Podcasts about Peo

I studion: Fredrik Söderholm, August BohlinPå länk: Peo HansenDet låter i media som att Ukraina vinner kriget nu - men hur ser det ut på marken egentligen?Med resonemanget: “Iran har attackerat Ukraina genom att ge vapen till Ryssland, är då Natoländer legitima mål för Ryssland för att dom gett vapen till Ukraina? Är svenska vapenfabriker legitima mål för Ryssland om dom levererar till Ukraina? Hur stor risk är det att Ryssland använder taktiska kärnvapen för att avsluta kriget? Varför har realismen så svag status idag som geopolitisk lins? Vad krävs för att montera ner västs arrogans? Varför är historia en rött skynke för den neokonservativa ideologin och metoden?Vad tror Peo om krigets fortsättning, finns fredsförhandlingar i sikte? Det och mycket mer! Hela avsnittet på patreon.com/gottsnackSupport till showen http://supporter.acast.com/gott-snack-med-fredrik-soderholm. Hosted on Acast. See acast.com/privacy for more information.

I studion: Fredrik Söderholm, August BohlinPå länk: Peo HansenDet låter i media som att Ukraina vinner kriget nu - men hur ser det ut på marken egentligen?Med resonemanget: “Iran har attackerat Ukraina genom att ge vapen till Ryssland, är då Natoländer legitima mål för Ryssland för att dom gett vapen till Ukraina? Är svenska vapenfabriker legitima mål för Ryssland om dom levererar till Ukraina? Hur stor risk är det att Ryssland använder taktiska kärnvapen för att avsluta kriget? Varför har realismen så svag status idag som geopolitisk lins? Vad krävs för att montera ner västs arrogans? Varför är historia en rött skynke för den neokonservativa ideologin och metoden?Vad tror Peo om krigets fortsättning, finns fredsförhandlingar i sikte? Det och mycket mer! Hela avsnittet på patreon.com/gottsnackSupport till showen http://supporter.acast.com/gott-snack-med-fredrik-soderholm. Hosted on Acast. See acast.com/privacy for more information.

Join the show live every Thursday for a conversation you can't find anywhere else: https://grow.payrollinpodcast.com/ If you're still selling payroll the same way you did years ago, this episode might completely change your approach. After nearly 20 years of leading with the highest-priced solution and working backward, Matt challenges one of his longest-held sales habits and explains why the better strategy isn't starting high or low. It's about changing the game entirely. In this episode, you'll learn: Why selling season starts in August, not January The biggest mistake payroll and PEO sales teams make How to stop competing on features and price Why narrowing 50,000 prospects to just 400 can produce better results The 7-touch rule that helps buyers make a decision The ELF Framework for choosing your ideal clients Why profiling calls outperform traditional cold calls How to prepare your sales pipeline before the January buying season Whether you're in payroll, PEO, HR, HCM, ASO, or B2B sales, these practical strategies will help you build a more focused pipeline, create better conversations, and win more business during the selling season. ⏰ *TIMESTAMPS:* 00:00 The Payroll Sales Habit I Finally Broke 01:13 Why Selling Season Starts Now 02:04 Don't Sell Everything to Everyone 02:50 The "Big Domino" That Closes More Deals 05:10 Stop Fighting ADP on Their Terms 05:50 The ELF Framework Explained 07:43 Why We Ignore Most Prospects 07:46 How We Narrow 50,000 Contacts to 400 09:00 My Favorite Low-Pressure Sales Call 10:40 Warm Prospects Before You Pitch 11:45 August Is When January Deals Are Won 12:23 Engineer Your Selling Season 12:48 Final Thoughts Weekly strategies for scaling your payroll bureau (1,000+ leaders subscribed) → https://www.payrollinpodcast.com/

Noah Hopton, CEO and Founder of Finvisor, helps startups and growing businesses simplify operations by building integrated back-office teams that combine accounting, finance, payroll, HR, insurance, and technology. By combining experienced financial professionals with modern technology, Noah enables businesses to streamline operations, stay compliant, and focus on sustainable growth.  In this conversation, Noah introduces The Adjacent Extension Framework—Earn the Trust, Build the Relationship, Listen for Other Problems, Connect Other Specialists, and Empower the Team with Tech. He explains why proactive service creates lasting client relationships, how solving adjacent business challenges leads to sustainable growth, and why integrated back-office teams outperform disconnected vendors. Noah also shares how AI is reshaping finance operations by automating repetitive work, empowering finance professionals to focus on strategic decision-making, and helping businesses leverage technology to enhance—not replace—human expertise. — How to Outsource Your Back Office with Noah Hopton  Good day, listeners. Steve Preda here with the Management Blueprint Podcast, and my guest today is Noah Hopton, the CEO and Founder of Finvisor, helping seed and Series A companies that have outgrown spreadsheets and part-time bookkeepers but aren’t ready for a full-time finance team yet. Their job is to give you the financial clarity to make good decisions at every stage of growth. Noah, welcome to the show.  Yeah. Pleasure to be here, Steve.  Well, great to have you here, and I’m very curious about your career and your business and what you built here. I’m particularly curious about your personal ‘Why’ and how you manifest it in your business.  Personal ‘Why.’ That’s great. Well, I’ll be honest, I didn’t go in thinking I was going to be an accountant or run an accounting firm. You know, I studied accounting in school. Eventually, I thought I was going to probably be more in a kind of front-of-house sales relationship because I enjoyed the people part—making relationships and meeting people.  But I was very fortunate that I found the consulting, fractional CFO world, where I got to discover a love of problem-solving, creating relationships, and creating value for clients. For me, it was kind of this love of helping clients understand their business, helping clients understand what to think about around the corner, where it's not just being in-house with one set of books that you're closing.Share on X  When you’re at Finvisor, my day-to-day, at least when I started, was probably working with 10 to 12 clients a month and helping them understand, “Okay, how did they perform last month? Can they hire a certain number of people? And what’s the plan going forward?”  Yeah, I mean, that’s super helpful. I started life in accounting as well with KPMG, and what attracted me was to essentially have that language of business so that I would be able to understand how a business works and have this confidence of not flying blind, right? That’s really, really cool. So how did you evolve from a CFO into a founder? What was the trigger point for you?  So I was very fortunate. I actually was at a prior firm at one point when I started my career, and they were a little bit like the cobbler with bad shoes, where eventually they decided they had to close shop, and clients were going to be given notice. I, myself, was given notice saying, “Hey, in a week, you’re not going to have a job, Noah.” And so I was really given this moment in life, saying, “Hey, if I enjoy what I’ve been doing, do I think I could do it better than the firm I’d been at?  And do I want to make this leap into being a founder and starting a business?” And so my co-founder and I both talked to each other and said, “Look, we love our clients. We love what we’ve been trying to build. I think we just need to do a little bit of a refresh and restructuring of how this operates.” And so we started our own company. I was very lucky that I started with about, I had about 30 clients and a team of four on day one, which I think is unusual.  Most people in the accounting space start off as a one-person shop, trying to grow from one to two, and having to double their clients or double their size to get there. We were fortunate to have five team members and 30 clients on day one. Originally, our vision was just, “Hey, let’s help with the fractional CFO and the bookkeeping,” but that really evolved over time as we added additional services and really understood where our clients were having problems in their back office.  What are the areas where maybe the insurance brokers they’d been working with weren’t very hands-on and kind of came in once a year? Our clients were asking us, as their CFO, “Hey, can you help us select our health insurance?” And we’re like, “Well, we’re kind of doing the broker’s job. Why don’t we build out our own team?” So that was one of the first verticals we moved into and added by building an insurance brokerage. From there, we kept building, where now not only do you have your CFO and accountant helping you, but you also have them with the ability to go out to market, help you compare quotes, and help get your insurance in place. So you’re essentially expanding the array of virtual services that you’re providing, or fractional services that you’re providing, to your clients?  Correct. Yeah. We really try to own the full back office end to end because I think a lot of people deal with, “Okay, great, I have a bookkeeper, I have a tax accountant, I have an R&D tax provider,” and they’re dealing with four or five different vendors that don’t really communicate. The client is the person playing telephone between the two, and we’re like, “Wait, stop. Why is this the solution?” We should just build a different business where it’s all under the Finvisor umbrella.  It’s all full-time team members who are actually working together on behalf of the client, even if fractionally. Some of our clients only need five hours of a payroll specialist, but they need someone to own that role, and they need that person to be able to talk to their sales tax team because it’s like, “Oh, we hired someone in a new state. Is sales tax applicable there?” And connect those dots because, when you have these disconnected providers, you have a lot of things that can drop because they’re not in people’s field of view.  Yeah, I mean, it’s a great service. If you can get a competent team that will take care of your back office, then you can focus on figuring out message-market fit and then essentially scaling revenue. You don’t have to worry about it, and you don’t have to babysit inexperienced people that maybe you can afford to hire, but who would not be able to own the job.  Yeah, exactly. I mean, it’s kind of the, “Do you want to…” You know, I think at least when we started in 2014, there was more of a generalist bookkeeper. That’s kind of the typical solution people went with. Nothing against that, but it’s kind of nice to have dedicated specialists in the different back-office areas that you need. I mean, bookkeepers are great.  They’re usually not your best payroll and HR people. They’re not thinking about California final-paycheck laws, or whether you need to offer a 401(k) if you hire someone in California. Whereas, if you have someone whose entire job is payroll and HR, and you need Finvisor to help run your payroll, they’re going to be thinking about those edge cases and helping you along so that you can just build your business, get to the next milestone, and not worry about tripping yourself up because of compliance, taxes, or a lack of visibility in your reporting. Yeah, that’s great peace of mind. So this podcast is about frameworks, and I wonder, what is your framework? How do you help your clients, or how do you figure things out? What have you developed? We’re about 400 frameworks in, so I’m looking for something unique that helps you and is easy to explain—three to five steps maximum.  Yeah. I mean, one of the ones that comes to mind for us is what we’ve really called the Adjacent Extension Framework. So, first, do really good work and earn your client's trust in one area. Makes it easy for them to approach you.Share on X For us, it’s historically been accounting. People think, “Great, get my books put together.” But for us, it’s really about creating a relationship and earning the client’s trust.  Then, as step two, listen for the other problems they’re having. What are the adjacent problems they’re asking you to solve? And then for us, what we’ve really done is double down in those other areas by building specialists in those verticals. Once you’ve earned the client’s trust, if you’re doing their accounting and all of a sudden they’re struggling with invoicing or collections, you can say, “Hey, we can also help you with accounts receivable and collection efforts because we see your AR balance increasing on your financial statements.” At that point, they’re already thinking, “Great, I like working with this person.  Let’s give their team a try and help us solve another problem.” So, for us, it’s really been about finding those adjacent problems, building a team that specializes in them, and then connecting the client with the right expert. The last piece that’s really coming to market now is using technology to empower the team. Historically, a lot of our value came from having experts who could handle the edge cases or the gray areas between payroll, accounting, taxes, and sales tax. Now, with technology, you can also build the data infrastructure to highlight what’s happening for the client while helping guide the team as they manage those clients.  Love it. So what I’m hearing is, number one—or maybe even number zero—is do a great job, right?  The trust.  Okay. So that’s maybe another way of saying it: earn the trust. But is doing a good job enough to earn that trust, or is there more to it?  I mean, I think in any service business, you want to be proactive. A lot of bookkeepers, accountants, and even legal professionals are usually waiting for the client to ask a question before providing an answer. I think the goal should be to think ahead for the client and proactively provide guidance. That came naturally for us because we sit in the fractional CFO seat.Share on X  But even if you’re just doing bookkeeping, you can still catch these things for clients and help them out. Or if you’re selling P&C insurance and helping clients with their general liability coverage, you can think about what other types of coverage they may need. So I’d say the more proactive you can be, the better. The other thing is meeting clients where they already are.  For us, a lot of our clients are on Slack, so we connect with them on Slack. We chat with them as if we were full-time employees because we don’t want the experience to feel different. We don’t want you to feel like you’re emailing a generic support inbox and not knowing when someone is going to get back to you. If you only need fractional-level support, it shouldn’t feel like you’re getting fractional value or a fractional level of communication.  I love it. So you actually own the function inside the organization, so it feels like you’re part of the team, or your people are part of their team. So that builds the trust. So, do a great job, or earn the trust, number one. Number two, build the relationship. Number three, listen to other problems that they might have. Number four, connect them to other specialists. And number five, empower the team with technology.  Yeah. That’s a lot of it. I mean, as an advisor, we’ve grown… I mean, 60% of our growth comes from client referrals. So I think you know you’re doing something right if clients are recommending you to their friends and network. And so hopefully, if someone’s listening to this and you’re not getting referrals, you should be thinking about, “How do we either create more trust for our clients to be referring us, or how do we become more top of mind when clients are having these conversations?”  That’s great. So 60% of your growth comes from referrals. What’s the other 40%? How do you drive growth? What drives growth for you? What’s the other way to drive growth besides referrals?  Yeah. I mean, I think it’s also being connected with the ecosystem that you’re in. In our space, there are a lot of technology partners. Think about Xero, which is an accounting software, QuickBooks Online, NetSuite, payroll software like Rippling, Bill.com. They all have accounting partnerships, and the more you can build with them and grow your team alongside them, clients will reach out to them and say, “Hey, do you have someone who can help us set up Bill.com or help us set up Rippling?  We don’t have a payroll team to do our state tax registrations.” So we’ve seen a lot of good momentum as our software partners start sending us clients to help us grow. I think the other area is trying to figure out where you can have partnerships that will do introductions. We’ve been very fortunate in partnering with a number of VCs. Obviously, the VCs have worked with us because we’re on the board, or we had a mutual client. A lot of them will start to build partnership channels, and it’s a great opportunity.  They’ll say, “We just invested in this company, and you should go talk to Noah’s team to help with your accounting or your fractional CFO.” So it’s really about finding those tangential operators or entities that complement whatever you’re doing.  So are these primarily personal relationships that need to scale, or do you have a way to scale this across other people in your organization—this ability to develop partners? Or is it mainly you?  It depends on the role. A lot of our fractional CFOs on the team continue to build relationships. I would say probably 40% of our new clients come through a channel that’s not through me. There’ll be other people on our team who have built relationships with another VC or another software company. I think one of the key things we’ve always focused on is hiring people who are very, I would say “doers” might be the wrong word, but people who can self-manage and be project managers.  If you find the right people who can take a step back and look at the bigger picture, I mean, sometimes people come to Finvisor and they don’t realize that we ourselves are a business. Yes, you’re doing accounting like you were in-house and getting the books closed, but if you do good work and you realize clients are having problems, you have to think, “Hey, how can I help clients more and also help Finvisor create a win-win?” A lot of times, when we’re hiring, we’re trying to find people who have that type of drive to continue building and helping us internally, and not just do one part of the puzzle they’re responsible for. That might not be the most direct answer, but I would say a lot of it is hiring—making sure it's not just me leading the growth, but me building a team that can help lead the growth outside of just me.Share on X  Yeah. So how do you share the context so that your team members can connect the dots as well as you can? What’s your approach to that?  There’s a couple of ways we’ve done it. One way is we use a note-taker that then feeds into our CRM. For all client communication, whether they meet with us on Zoom or Google Meet, the transcripts are put into a centralized hub for us. It also connects to our CRM in terms of what we’re doing for the clients. At any point in time, someone can ask, “Hey, what’s going on with this client?” They can understand, “Great, this is what the payroll team talked to them about this week.  This is what the CFO team talked to them about last month. These are the problems they’ve been bringing up.” So we can capture that information without it having to be provided orally every single time, and without having to rely on a chat or an email to the team. There are some moments when it’s useful to give the team a larger update, but in general, it’s good to figure out a way to capture the essence of what you’re doing for your clients so that the team can then, in an AI chat-specific way, talk through, “Hey, great, what’s going on with this client? What are their needs? What has changed in the last six months? Who’s working on the client?”  I’ll have a VC that we’re talking to say, “Oh, we’re looking to invest in the CPG space and this type of vertical. Do you have any clients?” We’re at a point now where I don’t know every client. I usually have an idea about most clients, but there are definitely clients where I don’t know everything that’s happened in the last six months because I don’t talk to all 200 clients.  But I can go to our central hub to gain that information and understand, “Okay, great, which client is looking to fundraise and might want to be connected to this VC?” It’s a nice way to connect the dots. They’re looking to invest. The client is looking to raise. We also do brown-bag sessions. We’re a distributed team, so I think you have to be a little more intentional about how you educate the team. We’ll have weekly meetings where we walk through new technology, new changes in what we’re offering, new positioning, and continue educating the team in a more structured format.  The other thing we’ve done to help the team understand what’s going on is to make information as accessible as possible, similar to how we communicate with clients. So the team doesn’t have to log in to a pretty outdated CRM to pull information on a client. It’s either available directly in the Slack conversation or in a more modern tool like Notion, where you can easily search and find the information you want. So basically, you’re managing and harvesting your data and using that to feed people information about how they can develop partnerships. Is that what I’m hearing?  Yeah. And I think a lot of it is also figuring out which playbooks and processes are repeatable, documenting them better, and then educating the team around them. For example, with our fractional CFOs, we want to be in the board meeting. If we can be in the board meeting, A, we can help clients answer questions about their finances more easily, and B, it’s good to have visibility into what the board is saying about the business and where they want to go.  Then, obviously, the VCs are going to say, “Oh, great, this is Ian at Finvisor.” If he reaches out to me about a partnership, they’re going to have a better understanding of what we do because they’ve been in the room with us—or they’ve been in a virtual or in-person boardroom with us.  So you’re basically sharing the playbook so that they have a better understanding of what they can refer you for. Correct. Yeah.  So, switching gears here, Noah, what’s one thing that you’re trying to actively figure out in your business right now?  I mean, the question everyone is trying to figure out, at least in my space, is how they’re going to use AI in some fashion. That’s the kind of million-dollar question everyone keeps talking about—AI in accounting, AI in finance. Right now, we’re really structured in how we’re trying to use it and apply it. But the question I have is, what’s the next year going to look like? What’s five years going to look like as this technology gets more legs and more trust behind it? We’re pretty intentional about what we’re building and how we’re using some of the newer technology with AI. But I think there’s a lot that, at least for me, you have to continue to iterate. The world today feels different than it did three months ago. I’d say for most of Finvisor’s history—and this has been 12 years—it hasn’t felt like that, where a year later things might feel marginally different because we’re maybe 20% bigger or whatever might have happened.  Now, I think there’s a lot more excitement and unknown around technology and how it can either make people more efficient or help highlight and surface better issues that clients need to talk through. But I also feel like we’re in a moment where everyone’s trying to throw AI into every technology. So we're also trying to stay true to who we are, which is people first, relationships first—technology powering us, not being the solution.Share on X  So as you’re scaling AI to improve the information that your people have, your CFOs have, that presumably is going to lead to people doing less of the mechanical, repeatable tasks and more of the judgment tasks. So how do you scale judgment as you’re scaling the impact with AI?  On our side, I think it’s A, trying to organize and structure the data coming in. B, trying to create tooling that isn’t unique to one client but is built in a way that can be customized for each customer. A lot of the firms I talk to that are in the Finvisor space just take a blanket approach—turn Claude on for every fractional CFO, let them connect it to QuickBooks, and try to figure out their own playbooks.  That’s not how we’ve ever run the business. We don’t just hire accountants and let them run the accounting and see how the output turns out. We’re more focused on figuring out what is actually useful for review. Right now, I think AI has been most helpful around quality. It can definitely check that things are consistent and make sure edge cases are being caught.  I think we’re going to get to a future state where it’s not only making sure quality is at the 95th percentile of confidence, but also giving visibility into metrics like CAC, LTV, and churn—things that would normally take longer to pull together. Your fractional CFO might currently spend hours reviewing Stripe data or Shopify data to come to a conclusion. AI can cut out maybe 40% of that data-cleanup layer, where it’s like, “Okay, now they have the tools to dig in and understand what the underlying problem is,” instead of spending so much time cleaning up the data and getting everything organized.  So currently, at least my thesis is that it’s going to allow us to manage more clients because some of the day-to-day—I don’t want to call it busy work—but the work you have to do before you get to the exciting parts of the job will become more automated and less manual, like pulling data out of Stripe, Shopify, your CRM, or NetSuite.  So does that mean you’ll have a different type of people, maybe higher-level thinkers? Or do you think you can elevate your current team to that level?  Yeah. I think you’re… Sorry, I know I was originally answering this through the fractional CFO lens. Most of our fractional CFOs are already at the top of that organizational pyramid. For them, it’s really about helping them have cleaner data, better visibility into the actions they need to take, and better insight into what they should be reviewing and discussing with the client.  If I think more broadly about the back-office finance team, I do think a lot of the more generalist staff accountant and AP specialist roles won’t be spending as much time on the day-to-day blocking and tackling. If a client has 1,000 transactions a month flowing through their bank and credit cards, historically that accountant would sit in QuickBooks Online clicking “Okay, okay, okay,” reviewing every transaction and coding it. Eighty percent of those transactions will simply be coded automatically in real time as they come in. That leaves them to focus on the 20% that actually requires human judgment.  For me, the question is, can we continue to empower those people to be more impactful with that 20%? Are they the right people for that 20%? We’ve always tried to hire people who are proactive and broader thinkers, so I think we have the right team to step into that. If we’d built a traditional BPO model with an outsourced accounting team made up of people who were really just coding transactions at a basic level, I’d be more worried because getting those people to step up and handle edge cases is difficult.  But that’s not how we’ve historically built Finvisor. We’ve always tried to find people who are a little more… I’d rather hire an A-plus player than a B-player just because there’s some savings in the cost structure. I’d rather have the right people who can perform 80% of the time when they’re at bat than just hire someone because they’re cheaper.  Yeah.  Wrong baseball analogy there, but yeah.  Yeah, I understand. So you have A-plus people. Maybe the people who are doing more bookkeeping-type services—their jobs may become automated—but your A-players are going to have best-in-class information, and they can serve more clients that way.  Yeah. I still think that if you think about the typical accounting structure—if you’re working in-house and you have a bookkeeper and a controller—it’s still helpful. Depending on the size of the company, if you’re a small company, you probably won’t need that bookkeeper.  The controller can handle the edge cases and close the books. But at a certain scale, you’ll still want that junior resource supporting the controller so the controller can focus on the higher-level, more strategic work. I think people will simply be able to do more with less if they’re the right person. There will be people who, if they aren’t good at staying on their toes and figuring out edge cases, won’t be the right fit.  AI will probably replace some of those roles. But I think there’s a great opportunity for people who can think more strategically. They don’t have to be a CFO. They can just be a really smart bookkeeper who’s good at handling edge cases. They’ll simply be able to manage three times as many clients as they could when they had to code every single transaction.  Okay. If you had a magic wand and you could fix one thing in your business over the next 12 months, what would it be?  One area that we probably haven’t prioritized enough because of growth is SEO, AEO, and our overall sales build-out. Our paid advertising hasn’t been the strongest part of our business because it hasn’t been the top priority. If I had a magic wand, I’d have someone clean up our SEO and AEO visibility because I know clients love us and we do great work, but I don’t think we’re showing up the way I’d like from an SEO and AEO perspective. So that would be it. Yeah.  Yeah. Yeah. Love it. So, who are your ideal customers? Who do you want knocking on your door? Is it venture-backed companies primarily, or do you also work with private company founders? Who are your sweet-spot customers?  A lot of our clients are going to be in that 5-to-50-employee range, where they don’t need a full-time back office, a full-time accountant, a full-time CFO, or a full-time payroll specialist, but they need someone to own those roles. That way, we can put together the right Finvisor team to support them. We’ve intentionally made ourselves pretty modular, so while the largest group of our clients is in the tech VC world, we also have a lot of SMBs—law firms, beauty businesses, and other professional services businesses.  I would say that, if you looked at the Finvisor client base as a whole, you’d probably see a lot of startups. But we’re also starting to see more SMBs and more traditional businesses that don’t have VC funding but still need help with their accounting, bookkeeping, and modernizing their back office. So it’s a bit of both. Most of our clients are going to be in that 10-to-50- or 100-employee range, where they’re complex enough that they care about their financials and want to understand what they spent last month, where they’re going, and how they’re going to get there.  Earlier-stage companies are sometimes just a little too early. If you’re a one- or two-person company with just an idea, there’s a reason people think about their financials on more of a cash basis. They can think about the five clients they’re working with. Their bank balance ties pretty closely to their financials. There’s not a huge difference between the two when you’re a sole proprietor.  But as you start to evolve, that’s where Finvisor can provide more value. For all of our clients, we do accrual accounting, so we’re recognizing your revenue and your costs over the life of the service. As you start to grow and build, that’s really helpful. Obviously, if you’re at day one, it’s less impactful because you’re living more day to day, week to week, and month to month.  Steve Preda: Okay. So if we have those kinds of companies—which we do among our listeners—and they hear about this and want to fix their back office and outsource it to a reliable partner who can help them own those functions and give them good advice, what’s the best entry point? Where should they go, and how can they connect with you personally as well?  Yeah. hello@finvisor.com comes to me and the sales team. There’s probably a 95% chance you’ll talk to me if you reach out because I still love connecting with most new businesses that come through the door. The other area I wanted to call out that could be helpful for businesses is PEOs. PEOs are great, but I think at some point clients need to graduate from the PEO, and Finvisor is uniquely positioned to be both your insurance broker—helping you quote large-group plans—and your payroll and HR team to help you leave the PEO.  For a lot of our clients, once they pass that 100-employee mark, it’s like, “Great, we now qualify for a large-group plan,” which might have better rates than what they’re getting through the PEO. They just don’t have the team or bandwidth to get off the PEO. We’ll come alongside those larger companies and say, “Great, let’s quote a large-group plan for you. We’ll also put together a transition plan to register you in the 20 states where your employees are currently located.  We’ll make sure you get your workers’ compensation and employment practices liability insurance in place so there’s really no difference—apples to apples—from being in the PEO to running your own payroll.” We help with that transition because I’m always surprised to see companies with hundreds of employees still on a PEO, where the savings could be in the hundreds of thousands of dollars if they left. They just don’t have the internal team because they’ve always been on a PEO. They’ve never had to do state registrations, so they don’t know how to do them. Because of that, they’re usually not looking for an alternative path to get off that structure. We can at least review it with them and help them out if it’s a good fit. And just to remind our listeners what a PEO is, in case they don’t know.  Oh, sorry. Yeah. A PEO is a Professional Employer Organization. If you’ve heard of companies like TriNet or Justworks, they’re PEOs. In the health insurance space, there are four primary ways you can get health insurance. Most companies start with small-group plans in the early days because they’re state-mandated. For example, in California, if you’re under 100 employees, the rates my company gets would be the same rates Steve’s company gets if we’re both under 100 employees and we’re asking Blue Shield for a quote from the same ZIP code. That’s small-group insurance.  Then there’s level-funded, where carriers quote specifically based on your employee group. There’s large-group, which is somewhat similar but designed for larger organizations. Then there’s the PEO. Let’s say you’re a 10-person company. You don’t have enough employees to qualify for large-group health insurance, which is usually discounted because the risk is spread across hundreds of employees. The PEO says, “We’ll employ your team. Instead of you directly employing 10 people and buying health insurance for only those 10 people, we’ll employ your team and give you rates based on the 10,000 employees we already have.” PEOs are really popular in places like California and New York, where health insurance is very expensive.  But once you get above about 100 employees, you can usually qualify for your own large-group rates, which are similar to what the PEO is getting. The difference is that the PEO is generally marking up those rates because they need to make a margin on the plan. You can often get those rates directly yourself.  Yeah. That makes perfect sense. Okay. So if you’re listening to this and you’re building a venture-backed startup, or you’re the founder of a professional services firm, a law firm, or another small business with 10 to 100 employees, and you don’t yet have the budget—or maybe you simply don’t need—a full-time CFO, insurance advisor, HR leader, and other functional specialists, then reach out to Noah and Finvisor.  Check out what they have to offer and see what services might be a good fit for your business. Thanks, Noah, for coming on the show and sharing your expertise. It’s fascinating to see how this field is evolving, how you’re tapping into technology, and how you’re focusing on the highest-quality CFOs to help your clients. If you enjoyed this conversation, stay tuned.  Follow us on YouTube, Apple Podcasts, or wherever you get your podcasts. Make sure you don’t miss an episode. Every week, we bring you exciting entrepreneurs and their best management frameworks. Thanks for coming, Noah, and thanks for listening.  Thanks, Steve. Appreciate it. Important Links: Noah's LinkedIn Noah's  website Noah's email: hello@finvisor.com

Join the show live every Thursday for a conversation you can't find anywhere else: https://grow.payrollinpodcast.com/ If you're sending cold emails from your CRM, you may be hurting your deliverability before anyone even reads your message. In this episode of The Payroll Growth Show, Matt Vaadi sits down with Chris Clark, Director of Outreach at Underdog Digital, to break down what actually works for cold email in 2026. They cover the infrastructure behind sending thousands of emails safely, why Gmail and Yahoo's spam updates changed everything, and the simple framework that's generating real conversations, not just more sends. In this episode: • Why HubSpot, Zoho, and CRMs aren't built for cold email • The safest way to send 7,000+ cold emails per month • Why you should only send 20–30 emails per inbox daily • How to protect your primary domain reputation • The cold email infrastructure that costs around $50/month • Why a 1–2% response rate is actually a win• The ideal cold email length and sequence• How to build better prospect lists and validate emails• The biggest mistakes businesses make with cold outreach Whether you're in payroll, HR, PEO, accounting, or B2B sales, this episode offers practical advice you can implement immediately to improve your outreach and book more conversations.. ⏰ *TIMESTAMPS:* 00:00 Intro 00:31 Meet Chris Clark (Underdog Digital) 01:08 CRM vs. Cold Email Infrastructure 03:01 How to Scale Cold Email Safely 04:10 Gmail Sending Limits Explained 05:23 Protecting Your Domain Reputation 06:57 Cold Email Copy That Converts07:51 Why 30–75 Words Works Best 08:41 Outsourced Scale 09:50 The Cold Email Framework 10:49 Why Copy Isn't the First Priority 11:30 Scaling Outreach Without Burning Time 12:34 Why Cold Email Still Works 13:52 Building High-Quality Lead Lists 15:01 Defining Your ICP15:28 Email Verification Best Practices 16:28 Don't Fill Your CRM With Cold Leads 17:01 Watch the Live Payroll Growth Show Weekly strategies for scaling your payroll bureau (1,000+ leaders subscribed) → https://www.payrollinpodcast.com/

Your HR tech is only as good as the process behind it. Most small businesses are running payroll, time tracking, benefits, and onboarding across three to six disconnected tools — the data doesn't talk, nobody owns the whole system, and you're paying for modules that were never turned on.In this series finale, Kerri walks through:The five core functions every HR payroll system should cover — payroll processing, employee records, time and attendance, benefits administration, and HR workflowsHow to audit the tech you already own before you spend a dollar on something new (pull the contract — you're probably paying for modules you never activated)What you actually need at each stage: under 10 employees, 10–30, and 30–100+Why implementation fails — and why the software company isn't going to chase you down to finish itHow to make your benefits broker bring enrollment technology to the table instead of buying it yourselfWhat to understand about PEOs before you sign a co-employment agreementThe five SOPs every small business needs documented, with or without softwareYOUR ACTION ITEM: This week, pull the contract for every people-related tool you pay for and write down four things per tool — what it does, what it costs, who's using it, and whether you're actually using it for what you bought it for. If only one person knows how to run payroll, fix that this month.

Peo Thyrén behöver säkert ingen närmre presentation.  Sedan 80-talet har han varit pop- och rockstjärna med Noise, Easy Action, Shaboom och BIG såväl som låtskrivare och offentlig person. Nu senast som deltagare i tv-serien Så mycket bättre. Magnus och Peo samtalar om hans väg till tro och hans resa vidare genom den kyrkliga världen fån trosrörelsen till att för ett år sedan bli upptagen i den Katolska kyrkan.

Join the show live every Thursday for a conversation you can't find anywhere else: ⁠https://grow.payrollinpodcast.com/⁠ LinkedIn has changed dramatically in 2026, and many of the strategies that worked just a year ago are no longer effective. In this episode of Payrollin', Matt Vaadi breaks down the biggest LinkedIn algorithm updates and shares a simple 30-minute daily system that can help payroll, HR, PEO, CPA, and B2B service professionals increase their visibility and generate more meaningful engagement. You'll learn: • Why only 1.6% of your followers may be seeing your posts • How LinkedIn's new AI-powered algorithm decides who sees your content• Why saves and shares matter more than likes • The types of AI-generated content LinkedIn is now penalizing • The best posting frequency and times based on the latest research • A simple Engage → Connect → Post framework you can implement in 30 minutes a day • Why LinkedIn newsletters are becoming one of the platform's biggest growth opportunities• Common mistakes that are quietly hurting your reach Whether you own a payroll company, PEO, HR consulting firm, accounting practice, or any B2B service business, these practical strategies will help you stay ahead as LinkedIn continues to evolve. ⏰ *TIMESTAMPS:* 00:00 Only 1.6% See Your Posts01:03 LinkedIn's New AI Algorithm02:13 00:00 Only 1.6% See Your Posts 01:03 LinkedIn's New AI Algorithm 02:13 Forget Likes. Chase This Instead. 02:50 LinkedIn Is Penalizing These Posts 04:29 The 30-Minute Growth System 04:47 Engage First 06:27 Connect Smarter 07:31 Write Better Posts 08:42 Sponsor: Outsource Scale 09:52 The Content Pillar Strategy 10:28 Best Days and Times to Post 11:30 The 30% Reach Trick 12:49 Stop Using Hashtags? 14:35 The Newsletter Hack 15:36 Fix Your Profile 16:15 Final Advice Weekly strategies for scaling your payroll bureau (1,000+ leaders subscribed) → https://www.payrollinpodcast.com/

You can care deeply about your team and still be missing the structure that helps them stay.That is the part a lot of salon/shop owners feel, but do not always know how to fix.In this episode, Eva DuPont, Director of Business Development at Infiniti HR, breaks down why building a team that stays is not just about hiring good people, it is about creating clarity around expectations, compensation, benefits, HR, payroll, compliance, and growth. She explains how small gaps in structure can turn into bigger problems over time, and how salon owners can start building a more professional, protected, and supportive business from the inside.

Get $100 With My Gusto Promo Link: https://gusto.com/r/logan592Here at Choice Tax Relief we use Gusto for our payroll needs, but how great is it? As an experienced Gusto customer, here is everything you need to know about Gusto from someone who actively pays for it!0:00 Gusto Review1:47 Is Gusto Legit?3:44 Who Owns Gusto?4:44 Is Gusto a PEO?5:48 How Does Gusto Work? 7:31 How Much Does Gusto Cost?10:06 Does Gusto File Your Payroll Tax Returns?11:44 What Bank Does Gusto use?12:24 Does Gusto Have a Timeclock?13:53 Does Gusto Sync With QuickBooks Online?14:28 Does Gusto Offer Health Insurance?16:15 Can Gusto Pay Contractors (Domestic and International)?17:11 Does Gusto Do Bookkeeping? #Gusto #Payroll #GustoPayroll

Join the show live every Thursday for a conversation you can't find anywhere else: https://grow.payrollinpodcast.com/ Are you spending too much time chasing new payroll clients while ignoring the revenue already sitting in your client base? Most payroll providers focus heavily on new sales, but the data tells a different story. ADP expects roughly 50% of its new revenue to come from existing customers, and when they expand a payroll client into HR, ASO, or PEO services, the lifetime value can increase dramatically. In this episode of The Payroll Growth Show, Matt Vaadi breaks down how payroll companies can generate more revenue, improve retention, and create deeper client relationships without increasing their marketing budget. You'll learn: • Why existing clients may be your biggest growth opportunity • How to identify "white space" opportunities in your client base • A simple framework for payroll, HR, benefits, workers' comp, and time-tracking upsells • How quarterly business reviews (QBRs) can drive revenue growth • Ways to use AI to uncover buying signals and retention risks • Common mistakes payroll firms make when expanding services • Practical strategies you can implement immediately Whether you're an independent payroll bureau, PEO, CPA firm, HR provider, or payroll sales leader, this episode offers actionable ideas for increasing client lifetime value and growing revenue from the customers you already serve. ⏰ *TIMESTAMPS:* 0:00 Why ADP Gets 50% of Revenue from Existing Clients 2:02 The Growth Grid Explained 4:31 Finding Hidden Revenue in Your Client Base 6:06 The Simple Upsell Conversation Framework 6:57 The ADP Playbook: $450K from 180 Accounts 9:48 Using AI to Find Buying Signals 12:26 Quarterly Business Reviews That Drive Growth 14:40 Predicting Client Churn with AI 15:39 One-to-Many Upsell Strategies 18:02 The 50/50 Growth Model for Payroll Companies

What is a Professional Employer Organization (PEO)? Learn how Professional Employer Organizations help small businesses with HR, payroll, employee benefits, compliance, and retention. Show Notes Page: https://www.thehowofbusiness.com/610-casey-clark-peos/ Managing employees is one of the biggest challenges facing small businesses, but what if you could offload much of the HR burden while improving employee retention and compliance? That's where a PEO, a Professional Employer Organization may be the right fit for your small business. Most entrepreneurs start a business to serve customers, solve problems, and create value not to become experts in payroll administration, employee benefits, HR compliance, and workforce regulations. In this episode, Henry Lopez speaks with Casey Clark, President and CEO of NAPEO, about how Professional Employer Organizations (PEOs) help small businesses offload many of these administrative responsibilities while maintaining full control over their employees and business operations. Casey explains how the PEO model works, the concept of co-employment, and how PEOs help business owners manage payroll, benefits administration, compliance, onboarding, offboarding, and employee support. He also shares why businesses that use PEOs often experience higher employee retention rates and improved long-term business success. One of the most compelling advantages discussed is access to larger-group employee benefits. By pooling many small businesses together, PEOs can often provide benefits packages that would otherwise be unavailable or unaffordable for smaller employers. Whether you have five employees or fifty, this conversation will help you determine if a PEO could be a valuable partner as your business grows. "We're small business enablers. We help small businesses grow faster, retain employees longer, and focus on why they got into business in the first place." - Casey Clark Casey Clark is President and CEO of NAPEO, the National Association of Professional Employer Organizations. NAPEO represents the PEO industry, helping small and mid-sized businesses manage HR, payroll, employee benefits, and workforce compliance. Casey brings more than 25 years of experience advising businesses, trade associations, and organizations on strategy, communications, and regulatory issues. This episode is hosted by Henry Lopez. The How of Business podcast focuses on helping you start, run, grow and exit your small business. The How of Business is a top-rated podcast for small business owners and entrepreneurs. Find the best podcast, small business coaching, resources and trusted service partners for small business owners and entrepreneurs at our website https://TheHowOfBusiness.com

Three major payroll vendors launched managed payroll solutions within weeks of each other. Coincidence? Probably not. In this episode of Payrollin', Matt Vaadi shares what's really happening behind the recent managed payroll announcements from BambooHR, Paylocity, and Asure. Is this just another industry buzzword, or is managed payroll becoming the next major growth opportunity for payroll providers, bureaus, and PEOs? Matt explores: • Why payroll software companies are suddenly moving into managed services • The difference between payroll software support and true managed payroll • How AI and automation may be changing the economics of payroll operations • The pricing models being introduced and what they mean for margins • Why some providers could be leaving significant revenue on the table • The role brokers are playing in the growth of managed payroll offerings • Whether managed payroll is a threat, an opportunity, or both One earnings call revealed that managed payroll could generate 2 to 3 times the revenue of a traditional payroll-only client. That number alone is worth paying attention to. ⏰ TIMESTAMPS: 00:00 Managed Payroll's Big Moment 02:00 What It Actually Is 04:00 The ADP Lesson 07:05 Why Everyone Is Launching It 11:13 BambooHR, Paylocity & Asure 15:31 AI Changes the Math 16:45 The 3X Revenue Opportunity 21:00 Managed Payroll vs PEO 24:17 The Broker Opportunity 26:28 The Execution Gap 29:00 Should You Offer It? 30:00 Final Thoughts #PEO #PayrollBusiness #BusinessAcquisition #SmallBusiness #HRTech

In this episode, we're exploring how drones are transforming both public safety and homeland security, the evolving threats and opportunities they pose, and the innovative ways S&T coordinates across agencies to stay ahead. Host Brittany Greco is joined by Steve Willoughby, Acting Executive Director of the new DHS Program Executive Office (PEO) for Unmanned Aircraft Systems (UAS) and Counter-UAS for an insightful look at: The new PEO and its role in coordinating DHS's drone and counter-drone efforts. Nuances of protecting critical infrastructure and major events (like the FIFA World Cup and America250), as well as the importance of empowering state and local agencies. The importance of interoperability, training, and guiding responsible technology adoption.

Cassandra Novak sits down with Chris Hill at VensureHR to discuss the benefits of working with a PEO and how brokers can leverage our collaborative partnership to better serve their employer groups. Want to partner with VensureHR and Savoy? Contact our team today: www.savoyassociates.com/peo

Introduction What if the real bottleneck in commercial insurance isn't distribution or pricing—it's the workflow itself? Nearly $100 billion of SME P&C insurance is placed every year using manual processes, disconnected systems, and data that lives in spreadsheets and email threads. Hamesh Chawla has spent the last four years building the infrastructure to change that. Before founding Mulberri in 2021, Chawla led product and technology at Edelman Financial Engines and Asurion. He came to insurance not as a lifer but as a technologist who saw an industry still running on 20th-century tooling. Mulberri is his answer: an AI operations platform connecting PEOs, brokers, SMEs, and carriers—from smart submission and risk scoring to quote-and-bind and certificate of insurance. In this conversation, Josh Hollander and Chawla dig into why the MGA market was the right pivot, what AI governance looks like when binding decisions carry real capital risk, and why the SME segment is the most underserved frontier in commercial insurance. Guest Bio Hamesh Chawla is the Co-Founder and CEO of Mulberri, an AI operations platform for MGAs, PEOs, brokers, and carriers serving the SME market. Before Mulberri, he was EVP and Chief Product & Technology Officer at Edelman Financial Engines, with prior roles at Asurion and Zephyr (acquired by SmartBear). He holds an MS in Computer Science from Texas A&M University. Mulberri has raised $10.8M from Eos Venture Partners, Altamont Capital Partners, MS&AD Ventures, and Hanover Technology Management. Key Topics • The $100B manual workflow problem — Nearly $100B of SME P&C is placed annually using ACORD forms emailed back and forth, loss runs parsed by hand, and decisions made without the data that exists in the market. Mulberri automates this stack. • From embedded insurance to AI operating system — Chawla explains why he pivoted from embedded distribution to building the workflow layer MGAs actually run on—ingesting unstructured data, structuring it through a GenAI OS, and routing decisions with full context. • AI governance when capital is at stake — When AI is binding real policies, black-box models get rejected. Mulberri surfaces claim propensity, frequency, severity, and loss ratio so underwriters can interrogate and trust the output. • The PEO channel as data and distribution — PEOs sit on firmographic and workforce data directly predictive of workers' comp risk. Embedding into that channel is both a data strategy and a go-to-market strategy. • Building for carriers, brokers, and SMEs simultaneously — Carriers need loss ratio visibility, brokers need submission efficiency, SMEs need straightforward access. Aligning all three is the hardest product problem in the space. Notable Quotes "Our mission since day one has been to leverage technology to complement underwriters' expertise—simplifying and streamlining the business insurance process while ensuring transparency." "The Risk Engine puts the information underwriters need at their fingertips to make fast, accurate decisions—not replacing them, but making them dramatically more effective." Resources Guest: • Mulberri: https://www.mulberri.io • Hamesh Chawla on LinkedIn: https://www.linkedin.com/in/hameshchawla/ Host & Organization: • Joshua R. Hollander on LinkedIn: https://www.linkedin.com/in/joshuarhollander/ • Horton International (USA): https://www.horton-usa.com/ • Insurtech Leadership Podcast (LinkedIn Showcase): https://www.linkedin.com/showcase/insurtech-leadership-show Subscribe & Review If you enjoyed this episode, subscribe on your favorite platform and leave a review. The Insurtech Leadership Podcast is available on YouTube, Apple Podcasts, and Spotify.

Cassandra Novak sits down with Kimberly Kramm at ADP TotalSource to discuss the benefits of working with a PEO and how brokers can leverage our collaborative partnership to better serve their employer groups. Want to partner with ADP TotalSource and Savoy? Contact our team today: www.savoyassociates.com/peo

Daniel Russell is VP of National Sales at Trion Solutions, one of the fastest-growing PEO companies in the country. He's been in sales for over 26 years and he helps businesses manage payroll and HR for over 1.2 million employees worldwide.And he has a 98.7% client retention rate.In this episode of The Dillon England Show, we covered:→ Why the question "How much does it cost?" is never really about price→ The heart surgeon mindset that redefined how Daniel approaches every client→ What elite athletes transitioning out of professional sports taught him about identity→ How Daniel built a marriage and a family of six kids with the same intentionality he brings to business→ Why your accountability partner should never be someone who makes you feel good about yourselfDaniel, thank you for making the drive to the studio. I'm grateful you shared your story here, in the new studio! Appreciate you man!*Chapters*0:00 - Introduction & The Pro Athlete Community4:20 - Daniel's Upbringing and the Seeds of Excellence6:55 - Michigan State and Learning to Connect with Everyone8:00 - The Guy in the Suit: How Daniel Found His Direction10:00 - The $795 Moment That Changed His Career12:00 - Why He Never Wanted to Be a Salesperson13:30 - The Heart Surgeon Mindset for Business17:50 - Being Intentionally Present: Family and Business21:20 - What Real Success Actually Looks Like27:40 - Why Price Is Never Really the Issue34:00 - Knowing If Your Product Is Actually the Best37:15 - Stop Dating Your Clients: The Right Sales Conversation44:30 - Educating the Customer Changes Everything47:40 - The Best Advice He Never Got Early Enough51:10 - Accountability Partners and Finding Better Rooms57:00 - The Kobe Mentality: What Greatness Demands59:00 - Trion Solutions and Where to Find Daniel*Connect with Daniel*https://trionworks.com/https://www.linkedin.com/in/daniel-russell-sr-b6373627/Become a supporter of this podcast: https://www.spreaker.com/podcast/the-dillon-england-show--6370921/support.*Connect with Dillon*https://www.instagram.com/thedillonenglandshow/https://twitter.com/imdillonenglandhttps://www.linkedin.com/in/dillonmengland/https://www.facebook.com/dillon.england.5*Sponsor — Broadcast Brew (Low-Acid Coffee)*Order our LOW ACID COFFEE “THE BROADCAST BREW”Thank you to Cool Beans Coffee Brewery for your partnership.https://www.coolbeanscoffeemi.com/product-page/broadcast-brew-low-acid-blend*ABOUT THE DILLON ENGLAND SHOW*Authentic conversations with interesting people across personal growth, entrepreneurship, and lifestyle — direct, faith-forward, Detroit grit.Subscribe for full conversations and weekly clips.Share this with someone on your leadership team.Comment your biggest takeaway.

Cassandra Novak sits down with Luke McLaughlin at ExtensisHR to discuss the benefits of working with a PEO and how brokers can leverage our collaborative partnership to better serve their employer groups. Want to partner with ExtensisHR and Savoy? Contact our team today: www.savoyassociates.com/peo

Wondering what a PEO broker does and why your business might need one? We're unpacking the role of unbiased PEO experts, the five-step selection process, and why going direct could cost you more than you think. PEO Broker, LLC City: Houston Address: 14027 Memorial Dr Website: https://peobrokerllc.com/

In episode 249, Coffey talks with Jenay Huey about how growing businesses should approach HR strategy, outsourcing, and internal capability building.  They discuss why small businesses delay investing in HR until problems arise; misconceptions about HR as a cost center versus strategic function; differences between transactional HR tasks and long-term workforce strategy; when to hire in-house HR based on employee count and complexity; how to evaluate HR consultants and service level agreements; the role of benefits brokers, attorneys, and HRIS platforms; pros and cons of outsourcing HR functions and PEO arrangements; selecting and scaling HR technology systems effectively; building internal HR talent pipelines and succession planning; importance of business acumen and aligning HR initiatives with financial outcomes.  For HR teams who discuss this podcast in their team meetings, we've created a discussion starter PDF to help guide your conversation. Download it here https://goodmorninghr.com/EP249  Good Morning, HR is brought to you by Imperative—Bulletproof Background Checks. For more information about our commitment to quality and excellent customer service, visit us at https://imperativeinfo.com.   If you are an HRCI or SHRM-certified professional, this episode of Good Morning, HR has been pre-approved for half a recertification credit. To obtain the recertification information for this episode, visit https://goodmorninghr.com.   About our Guest:  Jenay Huey, SHRM-SCP, PHR, is the President of Dunedin HR Solutions LLC and a seasoned Human Resources strategist dedicated to "putting the human back in HR." With a career built on helping organizations and employees, Jenay serves as a fractional CHRO, aligning HR policies with business vision to drive net income and team engagement. She is dedicated to serving small and medium size organizations.   She believes that all organizations deserve access to an HR professional that understands their organization, scales solutions to their size and culture and undertsands the employment compliance landscape.   Jenay has over 20 years of experience in HR and people operations. She has worked with organizations from small family run businesses to organizations with over 7000 employees. She received her B.A.Sc from the University of South Florida, holds several certifications including her SHRM-SCP and PHR from HRCI.  Jenay Huey can be reached at  https://www.dunedinhrsolutionsllc.com https://www.linkedin.com/in/jenay-huey https://www.facebook.com/profile.php?id=100094367457078  https://www.instagram.com/dunedin_hr_solutions_llc  About Mike Coffey:  Mike Coffey is an entrepreneur, licensed private investigator, business strategist, HR consultant, and registered yoga teacher. In 1999, he founded Imperative, a background investigations and due diligence firm helping risk-averse clients make well-informed decisions about the people they involve in their business. Imperative delivers in-depth employment background investigations, know-your-customer and anti-money laundering compliance, and due diligence investigations to more than 300 risk-averse corporate clients across the US, and, through its PFC Caregiver & Household Screening brand, many more private estates, family offices, and personal service agencies. Imperative has been named a Best Places to Work, the Texas Association of Business' small business of the year, and is accredited by the Professional Background Screening Association.  Mike shares his insight from 25+ years of HR-entrepreneurship on the Good Morning, HR podcast, where each week he talks to business leaders about bringing people together to create value for customers, shareholders, and community. Mike has been recognized as an Entrepreneur of Excellence by FW, Inc. and has twice been recognized as the North Texas HR Professional of the Year.  Mike serves as a board member of a number of organizations, including the Texas State Council, where he serves Texas' 31 SHRM chapters as State Director-Elect; Workforce Solutions for Tarrant County; the Texas Association of Business; and the Fort Worth Chamber of Commerce, where he is chair of the Talent Committee. Mike is a certified Senior Professional in Human Resources (SPHR) through the HR Certification Institute and a SHRM Senior Certified Professional (SHRM-SCP). He is also a Yoga Alliance registered yoga teacher (RYT-200) and teaches multiple times each week. Mike and his very patient wife of 28 years are empty nesters in Fort Worth.  Learning Objectives: Identify when a growing company should invest in HR support or leadership Evaluate external HR resources, consultants, and PEOs effectively Design a scalable HR strategy that aligns with business growth and profitability 

Cassandra Novak sits down with Ben Codi from TriNet to discuss the benefits of working with a PEO and how brokers can leverage the TriNet and Savoy relationship to better serve their employer groups. Want to partner with TriNet and Savoy? Contact our team today: www.savoyassociates.com/peo

I drove three hours. No agenda, no idea what I was walking into to spend half a day inside Vensure Employer Services headquarters. What I saw was nothing like what I expected. 105 acquisitions. 8 deals in legal. 50 in the pipeline. $750M in revenue and still raising capital. This episode is the closest thing to a behind-the- scenes tour of the most aggressive PEO acquirer in the country and I'm sharing everything: how they structure deals, what they actually pay, why they don't force platform migrations, their AI client churn prediction tool that's 80% accurate, and what this means if you own a payroll bureau or PEO and are even remotely thinking about what comes next. This is not a sponsored episode. I told Alex Campos I wouldn't be a shill. This is my unbiased take after a 250-slide deck and a full facility tour. Subscribe for weekly intel on running and growing a payroll business: https://www.youtube.com/@payrollinpod Join the newsletter: https://www.payrollinpodcast.com/ ⏰ TIMESTAMPS: 00:00 — Why I drove 3 hours on a 15-minute phone call 02:57 — What I thought they wanted (I was wrong) 05:21 — The current Vensure scoreboard: 105 deals and counting 07:37 — How the deal structure actually works (80/20 split explained) 13:36 — Inside the 1,200-task acquisition system 18:03 — The AI tool predicting client churn with 80% accuracy 24:36 — Should you sell? The only thing I'll say about that. #PEO #PayrollBusiness #BusinessAcquisition #SmallBusiness #HRTech

On this episode, Pete and Julie welcome Matt Vaadi, longtime payroll industry exec, CEO of GuHRoo, and host of The Payrollin' Podcast, to take the pulse on the small businesses buyer and talk about the realities of the marketplace for SMB HR and payroll solutions.  From tech-first vs service-first buyers to the rise of niche payroll providers, Matt offers an insider's view of how small and mid-sized businesses are buying, switching, and scaling HR and payroll today. The conversation explores why overcrowding in the HCM and payroll market is reshaping go-to-market strategies, why centers of influence like CPAs, brokers, and consultants are more powerful than ever, and how private equity and consolidation are quietly redefining PEO and ASO models. The group also digs into the future of embedded payroll, AI-driven automation, and why many SMB buyers are demanding API-driven, workflow-centric platforms instead of traditional systems. Matt shares how specialization is driving higher growth and valuations, and what HR tech and payroll vendors must do to stay competitive in a market where trust, simplicity, and integration now matter more than brand. Connect with Matt: LinkedIn: https://www.linkedin.com/in/mattvaadi/  https://www.guhroo.co/   https://www.payrollinpodcast.com/  Connect with the show: LinkedIn:  http://linkedin.com/company/hr-payroll-2-0 X: @HRPayroll2_0  X: @PeteTiliakos  X: @JulieFer_HR BlueSky: @hrpayroll2o.bsky.social YouTube: https://www.youtube.com/@HRPAYROLL2_0  WRKDefined Podcast Network: https://wrkdefined.com/podcast/hr-payroll-20  Thank you to our marquee sponsors for powering the HR & Payroll 2.0 podcast forward!  G-P ‘Globalization Partners': https://www.globalization-partners.com/ OneSource Virtual: https://hubs.ly/Q03YFNR90 Zoho: https://www.zoho.com/press.html Thank you to our ‘wizard behind the curtain' and show producer Ryan Kielma: https://www.linkedin.com/in/ryan-kielma/

On this episode, Pete and Julie welcome longtime HR transformation consultant, HR tech expert, Margaret Godwin, to take the pulse on the SMB HR tech buyer, and explore what's actually happening inside HR teams in small and mid-market organizations. From AI hype versus operational readiness to why service models, not features, are driving vendor churn.  The group discusses why SMBs churn through HCM systems, where HR tech buying decisions break down, and why service, change management, and implementation strategy matter more than features or “best AI.”  Margaret shares frontline insights on AI readiness, managed services, PEO tradeoffs, enterprise platforms moving down market, and the growing gap between what technology promises and what organizations can realistically absorb. Connect with Margaret: ‘HR Tech Minute' Substack: https://hrtechminute.substack.com/profile/posts LinkedIn: https://www.linkedin.com/in/mtgodwin/ Connect with the show: LinkedIn:  http://linkedin.com/company/hr-payroll-2-0 X: @HRPayroll2_0  X: @PeteTiliakos  X: @JulieFer_HR BlueSky: @hrpayroll2o.bsky.social YouTube: https://www.youtube.com/@HRPAYROLL2_0  WRKDefined Podcast Network: https://wrkdefined.com/podcast/hr-payroll-20  Thank you to our marquee sponsors for powering the HR & Payroll 2.0 podcast forward!  G-P ‘Globalization Partners': https://www.globalization-partners.com/ OneSource Virtual: https://hubs.ly/Q03YFNR90 Zoho: https://www.zoho.com/press.html Thank you to our ‘wizard behind the curtain' and show producer Ryan Kielma: https://www.linkedin.com/in/ryan-kielma/

Welcome to RIMScast. Your host is Justin Smulison, Business Content Manager at RIMS, the Risk and Insurance Management Society.   In this episode, Justin interviews Kristen Peed, RIMS Ex Officio, and RIMS Board Member, John Kline, about the results of the 2025 RIMS Risk Professional Compensation Survey, covering Risk Professionals in North America. They discuss the growth trend in base salaries for risk professionals in the U.S. and Canada and what this growth represents. They also dig into the median salary of Chief Risk Officers in both nations and how that reflects on the perceived value of the risk profession today. They discuss the worth of experience and certifications for a risk career. They cover the variety of assignments attached to the roles of risk professionals, and the value of expanding the responsibilities of your role over your career. They discuss the rising generation of risk professionals and the need to ensure the transfer of knowledge as the more experienced risk managers retire. Listen for thoughts on incentives for contributing to the long-term stability and growth of your organization.   Key Takeaways: [:01] About RIMS and RIMScast. [:16] About this episode of RIMScast. We will review the results of the RIMS 2025 Compensation Survey with Kristen Peed and John Kline. But first… [:40] RIMS Virtual Workshops. On March 17th and 18th, RIMS will align with AFERM for a two-day RIMS-CRMP-FED Exam Prep Course. [:51] The next RIMS-CRMP Exam Prep Course will be on April 21st and 22nd, and then again on June 9th and 10th. Registration links are in this episode's notes. [1:00] On April 15th, we have a virtual workshop covering "Emerging Risks", led by Joseph Mayo. [1:12] Register today and strengthen your risk knowledge. RIMS members always enjoy deep discounts on the virtual workshops. [1:19] Webinars. On March 12th, Global Risk Consultants returns with "Don't Waste the Soft Market: Where to Reinvest Insurance Savings Before the Window Closes". [1:34] We had to reschedule the  "Hard Hats & High Stakes: Women Leaders Shaping Construction Risk Management" Webinar that was scheduled for March 6th. Registrants should have received an email about the rescheduling. We will soon confirm the new date. [1:51] Register for these and other webinars by visiting RIMS.org/webinars and the links in this episode's show notes. [2:01] On with the Show! We are delighted to be joined by RIMS Ex Officio, Kristen Peed, and RIMS Board Chair, John Kline, to discuss the findings of the RIMS 2025 Compensation Survey. [2:15] This biannual survey provides detailed compensation analysis for virtually all risk management positions, as well as the impact that education, experience, and other demographic data have on salaries. [2:27] The report also provides data about risk management reporting structures, team size, benefits, and additional cash compensation programs. It's a North American study. There are some positive trends that we're going to explore with Kristen and John, so let's get to it! [2:42] Interview! Kristen Peed, John Kline, welcome to RIMScast! [3:01] As Ex Officio, Kristen hasn't seen the inside of airports as often. Last year, Kristen was on 98 flights. [3:54] John has been on the RIMS Board for five years. He says the Board is a great team of people. It's a privilege to serve. [4:31] As Kristen and John both have a vested interest in RIMS and the future success of the profession, Justin wanted them together on the show to review some of the high-level points of the Compensation Survey. The survey is available through a link in this episode's show notes. [4:51] Justin states that the median salary for U.S.-based risk professionals is now $160,000; it's  $140,000 in Canada. Both figures are up over the last decade and since the last survey, in 2023. [5:20] Kristen sees the sustained salary growth as a clear signal that risk management has moved from a support function to a strategic function. Organizations aren't just paying us for insurance placement or procurement but for our insight, foresight, and decision support. [5:42] Kristen says that over the last decade, risk professionals have been pulled into conversations around cyberresilience, operational continuity, regulatory exposure, capital strategy, and reputation. Those are board-level issues. [6:00] When compensation grows steadily and not in spikes, it reflects the recognition that good risk management is necessary to protect enterprise value and enable smarter growth. [6:16] Kristen is seeing that the market is saying risk leaders are not cost managers anymore; they are people protecting the value of their organization and creating that value, as well.  [6:29] John agrees with Kristen. He adds that he thinks, as an industry, we have gotten to be more professional. RIMS has worked on this for years: How do we get the people in this profession to be treated as professionals, like an attorney or an accountant, not procurement? [6:58] John thinks the practitioners have upped their game, becoming much more technically competent, participating in professional development, and becoming more involved at an executive level at corporations. [7:27] John also sees practitioners becoming more involved in the industry. Taking roles on advisory groups at insurance companies and brokers. They're getting to be active participants. Management recognizes that these individuals do a good job of representing the company. [7:48] John thinks it's a combination of better technical skills and greater recognition, which allows them to have that seat at the table. It's a host of things. [8:03] Justin recently had Cynthia Garcia as a guest on RIMScast. Cynthia is the Chief Risk Officer for Bernards Construction Company in California. Justin is seeing more folks like her, who have the CRO role, as RIMScast guests. [8:24] With more Chief Risk Officers and VPs of Risk Management in the U.S. now reporting a median salary of $245,000, which is up dramatically from 2023, it seems like the market is catching up with the importance of risk professionals, especially senior-level risk professionals. [8:52] Kristen thinks part of it is market catch-up. When she moved into her role at Sequoia, she upped her game. Leadership came to her and tapped her for things she never thought she would get to experience. Those things increased her responsibilities and shifted her into the CRO role. [9:28] Kristen says the CRO role has matured. The risk leaders are expected to really look at enterprise risk, insurance strategy, capital efficiency, governance, and how they can help their business be more resilient. [9:46] Kristen reports directly to the CEO and works directly with the CFO and CISO. She's not just managing programs; she's being integrated into the decision-making process. [10:04] That level of influence requires judgment, credibility, and the ability to lead cross-functionally. That's what the compensation reflects. Kristen doesn't see it reverting. She sees it stabilizing at higher levels as those expectations remain elevated. [10:27] There are 21 people on the two teams that report to Kristen. [10:42] John says, having been in the industry for several years, people who sit in our chairs probably understand the company as well as anybody else. [10:56] John says part of our job is to look at all the nooks and crannies and understand everything, whether it's property exposure, premises, product, reputation, or Directors and Officers liability. We get engaged in Errors & Omissions. We get engaged in cyber. [11:18] We have become part of the team that understands holistically. John's job is a holding company. He works holistically. He thinks the compensation and the responsibility continue to catch up with each other. [11:50] One area John sees that needs work is corporate risk. We probably need to carve out operational, enterprise, and insurable. If you work at a bank, you have credit risk and capital risk; there are a lot of other risks where we don't have the skillsets. [12:15] John says that in different industries, the CRO or Risk Manager will encompass different things. We probably need to focus on the operational, enterprise, and insurable risk, and carve out the credit risk, the capital risk, and the liquidity risk. [12:48] John is a team of one. Anybody in his position has to have good communication skills and a lot of support. John can't do what he does by himself. He networks within the organization. He has contacts throughout the organization. He has outside business partners. [13:37] John wants to walk together, shoulder-to-shoulder with his business partners. He sees them as more than collaborators. If you want to go far, you go together. [14:22] Kristen says that leadership without direct authority is a critical skill. When you're a team of one, you learn how to direct people when you don't have actual authority over them. Collaborating with them and communicating well are critical to that skillset. [14:45] Kristen says a CRO is just a title. Titles vary across corporations. What someone with the CRO title does is not more important than what a Director of Risk Management does at another company. Functions are different across different companies. [15:17] A Quick Break! RIMS is once again supporting the FERMA Global Risk Manager Survey 2026. [15:30] Now in its second consecutive global edition, the survey, led by FERMA, brings together insights from Europe, the U.S., Latin America, Asia Pacific, and Africa, offering an international perspective on how the risk management perspective is evolving. [15:46] Surveys are anonymous, and the final report is free. The deadline to participate is March 31st. A link is in this episode's show notes. [15:56] RISKWORLD 2026 will be held from May 3rd through the 6th in Philadelphia, Pennsylvania. RISKWORLD attracts more than 10,000 risk professionals across the globe. It's time to Connect, Cultivate, and Collaborate with them. [16:12] Booth sales are open now. General registration and speaker registration are also open right now. Marketplace and hospitality badges will be available starting on March 3rd. Links are in this episode's show notes, and be sure to check out RIMS.org for more information. [16:31] The Second Annual RIMS Texas Regional Conference will be held in San Antonio from August 10th through August 12th. [16:38] The call for submissions for educational sessions is open through March 18th. Check out the link in this episode's show notes and make a pitch! Hopefully, you get selected, and we see you in San Antonio! [16:51] The RIMS Western Regional Conference will be held from October 4th through the 7th in Seattle, Washington. Registration is open, and you can also submit a session. Visit RIMSWesternRegional.com and the link in this episode's show notes for more information. [17:09] Let's Return to Our Interview with John Kline and Kristen Peed! [17:31] We're talking about the RIMS 2025 Compensation Survey. There is so much great information in it. It is available through RIMS.org and the link in this episode's show notes. [17:45] Nearly all compensation survey respondents, 97% in the U.S. and 90% in Canada, perform functions beyond risk management, including insurance, claims, business continuity, compliance, and even ESG. [17:58] Justin asks if compensation is keeping pace with the expanding scope and complexity of the role. [18:06] John says he feels he is fairly compensated. He enjoys getting involved in multiple areas. Procuring insurance is a large part of his role, but he brings a lot of other value to the organization. [18:43] John says he enjoys assisting in other areas of risk. It helps his professional development. It brings variety to his job. He works very closely with business continuity to help them quantify and understand it. He needs to know that for his insurance renewals. [19:08] Years ago, John was responsible for the ergonomics program of Bank of America, one of the largest employers in California. He had a wonderful team and really enjoyed the job. It led to his accomplishment of driving down workers' compensation claims. [19:58] John says you ought to change your job every two years. If you're doing your job two years from now, the same job, exactly the way you're doing it today, you're not growing. You're not developing your job. [20:20] John says he was in the same job, at one point, for almost 17 years. Every year, what he did was entirely different. He had the same title for 17 years. Every two years, he remade what he did. [20:40] John says growing your job shows your recognition of the increase in compensation and increased responsibility.  [20:50] Kristen has a unique position at Sequoia. She's not sure that what she does exists at any other company. She has the opportunity to work in underwriting and risk management for her company and brokerage. She was brought on as the internal risk manager. [21:10] Kristen also has the opportunity to oversee a team of underwriters and claims professionals who work on workers' compensation and employment practices liability that go into the PEO captive. Learning about all that was fun. [21:28] About a year ago, Kristen had the opportunity to take over the leadership of the property and casualty brokerage team. She gets to see all three facets of this industry, sitting in one role. [21:49] Because of these experiences Kristen has had, now she sits in on strategic decisions about opening new companies. Sequoia is getting ready to open up another company. [22:02] Kristen is part of the leadership team, looking at how to scale this. It's more than insurance decisions. It's about how to do this business, how to scale it, compliance, and governance. [22:22] Kristen says to look for opportunities to raise your hand. Expanding your skillset will help support your position with your leadership when you're going through the merit cycle. [22:46] Justin says the top industry impacts in the survey include attracting new candidates, cyber exposure, adoption of new technologies, AI, and hybrid workshifts. The median age of U.S. risk professionals is 51. Justin asks Kristen and John if we are facing a succession challenge. [23:11] Kristen says a big yes on that. John says succession planning and talent retention within this industry are the number one challenge. It is estimated that over the next five years, 350,000 people will retire. Over 50% of the industry is over 55. This is huge. [23:52] With those retirements, the industry will lose a tremendous amount of intellectual capital and experience. At the same time, this large group of professionals retiring in the next five or 10 years provides types of opportunities that never existed before for people in their 30s and 40s. [24:26] John says talent is the number one challenge for the industry. People coming into it are going to learn the skillsets. There's a lot this industry has to offer. There's a wide range of roles and a huge opportunity for growth. It touches so many different areas of the organization. [25:02] John says people are going to need a risk professional. The uncertainty in this world is increasing. The speed of change is getting faster. They will need someone like us. Make sure your organization knows you're the person they want, and so they don't look for someone else. [25:42] Kristen says she doesn't think risk has a talent shortage. She says Spencer Educational Foundation is doing a great job of recruiting into our industry. What we need to keep our eye on is the knowledge transfer and making sure that we're training the next generation. [26:05] Kristen believes the solution isn't just recruiting, it's the development. Make sure you're bringing that next generation to the RISKWORLD Conference so they understand how business is done, and they're developing those relationships. [26:18] Kristen says we shouldn't be focused on people late in their careers, like John and I. Risk isn't a back-office role anymore. It's out there on the front lines. Treat the next generation that will step into our shoes as the front lines. [26:50] Budget to bring the next generation to conferences. Include them in meetings and opportunities to be strategic. Teach them. If we don't transfer that knowledge, we risk losing that judgment. It's not a headcount issue but a knowledge transfer issue. [27:12] Another Quick Break! The Spencer Educational Foundation's Risk Manager on Campus application period will open on April 1st, 2026, and it will close on June 30th. Grant awardees, colleges, and universities are typically notified in September. [27:38] The Course Development Grant application deadline for Interval Number 2 will be on June 15th, 2026. Award notifications will be sent out in late July. [27:52] General Grant applications will open on May 1st, 2026, and the application deadline is July 30th. Internship Grant applications open on August 15th and close on October 15th. [28:05] Links to each of these grants are in this episode's show notes. Visit SpencerEd.org for more information. [28:13] Let's Conclude Our Interview with John Kline and Kristen Peed. [28:23] Justin cites the survey, saying 79% of U.S. professionals were eligible for additional cash compensation, with performance, especially organizational performance, driving the most payouts. Justin asks if this is an appropriate incentive program. [28:45] Kristen says linking compensation to organizational performance makes sense. But risk doesn't exist in a vacuum. We have to make sure we're not rewarding only short-term results. [28:57] Kristen is eligible for incentives for both short-term organizational performance of a year and long-term incentives for multi-year organizational performance. That gives her time to put into play strategically things that will impact the organization in the long term. [29:20] Kristen doesn't know that a lot of organizations have evolved to where they're doing both short-term and long-term incentives and bonuses. [29:28] Kristen says that is a way we could incentivise risk professionals to make an organizational impact that permeates throughout the enterprise. It rewards something that's more overarching than one year's performance. [29:58] John agrees with Kristen. This is part of the evolution of the profession. John has base compensation, short-term incentives, and long-term incentives that he's had for years. It helps you get alignment with management for the long-term success of the organization. [30:19] John says most of us could save money in any given year, but we've got to look at stability for our programs. Management does not like wide fluctuations. [30:42] It forces us to think strategically, like an owner or the C-suite. It helps develop stability, not only on the corporate side, but also on the broking side and the carrier side. [31:02] For years, carriers in the reinsurance industry have had five- and ten-year incentives. It takes that long to see if a reinsurance contract is profitable. This is the evolution of the industry to align us better with the long-term objectives of the C-suites. [31:51] John says, if I have wild fluctuations year to year, and I haven't kept the C-suite apprised of it for three years, management's not going to like that. I'm not doing my job. [32:26] Justin points out that on paper, John is a department of one, but he works with several others. Kristen says in her last job, she was a department of one. What strategies can John and Kristen provide for risk professionals with very limited resources to use to transfer knowledge? [32:47] Kristen thinks recognizing what your resources are is the place to start. You may have more resources at your fingertips than you realize. Your brokers can help you with the tools they may have. Your carrier partners may have other tools. [33:11] Kristen stresses RIMS and RIMS.org for all the tools and information at your fingertips there, as well as the RIMS Engage social media platform, where you can reach out to other risk professionals to get their advice. [33:28] Kristen thinks our industry is one of the greatest when it comes to collaboration and knowledge-sharing. She can call on her network for advice. You may be a department of one, but you are not alone. You have an entire community behind you to support you. [33:58] Justin explains that RIMS Engage is exclusively for RIMS members, one of the many benefits of RIMS membership. [34:11] John endorses everything Kristen said. He adds that you need to understand who your key stakeholders are. Those are the people who will support you. You have to set realistic expectations. As a team of one, sometimes things fall through the cracks. [34:51] You have to have a plan. You make a plan, you work the plan. You can't just come in every day and ask yourself what you are going to do that day.d You need a plan for the day, even though something during the day will upset the plan. [35:09] John says, "Communicate, communicate, communicate." John doesn't want to be a black box. If someone says they don't understand what he does, he sits down with them and tells them. [35:50] Justin adds a quick plug for the RIMS-CRMP. It's a great way to enhance your knowledge. If you are a department of one, if you pass that RIMS-CRMP exam, you will have the capacity of several risk professionals. [36:08] Kristen agrees. Credentials don't replace your experience, but they help you compound it fast. The RIMS-CRMP credential is incredibly valuable. It can help accelerate your knowledge. Risk management is a profession where judgment compounds over time. [36:36] You earn that credibility by seeing market cycles, going through claims scenarios, and by having failures and then recovering from them. [36:49] John says important credentials like the RIMS-CRMP show right away that you're dedicated to the industry. These are not easy certifications. They provide instant credibility. [37:16] When you can put RIMS-CRMP on your signature line, you differentiate yourself. You show others you are furthering your education. [37:38] Justin says we're going to see you both at RISKWORLD 2026 in Philadelphia! John Kline and Kristen Peed are omnipresent at RISKWORLD. [37:52] RIMScast recently had 2025 Goodell Award Winner Randy Nornes on the show. He said he can't stand the word risk, even though he's made his career on it. He prefers the word uncertainty because risk has a negative connotation. [38:29] Kristen says Sequoia's Chief Legal Officer has a saying, "Nothing bad happens." We have been prepared for everything. We have a playbook. We have practiced it. We don't talk about risk but about closing the gap and mitigating against those things. [39:03] John says, this is an opportunity. He understands Randy's position. People understand what a risk is. What is uncertainty? John likes the term risk business rather than the term uncertainty business. [40:14] John, Kristen, it has been wonderful to reconnect with you! I can't wait to see you again in two months! See you at RISKWORLD! [40:27] The RIMS 2025 Compensation Survey is available now. The links are in this episode's show notes. There are different tiers to access it. [40:52] Special thanks again to Kristen Peed and John Kline for joining us to discuss the results of the 2025 RIMS Risk Management Compensation Survey! Members have the benefit of receiving the survey results for free. The cost is $500 for nonmembers. A link is in the notes. [41:14] I've also got links to John Kline and Kristen Peed's prior RIMScast appearances and Kristen's RIMS-CRMP Story. Look for both of them at RISKWORLD 2026  in Philadelphiafrom May 3rd through the 6th. [41:27] Plug Time! You can sponsor a RIMScast episode for this, our weekly show, or a dedicated episode. Links to sponsored episodes are in the show notes. [41:55] 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. [42:14] 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. [42:31] 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. [42:48] 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. [43:02] Justin Smulison is the Business Content Manager at RIMS. Please remember to subscribe to RIMScast on your favorite podcasting app. You can email us at Content@RIMS.org. [43:14] Practice good risk management, stay safe, and thank you again for your continuous support!   Links: RIMS Legislative Summit — March 18‒19, 2026 on Capitol Hill, Washington, D.C. | Register now! RISKWORLD 2026 Registration — Open for exhibitors, members, and non-members! Reserve your booth at RISKWORLD 2026! Spencer Educational Foundation — Scholarships and Grants | Open Calls and Timelines. RIMS Texas Regional Conference 2026 Education Content Submission — Deadline March 18, 2026! RIMS-CRO Certificate Program In Advanced Enterprise Risk Management | April - June 2026 Cohort | Led by James Lam RIMS Western Regional Conference — Oct. 4‒7, 2026 | Seattle, WA | Register Today and Submit an Educational Session! RIMS Compensation Survey 2025 — Download Today | Press Announcement Here. RIMS Risk Management magazine | Contribute RIMS Now RIMS-Certified Risk Management Professional (RIMS-CRMP) | Insights Video Series Featuring Joe Milan! The Strategic and Enterprise Risk Center RIMS Diversity Equity Inclusion Council RIMS-CRMP Story, featuring John Button RIMScast Canada — Episodes Now Live RISK PAC | RIMS Advocacy FERMA Global Risk Manager Survey 2026 Upcoming RIMS-CRMP Prep Virtual Workshops: RIMS-CRMP Exam PrepApril 21‒22, 2026 | June 9‒10 RIMS-CRMP-FED Exam Prep with AFERM | March 17‒18 Full RIMS-CRMP Prep Course Schedule See the full calendar of RIMS Virtual Workshops Risk Appetite Management | March 25‒26 Claims Management | April 7‒8 Emerging Risks | April 15 | Register Now! Upcoming RIMS Webinars: "Don't Waste the Soft Market: Where to Reinvest Insurance Savings Before the Window Closes" | March 12 | Sponsored by Global Risk Consultants "Hard Hats & High Stakes: Women Leaders Shaping Construction Risk Management" | Presented by RIMS — Rescheduled — Date TBA in March RIMS.org/Webinars   Related RIMScast Episodes: "Investing In Yourself with RIMS 2026 President Manny Padilla" "RIMS 2025 Goodell Award Winner Randy Nornes" "A Brand New Day with RIMS 2025 President Kristen Peed" "AI and the Future of Risk with Dan Chuparkoff"   Sponsored RIMScast Episodes: "Secondary Perils, Major Risks: The New Face of Weather-Related Challenges" | Sponsored by AXA XL (New!) "The ART of Risk: Rethinking Risk Through Insight, Design, and Innovation" | Sponsored by Alliant "Mastering ERM: Leveraging Internal and External Risk Factors" | Sponsored by Diligent "Cyberrisk: Preparing Beyond 2025" | Sponsored by Alliant "The New Reality of Risk Engineering: From Code Compliance to Resilience" | Sponsored by AXA XL "Change Management: AI's Role in Loss Control and Property Insurance" | Sponsored by Global Risk Consultants, a TÜV SÜD Company "Demystifying Multinational Fronting Insurance Programs" | Sponsored by Zurich "Understanding Third-Party Litigation Funding" | Sponsored by Zurich "What Risk Managers Can Learn From School Shootings" | Sponsored by Merrill Herzog "Simplifying the Challenges of OSHA Recordkeeping" | Sponsored by Medcor "How Insurance Builds Resilience Against An Active Assailant Attack" | Sponsored by Merrill Herzog "Third-Party and Cyber Risk Management Tips" | Sponsored by Alliant   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 Strategic & Enterprise Risk Center RIMS-CRMP Stories — Featuring RIMS President Manny Padilla!   RIMS Events, Education, and Services: RIMS Risk Maturity Model®   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: Kristen Peed, Chief Risk Officer at Sequoia and RIMS ex officio John Kline, Senior Director, Enterprise Insurance Risk Management at TransUnion and RIMS Board Chair   Production and engineering provided by Podfly.  

Send a textHCM operates under a different operational gravity, shaped by higher data sensitivity, greater regulatory exposure, and people-centric workflows that do not map cleanly to financial or supply chain logic. HR data carries a uniquely elevated risk profile, and processes such as payroll, benefits, compliance, recruiting, onboarding, training, and performance management introduce specialized data models and integration needs that demand purpose-built platforms. Adoption also follows a different maturity curve, with most organizations starting from basic payroll—often via a PEO or standalone system—and gradually layering in more strategic HR capabilities as workforce size and complexity increase. Because HCM spans multiple micro-segments and specialization layers that vary materially by industry, geography, and workforce composition, it must be evaluated as its own architectural layer, not merely as an ERP add-on, to ensure long-term system fit and operational resilience.In this episode, our host Sam Gupta discusses the top HCM software in 2026. He also discusses several variables that influence the rankings of these HCM software. Finally, he shares the pros and cons of each HCM software.Video: https://www.youtube.com/watch?v=LVe9TBkCoG0Read: https://www.elevatiq.com/post/top-hcm-software/Questions for Panelists?

In this episode of Shoptalk, David Carothers dug into total cost of risk with a focus on downtime, disruption, and distraction as hidden drivers of long term expense. Using real manufacturing examples, he explained how equipment breakdown, supply chain delays, and even severe workers' comp injuries can create operational losses far beyond what shows up in loss runs. He also outlined how middle market producers can use a year-round cadence of touch points to control costs, strengthen submissions, and create clear wedges in prospecting. The episode ends with a note that this is part one, with part two continuing next week. Key points: Downtime is a Business Threat Not Just a Claim Issue David explains that equipment breakdown and specialized machinery delays can shut production down for weeks. He shared a story about a printing operation where a simple mistake destroyed equipment and required overseas technicians and parts, resulting in four to six weeks of downtime. The bigger point is that downtime can create losses that linger well beyond the repair window. Shelf Space and Reputation Loss Can Be Permanent For manufacturers selling into major retailers, downtime can cost more than sales for a single season. David breaks down how hard it is to earn premium placement and holiday displays, and how quickly retailers replace brands that cannot fulfill orders. Once that shelf space is lost, it is often gone for good, creating a long tail financial hit. Workers' Comp Injuries Can Trigger Operational Chaos A severe injury is not only a claim cost. It can shut down equipment, trigger investigations, delay production, and reduce productivity across the floor. David described an extreme degloving incident tied to bypassed guarding on machinery and highlighted how fear, disruption, and compliance activity stack costs for years. Total Cost of Risk Changes the Sales Conversation Instead of reacting to bad loss runs with tactical fixes like consent to rate or a PEO, David pushes producers to quantify all hidden costs. That includes downtime, out of pocket claims, administrative time, and disruption impacts. When clients see total cost, the conversation shifts from price shopping to strategic planning. This is a Year Round Process Not a Renewal Project David emphasizes that total cost of risk is not a spreadsheet exercise done once a year. It is a 365 day approach built on consistent accountability and structured touch points. He recommends using a twelve subject cadence to stay in front of accounts, strengthen renewals, and build trust over time. Risk Management Actions Can Create Underwriting Leverage He shared a practical example where a manufacturer lost power for over a week after hurricanes. The solution was putting a generator company on retainer so a large unit could be delivered when storms approached. David explains how actions like this protect reputation, reduce downtime, and can be positioned to underwriters for potential credits. Trusted Advisor Positioning Wins Even at Higher Cost David compares advisory insurance work to paying for high quality legal or accounting help. Clients may pay more upfront, but the long term savings and control are what matter. He argues that better stories, better frameworks, and measurable risk control results eliminate late stage price objections and create stronger referrals. Connect with: David Carothers LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

El de esta semana es a todas luces un PRO-GRA-MÓN. Son más de dos horas con un total de 30 temazos. Un auténtica locura melódica, con todo esto: Nuevos: Transatlantic Radio, Fighter V, Mayhem Mavericks, Gotthard, Coreleoni, Grabrielle de val, Black Swan, Chez Kane, Dan Lucas, Steven McClintock, Babylon A.D, Confess, Violet, Venus 5 Clásicos: Phenomena, King of Hearts, Lisa Hartmann, Newman, Lillian Axe, Thomas Vikstrom, PEO, Hall & Oates Niagara y el documental que está por llegar Nuevos proyectos: Theleganttes, Blue Madness Synth a go go: Am 1984, Sun City

Vote for our Awards Show Here! https://forms.gle/xkpCGubiMsNCcXVv6 Buy Merch Here!  https://otamerch.shop/ Each week we aim to bring together the biggest events in Vtubing and talk about what's been going on. Stop by, hang out, and let's catch up with us! Join this discord : https://discord.gg/M7tVYWTSFR Follow here for updates: https://twitter.com/SuperChatsPod Shorts over here: https://www.tiktok.com/@superchatspod Playlist of music: https://www.youtube.com/playlist?list=PLp6uXoGNUwk9Tq0NWOwaCLGruX0XdVBfd 00:00:00 Intro 00:00:27 Kanata Graduated 00:17:57 Jurard's Charity Concert Success 00:35:51 Chio's Back! 00:46:27 Happy New Year 00:53:15 Award Show Update 00:56:26 Rainbow Pearl Harmony 00:59:16 More Chromashift 3D! 01:00:51 HoloAN Gains Another Member 01:03:00 More Phase Connect Gacha Details 01:10:42 Christmas Cowllab 01:12:20 Nitty's House Was Destroyed 01:14:50 Eva's Getting a New 3D Model 01:16:16 Watame's New Music Video 01:17:26 Peo's Original Character Song 01:18:46 Nene Amano You're My Own Angel 01:20:49 Night of the Chupacabra 01:22:43 Kanata Dream a Dream 01:24:04 Kanata Final Covers 01:26:00 Calli Luv(sic) 01:26:56 Milk covered World Execute(me) 01:28:49 Michi Mochievee Never Fade Away 01:32:07 Eva Ananova December 01:32:53 Gingerbread House Streams 01:35:37 Paige Terner 01:48:45 Shiina's Holiday Breakfast 01:52:35 Laplus Kinks 01:59:19 Mara ASMR 02:02:30 GX Aura Awards 02:03:30 Hololive New Year (BaeRyS) 02:09:40 Surprise News 02:12:11 Community Comments 02:19:27 Birthdays

Buy Merch Here!  https://otamerch.shop/ Each week we aim to bring together the biggest events in Vtubing and talk about what's been going on. Stop by, hang out, and let's catch up with us! Join this discord : https://discord.gg/M7tVYWTSFR Follow here for updates: https://twitter.com/SuperChatsPod Shorts over here: https://www.tiktok.com/@superchatspod Playlist of music: https://www.youtube.com/playlist?list=PLp6uXoGNUwk9Tq0NWOwaCLGruX0XdVBfd 00:00:00 Intro 00:00:34 Brand New Crocodile 00:14:05 Kobo's 3D Live 00:21:54 Eva's Birfday Concert 00:30:41 2025 Super Chats Vtuber Awards Nominees 01:13:48 New Marine Daki 01:14:35 Hololive's Big Sponsor? 01:15:30 Ina Biboo Monster Hunters 01:17:03 Shiina Sailor 01:18:34 Shinri Bad Boy 01:19:12 bbno$ Ironmouse 01:21:04 Peo's Donothon 01:24:16 Rebbi Rompin is No More 01:24:47 Best Wishes 01:29:20 Original Songs 01:35:32 Cover Songs 01:41:57 Azura Dulait 2.0 01:44:23 Shondo's Return(?) 01:45:57 Mint Lego Island 01:48:41 Nimi Top Model 01:51:48 Christmas ASMR 01:53:45 Other Nick Watches 01:54:56 Socks Concert 01:56:05 Lyko Lianna Model Update 01:57:20 Hololive Granblue Versus 02:01:15 V4Mirai Monetizations 02:10:11 Hachi Concert Preview 02:11:11 Tenma Dad 02:15:16 Don't Scream Together 02:16:47 Community Comments

Plötsliga svimningsanfall, elavbrott eller skärm som slocknat när blev det svart för dig? Lyssna på alla avsnitt i Sveriges Radios app. Ett nyfiket och underhållande aktualitetsprogram med lyssnaren i fokus.Peo svimmade 300 meter innan målgången på Vasaloppet, Veiko var med om en black out ombord ett containerfartyg och gymnasten Nelly var mitt i luften när strömmen gick i sporthallen och panik utbröt!I extramaterialet hör vi mer om Christers medverkan i TV4 där han pratade om vad han hade på hjärtat.

Sales leadership isn't just about hitting numbers—it's about creating a strategic framework that transforms your entire organization into a revenue-generating machine. When you shift from viewing sales as a transactional function to positioning it as the strategic heartbeat of your company, everything changes. In this conversation with John Allen, CRO of GNA Partners, we explore how to build a consultative selling culture that puts customer outcomes first. John shares his journey from operations to sales leadership, revealing how his operational background became his secret weapon in creating systematic approaches to revenue generation.  The Power of Operational Thinking in Sales Coming from an operations background gave John a unique perspective on sales strategy. Instead of relying on gut feelings or "the way we've always done it," he applied systematic thinking to every aspect of the sales process. This operational mindset became the foundation for scaling GNA Partners from a lifestyle business to a national player in the HR outsourcing space. Building a Revenue Culture That Actually Works Creating visibility into key metrics was the first step in transforming GNA's sales organization. By implementing Salesforce and making pipeline data transparent across the team, John created accountability and clarity around what success looks like. But transparency alone wasn't enough; the team needed to understand how their individual contributions connected to the company's broader strategic goals. The Two-Opportunities-Per-Week Framework After analyzing five years of data from top performers, John discovered something remarkable: the highest-producing reps consistently added two legitimate opportunities to their pipeline every week. This simple metric became the North Star for the entire sales organization, cutting through the noise of countless KPIs to focus on what truly drives results.  Here's what you'll learn from this episode: How to transition from transactional selling to strategic consulting that builds long-term client relationships. The systematic approach to onboarding new sales talent that accelerates time-to-productivity. Why pipeline coverage ratios matter and how to calculate the right targets for your team. The critical role of sales leadership in reinforcing methodology through hands-on coaching. How to create accountability systems that drive consistent performance across your sales organization. John's approach proves that when you combine operational discipline with consultative selling principles, you create a sustainable competitive advantage. His insights on balancing pipeline development with rep growth offer a roadmap for any sales leader looking to scale their organization effectively.  Whether you're struggling with inconsistent performance, looking to implement a proven sales methodology, or seeking to create better alignment between sales and operations, this conversation provides actionable strategies you can implement immediately. Key Moments of This Episode 00:00:00 - Customer-Centric Sales Philosophy: Focus on People and Relationships Sales success requires removing noise and focusing on adding two legitimate opportunities weekly to your pipeline. People buy from people, making the customer experience and relationship-building the ultimate differentiator when all providers offer similar solutions. 00:01:14 - Meet John Allen: CRO Journey from Banking to HR Outsourcing Leadership John Allen shares his 17-year journey at GNA Partners, transitioning from JP Morgan banking to becoming CRO of a Professional Employer Organization serving 4,500+ clients nationwide with comprehensive HR outsourcing services. 00:03:52 - Family Business to Private Equity: GNA Partners' Growth Transformation GNA Partners evolved from a family-owned business founded by John Allen Sr. and Tony Gralva to a private equity-backed company with TPG Capital, positioning for significant growth in the PEO space. 00:08:25 - Elevating Sales from Revenue Engine to Strategic Leadership Function Transforming sales teams from transactional order-takers to strategic consultants requires understanding client operations and positioning solutions through the customer's lens, focusing on business efficiency and profitability rather than just hitting numbers. 00:13:27 - Shifting from Transactional to Strategic Partnership Selling Successful sales transformation requires expertise in your field, maintaining a robust pipeline to eliminate desperation, and approaching conversations as collaborative problem-solving sessions rather than traditional sales pitches focused on closing deals. 00:21:03 - Building Revenue Culture Through Visibility and Measurement Systems Creating a revenue-focused culture starts with implementing CRM systems like Salesforce for complete visibility, establishing clear quotas and forecasts, and connecting individual sales goals to broader company objectives and resource allocation. 00:28:22 - The Two Opportunities Per Week Formula for Sales Success Analysis of top performers revealed a consistent pattern: adding two legitimate opportunities weekly (96 annually) correlates directly with quota achievement, providing sales teams a clear, actionable KPI to focus on. 00:33:33 - Operationalizing Sales Onboarding: From Hiring to Pipeline Generation Effective onboarding varies by experience level, featuring 90-day programs covering industry knowledge, tools training, and providing 600-750 vetted accounts to new reps, ensuring a systematic approach to sales development and early performance assessment. 00:43:32 - Implementing Sales Methodology: Sandler Selling System Integration GNA Partners adopted the Sandler selling methodology company-wide, requiring certification for all reps and parallel training for sales leaders to ensure consistent reinforcement and application of consultative selling principles. 00:50:56 - Sales Leadership Excellence: The Four Critical Competencies Effective sales leaders must excel in at least two-three areas: recruiting talent, understanding and selling the product, mastering sales enablement tools, or being exceptional at closing deals to maintain credibility and effectiveness. About John G. Allen John G. Allen is the Chief Revenue Officer for G&A Partners. Under his leadership, G&A's sales organization has experienced consistent new business growth year-over-year. Prior to this role, John was the Executive Vice President of Sales for G&A. He spent the early part of his career working for JPMorgan as a banker for its energy corporate and private banking groups before joining G&A in 2009. John earned a Bachelor's degree in finance from Brigham Young University and a Master of Business Administration from the University of Texas. He is actively involved in his church, the Boy Scouts of America, and youth sports in his community. Follow Us On: ·         LinkedIn ·         Twitter ·         YouTube Channel ·         Instagram ·         Facebook Learn More About FlyMSG Features Like: ·         LinkedIn Auto Comment Generator ·         AI Social Media Post Generator ·         Auto Text Expander ·         AI Grammar Checker ·         AI Sales Roleplay and Coaching ·         Paragraph Rewrite with AI ·         Sales Prospecting Training for Individuals ·         FlyMSG Enterprise Sales Prospecting Training Program Install FlyMSG for Free: ·         As a Chrome Extension ·         As an Edge Extension  

Buy Merch Here!  https://otamerch.shop/ Each week we aim to bring together the biggest events in Vtubing and talk about what's been going on. Stop by, hang out, and let's catch up with us! Join this discord : https://discord.gg/M7tVYWTSFR Follow here for updates: https://twitter.com/SuperChatsPod Shorts over here: https://www.tiktok.com/@superchatspod Playlist of music: https://www.youtube.com/playlist?list=PLp6uXoGNUwk9Tq0NWOwaCLGruX0XdVBfd 00:00:00 Intro 00:06:46 New Vtubers from Socks! 00:08:25 Malfina 00:15:56 Adfree.exe 00:21:38 Sclimbo 00:30:28 Zeta's Birthday 3D Stream 00:40:09 Risu Got Hacked 00:43:04 Utanovember 00:44:33 HoloAN's 2nd Host 00:47:16 Fubuki Solo Blue Ray 00:48:33 Kiara's New Outfit 00:51:04 V4Mirai's Teaser 00:56:08 Peo 4 Koma 00:57:21 Flow Glow Upcoming Live 00:58:10 Original Music 01:02:14 Cover Songs 01:09:25 Phase Invaders Project 01:15:35 Eerie Birthday Collab 01:19:20 Sinon Story Time 01:21:57 Sinthya Bugsnax 01:23:52 Minto played Portal 01:25:44 Sinon got Money-tized 01:27:02 Mara's Waterpark Feet 01:29:11 Saba Dooby Laimu Peak 01:31:10 Community and Shilling 01:35:25 Birfdays

Nonprofit HR can be messy — but it doesn't have to be. Let's talk about when it's time to call in reinforcements (and what "reinforcements" actually look like). I sat down with Mark Bromberg, a Business Performance Advisor at Insperity and one of my favorite people to send clients to when HR headaches start taking over. We dug into what PEOs (Professional Employer Organizations) really do — and when they make sense for nonprofits. Real Listener Question: "Our professional association has seven employees. We're losing our CEO soon, and our board wants to consider alternatives. When does it make sense to have a PEO instead of a CEO or in-house HR support?" This is one of those big-picture nonprofit management questions that hits close to home for a lot of leaders. In this episode, Mark and I unpack what a PEO actually is (spoiler: not just payroll!), what a true co-employment model looks like, and why choosing the right PEO is more than a price comparison — it's a relationship. We also talk about how post-pandemic remote work complicates HR, why private equity moving into the PEO space should give nonprofits pause, and what "due diligence" really means before signing a PEO contract. What You'll Learn: What a PEO is — and what it isn't When outsourcing HR actually helps your nonprofit How remote teams across multiple states complicate compliance Why private equity's growing interest in PEOs matters What to ask before choosing a PEO (hint: "Who owns you?" is fair game) Why HR pros and PEOs can actually be a dream team How to make sure your PEO relationship is an ethical, cultural fit Bottom line: Nonprofits don't exist to manage payroll, benefits, or compliance — you exist to change the world. The right PEO can help you do that, but only if you choose wisely and partner with someone who truly understands your mission. Resources from this Episode Learn about Insperity: https://www.insperity.com/ Connect with Mark on LinkedIn: https://www.linkedin.com/in/markbromberg/ Previous Episode: GoFundMe Creates 1.4M Nonprofit Donation Pages Without Consent with Ephraim Gopin https://birkenlaw.com/charity-therapy-podcast/ct150/ Episode Transcript: https://birkenlaw.com/wp-content/uploads/2025/11/CT151_Transcript.pdf Connect with Us Jess Birken: https://www.linkedin.com/in/jessbirken/ Listen & Engage Listen on Apple Podcasts | Spotify | YouTube | Amazon Music Rate & Review on Apple Podcasts: Click "Ratings and Reviews" then "Write a Review" Send us your nonprofit questions: https://birkenlaw.com/podcast/#podcast-story   Stay Connected Sign up for the Birken Law Email list: https://birkenlaw.com/signup/   Follow us on Facebook, Instagram, Twitter

No more sales burnout! Learn how to set up a repeatable system that keeps your pipeline full and your business growing.In this episode of Payrollin', Matt Vaadi shares the exact 8-touch sales campaign template he's used to generate consistent payroll and PEO clients for 20 years.Whether your pipeline's empty or you just want predictable leads every month, this step-by-step walkthrough shows you how to:✅ Identify your ideal payroll client profile ✅ Build a repeatable 4- to 6-week sales campaign ✅ Automate touches with email, LinkedIn, phone, and direct mail ✅ Track metrics so you know what's actually working⏰ TIMESTAMPS:0:00 - Intro: Frustration with sales progress1:35 - Random Acts of Sales: Feast or famine sales pipeline2:03 - Campaign Effectiveness: Creating repeatable results3:03 - Systems Problem: Lack of a repeatable method4:01 - Delegating Tasks: Who should handle campaign execution?5:38 - Sales Campaign Overview: The 8-touch process6:00 - Target Account Profile: Defining your ideal customer7:02 - Geographic Focus: Targeting local markets8:01 - Campaign Messaging: Why go local?9:23 - Emotional Appeal: Leading with emotions in sales10:04 - Key Differentiators: Standing out from competitors10:37 - Overcoming Objections: Proactively addressing concerns11:02 - First Meeting: Selling the meeting, not the service13:06 - Multi-Phase Campaign: Using phone, in-person, and emails15:16 - Direct Mail: Increasing conversion with physical mail17:12 - Phone Calls: Using calls effectively19:00 - Email Follow-ups: Short, value-driven emails21:09 - LinkedIn Requests: Leveraging LinkedIn in outreach23:04 - Persistence: Tracking and optimizing campaigns25:14 - Video Emails: Using Loom for engagement26:38 - Final Follow-ups: Importance of persistence27:12 - Automation: Streamlining the process for repeatability

Thanks to our partners Promotive and Wicked FileAfter years of waiting, many shop owners are discovering that their long-anticipated Employee Retention Tax Credit (ERTC) checks may never come — and worse, some are facing IRS audits they didn't see coming. In this week's episode of Business by the Numbers, Hunt Demerist, CPA at Paar, Melis & Associates, breaks down the chaos behind the ERTC delays, what triggers an audit, and what every business owner should be doing right now to protect themselves.This Week, Hunt takes listeners inside the IRS's renewed crackdown on ERTC claims. From delayed payments and disappearing credit firms to official audit questionnaires, Hunt shares real client examples, reveals the riskiest filing groups, and explains why quarter three of 2021 has become the IRS's favorite target. He also offers actionable advice on what to do if you're still waiting for your refund—or worse, if you've received an audit letter.In This Conversation:(04:10) The truth about ERTC payment delays and why checks have slowed since mid-2024 (08:35) Why the IRS is focusing on third quarter 2021 claims (13:40) How credit firms and PEO companies like BBSI became audit magnets (18:55) What the official IRS audit questionnaire looks like — and how to prepare (23:22) Key warning signs your ERTC claim could be flagged(27:10) Why smaller, direct filers are less likely to face audits (31:00) What to do (and not do) if you haven't received your ERTC payment (35:45) Hunt's cautious outlook for 2025 and what it means for shop financesIf you're ready to protect your shop from ERTC chaos and stay informed on what the IRS is really doing behind the scenes, this episode is essential listening.IRS Official ERTC Audit Questionnaire: https://info.paarmelis.com/hubfs/Employer%20Response%20to%20IRS%20Document%20Request%20Form.docxThanks to our partner PromotiveIt's time to hire a superstar for your business; what a grind you have in front of you. Introducing Promotive, a full-service staffing solution for your shop. Promotive has over 40 years of recruiting and automotive experience. If you need qualified technicians and service advisors and want to offload the heavy lifting, visit https://gopromotive.com/Thanks to our Partner WickedFileTurn chaos into clarity with WickedFile, the AI for auto repair shops. Transform invoices into insights, protect cash flow, and stop losing parts, cores, or credits to maximize your bottom line. visit https://info.wickedfile.com/Paar Melis and Associates – Accountants Specializing in Automotive RepairVisit us Online: www.paarmelis.comEmail Hunt: podcast@paarmelis.comText Paar Melis @ 301-307-5413Download a Copy of My Books Here:Wrenches to Write-OffsYour Perfect Shop The Automotive...

Buy Merch Here!  https://otamerch.shop/ Each week we aim to bring together the biggest events in Vtubing and talk about what's been going on. Stop by, hang out, and let's catch up with us! Join this discord : https://discord.gg/M7tVYWTSFR Follow here for updates: https://twitter.com/SuperChatsPod Shorts over here: https://www.tiktok.com/@superchatspod Playlist of music: https://www.youtube.com/playlist?list=PLp6uXoGNUwk9Tq0NWOwaCLGruX0XdVBfd 00:00:00 Intro 00:03:05 Kou Mariya Graduated 00:11:31 Nerissa's Tweet Storm 00:14:44 Ollie 3D Birthday Live 00:26:42 Fubuki's Halloween Night 3D Live 00:37:59 Promise 2nd Anniversary 3D Live 00:46:33 1000 Pages. Any Substance? 00:54:15 Twitch Viewership Changes 00:57:12 Malfina got Banned 00:58:18 E-roi Taking Applications 01:00:31 New HoloAN Announcer 01:02:43 Houshou Marine's Ramen Collab 01:03:33 Zeta hit a Million Subscribers 01:04:48 Stronny Hit 10 Million Views 01:05:39 Shiina and Jelly went Bananas 01:12:28 Peo's doing a Donothon 01:15:34 Ala and Dianko's Tiny Stars Cover 01:16:26 Calli's OP 01:17:53 Gnosia's OP features Kobo 01:18:48 Luna's Nnishoi Passion 01:19:23 La+ is in the new Deco*27 Song 01:20:37 Towa's New Order 01:22:11 Sora's Bacharia Love 01:23:06 Riona covered Lonely Poison 01:24:02 Clara covered Because 01:25:01 Rie covered Spoken For 01:28:01 Ollie Roundup 01:28:03 fast food 01:29:09 wobbly life 01:31:19 Stronny Assassin's Creed 01:33:11 Bae Kronii Clubhouse Games 01:34:18 Shiori Dead Reset 01:34:55 Other Kam Recommendations 01:35:54 Sinthya Halo Combat Evolved 01:36:48 Risu Jedi Fallen Order 01:37:29 Alicja Vampire Survivors 01:38:23 Battlefield 6 01:39:27 Other Nick Recommendations 01:42:08 Phase REPO 01:43:07 Nimi's Birthday 01:46:36 Nimi Road to Empress 01:49:41 Chroma Shift Outlast Trials 01:50:40 Nene Amano USS Hornet 01:53:53 Super Chats Update 01:57:24 Community Comments 02:00:43 Birthdays

In this episode of Insurance Shoptalk, explore the world of human resources (and more!) with host Eric Stein and special guest host Ryan Floyd. Eric and Ryan talk with David Ainsworth and David Bell from Zynergia, a trusted HR partner that offers a variety of services, including payroll, benefit management, risk management, and more. They discuss Zynergia's the coverage, features, and benefits of their unique programs, especially their PEO and Workers' Compensation offerings. To learn more about Zynergia and their services, please find them online at https://zynergiahr.com/ About Insurance Shoptalk: Join host Eric Stein on a journey through the dynamic world of commercial property and casualty insurance. With over 25 years of experience in the industry, Eric brings a wealth of knowledge and insights to every episode. Insurance Shoptalk is your premier destination for in-depth discussions on the latest industry trends, technology impacts, interviews with leading experts, and much more. If you enjoyed this episode of Insurance Shoptalk, follow us on our social media pages to learn the latest on commercial insurance industry.

Buy Merch Here!  https://otamerch.shop/ Each week we aim to bring together the biggest events in Vtubing and talk about what's been going on. Stop by, hang out, and let's catch up with us! Join this discord : https://discord.gg/M7tVYWTSFR Follow here for updates: https://twitter.com/SuperChatsPod Shorts over here: https://www.tiktok.com/@superchatspod Playlist of music: https://www.youtube.com/playlist?list=PLp6uXoGNUwk9Tq0NWOwaCLGruX0XdVBfd 00:00:00 Intro 00:02:28 Channel Update 00:04:48 Nerissa Family Karaoke 00:09:11 Mint 3D Debut 00:24:53 More Failed Merch 00:29:24 Daiya Fortuna Redebuted 00:35:10 Ao Graduated 00:39:57 New Socks 00:45:00 V4Mirai Hiatuses 00:47:15 Calli Gachiakuta 00:51:56 Yena Returns 00:54:26 Model Updates 00:58:55 Nene Amano Birthday 01:06:05 Google Docky Surprise 01:10:19 Promise 3D 01:11:07 Perry Winkleton Concerts 01:14:38 Upcoming Ollie 3D Live 01:15:57 Original Music 01:28:50 Song Covers 01:38:45 HoloEN Ghost Stories 01:41:52 Ceci Kronii Drinking 01:51:28 Meat Embroidery 01:55:43 Doki and Mint played Rule34dl 02:06:07 Alicja played Vampire Survivors ⊙ω⊙ 02:08:50 Nimi played Megabonk 02:09:58 Miwa in 3D and Climbing K2 02:11:46 Peo learned DnD 02:13:30 Community and Shilling 02:18:45 Birfdays

Think a PEO will solve all your nonprofit's HR headaches? Not so fast — the fine print might surprise you. In this episode, I'm joined by HR consultant Jess Holst from Aligned HRC to answer a listener's question about whether a professional employer organization (PEO) is the right solution for their growing nonprofit. Real Listener Question: “We've grown from four employees to nearly twelve. I've been handling payroll and HR myself, but it's becoming too much. A board member suggested a PEO, but it feels too good to be true. Should we do it?” PEOs get sold as a one-stop HR solution, but the reality is more complicated. Jess Holst and I unpack the promises versus the pitfalls: from hidden compliance traps, to the limits of what PEOs actually cover, to the unexpected costs that nonprofits often don't see coming. We also explore alternatives like fractional HR support and how to make smarter choices about employee benefits. What You'll Learn: What a PEO actually does — and what it doesn't The real reason many nonprofits consider a PEO (hint: health insurance) Why compliance gaps and hidden costs can make PEOs risky How pairing a PEO with fractional HR could be a smarter move Why shopping with a benefits broker might save you more than a PEO How to know when your nonprofit is ready for outside HR help Bottom line: A PEO isn't a magic HR fix. For some nonprofits, it might be a tool. For many, it's a costly distraction. What matters most is building a strong HR foundation — whether that's with fractional HR support, a trusted benefits broker, or a thoughtful plan for growth. Resources from this Episode Learn more Jess and Aligned HRC: https://alignedhrc.com/ Previous Episode: Are Nonprofit DEI Initiatives Illegal? with Megan: https://birkenlaw.com/charity-therapy-podcast/ct147/  Episode Transcript: https://birkenlaw.com/wp-content/uploads/2025/09/CT148_Transcript.pdf Connect with Us Jess Birken: https://www.linkedin.com/in/jessbirken/ Listen & Engage Listen on Apple Podcasts | Spotify | YouTube | Amazon Music Rate & Review on Apple Podcasts: Click "Ratings and Reviews" then "Write a Review" Send us your nonprofit questions: https://birkenlaw.com/podcast/#podcast-story   Stay Connected Sign up for the Birken Law Email list: https://birkenlaw.com/signup/   Follow us on Facebook, Instagram, Twitter

Summary for The Space Show presents Dean Cheng Friday, 9-19-25Summary by Zoom, edited.AN IMPORTANT NOTE: The Space Show website, www.thespaceshow.com, is undergoing a denial of service attack. Our hosting company and website manager are working to stop it but I suspect it might continue for a few more days until it can be controlled through various means we are using. In the meantime, you do have sporadic access so keep trying. Otherwise, it is important to note that all our information, our archived programs such as this one, newsletter and information on guests can be found on our Substack page, doctorspace.substack.com. In addition, are posting the Zoom videos to most of our Zoom program on this Substack page along with the audio version of the show. As for podcasting, that will be delayed because it needs for our program mp3 to be posted to The Space Show website. If I am unable to access the site due to the ongoing attack, it means I am unable to upload to our podcast server. We do have podcasting engaged on our Substack page so you might check that out and subscribe as an alternative way to get the programs via podcasting Thank you.We began this Space Show program with our guest, Dean Cheng, with a discussion about U.S.-China space relations and the Wolf Amendment's restrictions on NASA interactions with China, followed by an exploration of space exploration priorities and strategic considerations regarding lunar and Martian missions. The conversation then shifted to examining China's approach to space exploration and its historical context, including cultural motivations and diplomatic strategies, while also discussing the potential implications of directed energy weapons in space. The conversation ended with technical discussions about the Space Show's live caller participation system and its limitations, along with a brief discussion about tax-deductible donations. Detail follows. Space Show participants included John Hunt, Dr. Charles Lurio, Marshall Martin, Michael Listner, Atty, and Dr. Ajay Kothari.David and Dean discussed the Wolf Amendment and its implications for U.S.-China relations in space. Dean clarified that while Congress is not prohibited from talking to the Chinese, NASA, OSTP, and the National Space Council are restricted. They also briefly touched on the contrast between U.S. engagement with China in areas like business and education versus space policy. The conversation ended with David mentioning recent shows featuring security experts and potential future discussions on China-related topics. In addition, Dean outlined the Wolf amendment's specifics and his position on maintaining it plus he did explain why he holds the position he has on this item.Our Space Show group discussed perspectives on space exploration priorities, with David mentioning a debate between focusing on the moon versus Mars among his listeners. Dean shared his view that both the moon and Mars are strategically important for competition with China, particularly regarding cislunar space governance and the potential for China to be first to bring back Mars samples. The conversation highlighted differing opinions on space exploration approaches, including concerns about the Artemis program and alternative methods using SpaceX's Starship technology.Per the Wolf Amendment, Dean went on to discuss the challenges and risks of engaging with Chinese companies in the space and technology sectors, particularly regarding national security concerns and data protection. Dean explained that while private industry and government have different equities and vulnerabilities, the Wolf Amendment restricts certain government interactions with China, though its potential repeal is uncertain. They debated whether commercial competition with China should take precedence over national security concerns, with Dean arguing that China's state-controlled economy and access to sensitive information present significant risks that should not be underestimated.Dean explained why getting to the moon before China is important, highlighting concerns about U.S. capabilities and China's plans for a sustained lunar presence. He noted that China's competitive approach, including their "dual circulation" strategy, could give them an edge in space. Dean acknowledged that the U.S. has fallen behind its 2024 moon landing commitment and expressed concerns about our ability to sustain a lunar program at $4 billion per launch. Michael discussed how China approaches space strategy differently from the West, comparing it to a "game of go" rather than chess, and suggested that China's actions in the South China Sea could be a model for their space activities.Dean talked about the importance of understanding different negotiation styles, particularly comparing business and diplomatic approaches, and emphasized that China's actions are driven by a desire to restore its historical greatness rather than just financial gain. Dr. Kothari highlighted the cultural and civilizational pride underlying China and India's ambitious space programs, noting how these initiatives resonate with historical and divine identifications for their people. The discussion touched on how leaders like Xi Jinping tie national ambitions to reviving past glory, with China's space program being a key component of this broader vision.Our guest brought up the historical evolution of space exploration, comparing it to three distinct eras: Space 1.0 during the Cold War, Space 2.0 from the end of the Cold War to the early 2000s, and current Space 3.0 with China's increased involvement. He emphasized that China's approach to space engagement differs from cooperation, noting their strategic relationships and the absence of American involvement in the Chinese space station. Dean also highlighted the importance of understanding the historical context of space diplomacy and the role of the People's Liberation Army (PLA) in Chinese space initiatives.Dean continued to discuss the potential implications of the Trump administration's Golden Dome concept, emphasizing that while it presents interesting opportunities with advances in directed energy and other technologies, it also raises strategic stability concerns similar to those in the 1960s and 70s. He noted that the significant reduction in cost to orbit and increased launch cadence could impact feasibility and affect China's strategic calculations. Ajay raised questions about the legality and effectiveness of deploying directed energy weapons in space, to which Dean clarified that, under the Outer Space Treaty, nuclear weapons are prohibited, but other forms of directed energy weapons are legal.Our continued discussion focused on cultural and civilizational perspectives in space exploration, with Charles and Ajay highlighting how China's space ambitions are tied to its historical narrative of "century of humiliation" and India's interest in mythological stories. Dean shared historical perspectives on Manifest Destiny, noting how other countries viewed the United States' expansion in the 19th century, particularly the concerns in European capitals about America's battle-hardened military. The conversation concluded with a discussion about how different countries' historical expansions were viewed, with Dean pointing out that while Manifest Destiny had a specific term, other countries' expansions were similarly motivated by available technology and historical context.Moving on, we focused on cultural and historical perspectives on space exploration, particularly comparing Chinese and Indian approaches. Dean explained how Chinese science fiction like "The Three-Body Problem" presents different approaches to alien contact than Western narratives, reflecting China's historical experiences and cultural context. The conversation also explored China's long-term planning capabilities through its 5-year plans and Project 921, which has provided stability for the Chinese Human Space Flight Program over decades. Ajay shared a unique perspective on India's historical relationship with the West, noting that while India has civilizational pride dating back to before 1000 AD, the country's more recent history of damage came from Islamic invasions rather than Western influence, making India more open to cooperation with the United States.Dean discussed China's competitive approach to commercial space development, highlighting their deployment of multiple PEO constellations and the strategic implications for military surveillance. He explained that China views the West, particularly the US and its entrepreneurs, as a threat, and noted that China's private sector aerospace investment began in 2014-2015 in response to Western commercial companies like SpaceX. The discussion also covered China's lunar program, which aims to establish an International Lunar Research Station, and potential human missions to Mars, with Dean suggesting that if China were first to put humans on Mars, it could significantly enhance CCP legitimacy. Charles and Ajay contributed insights about America's historical challenges with space program funding and China's development of thorium nuclear power technology.We did a bit of Space Show business at the end of the program. I discussed the current format and challenges with the Space Show's live caller participation system. I explained that while listeners can still call in via Zoom phone lines, most prefer to participate through email rather than phone calls, leading to limited live audience engagement during Zoom shows. The group discussed technical limitations preventing the integration of the toll-free line with Zoom due to audio quality concerns, and David emphasized that while he encourages caller participation, he won't compromise audio quality to accommodate it. The discussion also touched on the need to continue to donate to The Space Show which is a nonprofit 501C3. See the PayPal button on the right side of our home page or in the Substack program summaries in the sponsor and upcoming program section.Thank you.Dr. SpaceSpecial thanks to our sponsors:Northrup Grumman, American Institute of Aeronautics and Astronautics, Helix Space in Luxembourg, Celestis Memorial Spaceflights, Astrox Corporation, Dr. Haym Benaroya of Rutgers University, The Space Settlement Progress Blog by John Jossy, The Atlantis Project, and Artless EntertainmentOur Toll Free Line for Live Broadcasts: 1-866-687-7223For real time program participation, email Dr. Space at: drspace@thespaceshow.comThe Space Show is a non-profit 501C3 through its parent, One Giant Leap Foundation, Inc. To donate via Pay Pal, use:To donate with Zelle, use the email address: david@onegiantleapfoundation.org.If you prefer donating with a check, please make the check payable to One Giant Leap Foundation and mail to:One Giant Leap Foundation, 11035 Lavender Hill Drive Ste. 160-306 Las Vegas, NV 89135Upcoming Programs:Broadcast 4435: ZOOM Dr. Ajay Kothari | Tuesday 23 Sep 2025 1230PM PTGuests: Dr. Ajay KothariAjay shows us his art exhibit via Zoom live from the Fairfax GalleryBroadcast 4436 Hotel Mars with Ben Roberts | Wednesday 24 Sep 2025 930AM PTGuests: John Batchelor, Dr. David Livingston, Ben RobertsHotel Mars discusses microgravity medicine with Ben RobertsBroadcast 4437 Zoom: OPEN LINES DISCUSSION | Sunday 28 Sep 2025 1200PM PTGuests: Dr. David LivingstonZOOM Open Lines Discussion. Listen/participate w/Zoom phone numbers to be published on our blog for this program Get full access to The Space Show-One Giant Leap Foundation at doctorspace.substack.com/subscribe

In this episode, we sit down with Gary Engles, the visionary behind MyGig – a full‑stack affiliate platform that equips business professionals to earn recurring income while delivering every essential service a modern company needs, from tax‑credit optimization and IT security to PEO‑backed HR, CRM automation, financing, credit‑building, and even fractional CMO marketing. Gary's journey is anything but ordinary. He launched a martial‑arts‑based leadership academy at 22, sold it, turned COO of a trading‑education firm, helped multiple companies prep for lucrative exits, and now runs MyGig's “business‑in‑a‑box” ecosystem. He'll share how his 35‑year martial‑arts discipline shapes his leadership philosophy, why staying in your “area of genius” is the ultimate productivity hack, and the exact SaaS tools he wishes he'd had when he first started. If you're a founder looking to streamline operations, boost revenue, or become a certified MyGig reseller, this conversation is packed with actionable insights, real‑world examples, and the secret sauce that lets you focus on vision while outsourcing the rest. Tune in, take notes, and get ready to level up your business—fast. LinkedIn: garyengels Website: www.joinmygig.com Check out our CEO Hack Buzz Newsletter–our premium newsletter with hacks and nuggets to level up your organization. Sign up HERE.  I AM CEO Handbook Volume 3 is HERE and it's FREE. Get your copy here: http://cbnation.co/iamceo3. Get the 100+ things that you can learn from 1600 business podcasts we recorded. Hear Gresh's story, learn the 16 business pillars from the podcast, find out about CBNation Architects and why you might be one and so much more. Did we mention it was FREE? Download it today!

On this episode of The Ty Brady Way, Ty speaks with entrepreneur Johnie Tolman, who shares his path from the payroll and PEO industry into owning an insurance agency. Johnie share how starting in 2005, he built a strong presence in the construction and Latino markets, later expanding into insurance after the 2008 downturn & how by he had purchased an agency, enabling him to offer payroll, insurance, bonding, and benefits under one roof. Ty and Johnie discuss how combining services helps businesses simplify operations and stay compliant. John explains the advantages of platforms like Cloud9 HR, which streamline onboarding, payroll, and benefits, while also making it easier for employees to access essential information such as pay stubs and W-2s, and how this efficiency strengthens client relationships and improves retention. Ty and John also emphasize the importance of education in insurance. From supplemental cancer coverage to dental and vision plans, they highlight how offering the right benefits not only protects individuals from unexpected costs but also gives employers a competitive edge in attracting and keeping talent.   As always, we would like to hear from you! Email us at thetybradyway@gmail.com Or DM us on Instagram @thetybradyway https://www.instagram.com/thetybradyway/

This week the Mikes discuss their podcast presentation a PEO chapter at The Grosse Ile Presbyterian Church. Overrated/Underrated this week - The Detroit Lions. The episode wraps up with each Mikes "Hot Mike" take.

Un misterio de la vida de Jesús que se celebra “en solitario”. Peo que, como todos, tiene un valor salvífico. Nos invita a la contemplación, como requisito para poder afrontar lo que sigue: la Pasión y Muerte. Si no alcanzamos el nivel contemplativo en la oración, tampoco viviremos alegremente las contrariedades, porque se nos habrá desdibujado el amor.

Register for the webinar:Common Legal Diligence Issues (and How to Handle Them) - July 17th - https://bit.ly/4lo4SwuAccomplished CEO Marci LaRouech sought to build a business without investor pressure. A sub $1m HR firm was the way.Topics in Marci's interview:Leading Makai HR through growth and exit as CEO2 reasons she likes project workComparing HR consulting and PEO business modelsAcquiring Seay HR with 40% seller financingLeveraging associations and networks for client growthBuilding a strong team for high-touch HR serviceGrowth in fractional HR workBecoming the leading HR firm for the pest control industryHow AI can be useful for human resourcesEase of hiring in HRReferences and how to contact Marci:LinkedInmarci@seay.usSeay HRSeay HR ETA for SearchersIris Levine on Acquiring Minds: $6m Business, 3 Minutes From Childhood HomeWork with an SBA loan team focused exclusively on helping entrepreneurs buy businesses:Pioneer Capital AdvisoryGet complimentary due diligence on your acquisition's insurance & benefits program:Oberle Risk Strategies - Search Fund TeamDownload the New CEO's Guide to Human Resources from Aspen HR:From this page or contact mark@aspenhr.comConnect with Acquiring Minds:See past + future interviews on the YouTube channelConnect with host Will Smith on LinkedInFollow Will on TwitterEdited by Anton RohozovProduced by Pam Cameron

Most franchisors don't even know what a PEO is—yet they're missing out on MASSIVE savings, HR support, and protection from liability. In this powerful live episode from the International Franchise Association (IFA) in Las Vegas, I sit down with Kim Hill and Heather West from Infiniti HR, the first and only PEO created specifically for franchising.You'll learn how $17 million was saved for franchisees last year alone, why traditional HR models are outdated for franchises, and how Infiniti HR simplifies operations, slashes costs, and helps scale faster.