Podcasts about modern leader

What happens when the person trained to spot burnout becomes its next victim?Kelly Vaughn is a Senior Engineering Manager at Zapier, the author of the After Burnout Substack, and a trained therapist. She joins hosts Ben and Andrew to share her incredibly candid journey of discovering burnout in herself. Kelly reveals how she (despite her professional understanding of burnout's mechanisms) found herself deep in its grip, recounting the slow realizations like dwindling passion, increasing cynicism, and distinct physical tolls like disrupted sleep and a loss of hunger cues.This raw conversation offers vital lessons for anyone in a high-pressure career (and let's face it: that's all of us!). As the tech landscape accelerates with AI, Kelly shares insights on managing its pressures and opportunities. She redefines ambitions for herself alongside the non-negotiables she established for her own well-being when seeking her new role. Listeners will gain powerful insights into identifying their own limits, the courage for pivotal changes, and integrating new demands without self-sacrifice.Check out:AI Code Reviews: Automate AI code reviews for every PRSurvey: Discover Your AI Collaboration StyleFollow the hosts:Follow BenFollow AndrewFollow today's guest(s):Personal Website: kvlly.com"After Burnout" Newsletter: afterburnout.co"The Modern Leader" Newsletter: modernleader.isKelly's Article: On burnout, quitting, and redefining what mattersReferenced in today's show:The FAA has resorted to buying parts on eBay because its equipment is so old, Transportation Secretary Sean Duffy says 2025-05-11 air traffic controlDOGE Is in Its AI EraIRS hopes to replace fired enforcement workers with AI Microsoft lays off about 3% of its workforce in what one executive calls a ‘day with a loSupport the show: Subscribe to our Substack Leave us a review Subscribe on YouTube Follow us on Twitter or LinkedIn Offers: Learn about Continuous Merge with gitStream Get your DORA Metrics free forever

In this episode of the Reflections on Leadership podcast, Karl explains that modern leadership requires a balance of kindness and strength, where effective leaders create supportive yet challenging environments by blending decisive action with empathy and compassion.***In a time when the allure of authoritarianism looms large, "Essays On: Anti-Authoritarian Leadership" offers a powerful and timely rebuttal. https://www.lulu.com/shop/karl-bimshas/essays-on-anti-authoritarian-leadership/paperback/product-w4vd268.html?page=1&pageSize=4Order the Latest Book, “How to Stay When You Want to Quit”: https://www.amazon.com/Stay-When-Want-Quit-professionals/dp/1312485426Disposable Journal Weekend Edition:https://www.bimshasconsulting.com/disposable-journal-weekend-edition/Leadership Development ResourcesSubscribe to the Newsletter Here: https://www.linkedin.com/newsletters/reflections-on-leadership-6882027877588717568/Disposable Journal: www.disposablejournal.comGIVE A DAMN: https://www.amazon.com/Give-Damn-How-Lead-Better/dp/1716414555Free 3-Part Mini-Course:https://www.bimshasconsulting.com/adaptability-and-resilience-mini-course/Leadership Workbooks: LeadershipWorkbooks.comOther Leadership Books by Karl Bimshas: https://www.bimshasconsulting.com/bimshas-books/The Reflections on Leadership blog: bimshasconsulting.com/blog Listen to Past Episodes: https://reflectionsonleadership.org/Stay Up to Date and Subscribe: http://www.bimshasconsulting.com/contact/sign-up/***Be SocialTikTok: https://www.tiktok.com/@karlbimshasInstagram:https://www.instagram.com/reflectionsonleadershippodcast/LinkedIn Business Page: https://www.linkedin.com/company/karlbimshasconsulting/More resources => https://www.bimshasconsulting.com/links/***About Reflections on Leadership: Leadership advisor, writer, and candid accountability partner Karl Bimshas shares quick reflections on leadership and interviews other busy professionals to challenge your perspective, provide inspiration, and give insights to help you manage better and lead well.  About Karl Bimshas Consulting: Our vision is to create environments where great leaders outnumber lousy leaders and better leadership is the norm, not the exception. Your support of the Reflections on Leadership podcast helps move us closer to that vision. Thank you! Contact us: https://www.bimshasconsulting.com/contact/

This MTM Minute is powered by Move to Millions Live 2025   The MTM Minute is a quick dose of inspiration with a powerful affirmation based on our weekly full-length episode.  And beginning this season, the MTM Minute will include a prayer of the week for 7 figure CEOs and 7 figure CEOs in the making.  That's right, you don't have to choose – you can love God AND make millions.   In this week's full length episode of the Move to Millions Podcast, Leading In the Shadows with Mick Hunt, we explore the importance of developing a CEO mindset for business success. We dive into the value of strategic vision and how breaking down long-term goals into 90-day increments can lead to consistent growth. Leaders who focus on inspiration rather than motivation create empowered, high-performance teams that drive results. They discuss how to navigate business obstacles, whether they are internal, external, or technical, and the role of visionary leadership in scaling a business to seven figures. With a focus on growth strategies, team empowerment, and leading with clarity and care, this episode is packed with insights to help entrepreneurs take their business to the next level.   This week's 7 Figure CEO Affirmation is "I am a modern leader, stepping into my CEO role with clarity, vision, and purpose. I embrace every opportunity and challenge, knowing that I am equipped to lead my team toward success. I trust in my abilities and the strengths of my team to create a thriving business. I reject any and all notions to the contrary, recognizing my worth and embracing my growth. I lead with inspiration, empowering my team to show up fully and make an impact, knowing that success is inevitable when we work together."   Here are three actionable tips to anchor in this week's affirmation Embrace Strategic Visioning: Take time to step out of the daily operations and focus on a long-term strategic vision for your business. Look ahead 10 years and ask yourself what success looks like for you, both financially and operationally. Then, break down the steps into 90-day increments, allowing for flexibility and adaptation. Classify and Tackle Obstacles: When obstacles arise, take a moment to classify them as internal, external, or technical. Once identified, diagnose the best solution to overcome, mitigate, or remove the obstacle. This clarity will allow you to pivot or course-correct effectively, minimizing disruptions to your progress. Inspire, Don't Just Motivate: Shift your leadership approach from motivation to inspiration. Inspire your team to perform at their highest level by showing them the bigger picture and giving them the autonomy and trust to make decisions. People will show up for you when they feel motivated by a higher purpose, not just a paycheck.   Affirm with me: "I am a modern leader, stepping into my CEO role with clarity, vision, and purpose. I embrace every opportunity and challenge, knowing that I am equipped to lead my team toward success. I trust in my abilities and the strengths of my team to create a thriving business. I reject any and all notions to the contrary, recognizing my worth and embracing my growth. I lead with inspiration, empowering my team to show up fully and make an impact, knowing that success is inevitable when we work together."   And this week's journal prompts are: "The one thing I need to focus on in the next 90 days to align with my strategic vision is..." "To empower my team, I will start by delegating... and trusting them with..." "The obstacle I recently faced in my business was... and the lesson I learned from it is..."   And Your Prayer Of The Week: Dear God, We thank You for the wisdom and guidance You provide as we step into our leadership roles. We ask that You help us embrace our true worth and silence anything to the contrary  that holds us back. Grant us the confidence to lead with purpose and vision, and the courage to inspire those around us. Help us empower our teams, recognizing that when we lead with clarity and care, we create lasting success. Guide our decisions and help us overcome any challenges that arise, knowing that with You, all things are possible. In Your name, I pray. And So it Is. Amen. Ready to shift the statistics in your favor by joining the top 4.2% of all business generating 7 figures or more a year?  If you are a small business owner or entrepreneur who has crossed six figures and you're ready to play bigger, we are on a mission to help you make the move to millions.  Visit movetomillions.com to learn all the ways we can equip you to make, move and leave millions.   Want more of Darnyelle? Personal Brand Website: https://www.drdarnyelle.com Company Website: https://www.incredibleoneenterprises.com Move to Millions Website: https://www.movetomillions.com   Social Media Links: Instagram: http://www.instagram.com/darnyellejerveyharmon Facebook: http://www.facebook.com/darnyellejerveyharmon Twitter/X: http://www.twitter.com/darnyellejervey LinkedIn: http://www.linkedin.com/in/darnyellejerveyharmon    Links Mentioned in the Episode: Movetomillions.com MovetoMillionsGroup.com HausofMillions.com Move to Millions Continuum Episode Move to Millions Live 2025 Subscribe to the Move to Millions Podcast: Listen on iTunes Listen on Google Play Listen on Stitcher Listen on iHeartRadio Listen on Pandora Leave us a review Are you subscribed to my podcast? If you're not, I want to encourage you to do that today. I don't want you to miss an episode. I'm adding a bunch of bonus episodes to the mix and if you're not subscribed there's a good chance you'll miss out on those. Now if you're feeling extra loving, I would be really grateful if you left me a review over on iTunes, too. Those reviews help other people find my podcast and they're also fun for me to go in and read. Just click here to review, select “Ratings and Reviews” and “Write a Review” and let me know what your favorite part of the podcast is. Thank you!

Send us a textWhat happens when you blend the academic brilliance of Harvard psychology with the fast-paced, relatable world of TikTok?  ...You get Olesya Luraschi—a high-performance leadership coach who's redefining how we understand ourselves and lead others in today's modern world.In this insightful episode of The Women On Top, Olesya dives into the intersection of psychology, intuition, and modern leadership, but she does so with an energetic, free, and sassy approach!Here's what you'll learn:Imposter Syndrome Demystified: How to recognize the inner critic, break free from the “I'm not enough” mindset, and step into leadership with confidence.Trusting Your Intuition as a Leader: Why intuition is your most underrated leadership tool and how to tap into it—even in high-pressure situations.The Empath Advantage: Strategies for understanding your strong empathic energy and how to find ways to not burn out.Psychology Meets TikTok: How Olesya uses bite-sized, relatable content to bring big psychological concepts to life and connect with audiences worldwide.Tools for Resilience and Growth: Simple yet impactful practices for managing stress, staying grounded, and showing up authentically in every area of life.

Can leaders keep up when change never slows down? In today's Leadership Spark, we explore how the accelerating pace of change is reshaping workplaces, work ethics, and the delicate balance between employee empowerment and accountability. From the rise of disengaged work cultures to the struggle for accountability, this episode dives into the realities of modern leadership and what it takes to adapt, thrive, and rebuild the balance.   ________________ Start your day with the world's top leaders by joining thousands of others at Great Leadership on Substack. Just enter your email: ⁠⁠https://greatleadership.substack.com/

Welcome to RIMScast. Your host is Justin Smulison, Business Content Manager at RIMS, the Risk and Insurance Management Society.   The RIMS ERM Conference 2024 in Boston featured a stellar lineup of risk thought leaders who shared their experiences applying ERM practices to align risk management with strategy and showcase the value of more risk-aware corporate cultures. At the Conference, Justin spoke with two leading ERM practitioners in different primary areas to provide a range of perspectives. In this episode of RIMScast, Justin interviews Christopher Stitt about his session, which he based on the RIMS ERM Framework and the RIMS Risk Maturity Model. Justin interviews Catrina Gilbert about her position at the DFW Airport and her career in risk management and ERM, as well as current airport initiatives. Listen in for a sample of the offerings of the RIMS ERM Conference 2024 with its record-breaking full-capacity attendance.   Key Takeaways: [:01] About RIMS. [:14] Member registration for RISKWORLD 2025 is now open! General registration opens on December 4th. Visit RIMS.org/RISKWORLD. [:25] About this episode. Recorded live in Boston at the RIMS ERM Conference 2024, we have interviews with two fantastic guests! [:49] The next RIMS-CRMP Exam Prep Virtual Workshop will be held on December 17th and 18th. The next RIMS-CRMP-FED Exam Course will be hosted along with George Mason University from December 3rd through the 5th. [1:07] Links to these courses can be found on the Certification page of RIMS.org and through this episode's show notes. [1:15] RIMS Virtual Workshops! Elise Farnham of Illumine Consulting recently joined us here on RIMScast. On December 4th and 5th, she will host “Applying and Integrating ERM”. On December 17th and 18th, she will host “Captives as an Alternate Risk Financing Technique”. [1:35] Those are just two of the workshops RIMS offers; we have lots more! Other dates for the Fall and Winter are available on the Virtual Workshops calendar, RIMS.org/virtualworkshops. [1:51] First Interview! Our first guest was a featured speaker on Day 2 of the RIMS ERM Conference 2024. His name is Christopher Stitt and he is the Founder and CEO of CrisisLead, LLC. [2:01] Chris's session was titled “The Art and Science of High-performing Enterprise Risk Management: Bridging Silos for Sustainable Success.” We'll speak about that session and give a high-level overview for those who could not attend. [2:18] Chris has a fascinating background that led him to risk management and ERM. His career journey is an inspiration. We recorded live on-site at the Boston Hilton Plaza. Christopher Stitt, welcome to RIMScast! [2:51] This is Chris's first ERM Conference. He's enjoying it and likes getting a broader perspective of how the overall ERM community operates. It's been a fantastic opportunity to network with some amazing professionals and learn from them! [3:20] Chris talks about the session he is giving, “The Art and Science of High-performing Enterprise Risk Management: Bridging Silos for Sustainable Success.” It comes down to people. What sometimes gets missed in the ERM process is the human factor. [3:51] It's about getting the buy-in necessary and the understanding of what risk is, not just from the senior level but across the board. A new concept, the Risk Intelligence Quotient, can help your organization understand how to look at, feel about, and interact with risk. [4:26] The Risk Intelligence Quotient, along with the human-centric aspects of the risk program, can help you build a good risk culture and ultimately, a high-performing organization that can thrive during both business-as-usual and disruption. [5:03] Chris used the RIMS ERM Framework and the RIMS Risk Maturity Model as the foundation of his session. As he studied the RIMS Risk Maturity Model, he saw it was about the journey, from starting a risk program in a new business to developing a mature program. [5:37] As a business grows and a company matures, you need to be able to go through the process and say, “We need to start documenting how this works. We need to start ingraining this into our business process.” [6:01] The RIMS Risk Maturity Model gives a great overview of how to ingrain risk management into your business process, especially in a business developing as a hierarchical organization. [6:41] Chris was a U.S. Department of State Diplomatic Security Service Special Agent for over 25 years managing integrated security risks in embassies around the world. He looked at how international risks would influence U.S. operations in a given country. [7:17] Chris was also Chief of Emergency Planning for the Department of State twice. That gave him a wide view of how risks develop and how to develop response plans to those risks. [7:40] About 2014, The Department of State set up an ERM program. Chris was at the initial meeting. Senior officials were using terms he knew but with different meanings. That led Chris to investigate further into the meaning of enterprise risk and how to integrate it. [8:24] What Chris loves is helping other people understand and build ERM programs. That's why now, since retiring from the Department of State, Chris has moved into consulting. He sees it as a great opportunity to bridge the silos for a better understanding of what we're trying to achieve. [8:51] Chris is excited about presenting his session where he talks not only about the risks but also how you find the opportunities in those risks. It's about building a powerful ERM program that gets buy-in from stakeholders and imbuing ERM into your organization's culture. [9:29] Chris, it's been a pleasure. Thank you for joining us here on RIMScast. [9:43] Plug Time! RIMS Webinars! On November 25th, Resolver returns to discuss “The Future of Risk & Compliance: 5 Key Insights for the Modern Leader”. [9:54] On December 5th, we have “Predictive Strategies to Detect Electrical and Machinery Failures”, presented by Global Risk Consultants, a TÜV SÜD company. [10:06] On Thursday, December 12th, OneTrust returns to deliver “Staying Vigilant: 7 Practical Tips for Ongoing Third-Party Risk Monitoring”. [10:16] More webinars will be announced soon and added to the RIMS.org/webinars page. Go there to register. Registration is complimentary for RIMS members. [10:28] RIMS is now accepting nominations for all awards other than Risk Manager of the Year 2025. The submission deadline is Monday, January 6th, 2025. To receive a RIMS award, all winners must be active members and in good standing. [10:48] The awards are the Diversity, Equity, and Inclusion Chapter Leadership Award, the Harry and Dorothy Goodell Award, the Volunteer of the Year “Heart of RIMS” Award, the Richard W. Bland Memorial Award, the Chapter of the Year Award, the Rising Risk Professional Award, the Risk Management Hall of Fame, and the Cristy Award. [11:26] You can find more information about the awards through the About Us page of RIMS.org or the link in this interview's show notes. [11:35] Final Interview! Catrina Gilbert is a previous ERM Conference speaker. Catrina is well known in ERM in Texas and the DFW RIMS Chapter. We will talk about how ERM influences aviation and some of the risk awareness campaigns she champions at the DFW Airport. [11:56] Catrina Gilbert, welcome to RIMScast! Catrina is the Vice President of Risk Management at the DFW Airport and the Treasurer of the RIMS DFW Chapter. Justin and Catrina have known each other for a few years. [12:30] Catrina is absolutely loving the RIMS ERM Conference 2024. Boston is beautiful this time of year. The speakers, the lineup, the vendors, and the food have been amazing! Every session has been standing-room-only! The Conference is at maximum capacity. [12:54] It adds to the excitement. It is beautiful to see all these great minds from different industries, states, and countries converging on Boston! Catrina had “chowda” for the first time! [13:37] Catrina states that there is never a dull moment in aviation. Airports are growing and rebounding from the pandemic, doing all sorts of construction projects. DFW has a $9B Capital Improvement Plan. From an insurance and claims perspective, that keeps Catrina very busy. [14:02] The DFW Airport has a rolling owner-controlled insurance program, which keeps Catrina super busy. Catrina is also responsible for the airport's ERM program. That's why Catrina is at the RIMS ERM Conference 2024. [14:16] Having the ERM program and being rooted in the organization at the ground level and the executive level, Catrina makes sure that everyone on the airport's Risk Council understands that ERM can also stand for “Everyone's a Risk Manager.”. [14:37] Catrina is trying to empower the team to think strategically and holistically, and to think about how different programs and platforms have interdependencies. If we have an issue here, how is it going to impact, perhaps, the runway or the concessions? [14:57] Catrina is looking at a resiliency framework; how do we bounce back? A lot of organizations are still struggling from the pandemic. Everyone is focused on a resiliency framework. When this happens again, are we ready? That's the beauty of this conference. [15:33] Catrina says every holiday is the best time of the year at an airport! There's no such thing as the worst time of the year. The beauty of an airport is that it connects people around the globe. The holidays are a special time for everyone. Airports love playing a part in that journey. [16:14] Catrina has been at DFW for almost eight years. She has been in risk management since 1999. She has done risk in several industries. Aviation is, by far, her favorite. There is never a dull moment; two days are never the same. DFW Airport is a city, with all the departments. [17:22] Trisha Sqrow and Sandra Fontenot, past RIMScast guests, were DFW colleagues of Catrina's. Trisha is doing great work at the Conference. Sandra Fontenot is doing great work at the RIMS DFW Chapter and helped Catrina with the annual chapter conference. [17:37] Catrina says we grow when we move, but RIMS and risk management keep people together. Catrina thinks the work that they did together at DFW Airport is one of the reasons they're still colleagues and friends. They still share ideas and speak at conferences together. [18:31] Catrina has 12 people in her risk group at the DFW Airport. At her previous airport, Hartsfield-Jackson Atlanta, she was a department of one. She reported to the city. She hears “department of one” a lot at the Conference, maybe two or three. Everything's bigger in Texas. [19:03] Catrina looks for fresh ideas in a new risk hire. DFW had Innovation Week last week. Seeing the great ideas coming through in the aviation industry, including AI, Catrina wants people who have an open mind, are innovative, and are willing to try some new things. [19:37] You can teach the rest of it. Catrina wants people with the soft skills, the personality, and the ability to jump in there, push up their sleeves, and try it out. [19:57] Justin recently noticed in the restrooms at DFW Airport posters on Human Trafficking Awareness. He is a big proponent of human trafficking awareness. He has led those initiatives at RIMS. He was glad to see that DFW is one of the many airports boosting awareness. [20:18] DFW is one of many airports in this fight against human trafficking. They have training, posters, and placards to educate you to say something if you see something and how to report what you see. It's better to be safe than sorry. DFW provides you with a way to report. [21:06] The Human Trafficking Awareness campaign is a team effort. It went through the Community Engagement Team, the Customer Experience Team, and the Department of Public Safety. Everyone worked hand-in-hand to be on the same beat in fighting human trafficking.  [21:32] DFW is proud to be a part of the global Sunflower Lanyard Program, designed to make hidden disabilities a little bit more visible. A passenger who has a hidden disability will receive a Sunflower Lanyard by mail before their departure date. [21:54] When the passenger with the hidden disability is in the terminals, DFW employees have been trained to recognize the Lanyard and give them a tailored experience by asking how they can assist the passenger to have a wonderful travel experience. [22:14] It's about providing for the diverse needs of a diverse population to ensure that everybody has the same experience in traveling. [22:25] What a delight to finally have Christoper Stitt and Catrina Gilbert as our special guests here on RIMScast! [22:33] Check out this episode's show notes for links about the ERM Award of Distinction Winners and Honorees and more about the Conference. Of course, we also have a special edition of Risk Management magazine dedicated to ERM. That's available in the show notes. [22:52] More RIMS Plugs! The RIMS App is available to RIMS members exclusively. Go to the App Store and download the RIMS App with all sorts of RIMS resources and coverage. It's different from the RIMS Events App. Everyone loves the RIMS App! [23:27] You can sponsor a RIMScast episode for this, our weekly show, or a dedicated episode. Links to sponsored episodes are in our show notes. RIMScast has a global audience of risk and insurance professionals, legal professionals, students, business leaders, C-Suite executives, and more. Let's collaborate and help you reach them! Contact pd@rims.org for more information. [24:13] Become a RIMS member and get access to the tools, thought leadership, and network you need to succeed. Visit RIMS.org/membership or email membershipdept@RIMS.org for more information. [24:30] Risk Knowledge is the RIMS searchable content library that provides relevant information for today's risk professionals. Materials include RIMS executive reports, survey findings, contributed articles, industry research, benchmarking data, and more. [24:47] For the best reporting on the profession of risk management, read Risk Management Magazine at RMMagazine.com. It is written and published by the best minds in risk management. [25:01] Justin Smulison is the Business Content Manager at RIMS. You can email Justin at Content@RIMS.org. [25:09] Thank you all for your continued support and engagement on social media channels! We appreciate all your kind words. Listen every week! Stay safe!   Mentioned in this Episode: RIMS ERM Conference 2024 Roundup — Global Award of Distinction Honors RIMS Strategic & Enterprise Risk Center RIMS DEI Council RIMS-Certified Risk Management Professional (RIMS-CRMP) NEW FOR MEMBERS! RIMS Mobile App RIMS-CRMP Stories — Featuring Valerie Fox!  Nominations open for RIMS 2025 Awards! (Through Jan. 6, 2025) Nominations for the Donald M. Stuart Award RIMS Webinars: “The Future of Risk & Compliance: 5 Key Insights for the Modern Leader” | Sponsored by Resolver | Nov. 25, 2024 “Predictive Strategies to Detect Electrical and Machinery Failures” | Sponsored by TUV SUD GRC | Dec. 5, 2024 “Staying Vigilant: 7 Practical Tips for Ongoing Third-Party Risk Monitoring” | Sponsored by OneTrust | Dec. 12, 2024 RIMS.org/Webinars   Upcoming Virtual Workshops: RIMS-CRMP Exam Prep (Virtual)Dec. 17‒18, 2024 | 9:00 am‒4:00 pm EST — Register by Dec. 10. “Applying and Integrating ERM” | Dec 4‒5 “Captives as an Alternate Risk Financing Technique” | Dec. 17‒18 See the full calendar of RIMS Virtual Workshops RIMS-CRMP Prep Workshops   Related RIMScast Episodes: “Risk Quantification Through Value-Based Frameworks” “Maintaining an Award-Winning ERM Program with Michael Zuraw” “Applying ERM Theory with Elise Farnham” “On Risk Appetite and Tolerance” “Big Shifts with John Hagel, RIMS ERM Conference Keynote” “Live From RIMS ERM Conference 2023”   Sponsored RIMScast Episodes: “Risk Management in a Changing World: A Deep Dive into AXA's 2024 Future Risks Report” | Sponsored by AXA XL (New!) “How Insurance Builds Resilience Against An Active Assailant Attack” | Sponsored by Merrill Herzog “Third-Party and Cyber Risk Management Tips” | Sponsored by Alliant “RMIS Innovation with Archer” | Sponsored by Archer “Navigating Commercial Property Risks with Captives” | Sponsored by Zurich “Breaking Down Silos: AXA XL's New Approach to Casualty Insurance” | Sponsored by AXA XL “Weathering Today's Property Claims Management Challenges” | Sponsored by AXA XL “Storm Prep 2024: The Growing Impact of Convective Storms and Hail” | Sponsored by Global Risk Consultants, a TÜV SÜD Company “Partnering Against Cyberrisk” | Sponsored by AXA XL “Harnessing the Power of Data and Analytics for Effective Risk Management” | Sponsored by Marsh “Accident Prevention — The Winning Formula For Construction and Insurance” | Sponsored by Otoos “Platinum Protection: Underwriting and Risk Engineering's Role in Protecting Commercial Properties” | Sponsored by AXA XL “Elevating RMIS — The Archer Way” | Sponsored by Archer “Alliant's P&C Outlook For 2024” | Sponsored by Alliant “Why Subrogation is the New Arbitration” | Sponsored by Fleet Response “Cyclone Season: Proactive Preparation for Loss Minimization” | Sponsored by Prudent Insurance Brokers Ltd. “Subrogation and the Competitive Advantage” | Sponsored by Fleet Response   RIMS Publications, Content, and Links: RIMS Membership — Whether you are a new member or need to transition, be a part of the global risk management community! RIMS Virtual Workshops On-Demand Webinars Risk Management Magazine ERM Special Edition RIMS-Certified Risk Management Professional (RIMS-CRMP) RISK PAC | RIMS Advocacy   RIMS Events, Education, and Services: RIMS Risk Maturity Model® RIMS Events App Apple | Google Play   Sponsor RIMScast: Contact sales@rims.org or pd@rims.org for more information.   Want to Learn More? Keep up with the podcast on RIMS.org, and listen on Spotify and Apple Podcasts.   Have a question or suggestion? Email: Content@rims.org.   Join the Conversation! Follow @RIMSorg on Facebook, Twitter, and LinkedIn.   About our guests: Christopher Stitt, Founder and CEO at CrisisLead, LLC   Catrina Gilbert, Vice President of Risk Management at Dallas Fort Worth International Airport RIMS DFW Chapter Treasurer   Social Shareables (Edited For Social Media Use): The Risk Intelligence Quotient (how you look at risk), along with the human-centric aspects of the risk program, can help you build a good risk culture and ultimately, a high-performing organization that can thrive during both business-as-usual and disruption. — Christopher Stitt   What I really love is helping other people understand and build ERM programs. That's why now, since I retired from the Department of State, I have moved into consulting. It's a great opportunity to bridge the silos. — Christopher Stitt   It's about building those cultures that can build very powerful ERM programs that get buy-in from the stakeholders and imbuing ERM into the culture of your organization. — Christopher Stitt   In a post-pandemic era, everyone is focused on a resiliency framework. When this happens again, are we ready? Are we prepared? Have we done the work? That's the beauty of this RIMS ERM Conference 2024. — Catrina Gilbert   You can teach the rest of risk management. I want people with the soft skills, the personality, and the ability to jump in there, push up their sleeves, and try it out. — Catrina Gilbert   We have training, posters, and placards to educate you to say something if you see something and to have a way in which to report human trafficking. — Catrina Gilbert

Welcome to RIMScast. Your host is Justin Smulison, Business Content Manager at RIMS, the Risk and Insurance Management Society.   In this episode, Justin interviews Andrew Bent on risk management involvement in developing requirements for contracts, the most important thing a risk professional can do before they start drafting insurance requirements, and the types of coverages and limits to include in a contract. Andrew shares his approach to reviewing contracts received from other organizations, and his pet peeves about reviewing contracts that have requests for endorsements or policy coverages that are hard to obtain or no longer exist. He shares some general tips for negotiations. Listen in for advice on win-win strategies in contract negotiations.   Key Takeaways: [:01] About RIMS. [:14] Member registration for RISKWORLD 2025 is now open! General registration opens on December 4th. Visit RIMS.org/RISKWORLD. [:26] About this episode. From RIMS headquarters in New York, we will delve into the importance of contract review in risk management with our guest today, Andrew Bent. [:47] The next RIMS-CRMP Exam Prep Virtual Workshop will be held on December 17th and 18th. The next RIMS-CRMP-FED Exam Course will be hosted along with George Mason University from December 3rd through the 5th. [1:06] Links to these courses can be found on the Certification page of RIMS.org and through this episode's show notes. [1:13] RIMS Virtual Workshops! “Risk Appetite Management” is back by popular demand. Registration closes November 19th for the session on November 20th and 21st. That session will be led by Ken Baker. [1:28] Elise Farnham of Illumine Consulting recently joined us here on RIMScast. On December 4th and 5th, she will host “Applying and Integrating ERM”. On December 17th and 18th, she will host “Captives as an Alternate Risk Financing Technique”. [1:45] Those are just three of the workshops RIMS offers; we have lots more! Other dates for the Fall and Winter are available on the Virtual Workshops calendar, RIMS.org/virtualworkshops. [1:57] Interview! Our guest today has 20 years of experience as a risk management professional and consultant and is known for the development, implementation, and optimization of ERM frameworks. He is Andrew Bent, the Senior Engagement Lead from Marsh Advisory. [2:17] Andrew is also one of the founding members of the RIMS CRMP Commission. He's here to talk about the importance of contract review in risk management and to provide tips and strategies for effective review. [2:28] We will also discuss how contract review can even influence business relationships. Andrew Bent, welcome to RIMScast! [2:57] Andrew started in New Zealand as a chemical engineer. He compares chemical processes with risk frameworks. He then worked in risk management with the New Zealand Customs Service. [4:11] Australia and New Zealand's governments made drastic cuts to public service about how resources were deployed. They did this with good risk management theory, the 4360 standard. [4:48] The Customs Service applied the 4360 standard to the risks of people, crafts, and goods coming across the border. They did risk assessments on many things. It was a good way for Andrew to understand how risk works and how to either mitigate risks or live with them. [5:22] There are only so many shipping containers that can get opened every day and so many people who can be evaluated every day if you don't want to shut down your country's entire commerce trade and flow. [5:41] Andrew stayed there for a few years. Then he moved to Canada in 2009, a financially difficult time. He loved Canada and found the people to be similar to New Zealanders. He worked in a large municipal police agency in Western Canada. [6:55] They were forward-thinking and strategic in how they thought about risk. He was able to help set up an enterprise risk management team and help accelerate the integration of strategy and risk. [7:17] For a time, Andrew was the only chemical engineer in the world who had moved to Alberta and didn't work for an oil and gas company. So he went to work for an oil and gas company for a while. [7:27] Andrew found RISKWORLD hugely beneficial to his work. Andrew had a challenging job working beside health and safety folk. He developed a broad range of understanding of health and safety rules and regulations and helpful insights into operations and business. [7:54] Andrew then moved back into the regulatory space with one of the provincial energy regulators. Then he met his now wife, an American. They had a long-distance commuting relationship until he moved down to the U.S. and subsequently to Washington, D.C. [8:23] Along the way, Andrew had a couple of additional jobs, including cyberspace and risk management teams and risk management functions in the gig economy. [8:51] Fundamentally, Andrew has found that risk management breaks down into understanding what you are trying to do, what your inputs are, what your risks are, and managing them as much or as little as your risk appetite needs. [9:33] Andrew says contract review usually has the deepest understanding of what is and what is not insured under current programs of insurance. That helps them inform contract owners about what are and are not acceptable levels of risk they can assume in most contracts. [9:54] Contract review helps to draw out the discussions around the organization's risk-reward balances that they want to make sure are built into contracts. They can get overlooked in the rush to get a deal done. Contract review wants to bring that balance back to the conversation. [10:27] Contract review also provides advice on some of the types of risk controls outside of insurance risk transfer that a contract owner should be thinking about, such as cyber, IT controls, data protection, health and safety, and a host of other issues. [10:49] Contract owners should be thinking about and potentially building into their contracts as part of the negotiation with the counterparty. This is a two-way negotiation. We always want to be thinking about what each party is trying to achieve out of this contract. [11:16] As risk management professionals, part of our role is to be the grownup in the room while everyone else is rushing to get the deal done. We often have to take a step back and ask if this is the right deal to be done. [11:32] If it is, what do we need to protect and what value do we bring to the organization if the deal is done? [11:52] Andrew believes the most important thing a risk professional can do before drafting insurance requirements is to talk to the person who wants the contract. Andrew rarely sees it happen but it is the single most important thing to happen before writing any requirements. [12:15] Everyone involved needs to understand the purpose of the contract. Why are we doing this? What is being proposed here? What's the work that needs to be done? What are the services that are going to be delivered? [12:31] What are the organizational objectives to be achieved by entering this contract? Andrew shares an example from his career of how this is discussed, with a small vendor providing a critical service but who had trouble with the standard contract. Flexibility was needed. [14:46] If you understand the work or services to be provided in a contract, you're two-thirds of the way to understanding what risks need to be covered by insurance or another way. If someone's digging a ditch at your building, they probably don't need to provide cyber coverage. [15:40] In cases where you have people moving between sites, you might need to include auto coverage. Workers' compensation coverage is always something you need to think about. You don't want to end up being on the hook if a contractor is injured working for you. [16:19] Some things may not just need to be in our insurance provisions within a contract but also into the liability or other sections of the contract. You need to see the entire contract, not just the insurance provisions within the contract. [16:48] Plug Time! RIMS Webinars! On November 21st, HUB International returns with the fourth installment of their Ready for Tomorrow series, “From AI to the SEC: The Future of D&O Litigation and Regulatory Exposures”. [17:07] On November 25th, Resolver returns to discuss “The Future of Risk & Compliance: 5 Key Insights for the Modern Leader”. [17:15] On December 5th, we have “Predictive Strategies to Detect Electrical and Machinery Failures”, presented by Global Risk Consultants, a TÜV SÜD company. [17:27] On Thursday, December 12th, OneTrust returns to deliver “Staying Vigilant: 7 Practical Tips for Ongoing Third-Party Risk Monitoring”. [17:36] More webinars will be announced soon and added to the RIMS.org/webinars page. Go there to register. Registration is complimentary for RIMS members. [17:48] RIMS is now accepting nominations for all awards other than Risk Manager of the Year 2025. The submission deadline is Monday, January 6th, 2025. To receive a RIMS award, all winners must be active members and in good standing. [18:08] The awards are the Diversity, Equity, and Inclusion Chapter Leadership Award, the Harry and Dorothy Goodell Award, the Volunteer of the Year “Heart of RIMS” Award, the Richard W. Bland Memorial Award, the Chapter of the Year Award, the Rising Risk Professional Award, the Risk Management Hall of Fame, and the Cristy Award. [18:46] You can find more information about the awards through the About Us page of RIMS.org or the link in this interview's show notes. [18:55] Back to My Interview with Andrew Bent! [19:10] When Andrew reviews a contract his organization has received from another organization, he keeps in mind that everyone tries to negotiate a contract in a way that is most beneficial for them. [19:21] In an ideal world, everyone approaches contract negotiation as a win-win, but most of the time, people come in with their ideal position. Understand the other party. A large company will have multiple layers and a legal department to negotiate through and changes will take time. [20:35] If you're dealing with a smaller organization, maybe a one-person shop, be aware that they may not have a lot of risk management knowledge. Don't take advantage of that. As a risk management professional, you have an ethical obligation to do the right thing. [21:08] You need to make sure to protect your organization. You also want to make sure that the counterparty you're contracting with is also left in a position where if something does go wrong, they're not destroyed. [21:26] Andrew doesn't want to be the proud owner of someone's home because that's the only asset they have. Be sensible about the obligations and insurance requirements you place on parties, particularly on those without a lot of assets. Be thoughtful in managing those things. [21:58] You have to be able to think about what the other party is looking to protect and to achieve out of this contract. That doesn't mean you give up your objectives, limits, and red lines. [22:17] Step out of your viewpoint briefly and put yourself in their shoes. It gives you a perspective on what might be a reasonable compromise between the two positions and helps you get to an agreed position faster and more efficiently. [22:45] Andrew's Number One pet peeve is people who refuse to negotiate. Everyone starts with their ideal position but if you're not prepared to move, then you're not prepared to do business. Every contract needs to be a two-party agreement or you're not being commensurate. [23:16] Another pet peeve is requesting things that aren't going to help you manage your risk. If Andrew is looking at a contract from a counterparty and they're asking for things that bear no resemblance to the scope of work, that tells him they're phoning it in with a standard contract. [23:42] If Andrew gets both of those things together, he asks if this is the level of input in their contract, what will they be like to work with? You can learn a lot about the people you are potentially going to work with by how they negotiate and work through that process. [24:07] If they're prepared to come to the table and have a reasonable discussion, not always an easy discussion, that says a lot about how they're going to work once they've got ink on paper and you're into the business you want to get into. [24:34] Andrew has had requests for a form that doesn't exist anymore. This is driven by very old standard contract language that hasn't been updated since 1984. He uses it as an opportunity to educate. Some people refuse to be educated. The computer says they need that form. [25:20] That shows what they would be like to work with. You need to understand what you are trying to achieve and how important this particular contract is. Sometimes you just have to walk away when the value of doing what the counterparty is asking for isn't worth it to you. [26:05] Andrew gives examples of both a reasonable requirement and an unreasonable requirement from a landlord if you want to do construction within a newly leased building. It's about how, where, and what those requests are and how reasonable they are in the contract. [27:12] Remember that you are working with another party toward a mutual benefit. A legally binding contract is between two parties that come to some agreement with a transfer of services and payment between them. There has to be something of value to both parties. [27:39] You're there for a reason. Even if you can go in hot and heavy, unwilling to bend, that doesn't mean you should even if there is a power imbalance between the two parties. [28:24] There is another party, another person or group, involved here. Treat them with the courtesy, respect, and professional dignity you would like to receive as well. Work with them. Try to understand their position. [28:51] It's OK to walk away. There are some deals that you're just not going to get done. There are times when the best course of action is just to say, Look, we gave it the old college try, and for whatever reason the risk appetite and the risk tolerance for both parties didn't line up. [29:28] If you do it respectfully and professionally, you maintain that relationship for the future, and maybe next time it will work out; it just didn't this time. Be professional, be thoughtful, be mindful of your position, and also be mindful of the other party. [30:02] Special thanks again to Andrew Bent for joining us here on RIMScast! Andrew will be making an appearance in our brand-new video series for the RIMS-CRMP. We'll eventually update this episode's show notes with that link. [30:16] More RIMS Plugs! The RIMS App is available to RIMS members exclusively. Go to the App Store and download the RIMS App with all sorts of RIMS resources and coverage. It's different from the RIMS Events App. Everyone loves the RIMS App! [30:51] You can sponsor a RIMScast episode for this, our weekly show, or a dedicated episode. Links to sponsored episodes are in our show notes. RIMScast has a global audience of risk and insurance professionals, legal professionals, students, business leaders, C-Suite executives, and more. Let's collaborate and help you reach them! Contact pd@rims.org for more information. [31:36] Become a RIMS member and get access to the tools, thought leadership, and network you need to succeed. Visit RIMS.org/membership or email membershipdept@RIMS.org for more information. [31:53] Risk Knowledge is the RIMS searchable content library that provides relevant information for today's risk professionals. Materials include RIMS executive reports, survey findings, contributed articles, industry research, benchmarking data, and more. [32:10] For the best reporting on the profession of risk management, read Risk Management Magazine at RMMagazine.com. It is written and published by the best minds in risk management. [32:24] Justin Smulison is the Business Content Manager at RIMS. You can email Justin at Content@RIMS.org. [32:31] Thank you all for your continued support and engagement on social media channels! We appreciate all your kind words. Listen every week! Stay safe!   Mentioned in this Episode: RIMS DEI Council RIMS-Certified Risk Management Professional (RIMS-CRMP) RIMS Strategic & Enterprise Risk Center NEW FOR MEMBERS! RIMS Mobile App RIMS-CRMP Stories — Featuring Valerie Fox! Nominations open for RIMS 2025 Awards! (Through Jan. 6, 2025) Nominations for the Donald M. Stuart Award RIMS Webinars: “From AI to the SEC: The Future of D&O Litigation and Regulatory Exposures” | Sponsored by Hub International | Nov. 21, 2024 “The Future of Risk & Compliance: 5 Key Insights for the Modern Leader” | Sponsored by Resolver | Nov. 25, 2024 “Predictive Strategies to Detect Electrical and Machinery Failures” | Sponsored by TUV SUD GRC | Dec. 5, 2024 “Staying Vigilant: 7 Practical Tips for Ongoing Third-Party Risk Monitoring” | Sponsored by OneTrust | Dec. 12, 2024 RIMS.org/Webinars   Upcoming Virtual Workshops: RIMS-CRMP Exam Prep (Virtual)Dec. 17‒18, 2024 | 9:00 am‒4:00 pm EST — Register by Dec. 10. “Applying and Integrating ERM” | Dec 4‒5 “Captives as an Alternate Risk Financing Technique” | Dec. 17‒18 See the full calendar of RIMS Virtual Workshops RIMS-CRMP Prep Workshops   Related RIMScast Episodes: “Risk Quantification Through Value-Based Frameworks” “Maintaining an Award-Winning ERM Program with Michael Zuraw” “Applying ERM Theory with Elise Farnham” “On Risk Appetite and Tolerance”   Sponsored RIMScast Episodes: “Risk Management in a Changing World: A Deep Dive into AXA's 2024 Future Risks Report” | Sponsored by AXA XL (New!) “How Insurance Builds Resilience Against An Active Assailant Attack” | Sponsored by Merrill Herzog “Third-Party and Cyber Risk Management Tips” | Sponsored by Alliant “RMIS Innovation with Archer” | Sponsored by Archer “Navigating Commercial Property Risks with Captives” | Sponsored by Zurich “Breaking Down Silos: AXA XL's New Approach to Casualty Insurance” | Sponsored by AXA XL “Weathering Today's Property Claims Management Challenges” | Sponsored by AXA XL “Storm Prep 2024: The Growing Impact of Convective Storms and Hail” | Sponsored by Global Risk Consultants, a TÜV SÜD Company “Partnering Against Cyberrisk” | Sponsored by AXA XL “Harnessing the Power of Data and Analytics for Effective Risk Management” | Sponsored by Marsh “Accident Prevention — The Winning Formula For Construction and Insurance” | Sponsored by Otoos “Platinum Protection: Underwriting and Risk Engineering's Role in Protecting Commercial Properties” | Sponsored by AXA XL “Elevating RMIS — The Archer Way” | Sponsored by Archer “Alliant's P&C Outlook For 2024” | Sponsored by Alliant “Why Subrogation is the New Arbitration” | Sponsored by Fleet Response “Cyclone Season: Proactive Preparation for Loss Minimization” | Sponsored by Prudent Insurance Brokers Ltd. “Subrogation and the Competitive Advantage” | Sponsored by Fleet Response   RIMS Publications, Content, and Links: RIMS Membership — Whether you are a new member or need to transition, be a part of the global risk management community! RIMS Virtual Workshops On-Demand Webinars RIMS-Certified Risk Management Professional (RIMS-CRMP) RISK PAC | RIMS Advocacy   RIMS Events, Education, and Services: RIMS Risk Maturity Model® RIMS Events App Apple | Google Play   Sponsor RIMScast: Contact sales@rims.org or pd@rims.org for more information.   Want to Learn More? Keep up with the podcast on RIMS.org, and listen on Spotify and Apple Podcasts.   Have a question or suggestion? Email: Content@rims.org.   Join the Conversation! Follow @RIMSorg on Facebook, Twitter, and LinkedIn.   About our guest: Andrew Bent, Senior Vice President, Senior Engagement Lead, Marsh Advisory — Strategic Risk Consulting Founding Member of the RIMS-CRMP Commission   Social Shareables (Edited For Social Media Use): There are only so many shipping containers that can be opened every day and so many people who can be evaluated every day if you don't want to shut down your country's entire commerce trade. — Andrew Bent   If you understand the services to be provided in a contract, you're two-thirds of the way to understanding what risks need to be covered. If someone's digging a ditch at your building, they probably don't need to provide cyber coverage. — Andrew Bent   You need to make sure to protect your organization. You also want to make sure that the counterparty you're contracting with is also left in a position where if something does go wrong, they're not destroyed. — Andrew Bent   Step out of your viewpoint and put yourself in their shoes. It gives you a perspective on what might be a reasonable compromise between the two positions and helps you get to an agreed position faster and more efficiently. — Andrew Bent   Everyone starts with their ideal position but if you're not prepared to move, then you're not prepared to do business. Every contract needs to be a two-party agreement or you're not being commensurate. — Andrew Bent   There are some deals that you're just not going to get done. There are times when the best course of action is just to say, Look, we gave it the old college try, and for whatever reason the risk appetite and the risk tolerance for both parties didn't line up. — Andrew Bent

Welcome to RIMScast. Your host is Justin Smulison, Business Content Manager at RIMS, the Risk and Insurance Management Society.   In this episode, Justin interviews Kevin Stein, the CEO of Delos Insurance Solutions. Kevin tells of his aerospace engineering background and how modeling led him to the insurance space. He speaks of his passion for insurance, and of co-founding Delos Insurance Solutions to fill the commercial coverage gap around California Wildfires. Kevin speaks of his optimism for the future of Wildfire control with property fire-hardening principles and new detection and deterrent technology. Listen in for advice on hardening commercial properties against wildfire risk, and how to secure coverage against this risk.   Key Takeaways: [:01] About RIMS. [:15] About this episode. From RIMS headquarters in New York, our guest today is Kevin Stein, the CEO of Delos Insurance and we will discuss wildfire risk. [:39] The next RIMS-CRMP Exam Prep will be held with Purima virtually on November 14th and 15th. The next RIMS-CRMP-FED Exam Course will be hosted along with George Mason University from December 3rd through the 5th. [:58] Links to these courses can be found on the Certifications page of RIMS.org and through this episode's show notes. [1:05] RIMS Virtual Workshops! “Risk Appetite Management” is back by popular demand. Registration closes November 19th for the session on November 20th and 21st. That session will be led by Ken Baker. [1:20] Elise Farnham of Illumine Consulting recently joined us here on RIMScast. On December 4th and 5th, she will host “Applying and Integrating ERM”. On December 17th and 18th, she will host “Captives as an Alternate Risk Financing Technique”. [1:37] Those are just three of the workshops RIMS offers; we have lots more! Other dates for the Fall and Winter are available on the Virtual Workshops calendar, RIMS.org/virtualworkshops. [1:49] This is the last call to register for the RIMS ERM Conference 2024 which will be held on November 18‒19, 2024 in Boston, Massachusetts. The agenda is live, we've got a great keynote, and we've got so many fantastic educational sessions and networking opportunities for you! [2:07] So visit the Events page of RIMS.org and register today! A link is also in this episode's show notes. [2:14] Interview! Climate change and wildfire risks are on our minds here at RIMScast! My take is that there is no longer a wildfire season here in the U.S., it's just wildfire year. Let's see if our guest agrees with me, and what risk managers can do to combat and mitigate this problem. [2:39] My guest is Kevin Stein. He is the CEO of Delos Insurance Solutions and he is an aerospace engineer by training. We're going to get a fascinating perspective from him on wildfire risks and what risk professionals can do to limit their exposure. [2:56] We're also going to talk about the trends driving wildfire reduction techniques. Let's get to it! Kevin Stein, welcome to RIMScast! [3:21] Kevin and a Co-founder started Delos Insurance Solutions in 2017. It is a specialty MGA. They sell policies across California in areas that other insurers have vacated because of perceived wildfire exposure in those regions. [3:40] Delos Insurance Solutions is in partnership with an environment think tank made up of 100 professors, post-doc scientists, and the top wildfire researchers in the world. [99] They have co-developed the civil government models for agencies including CalFire, the Public Utilities Commission, and the U.S. Forestry Service, for 25 years. [4:04] With the think tank, Delos Insurance Solutions has developed more sophisticated wildfire underwriting internal tools and models that give a sense of a per-risk view of wildfire exposure as well as a portfolio-level view of wildfire exposure. [4:19] With that, Delos Insurance Solutions has developed a number of programs. They sell home insurance, landlord's insurance, and vacant home insurance across California. [4:33] Kevin tells about his experience as an aerospace engineer. He did his Master's in Aerospace Engineering at Stanford. He started on the modeling side and found his way into insurance. [4:56] Kevin finds insurance fascinating. He says that everybody in the industry understands how interesting insurance is and everybody outside the insurance industry does not. Having gone from outside the industry to inside it, Kevin says the people in the industry are correct. [5:13] Kevin says there are many different, interesting aspects of insurance and his career has been a wild ride. [5:40] Kevin says the reality of wildfire season is that wildfires can happen at any time. There need to be specific conditions for these fires to become large, destructive wildfires. Conditions need to be hot, dry, and windy and there needs to be fuel. [6:01] The seasons have been changing. In California, the wildfire seasons in 2017 and 2018 were very destructive. Historically, Northern California has a rainy season from mid-October through late March or early April. In 2017 they had sun through the end of December and rain until June. [6:43] During the Fall, Northern California has a lake effect of winds coming over the mountains out to the ocean, and it's usually stormy. In 2017 and 2018, they had 100-degree temperatures, the vegetation had been dry for six months, and the extreme winds led to fire superstorms. [7:11] In any wildfire area, once sustained rains start, you're in a more comfortable position. You need vegetation that's been dried out for a while to have large fire superstorms but even in the Spring or early Summer, you can have individual or smaller fires that threaten your properties. [7:37] The antidote to smaller, individual fires is to implement property-hardening techniques on commercial properties that effectively protect structures against smaller, slower-moving fires. [8:25] Fires are spreading. The Salem, Massachusetts fires, the Eastern Canada fires, the Hawaiian fires, the fires in Oklahoma, and in San Diego show that fires can happen in a lot of geographies now that have not experienced fires before. [8:59] This has a big effect on the insurance market. Insurers and reinsurers are looking at the spread and prevalence of wildfires and getting more concerned about what that means for their average exposure and maximum exposure. [9:18] The price of re-insurance is going up significantly and the availability of re-insurance and capacity is going down significantly. [9:28] The key for folks who own properties and large buildings and who rely on risk transfer as an effective means for managing their risk, is to be more creative and find more specialty groups. [9:49] The insurance industry is morphing. The previous structure included wildfire exposure with hurricane exposure and tornado exposure. Now many of them will exclude wildfire. [10:16] Risk managers will have to find specialty groups that are underwriting wildfire exposure more effectively and capturing re-insurance capacity more effectively to provide policies for people with this exposure. [10:40] A key to understanding your fire exposure is to understand what type of fires you are potentially exposed to. There are wind-driven fire locations, moisture-driven fire locations, and vegetation-driven fire locations. [10:58] To harden your property to vegetation fires, make the area around your building either a parking lot or drought-resistant, fire-resistant landscaping. Don't use bark or woodchips. You can have small scattered plants surrounded by concrete to avoid the risk of vegetation fire. [11:50] With wind-driven fires, your biggest risk is embers. Embers can catch a building on fire by igniting vegetation at the base of the structure, so remove all vegetation against the structure or under eaves, especially with single-story structures. [12:20] Embers can also get inside structures. Have ember-mesh screens on air intakes, such as those used by the HVAC system, and any openings in the foundation and your eaves. [13:03] Build structures out of fire-resistant materials. Shingles and siding need to be fire-resistant or fire-safe. Use double-pane windows. Single-pane windows crack in fires and embers can get in. Use ember-mesh screens. [13:59] For landscaping, make sure it is drought-resistant and fire-resistant. [13:52] Plug Time! RIMS Webinars! On November 14th, Marsh will present “Risk Perception and Management: Insights for a Changing Landscape”. [14:03] On November 21st, HUB International returns with the fourth installment of their Ready for Tomorrow series, “From AI to the SEC: The Future of D&O Litigation and Regulatory Exposures”. [14:17] On November 25th, Resolver returns to discuss “The Future of Risk & Compliance: 5 Key Insights for the Modern Leader”. [14:26] On December 5th, we have “Predictive Strategies to Detect Electrical and Machinery Failures”, presented by Global Risk Consultants, a TÜV SÜD company. [14:37] On Thursday, December 12th, OneTrust returns to deliver “Staying Vigilant: 7 Practical Tips for Ongoing Third-Party Risk Monitoring”. [14:47] More webinars will be announced soon and added to the RIMS.org/webinars page. Go there to register. Registration is complimentary for RIMS members. [14:59] RIMS is now accepting nominations for all awards other than Risk Manager of the Year 2025. The submission deadline is Monday, January 6th, 2025. To receive a RIMS award, all winners must be active members and in good standing. [15:19]  The awards are the Diversity, Equity, and Inclusion Chapter Leadership Award, the Harry and Dorothy Goodell Award, the Volunteer of the Year “Heart of RIMS” Award, the Richard W. Bland Memorial Award, the Chapter of the Year Award, the Rising Risk Professional Award, the Risk Management Hall of Fame, and the Cristy Award. [15:57] You can find more information about the awards through the About Us page of RIMS.org or the link in this interview's show notes. [16:06] Back to My Interview About Wildfire Risks with Kevin Stein! [16:36] Kevin has a really optimistic view of the future of wildfire risk. A lot of that has to do with firefighting strategies and resources. The California government has put massive amounts of money into forest management and it's been very effective. [17:01] Kevin is optimistic about the new technology. Improved outdoor sprinklers are triggered if a fire is oncoming and douse everything in water or fire-retardant material. Sensors are put in different locations to recognize fire quickly. [17:39] How fast firefighters get to a wildfire is hugely important in terms of how big the fire will be. Fires that are reached and controlled quickly don't become giant superstorms. Giant superstorms cause significant loss and burn down large buildings. Small wildfires can't do that. [18:07] The sensors are put on a variety of buildings to recognize smoke automatically with computer vision AI built in. Some longer-term technology is very interesting. In the future, there will be drone armies to replace the helicopters to pour fire retardant or water on top of wildfires. [19:10] Commercial clients can deal with re-insurers like Lloyd's of London to get coverage. Property-hardening characteristics and technologies come into play with a detailed assessment of the defensibility of the structure. [20:38] Wildfire Re-insurers are moving from being generalists to being specialists. Generalist actuaries study years of loss history to predict losses for the next year. Specialist perils require area expertise because the risks cannot be handled simply through large amounts of data. [21:13] Cyber is a great example of this. Cyber insurance was first bundled with general liability. The carriers soon realized they had no expertise to predict cyber risk so they excluded it. Specialty groups with expertise popped up to fill the gap in the market. [21:36] This has happened with flood insurance, hurricane insurance in Florida, and earthquake insurance. Wildfire is the next one. It's changing very rapidly. It's very complicated, so you need people with area expertise to be able to underwrite it profitably. [21:58] There is a trend where primary carriers are pulling back. They're making the sound decision for a risk manager who can't understand a peril. This opens up space for specialists to jump in, like Delos Insurance Solutions. Kevin says more groups will show up to serve the sector. [22:54] Kevin reveals some of his aerospace engineer experience. He put in a proposal to NASA for a heliocentric spacecraft to look for life on Alpha Centauri. That wasn't chosen, but there was an interesting satellite project he worked on. [23:35] Kevin helped create two NBN satellites to provide internet to all of Australia, combined with a detailed fiber network. Kevin managed everything mechanical on the build of those two satellites. [24:25] Special thanks again to Kevin Stein of Delos Insurance Solutions for joining us today on RIMScast. RIMS has a Wildfire Resources Page on RIMS.org. A link is in this interview's show notes. Be sure to go there for more insight and information on how you can combat wildfire risk. [24:44] More RIMS Plugs! The RIMS App is available to RIMS members exclusively. Go to the App Store and download the RIMS App with all sorts of RIMS resources and coverage. It's different from the RIMS Events App. Everyone loves the RIMS App! [25:18] You can sponsor a RIMScast episode for this, our weekly show, or a dedicated episode. Links to sponsored episodes are in our show notes. RIMScast has a global audience of risk and insurance professionals, legal professionals, students, business leaders, C-Suite executives, and more. Let's collaborate and help you reach them! Contact pd@rims.org for more information. [26:00] Become a RIMS member and get access to the tools, thought leadership, and network you need to succeed. Visit RIMS.org/membership or email membershipdept@RIMS.org for more information. [26:17] Risk Knowledge is the RIMS searchable content library that provides relevant information for today's risk professionals. Materials include RIMS executive reports, survey findings, contributed articles, industry research, benchmarking data, and more. [26:33] For the best reporting on the profession of risk management, read Risk Management Magazine at RMMagazine.com. It is written and published by the best minds in risk management. [26:46] Justin Smulison is the Business Content Manager at RIMS. You can email Justin at Content@RIMS.org. [26:53] Thank you all for your continued support and engagement on social media channels! We appreciate all your kind words. Listen every week! Stay safe!   Mentioned in this Episode: RIMS DEI Council RIMS-Certified Risk Management Professional (RIMS-CRMP) RIMS Strategic & Enterprise Risk Center RIMS ERM Conference 2024 — November 18‒19, 2024 | Boston, MA NEW FOR MEMBERS! RIMS Mobile App RIMS-CRMP Stories — Featuring Valerie Fox!  Nominations open for RIMS 2025 Awards! (Through Jan. 6, 2025) Nominations for the Donald M. Stuart Award RIMS Wildfire Resource Center RIMS Webinars: “Risk Perception and Management: Insights for a Changing Landscape” | Sponsored by Marsh | Nov. 14, 2024 “From AI to the SEC: The Future of D&O Litigation and Regulatory Exposures” | Sponsored by Hub International | Nov. 21, 2024 “The Future of Risk & Compliance: 5 Key Insights for the Modern Leader' | Sponsored by Resolver | Nov. 25, 2024 “Predictive Strategies to Detect Electrical and Machinery Failures” | Sponsored by TUV SUD GRC | Dec. 5, 2024 “Staying Vigilant: 7 Practical Tips for Ongoing Third-Party Risk Monitoring” | Sponsored by OneTrust | Dec. 12, 2024 RIMS.org/Webinars   Upcoming Virtual Workshops: Risk Appetite Management Nov. 20‒21 RIMS-CRMP Exam Prep (Virtual)Dec. 17‒18, 2024 | 9:00 am‒4:00 pm EST — Register by Dec. 10. “Applying and Integrating ERM” | Dec. 4‒5 “Captives as an Alternate Risk Financing Technique” | Dec. 17‒18 See the full calendar of RIMS Virtual Workshops RIMS-CRMP Prep Workshops   Related RIMScast Episodes: “Safety and Preparedness in 2024 with National Safety Council CEO Lorraine Martin” “Mitigating the Risks of Catastrophes with Mrunal Pandit of Tata Consumer Products” “Evolving Fire Risks with Ralph Bless” “California Wildfires: Risks, Preparedness, Business Continuity, and the Impact on Insurance Markets” (2020)   Sponsored RIMScast Episodes: “Risk Management in a Changing World: A Deep Dive into AXA's 2024 Future Risks Report” | Sponsored by AXA XL (New!) “How Insurance Builds Resilience Against An Active Assailant Attack” | Sponsored by Merrill Herzog “Third-Party and Cyber Risk Management Tips” | Sponsored by Alliant “RMIS Innovation with Archer” | Sponsored by Archer “Navigating Commercial Property Risks with Captives” | Sponsored by Zurich “Breaking Down Silos: AXA XL's New Approach to Casualty Insurance” | Sponsored by AXA XL “Weathering Today's Property Claims Management Challenges” | Sponsored by AXA XL “Storm Prep 2024: The Growing Impact of Convective Storms and Hail” | Sponsored by Global Risk Consultants, a TÜV SÜD Company “Partnering Against Cyberrisk” | Sponsored by AXA XL “Harnessing the Power of Data and Analytics for Effective Risk Management” | Sponsored by Marsh “Accident Prevention — The Winning Formula For Construction and Insurance” | Sponsored by Otoos “Platinum Protection: Underwriting and Risk Engineering's Role in Protecting Commercial Properties” | Sponsored by AXA XL “Elevating RMIS — The Archer Way” | Sponsored by Archer “Alliant's P&C Outlook For 2024” | Sponsored by Alliant “Why Subrogation is the New Arbitration” | Sponsored by Fleet Response “Cyclone Season: Proactive Preparation for Loss Minimization” | Sponsored by Prudent Insurance Brokers Ltd. “Subrogation and the Competitive Advantage” | Sponsored by Fleet Response   RIMS Publications, Content, and Links: RIMS Membership — Whether you are a new member or need to transition, be a part of the global risk management community! RIMS Virtual Workshops On-Demand Webinars RIMS-Certified Risk Management Professional (RIMS-CRMP) RISK PAC | RIMS Advocacy   RIMS Events, Education, and Services: RIMS Risk Maturity Model® RIMS Events App Apple | Google Play   Sponsor RIMScast: Contact sales@rims.org or pd@rims.org for more information.   Want to Learn More? Keep up with the podcast on RIMS.org, and listen on Spotify and Apple Podcasts.   Have a question or suggestion? Email: Content@rims.org.   Join the Conversation! Follow @RIMSorg on Facebook, Twitter, and LinkedIn.   About our guest: Kevin Stein, CEO of Delos Insurance Solutions   Social Shareables (Edited For Social Media Use): There are so many different, super-interesting aspects of insurance. — Kevin Stein   I have a really optimistic view of the future of wildfire risk. A lot of that has to do with firefighting strategies and resources. The California government has put massive amounts of money into forest management and it's been very effective. — Kevin Stein   Sensors can be put in different locations to recognize fire quickly. How fast firefighters get to a wildfire is hugely important in terms of how big the fire will be. Fires that are reached and controlled quickly don't become giant superstorms. — Kevin Stein   There is a trend where primary carriers are pulling back. They're making the sound decision for a risk manager who can't understand a peril. This opens up space for specialists like Delos Insurance Solutions to jump in. Other groups will follow. — Kevin Stein  

In this episode of The Leadership Habit podcast, host Jenn DeWall talks to Gui Costin, CEO and founder of Dakota, sharing practical advice on building a winning sales strategy and creating a strong workplace culture. This episode is full of tips that any leader, sales professional, or sales rep can use to improve their approach […] The post A Modern Leader's Guide to Sales Success with Gui Costin appeared first on Crestcom International.

In this podcast episode, Dr. Jonathan H. Westover talks with Inez Robinson-Odom about their book, The Silent Rebellion: Becoming a Modern Leader. Inez Robinson-Odom (https://www.linkedin.com/in/inez-odom-52b94413) works in media, education, executive coaching and social justice. She is vice president of professional development for TEAM LEWIS, and is based in San Diego, California.  Check out all of the podcasts in the HCI Podcast Network!

Welcome to RIMScast. Your host is Justin Smulison, Business Content Manager at RIMS, the Risk and Insurance Management Society.   In this episode, Justin interviews Valerie Fox, the 2024 Donald M. Stuart Award Winner. Valerie and Justin discuss her receiving the Donald M. Stuart Award and what this recognition means to her. Valerie tells how her journey in risk management has evolved over her 42-year career. Valerie has held prominent roles across a diverse range of industries. She shares some highlights and challenges of her career. Valerie remarks on the education opportunities, taking on leadership roles, and networking, that ORIMS and RIMS provided for her that helped her develop and advance in her risk career. She shares details of a long-term international project that stretched her and that she is proud of. Valerie offers her expectations for the future of risk management and how today's students can prepare themselves to be tomorrow's risk leaders. Valerie hopes to continue her student outreach and offer them the knowledge to guide their paths. Listen in for advice on resilience and lifelong learning to keep up with the evolving risk management industry.   Key Takeaways: [:01] About RIMS. [:15] About this episode. From RIMS headquarters in New York, I am delighted to be joined by Valerie Fox, the 2024 Donald M. Stuart Award Winner and a RIMS-CRMP holder! [:41] The next RIMS-CRMP Exam Prep will be held with PARIMA virtually on November 14th and 15th. The next RIMS-CRMP-FED Exam Course will be hosted along with George Mason University from December 3rd through the 5th. [:57] Links to these courses can be found on the Certifications page of RIMS.org and through this episode's show notes. [1:04] RIMS Virtual Workshops! Elise Farnham of Illumine Consulting recently joined us here on RIMScast. On December 4th and 5th, she will host Applying and Integrating ERM. On December 17th and 18th, she will host Captives as an Alternate Risk Financing Technique. [1:26] Those are just two of the workshops RIMS offers; we have lots more! Other dates for the Fall and Winter are available on the Virtual Workshops calendar, RIMS.org/virtualworkshops. We've got more important plugs coming during the break. Now, let's get on with the show! [1:44] Interview! The RIMS Ontario Chapter (ORIMS) presented the Donald M. Stuart Award to our guest, Valerie Fox, at the RIMS Canada Conference 2024 in Vancouver. [1:57] Valerie is a CRM holder, a RIMS-CRMP holder, and the former Director of Risk Management and Health and Safety for NPL Canada. She has since retired. [2:14] The Donald M. Stuart Award is widely recognized as Canada's highest honor within the risk management field and since 1979, has celebrated Canadians who have made outstanding contributions to the profession. [2:28] Throughout her 42-year career, Valerie has held prominent leadership roles in risk management for a range of multinational corporations, including Walmart and Wendy's Restaurants of Canada. [2:44] We'll talk a bit about her career, how she sees the risk profession evolving, and why she's so inspired by the next generation of risk management professionals. Donald M. Stuart Award Winner, Valerie Fox, welcome to RIMScast! [3:33] Valerie notes that winning the Donald M. Stuart Award was a very special moment for her. She has a tremendous respect for the history of the Donald M. Stuart Award and the professional values it represents. [4:04] When Valerie was VP of the Ontario RIMS Chapter Board in 2017, she was responsible for the oversight of this award. She enjoyed it so much that she continued to be the presenter of the award for the last seven years. This year, she stepped down from the ORIMS Board. [4:25] When Valerie stepped down from the ORIMS board, her colleagues nominated her for the award. She couldn't be more humbled or appreciative of their recognition and support. To be recognized alongside the people she presented the award to over the years is very special. [5:02] ORIMS accepts nominations from all over the country. It's an award for all of Canada and is overseen by the Ontario Chapter. The nomination process has two stages. [5:21] If a nomination clears the first stage, a total nomination package is submitted with further documentation. The package goes to a panel of evaluators across the country, including risk managers, people on boards, and insurance companies and brokers. [5:44] They evaluate the nominations. The person with the top collective score wins the award. They're looking at the nominees' history with their companies, volunteerism, and the tenets the award represents. It's the Canadian version of RIMS Risk Manager of the Year. [6:36] Valerie's first role as a risk manager was Manager of Contracts and Insurance. She bought insurance, handled claims, and implemented some risk control of targeted risks. [6:56] The job description of a risk manager has evolved immensely and varies greatly from entity to entity, depending on the company's maturity, operations, experiences, losses, and more. [7:16] You could still be hired today as Manager of Contracts and Insurance but you could also be aspiring to be a Chief Risk Officer of a major, multi-national corporation with the responsibility to help them be more resilient and grow. [7:41] Valerie saw the evolution in risk management start very slowly. It has continually ramped up and now is speeding forward. [7:50] Over her career, Valerie had to be willing to delve into new challenges and be prepared to learn and develop new skills and new mitigation strategies and develop broad-based business knowledge. Without that knowledge, it's difficult to assess potential impacts. [8:33] Different industries have different areas of risk focus. Valerie started in the airline industry. A major focus was having a major accident response plan ready. There were challenges of jurisdictional insurance requirements and risk exposures around the world. [9:11] Valerie spent five years in the public sector as a risk manager for a municipality. The focus of public entities is protecting people in public spaces, maintaining critical services, and managing reputation. It includes presenting the right answers. [9:51] Valerie worked in the retail industry in domestic and international markets. On her first day at Walmart Canada, she realized how unprepared she was to deal with health and safety and worker's compensation management responsibilities. Those had been under HR in Canada. [10:13] Working for American companies, she had to get up to speed quickly on those areas of risk. Valerie trained herself on the job. She met with anyone she knew in the industry who was involved in health and safety. She met with people from the boards. [10:42] Valerie spent a lot of time in the stores with the associates to see what their concerns were. She spent time with operations leaders, seeing the processes first-hand to understand the risks and put together programs that fit the culture and the environment of the companies. [11:26] Valerie says retailers today need to do a deep-dive business impact analysis, map out dependencies and processes, and have alternative options to avoid business interruption. As a risk manager, you have to understand that to help businesses come up with the right solutions. [11:55] Valerie reviews a case of having to train people quickly after a buyout. [12:52] Valerie talks about working with a new inexperienced team that she had to take under her wing and teach risk management quickly. In large corporations, you also build company-wide teams and external teams that help you. [13:17] Valerie taught CRM courses at the University of Toronto. Later, she had the pleasure of hiring one of her most enthusiastic students for a risk management position. He now works for another company she is close to and he is doing super well. [13:48] Plug Time! RIMS Webinars! On November 14th, Marsh will present “Risk Perception and Management: Insights for a Changing Landscape”. [13:58] On November 21st, HUB International returns with the fourth installment of their Ready for Tomorrow series,  “From AI to the SEC: The Future of D&O Litigation and Regulatory Exposures”. [14:13] On November 25th, Resolver returns to discuss “The Future of Risk & Compliance: 5 Key Insights for the Modern Leader”. [14:22] On December 5th, we have “Predictive Strategies to Detect Electrical and Machinery Failures”, presented by Global Risk Consultants, a TÜV SÜD company.  [14:33] On Thursday, December 12th, OneTrust returns to deliver “Staying Vigilant: 7 Practical Tips for Ongoing Third-Party Risk Monitoring” [14:42] More webinars will be announced soon and added to the RIMS.org/webinars page. Go there to register. Registration is complimentary for RIMS members. [15:01] RIMS is now accepting nominations for all awards other than Risk Manager of the Year 2025. The submission deadline is Monday, January 6th, 2025. To receive a RIMS award, all winners must be active members and in good standing. [15:18]  The awards are the Diversity, Equity, and Inclusion Chapter Leadership Award, the Harry and Dorothy Goodell Award, the Volunteer of the Year “Heart of RIMS” Award, the Richard W. Bland Memorial Award, the Chapter of the Year Award, the Rising Risk Professional Award, the Risk Management Hall of Fame, and the Cristy Award. [15:56] You can find more information about the awards through the About Us page of RIMS.org or the link in this episode's show notes. I also have a link in the show notes to the nominations page for the Donald M. Stuart Award. Check it out! [16:13] Back to My Interview with 2024 Donald M. Stuart Award Winner, Valerie Fox! [16:33] Valerie was ORIMS President in 2018 and 2019. She also had a couple of terms as Vice President, two terms as Secretary, and more. She is an active ORIMS member and a Director at Large. She intends to continue volunteering, especially with student outreach. [17:28] Justin remembers the wonderful people he worked with when he co-hosted the ORIMS luncheon last year. [17:57] Valerie describes how being involved in RIMS and ORIMS, whether volunteering or participating in regular events, gives you so much to learn both in formal training and networking that greatly helps your career. [18:29] Volunteering on the board gives you leadership development opportunities. Those who step up to do this work are go-getters and prominent professionals who know their jobs. Their ages are from quite young to quite senior. It's a diverse group of leaders. [18:58] You learn a lot about non-profit work and compliance. On the board, Valerie learned a tremendous amount that she has applied elsewhere in her career. You can improve your comfort with public speaking. [20:00] Justin suggests trying stand-up comedy or an improv class three times to develop a foundation of confidence to speak publicly. [20:24] Valerie was on the RIMS Risk Leaders Series. See the link in the show notes. She gave an expansive view of her career and the challenges she overcame using risk management. [19:16] The career accomplishment Valerie is most proud of is with Walmart International. Valerie had to get the risk management process promptly into place and hire a team when Walmart came into Canada in 1994. It was very successful. [21:47] Therefore, Valerie was asked to take a three-year expatriate assignment to work with Walmart's international division as an internal consultant in seven countries where Walmart had recently opened operations. [22:02] She visited each country to work with their leadership teams on insurance brokerage, services, claims, health and safety, food safety, construction, benefits, and whatever they needed. It was tough. It was two-and-a-half years of being far out of her comfort zone. [22:34] At the end of that assignment, she felt like she had made a difference and she had grown as a risk manager and as a person. It was an invaluable experience she is very proud of. [23:01] It was a new way of doing things for Walmart, too. Valerie was a test case. There were some glitches through which Walmart learned and improved its support system for expatriates working around the world. It was an evolution both for Walmart and Valerie. [23:32] Valerie has assisted with RIMS-CRMP workshops in Canada. [24:00] Valerie believes the risk leaders of tomorrow in Canada should take the CRM program and work toward their CRMP certification. There is also a variety of technical training that can help them throughout their careers. [24:18] RIMS has helped Valerie to stay current through seminars and articles. It's extremely important that people have a solid business base. Get out from behind the desk and understand the business and how business is done. [24:47] Going forward, the emerging trend for employers is going to be to look at some of these qualifications as a minimum requirement. Gaining that base knowledge is important. [25:00] Valerie says risk leaders need to focus on the soft skills of team management, social intelligence, communication, and identifying and supporting mental health. Risk management is a people business. Know how to communicate with people and read their reactions. [25:34] Working from home during the pandemic has depleted some opportunities to gain that experience. Future risk leaders need to ensure they have those skills today. [25:59] Valerie is encouraged by the college and university students she has been meeting over the last couple of years of outreach. The students are bright, curious, motivated, and hungry to get out there and make their mark. [26:24] They're comfortable with technology and passionate about the world events that are shaping risks these days. They are the future. She hopes that she can continue to share some tidbits or tribal knowledge that they might find helpful. [26:44] Valerie has concerns about the talent gap as lots of people retire. We need to fill that gap fast. The students she has been seeing indicate to her that the future is bright. [27:01] Justin had the pleasure of attending the McGannon Foundation's closing ceremony for their students. The students are extremely impressive. He feels that we will be seeing them up on stage receiving awards in the not-too-distant future. [27:20] Val, it has been such a pleasure to see you again. I want to congratulate you again on winning the Donald M. Stuart Award in 2024. I look forward to seeing you at more RIMS events. Thank you so much for all you do for ORIMS and RIMS! [27:42] Special thanks again to Valerie Fox for joining us here on RIMScast! It's always a pleasure to speak with her. There is a link to her RIMS Risk Leaders Series interview in this episode's show notes. There is a link to her CRMP Story also in this episode's show notes. [28:02] For more coverage of the RIMS Canada Conference 2024 Awards, check out the October 15th episode of RIMScast, when we were live from Vancouver with Maryam Salmasi. She was the Fred H. Bossons Award Winner for 2024. A link is in this episode's show notes. [28:20] More RIMS Plugs! The RIMS App is available to RIMS members exclusively. Go to the App Store and download the RIMS App with all sorts of RIMS resources and coverage. It's different from the RIMS Events App. Everyone loves the RIMS App! [28:53] You can sponsor a RIMScast episode for this, our weekly show, or a dedicated episode. Links to sponsored episodes are in our show notes. RIMScast has a global audience of risk and insurance professionals, legal professionals, students, business leaders, C-Suite executives, and more. Let's collaborate and help you reach them! Contact pd@rims.org for more information. [29:36] Become a RIMS member and get access to the tools, thought leadership, and network you need to succeed. Visit RIMS.org/membership or email membershipdept@RIMS.org for more information. [29:53] Risk Knowledge is the RIMS searchable content library that provides relevant information for today's risk professionals. Materials include RIMS executive reports, survey findings, contributed articles, industry research, benchmarking data, and more. [30:09] For the best reporting on the profession of risk management, read Risk Management Magazine at RMMagazine.com. It is written and published by the best minds in risk management. [30:23] Justin Smulison is the Business Content Manager at RIMS. You can email Justin at Content@RIMS.org. [30:30] Thank you all for your continued support and engagement on social media channels! We appreciate all your kind words. Listen every week! Stay safe!   Mentioned in this Episode: RIMS DEI Council RIMS-Certified Risk Management Professional (RIMS-CRMP) RIMS Strategic & Enterprise Risk Center NEW FOR MEMBERS! RIMS Mobile App Hear Valerie on the RIMS Risk Leaders Series RIMS Press Release: RIMS Ontario Chapter Honours Valerie Fox with the 2024 Donald M. Stuart Award RIMS-CRMP Stories — Featuring Valerie Fox! Nominations open for RIMS 2025 Awards! (Through January 6, 2025) Nominations for the Donald M. Stuart Award RIMS Webinars: “Risk Perception and Management: Insights for a Changing Landscape” | Sponsored by Marsh | Nov. 14, 2024 “From AI to the SEC: The Future of D&O Litigation and Regulatory Exposures” | Sponsored by Hub International | Nov. 21, 2024 “The Future of Risk & Compliance: 5 Key Insights for the Modern Leader” | Sponsored by Resolver | Nov. 25, 2024 “Predictive Strategies to Detect Electrical and Machinery Failures” | Sponsored by TÜV SÜD GRC | Dec. 5, 2024 “Staying Vigilant: 7 Practical Tips for Ongoing Third-Party Risk Monitoring” | Sponsored by OneTrust | Dec. 12, 2024 RIMS.org/Webinars   Upcoming Virtual Workshops: RIMS-CRMP Exam Prep with PARIMA (Virtual) November 14‒15 | 9:00 am‒4:00 pm SGT — Register by Nov. 7. “Applying and Integrating ERM” | Dec 4‒5 “Captives as an Alternate Risk Financing Technique” | Dec. 17‒18 See the full calendar of RIMS Virtual Workshops RIMS-CRMP Prep Workshops   Related RIMScast Episodes: “Live From Vancouver! with Maryam Salmasi, Fred H. Bossons Award Winner 2024” “300th Episode Spectacular with RIMS CEO Gary LaBranche” “Change Management and Strategy with Jay Kiew, RIMS Canada Conference 2024 Keynote” “DE&I Initiatives with Lilian Vanvieldt-Gray of Alliant Insurance Services” “Julie Bean, 2024 Heart of RIMS Award Winner”   Sponsored RIMScast Episodes: “How Insurance Builds Resilience Against An Active Assailant Attack” | Sponsored by Merrill Herzog (New!) “Third-Party and Cyber Risk Management Tips” | Sponsored by Alliant “RMIS Innovation with Archer” | Sponsored by Archer “Navigating Commercial Property Risks with Captives” | Sponsored by Zurich “Breaking Down Silos: AXA XL's New Approach to Casualty Insurance” | Sponsored by AXA XL “Weathering Today's Property Claims Management Challenges” | Sponsored by AXA XL “Storm Prep 2024: The Growing Impact of Convective Storms and Hail” | Sponsored by Global Risk Consultants, a TÜV SÜD Company “Partnering Against Cyberrisk” | Sponsored by AXA XL “Harnessing the Power of Data and Analytics for Effective Risk Management” | Sponsored by Marsh “Accident Prevention — The Winning Formula For Construction and Insurance” | Sponsored by Otoos “Platinum Protection: Underwriting and Risk Engineering's Role in Protecting Commercial Properties” | Sponsored by AXA XL “Elevating RMIS — The Archer Way” | Sponsored by Archer “Alliant's P&C Outlook For 2024” | Sponsored by Alliant “Why Subrogation is the New Arbitration” | Sponsored by Fleet Response “Cyclone Season: Proactive Preparation for Loss Minimization” | Sponsored by Prudent Insurance Brokers Ltd. “Subrogation and the Competitive Advantage” | Sponsored by Fleet Response   RIMS Publications, Content, and Links: RIMS Membership — Whether you are a new member or need to transition, be a part of the global risk management community! RIMS Virtual Workshops On-Demand Webinars RIMS-Certified Risk Management Professional (RIMS-CRMP) RISK PAC | RIMS Advocacy   RIMS Events, Education, and Services: RIMS Risk Maturity Model® RIMS Events App Apple | Google Play   Sponsor RIMScast: Contact sales@rims.org or pd@rims.org for more information.   Want to Learn More? Keep up with the podcast on RIMS.org, and listen on Spotify and Apple Podcasts.   Have a question or suggestion? Email: Content@rims.org.   Join the Conversation! Follow @RIMSorg on Facebook, Twitter, and LinkedIn.   About our guest: Valerie Fox, CRM, RIMS-CRMP, former Director of Risk Management & Health & Safety for NPL Canada   Social Shareables (Edited For Social Media Use): Evolution in risk management started very slowly. It has continually ramped up and now it's speeding forward. Over my career, that meant I had to be willing to delve into new challenges and be prepared to learn and develop new skills. — Valerie Fox   On the board, I've learned a tremendous amount that I've been able to apply elsewhere in my career. — Valerie Fox   It's extremely important that people have a solid business base. Get out there from behind the desk and really understand the business and how business is done. — Valerie Fox   Students are comfortable with technology and passionate about the world events that are shaping risks these days. They are the future. I hope that I can continue to share some tidbits or tribal knowledge that they might find helpful. — Valerie Fox  

This episode is recorded webinar between host of this podcast, Ruth Farenga and Adam Lacey, Founder of Assemble You. It's a fireside chat talking about how to be a successful leader in 2024 illustrated through: Stories - from the best people leaders Ruth can find, many of whom are featured on the Conscious Leaders Podcast and in the Next Level Leadership book. Global research - pulling out key data and models from large studies. Ruth's own experience as a exec coach and facilitator - working with senior leaders in technology companies over the last nine years. Expect a fun and deep conversation that cuts through the barrage of noise we hear around leadership and presents simple, actionable ways to step up and be a more conscious leader.

  Welcome to RIMScast. Your host is Justin Smulison, Business Content Manager at RIMS, the Risk and Insurance Management Society.   In this episode, Justin interviews Trisha Sqrow, of Marsh Advisory, and our Council Vice-Chair 2024, Suzanne Christensen, of Franklin Templeton Investments, and making his debut on RIMScast is Karthick Dalawai, of Penn Mutual Life Insurance Company. Karthick, Suzanne, and Trisha discuss value-based frameworks in terms of benefits, their experience with them, and value metrics. They share the concept of a value-based Enterprise Risk Management (ERM) framework to align risk management activities with the creation of shareholder value. They mention risk quantification methodologies to assess financial and non-financial risks. They explain the use of scenario analysis to tailor risk management practices to your organization's risk appetite and objectives and give ideas on how to get buy-in from the boardroom. Listen in for ways to implement a value-based ERM framework in your organization.   Key Takeaways: [:01] About RIMS. [:15] About this episode. From RIMS headquarters in New York, we will be joined by three members of the RIMS Strategic and Enterprise Risk Management Council to discuss risk quantification through a value-based framework. [:43] The RIMS ERM Conference 2024 will be held on November 18th and 19th in Boston. Opening keynote speaker John Hagel recently appeared here on RIMScast. Register at RIMS.org/ERM2024. [:58] We will talk about everything from RMIS and AI to D&O, ESG, the SEC, and various other acronyms. If you are a RIMS-CRMP holder, you can earn recertification points by attending the RIMS ERM Conference 2024! [1:16] For those of you interested in studying for the exam, a pre-conference workshop will be held on-site on November 16th and 17th. Register now; a link is on this page! [1:30] The next RIMS-CRMP Exam Prep will be held with Purima virtually on November 14th and 15th. The next RIMS-CRMP-FED Exam Course will be hosted along with George Mason University from December 3rd through the 5th. [1:45] Links to these courses can be found on the Certifications page of RIMS.org and through this episode's show notes. [1:53] RIMS Virtual Workshops! Elise Farnham of Illumine Consulting recently joined us here on RIMScast. On December 4th and 5th, she will host Applying and Integrating ERM. On December 17th and 18th, she will host Captives as an Alternate Risk Financing Technique. [2:14] Other dates for the Fall and Winter are available on the Virtual Workshops calendar, RIMS.org/virtualworkshops. [2:23] Interview! Returning to the show are Trisha Sqrow, of Marsh Advisory, and our Council Vice-Chair 2024, Suzanne Christensen, of Franklin Templeton Investments, and making his debut on RIMScast is Karthick Dalawai, of Penn Mutual Life Insurance Company. [3:00] These brilliant minds, Trisha, Suzanne, and Karthick, will present the session “Risk Quantification Through Value-Based Frameworks” to kick off Day 2 of the RIMS ERM Conference 2024 on November 19th. [3:15] Today we'll get tips on how to launch a value-based framework, what the benefits and limitations may be, and how to convince your board to buy in. Karthick Dalawai, Trisha Sqrow, and Suzanne Christensen welcome to RIMScast! [4:54] Karthick explains that Enterprise Risk Management in its current form and where it goes from here to enable leaders to make informed decisions tie back to metrics and the quantification of results. [5:22] Doing risk management thematically is good and influential, but anything you don't quantify you can't improve. Risk quantification is essential for a good enterprise risk management program. [5:49] Trisha's risk management path has evolved toward a value-based framework. She suggests an organization could start by measuring its overarching risk appetite, understanding its risks, and putting its ERM framework in place. [6:22] The parameters could be how much financial, regulatory, or strategic risk you want to take. Hone in on what the risk translates to by quantifying the value. [7:03] The metrics may not always be dollar amounts. There may be safety value metrics, or cyber security impacts. There is a way to tie those back to financials in many cases, but you can look at different values. [7:51] Karthick says it's easier to quantify financial risk than intangibles like cyber risk or talent risk. Having a common denominator makes it possible to explain risk so IT, HR, and all departments understand the enterprise risk, not just the risk in their slivers of the organization. [8:58] Defining risk under a value-based framework takes three keys: uncertainty, deviation from the company strategy, and taking the right opportunities to increase value. If you planned to grow 10% and you grew 15%, analyze that opportunity. What was the cost of that benefit? [10:20] Suzanne adds that scenario analysis helps. Why did your growth vary from your planned growth? What do you have to have in place to manage it? With a 15% growth, you'll need more resources and a plan for the logistics. You may need to make a lot of other arrangements. [11:06] You need to think about those things in contingency mode. Scenario analysis does that; it helps you work through those plans. [11:30] Karthick describes the possible limitations of a value-based framework. The common denominator is a financial metric. Executives need to understand what factors contribute to that value. Tying the risk appetite to the value occurs high in the organization. It's all-encompassing. [12:07] You have to break the framework into layers by what it means for the different business units and how they measure business. Rightly implemented, a value-based framework is of great value; otherwise, people might become disconnected from it. [12:37] Suzanne agrees that people might not buy in if the framework is not well-implemented. Suzanne and Karthick discuss avoiding bias and starting with wrong assumptions. [13:02] Karthick believes that gets into the risk culture of the organization. Is it conservative or more aggressive? When you have a quantifiable and measurable risk appetite, some people may tend not to breach it at all. Many times, risk decisions need not be risk-optimized. [13:48] Having a measurable risk metric guides how much risk people can take to add value to the organization, not just to manage the downside. Tie it back to the business metrics through which leaders measure their performance. Having a good manager is a win-win. [14:16] Suzanne adds that weighing the cumulative impact of multiple decisions while figuring out a strategy for the organization helps you think about the risk appetite of the firm and if there is room to take more risk. [14:53] Trisha considers the risk culture of the organization in helping people understand value-based frameworks. There are a lot of conversations to be had with various departments. A financial office does not have the same risks as a manufacturing facility or an airport. [15:28] Work with the people looking at safety metrics and help translate them into dollar amounts, considering insurance and claims. What value does the framework add? [15:45] Help people understand the value-based framework and have conversations around it. How much risk can you take? [16:19] Plug Time! RIMS Webinars! On October 31st, TÜV SÜD GRC discusses “Mastering Property Renewals: Strategies for Success in 2025 with Risk Engineering”. [16:34] On November 4th, I will be hosting a special RIMS Webinar presentation, “Lessons from Veterans on Strategic Risk Leadership”. That session will feature insights and perspectives from risk managers who previously served in the United States Armed Services. [16:53] On November 14th, Marsh will present “Risk Perception and Management: Insights for a Changing Landscape”. [17:00] On November 21st, HUB International returns with the fourth installment of their Ready for Tomorrow series,  “From AI to the SEC: The Future of D&O Litigation and Regulatory Exposures”. [17:15] On November 25th, Resolver returns to discuss “The Future of Risk & Compliance: 5 Key Insights for the Modern Leader”. [17:23] On Thursday, December 12th, OneTrust returns to deliver “Staying Vigilant: 7 Practical Tips for Ongoing Third-Party Risk Monitoring” [17:32] More webinars will be announced soon and added to the RIMS.org/webinars page. Go there to register. Registration is complimentary for RIMS members. [17:44] Back to My Interview with Suzanne Christensen, Trisha Sqrow, and Karthick Dalawai. [18:22] Karthick says to ask the executives at your organization if they use the deliverables from ERM in their day-to-day decision-making and how they tie into the metrics. If you get a positive answer, you're in a good spot. If not, a value-based framework is a good solution. [19:00] Every executive business leader manages P&L and understands dollarized values. Value-based frameworks are good tools if they are implemented in the right way. [19:21] Trisha says to consider your impact scoring. That's the beginning of your risk appetite. Work toward getting a common denominator. [19:40] Suzanne comments that to make better, more confident decisions in the organization, and get the executives engaged in the conversation, you want to understand what their tough decisions and challenges are. [20:03] In what would the executives like more transparency and understanding to make their tough strategic or day-to-day decisions? Connect with them where their challenges are as a starting point. That immediately proves value to the organization. [20:41] Trisha and Suzanne have publications discussed in episodes linked in the show notes. Suzanne authored a report on emerging risks and board reporting, “Navigating the Complexities of Emerging Risks”. Trisha co-authored “Developing and Refining Risk Appetite and Tolerance”. [21:21] Suzanne and Karthick will be two of the panelists in the closing general session of the RIMS ERM Conference 2024 on November 19th. That's going to be a forward-looking discussion that will be a lot of fun. [21:57] During that closing session, we're going to give away a registration to RISKWORLD 2025 in Chicago! Everyone should stick around for this session! [22:16] Thank you all so much for joining us today here on RIMScast! [22:25] Special thanks to Trisha Sqrow, Karthick Dalawai, and Suzanne Christensen of the RIMS Strategic and Enterprise Risk Management Council. [22:36] On November 19th, they will kick off Day 2 of the RIMS ERM Conference 2024 in Boston, with a session about Risk Quantification through a Value-based Framework. That will not be the only session they will present, so if you like what you heard, register now at RIMS.org/ERM2024. [22:59] Links to the guests' prior RIMScast interviews and their respective reports are in this episode's show notes. [23:12] More RIMS Plugs! The RIMS ERM Conference 2024 will be held in Boston, Massachusetts on November 18th and 19th. Register today at RIMS.org/ERM2024! [23:27] The RIMS App is available to RIMS members exclusively. Go to the App Store and download the RIMS App with all sorts of RIMS resources and coverage. It's different from the RIMS Events App. Everyone loves the RIMS App! [23:58 ] You can sponsor a RIMScast episode for this, our weekly show, or a dedicated episode. Links to sponsored episodes are in our show notes. RIMScast has a global audience of risk and insurance professionals, legal professionals, students, business leaders, C-Suite executives, and more. Let's collaborate and help you reach them! Contact pd@rims.org for more information. [24:40] Become a RIMS member and get access to the tools, thought leadership, and network you need to succeed. Visit RIMS.org/membership or email membershipdept@RIMS.org for more information. [24:57] Risk Knowledge is the RIMS searchable content library that provides relevant information for today's risk professionals. Materials include RIMS executive reports, survey findings, contributed articles, industry research, benchmarking data, and more. [25:12] For the best reporting on the profession of risk management, read Risk Management Magazine at RMMagazine.com. It is written and published by the best minds in risk management. [25:26] Justin Smulison is the Business Content Manager at RIMS. You can email Justin at Content@RIMS.org. [25:33] Thank you all for your continued support and engagement on social media channels! We appreciate all your kind words. Listen every week! Stay safe!   Mentioned in this Episode: RIMS ERM Conference 2024 will be in Boston, MA Nov. 18–19 | Register Now RIMS DEI Council RIMS-Certified Risk Management Professional (RIMS-CRMP) RIMS Strategic & Enterprise Risk Center NEW FOR MEMBERS! RIMS Mobile App RIMS Executive Report: “Developing and Refining Risk Appetite and Tolerance” RIMS Professional Report: “Navigating the Complexities of Emerging Risks” RIMS-CRMP Stories — New interview featuring Dan Elliott! Submit Your Nomination for 2025 Risk Manager of the Year — Part I is due on Oct. 31! RIMS Webinars: “Mastering Property Renewals: Strategies for Success in 2025 with Risk Engineering” | Sponsored by Global Risk Consultants, a TÜV SÜD Company | Oct. 31, 2024 “Lessons from Veterans on Strategic Risk Leadership” | Presented by RIMS | Nov. 4, 2024 “Risk Perception and Management: Insights for a Changing Landscape” | Sponsored by Marsh | Nov. 14, 2024 “From AI to the SEC: The Future of D&O Litigation and Regulatory Exposures” | Sponsored by HUB International | Nov. 21, 2024 “The Future of Risk & Compliance: 5 Key Insights for the Modern Leader” | Sponsored by Resolver | Nov. 25, 2024 “Staying Vigilant: 7 Practical Tips for Ongoing Third-Party Risk Monitoring” | Sponsored by OneTrust | Dec. 12, 2024 RIMS.org/Webinars   Upcoming Virtual Workshops: RIMS-CRMP Exam Prep with PARIMA (Virtual) | November 14–15, 2024 | 9:00 am–4:00 pm SGT — Register by Nov. 7 “Applying and Integrating ERM” | Dec 4‒5 “Captives as an Alternate Risk Financing Technique” | Dec. 17–18 See the full calendar of RIMS Virtual Workshops RIMS-CRMP Prep Workshops   Related RIMScast Episodes: “Big Shifts with John Hagel, ERM Conference Keynote” “Applying ERM Theory with Elise Farnham” “Maintaining an Award-Winning ERM Program with Michael Zuraw” “On Risk Appetite and Tolerance” with Trisha Sqrow “Emerging Risks and Board Reporting” with Suzanne Christensen   Sponsored RIMScast Episodes: “Third-Party and Cyber Risk Management Tips” | Sponsored by Alliant (New!) “RMIS Innovation with Archer” | Sponsored by Archer “Navigating Commercial Property Risks with Captives” | Sponsored by Zurich “Breaking Down Silos: AXA XL's New Approach to Casualty Insurance” | Sponsored by AXA XL “Weathering Today's Property Claims Management Challenges” | Sponsored by AXA XL “Storm Prep 2024: The Growing Impact of Convective Storms and Hail” | Sponsored by Global Risk Consultants, a TÜV SÜD Company “Partnering Against Cyberrisk” | Sponsored by AXA XL “Harnessing the Power of Data and Analytics for Effective Risk Management” | Sponsored by Marsh “Accident Prevention — The Winning Formula For Construction and Insurance” | Sponsored by Otoos “Platinum Protection: Underwriting and Risk Engineering's Role in Protecting Commercial Properties” | Sponsored by AXA XL “Elevating RMIS — The Archer Way” | Sponsored by Archer “Alliant's P&C Outlook For 2024” | Sponsored by Alliant “Why Subrogation is the New Arbitration” | Sponsored by Fleet Response “Cyclone Season: Proactive Preparation for Loss Minimization” | Sponsored by Prudent Insurance Brokers Ltd. “Subrogation and the Competitive Advantage” | Sponsored by Fleet Response “Cyberrisk Outlook 2023” | Sponsored by Alliant “Chemical Industry: How To Succeed Amid Emerging Risks and a Challenging Market” | Sponsored by TÜV SÜD “Insuring the Future of the Environment” | Sponsored by AXA XL “Insights into the Gig Economy and its Contractors” | Sponsored by Zurich “The Importance of Disaster Planning Relationships” | Sponsored by ServiceMaster   RIMS Publications, Content, and Links: RIMS Membership — Whether you are a new member or need to transition, be a part of the global risk management community! RIMS Virtual Workshops On-Demand Webinars RIMS-Certified Risk Management Professional (RIMS-CRMP) RISK PAC | RIMS Advocacy   RIMS Events, Education, and Services: RIMS Risk Maturity Model® RIMS Events App Apple | Google Play   Sponsor RIMScast: Contact sales@rims.org or pd@rims.org for more information.   Want to Learn More? Keep up with the podcast on RIMS.org, and listen on Spotify and Apple Podcasts.   Have a question or suggestion? Email: Content@rims.org.   Join the Conversation! Follow @RIMSorg on Facebook, Twitter, and LinkedIn.   About our guests: Karthick Dalawai, Chief Risk Officer for Penn Mutual Life Insurance Company   Trisha Sqrow, Vice President, Consulting Solutions, Marsh Advisory for Marsh USA Inc.   Suzanne Christensen, SVP, Head of Enterprise Risk Management for Franklin Templeton Investments Social Shareables (Edited For Social Media Use): Why Enterprise Risk Management exists in its current form and where it goes from here tie back to metrics and the quantification of results to enable leaders to make informed decisions. — Karthick Dalawai   Depending on your organization, you might be looking at different values and different types of metrics. Some might be strictly financial. An industry that has significant safety concerns might have a lot of safety value metrics, based on the type of risk. — Trisha Sqrow   Scenario analysis helps because you can run through those situations to say if that happens, then what happens? What do we have to have in place to be able to manage through that? With a 15% growth, you'll need more resources and a plan for the logistics. — Suzanne Christensen  

Welcome to RIMScast. Your host is Justin Smulison, Business Content Manager at RIMS, the Risk and Insurance Management Society.   In this episode, Justin interviews Maryam Salmasi, the Fred H. Bossons Award Winner for 2024. They discuss Maryam's passion for ERM, her professional training in Iran, and her tips on studying for the CRM exam. She tells how being multilingual helps her in risk management. She reveals what winning the Fred H. Bossons Award 2024 meant to her. Maryam concludes with her hopes and next steps for her risk management career in Canada.   Key Takeaways: [:01] About RIMS. [:15] About this episode. We are coming to you live from Vancouver at the RIMS Canada Conference 2024 and are featuring our very special guest, the Fred H. Bossons Award Winner for 2024, Maryam Salmasi. [:43] The RIMS ERM Conference will be held on November 18th and 19th. Keynote John Hagel recently appeared here on RIMScast. The full agenda is live. [:53] We will talk about everything from RMIS and AI to D&O, ESG, the SEC, and various other acronyms, in addition to future casting and risk quantification. Register at RIMS.org/ERM2024. [1:05] RIMS-CRMP holders can earn recertification points by attending the RIMS ERM Conference 2024! For those interested in studying for the exam, a pre-conference workshop will be held on-site on November 16th and 17th. Register now; a link is on this page! [1:28] The next RIMS-CRMP Exam Prep will be held with Purima virtually on November 14th and 15th. [1:36] The next RIMS-CRMP-FED Exam Course will be hosted along with George Mason University from December 3rd through the 5th. Links to these courses can be found on the Certifications page of RIMS.org and through this episode's show notes. [1:51] RIMS Virtual Workshops! Elise Farnham of Illumine Consulting recently joined us here on RIMScast. On December 4th and 5th, she will host Applying and Integrating ERM. Other dates for the Fall and Winter are available on the Virtual Workshops calendar, RIMS.org/virtualworkshops. [2:16] Interview! This episode is recorded live on-site at the RIMS Canada Conference 2024 in Vancouver. It's a beautiful city and everyone is having a fantastic time! [2:29] The RIMS Canada Council and Planning Committee outdoes themselves every year with the networking opportunities and educational offerings! One of the highlights of the RIMS Canada Conference was the Fred H. Bossons Award. [2:42] The Fred H. Bossons Award honors the risk management professional who earns the highest average mark on the three examinations required to attain the Canadian Risk Management designation (CRM). This year's winner is ERM consultant Maryam Salmasi. [2:56] Maryam has such a fantastic story and unique background. I wanted to capture her perspective and share it all with the RIMScast audience! [3:03] We're going to learn about what it was like for her to be an emerging risk professional in Iran, what her experience has been here in Vancouver, and what it took for her to study for, pass, and eventually make the grade! [3:18] Maryam Salmasi, this year's winner of the Fred H. Bossons Award, welcome to RIMScast!  [3:58] Maryam is an enterprise risk management consultant at Stage Meta in Canada. She is also working with the Burnaby Board of Trade in Vancouver, with incredible people. [4:20] Maryam has been in ERM for about eight years. Risk management helps control uncertainty. Maryam is passionate about helping businesses to grow and make the best of themselves. [4:39] Maryam chose to concentrate on risk management to help businesses understand their risks and address them, mitigate them, and have better paths for growth. [5:06] Maryam started her career in Iran. She is a newcomer to Canada. In Iran, she worked as a risk manager for an insurance company, insurance agencies, and a brokerage. [5:31] Maryam worked in the insurance industry for about 19 years, in underwriting, claims, and customer-facing roles for about three years. She worked in organizational development, ERM, organizational excellence, quality, and process management, as a manager and specialist.  [6:13] Maryam was also involved in designing new insurance products and executing actuarial calculations, package design, and insurance acquisitions. [6:43] Maryam says that organizations share similarities in all the world. They each have structure, risk strategies, and financial, operational, and hazard risks. The environments are different but the concepts are the same. [7:19] Maryam says that in Iran, more than 50% of insurance industry employees are women who work hard and thrive in different positions but not many of them are managers or directors. [8:16] Maryam was part of a supportive risk management networking group that was mostly women. [8:48] Plug Time! RIMS Webinars! On October 17th, Resolver will discuss The Future of Risk & Compliance: 5 Key Insights for the Modern Leader. [9:00] On October 24th, Hub International returns for the fourth installment of their Ready for Tomorrow series, From AI to the SEC: The Future of D&O Litigation and Regulatory Exposures. [9:13] On October 31st, TÜV SÜD GRC discusses Mastering Property Renewals: Strategies for Success in 2025 with Risk Engineering. On November 4th, I will be hosting a special RIMS Webinar presentation, Lessons from Veterans on Strategic Risk Leadership. [9:43] On November 14th, Marsh will present Risk Perception and Management: Insights for a Changing Landscape. More webinars will be announced soon and added to the RIMS.org/webinars page. Go there to register. Registration is complimentary for RIMS members. [10:02] There is another webinar you should know about. On October 22, 2024 at 1:00 p.m.ET. I will be moderating for my friends at ex judicata If I Leave the Law — A Webcast Series: Landing a Nonlegal Job in Insurance Industry: Risk Management, Brokerage, Claims, & Advisory. [10:28] Other panelists include leaders from Lockton, Berkshire Hathaway Specialty Insurance, and our friend from the RIMS Public Policy Committee and the RIMS Detroit Chapter, Lynn Haley Pilarski, who works at GM. [10:45] This is a complimentary webinar and it is a chance for you to invite your friends who are in the legal profession, looking to transition to another role, to check out risk management and see what it's all about. The link is in this episode's notes. [11:05] Back to My Interview with the 2024 Fred H. Bossons Award Winner, Maryam Salmasi! Maryam studied for the CRM exam online at the Insurance Institute at her own pace while she was searching for a full-time job as she worked as a risk management consultant. [12:21] Maryam's study method is to take detailed notes and create summaries and summaries of summaries, to review and compare the points. She says there are similar concepts across CRM and risk management materials and her notes help her locate and review concepts. [12:55] That review gave her a better understanding of the concepts than trying to memorize them. Her notes were very helpful for her. [13:13] Maryam finished the risk management courses and the examinations in two semesters. In the first semester, she took two exams. In the second semester, she studied for and took the third exam. [13:53] Maryam was not taking the examinations to win an award but to acquire the CRM certification. When she found out she had won the 2024 Fred H. Bossons Award, at first she was surprised. It's great that someone recognized her passion as she did what she truly enjoyed. [14:38] Maryam is grateful to be recognized for her passion for risk management and the insurance industry. She enjoyed being on stage and receiving the trophy for the award. It's precious to her. [15:01] Maryam speaks Persian, English, and some Italian. Knowing English helped Maryam in her risk management career. She also found a few risk books translated into Persian from English. She follows some Italian insurance companies' social media accounts in Italian. [15:44] Maryam feels that knowing other languages and cultures is like having two or three souls. It's wonderful to know them, but for insurance and risk management, she says that English is the best language. [16:24] Maryam has found great opportunities to network and meet incredible people with great backgrounds and knowledge of risk management, most of them in the insurance industry, at the RIMS Canada Conference 2024. Maryam is grateful to be there. [16:52] Maryam's tip for studying for the CRM examinations is to make notes and summaries. You have to pass both Institute courses and exams separately. That's a total of six exams. Once you achieve passing grades in both courses and the exams, you will receive the designation. [17:29] Maryam scheduled two exams on the same day, which kept her fresh and focused on the material, which she thought was good, although she was tired at the end of the day. [17:58] Maryam's next step is to learn more and to get the CRMP certification. She is still in search of her ideal long-term position. She hopes this certification will help her to gain more success! Justin believes the Fred H. Bossons Award will elevate Maryam's professional profile. [18:49] I want to thank you so much! It was such a pleasure to meet you and I feel fortunate to sit down with you the day after you won an award. Congratulations again and I wish you continued success! [19:07] Special thanks again to 2024 Fred H. Bossons Award winner Maryam Salmasi for joining me here on RIMScast live, in person! We had a great time here at the RIMS Canada Conference 2024 in Vancouver. [19:20] I look forward to seeing you all at the RIMS Canada Conference 2025 in Calgary, September 14th through the 17th. [19:27] And special thanks and congratulations to all the members of the RIMS Canada Council, the RIMS Canada Conference Planning Committee, and the RIMS Events staff for producing one of the most memorable RIMS Canada Conferences I've attended. I hope you get some sleep! [19:46] Register today for the RIMS ERM Conference 2024, to be held November 18th and 19th in Boston, Massachusetts! Visit RIMS.org/ERM2024 to register. [20:04] More RIMS Plugs! The RIMS App is available to RIMS members exclusively. Go to the App Store and download the RIMS App with all sorts of RIMS resources and coverage. It's different from the RIMS Events App. Everyone loves the RIMS App! [20:37] You can sponsor a RIMScast episode for this, our weekly show, or a dedicated episode. Links to sponsored episodes are in our show notes. RIMScast has a global audience of risk and insurance professionals, legal professionals, students, business leaders, C-Suite executives, and more. Let's collaborate and help you reach them! Contact pd@rims.org for more information. [21:19] Become a RIMS member and get access to the tools, thought leadership, and network you need to succeed. Visit RIMS.org/membership or email membershipdept@RIMS.org for more information. [21:36] Risk Knowledge is the RIMS searchable content library that provides relevant information for today's risk professionals. Materials include RIMS executive reports, survey findings, contributed articles, industry research, benchmarking data, and more. [21:51] For the best reporting on the profession of risk management, read Risk Management Magazine at RMMagazine.com. It is written and published by the best minds in risk management. [22:05] Justin Smulison is the Business Content Manager at RIMS. You can email Justin at Content@RIMS.org. [22:12] Thank you all for your continued support and engagement on social media channels! We appreciate all your kind words. Listen every week! Stay safe!   Mentioned in this Episode: RIMS ERM Conference 2024 will be in Boston, MA Nov. 18–19 | Register Now RIMS DEI Council RIMS-Certified Risk Management Professional (RIMS-CRMP) RIMS Strategic & Enterprise Risk Center NEW FOR MEMBERS! RIMS Mobile App RIMS Canada News Release: RIMS Ontario Chapter Honours Valerie Fox with the 2024 Donald M. Stuart Award Follow RIMS Canada on LinkedIn The Strategic and Enterprise Risk Center RIMS-CRMP Stories — New interviews featuring Dan Elliott! The CRM designation provides risk professionals with a foundation of knowledge and skills needed to identify, assess, monitor, and limit risks. The award is recognized by RIMS and awarded by GRMI.   RIMS Webinars: The Future of Risk & Compliance: 5 Key Insights for the Modern Leader | Sponsored by Resolver | Oct. 17, 2024 “If I Leave the Law – A Webcast Series: Landing a Nonlegal Job in Insurance Industry: Risk Management, Brokerage, Claims, & Advisory”  Presented by ex judicata | Oct. 22, 2024 From AI to the SEC: The Future of D&O Litigation and Regulatory Exposures | Sponsored by Hub International | Oct. 24, 2024 Mastering Property Renewals: Strategies for Success in 2025 with Risk Engineering | Sponsored by Global Risk Consultants, a TÜV SÜD Company | Oct. 31, 2024 Lessons from Veterans on Strategic Risk Leadership | Presented by RIMS | Nov. 4, 2024 Risk Perception and Management: Insights for a Changing Landscape | Sponsored by Marsh | Nov. 14, 2024 RIMS.org/Webinars   Upcoming Virtual Workshops RIMS-CRMP Exam Prep with PARIMA (Virtual) November 14–15, 2024 | 9:00 am–4:00 pm SGT — Register by Nov. 7 Applying and Integrating ERM | Dec 4‒5 See the full calendar of RIMS Virtual Workshops RIMS-CRMP Prep Workshops   Related RIMScast Episodes: “Big Shifts with John Hagel, ERM Conference Keynote” “Applying ERM Theory with Elise Farnham” “Maintaining an Award-Winning ERM Program with Michael Zuraw”   Sponsored RIMScast Episodes: “Navigating Commercial Property Risks with Captives” | Sponsored by Zurich (New!) “Breaking Down Silos: AXA XL's New Approach to Casualty Insurance” | (New!) “Weathering Today's Property Claims Management Challenges” | Sponsored by AXA XL “Storm Prep 2024: The Growing Impact of Convective Storms and Hail” | Sponsored by Global Risk Consultants, a TÜV SÜD Company “Partnering Against Cyberrisk” | Sponsored by AXA XL “Harnessing the Power of Data and Analytics for Effective Risk Management” | Sponsored by Marsh “Accident Prevention — The Winning Formula For Construction and Insurance” | Sponsored by Otoos “Platinum Protection: Underwriting and Risk Engineering's Role in Protecting Commercial Properties” | Sponsored by AXA XL “Elevating RMIS — The Archer Way” | Sponsored by Archer “Alliant's P&C Outlook For 2024” | Sponsored by Alliant “Why Subrogation is the New Arbitration” | Sponsored by Fleet Response “Cyclone Season: Proactive Preparation for Loss Minimization” | Sponsored by Prudent Insurance Brokers Ltd. “Subrogation and the Competitive Advantage” | Sponsored by Fleet Response “Cyberrisk Outlook 2023” | Sponsored by Alliant “Chemical Industry: How To Succeed Amid Emerging Risks and a Challenging Market” | Sponsored by TÜV SÜD “Insuring the Future of the Environment” | Sponsored by AXA XL “Insights into the Gig Economy and its Contractors” | Sponsored by Zurich “The Importance of Disaster Planning Relationships” | Sponsored by ServiceMaster   RIMS Publications, Content, and Links: RIMS Membership — Whether you are a new member or need to transition, be a part of the global risk management community! RIMS Virtual Workshops On-Demand Webinars RIMS-Certified Risk Management Professional (RIMS-CRMP) RISK PAC | RIMS Advocacy   RIMS Events, Education, and Services: RIMS Risk Maturity Model® RIMS Events App Apple | Google Play   Sponsor RIMScast: Contact sales@rims.org or pd@rims.org for more information.   Want to Learn More? Keep up with the podcast on RIMS.org, and listen on Spotify and Apple Podcasts.   Have a question or suggestion? Email: Content@rims.org.   Join the Conversation! Follow @RIMSorg on Facebook, Twitter, and LinkedIn.   About our guest: Maryam Salmasi, ERM Consultant at Stage Meta, Fred H. Bossons Award Winner 2024 Social Shareables (Edited For Social Media Use): Risk management controls uncertainty. Because I am passionate about helping businesses to grow and to make the best of themselves, I chose to concentrate on risk management to help them understand their risk. — Maryam Salmasi   It's very important to have Canadian certification to show that you know this concept. My only intention was to pass the exam. It's great that someone recognized my passion for risk management because I did what I truly enjoyed. — Maryam Salmasi   When you know other languages or cultures it's like you have this second or third soul. It's pretty wonderful to know other languages or cultures but for insurance or risk management, English is the best language. — Maryam Salmasi   I found great opportunities to network and meet incredible people with great backgrounds and knowledge of risk management, most of them in the insurance industry, at the RIMS Canada Conference 2024. I am grateful to be here. — Maryam Salmasi  

Welcome to RIMScast. Your host is Justin Smulison, Business Content Manager at RIMS, the Risk and Insurance Management Society.   In this episode, Justin interviews John Hagel, RIMS ERM Conference Keynote. John's keynote on November 18 will be titled Embracing Change to Manage Risk. Justin and John explore how risk has evolved over John's 40-year career and the last decade, and aligning risk management with technological innovation. John shares his thoughts on the RIMS Risk Maturity Model and a hint of what to expect in his November 18th keynote address at the RIMS ERM Conference 2024 in Boston. John concludes with his observation of positive trends in risk management.   Key Takeaways: [:01] About RIMS. [:15] About this episode. Our topic is ERM and our guest is John Hagel, who will be the opening keynote at the RIMS ERM Conference 2024 in Boston on November 18th and 19th. [:46] RIMS ERM Conference! The full agenda is live. We will talk about everything from RMIS and AI to D&O, ESG, the SEC, and various other acronyms, in addition to future casting and risk quantification. RIMS.org/ERM2024. [1:05] RIMS-CRMP holders can earn recertification points by attending the RIMS ERM Conference 2024! For those interested in studying for the exam, a pre-conference workshop will be held on-site on November 16th and 17th. Register now; a link is on this page! [1:28] The next RIMS-CRMP-FED Exam Course will be hosted along with George Mason University from December 3rd through the 5th. Links to these courses can be found on the Certifications page of RIMS.org and through this episode's show notes. [1:44] RIMS Virtual Workshops! On October 9th and 10th, Chris Hansen returns to deliver Fundamentals of Insurance. He's very popular in the Worker's Comp space. [1:59] Elise Farnham of Illumine Consulting recently joined us here on RIMScast. On December 4th and 5th, she will host Applying and Integrating ERM. Other dates for the Fall and Winter are available on the Virtual Workshops calendar of RIMS.org/virtualworkshops. [2:20] Interview! I am so excited to present an interview with our guest today, John Hagel! He will deliver the opening keynote address at the RIMS ERM Conference 2024. It's titled Embracing Change to Manage Risk. [2:37] John is a visionary with more than 40 years of experience as a management consultant, entrepreneur, and thought leader in Silicon Valley. He will kick off our conference, exploring how technological innovation is transforming the global economy, society, and the risk landscape. [2:55] John will also explore how these concepts will influence and intersect with three critical risk tenets: strategy alignment, culture and accountability, and risk capabilities. There's so much to discuss. Let's get to it! [3:09] John Hagel, welcome to RIMScast! John joins a long line of impactful keynote speakers for the RIMS ERM Conference. He is excited about it! [3:54] John was drawn to Silicon Valley decades ago because of the sense of optimism and the energy around addressing opportunities in the future and also because it's the seedbed of some amazing digital technology. [4:17] John founded a couple of tech startups. He was a senior executive with Atari in the video game business from 1982 to 1984, a partner at McKinsey & Company, helping found their Silicon Valley office, and led a research center at Deloitte, called the Center for the Edge. [5:20] Atari provided an opportunity for young people to get into digital technology. [6:09] John talks about the risks in technology over the years. Digital technology is improving exponentially over time. What's competitive today becomes obsolete a couple of days from now or years from now. [6:27] John has done a lot of work around what he calls the big shift, or the long-term forces that are redefining the global economy and society. On one side, the big shift creates mounting performance pressure, the competition intensifies and the pace of change accelerates. [6:46] A small event in a faraway place quickly becomes a globally disruptive event. There's a lot of risk from the mounting performance pressure. One of the consequences of all this is that it increases the risk of the status quo. Doing what you've done before becomes more risky. [7:24] At the same time, the big shift is creating exponentially expanding opportunity, with far more value at far less resource, far more quickly. It decreases the risk of creating exponential value. [8:14] John believes the most disruptive trend over the past years has been customers becoming more powerful with access to more information. They use that information to find someone much more effective at addressing their needs. They're becoming less trusting. [8:44] John sees trust eroding in large institutions around the world. That's disruptive, as large institutions want and need trust but they're losing it. This is business-to-business trust. It is being lost because of the spreading emotion of fear. [10:35] In Silicon Valley, John had the opportunity to work with some of the most successful technology companies. He found that they have a different approach to strategy than most traditional organizations. John is a strong proponent of the value of this approach. [10:56] This different approach is called Zoom Out-Zoom In. Zoom out 10 to 20 years; what's the really big opportunity we could be pursuing? Zoom in; what can we do in the next six to 12  months to help us accelerate our movement toward that opportunity? [11:25] Companies that pursue the Zoom In-Zoom-Out strategy focus on the risk of not acting. They move forward but don't try to do massive 10-year projects. They do something in the next six months that can help them learn faster what's required to achieve the opportunity at low risk. [12:16] Plug Time! RIMS Webinars! On October 10th, Zurich returns to present Long-Term Property Strategies for a Resilient Future. On October 17th, Resolver will discuss The Future of Risk & Compliance: 5 Key Insights for the Modern Leader. [12:36] On October 24th, Hub International returns for the fourth installment of their Ready for Tomorrow series, From AI to the SEC: The Future of D&O Litigation and Regulatory Exposures. [12:50] On October 31st, TÜV SÜD GRC discusses Mastering Property Renewals: Strategies for Success in 2025 with Risk Engineering. On November 4th, I will be hosting a special RIMS Webinar presentation, Lessons from Veterans on Strategic Risk Leadership. [13:20] On November 14th, Marsh will present Risk Perception and Management: Insights for a Changing Landscape. More webinars will be announced soon and added to the RIMS.org/webinars page. Go there to register. Registration is complimentary for RIMS members. [13:38] There is another webinar you should know about. On October 22, 2024 at 1:00 p.m.ET. I will be moderating for my friends at ex judicata If I Leave the Law — A Webcast Series: Landing a Nonlegal Job in Insurance Industry: Risk Management, Brokerage, Claims, & Advisory. [14:04] Other panelists include leaders from Lockton, Berkshire Hathaway Specialty Insurance, and our friend from the RIMS Public Policy Committee and the RIMS Detroit Chapter, Lynn Haley Pilarski, who works at GM. [14:24] This is a complimentary webinar and it is a chance for you to invite your friends who are in the legal profession, looking to transition to another role, to check out risk management and see what it's all about. The link is on this page. [14:43] The Spencer Educational Foundation's goal is to help build a talent pipeline of risk management and insurance professionals. That is achieved, in part, by a collaboration with risk management and insurance educators across the U.S. and Canada. [13:57] Whether you want to apply for a grant, participate in the Risk Manager on Campus program, or just learn more about Spencer, visit SpencerEd.org. [15:08] On that note, applications are being accepted for internship grants. Since 1999, Spencer has awarded over $2.7 million in internship grants to over 540 recipients. To be eligible, risk managers must be based in the United States, Canada, or Bermuda. [15:26] The application deadline is October 15th, 2024. Awardees are typically notified at the beginning of December. A link to the Internship Grants page is in this episode's show notes. [15:40] Back to My Interview with RIMS ERM Conference 2024 Keynote Speaker, John Hagel! John loves Boston. He loves the combination of incredible history and all the universities there. It's got a youthful culture; the combination of age and youth makes it interesting. [16:38] For six years, John lived in Boston. For four of those years, he was in a graduate program for both an MBA and a JD from Harvard. He was recruited by Boston Consulting Group to be a consultant and spent two years there. He just didn't like the cold winters and hot summers. [17:30] Justin describes the emergence of the RIMS Risk Maturity Model. It serves as a template or guide for how effective ERM can be run. A link to it is on this page. John took the model. It was challenging for him as a solo practitioner; it was hard to apply five pillars to an individual. [18:15] John found the five pillars and the different levels of maturity enlightening. The model shows the complexity of ERM. It's not just one pillar and one stage. In terms of maturity, it's a set of stages. John particularly likes the emphasis on continuous cycles of improvement. [19:05] John also liked that at the highest level, the focus was future-oriented decision-making, encouraging and helping people to look ahead to future opportunities and risks. The model helps leaders to see that ERM is a continuously improving cycle. [19:48] No matter how good an ERM program is at any time, there is more to come. John likes the focus on the future and the emphasis on continuous learning. We must learn constantly and never assume we're experts with all the answers. There are more questions that need answers. [20:15] The five pillars John mentioned are Strategy Alignment, Culture & Accountability, Risk Management Capabilities, Risk Governance, and Analytics. [20:44] John's opening keynote address will cover his research on how the world is changing and the implications for risk management, the big shift with mounting performance pressures as a key factor. He will discuss the new approach to strategy as old approaches are challenged. [21:24] We need to step back and reflect on what strategy is going to help us manage risk more effectively. We're in a time when fundamental transformation is essential. He will talk about the role of AI in ERM as a catalyst for change. [22:08] John will focus on three pillars of the RIMS Risk Maturity Model: Strategy Alignment, Culture & Accountability, and Risk Management Capabilities and how to address them in the rapidly changing world. John will have no visuals. He encourages audience interaction. [23:14] Justin emphasizes there will be some Q&A time at the end of the session, and that people should take notes during the address. Please come prepared with questions that can enhance the audience's knowledge. [24:09] John warns against underestimating the risk of continuing as you are and focusing just on the present. Look into the future to see how risks may be changing over time. In addition to internal risks, look for ways to reduce the risks to your stakeholders, customers, and suppliers. [25:00] John sees a positive trend of understanding that as the world is changing, more opportunity is emerging. Explore the opportunity. Understanding how technological innovation transforms our opportunities and risks becomes critical. [25:26] John, we look forward to seeing you on the morning of November 18th in Boston, kicking off our RIMS ERM Conference 2024. You're going to explain how to embrace change through innovation and the psychology of change. Anyone in risk management will take away a lot! [26:00] We thank you in advance for being a fantastic keynote! [26:07] Special thanks to John Hagel for joining us! He will be the opening keynote speaker on November 18th at the RIMS ERM Conference 2024. A link to his website is on this page. [26:23] Register now for the RIMS ERM Conference 2024, to be held November 18th and 19th in Boston, Massachusetts! Visit RIMS.org/ERM2024 to register. [26:36] It's RIMS Plug Time! The RIMS App is available to RIMS members exclusively. Go to the App Store and download the RIMS App with all sorts of RIMS resources and coverage. It's different from the RIMS Events App. Everyone loves the RIMS App! [27:11] You can sponsor a RIMScast episode for this, our weekly show, or a dedicated episode. Links to sponsored episodes are in our show notes. RIMScast has a global audience of risk and insurance professionals, legal professionals, students, business leaders, C-Suite executives, and more. Let's collaborate and help you reach them! Contact pd@rims.org for more information. [27:56] Become a RIMS member and get access to the tools, thought leadership, and network you need to succeed. Visit RIMS.org/membership or email membershipdept@RIMS.org for more information. [28:14] Risk Knowledge is the RIMS searchable content library that provides relevant information for today's risk professionals. Materials include RIMS executive reports, survey findings, contributed articles, industry research, benchmarking data, and more. [28:30] For the best reporting on the profession of risk management, read Risk Management Magazine at RMMagazine.com. It is written and published by the best minds in risk management. [28:45] Justin Smulison is the Business Content Manager at RIMS. You can email Justin at Content@RIMS.org. [28:52] Thank you for your continued support and engagement on social media channels! We appreciate all your kind words. Listen every week! Stay safe!   Mentioned in this Episode: RIMS ERM Conference 2024 will be in Boston, MA Nov. 18‒19 | Register Now RIMS DEI Council RIMS-Certified Risk Management Professional (RIMS-CRMP) RIMS Strategic & Enterprise Risk Center NEW FOR MEMBERS! RIMS Mobile App Spencer Internship Grants — Deadline Oct. 15 The Strategic and Enterprise Risk Center RIMS-CRMP Stories — New interviews featuring DFW RIMS President Emily Casso Ford! JohnHagel.com   RIMS Webinars: Long-Term Property Strategies for a Resilient Future | Sponsored by Zurich | Oct. 10, 2024 The Future of Risk & Compliance: 5 Key Insights for the Modern Leader | Sponsored by Resolver | Oct. 17, 2024 If I Leave the Law — A Webcast Series: Landing a Nonlegal Job in Insurance Industry: Risk Management, Brokerage, Claims, & Advisory | Presented by ex judicata | Oct. 22, 2024 From AI to the SEC: The Future of D&O Litigation and Regulatory Exposures | Sponsored by Hub International | Oct. 24, 2024 Mastering Property Renewals: Strategies for Success in 2025 with Risk Engineering | Sponsored by Global Risk Consultants, a TÜV SÜD Company | Oct. 31, 2024 Lessons from Veterans on Strategic Risk Leadership | Presented by RIMS | Nov. 4, 2024 Risk Perception and Management: Insights for a Changing Landscape | Sponsored by Marsh | Nov. 14, 2024 RIMS.org/Webinars   Upcoming Virtual Workshops: Fundamentals of Insurance | Oct 9‒10, 2024 Applying and Integrating ERM | Dec 4‒5 See the full calendar of RIMS Virtual Workshops RIMS-CRMP Prep Workshops   Related RIMScast Episodes: “Applying ERM Theory with Elise Farnham” “Maintaining an Award-Winning ERM Program with Michael Zuraw” “Bigger Risks with the Texas State Office of Risk Management” | Sponsored By Hillwood   Sponsored RIMScast Episodes: “Navigating Commercial Property Risks with Captives” | Sponsored by Zurich (New!) “Breaking Down Silos: AXA XL's New Approach to Casualty Insurance” | (New!) “Weathering Today's Property Claims Management Challenges” | Sponsored by AXA XL “Storm Prep 2024: The Growing Impact of Convective Storms and Hail” | Sponsored by Global Risk Consultants, a TÜV SÜD Company “Partnering Against Cyberrisk” | Sponsored by AXA XL “Harnessing the Power of Data and Analytics for Effective Risk Management” | Sponsored by Marsh “Accident Prevention — The Winning Formula For Construction and Insurance” | Sponsored by Otoos “Platinum Protection: Underwriting and Risk Engineering's Role in Protecting Commercial Properties” | Sponsored by AXA XL “Elevating RMIS — The Archer Way” | Sponsored by Archer “Alliant's P&C Outlook For 2024” | Sponsored by Alliant “Why Subrogation is the New Arbitration” | Sponsored by Fleet Response “Cyclone Season: Proactive Preparation for Loss Minimization” | Sponsored by Prudent Insurance Brokers Ltd. “Subrogation and the Competitive Advantage” | Sponsored by Fleet Response “Cyberrisk Outlook 2023” | Sponsored by Alliant “Chemical Industry: How To Succeed Amid Emerging Risks and a Challenging Market” | Sponsored by TÜV SÜD “Insuring the Future of the Environment” | Sponsored by AXA XL “Insights into the Gig Economy and its Contractors” | Sponsored by Zurich “The Importance of Disaster Planning Relationships” | Sponsored by ServiceMaster   RIMS Publications, Content, and Links: RIMS Membership — Whether you are a new member or need to transition, be a part of the global risk management community! RIMS Virtual Workshops On-Demand Webinars RIMS-Certified Risk Management Professional (RIMS-CRMP) RISK PAC | RIMS Advocacy   RIMS Events, Education, and Services: RIMS Risk Maturity Model® RIMS Events App Apple | Google Play   Sponsor RIMScast: Contact sales@rims.org or pd@rims.org for more information.   Want to Learn More? Keep up with the podcast on RIMS.org, and listen on Spotify and Apple Podcasts.   Have a question or suggestion? Email: Content@rims.org.   Join the Conversation! Follow @RIMSorg on Facebook, Twitter, and LinkedIn.   About our guest: John Hagel, Silicon Valley Veteran, Entrepreneur, and Founder of Beyond Our Edge, LLC John Hagel on LinkedIn Social Shareables (Edited For Social Media Use): Digital technology is exponentially improving over time. What's competitive today becomes obsolete a couple of days from now or a couple of years from now. — John Hagel   There's a lot of risk from the mounting performance pressure. One of the consequences of all this is that it increases the risk of the status quo. Doing what you've done before becomes more and more risky  — John Hagel   I did find the RIMS Risk Maturity Model enlightening in terms of the five pillars that come into it and the different levels of maturity, helping people to see that this is complex. It's not just one pillar and one stage. — John Hagel   Don't underestimate the risk of continuing as you are and focusing on the present. Look to the future to see how risks may be changing. In addition to internal organizational risks, look for ways to reduce the risks to your stakeholders, customers, and suppliers. — John Hagel  

Chad Hyams, broadcasting from his new space, is joined by leadership coach Daniel Ludevig. They dive into the essence of impactful leadership, exploring the vital components of vision, influence, and authenticity. Daniel shares insights on self-awareness, values, and the true nature of influence in leadership versus social media. He also introduces his groundbreaking program, "The Modern Leader," designed to ensure sustainable leadership growth. Tune in for an in-depth discussion that challenges conventional views on leadership and personal development.   Connect with Daniel Daniel's Website: moveleadership.com Daniel on Instagram: @DanielLudevig Daniel on LinkedIn: Daniel Ludevig Profile The Modern Leader Program: Information available through Daniel's social channels ---------- Connect with the hosts:     •    Ben Kinney: https://www.BenKinney.com/     •    Bob Stewart: https://www.linkedin.com/in/activebob     •    Chad Hyams: https://ChadHyams.com/     •    Book one of our co-hosts for your next event: https://WinMakeGive.com/speakers/ More ways to connect:      •    Join our Facebook group at www.facebook.com/groups/winmakegive     •     Sign up for our weekly newsletter: https://WinMakeGive.com/sign-up     •     Explore the Win Make Give Podcast Network: https://WinMakeGive.com/   Part of the Win Make Give Podcast Network

40% of the workforce is set to retire in the next 5-8 years. What that means is our workforce is shifting and therefore so must our leadership. Today's episode is about the skills needed to lead the modern workforce. The top 5 things people are looking for in an employer is.. 1. Trust 2. Growth and Development 3. Impact 4. Collaboration 5. Appreciation In order to provide that you need to have a variety of skills as a leader. There are 6 hats I think a Modern Leader needs to wear. In this episode I dig into each of these hats. When you need to wear them and how to build your skills in that area. The 6 Hats a Modern Leader must wear. 1. Manager 2. Leader 3. Coach 4. Trainer 5. Cheerleader 6. Referee Did you like today's episode? If so, leave a review and be sure to subscribe so you don't miss future episodes. Share with a friend and follow along on social media too! FOLLOW ON LINKEDIN: https://www.linkedin.com/in/abbycornelius/ VISIT WEBSITE: www.abbycornelius.com

For this episode, David is joined by Daniel Ludevig, who is a leadership coach and founder of the Modern Leader Community to discuss the qualities of a modern leader. Daniel shares the best way to learn the necessary skills to become a visionary, influential and authentic modern leader. To explore how to get unstuck on your mission, put your purpose into practice and convert your ideas into impact book a discovery call with David here https://calendly.com/david-peoplewithpurpose/30min KEY TAKEAWAYS A modern leader has a compelling vision. They strongly influence other people and have undeniable authenticity. Spreading learning leadership skills across 12 to 15 in 4-hour sessions, works better than completing a single course. Focus on applying one thing at a time. Addressing your negative thoughts and behaviour patterns is a big part of becoming an effective leader. Your personality traits are basically negative patterns of behaviour, which can be disrupted, which means you can change who you are. Most people are already leading in some area of their lives. 75% of our 60,000 daily internal thoughts are negative. Your inner critic is pulling you down. Being aware of your internal dialogue is a skill, which anyone can learn. Leaders need to be aware of their energy and that of others e.g. how engaged and enthusiastic people are. BEST MOMENTS ‘Leadership development is synonymous with personal development.' ‘We are all leaders in some areas of life.' ‘One of the most powerful things a leader can do is to learn how to take control of where their attention is' ‘Notice what is happening at the emotional level as well as at the content level of the conversation.' EPISODE RESOURCES https://www.instagram.com/daniel.ludevig https://www.linkedin.com/in/danielludevig https://www.moveleadership.com ABOUT THE SHOW People with purpose make a difference. Imagine a world where more people can just get their purpose out of them, into a plan and then actually make it happen. What a world that would be - People everywhere finding meaning and harnessing that to bring inspiration and energy to each and every day, changing lives for the better. But no one ever achieved anything on their own - we all have something unique to bring and that means we all have to play our part - if we want to go far, we have to go together and lead or serve towards a vision of the world we want to see. Everyone has a story to tell, and this show is where these stories come to life. ABOUT THE HOST David Roberts is a highly regarded CEO, mentor, and investor with 30 years of experience across multiple sectors. As an intrapreneur and entrepreneur, David has bought, grown, started and sold several businesses, working with values-driven start-ups, award-winning SMEs, and multinational corporations on strategies for service excellence, leadership, and profitable growth. David's passion is for purpose and creating an environment where everyone can succeed, through building teams that get things done, execute on their mission with passion, deliver exceptional service and really make a difference. ARTWORK CREDIT Penny Roberts - https://www.instagram.com/penpennypencils CONTACT METHODS LinkedIn - https://www.linkedin.com/in/david-roberts-nu-heat/ Facebook - https://www.facebook.com/DavidRobertsPeopleWithPurpose David's Facebook - https://www.facebook.com/dave.roberts.5076798 Instagram - https://www.instagram.com/davidcroberts_/ Email - david@peoplewithpurpose.live

Are you ready to redefine what true leadership means in today's complex world? Join us as we dive deep with Daniel Ludevig, a transformational coach and founder of Move Leadership, who shares his journey from breaking free of societal norms to embodying authenticity, integrity, and vulnerability. In this compelling conversation, we explore the challenges of modern leadership, the power of self-discovery, and how our past shapes our present. Whether you're a leader, aspiring coach, or simply eager to understand the depths of human resilience, this episode of Seek Go Create is not to be missed.“Modern leadership involves authenticity, inspiring vision, and strong influence.” - Daniel Ludevig Access all show and episode resources HEREAbout Our Guest:Daniel Ludevig is a distinguished transformation coach and leadership expert, celebrated for his unique ability to guide clients through personal and professional evolution. As the founder of Move Leadership, Daniel leverages a rich tapestry of life experiences—from facilitating post-genocide community conversations in Cambodia to managing a hotel in Monaco. His profound insights into integrity, authenticity, and vulnerability in modern leadership have made him a sought-after speaker and mentor. With over 15 years of expertise distilled into his acclaimed program, "The Modern Leader," Daniel is dedicated to fostering sustainable leadership development and empowering individuals to navigate complexity with care and clarity.Reasons to Listen: 1. **Transforming Darkness into Light**: Discover Daniel Ludevig's unique approach to coaching that marries care, kindness, and clarity—find out how he turns adversity into growth opportunities.2. **Modern Leadership Insights**: Learn about the evolving definition of a modern leader and how authenticity, vulnerability, and integrity can revolutionize leadership styles in today's world.3. **Personal and Professional Evolution**: Hear Daniel's compelling journey from New York corporate life to international adventures and profound self-discovery, offering valuable lessons on aligning purpose and passion.Episode Resources & Action Steps:**Resources Mentioned:**1. **Daniel Ludevig's Program: The Modern Leader** - A comprehensive leadership development program that offers training, support, and community for leaders. It distills 15 years of leadership work into a sustainable and integrated approach. - **Website:** - Move Leadership - Modern Leader **Action Steps:**1. **Practice Active Listening and Holding Space** - Begin incorporating active listening into your daily interactions. Pay full attention to the speaker without interrupting, and hold space for them by showing empathy and understanding their concerns.2. **Reflect on Integrity, Authenticity, and Vulnerability in Your Leadership Style** - Take some time to honestly assess how you project integrity, authenticity, and vulnerability in your role as a leader. Consider journaling your thoughts and identifying areas for growth.3. **Shift Perspective to Overcome Stagnation** - If you are feeling stuck in any part of your life or career, practice shifting your perspective. Try to view challenges from a different angle and explore creative solutions by seeking advice from a trusted mentor or coach.Resources for Leaders from Tim Winders & SGC:

Energy drinks often get a bad rap, but Benny co-founders Paige and Julie are flipping the script when it comes to how we view energy drinks. In today's episode, Priscilla and Lauren sit down with the Benny co-founders and they share the story behind creating an energy drink that's actually good for you - Yes you read that right.   What set them apart? Identifying their “why” in order to ​​carve out a new space in the saturated beverage market. With that ambition and self-belief, Paige and Julie dove headfirst into building Benny, even when those around them didn't quite understand what they were doing. Although they were initially hesitant to call Benny an "energy drink," worried about the negative connotations, they soon realized leaning into that category was key to standing out.    As Paige so wisely reminded us “The Way you spend your days is the way you spend your life” So keep that in mind and go do that thing you've been thinking of because it might just be your next big move.    Links Follow Us On Instagram: @forwardfemale @hernextbigmove Check Us Out Online: Forward Female Website Join Community: https://theforwardfemale.mn.co/ Join Accountability Club: https://theforwardfemale.mn.co/ Schedule A Consultation: https://calendly.com/the-forward-female/discovery-call Email Us: hello@forwardfemale.com    Drink Benny Website: https://drinkbenny.com/ Drink Benny Instagram: https://www.instagram.com/drinkbenny/?hl=en

Jake explores the essential elements of optimizing sales processes by emphasizing the balance between technology and human intuition. Drawing inspiration from leading brands like Tesla, he underscores the transformative power of integrating advanced tools with human precision to drive innovation across industries. He delves into strategies for achieving scalability through data-driven decisions and fostering continuous learning within sales teams. This session promises valuable insights into implementing effective tactics for enhancing sales team performance in 2024 and beyond, emphasizing personalized approaches to system and process optimization.______________________________________________If you use Outreach, you need Performance Pulse: https://skaled.com/services/performance-pulse/______________________________________________What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?Order your copy of the book and join The Innovative Seller Community: Book: https://www.jakedunlap.com/the-innovative-sellerCommunity: https://www.jakedunlap.com/the-innovative-seller-community______________________________________________DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live______________________________________________AI Unleashed: https://bit.ly/ai-unleashed-seriesAI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro______________________________________________Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter______________________________________________Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

Jake Dunlap discusses the evolving B2B sales landscape, underscoring the critical factors of speed and convenience that modern buyers prioritize. Drawing parallels to Blockbuster's fateful decision regarding Netflix, he stresses the imperative for businesses to embrace digital transformation. Jake critiques outdated methodologies like MEDDIC in today's era of abundant information, advocating instead for his innovative NTENT framework. This approach aims to synchronize sales strategies with contemporary buyer behaviors, enhancing efficiency and delivering superior customer experiences.______________________________________________If you use Outreach, you need Performance Pulse: https://skaled.com/services/performance-pulse/______________________________________________What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?Order your copy of the book and join The Innovative Seller Community: Book: https://www.jakedunlap.com/the-innovative-sellerCommunity: https://www.jakedunlap.com/the-innovative-seller-community______________________________________________DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live______________________________________________AI Unleashed: https://bit.ly/ai-unleashed-seriesAI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro______________________________________________Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter______________________________________________Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

In this episode, Jake engages in a conversation with Mike Kavanagh, the RVP of SMB Sales at Zendesk, recognized for his deep expertise in technology sales and GTM strategies. They discuss the evolving challenges of outbound sales, highlighting common pitfalls such as overly product-centric messaging rather than customer-centric solutions. Together, they explore the necessity of strategic planning adaptations, the impact of AI tools like CustomGPTs, and the crucial role of data-driven optimization in boosting outbound effectiveness in today's competitive B2B sales landscape.______________________________________________Follow Mike Kavanagh:Connect with Mike Kavanagh on Linkedin:https://www.linkedin.com/in/mikejkavanagh/______________________________________________If you use Outreach, you need Performance Pulse: https://skaled.com/services/performance-pulse/______________________________________________What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?Order your copy of the book and join The Innovative Seller Community: Book: https://www.jakedunlap.com/the-innovative-sellerCommunity: https://www.jakedunlap.com/the-innovative-seller-community______________________________________________DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live______________________________________________AI Unleashed: https://bit.ly/ai-unleashed-seriesAI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro______________________________________________Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter______________________________________________Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

Jake explores the critical aspects of sales personalization by addressing key strategies for successful organizations. He emphasizes the importance of focusing on individual prospects rather than adopting a broad approach and suggests celebrating successful meetings and sharing personalization tactics within teams. Jake introduces the use of advanced technologies like LinkedIn Sales Navigator, generative AI tools, and sales engagement platforms to gather insights and tailor communications. He also highlights the need for hyper-customized touchpoints, balancing AI with human interactions, and consistently optimizing personalization strategies to adapt to changing buyer behaviors and achieve sales success.______________________________________________If you use Outreach, you need Performance Pulse: https://skaled.com/services/performance-pulse/______________________________________________What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?Order your copy of the book and join The Innovative Seller Community: Book: https://www.jakedunlap.com/the-innovative-sellerCommunity: https://www.jakedunlap.com/the-innovative-seller-community______________________________________________DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live______________________________________________AI Unleashed: https://bit.ly/ai-unleashed-seriesAI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro______________________________________________Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter______________________________________________Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

Jake analyzes the transformative impact of "Predictable Revenue" in early 2010s outbound sales, emphasizing its structured approach while cautioning against its overemphasis on automation and volume metrics. He identifies hidden costs such as inaccurate success indicators and decreased team morale stemming from ineffective strategies. Jake promotes a shift towards quality over quantity metrics, leveraging AI tools to track meaningful engagement metrics like positive reply rates and content conversion types. This approach aims to enhance personalized customer interactions while maintaining the efficiency of automated processes, aligning sales strategies with evolving buyer behaviors for sustained success.______________________________________________If you use Outreach, you need Performance Pulse: https://skaled.com/services/performance-pulse/______________________________________________What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?Order your copy of the book and join The Innovative Seller Community: Book: https://www.jakedunlap.com/the-innovative-sellerCommunity: https://www.jakedunlap.com/the-innovative-seller-community______________________________________________DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live______________________________________________AI Unleashed: https://bit.ly/ai-unleashed-seriesAI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro______________________________________________Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter______________________________________________Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

“I like to think of life as a trilogy,” says keynote speaker and entrepreneur Keith Roberts. Along with mentor Ryan Avery, Keith set a Guinness World Record for the longest public speaking marathon by a team of two, promoting their co-authored historical novel, “The Eternal Flame: Ancient Wisdom for Today's Modern Leader.”   Keith joins The Conscious Entrepreneur podcast to share insights from his 30-year practice in Buddhism, founding and selling his company Zenman, and participating in the global nonprofit Entrepreneurs' Organization (EO) and MIT's Entrepreneur Masters Program. He discusses the power of gratitude in creating your ideal life, building effective habits, and the importance of writing down your goals to achieve them faster.   Keith co-created the OAK journal, a 90-day journaling framework with prompts, visualization techniques, and mantras to help keep you on track. He shares his experience of letting go of his first company and the dangers of linking your identity to your business. Learn about the “sunk equity fallacy” and why practicing gratitude is more than just compiling a checklist.   Join Keith and host Alex Raymond as they discuss thought leaders like Joe Dispenza and Ryan Holiday, and explore what's next in Keith's journey.   Quotes “I had this epiphany that I was trading my time for money and it was a really bad deal.” (11:55 | Keith Roberts) “Writing things down, doubles the probability of accomplishing them.” (12:29 | Keith Roberts) “Aligning the frequency in what you're putting out in the world—what vibrations, what you're attracting, what you're manifesting, that abundance vs scarcity mindset—you're doing that every single day by your gratitude and then journaling positive thoughts. Like you mentioned, every day has a prompt, and it's not ‘What's frustrating you today?' Every single one of them is intentionally positive to help you have that right mindset and vibrating at the frequency that's going to attract your best life.” (15:41 | Keith Roberts)  “If you repeat something you're grateful for, you're getting diminishing returns. The more specific you can be with your gratitude, the better the ROI is going to get as far as the neurotransmitters.” (17:39 | Keith Roberts) “I'd built it to the point where it became my identity, and when I was trying to come up with my personal ‘why?' I kept framing it through the lens of this agency that had become my identity. And my ‘why' is not selling more Frontier Airlines tickets or houses for RE/MAX or Bijou—which is this Chinese moonshine, the biggest-selling liquor in the world, we did a site for them so—it didn't have anything to with what I had built and I had to get over this concept of ‘sunk equity.'”(35:10 | Keith Roberts)   Links Connect with Keith Roberts: Website: https://keithrobertsiii.com/ OAK Journal: https://oakjournal.com/   Connect with Alex Raymond: LinkedIn: https://www.linkedin.com/in/afraymond/ Website: https://consciousentrepreneur.us/ HiveCast.fm is a proud sponsor of The Conscious Entrepreneur Podcast. Podcast production and show notes provided by HiveCast.fm

Jake examines the evolution of outbound sales strategies, beginning with the early 2000s' emphasis on personal connections through cold calls and email campaigns, which fostered strong customer relationships and high conversion rates. However, with the advent of over-automation in the 2010s, characterized by tools like automated Sales Engagement Platforms focusing on quantity over quality, engagement and conversion rates declined significantly by 2022. Acknowledging these challenges, Jake advocates for a return to personalized outreach in modern sales strategies. He emphasizes leveraging advanced AI tools to tailor messages based on individual prospect data, aiming to strike a balance between efficiency and effectiveness. This approach aims to rebuild trust, enhance customer relationships, and drive improved conversion rates and satisfaction.______________________________________________If you use Outreach, you need Performance Pulse: https://skaled.com/services/performance-pulse/______________________________________________What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?Order your copy of the book and join The Innovative Seller Community: Book: https://www.jakedunlap.com/the-innovative-sellerCommunity: https://www.jakedunlap.com/the-innovative-seller-community______________________________________________DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live______________________________________________AI Unleashed: https://bit.ly/ai-unleashed-seriesAI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro______________________________________________Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter______________________________________________Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

Jake dives into the critical aspects of client engagement and retention by addressing key issues in client management. He emphasizes the problem of using monthly check-ins and QBRs solely for updates and suggests enhancing these interactions with industry insights to support professional growth. Jake introduces a strategy for initiating renewal discussions 120 days in advance and highlights the importance of building multiple relationships within a company to avoid dependence on a single point of contact. He also shares insights on setting and tracking SMART goals to ensure clear, impactful business outcomes, aiming to strengthen client relationships and prevent churn.______________________________________________If you use Outreach, you need Performance Pulse: https://skaled.com/services/performance-pulse/______________________________________________What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?Order your copy of the book and join The Innovative Seller Community: Book: https://www.jakedunlap.com/the-innovative-sellerCommunity: https://www.jakedunlap.com/the-innovative-seller-community______________________________________________DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live______________________________________________AI Unleashed: https://bit.ly/ai-unleashed-seriesAI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro______________________________________________Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter______________________________________________Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

Jake dives into the importance of tailoring the sales process to meet buyers where they are in their journey. He emphasizes the problem in B2B sales of using a one-size-fits-all approach and explains how this can slow down the sales cycle. Jake introduces the VECS framework—Vetted, Educated, Cold, and Self-Service—designed to personalize the sales experience based on the buyer's stage. He shares practical tips for implementing this approach, aiming to close deals faster and improve customer satisfaction. Don't miss his insights on creating an ideal customer journey and the benefits of the Innovative Seller Community.______________________________________________If you use Outreach, you need Performance Pulse: https://skaled.com/services/performance-pulse/______________________________________________What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?Order your copy of the book and join The Innovative Seller Community: Book: https://www.jakedunlap.com/the-innovative-sellerCommunity: https://www.jakedunlap.com/the-innovative-seller-community______________________________________________DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live______________________________________________AI Unleashed: https://bit.ly/ai-unleashed-seriesAI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro______________________________________________Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter______________________________________________Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

Jake discusses the evolving landscape of B2B sales, emphasizing the importance of speed and convenience for modern buyers. He recounts a pivotal story about Blockbuster's missed opportunity to acquire Netflix, highlighting the shift towards digital and the need for businesses to adapt. Jake critiques traditional sales methodologies like Medic, arguing they are outdated in today's information-rich environment. He introduces his innovative "NTENT" framework, designed to align sales processes with buyer behavior, ultimately aiming to streamline sales cycles and improve customer experiences.______________________________________________If you use Outreach, you need Performance Pulse: https://skaled.com/services/performance-pulse/______________________________________________What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?Order your copy of the book and join The Innovative Seller Community: Book: https://www.jakedunlap.com/the-innovative-sellerCommunity: https://www.jakedunlap.com/the-innovative-seller-community______________________________________________DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live______________________________________________AI Unleashed: https://bit.ly/ai-unleashed-seriesAI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro______________________________________________Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter______________________________________________Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

Jake welcomes Davyeon Ross, a pioneering entrepreneur and the co-founder of ShotTracker. Davyeon shares his journey from Trinidad and Tobago to founding tech companies, raising over $40 million in capital, and revolutionizing sports analytics with AI. They discuss the transformative impact of AI in sports, including enhancing player performance and coaching strategies. Davyeon elaborates on how ShotTracker's sensor-based technology provides real-time basketball statistics and analytics, streamlining coaching processes. They also explore the future of AI in sports and Davyeon's excitement about upcoming developments in the field.______________________________________________Follow Davyeon:Connect with Davyeon on LinkedIn: https://www.linkedin.com/in/davyeonross/Check out ShotTracker: https://shottracker.com/______________________________________________The Innovative Seller: https://www.jakedunlap.com/the-innovative-sellerThe Innovative Seller answers the question: what will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?Community: https://www.jakedunlap.com/the-innovative-seller-community______________________________________________AI Unleashed: https://bit.ly/ai-unleashed-seriesAI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/______________________________________________Book Time: https://savvycal.com/Jake-Dunlap/modern-leader______________________________________________Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter______________________________________________Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

Jake sits down with Ian Koniak, founder, and CEO of Untap Your Sales Potential, and former #1 Enterprise AE at Salesforce globally. Ian shares his extensive sales experience, highlighting the importance of mastering mindset, method, and authenticity. They delve into how an outward-focused mindset, the practice of stoicism, and genuine authenticity can transform sales performance and client relationships. Ian's journey from top performer to coach provides invaluable insights for anyone looking to excel in sales.______________________________________________Follow Ian:Connect with Ian on LinkedIn: https://www.linkedin.com/in/iankoniak/Untap Your Sales Potential: ​​https://www.linkedin.com/company/untapyoursalespotential/______________________________________________The Innovative Seller: https://www.jakedunlap.com/the-innovative-sellerThe Innovative Seller answers the question: what will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?Community: https://www.jakedunlap.com/the-innovative-seller-community______________________________________________AI Unleashed: https://bit.ly/ai-unleashed-seriesAI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/______________________________________________Book Time: https://savvycal.com/Jake-Dunlap/modern-leader______________________________________________Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter______________________________________________Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

Jake is joined by Bryan Caplin, CRO of Thoropass and a founding member of Pavilion, to discuss the intricacies of moving upmarket. With over 20 years of experience in leading and scaling high-performing revenue organizations, Bryan shares his insights on the common mistakes companies make when targeting mid-market and enterprise clients. They delve into the evolution of go-to-market strategies, the importance of cross-functional alignment, and the need for a dedicated approach to successfully transition from SMBs to larger markets. Bryan emphasizes the significance of planning, proper talent management, and the value of iterative learning in this complex but rewarding journey.______________________________________________Follow Bryan:Connect with Bryan on LinkedIn: https://www.linkedin.com/in/bcaplin/Check out Thoropass: https://thoropass.com/______________________________________________The Innovative Seller: https://www.jakedunlap.com/the-innovative-sellerThe Innovative Seller answers the question: what will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?Community: https://www.jakedunlap.com/the-innovative-seller-community______________________________________________AI Unleashed: https://bit.ly/ai-unleashed-seriesAI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/______________________________________________Book Time: https://savvycal.com/Jake-Dunlap/modern-leader______________________________________________Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter______________________________________________Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

Today, I'm joined by Ed Fidoe, and we're talking about Interdisciplinary Education for the Modern Leader. Ed is the founder and CEO of the London Interdisciplinary School. In this role, he is leading a revolution in higher education with an interdisciplinary curriculum focused on tackling complex global issues such as inequality, sustainability, ethics, and AI. Prior to founding this school, Ed was involved with other educational startups and had a tenure with McKinsey & Co. I'm excited to have him on the show to talk about Interdisciplinary Education for the Modern Leader. Show resources: London Interdisciplinary School website Sponsors: Salty Sailor Coffee Company Leader Connect The Qualified Leadership Series Ignite Management Services Liberty Strength  ____ Get all of Jon Rennie's bestselling leadership books for 15% off the regular price today! HERE Learn more about your ad choices. Visit megaphone.fm/adchoices

In 2020, around 306 billion emails were sent and received each day globally. This number is expected to rise to 376 billion emails per day by 2025.  In this episode, Jake emphasizes the necessity of understanding and segmenting audiences meticulously, crafting messages that strike a balance between templatization and customization, and utilizing a multi-channel approach to cut through the noise. He underscores the importance of ongoing testing and adjustments to optimize outbound strategies effectively. Jake stresses that genuine customization and relevancy in messaging, tailored to the specific needs and jargon of the industry, are key to making an impact and not just adding to the clutter.______________________________________________If you use Outreach, you need Performance Pulse: https://skaled.com/services/performance-pulse/______________________________________________What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?Order your copy of the book and join The Innovative Seller Community: Book: https://www.jakedunlap.com/the-innovative-sellerCommunity: https://www.jakedunlap.com/the-innovative-seller-community______________________________________________DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live______________________________________________AI Unleashed: https://bit.ly/ai-unleashed-seriesAI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro______________________________________________Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter______________________________________________Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

A staggering 81% of sales professionals are not meeting their outbound targets. Addressing this issue, Jake emphasizes the necessity of shifting from traditional quarterly optimization to a dynamic, bi-weekly process, potentially increasing results by 25%. He advocates for measuring meaningful sales activities—conversion rates and pipeline coverage—over mere volume, and introduces tools like "Performance Pulse" from Skaled for faster, data-driven optimizations. Next week's episode will explore hyper-customization in outbound strategies to further enhance engagement and conversion rates.______________________________________________What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?Order your copy of the book and join The Innovative Seller Community: Book: https://www.jakedunlap.com/the-innovative-sellerCommunity: https://www.jakedunlap.com/the-innovative-seller-community______________________________________________DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live______________________________________________AI Unleashed: https://bit.ly/ai-unleashed-seriesAI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro______________________________________________Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter______________________________________________Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

Jake delves into the critical role of technology in modern sales strategies, focusing on optimizing ROI through smart tech investments. He underscores the need for companies to align technology with evolving customer behaviors and streamline processes to ensure both are working harmoniously. Jake emphasizes the importance of moving beyond mere automation to achieve scalable personalization, advocating for technology that enhances the customer experience rather than just internal efficiencies. Throughout the episode, he challenges sales leaders to foster a culture of continuous learning and adaptability, ensuring their teams remain at the cutting edge of sales technology and processes.______________________________________________What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?Order your copy of the book and join The Innovative Seller Community: Book: https://www.jakedunlap.com/the-innovative-sellerCommunity: https://www.jakedunlap.com/the-innovative-seller-community______________________________________________DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live______________________________________________AI Unleashed: https://bit.ly/ai-unleashed-seriesAI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro______________________________________________Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter______________________________________________Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

In this episode, Jake dives into the concept of "moonshots" in sales, equating them to ambitious goals that push the boundaries of innovation and resource allocation. Jake discusses the importance of creating a culture that welcomes new ideas and periodic reviews to challenge and optimize current sales methodologies. Through real-world examples and strategic advice, the episode outlines tactical ways sales teams can incorporate moonshots into their routines, thereby future-proofing their operations against a rapidly evolving marketplace. ______________________________________________What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?Order your copy of the book and join The Innovative Seller Community: Book: https://www.jakedunlap.com/the-innovative-sellerCommunity: https://www.jakedunlap.com/the-innovative-seller-community______________________________________________DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live______________________________________________AI Unleashed: https://bit.ly/ai-unleashed-seriesAI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro______________________________________________Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter______________________________________________Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

It's here!! "The Innovative Seller" has officially hit the shelves. In this episode, Jake celebrates the much-anticipated release of the book by diving into the crucial role of AI and customer-centric strategies in redefining sales. He underscores the transformative impact of AI on sales processes, from enhancing rep efficiency to reimagining strategic planning, highlighting that the adoption of these technologies is not just an upgrade but a necessity for staying competitive.  Jake delves into the essence of creating customized sales journeys, arguing that understanding and adapting to the modern buyer's needs is key to sales innovation. ______________________________________________What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?Order your copy of the book and join The Innovative Seller Community: Book: https://www.jakedunlap.com/the-innovative-sellerCommunity: https://www.jakedunlap.com/the-innovative-seller-community______________________________________________DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live______________________________________________AI Unleashed: https://bit.ly/ai-unleashed-seriesAI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro______________________________________________Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter______________________________________________Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

In today's episode, we dissected the transformative approach of Consistent Performance Optimization (CPO) in sales, advocating for a shift from rare, significant overhauls to frequent, incremental improvements. By adopting this methodology, sales teams can achieve significant gains, with a potential 26% increase in pipeline generation over a year through bi-weekly optimizations. We highlighted the critical need for a clear process, data-driven decisions, and the assembly of a dedicated team to implement these consistent adjustments. This strategy not only enhances efficiency and agility but also aligns sales efforts closely with rapidly changing market demands and buyer behaviors.______________________________________________What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?Pre-order the book for access to exclusive content and The Innovative Seller Community: Book: https://www.jakedunlap.com/the-innovative-sellerCommunity: https://www.jakedunlap.com/the-innovative-seller-community______________________________________________DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live______________________________________________AI Unleashed: https://bit.ly/ai-unleashed-seriesAI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro______________________________________________Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter______________________________________________Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

Jake unpacks the NTENT framework from "The Innovative Seller," designed to revolutionize sales processes. Jake breaks down NTENT's components—Next Steps, Team dynamics, Education of the buyer, Numerical priority, and Time to impact—explaining how they cater to complex buying behaviors. Learn how to implement NTENT for faster, more efficient sales outcomes, with insights on integrating this framework into current sales strategies.______________________________________________What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?Pre-order the book for access to exclusive content and The Innovative Seller Community: https://www.jakedunlap.com/the-innovative-seller______________________________________________DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live______________________________________________AI Unleashed: https://bit.ly/ai-unleashed-seriesAI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro______________________________________________Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter______________________________________________Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

Navigating the complex world of B2B sales, where a staggering 77% of buyers report overwhelming purchase processes, calls for a radical rethink of sales strategies. In this episode, Jake spotlights the transformative potential of Customized Sales Journeys, focusing on the power of optimizing customer pathways and the pivotal shift towards allowing buyers to explore independently. This exploration serves as a blueprint for businesses aiming to pivot to a buyer-centric approach, promising not just to meet but exceed the evolving expectations of modern consumers, thereby securing a competitive edge in the market.______________________________________________What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?Pre-order the book for access to exclusive content, The Innovative Seller Community, and a ticket to the Summit (March 26th): https://www.jakedunlap.com/the-innovative-seller______________________________________________DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live______________________________________________AI Unleashed: https://bit.ly/ai-unleashed-seriesAI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro______________________________________________Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter______________________________________________Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

In this episode, Jake discusses two critical pillars of the current Go-to-Market (GTM) strategy, emphasizing the need to focus on outcomes rather than just volume metrics and the importance of implementing hyper-customized touch points in outbound strategies. He argues against the traditional belief that more activities automatically lead to more meetings, advocating for a shift from quantity to quality in sales efforts. Jake underlines the significance of meaningful conversations and outcome-focused sales strategies for improving conversion rates and aligning sales activities with broader business objectives. He also highlights the necessity of personalization in customer interactions, supported by data showing improved click-through and conversion rates through personalized communication. The episode concludes with a call to action for sales professionals to adopt a more nuanced, customer-centric approach to sales, moving away from volume metrics and towards strategies that prioritize quality interactions and personalization.______________________________________________This is an area organizations struggle most and just by swapping to outcome-based metric tracking, you'll 3X conversionsDM or book time with me to discuss your current structure and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live______________________________________________Pre-order the book for access to exclusive content, The Innovative Seller Community, and a ticket to the Summit (more details on that coming): https://www.jakedunlap.com/the-innovative-seller______________________________________________AI Unleashed: https://bit.ly/ai-unleashed-seriesAI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/______________________________________________Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter______________________________________________Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

Ashley Sardjoe shares his journey, emphasizing the importance of being present, embracing mistakes, and clear communication during change. He highlights the power of accountability partners and self-discipline for achieving goals. In this episode you will learn:  The power of being present and actively listening to build strong connections. How to transform mistakes into growth opportunities through effective communication during change. Strategies for taking calculated risks and making clear decisions with strong communication to stakeholders. Why accountability partners are essential for achieving your personal and professional goals. About Ashley: Meet Ashley Sardjoe, a global People & Organization leader with a passion for driving transformative change that enhances organizational performance and drives sustainable business growth. With over 15 years of experience in the field of HR, Ashley is renowned for his ability to develop and execute human capital strategies that enable organizations to achieve their strategic objectives. Starting his career in management consultancy for both Accenture and EY, Ashley managed and led multiple local & global HR, business, and process improvement initiatives, including all relevant change management activities and system implementations. Since 2011, Ashley has been working with and for Novartis within their headquarters in Basel, Switzerland in different global HR roles. In 2019 Ashley moved to his home country, the Netherlands to assume the role of Country People & Organization Head. Since 2021, Ashley is the VP, Country People & Organization Head for Novartis in Canada. As a natural change agent, Ashley thrives on leading organizations through periods of growth and transformation, working collaboratively with stakeholders to craft compelling visions for the future, and delivering bold and innovative strategies to achieve their goals. He is a passionate advocate for diversity and inclusion, and is committed to creating work environments that foster innovation, accountability, and engagement. You can connect with Ashley Sardjoe in the following ways: LinkedIn: Ashley Sardjoe: https://ca.linkedin.com/in/ashley-sardjoe-1143259 - Connect with Ashley on LinkedIn to learn more about his experience in HR leadership and his passion for change management. Learn more about Novartis: Novartis: www.novartis.com - Visit the Novartis website to learn more about the company and its commitment to innovation and patient care. You can connect with Dr. Laura Sicola in the following ways: LinkedIn: https://www.linkedin.com/in/drlaurasicola LinkedIn Business Page: https://www.linkedin.com/company/laurasicola-inc YouTube: https://www.youtube.com/c/VocalImpactProductions Facebook: Dr. Laura Sicola Twitter: @LauraSicola Instagram: @drlaurasicola Website: https://laurasicola.com Laura's Online Course: virtualinfluence.today See omnystudio.com/listener for privacy information.See omnystudio.com/listener for privacy information.

In this episode, Jake dives deep into the intricacies of the second 'C' of his 4 Cs framework: Current Go-to-Market (GTM) strategy, emphasizing the crucial role of aligning marketing and lead generation teams. He highlights the stark reality that only 9% of teams hit their outbound targets last year, and more than half of sales reps expected to miss their quotas, underscoring the urgency to address this "bleeding neck problem." Jake sheds light on the importance of strategic integration between marketing and lead generation efforts, ensuring that both teams work towards common objectives with aligned strategies, messages, and metrics. He explores the differences from traditional team alignments, the significance of data sharing, and the consequences of failing to integrate sales, marketing, and customer success teams effectively. The episode concludes with  advice for organizations to assess and improve their alignment and integration, urging them to consider their current structures and to strive for a unified approach to enhance customer journeys and drive revenue growth.______________________________________________Consider your current team structures - how would you grade your alignment on a scale of 1-10? How integrated are sales and marketing efforts?If you'd grade yourself below a 7, DM or book time with Jake to discuss your current structure and best practices: https://savvycal.com/Jake-Dunlap/modern-leader______________________________________________The Innovative Seller: https://www.jakedunlap.com/the-innovative-sellerThe Innovative Seller answers the question: what will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?______________________________________________AI Unleashed: https://bit.ly/ai-unleashed-seriesAI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/______________________________________________Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter______________________________________________Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

In this episode, Jake sits down with David Quartemont, CEO and Founder of RevSearch, to delve into the transformative journey from a "fixed culture" to a "growth culture" within organizations. David shares his experiences and insights from his career in executive recruiting and the founding of RevSearch, emphasizing the pivotal role of RevOps in facilitating growth and change management. They discuss the nuances between fixed and growth mindsets, highlighting how a growth culture embraces continuous improvement, strong emotional intelligence, and sees failure as an opportunity for learning. The episode is rich with strategies for instilling a growth mindset at both the individual and organizational levels, underlining the importance of RevOps in breaking down silos, fostering cross-functional collaboration, and driving operational efficiency for sustainable growth.______________________________________________Follow David:David Quartemont: https://www.linkedin.com/in/david-quartemont/______________________________________________The Innovative Seller: https://www.jakedunlap.com/the-innovative-sellerThe Innovative Seller answers the question: what will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?______________________________________________AI Unleashed: https://bit.ly/ai-unleashed-seriesAI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/______________________________________________Book Time: https://savvycal.com/Jake-Dunlap/modern-leader______________________________________________Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter______________________________________________Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

As the world of sales changes, with buyers getting more knowledgeable and connected, Jake introduces a clear guide for sales teams looking to innovate and lead the way. The book, "Innovative Seller," is built around the 4Cs of innovative selling and shares practical strategies to take businesses to the next level. It highlights the importance of updating sales approaches in today's digital and AI-driven world. In this episode, we start to unpack the book and look at how to stay ahead in sales innovation, with tips on using AI and leading your team to great success.______________________________________________The Innovative Seller: https://www.jakedunlap.com/the-innovative-sellerThe Innovative Seller answers the question: what will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?Pre-order and receive up to $300 in free bonuses! ______________________________________________AI Unleashed: https://bit.ly/ai-unleashed-seriesAI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/______________________________________________Book Time: https://savvycal.com/Jake-Dunlap/modern-leader______________________________________________Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter______________________________________________Related Content:Allegrow: https://bit.ly/allegrow-email-deliberability______________________________________________Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

In this episode, Jake invites Anupam Satyasheel to discuss the transformative impact of AI on the workforce, navigating through job creation versus displacement, AI-human collaboration, and the indispensable human touch. Reflecting on the past five years and projecting into the next decade, they explore AI's significant reshaping of job markets and envision future trends. This episode covers strategies for supporting employees through transitions, emphasizing retraining and the shared responsibility between companies and individuals. They also delve into the essential skills and educational adaptations needed for an AI-integrated future, offering insights for navigating the evolving employment landscape.______________________________________________More about Anupam:Anupam founded Occams Advisory in 2011 and has served as the CEO since 2012. Anupam has advised many CEOs and boards. Under his leadership, Occams has achieved exceptional results for its clients across industries and geographies. Prior to founding Occams, Anupam spent over half a decade on Wall Street with names like Barclays, Merrill Lynch, Scotia Capital et al.Follow Anupam:LinkedIn: https://www.linkedin.com/in/anupamsatyasheel/______________________________________________The Innovative Seller: https://www.jakedunlap.com/the-innovative-sellerThe Innovative Seller answers the question: what will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?______________________________________________AI Unleashed: https://bit.ly/ai-unleashed-seriesAI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/______________________________________________Book Time: https://savvycal.com/Jake-Dunlap/modern-leader______________________________________________Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter______________________________________________Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

When JeVon McCormick was growing up in the slums of Dayton, Ohio, he regularly suffered from food insecurity, abuse, and racism. As he grew older, he took hold of the lessons he learned growing up in such a rough environment to run Scribe Media, a multimillion-dollar publishing company. In this episode of YAPClassic, Hala and JeVon go deep into what JeVon learned from his tough childhood and how he applied those teachings to his career, how Jevon climbed the corporate ladder, how to overcome imposter syndrome, and JeVon's views on leadership and how to foster great company culture. This episode is part of a special YAP series honoring Black History Month called #BlackEntrepreneurs.  JeVon McCormick is the President and CEO of Scribe Media, the multimillion-dollar publishing company that was ranked the #1 Top Company Culture in America by Entrepreneur Magazine. He's the author of I Got There, and his most recent book, Modern Leader, is a Wall Street Journal best seller. In this episode, Hala and JeVon will discuss:  - What it was like growing up poor and mixed race in Dayton, Ohio  - Lessons from his father - What has he taken from his childhood into corporate America? - How he climbed the corporate ladder  - How he got handpicked to be CEO of Scribe Media - Overcoming imposter syndrome  - The three S's of success   - The three P's of business  - How to foster good company culture and retain talent  - And other topics… JeVon McCormick is the President and CEO of Scribe Media, the multimillion-dollar publishing company that was ranked the #1 Top Company Culture in America by Entrepreneur Magazine. Before Scribe Media, JeVon was president of the software company, Headspring Systems. He's the author of I Got There, and his most recent book, Modern Leader, is a Wall Street Journal best seller. JeVon has been featured on CNBC, Entrepreneur, Forbes, Inc., and others. Help Save Palestinian Lives:  Donate money for food, medical supplies, and shelter for the people of Gaza at https://givebutter.com/savegaza LinkedIn Secrets Masterclass, Have Job Security For Life: Use code ‘podcast' for 30% off at yapmedia.io/course. Resources Mentioned: Scribe Media: https://scribemedia.com/  JeVon's Website: https://jevonmccormick.com/  JeVon's Books: https://jevonmccormick.com/modern-leader/    Sponsored By: Shopify - Sign up for a one-dollar-per-month trial period at youngandprofiting.co/shopify Indeed - Get a $75 job credit at indeed.com/profiting HelloFresh - Go to HelloFresh.com/profitingfree and use code profitingfree for FREE breakfast for life More About Young and Profiting Download Transcripts - youngandprofiting.com   Get Sponsorship Deals - youngandprofiting.com/sponsorships Leave a Review - ratethispodcast.com/yap Watch Videos - youtube.com/c/YoungandProfiting Follow Hala Taha LinkedIn - linkedin.com/in/htaha/ Instagram - instagram.com/yapwithhala/ TikTok - tiktok.com/@yapwithhala Twitter - twitter.com/yapwithhala Learn more about YAP Media Agency Services - yapmedia.io/

It's official. Jake's new book, "The Innovative Seller" is available for pre-order. As the sales landscape evolves with more informed and connected buyers, Jake introduces a blueprint for sales organizations to innovate, adapt, and lead. Grounded in the 4Cs of innovative selling, the book offers tried and tested strategies to propel businesses to new heights, emphasizing the necessity of adapting sales strategies in a digital and AI-powered landscape. In this episode, we begin to breakdown the book and explore how to be at the forefront of sales innovation, with insights on harnessing AI, and leading your team to unprecedented success.______________________________________________The Innovative Seller: https://www.jakedunlap.com/the-innovative-sellerThe Innovative Seller answers the question: what will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?______________________________________________AI Unleashed: https://bit.ly/ai-unleashed-seriesAI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/______________________________________________Book Time: https://savvycal.com/Jake-Dunlap/modern-leader______________________________________________Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter______________________________________________Related Content:Allegrow: https://bit.ly/allegrow-email-deliberability______________________________________________Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com