Mid-Market Leaders

Episode 11: The Chief Reality Officer: Nick Araco Jr. on the Evolving Role of the CFO in the Middle Market

In this episode, Jeff sits down with Nick Araco Jr., Founder and CEO of The CFO Alliance and AchieveNEXT. With a network of over 10,000 finance leaders, Nick has a unique view of the middle market. They discuss why the traditional "career ladder" is being replaced by a "career lattice," how AI is actually a tool to enable more human connection, and what it really means to be a "Chief Reality Officer" in today’s volatile economy. Key Takeaways: * The Career Lattice: Why non-linear career paths (the "constellation framework") are the new standard for finance leaders. * AI as an Enabler: Moving from manual "heroics" to high-value human capability through smart automation. * The Data Sewer: Why no amount of AI can fix bad data—and how to treat your data as a balance sheet asset. * Alignment is a Full-Time Job: Why high-functioning teams require constant multidisciplinary communication. * The 6 a.m. Purity Moment: How a simple morning routine with a dog centers a CEO for the "hell" of a 18-hour day. Connect with Nick on LinkedIn: https://www.linkedin.com/in/nick-araco-jr/ [https://www.linkedin.com/in/nick-araco-jr/] I hope you enjoy this episode! Give it a like and subscribe if you'd like more content like this :)  @JeffCass-ImpactCoaching Middle Market ($10M to $1B annual Sales) Businesses make up 3-4% of US businesses but represent over 1/3 of our private sector GDP and consistently grow 2-3x's faster than their smaller or larger counterparts...WOW!!  These companies are extremely important to our economy!!  Join me as I share the journeys of leaders who run these "Rock Star" middle-market businesses in the US.

Episode 10: Beyond the Technician Mindset: Building a Business Instead of a Job with Gino Barbaro

In this episode, Jeff sits down with Gino Barbaro—investor, entrepreneur, and co-founder of Jake & Gino—to break down what it really takes to scale a business, build wealth, and lead effectively. Gino shares many hard-earned lessons from building a restaurant business that burned him out to scaling a $400M+ real estate portfolio—and the mindset shifts that made it possible. Whether you are leading a middle-market firm or a family of six, Gino’s insights on "radical accountability", "relentless execution" and the psychology of money are a masterclass in growth. 01:00 – “I built myself a job” & the pivot to real estate  02:15 – This changed everything: Buy Right, Operate Right, Exit Right 6:00 – From growth-at-all-costs to building a “Small Giant” 11:04 – The biggest mistake founders make: no systems, no focus, no scale 15:22 – Culture isn’t just words on a wall 18:35 – Money is 80% psychology 28:35 – A simple communication tool every leader should use Connect with Gino on LinkedIn or by email: https://www.linkedin.com/in/gino-barbaro-03973b4b/ [https://www.linkedin.com/in/gino-barbaro-03973b4b/] Gino@randpartnersllc.com [Gino@randpartnersllc.com] I hope you enjoy this episode! Give it a like and subscribe if you'd like more content like this :)  @JeffCass-ImpactCoaching Middle Market ($10M to $1B annual Sales) Businesses make up 3-4% of US businesses but represent over 1/3 of our private sector GDP and consistently grow 2-3x's faster than their smaller or larger counterparts...WOW!!  These companies are extremely important to our economy!!  Join me as I share the journeys of leaders who run these "Rock Star" middle-market businesses in the US.

Episode 9: Putting a Steering Wheel and Brakes on the AI Engine

Host Jeff Cass interviews Mart Rovers, founder of Rovers Strategic Advisory, about how mid-market leaders can adopt AI without creating major risk. Rovers argues that AI governance is an enabler, not red tape, because it clarifies decision rights, ownership of risk, and escalation paths before go-live. He highlights common mid-market gaps in data quality and inconsistent definitions (e.g., what counts as a “customer”), warning that AI amplifies “garbage in, garbage out” and can hallucinate or drift in accuracy. They discuss “shadow AI,” where employees use public tools like ChatGPT and unknowingly expose company data, and recommend using protected, behind-the-firewall options when needed. Rovers emphasizes that CEOs ultimately own AI outcomes, that vendor vetting and data ownership matter, and that successful AI requires early, cross-functional collaboration across legal, finance, HR, risk, and IT. 01:17 Steering Wheel and Brakes 01:49 Governance Speeds Decisions 04:53 Data Quality Comes First 08:56 Garbage In Garbage Out 10:51 How Mart Uses AI 12:38 Shadow AI and Privacy 18:06 Who Owns the Mistake 20:31 Vetting AI Vendors 22:56 What CEOs Should Do Now 26:03 AI Is Not If Then Else 28:18 Why AI Projects Fail 30:18 Rovers Advisory Approach 33:15 Final Advice for Leaders 35:42 Closing Thanks and Wrap Connect with Mart on LinkedIn or by email: https://www.linkedin.com/in/martrovers/ [https://www.linkedin.com/in/martrovers/] mart.rovers@interpromusa.com [mart.rovers@interpromusa.com] I hope you enjoy this episode! Give it a like and subscribe if you'd like more content like this :)  @JeffCass-ImpactCoaching Middle Market ($10M to $1B annual Sales) Businesses make up 3-4% of US businesses but represent over 1/3 of our private sector GDP and consistently grow 2-3x's faster than their smaller or larger counterparts...WOW!!  These companies are extremely important to our economy!!  Join me as I share the journeys of leaders who run these "Rock Star" middle-market businesses in the US.

Episode 8: From Marine to Business Leader: Joe Gallaher’s Journey of Continuous Learning and Determination

In this episode of Mid-Market Leaders, host Jeff Cass sits down with Joe Gallaher, founder of Gallaher Fleet Solutions, a thriving fleet repair and maintenance company based in Statesville, NC. Joe shares his inspiring journey from growing up in a blue-collar family in Bakersfield, CA to becoming a Marine, and eventually an entrepreneur.  He discusses his early struggles, the challenges of starting a business from scratch, and the pivotal moments that shaped his leadership style. Joe emphasizes the importance of discipline, continuous learning, and setting a strong company culture. He also shares his vision for the future of Gallaher Fleet Solutions, aiming to dominate the Charlotte market and expand further. Whether you're an aspiring entrepreneur or a seasoned business leader, Joe's story offers valuable insights into the grit and determination needed to succeed in mid-market businesses. 00:15 Meet Joe Gallaher: From Marine to Entrepreneur 00:58 Joe's Early Life and Career Beginnings 02:10 Joining the Marine Corps: Discipline and Growth 04:58 Starting Gallaher Fleet Solutions 11:44 Lessons Learned and Leadership Evolution 29:27 Embracing Lifelong Learning 33:47 Finding and Retaining Top Talent 36:33 Implementing Profit Sharing 37:14 Defining and Shaping Company Culture 42:42 Future Aspirations and Vision 44:53 Personal Challenges and Growth 53:09 Advice for New Executives Connect with Joe on LinkedIn or by email: https://www.linkedin.com/in/joe-gallaher-b1b599a3/ [https://www.linkedin.com/in/joe-gallaher-b1b599a3/] joe@gallaherfleetsolutions.com [joe@gallaherfleetsolutions.com] I hope you enjoy this episode! Give it a like and subscribe if you'd like more content like this :)  @JeffCass-ImpactCoaching Middle Market ($10M to $1B annual Sales) Businesses make up 3-4% of US businesses but represent over 1/3 of our private sector GDP and consistently grow 2-3x's faster than their smaller or larger counterparts...WOW!!  These companies are extremely important to our economy!!  Join me as I share the journeys of leaders who run these "Rock Star" middle-market businesses in the US.

Episode 7: Building a Purpose-Driven Culture with Stefan Joens from Elnik Systems

In this episode of Mid-Market Leaders, host Jeff Cass sits down with Stefan Joens, President of Elnik Systems, a 2nd generation international industrial furnace manufacturer based in Charlotte, NC. They discuss the company's transition from New Jersey to North Carolina, focusing on the role of culture and leadership in that move. Stefan shares insights on the importance of core values, fostering a family-like work culture, innovative hiring practices, and using AI in business operations. Don't miss this wide-ranging conversation with another successful mid-market business leader!!