Success Beneath the Surface
Episodes
Wednesday Oct 18, 2023
EP35: Practical Perspectives for Growth-Focused Leaders
Wednesday Oct 18, 2023
Wednesday Oct 18, 2023
In this week's episode, we explore an insightful conversation about partnerships and adapting business models during economic uncertainty. Host Deborah Fell reflects on key takeaways from her discussion with Keith Scandone, founder of O3, regarding the power of collaborative partnerships. Scandone shares how his company has pivoted to offer smaller, "wedge" offerings that provide value to clients with tighter budgets. He emphasizes being creative, thoughtful and embracing new ways of doing business during turbulent markets. Tune in to glean wisdom on building meaningful partnerships and pragmatic approaches to navigating challenges. This commentary provides practical perspective for leaders seeking to strengthen relationships and position their organizations for growth.
You can listen to the full episode here.
Keith Scandone: O3 Co-FounderAs O3’s Co-Founder, Keith focuses on the consultancy’s strategic goals and leading the company's venture initiatives. After 18 years as O3’s acting CEO, Keith’s current role enables him to focus on new growth areas and opportunities for the brand to expand its footprint and position in the market. Whether organic growth through O3’s service offerings, or inorganic growth through partnerships and investments, Keith is always looking at strategic ways to continue to differentiate the company.
Keith thrives on bringing people together and leveraging other’s connections and strengths to help each other, the industry and the community move forward. From spearheading the Forge Conference, Innovation Day, and the 1682 Conference to co-founding the Philadelphia chapter of the Awesome Foundation and Pay It Phorward, these are just some ways in which Keith likes to combine his network with his passion for innovation. His commitment to consistently craft and curate the O3 culture has led the consultancy to be recognized as one of Entrepreneur’s “Top Company Cultures” and “Best Entrepreneurial Companies."
Keith has also sat on several boards and continues to mentor several companies, most notably through the Philadelphia Alliance for Capital and Technologies Mentor Connect program. Living in Philadelphia and D.C. has given him a unique network and perspective to grow the O3 brand.
Wednesday Sep 27, 2023
EP33: Collaboration - Woven In or Tacked On?
Wednesday Sep 27, 2023
Wednesday Sep 27, 2023
Last week, I had the pleasure of interviewing Amy Bielski, CEO of Ripple Effect, a company that collaborates across the healthcare, nonprofit, and private sectors. We dug into the keys behind Ripple Effect's success, with Bielski highlighting how collaboration is baked into their culture. From incentivizing cross-team support to ensuring every policy explains its value, Bielski stresses why meaningful collaboration requires more than just encouragement. It must permeate operations. She notes that silos emerge naturally as companies grow, so sustaining openness demands intentional, threaded efforts. Tune into this focus, and then listen to our full conversation to hear more of Bielski's insights on fostering engaged, unified work.
Listen to the full interview here.
About Amy Bielski
Amy Bielski, President and CEO of Ripple Effect, has over 25 years of professional experience managing complex federal projects involving business strategy, technology, graphic design, communications, and health policy. She founded Ripple Effect in 2003 after seeing so many firms prioritize the technical side of business over culture. She believes that in a successful business, every element matters, not just the bottom line. Founding Ripple Effect allowed her to create an environment reflecting those values, and she has invested in a flexible, supportive environment for Ripple employees and a commitment to making clients successful regardless of the challenges. Amy has many interests, including weightlifting and martial arts, where she has earned her 3rd-degree black belt in Budo Taijutsu.
About Ripple Effect:
Ripple Effect is an award-winning, woman-owned consulting company that works with federal, private, and nonprofit clients to support policies and programs that shape our nation. From healthcare implementation to scientific research, the ever-growing customer base includes the National Institute of Health, the US Department of Health and Human Services, the Centers for Medicare and Medicaid Services, the Centers for Disease Control and Prevention, the Health Resources and Services Administration, and the Department of Defense's, Navy Air Force, and Army branches. With a focus on operational excellence, Ripple Effect has gained national recognition, including four consecutive years on the Inc 5,000 list and a 2022 Moxie award for boldness in business. With over 200 researchers, scientists, policy, data analysts, and strategic communicators, Ripple Effect accomplishes its mission of working smarter and performing better by always adapting, learning, and finding efficient ways to meet the changing needs of its clients. Work smarter, perform better, and learn more at rippleeffect.com
Wednesday Sep 13, 2023
EP31: Creating Impact Through Intention
Wednesday Sep 13, 2023
Wednesday Sep 13, 2023
If you joined us for our recent episode, you witnessed a powerful conversation between Deborah Fell, and Dan Lackner, a fractional Chief Sales Officer for Chief Outsiders. Today, we'll be diving deeper into that conversation. From understanding people's profound impacts on our lives and careers to the difference between mere activity and genuine, transformative impact, Dan and Deborah touched on subjects that resonate with many of us. Listen to this commentary as Deborah breaks down the key takeaways as she highlights Dan's fresh perspective on how intentional actions lead to significant results.
Full episode:
EP30: Leadership Alchemy - From Data to Door-less Offices
About Dan Lackner:
Dan is a senior sales leader with extensive experience in analytic software applications, CRM, SaaS solutions, and designing and implementing high velocity, predictable, recurring revenue models. He works closely with early to mid-stage technology companies to build a tight interlock with marketing and eliminate friction in the demand funnel. With a track record of success in sales, marketing, product management, engineering, and customer success, Dan drives revenue growth by designing and implementing sales processes, compensation plans, account strategy, training, and demand funnel management.
Links from this episode:
Dan Lackner on LinkedIn
Deborah Fell on LinkedIn
Chief Outsiders
Wednesday Aug 30, 2023
EP29: Joy as a Catalyst in Business Success
Wednesday Aug 30, 2023
Wednesday Aug 30, 2023
Joy is a powerful driver in overcoming challenges in business, as explored in our latest commentary episode. Deborah delved into this theme with the dynamic Charles Dobbins, founder of Multifamily Investing Academy. Charles recounted his journey from the insurance sector to fulfilling his dream of owning apartments, highlighting the roles of passion, persistence, and the courage to pivot. His story is a testament to the power of joy, creativity, and commitment in building a successful business. Join them for this commentary, "Joy as a Catalyst in Business Success."
For more of Charles' inspiring insights, check out the full episode and stay tuned for our upcoming conversation with Dan Lachner, a chief sales officer resource!
Links from this episode:
Full episode with Charles Dobens
Multifamily Investing Academy
MultifamilyOS on YouTube
About Charles Dobens
Deborah Fell on LinkedIn
Chief Outsiders
Wednesday Aug 16, 2023
EP27: Culture Counts - Saxby, Yeung, Ugrinsky, and Duverné
Wednesday Aug 16, 2023
Wednesday Aug 16, 2023
In this podcast, Deborah does a round-up of perspectives on the crucial topic of culture, incorporating relevant highlights from prior podcasts of four CEOs:
Art Saxby, CEO and Founder of Chief Outsiders notes that the biggest lessons have been the importance and power of culture - the culture that draws the greatest leaders and contributors to work for the company and magnetizes like-minded clients to it because they hold the same values.(Full episode is here: EP25: Scaling Your Business - Curiosity and Leadership)
Chris Yeung, CTO and co-founder of Vimbly Group says “Some of the greatest accomplishments in humanity have been through partnership and cooperation” - and he values this type of culture so strongly, that he & his partner made the decision to shut down a company they had acquired when they found it a toxic culture. He merely called it a “hard lesson.” (Full episode is here: EP7: CTO Masterclass: How to Build a High-Performing Tech Team)
Xena Ugrinsky, CTO and Founding Partner at Pilot Wave Holdings Management, brings in the cultural impact on the speed and effectiveness of AI and digital transformation where sometimes we have to break the old cultural norms so that it’s okay to experiment, fail and leverage what you’ve learned.
(Full episode is here: EP19: Building a Future-Ready Business - Tech, Culture, and Strategy)
Herby Duverné, CEO of Windwalker Group is creating A culture where people are working hard, yet having a good time - they are passionate about performing because they believe what the company is doing and what the company is is special.
(Full episode is here: EP13: Building a Business on Solutions Rather Than Problems)
Links from this episode:
Herby Duverné on LinkedInWindwalker
Xena Ugrinsky on LinkedInXena Ugrinsky on TwitterPilotwave Holdings
Chris Yeung on LinkedInVimbly Group
Art Saxby on LinkedInChief Outsiders
Wednesday Aug 09, 2023
EP26: Elevating CEOs - Art Saxby’s Blueprint for Strategic Growth
Wednesday Aug 09, 2023
Wednesday Aug 09, 2023
Art Saxby's wisdom resonates with CEOs seeking transformative growth. His insights crystallized his journey from Frito Lay's marketing to turning around bankrupt entities. Saxby delineates the disparity between small and big M marketing, advocating for a holistic approach that combines tactical execution with strategic vision. He spotlights Imperial Sugar's shift from a sugar manufacturer to a supply chain leader, illustrating the impact of aligning with customer needs.Saxby's core tenet is a market-rooted business plan. He underscores dissecting customer behavior, competitor dynamics, and internal strengths to fuel strategy. Incorporating external viewpoints enhances the strategy's innovation. His philosophy transcends marketing and sales barriers, emphasizing adaptive solutions over fixed ratios. His approach champions tailored strategies that stimulate growth on multiple fronts.Art Saxby equips CEOs with a growth roadmap that shuns convention. By melding change, market insight alignment, and holistic sales-marketing synergy, he empowers CEOs to steer dynamic expansion. Listen to this commentary, "Elevating CEOs: Art Saxby's Blueprint for Strategic Growth."
To hear the full interview, listen here.
Links from this episode:
Art Saxby on LinkedIn
Deborah Fell on LinkedIn
Chief Outsiders
Wednesday Jul 26, 2023
EP24: Gaining an Edge: Unraveling Customer Desires
Wednesday Jul 26, 2023
Wednesday Jul 26, 2023
Last week, we delved into the world of customer knowledge on Success Beneath the Surface, and what an eye-opening journey it was! As Susan Finch and I explored the importance of truly understanding our customers, we uncovered a game-changing insight that separates successful businesses from the rest.
We often claim to know our customers, but do we really grasp their desires and needs beyond the surface level? Let me share a personal experience that perfectly illustrates this point. My husband and I recently purchased outdoor furniture, but what we truly sought were not just chairs, but unforgettable moments with loved ones in our courtyard.
The key is to look beneath the obvious and ask the right questions. That's precisely what the perceptive sales representative did, earning our business and future loyalty. I challenge you to question if your company truly comprehends your customers' deepest needs. Join me in this commentary as we uncover the untapped potential of gaining deeper customer insights for the growth and prosperity of your business. Don't miss last week's full episode, "Navigating Change: CEO's Playbook for Profitable Adaptation."
Links from this episode:
Deborah Fell on LinkedInChief Outsiders
Susan Finch on LinkedInFunnel Media Group, LLC
Wednesday Jul 12, 2023
EP22: When You’re Green, You’re Growing, When You’re Ripe, You’re Rot.
Wednesday Jul 12, 2023
Wednesday Jul 12, 2023
Deborah unpacks last week's episode featuring Ed Valdez, a partner, and Chief Marketing Officer at Chief Outsiders, where they discussed the importance of leveraging artificial intelligence (AI) in business processes. He emphasized that companies not utilizing AI are falling behind. Real-time customer insights, such as their responses to website content and search behavior, are crucial for optimizing results and expenses. Traditional methods like focus groups are no longer efficient, as AI enables real-time learning, adjustments, and improvements.
Valdez explains that businesses not leveraging AI in marketing or customer service will eventually be left behind. The average lifespan of businesses has decreased due to advancing technologies, and adapting to AI is crucial for survival.
Businesses that remain stagnant are moving backward, while those embracing AI can enhance their operations, serve clients better, and achieve improved business results.
Links from this episode:
Ed Valdez on LI Ed Valdez on Chief Outsiders
Deborah Fell on LinkedInChief Outsiders
The complete episode is here.
Wednesday Jun 28, 2023
EP20: Creating a Culture of Experimentation and Learning
Wednesday Jun 28, 2023
Wednesday Jun 28, 2023
In our previous episode, we had the privilege of hearing from Xena Urgrinsky, an expert in the field of transformation and data science. Xena shared invaluable insights on the crucial link between building a future-ready business and upskilling and transforming your team. Today, we'll focus on key takeaways from that conversation. Xena emphasized the need for human evolution within organizations, highlighting the challenge of transforming people and creating a culture of experimentation and learning. She stressed the importance of developing a strategic vision and tackling cultural hurdles to achieve transformative success. Additionally, Xena discussed the role of applied data science, cautioning against using every new technology for every problem and emphasizing the necessity of continuously monitoring and adapting machine learning models. As we navigate this ever-changing landscape, let's harness the power of these tools effectively and prioritize critical thinking skills to drive our workforce forward.
For CEOs who are in the process of building a future-ready business, let's take a few minutes here to emphasize a central point that transforming your company for the future must also involve upskilling and transforming your team.
About Xena Ugrinsky
Xena Ugrinsky - CTO, Co-Founder and Senior Transformation Executive at Pilot Wave Holdings Management, LLC, and Principal, Founder and Data Science Evangelist at Genre-X, Inc. She is an AI expert, author, and previous Partner at KPMG as well as Booz Allen Hamilton. She believes that data-driven competency will be the main source of competitive advantage over the next few years and that if leaders of mid-sized and large enterprise companies are not actively exploring how applied data science can be propagated through their organizations based on clear business objectives and measures of success, they risk being left behind.
Links from this episode:
Pilotwave HoldingsXena Ugrinsky on LinkedInXena Ugrinsky on Twitter
Deborah Fell on LinkedInChief Outsiders
Wednesday Jun 14, 2023
EP18: The One Thing They Asked for Was Drone Inspection
Wednesday Jun 14, 2023
Wednesday Jun 14, 2023
Last week my guest was Xena Urgrinsky, CTO, and Founding Partner at Pilotwave Holdings Management and CEO and Founder at Genre X. She's an artificial intelligence expert and author, and data science evangelist, and she's been both partner and principal at KPMG, as well as a partner at Booz Allen Hamilton. Xena immigrated with her parents from Germany and became an American citizen at eight, which was transformational for her family and an example of living the American Dream. A truly amazing journey and I want to encourage you to listen to all of episode 17 today. In this commentary, I want to dig into a key question. She shared that she asked her companies to help them unlock important change in growth, and the question is this, if you could get anything, what would you want that would make you wildly surpass your peers? Listen to EP18: The One Thing They Asked for Was Drone Inspection.
About Xena Ugrinsky
Xena Ugrinsky - CTO, Co-Founder and Senior Transformation Executive at Pilot Wave Holdings Management, LLC, and Principal, Founder and Data Science Evangelist at Genre-X, Inc. She is an AI expert, author, and previous Partner at KPMG and Booz Allen Hamilton. She believes that data-driven competency will be the main source of competitive advantage over the next few years and that if leaders of mid-sized and large enterprise companies are not actively exploring how applied data science can be propagated through their organizations based on clear business objectives and measures of success, they risk being left behind.
Links from this episode:
Pilotwave HoldingsXena Ugrinsky on LinkedInXena Ugrinsky on Twitter
Deborah Fell on LinkedInChief Outsiders