisition (ETA) and the search fund model * Scaling a mid-market company from 1.0 to 3.0 * Cross-cultural leadership and managing European vs. American work culture * Building and vetting strategic partnerships in international markets * Why founder-dependent businesses are fragile — and how to fix it * Running a business with your spouse without losing your marriage * Leading through COVID with zero revenue and high leverage * The danger of promoting your best individual contributors into management * Why communicating vision is the #1 job of a scaling CEO About CEOs Unscripted Hosted by Jane Gentry, CEO advisor, Harvard Business School Entrepreneurial MBA mentor, and consultant to mid-market leaders for over 20 years, CEOs Unscripted is a bi-weekly podcast featuring unfiltered conversations with founders and executives who've been where you are. No fluff. No jargon. Just real talk that drives real growth. CEOs Unscripted, Jane Gentry, Corbin Butcher, Bira Exhibitions, entrepreneurship through acquisition, search fund, mid-market CEO, scaling a business, business growth podcast, CEO podcast, leadership podcast, military to entrepreneur, Kellogg MBA, Czech Republic business, cross-cultural leadership, international business, how to scale a company, company lifecycle, business systems, founder-dependent business, how to buy a business, ETA entrepreneur, CEO advice, business strategy, scaling up, small business growth, mid-market growth, CEO leadership tips, business podcast 2026, entrepreneurship podcast

Military Discipline Meets Luxury Travel: How Craig Beal Built America's #1 Safari Company

What does submarine warfare have to do with luxury safari travel? More than you'd think. In this episode of CEOs Unscripted, host Jane Gentry sits down with Craig Beal - Naval Academy graduate, nuclear engineer, and CEO of Travel Beyond, the oldest US-founded safari company, to unpack the unconventional leadership principles behind one of the most remarkable family business turnovers you'll ever hear. Craig shares how military discipline, checklist-driven operations, and a radical employee-first philosophy helped him scale a four-person company into a 39-person specialist safari firm with jaw-dropping retention rates. In this episode, you'll learn: * Why niching down — fast — is the smartest growth decision a CEO can make * How a military-style checklist culture creates five-star client experiences at scale * The geographic hiring strategy that virtually eliminates employee turnover * Why Craig covers 100% of employee healthcare — and how it removes anxiety that kills productivity * How Safari Pros, a competitor collaboration network, actually grows the whole industry * Why the best CEOs act on decisions they know are right — before the window closes Keywords: CEO podcast, business growth, leadership, employee retention, family business, niche business strategy, mid-market CEO, scaling a business, company culture, safari industry, military leadership, entrepreneurship  TIMESTAMPS * 0:00 — Introduction & Craig's backstory * 5:30 — From the Navy to the family business * 12:00 — The power of niching down * 18:00 — Employee retention secrets (and the geographic advantage) * 26:00 — In-office vs. remote: what actually works * 33:00 — Checklist culture & the Checklist Manifesto * 41:00 — AI and the future of travel operations * 47:00 — Managing client fear & crisis transparency * 52:00 — Rapid fire: lessons for every CEO KEY TAKEAWAYS: ✅ Specialize faster than feels comfortable ✅ Processes aren't bureaucracy they're freedom ✅ Take care of employees first; they'll take care of your clients ✅ The best CEOs act on the decision they know is right before it's too late DROP YOUR BIGGEST TAKEAWAY IN THE COMMENTS CEOs Unscripted is the bi-weekly podcast by mid-market CEOs, for mid-market CEOs. No fluff. No jargon. Just the unfiltered truth about what it takes to lead, scale, and grow. 🔔 Subscribe so you never miss an episode 🎙️ Hosted by Jane Gentry — CEO Advisor & Executive Coach #CEOPodcast #BusinessGrowth #Leadership #Entrepreneurship #SafariCompany #CompanyCulture #EmployeeRetention #MilitaryLeadership #ScalingUp #MidMarketCEO