January 16, 2024

Episode #114: Greg Stanley – Accelerant Consultants

Greg has had a career of over 30 years in business and community leadership. Prior to launching Accelerant Consultants in 2017 with the mission of helping as many middle market business owners as possible optimize their revenue functions in a way that maximizes organizational valuation and gives them more, and more meaningful options to exit, Greg built practices, sales and marketing teams, and channel relationships for Support Net, Arrow Electronics, PwC, and SmartIT. While at PwC, Greg helped build a technology security practice before building a marketing and sales team from the ground up for the Indiana, Ohio, and Kentucky region.

Greg served on the seven partner leadership council for PwC and had strategy and revenue responsibility for over $325 million in revenue. It is this set of experiences that gives Greg a unique understanding of leadership, strategy, sales, and marketing in both small and large company environments that he leverages for the benefit of his clients. In addition to serving as the president of Accelerant Consultants, Greg is an adjunct professor of sales and sales leadership at Butler University.

In honor of the fellow business owners in your life that had an impact on you
becoming the person you are today, let’s celebrate them. Click this link to apply to be on our podcast to recognize those people: https://www.BeMADTogether.com

Transcript

you’re listening to the self-made is a myth make a difference together show with your host coach Tim campsa where we talk with successful business owners to hear the stories of their Journeys in building their successful businesses and more importantly we recognize the folks who help them Excel because we know that achieving business success is not something we can do on our [Music] own hello everyone this is coach Tim camel and I’m excited to have a fellow business owner from Indiana with us today check this out my guest had Larry Bird as his basketball camp camp counselor when he was in grade school that’s pretty cool we’ll ask him a little bit more about that in his downtime he loves to travel and he’s most proud of his two amazing boys as well as the impact that he’s been able to have in other people’s lives through his board work and volunteer work it’s my pleasure to welcome Greg to the show today hello Greg thanks so much Tim really appreciate you having me and I’ve been looking forward to this for the last couple of weeks hey let’s start with having you introduce yourself tell us a little bit of your personal story like where you were born and live about your family and your hobbies yeah so uh Native hoer I grew up in terot Indiana and have traveled pretty extensively since then but grew up in terot um Butler University was about an hour and a half from where I grew up and seemed to be about the right distance away and had exactly what I was looking for uh in a school low standards on the golf team so had an opportunity to play golf uh through Butler studied business helped them uh found an entrepreneurship Club while I was there and then started my career here in Indianapolis working for a hypergrowth technology company we we built the company from about a million dollars in Revenue where I was the 10th employee to about $500 million in Revenue we were acquired by a publicly traded company felt like that probably long-term wasn’t going to be a great cultural fit and so went looking for another high growth Middle Market uh business to go help and and grow which wouldn’t intuitively necessarily lead you to one of the big four accounting firms but I ended up spending the next 15 years at PWC but they were very entrepreneurial opportunities at PWC helping them build and grow a technology security practice and then helping them uh pull together Ohio Kentucky and Indiana into an operating unit and helping them have uh build a strategy uh build Business Development capabilities um serve clients in a different and better way so did that and then just saw an opportunity in the Middle Market space as I was talking to other people that were in Middle Market businesses where the vast majority of Middle Market business owners I talked to didn’t come from the revenue function and I I felt like if they didn’t get the revenue function right none of the rest of their business mattered and so they approach things very unintentionally and they also approach things in a way that wouldn’t necessar necessarily lead them to a path to exit uh or having a transferable asset and that asset typically is the most valuable asset that they’ll ever own so founded a business uh in 2017 with the mission of helping as many Middle Market business owners as I could optimize their revenue function in a way that maximizes valuation and gives them more and more uh meaningful options to exit so that’s how we got to where we are today and as you mentioned along the way I’ve done quite a bit of of board work and coaching a basketball teams and uh remain active in the Butler Community and and uh again very much looking forward to to our discussion today fantastic Greg tell us a little bit about your family yeah so I’ve got uh two great uh guys uh one graduated from TCU so I’ve got the purple on in honor of the horn frogs they’ve given us a little more to cheer about the last couple of years than my Bulldogs have unfortunately uh I’ve got another guy that uh graduated from high school in 2020 and he’s a merchandiser for Pepsi and is doing well and happy and and relatively independent and so um I’ve got the two boys I’ve got a spouse shell that’s highly supportive and and has been a great partner in life and um both parents fortunately are still around and and have the opportunity to spend quite a bit of time with him as well fantastic tell us about Larry Bird yeah so uh my a bit of a back story on that uh my my grandfather was a big IU fan and my parents both went to Indiana State University in terot and that’s how we all ended up there uh my my father approached my grandfather and he said hey we’ve got this guy coming to Indiana State and I think he’s going to be really good he might even be better than Kent Benson who was kind of a star at Indiana at the time and ended up playing in the NBA and my grandfather said there’s no way there’s no way this guy be as good as Kent Benson and at the time very few people went to Indiana State basketball games so he signed up for season tickets and because nobody went to the games we ended up getting front row seats uh and and uh the coach at the time Bob King and then Bill Hodes uh ended up recruiting this guy literally off the back of a garbage truck in frenchlick Indiana to come and play at Indiana State and the rest is is sort of History he was I I spent a lot of time growing up at the terot boys club and playing basketball and ultimately coaching a young team through High School uh and and he was in grade school my camp counselor along with a guy named Harry Morgan so uh we got the benefit of spending a little time with him and and the bigger benefit of going to almost every Indiana State University game uh where they won every game until the finals against Magic Johnson in Mich Michigan State in 1979 very cool wow that is awesome so Greg let’s shift gears here tell us how the business came about and at what point in time did you have the confidence that you could run your own business um I’m still trying to acquire the confidence that I to run my own business I think as a lot of us in this space may be uh but but what I will tell you is it really was just um as I analyzed the market and as I mentioned talked to a number of business owners um I felt like I could be more impactful helping as many business owners as I could as opposed to going to work for an organization or start or buying a company or starting something else from scratch might have um some some Financial value uh but didn’t necessarily bring the intrinsic value I was looking for and and that’s really what I enjoy about the business is the intrinsic value of helping these business owners hopefully and their families and their employees and their communities uh get to a place where they likely would not have gotten on their own and it’s not that I’ve got necessarily anything special other than a whole lot of experience in a functional area that tends to uh really Define an organization’s success or lack of and as I mentioned transferability of their business to somebody else making their business at some point Market attractive and the the last thing I wanted to see and and I’ve had some of these discussions with business owners was that business owners get to the end of their career and they built and run a nice business and then they say okay I’m ready to sell the business and I need to sell it in the next six months because I’ve had a health event or a family’s had a health event or I’ve just gotten to the point where I’ve done this for 30 years and I’m tired or covid was really hard and I’m just ready to get out of the business and they their path to exit ends up uh being closing the doors and putting a lock on and and that’s um if I could help some people avoid that I thought that had a high degree of intrinsic value and it’s been really uh fulfilling over the last six and a half seven years um to to learn about a lot of different businesses and the histories of the business owners and and be able to put them as I mentioned in hopefully a bit of a different spot in terms of both uh Revenue generation profitability as well as transferability which tends to be an even bigger issue yeah it’s it’s kind of sad that that a lot of businesses do what you just said right they get to the end and they just shut down the doors because it’s not really a sellable business which is unfortunate that they’ve invested all that time and energy and sweat and Blood and Tears into not being able to to pass it along or sell it or you know get any value out of it yeah precisely and and as you mentioned transferability doesn’t necessarily mean I’m selling to a private Equity organization it could be I’m launching an ESOP and I want my employees to take it over but if they haven’t built a management team there are no employees to take it over or it might mean there is a management buyout or it might mean that there’s a family member or somebody in management that has the ability to take over the business um but either way it’s got to be a transferable asset and it’s got to be self- sustaining without the uh oversight and involvement of the owner right exactly so Greg tell us more about the company what’s the name what do you guys do how do you help folks yeah so accelerant Consultants um as I said founded in in 2017 um helping businesses optimize their revenue function so it is really helping them evaluate and assess what leads to not just Topline Revenue but net profitability and um what we see is a lot of businesses whose owners uh start under the premise of how do I personally take as much money out of the business and create a lifestyle business as I possibly can can and they operate from for a long period of time under the premise of scarcity so is we just need to get as many clients as we can who can fog a mirror and have a checkbook to do whatever they ask us to do to build Topline Revenue without necessarily an understanding or an appreciation how that translates into net profitability how it translates into growth and how again more importantly it trans it translates into transferability so getting very specific about how your strategy is developed based on those capabili abilities that you have and how that lines up with the generation of net profitability and what that means in terms of market demand and then getting VAR specific around your goto Market strategy um and things like target market segmentation things like Market messaging to make sure that you’re differentiating and compelling um things like alignment of resources I I’ve dealt with $50 million companies that have 15 sales reps that don’t even have a job description in place so not only are they not all aligned to value they’re not even necessarily aligned to growth or organizations that pay salese a whole lot of money for Revenue that would have flowed into the organization whether those people were there or not and and getting the organization to a place where expectations are shifted we transfer into more of a high performing environment but one that is very intentionally aligned and gives people a lot of opportunity because it’s aligned toward value creation growth and net profitability which obviously leads for opportunities for everybody in the organization for everyone listening check out the company in the link in the description and go visit Greg on LinkedIn and tell him that you watched his interview so hey Greg share a story where someone pushed you or inspired you that you could do it maybe even though you didn’t think that you could and the impact that person had on you um you know I would say and and I think we’re going to talk about some of the people that were impactful later in life um uh I would say couple of people come to mind um number one my parents my parents were have always been somewhat inspirational to me and I think have provided me with um a nice combination of business sense that I got from my dad he was in the investment business and um at a young age I remember most young people at that time wanted to get up and watch cartoons on a Saturday or Sunday morning and uh he he asked his remote which was me at the time so I’m going to date myself it was before TVs had remotes to get up and change the channel to what they called Wall Street week which is a show on PBS that talked about all of the happenings on Wall Street over the previous week and where the direction of the economy was going and what the nature of business was and interest rates and all the things that at 10 or 12 years old I could care less about but certainly gave me a little bit of a foundation whether I liked it or not in business my mom was a lifelong teacher um I’m the only person in my immediate family without an advanced degree so I feel even though I teach a class at B University uh feel a little bit uh less worthy to be in the a result not necessarily having the education that they do but um she number one was a lifelong learner and number two had because she dealt with some challenged kids in some challenged communities um had a a very high level of empathy and I feel like having those that combination of intellectual curiosity and empathy has has hopefully served me well and then I would say uh there’s a guy that uh started and founded the first company that I went to work for right out ofo school I had an internship with IBM and they were an IBM business partner like I said there were uh 10 employees nine employees at the time I ended up join and and becoming the 10th um but he he was raised in the old school IBM high level of accountability high level of progress a high level of value built in the organization and while there were a lot of conversations that were uncomfortable early in my career because I was being held highly um uh accountable uh it certainly benefited me from looking at what a good organization and how an organization should be run and how a revenue function should be run and it really gave me a great foundation for the rest of my career isn’t it it’s interesting how uh we all have that story of the the manager who was a little tough on us and right held held us accountable and you know those conversations weren’t necessarily all that fun but we remember them and they they shaped and molded who we are today yeah certainly the management style probably wouldn’t resonate with a lot of people today but a lot of the principles uh obviously do we we I remember would have Monday morning meetings at 7:30 in the morning and uh I would spend half the day on Sunday preparing for that meeting because we knew that somebody was going to get chewed out in the meeting and and you hoped it wasn’t you and had to be as prepared as you could be and so from a principle of preparation and doing your job and followup and thoughtfulness around how to run the business and there were a lot of Concepts embedded in that uh the delivery style wasn’t necessarily always what I love but it it I think helped me develop into um hopefully a pretty thoughtful business person Greg what’s your biggest learning as a business owner um I would say the biggest learning as a business owner is that a couple of things number one uh that the destination that you expect when you start a business is not necessarily the path you expect to get on that destination is not necessarily how things play out um when I originally founded my business my background was really in technology and and in Professional Services and my network based on my board involvement at but University and and my experience in PWC was largely in at least Indiana Ohio and Kentucky if not in Indiana and I thought okay I’ll probably be doing a lot of business and working with a lot of clients in Indiana if not Central Indiana and a lot of clients in the Professional Services or technology space And while I certainly worked with clients in technology and Professional Services um I’ve also worked with clients in patient safety and in Orthotics and in diec casting and in uh technology security and in Fine Art uh safety and and management and uh a lot of fire safety a lot of different Industries and I worked with clients literally from California to New York and Montreal to Mexico City so how I thought things would play out certainly isn’t as they have um but you try to be fairly intentional about the clients that you’re taking on making sure that you’re not dealing with people that just want validation of their own greatness and that they’re coachable they’re from an ego perspective they they want to be lifelong Learners they want to do things better they want to improve themselves as well as their organizations um and and again a lot of business owners that I work with I’ll take the Orthotics company it was literally a guy who was an orthus who had a son who ironically need an orthodtic device that he didn’t find readily available on the market so he made one and then he made two and then he made three and then he made thousands and ultimately built about a $50 million company with the mission of helping a million kids walk and and just hearing those kinds of stories about entrepreneurs who along the way have made certain decisions and taken certain risks and may not have known even where payroll was coming from on certain weeks or certain months U but figured out how to get the business keep the the business moving forward and ultimately build something that uh again will become transferable and hopefully produce generational wealth there I there’s a visual that I keep in mind about getting to our goals so you mentioned it’s not always the path we expected uh I I think of the visual of climbing a mountain right where you can’t go straight up you got to zigzag back and forth and and that’s certainly been my experience as a business owner but every Zig and zag has has been exactly what I needed at the time right the learning and the and the knowledge that I gained from that was what I needed to be able to take the business to the next level yeah well and to your point there always has to be a bit of timing and a bit of luck and to some degree you make your own luck but I just read an article the other day about how Amazon needed to recapitalize uh and they needed to recapitalize in uh early 08 and recapitalize for somewhere over $600 million um and so they recapitalized got the business up and running and financially healthy and then the market crashed in November October and November of that year had they not recapitalized earlier in the year and waited until after the market crashed they’re like be no Amazon today so again a lot of it is timing and a little bit of luck and um and and ultimately made one of the biggest companies and one of the richest individuals in the world as a result of recapitalizing when they did as opposed to just sort of kicking the can and saying okay why don’t we just wait another six months and maybe the interest rates will go down or maybe the terms will be more favorable or maybe we’ll make more money and uh certainly it’s a risk recapitalizing with $600 million uh but uh they would not be in business today had had that event not happen in the timing that it did yeah wow that is crazy hey Greg we know that business success doesn’t happen in isolation so tell us about one of the biggest challenges you faced in building your business and maybe a fellow business owner who came alongside you and helped you through that yeah I uh you’re right you have to rely on a lot of people and I have taken very much of a channel strategy in my business so um large groups of entrepreneurs are hard to get to as you know you coach a number of entrepreneurs um and I’ve done a lot of speaking and I do speaking with different entrepreneurial groups and and that is a way that I hopefully get my message out and evangelize a little bit and and encourage people to hopefully do business with me that I can help um there was a person early on in my career um and and he was actually the first person whose content I read you become a consultant or an adviser and you tend to become a bit more of a student of the game and you want to absorb information and content that’s coming from the market in your space uh he’s a guy named Mike Weinberg and Mike Weinberg uh wrote what is now still one of the top five books in the sales category on Amazon of all time uh called new s called um new sales simplified he’s also got a a book called Sales Management simplified and he’s now written a book called uh firsttime manager in sales and he’s got a book called sales truth and he’s written a few other books and does a lot of Consulting work as well and I read his content I followed him on Twitter and I would see him tweet about accountability or around developing an annual sales plan and then I would see him tweet about Butler basketball and then I’d see him tweet about Sales Management I’d see him tweet about uh having a finite defined list of clients and then I’d see him tweet about the butler uh Lacy College of Business and I was chairing the Lacy School of Business at Butler uh at the time and I said okay what gives with this guy he’s from St Louis originally from New York he’s written some really good books and content that I felt like could be really helpful to people in this sales category uh philosophically he and I seem to be aligned so I sent him an email through his website and I said um you know not sure what the connection with Butler is but I’m chairing the Lacy school I’m also launching a practice ice sort of in your space and he said let’s get together two weeks from Saturday I’m coming in for a basketball game and so as it turned out um he had a son that was a junior finance major at Butler University at the time and he said you you’re just coming out of PWC pretty well connected in the finance Community if you could help Mentor my son and give him some career counseling and I I would really appreciate that and by the way um I do a lot of sales training and sales kickoffs and I’ve got a lot of content but I don’t really help organizations re architect or modernize their entire Revenue function I don’t necessarily look at things holistically I don’t necessarily deal a lot with things like compensation when I get those calls because I get a lot of them um would you be willing to help them out oh W he’s he has been a great friend uh he’s been a great source of of leads and thought and content and he’s been kind enough to come in and speak to my class at Butler which I use his content in the class and it’s been fantastic but certainly from an exposure to Middle Market business owners that I never would have gotten without him uh like I said he’s been a great business partner and friend along the way that is fantastic wow what a what an interesting navigation to you know as you said earlier right a little bit of planning a little bit of luck and and throw in there a a connection for a school and and all of a sudden there’s a a strong partnership that’s fantastic yeah yeah it’s been great Greg if I am going to put you on the spot a little bit here uh if I was to ask you to pick three people in your business owner Journey that you’re most grateful for them being there uh to help with your business’s growth who are those three people and how they help you um again I’ll go back to the three that I just mentioned and then I’m going to add one more so I’m going to go a bit off script and and give you a fourth um so my parents my father giving me I think pretty good business sense my mom being a lifelong learner and giving me a high degree of empathy um and thinking about being being a a caring hopefully decent human being Henry ceram who was the founder of the first business that I went to and giving me I think a really good business foundation and showing me what high growth should look like and how to do things very intentionally um and then I I think as business owners a lot of us hopefully go back to the first person that gave you an opportunity so there was a guy named Ron peler who owns a business here in Indianapolis um called pondurance and it was a technology security organization and as I was looking to exit PWC I I wanted something more entrepreneurial again and PWC had become sort of a bit more of a cog in the machine and to their credit and a great firm they gave me opportunities to be more entrepreneurial in different areas of the business but they tended to exist in Orange County California or San Francisco or Boston or Indianapolis as you know is a really easy place to live and those places were not necessarily attractive to move and so um was looking for something something more entrepreneurial and he approached me and he said you know what do you think about coming to help us out and I said what do you think about a Consulting Arrangement uh and and he took a chance on me and and became my first client when I really didn’t not that we ever fully have things figured out but I certainly didn’t completely figured out with my first client but uh worked into a long-term relationship and he was able to exit his business successfully through private equity and and it’s been a great friendship and partnership ever since so I you know certainly we all hopefully have a degree of appreciation and uh for the first person that was willing to take a chance on us as our first client yes Amen to that Greg as you think about the the next three to five years what’s the biggest challenge that you see that you’re going to face excuse me in order to reach your goals and who are the types of people that you’ll need to solve those yeah so I would say a couple of things um who knows what’s going to go on with the macroeconomy and and um that is always a factor that we NE we don’t necessarily have any control over but it certainly affects us in a big way and and I think overcoming that challenge not only for business owners that I work with but for myself really becomes uh around what Jim Calhoun the coach of yukon’s basketball women’s basketball team has said and he’s been phenomenally successful in that space for anyone who follows basketball and as you know that’s in Indiana what we do we do basketball here and we do a lot of it but um he said the best time to figure out why we’re winning games is while we’re winning games when you start to get a a bit of Economic headwind and you haven’t really been thoughtful or intentional about how you’ve built your business and haven’t necessarily prepared your business to weather those storms uh your your your your challenges are going to be significantly worse than they are if you build a well-run highly intentional business going into those things and and interestingly I wrote a white paper when I first started the firm because I got a lot lot of business owners who would say you know what I think we’ve got this Revenue thing all figured out we’re growing by 15% a year well guess what so is everybody else and we had the Tailwind of a massive economy which we still largely have money was virtually free there was a lot of liquidity in the system everybody was growing and um uh everybody had it figured out until they didn’t much like the real estate market in ‘ 06 and ‘ 07 in ‘ 06 and 07 everybody said we’ got this real estate thing figured out everything we touch is turning to profitability we have no problems until 75% of the market was gone in ‘ 08 and 09 and you really figured out who had it figured out yeah and so I I would say continuing to be focused on uh building a highly intentional business that can help business owners even in times of need and really helping in advance of that and as with any organization I think part of the challenge is just continuing to scale and scale in the right way finding the right people um that don’t necessarily um make your company go bankrupt but have the ability and the motivation and the skill and the will to serve clients in a similar way as I do and make sure that we continue to build this business in in the right way serving the right people and again not get caught in the Trap of operating from a position of scarcity where we we’re willing to take on any client that has any problem just because we need the Topline Revenue um it’s really around where we can continue to be most impactful in the market and being highly intentional about our Niche and where we have capabilities that match up with Market need and continuing to add people that that can be creative to that yeah it certainly makes a a big difference when we’re not in that scarcity mode right where we can say no to a potential Customer because we know it’s not the right alignment or the right strategic fit it’s not going to be a win-win um and to be able to you know confidently commun communicate hey this isn’t the right fit for you right and and maybe even you know introduce them to to someone else that would be a better fit it it’s just it’s a better it’s a more comfortable place you know it’s it’s hard to say no to somebody who wants to pay you but uh long term it’s it’s way better than bringing on somebody that you know isn’t a good fit and you know it’s not going to be a fun enjoyable experience well it’s and to your point I think a lot of business owners um don’t necessarily look through the lens of opportunity cost it’s I need the and I need Topline revenue and they also don’t necessarily translate the Topline Revenue into fully loaded net profitability and and how that impacts their business and what the alternative allocations of those resources could be I I’ve got a client that I worked with that we did an analysis of their customers and we came to find out that of their bottom customers the average gross profit and so that’s before writing off bad debt it’s before paying commissions and it’s before paying someone with a forklift to go out in the warehouse and ship product but the average gross profit was $26 and so you translate that in net profit it was negative for every one of those customers yet they had salespeople spending time with those customers so there was an opportunity cost around that they had carrying costs in the warehouse they had accounting that was spending time sending out invoices and doing collections for some of these organizations and it really comes down to um what what percentage of our resources are we allocating toward bad business and are we throwing good money after bad and how do we unwind that and get much more intentional and focused around that which generates a high level of net profitability and ultimately organizational value yeah it I’m sure you see this all the time but it for folks listening it’s it’s possible not not not just possible it happens all the time that you can actually shrink your top line and become more profitable when you get rid of those bad customers right yeah not only more profitable more transferable there are a lot of people that end up doing stuff and things that really aren’t strategically connected or related and there’s really no reason that they do those other than they need a revenue at the time and ultimately if you’re desire is to sell your business to an outside party they want it to be strategic strategically aligned it is devaluing of your business to do a lot of things that really don’t contribute to the strategy or the mission of the organization and are done for the sole purpose of Revenue generation nobody wants that that’s not strategic for them and they really can’t build a team around it and they really don’t have any definition around what an ideal client looks like or how to put together a Target filter it’s just we’re going to do a lot of stuff and things for money and hopefully it’s going to translate into a bigger check for me as the owner at the end of the year unfortunately a lot of times at the end of the career it translates into a significantly smaller check and that’s really where the big opportunity exists for business owners and and last question here Greg Jim ran awesome uh business Guru said we become the average of the five people that we spend the most time with though as you think about that quote what advice do would you have for business owners who are trying to do it on their own who think that they don’t need help or don’t need to surround themselves with others or or just are too afraid to ask you know you know take that risk and ask somebody to Mentor them yeah so um as you know and as we discussed I operate primarily in the revenue function and in within the organizational strategy realm as well um and one of the things that I’ve always highlighted and and I do this in my class at Butler in trying not to get people to um develop into what the negative stereotypes that people see salespeople being and I think a lot of the the national names of training they reinforce those stereotypes they’re not necessarily overly helpful but one of the concepts that I start out asking the students about and have them actually give a presentation on is intellectual curiosity and I think for some business owners if they think they’ve got it all figured out and if they think they are the sole source of all the answers for their organization eventually that doesn’t translate well and I think the organizations also that um become Penny wise and pound foolish in terms of I can either take this $150,000 and I can build a pool in my backyard or I can hire somebody that ultimately becomes part of management team that gives me the ability to then be much more strategic around how I run my business and it allows me to transfer out of my business um just having those conversations can never be hurtful and and encouraging business owners whether it is engaging a coach or engaging people in certain functional areas um to just provide thoughts and thought leadership being a consumer of content that’s available on the internet um Harvard Business School content or podcast or whatever that content happens to be being just a voracious reader and absorber of content and different thoughts and different strategies and and understanding like again back to the basketball coaching analogy that there is never a destination it’s always a path toward Improvement and getting better every day running a Better Business becoming more transferable becoming more highly valuable to somebody in the external market and what does that look like I I think a lot of business owners get caught up in kind of the issue of day and in perpetuity they’re playing whacka moole around I’ve got a issue or I’ve got a dissatisfied customer I’ve got a shipping issue or I’ve got a supply chain issue or I’ve got a project that’s gone to Ary or whatever happened happen um but they wake up three or four years from now and the business doesn’t look any different that they’ve almost succeeded or not in spite of themselves because they’re busy solving the problem of the day as opposed to Rising above it having a very um highly intentional defined strategy and then executing in a high performance way that is nearly impossible to do cross functionally without help from the outside or without at least absorbing content and being like I said having a high degree of intellectual curiosity and being a lifelong learner yeah that that lifelong learner idea our founder says You Must Learn to Earn right so the idea is right if we’re not constantly being students of our game and learning from others and and best practices and and you know elevating our knowledge right we’re we’re not going to be as successful because we don’t have that impetus of well I wonder how I might apply that thing I learned to my business or wonder how I would Implement that um and so we we tend if we’re not continually learning we tend to just repeat the stuff we already know and we end up being staying somewhat status quo right yep absolutely no and I like what you’re saying is we don’t have to you know that the internet is full of information so right we don’t have to go and hire somebody necessarily right we we read a book we attend a seminar we right we we do things that are you know relatively you know free and there’s tons of information out there that we can benefit from yeah absolutely and so to that point hopefully some of your audience and your listeners will benefit from this discussion and have some takeaways that they might be able to implement in their own businesses and and you mentioned if anybody would like to reach out and have a conversation specifically about their revenue function and and being very focused and building value I’d be happy to have those discussions fantastic well Greg sounds like you’ve been blessed with some incredible people who have helped you in your business owner Journey so if they were all here on the show today what would you want to say to them uh you know as much as anything as hopefully we all would you come from a place of gratitude and you understand that no business is built Alone um no level of of knowledge and whether you’re talking about your college professors or you’re talking about a a former boss or a mentor your parents or whomever um just you know thank you to your point it it’s been it’s been a great journey and will continue to be a great journey but it it certainly was not done alone and you are the product of the people you surround yourself with as you mentioned and fortunately I’ve been able to surround myself with a lot of uh very thoughtful empathetic uh intelligent people over my career and and they’ve helped put me in a position to now help other people whether it’s mentoring students or putting people in a better place to Su succeed from a career perspective or putting business owners in a better place and hopefully there’s a bit of a a Pay It Forward uh mentality as well which hopefully they would appreciate they built somebody that has that kind of mentality as well I love it Greg it’s been a pleasure speaking with you today thanks so much for being on the show Yeah Tim really enjoyed it and again I hope your audience has gotten something out of today and look forward to staying in tou touch and wish you all the best in your business as well awesome thank you so much have a wonderful rest of your day stay warm thanks Tim thanks for listening to the self-made is a myth show with your host coach Tim csaw please help spread this Movement by liking and subscribing to our show and following us on Facebook and Linkedin or wherever you listen to your favorite podcast to join our movement go to bead together.com okay folks that’s a wrap please pay it forward and be sure to tune in next time to the self-made is a myth podcast