Show Notes: Will Bachman and John Horn talk about competitors and how they should be taken into account when formulating a strategy. John points out that lowering the price is an easy response to a new product or market entry, which can prevent success. He suggests that understanding the competitor's mindset is a key element to predicting their next move and positioning oneself for success. He also emphasizes the importance of being aware of the competitors' strategies, as it can influence the s...
Jun 26, 2023•36 min
Show Notes: David A. Fields talks about the purpose of outreach emails and how to ensure they are effective. The purpose of outreach is not to sell, but rather to create conversations. He talks about both ‘cold’ outreach, which is to contacts who you don’t know and 'cool' outreach, which is sending emails to people who the sender knows, but who have not been in contact in a few years. He also covers developing a tracking system, and follow-up calls.Regardless of the type of outreach, the goal is...
Jun 19, 2023•55 min
Show Notes: Will Bachman and Ashlee Horn spoke about her practice, which focuses on coaching new sales leaders. Ashlee outlines the problem she is trying to solve that 50% of new sales leaders fail within the first year. She speaks about the lifecycle of a sales manager and why sales leaders are so important to an organization. She explains that she focuses on those who are new to frontline sales management or director roles. She works with star performers who have made the leap into leadership,...
Jun 12, 2023•45 min
Josh Leibowitz spent 13 years at McKinsey and was elected partner in New York. He then moved to Miami and grew the office there before joining Carnival, the largest leisure company in the world. He talks about the ideas behind Parenting MBA, a book that aims to help parents give their children the skills they need to be successful in life. Josh joined the cruise line Cunard as Chief Strategy Officer, and eventually became president of the luxury brand Seaborne. Post COVID, he was tasked with sup...
Jun 05, 2023•37 min
Show Notes: Mahan Tavakoli is a consultant, leadership coach, and host of the podcast Partnering Leadership. He talks about his podcast, the incredible guests he has had on his show, and his time at the Dale Carnegie Leadership Institute. Mahan has been an avid podcast listener for over a decade, and he decided to launch his own podcast in 2020. His podcast focuses on the journey of CEOs and leaders in the Greater Washington DC region. He has interviewed some impressive names and his show is now...
May 29, 2023•42 min
Show Notes: John Driscoll is the President of Walgreens Boots Alliance and the co-host of the second largest healthcare podcast on YouTube, CareTalk. In this episode, host Will Bachman welcomed John to the show. John has extensive experience in the healthcare industry, having played a leading role in creating successful companies like MedCo, Surescripts, Oxford Health Plans, and Care Centrix. John discusses topics such as monkeypox, mask mandates, baby formula shortages, Silicon Valley Bank's fa...
May 22, 2023•40 min
Show Notes: On May 12, 2023, Chad Oakley, CEO of Charles Aris, a top retained search firm in the US for placing former and current management consultants, spoke to members of Umbrex about the current state of the job market for consultants. Chad gave an introduction to Charles Aris and spoke about their strategy practice. He encouraged attendees to ask questions to make the conversation interactive. The conversation focused on the job market for consultants, including the current state of the ma...
May 16, 2023•58 min
Show Notes: Evan Polin, founder and operator of Polin Performance Group, talks about how his firm helps professionals in the service industry build their businesses and grow their practice. He helps them get in front of their ideal clients, make sure they're not giving away their expertise for free, and qualify opportunities more quickly. He also helps them take a strategic approach to problem solving and use their expertise to close more business with the kind of clients they'd like to work wit...
May 15, 2023•52 min
Show Notes Sarrah Rose is an executive intimacy coach who runs the firm CEO on Fire. CEO on Fire helps senior level executives optimize their lives. Sarrag works with clients to help them achieve personal growth and spiritual development. She has been working in this field for the past 10 years, and rebranded to CEO on Fire to focus on executives specifically. Sarrah works with primarily male senior executives to help them balance their personal and professional lives. She looks at their relatio...
May 08, 2023•35 min
Show Notes Author Jimmy Soni kicks off the conversation by explaining why the PayPal mafia is more noteworthy than other large startups. Soni explains that he wrote the book to document not only the business successes, but also the personal stories of the founders. He explains that the market has been good and that people can learn a lot of new things from the book. Soni reveals that his favorite thing about the book is learning about the inventiveness and innovation PayPal had. The Birth and Gr...
May 01, 2023•49 min
Show Notes: David Newman is a Certified Speaking Professional (CSP), marketing expert, speaker, and founder of Do It! Marketing . In this episode, Will Bachman and David discuss his new book, Do It Selling . The book is organized with 77 instant action ideas that can be used to land better clients, bigger deals, and higher fees. The book is divided into micro chapters which focus on topics such as understanding the sales process, creating an ideal customer profile, building relationships with po...
Apr 24, 2023•46 min
Show Notes Greg Fincke is a Managing Director at Equiteq, a global sector focused investment bank that works with entrepreneurs in the IT services and management consulting sectors to create exit strategies. They have offices in London, Singapore, New York with smaller outposts around the globe. They typically advise on companies with 3-25 million EBIT range, and revenue up to $200 million. The firm has 70 members around the world and did 20 transactions last year with an aggregate value of a bi...
Apr 17, 2023•50 min
Ulrich Riedel and Will Bachman discuss Ulrich's unique cold lead generation process via LinkedIn. Ulrich advises to respect the leads and to be careful to select only candidates who would benefit from this process and to be careful not to spam. He shares why he chose to find leads this way and explains why there is more upside than downside to his process. He explains that the process involves several aspects such as researching the prospects, creating a message, and following up. He also sugges...
Apr 10, 2023•33 min
Show Notes Ulrich Riedel and Will Bachman discuss Ulrich's unique pricing model for independent consultants. Rather than being paid upfront or daily rates, Ulrich gets paid a percentage of the value he creates for the client at the end of the project. To make this type of pricing model possible, Ulrich needs to make sure certain conditions are met, such as creating value for the client, measuring the value, and convincing the client of the value. He also needs to make sure that the client will b...
Apr 03, 2023•16 min
Show Notes Tony Martignetti and Will Bachman discuss the importance of maintaining energy and excitement as a solopreneur or independent professional. They talk about taking an assessment of the tools and different parts that you have been working on for your business. It is important to check in with yourself and ask what it is that you really want and what you are driving towards. It is necessary to determine which tools and activities are providing you with energy and which are draining you o...
Mar 27, 2023•35 min
Show Notes: Nick Shevelyoff is a cybersecurity expert who recently left his role as Chief Information Security Officer at Silicon Valley Bank to pursue consulting services. In the mid-1990s, Nick Shevelyov began his career in technology. He soon became interested in cybersecurity and went on to work for a boutique security consulting firm. Shevelyoff later spent years working in Enterprise Risk Services at Deloitte, specializing in cybersecurity and data privacy. In 2005, he joined Silicon Valle...
Mar 20, 2023•31 min
Show Notes In this episode, Will Bachman explains how independent consultants can set up and use a paid CRM system. While a spreadsheet is a great place to start when setting up a CRM system as it is free, and can help you understand which features of a paid system you would like to have, Will explains why, at one point, you might want to upgrade to a paid CRM system, and how CRM systems offer advantages over spreadsheets when tracking contacts, opportunities, and projects. Advantages of a CRM S...
Mar 10, 2023•13 min
Show Notes In this episode of Unleashed, Will Bachman explains how independent professionals can use a spreadsheet as their CRM system. A spreadsheet can be an effective first step before investing in a paid CRM system, and for independent professionals, the most fundamental use of a CRM spreadsheet is to keep track of the people, organizations, and project opportunities, in addition to confirming new projects, but the first step in setting up a CRM system should be to create a spreadsheet of al...
Mar 10, 2023•17 min
Show Notes Will Bachman and Niul Burton discuss procurement and strategic sourcing. Procurement is the function of acquiring goods or services as inputs to a company's operations. Strategic sourcing is a subset of procurement that focuses on the sourcing of goods and services in order to maximize value and efficiency. Niul explained that procurement involves identifying, negotiating, contracting, and working with suppliers on an ongoing basis. He also discussed the importance of understanding th...
Mar 06, 2023•51 min
Show Notes Jessica Magoch is a jazz musician and sales expert who has put her two skills together to help others. She started her sales career when she was auditioning for college musical theater programs and realized that the best job for her would be one with flexibility - sales. She quickly excelled in the field and went on to work for a company that she helped build from zero to 100 million in revenue. After leaving that company, she started her own consulting and coaching business, where sh...
Feb 27, 2023•42 min
Nate Kievman is the founder of Linked Strategies, a company that helps create better relationships between businesses and their ideal buyers. Link Strategies has been in business since 2010 and has evolved over the years into a full-service digital agency. Link Strategies Will Bachman is the host of Unleashed, and he and Nate discuss the services that Link Strategies offers. Link Strategies works with companies of all sizes, from one-person consulting shops to large enterprises like BlackRock an...
Feb 20, 2023•46 min
Show Notes: Unleashed has been running for six years and has 335,000 downloads. In episode 500 of the podcast, host and creator, Will Bachman wants to share three things: the deep personal history behind the podcast, what listeners can expect going forward, and the impact it has had on him. An Interest in Journalism Will began his publishing adventures in junior high school when he started the Henry James Herald, a photocopied newspaper he sold or gave away in the lunchroom. He tried to start an...
Feb 15, 2023•21 min
Show Notes John Livesay is the pitch whisperer - he helps people calm down and deliver a winning pitch. He believes that the best way to win more sales is to tell a story that includes your own personal story, a company story, and then turning a case study into a case story. He was approached by Anthem insurance to be their sales keynote speaker and ended up staying for their improvisation session to help people with their pitches. Ink Magazine dubbed Jordan a pitch whisperer after she gave an e...
Jan 16, 2023•35 min
Peter is an energy industry thought leader, and consult and international keynote speaker and co-founder of NorthBridge Energy Partners LLC, an independent consulting organization with expertise and perspective on US energy markets. Peter has worked with and advised companies as large and established as GE, Nike, and SunPower while also helping numerous start-ups navigate the challenging path to success, and he is the author of "The Energy Switch: How Companies and Customers Are Transforming the...
Jan 02, 2023•44 min
Jonas is a media and entertainment executive with a passion for innovating in the on-demand content ecosystem. In 2019 he was named one of British Columbia’s 40 under 40. As a co-founder of Bumper, Jonas uses his 20+ years of experience in the on-demand content space to help podcasters grow their audiences and return on investments. Previously, as the Director of Strategy at Pacific Content, Jonas helped clients achieve success in branded podcasting. Pacific Content is an award-winning podcast a...
Dec 26, 2022•51 min
Todd Cherches is a visionary leader with experience as a consultant, trainer, executive coach, TEDx speaker, keynote speaker, panelist, professor, author, blogger, and thought leader in the field of leadership and visual thinking. In this episode, he talks about his patented VisuaLeadership® approach. You can learn more about Todd and his work at www.toddcherches.com or www.bigbluegumball.com . Key points include: 06:18: How to host a creative meeting to drive growth 11:43 Exercises in visual le...
Dec 19, 2022•29 min
Jonathan Paisner has worked with B2B Fortune 1000 companies to evolve and implement their corporate brand to adapt for the changing needs of their business. He has held leadership and senior consulting roles at DeSantis Breindel, CoreBrand (now Tenet) and Siegel & Gale, and previously, he created and ran the brand licensing division of A&E Television Networks. In this episode, he shares his expertise in brand architecture. You can reach out to Jonathan on Linkedin or through his company ...
Nov 14, 2022•31 min
Raffi Grinberg is the Executive Director of Dialog and an educator. He also created and taught the course Adulting 101 at Boston College (the most popular course in the undergraduate business school). The course covered personal finance, relationships/communication, positive psychology, and career skills. In this episode, he talks about developing this program and why it has been so successful. You can reach Raffi through Linkedin . Key points include: 05:22: Cognitive skills coaching 14:18: Gro...
Nov 07, 2022•48 min
Joana Domingues was an executive coach at McKinsey for 22 years. She is an experienced leadership and organizational consultant, and C-level coach. In this episode, she talks about her services, and her career path. You can connect with Joana through Linkedin or learn more about her work at Outsight.pt. Key points include: 04:29: Favorite open-ended coaching questions 27:16: A breakdown of a typical session 39:33: A case study of coaching a multinational organization Unleashed is produced by Umb...
Oct 31, 2022•49 min
After graduating with a BA in History and Education, Krysten knew she wanted a career where she could help people and make a positive impact. She became a teacher at middle school, but three years later she moved to an insurance agency where she led multiple departments, from operations to training to sales. Since the early days of her career, she has used her skills to coach sales in several industries, including entertainment, construction, retail, property management, consulting, health care,...
Oct 17, 2022•28 min
