Material Growth Podcast

Episode 22 - Sourcing Tomorrow's Materials Leaders

We had a great conversation last month with Ron Malachuk on the Executive Roundtable. I wanted top speak with him because the global materials industry is undergoing significant upheaval and change. Slowing global demand and rapidly changing geopolitical dynamics are impacting the industry worldwide. Corporate priorities are shifting as once reliable sources of growth vanish. As a result companies are faced with new realities that require new leadership. We discussed the seismic global shifts occurring today in Materials and the impact on current demand for Executive roles. We also look at what characteristics the next generation of executive leaders will need, and what makes executive search unique from other forms of recruiting. Ron Malachuk is a Partner at JM Search and a member of the Firm’s Chemicals and Process Industry Practice. Over his career as an executive search and talent consultant, Ron has conducted C-Suite (CEO, CFO & COO), and Senior Advisor searches and leadership projects across multiple sectors, including agribusiness, chemicals, engineering and construction, materials, packaging and plastics. His clients include global industrial conglomerates, the Fortune 500, middle market manufacturing organizations, and portfolio companies of leveraged buyout and venture capital firms. Who should listen? * Executives who want to understand how tomorrow’s materials leaders will differ. * Executives staffing leadership teams for the new realities of the materials industry. Topics covered included: * Why the current downturn in chemicals and materials is fundamentally different from previous cycles * What the Current Climate Requires of New Leadership * The one leadership trait that consistently separates top-decile executives from everyone else * What private equity firms are really looking for in leadership today * What Makes Executive Search unique from other job searches Show Notes * Executive Summary [https://19923746.fs1.hubspotusercontent-na1.net/hubfs/19923746/Roundtable%20Events/2026%20Season/Executive%20Summary%20-%20Sourcing%20Tomorrow%E2%80%99s%20Materials%20Leaders%20-%20Ron%20Malachuk%20final.pdf]- 3 minute read * Video Replay [https://youtu.be/wsA8frOV6Zg] * Ron Malachuk on LinkedIn [https://www.linkedin.com/in/ron-malachuk-ab51113/] * JM Search [https://jmsearch.com/] * Kendall Justiniano on LinkedIn [http://www.linkedin.com/in/kendalljustiniano] * Join the live conversations by becoming a Roundtable Member [https://www.growth-arc.com/roundtable]. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit materialgrowth.substack.com [https://materialgrowth.substack.com?utm_medium=podcast&utm_campaign=CTA_1]

Kendall Justiniano on Navigating Growth in Challenging Times

This episode of Material Growth features our founder, Kendall Justiniano on the “Burn the Playbook” podcast. Host Marc Crosby interviews Kendall Justiniano, and together, they discuss the ongoing downturn in chemicals and manufacturing, the impact of digital transformation, evolving roles in sales and marketing, and ways companies can uncover growth opportunities. The conversation centers on moving beyond outdated approaches to successfully navigate today’s challenging business environment. Key insights: * The mindset shift is essential for surviving the toughest downturn in decades? * How digital transformation is rewriting the rules for sales & marketing teams? * Which of today’s practices should be “burned”? Which new ones to build? * Are sustainability initiatives worth the investment, or overdue for a shakeup? * What overlooked strategy could double your company’s growth rate with resources you already have? Kendall Justiniano [https://www.linkedin.com/in/kendalljustiniano/] is the founder and managing director of Growth Arc Advisors [http://www.growth-arc.com]. With a career spanning over 30 years at leading companies including Dow and WR Grace, he brings extensive experience in the chemical and material industries. Kendall has worked across sales, marketing, and product management, navigating diverse industry sectors—from specialty to commodity, high-growth to turnaround situations and divestments. His unique strength lies in his “Fundamentals Analysis” approach, allowing him to “read the tea leaves” and identify significant opportunities, such as his early championship of composites at Polyone/Avient, which now accounts for a substantial portion of Avient’s revenue. This comprehensive perspective is central to Growth Arc Advisors’ mission: helping chemical leaders find growth opportunities in an increasingly challenging environment. Key topics discussed * Structural Shifts in the Chemical Industry * Challenges of the prolonged downturn and the need for new growth tactics. * The importance of adapting to changing customer habits and technology. * Mindset and Strategy Adjustments * Evaluating sustainability initiatives critically, focusing on ROI. * Necessity of cost cutting while retaining/building strategic capabilities. * New Approaches for Sales & Marketing * Permanent changes in the sales cycle due to digital tech and AI. * Marketing’s expanded role in early customer engagement. * Emphasis on consultative selling and building customer relationships. * Importance of revisiting segmentation to find growth opportunities. * Future-Proofing & Growth Models * The risk of standing still; focus on phased, fundamentals-driven growth strategies. * “Burn It or Build It” Segment * Quick takes on current industry trends (e.g., sustainability with no P&L impact: “burn it”; sales and marketing alignment: “build it”; nearshoring, customer self-service, inside sales, etc.). * Final Takeaways * Immediate, actionable advice: review and deepen segmentation for actionable insights and growth. Show Notes * The Burn the Playbook Podcast [https://burntheplaybook.buzzsprout.com/] and a transcript of this Episode [https://burntheplaybook.buzzsprout.com/2522863/episodes/17818609-navigating-growth-in-challenging-times-insights-with-kendall-justiniano] * Kendall Justiniano [https://www.linkedin.com/in/kendalljustiniano/] on LinkedIn * Growth Arc Advisors [http://www.growth-arc.com] website * Marc Crosby [https://www.linkedin.com/in/marcccrosby/] (podcast host) on LinkedIn This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit materialgrowth.substack.com [https://materialgrowth.substack.com?utm_medium=podcast&utm_campaign=CTA_1]

Kendall Justiniano on Surviving the Chemical Down Cycle

This episode Material Growth, features a discussion by our Founder, Kendall Justiniano, on The Chemical Show with Victoria Meyer, and offers a compelling look into the current state and future trajectory of the chemical industry, particularly focusing on the evolving landscape of sustainability and innovation amidst significant global shifts. Chemical Show host Victoria Meyer invites Kendall to delve into what he and other industry executives are observing and grappling with. Topics discussed include: * The length and root causes of the current global downturn * Why the Old Playbook for chemical leaders is no longer enough. * Re-assessing Sustainability to survive economic headwinds. * China’s role in the current downturn. * The decline of Commercial Excellence in Industrial B2B Kendall Justiniano [https://www.linkedin.com/in/kendalljustiniano/] is the founder and managing director of Growth Arc Advisors [http://www.growth-arc.com]. With a career spanning over 30 years at leading companies including Dow and WR Grace, he brings extensive experience in the chemical and material industries. Kendall has worked across sales, marketing, and product management, navigating diverse industry sectors—from specialty to commodity, high-growth to turnaround situations and divestments. His unique strength lies in his "Fundamentals Analysis" approach, allowing him to "read the tea leaves" and identify significant opportunities, such as his early championship of composites at Polyone/Avient, which now accounts for a substantial portion of Avient's revenue. This comprehensive perspective is central to Growth Arc Advisors' mission: helping chemical leaders find growth opportunities in an increasingly challenging environment. Victoria and Kendall discuss the current industry environment, one of the longest down cycles the industry has ever seen. This shift is primarily attributed to the end of a two-decade-long growth era fueled by China, whose real estate sector has imploded and materials sector is now significantly overbuilt. This has left the global market with substantial excess capacity, leading to grim commodity prices and challenging the conventional "down cycle playbook". Many of today’s current leaders may not have experienced or managed through such prolonged downturns, making the strategic challenges even more acute. The episode also critically examines the transformation of the sustainability imperative. What began as an optimistic "rah-rah" movement with ambitious Net Zero goals has now confronted the harsh realities of profitability and implementation. Companies are engaged in a significant "pruning" or rationalization of sustainability investments, weighing trade-offs and questioning if financial returns truly go hand-in-hand with these initiatives. For executives looking to manage and grow in this challenging environment, the episode underscores the critical need for reassessment based on fundamental business principles, especially in cost-constrained and capital-constrained scenarios. It also emphasizes that the "easy options" for growth, such as growth by acquisition, may no longer be viable. Instead, investing in core capabilities for organic growth and rediscovering muscle for new business, market-driven innovation, and advanced commercial excellence is paramount. Show Notes * The Chemical Show Podcast [https://thechemicalshow.com/] and a transcript of this Episode [https://thechemicalshow.com/surviving-the-chemical-down-cycle-strategies-for-sustainability-and-innovation/] * Victoria Meyer [https://www.linkedin.com/in/victoria-king-meyer/] on LinkedIn * Kendall Justiniano [https://www.linkedin.com/in/kendalljustiniano/] on LinkedIn * Growth Arc Advisors [http://www.growth-arc.com] website This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit materialgrowth.substack.com [https://materialgrowth.substack.com?utm_medium=podcast&utm_campaign=CTA_1]

Ep. 19 - Taming Team Dysfunction with Bob Johnson PhD

Discover strategies to transform team dysfunction into collaboration and performance with insights from Bob Johnson, PhD. Teams where members feel that everyone “has your back” are rare. Whether it’s teams on fast-paced project teams or executive teams full of ego and co-opetition, dysfunction is so often the norm that we become resigned to it. It doesn’t have to be that way, and in fact it’s a critical competitive advantage if it’s never that way. Learn: * What’s at the heart of team dysfunction. * How teams could approach problems but rarely do. * How our own actions are often to blame. * Understand the real key to influence in group dynamics. * The criticality of team cohesion at the executive level and what it takes to achieve it. Bob Johnson, Ph.D., is the Founder and Managing Partner at Shoreline Partners. With a track record of guiding over 1,000 CEOs, executives, and their teams, he equips clients with the awareness and skills to transform friction into fuel - turning their recurring problems into partnerships that drive performance. Who should listen? * Executives wanting to improve their influence on and dynamics of the teams they lead. * Leaders at all levels who feel like they are spending too much time as “The Referee.” Show Notes * NEW! Slides used during the session [https://19923746.fs1.hubspotusercontent-na1.net/hubfs/19923746/DECK%20-%20Taming%20Team%20Dysfunction%20-%20Johnson%20250319.pdf] * NEW! Executive Summary (2 min read) [https://19923746.fs1.hubspotusercontent-na1.net/hubfs/19923746/Executive%20Summary%20-%20Taming%20Team%20Dysfunction%20-%20Bob%20Johnson%20PhD.pdf] * Bob’s White Paper: Better Teamwork: Mindset Shifts for Transforming Problems Into Partnerships [https://teamtransformationmethod.com/] * Connect with Bob on LinkedIn [https://www.linkedin.com/in/drbobjohnson/] * Connect with Kendall on LinkedIn [https://www.linkedin.com/in/kendalljustiniano/] * Growth Arc Advisors [https://www.growth-arc.com/] * Executive Roundtable for Materials Growth website [http://growth-arc-19923746.hs-sites.com/roundtable-for-materials-growth-registration-e6] This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit materialgrowth.substack.com [https://materialgrowth.substack.com?utm_medium=podcast&utm_campaign=CTA_1]

Executive Influence Seminar

This recording is of a seminar I did a few months ago to a group of C-Suite Executives. Seminar Summary: Mastering Influence for Effective Leadership and Change The ability to influence effectively has become the essential skill for executives across all sectors. This seminar focuses on the pivotal role of influence in executive roles, offering insights that can reshape your approach to leadership and organizational change. Lack of effective influencing often leads to challenges such as misaligned executive teams, inability to gain CEO support for initiatives. Why This Topic is Important: * Drive Alignment: Influence is vital for aligning leadership teams and eliminating silos, fostering a more cohesive and efficient organizational culture. * Facilitate Change and Innovation: Without influence, even the most well-crafted change recommendations can face resistance, stalling growth. * Enhance Persuasive Communication: Mastering influence helps you to communicate more persuasively, overcoming barriers that may arise from entrenched behaviors and mindsets. Topics Covered: * When case-making is a poor tool for persuasion. * How to diagnose blind spots. * Reframing as key to unlocking collaboration. * How to achieve trusted advisor status. Join us to uncover how influence can become your most powerful tool in leading change and achieving your organizational goals. Show notes Links Mentioned in the seminar. * Slide deck used for this seminar [https://www.growth-arc.com/hubfs/Mastermind/Executive%20Influence%20250131.pdf] * Jeff Bezos Interview with Lex Friedman [https://www.youtube.com/watch?v=DcWqzZ3I2cY&t=5290s] * Join the Executive Breakthrough Mastermind [https://www.growth-arc.com/breakthrough] * Material Growth Newsletter [https://www.growth-arc.com/subscribe] * The Executive Roundtable for Material Growth [https://www.growth-arc.com/executive-roundtable] * Material Growth podcast [https://materialgrowth.substack.com/p...] * Connect with Kendall on LinkedIn [https://www.linkedin.com/in/kendalljustiniano/] * Growth Arc Advisors [http://www.growth-arc.com] Table of Contents 0:00 Kendall's Bio and Growth Arc Advisors 2:47 Common Executive Failures 4:56 Conventional Wisdom about Influence 6:15 The BIG MYTH - Case-making 7:30 Why THE TRUTH doesn't Persuade 9:35 What's Missing? - THE FRAME 14:30 The CRITICAL MISTAKE of Case-making 15:36 Question: do you find Frames through questioning? 16:15 What is a FRAME? 20:16 Conflicts Arise when Frames are Different 22:20 BLIND SPOTS are Critical to Diagnose 23:14 A Different approach to Influence conversations 23:34 The OLD WAY - case making 25:34 THE NEW WAY - work to REFRAME FIRST 30:45 Get INVITED to offer your solution 32:45 Question: Doesn't it take more time? 33:20 Crucial difference in the way conversations play out 33:12 How this approach gives you EXECUTIVE PRESENCE 36:39 The Key different to the approach 37:30 Being a Trusted Advisor to a CEO 38:10 Why Leadership Teams become dysfunctional 39:40 Tenure as a Defense against Influencing This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit materialgrowth.substack.com [https://materialgrowth.substack.com?utm_medium=podcast&utm_campaign=CTA_1]