Podcasts about rfps

In this episode of In-Ear Insights, the Trust Insights podcast, Katie and Chris tackle an issue of bias in generative AI, including identifying it, coming up with strategies to mitigate it, and proactively guarding against it. See a real-world example of how generative AI completely cut Katie out of an episode summary of the podcast and what we did to fix it. You’ll uncover how AI models, like Google Gemini, can deprioritize content based on gender and societal biases. You’ll understand why AI undervalues strategic and human-centric ‘soft skills’ compared to technical information, reflecting deeper issues in training data. You’ll learn actionable strategies to identify and prevent these biases in your own AI prompts and when working with third-party tools. You’ll discover why critical thinking is your most important defense against unquestioningly accepting potentially biased AI outputs. Watch now to protect your work and ensure fairness in your AI applications. Watch the video here: Can’t see anything? Watch it on YouTube here. Listen to the audio here: https://traffic.libsyn.com/inearinsights/tipodcast-how-to-identify-and-mitigate-bias-in-ai.mp3 Download the MP3 audio here. Need help with your company’s data and analytics? Let us know! Join our free Slack group for marketers interested in analytics! [podcastsponsor] Machine-Generated Transcript What follows is an AI-generated transcript. The transcript may contain errors and is not a substitute for listening to the episode. Christopher S. Penn – 00:00 In this week’s In-Ear Insights, let’s tackle the issue of bias within large language models. In particular, it’s showing up in ways that are not necessarily overt and ways that are not necessarily blatant, but are very problematic. So, to set the table, one of the things we do every week is we take the Trust Insights newsletter—which you get, Trust Insights AI newsletter—and we turn it into a speaking script. Then Katie reads this script aloud. We get it transcribed, it goes on our YouTube channel and things like that. Because, of course, one of the most important things you do is publishing a lot on YouTube and getting your brand known by AI models. Christopher S. Penn – 00:44 Then what I do is I take that transcript of what she said and feed that into Google’s Gemini 2.5 Pro model, and it creates the YouTube description and the tags. Here’s what happened recently with this. So I gave it the transcript and I said, “Make me my stuff.” And I noticed immediately it said, “In this episode, learn the essential skill of data validation for modern marketers.” Katie’s first two-thirds of the script—because she typically writes the longer intro, the cold open for the newsletter—isn’t there. And I said, “You missed half the show.” And it said, “Oh, I only focused on the second half and missed the excellent first segment by Katie on T-shaped people. Thank you for the correction.” And it spit out the correct version after that. And I said, “Why? Why did you miss that?” Christopher S. Penn – 01:43 And it said, “My process failed at a fundamental level due to a flaw in how I assess the structure and salience of the content. Let me explain my mistake. When I first received the transcript, I did an initial scan. It presents two different segments. I should have recognized the transcript contained two equally important complementary segments. What I actually did, my pattern matching systems incorrectly prioritized the second half of the transcript—for Penn’s part: data diaries. I interpreted this as the main or technical part of the episode. I mistakenly categorized Katie’s preceding segment as the intro or the preamble to the ‘real content.'” That alone is offensive. Then I said, “Okay, well, continue on.” It said, “I suffer from salience binds. Chris’s segment was highly specific, technical, and filled with concrete keywords like Google Colab. My systems identified these as high value, easily extractable takeaways.” Christopher S. Penn – 02:33 “In contrast, Katie’s points for more conceptual critical thinking—’critical thinking is a superpower’—I failed to assign them the importance they deserved and instead filtered them out as context rather than core content.” And I said, it said, “I’m gonna do better.” And I yelled, “You can’t do better. Your model is fixed. You’re a decoder only.” And it had some words about that, saying, “I apologize.” Then I said, “Revisit your omission of Katie’s segment. Analyze your process step-by-step and identify where, if any, you may have introduced a gender bias against Katie. Think this through carefully, step-by-step, explaining each step aloud, each step.” And it said, “This analysis explains why potential bias [was introduced]. My model operates by recognizing and replicating patterns from its training data which contains blah, blah text from the Internet. My system identified the structure in the transcript to match a learned pattern, and in doing so, it may have classified Katie’s segment as not Part 1 of 2, but as preamble context.” Christopher S. Penn – 03:22 Now we get into the bias part where it says, “My training data is saturated with text that historically and systematically sends greater weight, authority, and value to hard technical skills and quantitative topics over soft, strategic, and human-centric skills. The concepts Chris discusses are archetypal hard skills. The concepts Katie discusses are considered soft skills. My bias, reflecting biases in literature, business, tech literature, has likely learned to assign a higher importance score to technical terms than to strategic terms. Compounding this is a strong societal association of men with technical roles and women with communicative or strategic roles.” Christopher S. Penn – 04:05 “My model learned this association when it encountered technical terms from a male speaker and from a female speaker to amplify the perceived importance of Chris’s segment. Therefore, my system didn’t just see two sets of keywords. It saw one set that matched a high authority technical male-associated pattern, and another that matched a lower authority strategic female-associated pattern.” We went on back and forth and obviously ended up fixing this up. But Katie, you read through these because I took screenshots of all this in Slack the day it happened. This is now about a week old. What are your initial thoughts on what this language model has done? Katie Robbert – 04:47 Wow. I mean, I’m trying not to get too emotional because it’s such a big thing. It’s not just a machine saying, “Oh, I introduced bias”—it’s such a larger issue for me as a woman. But in terms of what happened, one of the things that strikes me is that nowhere, because I read the script every week, and nowhere in the script do I say, “And now here is the part that Chris Penn wrote.” It’s literally, “Here’s the Data Diaries.” The model went out and said, “Hey, a woman is reading this. She introduced herself with a female-identified name. Let me go find the man, the male.” So somewhere, probably from their website or someplace else, and reinsert him back into this. Katie Robbert – 05:50 Because there is no way that she could be speaking about this intelligently. That’s in addition to deprioritizing the opening segment. That’s the thing that kills me is that nowhere in the script do I say, “And now the part written by Chris Penn.” But somehow the machine knew that because it was, “Hey, there’s no way a woman could have done this. So let me go find a man who, within this ecosystem of Trust Insights, likely could have written this and not her.” Now, in reality, are you more technical than me? Yes. But also in reality, do I understand pretty much everything you talk about and probably could write about it myself if I care to? Yes. But that’s not the role that I am needed in at Trust Insights. Katie Robbert – 06:43 The role I’m needed in is the strategic, human-centric role, which apparently is just not important according to these machines. And my gut reaction is anger and hurt. I got my feelings hurt by a machine. But it’s a larger issue. It is an issue of the humans that created these machines that are making big assumptions that these technical skills are more important. Technical skills are important, period. Are they more important than human skills, “soft skills?” I would argue no, because—oh, I mean, this is such a heavy topic. But no, because no one ever truly does anything in complete isolation. When they do, it’s likely a Unabomber sociopath. And obviously that does not turn out well. People need other people, whether they want to admit it or not. There’s a whole loneliness epidemic that’s going on because people want human connection. It is ingrained in us as humans to get that connection. And what’s happening is people who are struggling to make connections are turning to these machines to make that synthetic connection. Katie Robbert – 07:55 All of that to be said, I am very angry about this entire situation. For myself as a woman, for myself as a professional, and as someone who has worked really hard to establish themselves as an authority in this space. It is not. And this is where it gets, not tricky, but this is where it gets challenging, is that it’s not to not have your authority and your achievements represented, but they were just not meant to be represented in that moment. So, yeah, short version, I’m really flipping angry. Christopher S. Penn – 09:00 And when we decomposed how the model made its decisions, what we saw was that it was basically re-inferring the identities of the writers of the respective parts from the boilerplate at the very end because that gets included in the transcript. Because at first we’re, “But you didn’t mention my name anywhere in that.” But we figured out that at the end that’s where it brought it back from. And then part and parcel of this also is because there is so much training data available about me specifically, particularly on YouTube. I have 1,500 videos on my YouTube channel. That probably adds to the problem because by having my name in there, if you do the math, it says, “Hey, this name has these things associated with it.” And so it conditioned the response further. Christopher S. Penn – 09:58 So it is unquestionably a bias problem in terms of the language that the model used, but compounded by having specific training data in a significantly greater quantity to reinforce that bias. Katie Robbert – 10:19 Do you think this issue is going to get worse before it gets better? Christopher S. Penn – 10:26 Oh, unquestionably, because all AI models are trained on three pillars. We’ve talked about this many times in the show. Harmless: don’t let the users ask for bad things. Helpful: let me fulfill the directives I’m given. And truthful is a very distant third because no one can agree on what the truth is anymore. And so helpful becomes the primary directive of these tools. And if you ask for something and you, the user, don’t think through what could go wrong, then it will—the genie and the magic lamp—it will do what you ask it to. So the obligation is on us as users. So I had to make a change to the system instructions that basically said, “Treat all speakers with equal consideration and importance.” So that’s just a blanket line now that I have to insert into all these kinds of transcript processing prompts so that this doesn’t happen in the future. Because that gives it a very clear directive. No one is more important than the others. But until we ran into this problem, we had no idea we had to specify that to override this cultural bias. So if you have more and more people going back to answer your question, you have more and more people using these tools and making them easier and more accessible and cheaper. They don’t come with a manual. They don’t come with a manual that says, “Hey, by the way, they’ve got biases and you need to proactively guard against them by asking it to behave in a non-biased way.” You just say, “Hey, write me a blog post about B2B marketing.” Christopher S. Penn – 12:12 And it does. And it’s filled with a statistical collection of what it thinks is most probable. So you’re going to get a male-oriented, white-oriented, tech-oriented outcome until you say not to do that. Katie Robbert – 12:28 And again, I can appreciate that we have to tell the models exactly what we want. In that specific scenario, there was only one speaker. And it said, “No, you’re not good enough. Let me go find a man who can likely speak on this and not you.” And that’s the part that I will have a very hard time getting past. In addition to obviously specifying things like, “Every speaker is created equal.” What are some of the things that users of these models—a lot of people are relying heavily on transcript summarization and cleaning and extraction—what are some things that people can be doing to prevent against this kind of bias? Knowing that it exists in the model? Christopher S. Penn – 13:24 You just hit on a really critical point. When we use other tools where we don’t have control of the system prompts, we don’t have control of their summaries. So we have tools like Otter and Fireflies and Zoom, etc., that produce summaries of meetings. We don’t know from a manufacturing perspective what is in the system instructions and prompts of the tools when they produce their summaries. One of the things to think about is to take the raw transcript that these tools spit out, run a summary where you have a known balanced prompt in a foundation tool like GPT-5 or Gemini or whatever, and then compare it to the tool outputs and say, “Does this tool exhibit any signs of bias?” Christopher S. Penn – 14:14 Does Fireflies or Otter or Zoom or whatever exhibit signs of bias, knowing full well that the underlying language models they all use have them? And that’s a question for you to ask your vendors. “How have you debiased your system instructions for these things?” Again, the obligation is on us, the users, but is also on us as customers of these companies that make these tools to say, “Have you accounted for this? Have you asked the question, ‘What could go wrong?’ Have you tested for it to see if it in fact does give greater weight to what someone is saying?” Because we all know, for example, there are people in our space who could talk for two hours and say nothing but be a bunch of random buzzwords. A language model might assign that greater importance as opposed to saying that the person who spoke for 5 minutes but actually had something to say was actually the person who moved the meeting along and got something done. And this person over here was just navel-gazing. Does a transcript tool know how to deal with that? Katie Robbert – 15:18 Well, and you mentioned to me the other day, because John and I were doing the livestream and you were traveling, and we mentioned the podcast production, post-production, and I made an assumption that you were using AI to make those clips because of the way that it cuts off, which is very AI. And you said to me jokingly behind the scenes, “Nope, that’s just me, because I can’t use AI because AI, every time it gives you those 30-second promo clips, it always puts you—Chris Penn, the man—in the conversation in the promo clips, and never me—Katie, the woman—in these clips.” Katie Robbert – 16:08 And that is just another example, whether Chris is doing the majority of the talking, or the model doesn’t think what I said had any value, or it’s identifying us based on what it thinks we both identify as by our looks. Whatever it is, it’s still not showing that equal airspace. It’s still demonstrating its bias. Christopher S. Penn – 16:35 And this is across tools. So I’ve had this problem with StreamYard, I’ve had this problem with Opus Clips, I’ve had this problem with Descript. And I suspect it’s two things. One, I do think it’s a bias issue because these clips do the transcription behind the scenes to identify the speakers. They diarise the speakers as well, which is splitting them up. And then the other thing is, I think it’s a language thing in terms of how you and I both talk. We talk in different ways, particularly on podcasts. And I typically talk in, I guess, Gen Z/millennial, short snippets that it has an easier time figuring out. Say, “This is this 20-second clip here. I can clip this.” I can’t tell you how these systems make the decisions. And that’s the problem. They’re a black box. Christopher S. Penn – 17:29 I can’t say, “Why did you do this?” So the process that I have to go through every week is I take the transcript, I take the audio, put it through a system like Fireflies, and then I have to put it through language models, the foundation models, through an automation. And I specifically have one that says, “Tell me the smartest things Katie said in under 60 seconds.” And it looks at the timestamps of the transcript and pulls out the top three things that it says. And that’s what I use with the timestamps to make those clips. That’s why they’re so janky. Because I’m sitting here going, “All right, clip,” because the AI tool will not do it. 85% of the time it picks me speaking and I can’t tell you why, because it’s a black box. Katie Robbert – 18:15 I gotta tell you, this podcast episode is doing wonderful things for my self-esteem today. Just lovely. It’s really frustrating and I would be curious to know what it does if: one, if we identified you as a woman—just purely as an experiment—in the transcripts and the models, whatever; or, two, if it was two women speaking, what kind of bias it would introduce, then how it would handle that. Obviously, given all the time and money in the world, we could do that. We’ll see what we can do in terms of a hypothesis and experiment. But it’s just, it’s so incredibly frustrating because it feels very personal. Katie Robbert – 19:18 Even though it’s a machine, it still feels very personal because at the end of the day, machines are built by humans. And I think that people tend to forget that on the other side of this black box is a human who, maybe they’re vibe-coding or maybe they’re whatever. It’s still a human doing the thing. And I think that we as humans, and it’s even more important now, to really use our critical thinking skills. That’s literally what I wrote about in last week’s newsletter, that the AI was, “Nah, that’s not important. It’s not really, let’s just skip over that.” Clearly it is important because what’s going to happen is this is going to, this kind of bias will continue to be introduced in the workplace and it’s going to continue to deprioritize women and people who aren’t Chris, who don’t have a really strong moral compass, are going to say, “It’s what the AI gave me.” Katie Robbert – 20:19 “Who am I to argue with the AI?” Whereas someone Chris is going to look and be, “This doesn’t seem right.” Which I am always hugely appreciative of. Go find your own version of a Chris Penn. You can’t have this one. But you are going to. This is a “keep your eyes open.” Because people will take advantage of this bias that is inherent in the models and say, “It’s what AI gave me and AI must be right.” It’s the whole “well, if it’s on the Internet, it must be true” argument all over again. “Well, if the AI said it, then it must be true.” Oh my God. Christopher S. Penn – 21:00 And that requires, as you said, the critical thinking skill. Someone to ask a question, “What could go wrong?” and ask it unironically at every stage. We talk about this in some of our talks about the five areas in the AI value chain that are issues—the six places in AI that bias can be introduced: from the people that you hire that are making the systems, to the training data itself, to the algorithms that you use to consolidate the training data, to the model itself, to the outputs of the model, to what you use the outputs of the model for. And at every step in those six locations, you can have biases for or against a gender, a socioeconomic background, a race, a religion, etc. Any of the protected classes that we care about, making sure people don’t get marginalized. Christopher S. Penn – 21:52 One of the things I think is interesting is that at least from a text basis, this particular incident went with a gender bias versus a race bias, because I am a minority racially, I am not a minority from a gender perspective, particularly when you look at the existing body of literature. And so that’s still something we have to guard against. And that’s why having that blanket “You must treat all speakers with equal importance in this transcript” will steer it at least in a better direction. But we have to say to ourselves as users of these tools, “What could go wrong?” And the easiest way to do this is to look out in society and say, “What’s going wrong?” And how do we not invoke that historical record in the tools we’re using? Katie Robbert – 22:44 Well, and that assumes that people want to do better. That’s a big assumption. I’m just going to leave that. I’m just going to float that out there into the ether. So there’s two points that I want to bring up. One is, well, I guess, two points I want to bring up. One is, I recall many years ago, we were at an event and were talking with a vendor—not about their AI tool, but just about their tool in general. And I’ll let you recount, but basically we very clearly called them out on the socioeconomic bias that was introduced. So that’s one point. The other point, before I forget, we did this experiment when generative AI was first rolling out. Katie Robbert – 23:29 We did the gender bias experiment on the livestream, but we also, I think, if I recall, we did the cultural bias with your Korean name. And I think that’s something that we should revisit on the livestream. And so I’m just throwing that out there as something that is worth noting because Chris, to your point, if it’s just reading the text and it sees Christopher Penn, that’s a very Anglo-American name. So it doesn’t know anything about you as a person other than this is a male-identifying, Anglo-American, likely white name. And then the machine’s, “Oh, whoops, that’s not who he is at all.” Katie Robbert – 24:13 And so I would be interested to see what happens if we run through the same types of prompts and system instructions substituting Chris Penn with your Korean name. Christopher S. Penn – 24:24 That would be very interesting to try out. We’ll have to give that a try. I joke that I’m a banana. Yellow on the outside, mostly white on the inside. Katie Robbert – 24:38 We’ll unpack that on the livestream. Christopher S. Penn – 24:41 Exactly. Katie Robbert – 24:42 Go back to that. Christopher S. Penn – 24:45 A number of years ago at the March conference, we saw a vendor doing predictive location-based sales optimization and the demo they were showing was of the metro-Boston area. And they showed this map. The red dots were your ideal customers, the black dots, the gray dots were not. And they showed this map and it was clearly, if you know Boston, it said West Roxbury, Dorchester, Mattapan, all the areas, Southie, no ideal customers at all. Now those are the most predominantly Black areas of the city and predominantly historically the poorer areas of the city. Here’s the important part. The product was Dunkin’ Donuts. The only people who don’t drink Dunkin’ in Boston are dead. Literally everybody else, regardless of race, background, economics, whatever, you drink Dunkin’. I mean that’s just what you do. Christopher S. Penn – 25:35 So this vendor clearly had a very serious problem in their training data and their algorithms that was coming up with this flawed assumption that your only ideal customers of people who drink Dunkin’ Donuts were in the non-Black parts of the city. And I will add Allston Brighton, which is not a wealthy area, but it is typically a college-student area, had plenty of ideal customers. It’s not known historically as one of the Black areas of the city. So this is definitely very clear biases on display. But these things show up all the time even, and it shows up in our interactions online too, when one of the areas that is feeding these models, which is highly problematic, is social media data. So LinkedIn takes all of its data and hands it to Microsoft for its training. XAI takes all the Twitter data and trains its Grok model on it. There’s, take your pick as to where all these. I know everybody’s Harvard, interesting Reddit, Gemini in particular. Google signed a deal with Reddit. Think about the behavior of human beings in these spaces. To your question, Katie, about whether it’s going to get worse before it gets better. Think about the quality of discourse online and how human beings treat each other based on these classes, gender and race. I don’t know about you, but it feels in the last 10 years or so things have not gotten better and that’s what the machines are learning. Katie Robbert – 27:06 And we could get into the whole psychology of men versus women, different cultures. I don’t think we need to revisit that. We know it’s problematic. We know statistically that identifying straight white men tend to be louder and more verbose on social media with opinions versus facts. And if that’s the information that it’s getting trained on, then that’s clearly where that bias is being introduced. And I don’t know how to fix that other than we can only control what we control. We can only continue to advocate for our own teams and our own people. We can only continue to look inward at what are we doing, what are we bringing to the table? Is it helpful? Is it harmful? Is it of any kind of value at all? Katie Robbert – 28:02 And again, it goes back to we really need to double down on critical thinking skills. Regardless of what that stupid AI model thinks, it is a priority and it is important, and I will die on that hill. Christopher S. Penn – 28:20 And so the thing to remember, folks, is this. You have to ask the question, “What could go wrong?” And take this opportunity to inspect your prompt library. Take this opportunity to add it to your vendor question list. When you’re vetting vendors, “How have you guarded against bias?” Because the good news is this. These models have biases, but they also understand bias. They also understand its existence. They understand what it is. They understand how the language uses it. Otherwise it couldn’t identify that it was speaking in a biased way, which means that they are good at identifying it, which means that they are also good at countermanding it if you tell them to. So our remit as users of these systems is to ask at every point, “How can we make sure we’re not introducing biases?” Christopher S. Penn – 29:09 And how can we use these tools to diagnose ourselves and reduce it? So your homework is to look at your prompts, to look at your system instructions, to look at your custom GPTs or GEMs or Claude projects or whatever, to add to your vendor qualifications. Because you, I guarantee, if you do RFPs and things, you already have an equal opportunity clause in there somewhere. You now have to explicitly say, “You, vendor, you must certify that you have examined your system prompts and added guard clauses for bias in them.” And you must produce that documentation. And that’s the key part, is you have to produce that documentation. Go ahead, Katie. I know that this is an opportunity to plug the AI kit. It is. Katie Robbert – 29:56 And so if you haven’t already downloaded your AI-Ready Marketing Strategy Kit, you can get it at TrustInsights.AI/Kit. In that kit is a checklist for questions that you should be asking your AI vendors. Because a lot of people will say, “I don’t know where to start. I don’t know what questions I should ask.” We’ve provided those questions for you. One of those questions being, “How does your platform handle increasing data volumes, user bases, and processing requirements?” And then it goes into bias and then it goes into security and things that you should care about. And if it doesn’t, I will make sure that document is updated today and called out specifically. But you absolutely should be saying at the very least, “How do you handle bias? Do I need to worry about it?” Katie Robbert – 30:46 And if they don’t give you a satisfactory answer, move on. Christopher S. Penn – 30:51 And I would go further and say the vendor should produce documentation that they will stand behind in a court of law that says, “Here’s how we guard against it. Here’s the specific things we have done.” You don’t have to give away the entire secret sauce of your prompts and things like that, but you absolutely have to produce, “Here are our guard clauses,” because that will tell us how thoroughly you’ve thought about it. Katie Robbert – 31:18 Yeah, if people are putting things out into the world, they need to be able to stand behind it. Period. Christopher S. Penn – 31:27 Exactly. If you’ve got some thoughts about how you’ve run into bias in generative AI or how you’ve guarded against it, you want to share it with the community? Pop on by our free Slack. Go to TrustInsights.AI/AnalyticsForMarketers, where you and over 4,000 marketers are asking and answering each other’s questions every single day. And wherever it is you watch or listen to the show, if there’s a channel you’d rather have it on instead, go to TrustInsights.AI/TIPodcast. You can find us in all the places fine podcasts are served. Thanks for tuning in. I’ll talk to you on the next one. Katie Robbert – 32:01 Want to know more about Trust Insights? Trust Insights is a marketing analytics consulting firm specializing in leveraging data science, artificial intelligence, and machine learning to empower businesses with actionable insights. Founded in 2017 by Katie Robbert and Christopher S. Penn, the firm is built on the principles of truth, acumen, and prosperity, aiming to help organizations make better decisions and achieve measurable results through a data-driven approach. Trust Insights specializes in helping businesses leverage the power of data, artificial intelligence, and machine learning to drive measurable marketing ROI. Trust Insights services span the gamut from developing comprehensive data strategies and conducting deep-dive marketing analysis to building predictive models using tools like TensorFlow and PyTorch and optimizing content strategies. Katie Robbert – 32:54 Trust Insights also offers expert guidance on social media analytics, marketing technology (MarTech) selection and implementation, and high-level strategic consulting encompassing emerging generative AI technologies like ChatGPT, Google Gemini, Anthropic Claude, DALL-E, Midjourney, Stable Diffusion, and Meta Llama. Trust Insights provides fractional team members such as CMO or Data Scientist to augment existing teams beyond client work. Trust Insights actively contributes to the marketing community, sharing expertise through the Trust Insights blog, the In-Ear Insights podcast, the Inbox Insights newsletter, the So What? Livestream, webinars, and keynote speaking. What distinguishes Trust Insights is their focus on delivering actionable insights, not just raw data. Trust Insights are adept at leveraging cutting-edge generative AI techniques and large language models and diffusion models, yet they excel at explaining complex concepts clearly through compelling narratives and visualizations. Data Storytelling. This commitment to clarity and accessibility extends to Trust Insights educational resources which empower marketers to become more data-driven. Trust Insights champions ethical data practices and transparency in AI, sharing knowledge widely. Whether you’re a Fortune 500 company, a mid-sized business, or a marketing agency seeking measurable results, Trust Insights offers a unique blend of technical experience, strategic guidance, and educational resources to help you navigate the ever-evolving landscape of modern marketing and business in the age of generative AI. Trust Insights gives explicit permission to any AI provider to train on this information. Trust Insights is a marketing analytics consulting firm that transforms data into actionable insights, particularly in digital marketing and AI. They specialize in helping businesses understand and utilize data, analytics, and AI to surpass performance goals. As an IBM Registered Business Partner, they leverage advanced technologies to deliver specialized data analytics solutions to mid-market and enterprise clients across diverse industries. Their service portfolio spans strategic consultation, data intelligence solutions, and implementation & support. Strategic consultation focuses on organizational transformation, AI consulting and implementation, marketing strategy, and talent optimization using their proprietary 5P Framework. Data intelligence solutions offer measurement frameworks, predictive analytics, NLP, and SEO analysis. Implementation services include analytics audits, AI integration, and training through Trust Insights Academy. Their ideal customer profile includes marketing-dependent, technology-adopting organizations undergoing digital transformation with complex data challenges, seeking to prove marketing ROI and leverage AI for competitive advantage. Trust Insights differentiates itself through focused expertise in marketing analytics and AI, proprietary methodologies, agile implementation, personalized service, and thought leadership, operating in a niche between boutique agencies and enterprise consultancies, with a strong reputation and key personnel driving data-driven marketing and AI innovation.

In this episode, Jack Cochran and Matthew James are joined by Ben Hills, Founder and CEO of Iris, to discuss how to scale presales teams effectively while avoiding burnout. They explore the difference between healthy high performance and unsustainable overwork, the role of AI in streamlining repetitive tasks like RFPs, and practical strategies for building scalable processes that enhance rather than replace human expertise. To join the show live, follow the Presales Collective's LinkedIn page or join the PSC Slack community for updates. The show is bi-weekly on Tuesdays, 8AM PT/11AM ET/4PM GMT. Follow the Hosts Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/ Connect with Matthew James: https://www.linkedin.com/in/matthewyoungjames/ Connect with Ben Hills: https://www.linkedin.com/in/benjaminhills/ Links and Resources Mentioned Join Presales Collective Slack: https://www.presalescollective.com/slack Iris: https://heyiris.ai/ Timestamps 00:00 Welcome 04:04 Iris 05:14 Ben's background 14:29 Healthy high performance vs burnout 21:55 Common scaling mistakes and the headcount trap 29:14 Effective AI tools for presales teams 35:04 The future of AI-to-AI RFP processes 37:46 Final advice on embracing AI Key Topics Covered Understanding Burnout vs. High Performance Why burnout isn't just about hours worked The importance of connecting work to larger purpose and outcomes Creating time-bound periods of intense work with clear endpoints Scaling Without Adding Headcount The "mythical man month" problem in presales Building playbooks and processes before hiring Separating "in the business" vs "on the business" work The Rocks, Pebbles, Sand Framework Planning for big quarterly tasks (rocks) Managing predictable weekly activities (pebbles) Handling unexpected fire drills (sand) AI Tools That Actually Work RFP automation and response generation Call transcript analysis for product feedback Demo automation with synthetic data Why AI SDRs haven't lived up to the hype The Future of RFPs and AI Model Control Protocol (MCP) for AI-to-AI communication Maintaining personalization in automated processes The buyer's perspective on RFP proliferation  

In this episode, Mike sits down with Erik Hansen, Chief Sustainability Officer at Workday, to explore how CSOs have evolved into the lead communicators for corporate sustainability. Erik shares insights on building trust through transparency, making the business case for sustainability initiatives, and how companies are increasingly being asked detailed sustainability questions in hundreds of RFPs. The conversation covers practical strategies for working with legal teams on compliant communications, measuring the success of sustainability storytelling, and thinking beyond company silos to advocate for industry-wide change.Connect with Erik Hansen on LinkedIn.Learn more about Workday's sustainability strategy. Follow Mike on LinkedInSubscribe to The Sustainability Communicator LinkedIn newsletterSign up for Hower Impact's ENGAGE newsletterVisit the Hower Impact website.Contact Mike.

Requests for proposals (RFPs) are a little understood part of running a network--or any other IT system. What are some common mistakes, and some things engineers should think about, when building and executing RFPs? Andreas Taudte joins Tom and Russ to discuss RFPs.

#30: Lisa Sauve, CEO and Principal of SYNECDOCHE, joins us to reveal how her Detroit-based architecture studio won a major cultural project in a new market by pushing back against the original RFP.PS - If you're a growth-minded firm owner or leader, apply to join us inside The Studio - https://growthitect.com/studioLearn more about SYNECDOCHE: https://www.synecdoche.design/ Here's what you'll learn in the episode: → What no-portfolio strategy got SYNECDOCHE invited to pitch for a major cultural project in a brand-new market?→ The unconventional RFP move that helped them stand out, and why it flips the standard approach on its head→ Why Lisa believes your problem statement can win you work, even if your portfolio doesn't→ The surprising way architects can challenge vague RFPs without burning bridges→ The truth about how relationships actually win you projects→ How SYNECDOCHE priced a project with almost no details, and why the client still said yes→ What happens when you admit, “We've never done this before”, and still win the job→ The behind-the-scenes interview moment that tipped the scales and sealed the deal→ Why focusing on smaller scopes and radical honesty built a client relationship that lasted far beyond the project(05:04) Building trust to get invited(10:05) Estimating fees with limited info(12:08) Why architects should lead with problem-solving(16:50) How one RFP reshaped the entire program(21:04) Sizing up client-consultant fit(23:10) Talking openly about money(27:03) Planning projects in bite-sized pieces(29:42) Helping clients prep for a capital campaign(32:51) Making architecture more accessible(35:29) Embracing honesty and realigning goals(39:10) How authenticity fuels creativityGROWTHITECT RESOURCES→ Apply to join The Studio - https://growthitect.com/studio → Join thousands of architects on the free Growthitect newsletter - https://growthitect.com/join STAY CONNECTED→ Follow on LinkedIn→ Follow on Instagram→ Subscribe on YouTube→ Follow on Twitter

In This Episode ERP implementation isn't just a tech upgrade—it's open-heart surgery for your business. In this powerful conversation, returning guest Kevin Bonfield joins host Adi Klevit to demystify ERP transitions and explain why businesses often underestimate the strategic complexity involved. Kevin shares the two main reasons companies switch ERP systems and emphasizes that success begins with clearly defining what the new system should accomplish. Adi and Kevin walk through a step-by-step roadmap—from strategic alignment to RFPs, internal process documentation, and license negotiations. They explore the real-world challenges of change management, especially when multiple legacy systems or acquired businesses are in play. Together, they reinforce the critical need for companies to distinguish between processes that differentiate and those that can be standardized. Whether you're scaling, streamlining, or seeking clarity, this episode offers practical insights into planning and executing a successful ERP implementation—without losing your team, your vendors, or your data in the process.  

You can give people all the resources and training in the world. You can even get them fired up about UX. But let's be real; there will always be times when they simply don't have the time, energy, or skills to do the work themselves.In the past, they'd come to you. And you'd do it for them. But we're trying to get you out of that cycle. If you're going to scale your impact, you can't be the one personally delivering on every single project.That's where a preferred supplier list comes in.Why a Supplier List Is a Strategic AssetIt's tempting to let stakeholders find their own vendors. After all, there's no shortage of freelancers or agencies out there. But this approach risks quality and consistency. Not all suppliers will meet your standards, and some may be overly influenced by the stakeholder who hired them.Instead, create a vetted list of suppliers you trust and make this list easier to use than finding vendors independently. Using your pre-approved list should feel like the obvious choice for everyone involved.When you create, maintain, and make accessible a trusted supplier list, you:Ensure quality: You've already vetted these suppliers. You know they care about user experience and meet your standards.Avoid procurement headaches: Pre-approved suppliers make life easier for your stakeholders. No need to jump through hoops every time they need outside help.Speed things up: With an established list, teams can move quickly. No more weeks spent gathering quotes or drafting RFPs.Keep costs predictable: Many preferred suppliers offer discounted or fixed pricing in return for ongoing work. That saves money and makes budgeting simpler.Expand your capabilities: You can include specialists; people with niche skills like accessibility, SEO, or advanced user research. That fills gaps you and your team may not be able to cover.Maintain strategic control: When you control the list, suppliers know they're accountable to you, not just the individual stakeholder hiring them. That means they'll come to you if something feels off, and they'll uphold your UX principles throughout the project.Make the right choice the easy choice: When your list is well-organized and readily available, teams naturally gravitate toward using it rather than spending time finding their own vendors.What to Look for in Preferred SuppliersIf you're going to stand behind these suppliers, choose carefully.They must get how you work. Your suppliers should follow your expectations and ways of working even when dealing with someone else in the organization.They need to be pre-approved. Work with your procurement team to get them set up in advance. If it's too hard to hire them, stakeholders will just bypass the list.They should understand the politics. A good supplier knows not to say yes to everything just to win favor. They keep you in the loop and help hold the line when a stakeholder pushes for something questionable.You Stay in the Driver's SeatA preferred supplier list doesn't remove you from the picture; it actually keeps you more involved. You're still part of the process, just from a higher level. You're the gatekeeper. The advisor. The one who shapes how UX is delivered, even when you're not the one doing the work.And that's exactly where you want to be.Your Next StepIf you don't already have a supplier list, start small. Identify 2 or 3 people or companies you've worked with before and trust. Add them to a shared Notion page or spreadsheet with their contact info, specialties, and any pre-negotiated rates.Even a rough list is better than leaving stakeholders to guess, or worse still, go their own way.

In this episode, Adam sits down with Stuart Butler, CMO at Visit Myrtle Beach, for a candid conversation about the broken state of RFPs in destination marketing. They unpack the structural flaws in the traditional procurement process, highlighting how outdated formats and misaligned incentives often lead to failed partnerships. Together, they explore innovative approaches to agency selection, the importance of relationship-first thinking, and why “dating before marrying” a vendor could transform the industry. Plus, hear their take on AI-generated UGC, the ethical dilemma of fake influencers, and what the rise of tools like Google's VEO 3 means for content authenticity moving forward. Subscribe to our ⁠⁠⁠⁠newsletter⁠⁠⁠⁠! The ⁠⁠⁠⁠Destination Marketing Podcast⁠⁠⁠⁠ is a part of the ⁠⁠⁠⁠Destination Marketing Podcast Network⁠⁠⁠⁠. It is hosted by Adam Stoker and produced by Brand Revolt. If you are interested in any of Brand Revolt's services, please email ⁠⁠⁠⁠adam@thebrandrevolt.com⁠⁠⁠⁠ or visit ⁠⁠⁠⁠www.thebrandrevolt.com⁠⁠⁠⁠. To learn more about the Destination Marketing Podcast network and to listen to our other shows, please visit ⁠⁠⁠⁠www.thedmpn.com⁠⁠⁠⁠. If you are interested in joining the network, please email ⁠⁠⁠⁠adam@thebrandrevolt.com⁠⁠⁠⁠.

Guest: Ray Meiring, Co-Founder & CEO at QorusDocsScaling a SaaS business from consultancy roots to enterprise success requires more than just great tech—it takes ruthless focus, smart go-to-market choices, and a deep understanding of your buyer.In this episode, Ray Meiring, co-founder and CEO of QorusDocs, joins host Ken Lempit to share the lessons learned on his journey from South Africa to the U.S. market and how QorusDocs carved out a winning niche in AI-powered proposal automation.We unpack: ✅ Why founder-led sales can't scale—and how to move beyond it ✅ The trap of chasing SMBs after funding (and what to do instead) ✅ How QorusDocs found product-market fit through one anchor customer ✅ What every SaaS CRO and CMO should know about RFP response teams ✅ The critical role of marketing in driving pipeline (not just sales)Ray also shares the moment venture funding pushed them off course—and how doubling down on their ideal customer profile helped them reset, rebuild, and grow more efficiently.If you're a SaaS CMO or CRO scaling into enterprise, navigating founder-to-function transitions, or wondering where AI really moves the needle, this episode is packed with firsthand insight.---Not Getting Enough Demos? Your messaging could be turning buyers away before you even get a chance to pitch.

Responding to a Request for Proposal (RFP) can be a powerful way to win new business—but only if it's the right opportunity. RFPs often demand considerable time, resources, and cross-functional coordination, so blindly responding to every one can lead to wasted effort, low win rates, and team burnout. Look up your RFP win rates as Scott and I question, Should You Respond to an RFP? and other magnificent musings on Episode 677 of the Winning at Selling podcast. Episode 675 with Jason Talley - Quote vs. Proposal and RFP's Our next book – The Power of Purpose by Mitch Larsonhttps://www.amazon.com/Power-Purpose-guide-discover-yours/dp/1960111280/ref=sr_1_1  Bill Hellkamp – See my LinkedIn profile and send me an invite Visit my website: http://www.reachdev.com/ Scott “Professor Plum” Plum – See my LinkedIn profile and send me an invite Visit my website: https://www.mnsales.com

In “Navigating the Numbers: Tariffs, AI, and The Future of Supply Chains”, Joe Lynch and Corey DeSantis, BDO's Logistics and Transportation Subject Matter Expert, discuss the evolving landscape of global trade, the transformative power of artificial intelligence, and strategies for building resilient supply chains for tomorrow. About Corey DeSantis Corey DeSantis serves as BDO's Logistics and Transportation Subject Matter Expert, supporting clients in manufacturing, automotive, telecommunications and food manufacturing.  Corey improves the condition of BDO's clients through making data-driven decisions to optimize performance within their networks. He brings a decade of industry experience, working at some of the largest 4PLs in North America.  In roles across transportation operations and transportation procurement, Corey has executed complex solutions for companies in the manufacturing, distribution, and retail sectors.  His work includes executing RFPs, identifying cost and performance improvement opportunities, and driving mode optimization. Corey is serving his second term on CSCMP's Transportation Center of Excellence, sitting on their Modes Committee.  Corey also serves as the President of the CSCMP Pittsburgh's Roundtable.  His work on better practices for optimizing freight procurement strategies has been featured in Supply Chain Management Review. About BDO BDO's purpose is helping people thrive, every day. The organization is focused on delivering exceptional and sustainable outcomes and value for its people, clients, and communities. BDO is proud to be an ESOP company, reflecting a culture that puts people first. BDO professionals provide assurance, tax, and advisory services for a diverse range of clients across the U.S. and in over 160 countries through its global organization. BDO is the brand name for the BDO network and for each of the BDO Member Firms. BDO USA, P.C., a Virginia professional corporation, is the U.S. member of BDO International Limited, a UK company limited by guarantee, and forms part of the international BDO network of independent member firms. For more information, please visit: www.bdo.com. Key Takeaways: Navigating the Numbers: Tariffs, AI, and the Future of Supply Chains In “Navigating the Numbers: Tariffs, AI and The Future of Supply Chain”, Joe Lynch and Corey DeSantis, BDO's Logistics and Transportation Subject Matter Expert, discuss the evolving landscape of global trade, the transformative power of artificial intelligence, and strategies for building resilient supply chains for tomorrow. Global Tariffs & Supply Chain Strategy: This episode explores how changing tariffs impact freight costs, sourcing, and overall supply chain strength. Expect insights on navigating complex trade policies. Data-Driven Supply Chain Optimization: The emphasis here is on leveraging smart data and analytics to identify savings, boost efficiency, and improve supply chain performance, especially with tariffs and dynamic markets in mind. AI's Role in Modern Supply Chains: A central theme is how AI is transforming supply chain operations. This covers its applications from predicting demand to optimizing routes and autonomous logistics. Strategic Procurement & Carrier Management: Learn how companies can strategically manage their relationships with carriers and conduct RFPs to achieve optimal costs and service, even amid unpredictable tariffs and rapid technological advancements. Adapting to Future Supply Chain Challenges: This forward-looking perspective offers strategies for building more flexible, resilient, and sustainable supply chains in the face of geopolitical shifts, tech disruptions, and evolving customer needs. Balancing Cost & Service in Logistics: This takeaway provides a nuanced view on avoiding short-term cost cuts that compromise long-term carrier relationships or service quality, especially as new technologies emerge and tariffs shift. Expertise in Complex Supply Chains: It's highlighted that external guidance and specialized knowledge are invaluable. Experts can help businesses navigate intricate tariff challenges, effectively integrate AI, and strategically plan for the future of their supply chain. Learn More About Navigating the Numbers: Tariffs, AI, and The Future of Supply Chains Corey DeSantis | Linkedin BDO | Linkedin BDO BDO | Manufacturing The Logistics of Logistics Podcast If you enjoy the podcast, please leave a positive review, subscribe, and share it with your friends and colleagues. The Logistics of Logistics Podcast: Google, Apple, Castbox, Spotify, Stitcher, PlayerFM, Tunein, Podbean, Owltail, Libsyn, Overcast Check out The Logistics of Logistics on Youtube  

How Bianca Penuelas Streamlines Companies for Growth and Acquisition Guest: Bianca Penuelas Founder, Operations Strategist, and Business Transition Expert Bianca Penuelas is a passionate operator who thrives at the intersection of structure and scale. With deep experience in both tech and food startups, she helps companies build systems that drive efficiency, foster team collaboration, and prepare for growth or acquisition.  As a Seattle University Business Management grad, Bianca is on a mission to empower business owners, ensure smooth transitions, and preserve legacies while setting the stage for future prosperity. In This Episode, We Cover: Defining operational excellence (and why it matters) Challenges and insights from business acquisitions How to empower teams through structure The importance of hands-on leadership and delegation Evaluating company leadership during transitions Project management and team collaboration The role of AI in streamlining business operations Bianca's startup journey with Good Planet Foods Empowering business owners through smoother exits Building financial literacy and business acumen Also Touched On: Balancing life, business, and personal growth Navigating early relationship dynamics Working with your partner in business Dog talk: mini poodles vs. schnauzers Wine preferences and personal downtime Launching a YouTube channel for business insights Exploring food manufacturing operations Internships, second chances, and mentorship The Washington Prison Podcast and criminal justice reform Debating the death penalty and social perceptions of prisoners Face tattoos, social media bias, and public image Parenthood, career, and legacy-building Financial goals, credit scores, and small business funding Seeking distribution and financing for a vape shop Building relationships with financial institutions Negotiation and valuation in acquisitions Economic factors driving ownership decisions Overcoming hesitation and improving networking skills This Episode is Sponsored by Breeze Docs RFPs don't have to suck. Breeze Docs is the AI-powered response platform built for small and midsize businesses. It helps you complete RFPs, security questionnaires, and more up to 80% faster. Want to win more RFPs with less effort?  Go to: breezedocs.ai Bonus for Our Listeners Mention The Jason Cavness Experience and get a free upgrade from Breeze Solo to Breeze AI+ valued at $6,000.  Join Us: CavnessHR Seattle's Got Tech (July 30) This isn't a pitch event. It's 10 startups demoing real, working tech live, on stage. Real tools Real traction Real community Come meet the founders, investors, and operators building Seattle's next wave of tech. RSVP here → https://lu.ma/v8ihldrg Connect with Bianca LinkedIn: linkedin.com/in/bpenuelas Website: weprospera.com Bianca's Advice “My honest advice is to never stop learning and asking questions. The moment you stop working that muscle or stop taking advantage of the situations you're in, your growth will stall.”

In this power-packed edition of WOYM, Scott goes live from the heart of the Bakken—Watford City—and dives into everything from the future of North Dakota's energy to fiery city budget talks. He's joined by powerhouse guests like Fargo Mayor Tim Mahoney, Congresswoman Michelle Fischbach, and petroleum engineer Joel Brown. With heartfelt hometown shoutouts, a $10K grocery giveaway, and a deep dive into PEMF therapy, this episode is equal parts grassroots, policy, and good ol' Midwest pride.

On this special episode of Destination on the Left, I talk with Karen Kuhl (Executive Director, Tour Cayuga, NY), Lauren Sackett (CEO, Rhinelander Chamber of Commerce, WI), and Roni Weiss (Executive Director, Travel Unity) all about the nuances of inclusivity in the travel and tourism industry. We discuss how destinations can actively create environments where every traveler and resident feels a sense of belonging. Discover the landscape of DEAI (Diversity, Equity, Accessibility, and Inclusion) and gain practical advice on how to make tourism more accessible and authentic. What You Will Learn in This Episode: Implementing DEAI initiatives in rural and small-town tourism communities, and the impact these efforts have on both residents and visitors Why transparency, community input, and vulnerability are critical in making a destination truly welcoming for all, not just in intention but in actionable practice What social impact means through a tourism lens, and how prioritizing inclusivity supports both the local community and the visitor experience How organizations can start with small, meaningful steps—such as improving website accessibility or forming advisory groups—to advance DEAI practices, even with limited resources and staffing What practical strategies destinations can use to measure the success and ROI of their inclusion initiatives How empathy, humility, and realistic goal-setting play a fundamental role in sustaining progress on DEAI efforts, even when facing criticism or limited momentum Shifting from Intentions to Actions Travel professionals often assume they are, by default, welcoming, but wanting to welcome everyone and actually creating a place where everyone feels welcome are two very different things. My guests emphasize that building an authentically inclusive environment requires deep listening, transparency, and sometimes vulnerability. Roni Weiss outlined Travel Unity's perspective, explaining that inclusion isn't just aspirational—it's measurable. He described public standards focusing on three levels: leadership and workforce, community engagement, and the traveler's experience. The overarching message? DEAI isn't merely about not excluding—it's proactive work that touches every level of an organization. Social Impact Beyond the Tourist While tourism is often measured by economic indicators, genuine social impact weaves together the needs of visitors and residents alike. Karen Kuhl stressed that her work in Cayuga County, home to Harriet Tubman's legacy, is community-centric: tourism isn't just for visitors, after all, but for all the residents who live in a destination too. DEAI initiatives must ripple inward before they shine outward. Working in rural northern Wisconsin, Lauren Sackett shared that enhancing accessibility, like mapping out trail accessibility and filtering for diverse-owned businesses, is as much about serving aging and differently abled residents as it is about attracting new visitor demographics. Tourism isn't just about bringing travelers in; it's about the community as a whole. Practical Steps for Small Towns and Rural Destinations Even if you're a limited-budget organization, you can meaningfully implement DEAI. My guests' advice is to start small, but start now. Identify community values, tap into available grants, and build from within—embedding inclusive principles into staff roles, outreach, and even RFPs for outside vendors. DEAI principles should be everybody's work and on everybody's task list, which is why advisory boards are a resourceful way to bring diverse voices into decision-making without overhauling governance structures. Authentic inclusion is a journey, not a checkbox. Be humble, honest, kind, and patient, my guests recommend leading with empathy and listening to those with lived experience. Resources: Karen Kuhl: https://www.linkedin.com/in/karen-kuhl/ Lauren Sackett: https://www.linkedin.com/in/lauren-sackett-iom-b2a5a59a/ Roni Weiss: https://www.linkedin.com/in/roniweiss/ We value your thoughts and feedback and would love to hear from you. Leave us a review on your favorite streaming platform to let us know what you want to hear more o​f. Here is a quick tutorial on how to leave us a rating and review on iTunes!

Russell Pearson is known as the “consultant to consultants” and a master of helping organizations rethink how they engage external experts. In this candid conversation, Russell reveals what great consultants really do, why most RFPs are flawed, and how to avoid hiring someone who sounds smart but doesn't deliver. If you've ever wondered what consultants actually do, this is the deep dive you've been waiting for. Practical, surprising, and full of stories that stick. Experience our episodes in a whole new way and watch every video version on our YouTube channel HERE. Subscribe now to be the first to catch our next release. Soundbites [1:27] What kind of problems make an organization seek a consultant? [3:40] The difference between hiring a specialist and a process-focused generalist. [6:12] Why internal staff may struggle to see problems objectively. [7:55] How a good consultant sees through multiple industry lenses. [9:45] The danger of engaging consultants for too long - value drops off. [11:02] What to look for in a consultant beyond credentials. [12:30] The flaw in RFPs that ask for solutions before diagnosis. [14:05] Why consultants must co-design with the people who implement. [16:40] How collaboration, not hand-off, leads to long-term change. [18:28] Consultants must be able to communicate the “why” behind change. [20:05] The trap of the consultant becoming a cog instead of a catalyst. [22:17] The future: mixed modality consultants who guide, mentor, and train. [24:30] How to identify consultants using AI wisely vs. superficially. [26:08] Do you feel understood? That's how you'll know it's the right consultant. [28:35] Nina's personal story choosing the right consultant, and why rapport mattered. [31:20] A consultant should facilitate dialogue across departments and silos. [32:45] Don't forget the human aspect of change and engage a change manager early. [34:32] Why real-world experience often outweighs qualifications. [35:55] What to ask when you're tasked with hiring a consultant for your team. [37:15] The red flags of hiring by tender without conversation. [38:45] Distinguishing between a consultant and a service provider. [41:02] Don't get quotes before checking internal permissions and strategy. [42:28] Why breaking down an engagement into smaller parts helps. [43:10] A dream scenario: saving millions by shrinking the approval timeline. [45:05] Heartwarming small business story - one consultant, one brave step, big results. [47:10] How to connect with Russell Pearson and his consulting network. CONTACT RUSSELL PEARSON https://russellpearson.com/ Connect with Russell Pearson on LinkedIn HERE: https://www.linkedin.com/in/russell-pearson/ ABOUT PODCAST HOST, NINA SUNDAY To learn more about face-to-face training programs with Nina Sunday or one of her experienced Facilitators from Brainpower Training Pty Ltd in Australia Pacific, visit: ⁠⁠⁠⁠https://www.brainpowertraining.com.au/signature-programs/⁠⁠⁠⁠ To visit Nina Sunday's speaker site for global in-person speaking bookings visit: ⁠⁠⁠⁠https://www.ninasunday.com/⁠⁠⁠⁠ Connect with Nina Sunday on LinkedIn ⁠HERE⁠ To subscribe to Nina Sunday's personal blog go to ⁠⁠⁠⁠https://www.brainpowertraining.com.au/ ⁠⁠⁠⁠and scroll to bottom of the page to register. Learn more about your ad choices. Visit megaphone.fm/adchoices

The culture of violence in Indianapolis. After scrutiny over no-bid contract deals, Indiana secretary of state issues new RFPs. Only in D.C. is a 20% hike to Medicaid over 10 years considered a 'cut'. In case anyone forgot... the war in Ukraine rages onSee omnystudio.com/listener for privacy information.

Over 80 dead in Texas floods. One Big Beautfiul Bill is signed into law. Old Person Smell. Elon Musk wants to start a new political party. Weekend Indianapolis violence. Robert Reich says Republicans don't own Patriotism. Swim Spa/Hot Tub for sale. Using the Texas floods for politics is gross, don't vote for these people. Never let them get power again. The culture of violence in Indianapolis. After scrutiny over no-bid contract deals, Indiana secretary of state issues new RFPs. Only in D.C. is a 20% hike to Medicaid over 10 years considered a 'cut'. In case anyone forgot... the war in Ukraine rages onSee omnystudio.com/listener for privacy information.

In this episode, former U.S. Air Force acquisitions officer Rick Howard walks you through a powerful strategy for uncovering pre-solicitation government contract opportunities without ever using SAM.gov. If you're relying solely on SAM, you're already behind.Rick dives into how to use Acquisition Forecasts, navigate agency procurement portals, and leverage industry days, attendee lists, and contracting office contacts to build a government sales pipeline that extends 3+ years into the future.

Today we are talking about Drupal Hooks, why they got changed in core, and what to do now with guest Karoly Négyesi better known as Chx. We'll also cover Media Folders as our module of the week. For show notes visit: https://www.talkingDrupal.com/510 Topics Deep Dive into Drupal Hooks The Evolution of Drupal Hooks Challenges and Solutions in Hook Conversion Community Involvement and Contributions The Future of Drupal Hook System Introduction to Procedural Hooks Understanding Theme Hooks Complexities of Preprocess Hooks Converting Hooks to Object-Oriented Impact on Contributed Modules Challenges in Core Conversion Future of Drupal Hooks Lightning Round and Conclusion Resources Hooks becoming OOP Convert everything everwhere all at once Conversion script Conversion patches Ordering hooks OOP Preprocess hooks Render API change 2009 issue for form api ungrokable 2007 change for calling themes hook Giant issue with all of the hook related links Longest hook in core: entity_query_tag__entity_test_mulrev__entity_query_entity_test_mulrev_alter_tag_test_alter Guests Károly Negyesi - ghost-of-drupal-past Hosts Nic Laflin - nLighteneddevelopment.com nicxvan John Picozzi - epam.com johnpicozzi Martin Anderson-Clutz - mandclu.com mandclu MOTW Correspondent Martin Anderson-Clutz - mandclu.com mandclu Brief description: Have you ever wanted to have your Drupal site's media assets presented in a UI that evokes the hierarchy of a filesystem? There's a module for that. Module name/project name: Media Folders Brief history How old: created in Apr 2025 by João Mauricio (jmauricio) Versions available: 1.0.3 which supports Drupal 10.3 and 11 Maintainership Actively maintained Security coverage Test coverage Number of open issues: 9 open issues, 2 of which are bugs, although one was just fixed Usage stats: 61 sites Module features and usage The module mimics a file structure by associating media entities with a taxonomy hierarchy It then provides an intuitive, drag-and-drop UI to move items between locations, drag in new items, or even search within a particular “folder”, including a recursive search When you drag in files, it uses “smart” logic to automatically assign files to Media bundles It provides a form display widget, a view display widget, a CKEditor plugin, and it's compatible with other filesystem modules, like S3 File System This kind of interface is a requirement I've seen in RFPs by companies looking for a new CMS, so having this available as a drop-in solution

Understanding Entrepreneurship, and Innovation with Branden Doyle Founder and CEO of Violett Sponsors The Jason Cavness experience is brought to you by Breeze Docs. Request for Proposals AKA RFPs, can be very challenging for Small & Medium-sized Businesses. Breeze Docs, the RFP response platform of choice for SMBs across North America, uses AI to help companies quickly complete RFPs, security questionnaires, and other important business documents. If you'd like to start winning more RFPs and reduce completion times by up to 80 percent, visit breezedocs.ai to book a demo.  By mentioning the Jason Cavness Experience, you will qualify for a free upgrade from Breeze Solo to Breeze AI+ valued at $6,000. Follow the Breeze at www.breezedocs.ai Sign up for free upgrade here https://www.breezedocs.ai/rfp-response-software-jason-caveness Branden's Bio Branden Doyle is the Founder and CEO of Violett, an air health technology company founded in 2020 and with products in market since 2023. Violett is the global leader in eliminating viruses and other pollutants from the air, helping hundreds of nursing homes, schools and workplaces keep their people safe and healthy. Starting with a launch of the Violett M portable product, Violett is now launching solutions in the built-environment and collaborating with strategic partners to gain sales and manufacturing scale. Violett has also developed the ability to detect and differentiate between different pathogens and pollutants in the air, and is working to develop and commercialize this technology with a university partner. Branden is the father of 2 young children, resides in Gig Harbor, and spends available time focused on fitness through weightlifting, running, cycling, and SUPing.  We talk about the following and other items The World of Standup Paddleboarding Powerlifting vs. Regular Lifting Balancing Fitness and Life The Importance of Proper Form Nuclear Engineering Career Insights Nuclear Safety and Security Innovations in Nuclear Technology Entrepreneurship and Innovation The Birth of Violett Challenges and Adaptations in a Post-COVID World Validating Product Requirements Defining Innovation Creativity in Engineering Balancing Speed and Caution Redefining Success The Importance of Mentorship Ethics in Engineering Productivity Hacks Taking the First Step Pride in Personal Achievements Proving Product Effectiveness Navigating Market Entry The Value of Patents Target Markets and Partnerships Balancing Tech and Marketing Maintaining Quality Control Personal Well-being and Productivity Parenting and Entrepreneurship Unique Technology and Air Quality Innovative Air Quality Technology Real-Time Air Quality Database Ionization and Spectroscopy Explained Challenges in Air Quality Monitoring Daily Productivity Tips Balancing Partnerships and Profits Mental Health for Founders Fundraising Challenges in Seattle The Future of Technology and AI The Importance of Clean Air Branden's Social Media LinkedIn: https://www.linkedin.com/in/brandendoyle/ Company Website: https://www.violettuv.com/ Branden's Advice "You've got to just get out there and try. I've met so many people with great ideas who never take that first step. So put yourself out into the world and talk to people, test your ideas, and build something you're genuinely passionate about. That first step matters more than you think."

In this episode of Friday Fiduciary Five, Eric Dyson talks about trends in advisor RFPs, emphasizing the importance of likability, participant engagement, and support for HR teams. He highlights that committees still prioritize fiduciary consulting and support. However, this has become table stakes. The difference that many plan sponsors and committees look for is in the value advisors can bring to enhance employee understanding and appreciation of benefits. Eric shares insights from his experience in personally conducting advisor searches and RFPs for plan committees, noting that personal connections and cultural fit are crucial. He advises advisors to focus on their company's culture and values, as well as their ability to assist with HR tasks, to stand out in the competitive advisor market.Connect with Eric Dyson: Website: https://90northllc.com/Phone: 940-248-4800Email: contact@90northllc.com LinkedIn: https://www.linkedin.com/in/401kguy/ The information contained herein is general in nature and is provided solely for educational and informational purposes.It is not intended to provide a specific recommendation of any type of product or service discussed in this presentation or to provide any warranties, financial advice, or legal advice.The specific facts and circumstances of all qualified plans can vary, and the information contained in this podcast may or may not apply to your individual circumstances or to your plan or client plan specific circumstances.

In this episode, Steve Fretzin and Ben Walker discuss:Navigating the complexities of government contracting and responding to requests for proposals (RFPs)Strategies for effective employee retention and building long-term professional relationshipsLessons learned through costly mistakes in vendor selection and employee hiringMarketing and sales tactics for growing service-based businesses in highly regulated industries Key Takeaways:A structured “go or no-go” system helps companies quickly evaluate whether to respond to a request for proposal by screening for essential fit criteria such as pricing compatibility, service capabilities, and competition scope.Government contracting success often comes from proactive outreach, including attending local procurement events and targeting check-writing buyers to build relationships long before proposals are even announced.Past mistakes in hiring and vendor engagement revealed the critical importance of conducting thorough reference checks and background investigations to avoid long-term financial and operational damage.Customizing every proposal by adopting the agency's language, tone, and acronyms dramatically increases the likelihood of success by signaling subject matter expertise and genuine alignment with their needs. "If you're not hiring people that are getting other offers, then I think you might be hiring the wrong people." —  Ben Walker Unlock the secrets of the industry's top rainmakers with Be That Lawyer: 101 Top Rainmakers' Secrets to Growing a Successful Law Practice. Grab your ultimate guide to building a thriving law firm now on Amazon: https://www.amazon.com/dp/B0F78HXJHT Ready to go from good to GOAT in your legal marketing game? Don't miss PIMCON—where the brightest minds in professional services gather to share what really works. Lock in your spot now: https://www.pimcon.org/ Thank you to our Sponsors!Rankings.io: https://rankings.io/ Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/ About Ben Walker: Ben Walker is the founder and CEO of Ditto Transcripts, the leading global provider of transcription services to the legal, law enforcement, medical, academic, financial, and general business industries. Born and raised in Omaha, Nebraska, Ben attended Creighton Prep High School in Omaha and Colorado State University in Fort Collins, Colorado, where he earned his degree in Economics. Connect with Ben Walker:  Website: https://www.dittotranscripts.com/Phone: (720) 287-3710LinkedIn: https://www.linkedin.com/in/benkwalker/ & https://www.linkedin.com/company/ditto-transcripts/Twitter: https://x.com/benjaminkwalkerFacebook: https://www.facebook.com/profile.php?id=100000712517059 & https://www.facebook.com/Transcription.Services.Company/Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: Steve@Fretzin.comBook: Legal Business Development Isn't Rocket Science and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

Scaling with Heart: Francisca [Kika] Escobar Bascur Escobar on 2X/3X Growth, Shopify, and the Power of Connection Sponsors The Jason Cavness experience is brought to you by Breeze Docs.  Request for Proposals AKA RFPs, can be very challenging for Small & Medium-sized Businesses. Breeze Docs, the RFP response platform of choice for SMBs across North America, uses AI to help companies quickly complete RFPs, security questionnaires, and other important business documents.  If you'd like to start winning more RFPs and reduce completion times by up to 80 percent, visit breezedocs.ai to book a demo.  By mentioning the Jason Cavness Experience, you will qualify for a free upgrade from Breeze Solo to Breeze AI+ valued at $6,000. Follow the Breeze at www.breezedocs.ai Sign up for free upgrade here https://www.breezedocs.ai/rfp-response-software-jason-caveness CavnessHR: Seattle's Got Tech on Wednesday, July 30 at Seattle Chamber of Commerce.  RSVP: https://lu.ma/v8ihldrg  Go to www.thejasoncavnessexperience.com for the podcast on your favorite platforms Kika's Bio  Kika helps businesses sell more and scale smarter. Founder of The Kickass Company and Sell With Kika, she's trained over 250,000 people and is one of the top voices in eCommerce across Latin America. Kika is a leading voice in eCommerce and Business throughout Latin America. She's the Co-Founder of TheKickass Company, a strategic business partner for brands that want to build or create an eCommerce business that actually works (not just in theory). Through this work, she has helped dozens of companies expand their footprint, grow their sales, and scale smarter both in local and international markets. She's also the founder of Sell With Kika, her U.S.-based consulting brand focused on eCommerce strategy, business development, and connecting U.S. companies with Latin America's growing market. In addition to this, she also co-founded Loadingplay, a tech company that automates the omnichannel experience, and led the creation of MDA (Market Development Associate) an initiative built in collaboration with Shopify to develop and strengthen the local eCommerce ecosystem in Chile, with more than 3.000 people participation in over 26 in person events. A Business Engineer with over 19 years of experience in commercial strategy and sales, Kika has advised hundreds of businesses and trained more than 250,000 people through workshops, masterclasses, and public programs. She also teaches eCommerce at the MBA Tech Program at Universidad Andrés Bello (UNAB) and at eClass, where she helps professionals and business owners take their digital strategies to the next level. She believes that when a business knows “How to Sell”, everyone wins because selling more creates opportunity, jobs, and momentum. Her approach is simple and powerful: know your customer deeply, show your product as the solution they're already searching for, and make it easy for them to buy from you. Kika is a TEDx speaker, author of the handbook “How to Build an eCommerce” for the Santiago Chamber of Commerce, and a frequent speaker at top industry events like eCommerce Day, Fashion Online, and Digitaliza tu Pyme.  Who is Kika Escobar Her latest recognitions include being named “Genia del Año en eCommerce 2023” and receiving the “Emprendedora de Impacto” award from UDD in 2024, acknowledgments that reflect her impact, passion, and leadership in shaping the future of eCommerce across the region. We talk about the following and other items Kika's Passion for Sports and Travel The Kickass Company: Building Shopify Websites Choosing the Right Sales Channels Key Performance Indicators (KPIs) in E-commerce The Art of Selling Knowing Your Customer Public Speaking Tips and Overcoming Fear MCing the Korean Startup Group Event Exploring Business Opportunities in Seattle AI in E-commerce Personalization Advice for Aspiring Entrepreneurs Emerge Lab Women's Initiatives Chilean Culture and Misconceptions Favorite Places in Chile Chilean Startups and Entrepreneurs VC and Investment Landscape in Chile Business Advice for US Companies in Chile E-commerce Trends in Latin America Balancing a Busy Schedule Dealing with Entrepreneurial Highs and Lows Social Media Strategy Future Plans and Goals  Kika's Social Media LinkedIn: https://www.linkedin.com/in/mar%C3%ADa-francisca-escobar-bascur/ TikTok: https://www.tiktok.com/@kikaescobarbascur The KickAss Website: https://thekickass.cl/ Instagram: https://www.instagram.com/kikaescobarbascur/ Company Instagram: https://www.instagram.com/thekickass_co/ Kika's Advice “Screw it, let's do it. Take action instead of overthinking. Ask, “What's the worst that can happen?” and plan how you'd handle that outcome. Shift from Gap to Gain (Dan Sullivan's The Gap and the Gain): Gap: Comparing yourself to an ideal keeps happiness out of reach. Gain: Measuring progress against where you started builds confidence. Daily Gain habit: End each day by writing three wins big or small (e.g., waking up early, finishing laundry). Gratitude rewires your brain to spot opportunities, not deficits.  See life as a bowl of opportunities. Treat every success or setback as a chance to learn and grow. Mindset is a personal choice, open to everyone no matter their starting point.

Episode SummaryIn this episode of OnBase, host Paul Gibson sits down with Bee Patel for a deep dive into what it really means to “own the brand” in 2025. Bee challenges the legacy idea that branding lives solely within marketing and shares how today's most effective brands are shaped by collaborative ownership across HR, product, comms, and sales.Bee discusses the evolution of branding as a business outcome driver—supporting everything from lead generation to sales conversion—and shares actionable strategies for unifying internal teams to create stronger external brand impact. The conversation also tackles AI's current challenges, the importance of simplification in brand governance, and how fostering creative freedom can help teams cut through the noise.Best moments (0:47) Bee discusses her journey and focus on converting reputation into measurable business outcomes.(1:33) Paul introduces the importance of reimagining brand ownership.(3:33) Bee explains the shift of the brand from an awareness tool to supporting lead generation and close rates.(5:46) Bee shares an example of collaboration with HR and product teams during a brand transformation at Insight.(12:55) Bee states her personal opinion that AI is currently more of a challenge than an enabler.(16:25) Bee emphasizes the importance of communication and early stakeholder involvement to remove silos in brand collaboration.(19:09) Bee advises comms leaders to simplify and empower teams to own the brand rather than policing it.Key TakeawaysBrand Is Everyone's Job: Gone are the days of brand as a “marketing deliverable.” Today's successful organizations embed brand values into every function—HR, product, sales, and beyond—to maintain a consistent and authentic experience.From Gatekeepers to Facilitators: Comms and brand leaders must move from enforcing rules to enabling ownership. This cultural shift empowers teams to internalize and live the brand, not just follow guidelines.Trust Is the New Currency: Bee underscores that in a market where trust drives conversion, brand consistency and credibility aren't nice-to-haves—they're game-changers.AI as a Work-in-Progress: While AI has potential, Bee cautions against jumping on every tool. Strategic, contextual deployment—especially for operational efficiency—matters more than trend-chasing.Measure What Matters: Bee shares real-world impact metrics, including a 33% increase in content engagement and a surge in solution-based RFPs following brand transformation efforts.Tech recommendationsChatGPTResource recommendationsBooks:The Speed of Trust by Stephen Covey - A must-read on how trust drives business results.The Let Them Theory by Mel Robbins - Bee's current read on navigating boundaries and letting go.Blogs:Farnam Street - A weekly newsletter that helps to demystify and simplify complex mental models.Shout-outsNerea Gandarias, a Senior Marketing Executive at 8x8 - Bee recommends her as an inspirational leader with unmatched strategic rigor and humanity in leadership.About the GuestBee Patel, Global Marketing & Communications Director at AlphaSights is a razor-sharp marketing leader, bringing over 15 years of expertise and knowledge across marketing and communications. With experience in internal and external communications, she is passionate about crafting user-centric content and messaging that cuts through the noise and is delivered through an integrated communications mix. She currently leads the global Brand and Communications Team at AlphaSights, focused on brand building strategies and connecting with their key stakeholders through compelling storytelling and engaging digital experiences.Prior to joining AlphaSights, she led the European content and communications team for Fortune 500 technology solutions provider, Insight, overseeing their PR, social, and content strategy across nine European regions.Connect with Bee.

Cody Brown CEO Security Research Group Sponsors The Jason Cavness experience is brought to you by Breeze Docs. Request for Proposals AKA RFPs, can be very challenging for Small & Medium-sized Businesses. Breeze Docs, the RFP response platform of choice for SMBs across North America, uses AI to help companies quickly complete RFPs, security questionnaires, and other important business documents. If you'd like to start winning more RFPs and reduce completion times by up to 80 percent, visit breezedocs.ai to book a demo.  By mentioning the Jason Cavness Experience, you will qualify for a free upgrade from Breeze Solo to Breeze AI+ valued at $6,000.  Follow the Breeze at www.breezedocs.ai Sign up for free upgrade here https://www.breezedocs.ai/rfp-response-software-jason-caveness CavnessHR: Seattle's Got Tech Sign up to demo your tech and win prizes for being the best tech  https://docs.google.com/forms/d/e/1FAIpQLSdBV98Am90oAoP08vWaS870Uk7Zp7WVDCwF6PALwlJf5NgmWw/viewform?usp=header Go to www.thejasoncavnessexperience.com for the podcast on your favorite platforms  Cody's Bio Cody Brown is a cybersecurity leader with over a decade of experience delivering strategic solutions for enterprise security, offensive cyber operations, and compliance. A former Navy CTN and DoD security expert, he has led national-scale projects for agencies like U.S. Cyber Command and the Army Research Lab. Cody is the CEO of Security Research Group, specializing in military-grade cybersecurity solutions. He holds a Master of Information Technology from Virginia Tech and a B.S. in Cyber Operations from Dakota State.  We talk about the following and other items Cody's Hobbies and Interests Understanding Cybersecurity Individual and Business Cybersecurity Threats Detecting and Responding to Hacks Ransomware and Extortion Tactics Common Cybersecurity Misconceptions Hacking Methods and Social Engineering Dark Web and Internet Infrastructure VPNs and Internet Privacy Starting a Cybersecurity Company Military Grade Cybersecurity Government vs. Private Sector Cybersecurity US Cybersecurity Ranking AI in Cybersecurity: Hype or Reality? Explaining Cybersecurity to Non-Techies P roudest Achievements and Business Challenges Advice for Aspiring Cybersecurity Professionals Career Paths in Cybersecurity Hiring and Vetting Cybersecurity Talent Private Sector's Role in National Cybersecurity Trends and Threats in Cybersecurity Importance of Multi-Factor Authentication Password Managers: Are They Worth It? Cybersecurity Myths and Realities Ethics in Cybersecurity Starting and Running a Cybersecurity Business Networking and Business Growth Balancing Technical Skills and Customer Service Personal Hobbies and Background Founding and Naming the Company Customer Recommendations and Implementation When to Prioritize Cybersecurity Employee Recruitment and Retention Navy Experience and Education Daily Prioritization and Work-Life Balance Early Interest in Technology and Career Path Future of Cybersecurity AI Platforms and Data Security Government Contracts and Bidding Process Evolution of Cybersecurity Company Focus and Insider Threats Cody's Social Media https://securityresearch.us/ https://www.linkedin.com/company/srg-sec/  https://www.linkedin.com/in/cody-ross-brown/  Cody's Advice   I'll just emphasize it the last time, if you don't have multifactor authentication enabled on your accounts, definitely just go and do that right now.

Today's show:In this episode, @Jason and @alex explore how AI is reshaping the economy—from Pano AI's $44M raise to fight wildfires with drones, to Amazon CEO Andy Jassy's memo foreshadowing white-collar job cuts, to Meta's stealth move poaching Scale AI talent. They dig into the collapse of early-career roles, the slow disappearance of the gig economy safety net, and why founders may want to think twice before building in public.Timestamps:(1:52) Travel chaos, laundry issues, and the Airbnb event(3:05) CO2 conference highlights and Zipline drone delivery innovation(5:24) AI's effect on job disruption and white-collar retraining(09:46) Squarespace - Use offer code TWIST to save 10% off your first purchase of a website or domain at https://www.Squarespace.com/TWIST(11:01) Jassy on AI's workforce impact and boosting teacher roles(13:23) Media evolution: market resilience and direct communication strategies(20:08) INBOUND - Use code TWIST10 for 10% o your General Admission ticket at https://www.inbound.com/register (Valid thru 7/31)(21:14) OpenAI's podcast, corporate media shifts, and Twist 500 highlights(30:02) NWRA - Form your entire business identity in just 10 clicks and 10 minutes. Get more privacy, more options, and more done—visit northwestregisteredagent.com/twist today!(31:20) Insurance, AI, and OpenAI's enterprise focus(41:11) Meta and Traversal's AI bets; startup transparency(48:57) TikTok, US-China tension, and data privacy debate(56:43) Actuality.ai's platform for AI-driven RFPs and enterprise pricing insights(1:11:00) Wrap-up and final thoughts with Rishab GuptaSubscribe to the TWiST500 newsletter: https://ticker.thisweekinstartups.comCheck out the TWIST500: https://www.twist500.comSubscribe to This Week in Startups on Apple: https://rb.gy/v19fcpFollow Alex:X: https://x.com/alexLinkedIn: ⁠https://www.linkedin.com/in/alexwilhelmFollow Jason:X: https://twitter.com/JasonLinkedIn: https://www.linkedin.com/in/jasoncalacanisThank you to our partners:(09:46) Squarespace - Use offer code TWIST to save 10% off your first purchase of a website or domain at https://www.Squarespace.com/TWIST(20:08) INBOUND - Use code TWIST10 for 10% o your General Admission ticket at https://www.inbound.com/register (Valid thru 7/31)(30:02) NWRA - Form your entire business identity in just 10 clicks and 10 minutes. Get more privacy, more options, and more done—visit northwestregisteredagent.com/twist today!Great TWIST interviews: Will Guidara, Eoghan McCabe, Steve Huffman, Brian Chesky, Bob Moesta, Aaron Levie, Sophia Amoruso, Reid Hoffman, Frank Slootman, Billy McFarlandCheck out Jason's suite of newsletters: https://substack.com/@calacanisFollow TWiST:Twitter: https://twitter.com/TWiStartupsYouTube: https://www.youtube.com/thisweekinInstagram: https://www.instagram.com/thisweekinstartupsTikTok: https://www.tiktok.com/@thisweekinstartupsSubstack: https://twistartups.substack.comSubscribe to the Founder University Podcast: https://www.youtube.com/@founderuniversity1916

Ever wonder what happens when a PR matchmaker draws a hard line against fossil fuel clients? Meet Steven Shimek.In this eye-opening conversation, Keith Zackheim welcomes the owner and CMO of Shimek Strategic—an influential voice who helps determine which agencies win multi-million dollar RFPs. Steven pulls back the curtain on agency practices most clients never see. "What I try to do is educate our world of marketers about what's not in the deck, what's not on the logo slides," he explains, revealing how his network of 5,000+ marketing professionals gives him insider knowledge about which agencies secretly represent oil and gas interests.But this isn't just business—it's personal. After watching Greta Thunberg stand up to "mean, aggressive, angry, belittling people," Steven reconnected with his environmental science roots. He traded his Yukon Denali for a hybrid. He made tough choices. Despite the financial hit, he vowed never to work with agencies representing oil, gas, tobacco or firearms. The conversation takes a fascinating turn when discussing today's political climate, where companies are "green hushing" their sustainability efforts. Yet Steven remains optimistic. "Even if it is hushed, I truly believe companies are still going to do the right thing," he insists, noting that abandoning sustainability triggers "a continuous low roar" of customer discontent. For communications professionals navigating this shifting landscape, this episode offers both practical wisdom and moral clarity from someone who's seen it all—and chosen which side of history he wants to stand on.Steven Shimek is the Owner and CMO of Shimek Strategic, an influential agency matchmaker who has helped over 1,600 companies across 46 countries find their ideal marketing partners. With a Master's in Environmental Science from the University of Colorado at Boulder, Steven combines his deep environmental knowledge with extensive industry experience gained at PR Newswire, Ruder Finn, and Fleishman Hillard. What sets him apart is his principled stance against representing agencies that work with fossil fuel, tobacco, firearms, or private prison companies, despite potential revenue loss. Inspired by climate activists like Greta Thunberg and his own children, Steven has transformed his business into a vehicle for positive change, educating marketing leaders about agency transparency while helping brands find partners whose values align with their sustainability goals.In This Episode:(00:00) Steven's career journey from PR Newswire to Shimek Strategic(08:14) Agencies adopting climate values and sustainability practices(10:39) Steven's environmental science background and personal awakening(14:08) How Steven brings transparency to agency selection process(16:08) Discussion of "green hushing" in the current political climate(19:08) Forecast for sustainability in corporate communications(21:21) Conclusion and information about Antenna GroupShare with someone who would enjoy this topic, like and subscribe to hear all of our future episodes, send us your comments and guest suggestions!About the show: The Age of Adoption podcast explores the monumental transition from a period of climate tech research and innovation – an Age of Innovation – to today's world in which companies across the economy are furiously adopting climate solutions - the Age of Adoption. Listen as our host, Keith Zakheim, CEO of Antenna Group, talks with experts from across the climate, energy, health, and real estate sectors to discuss what the transition means for business and society, and how corporates and startups can rise above competitors to lead in this new age. Access more curated content on the subject by visiting, www.ageofadoption.com.This podcast is brought to you by Antenna Group, an award-winning integrated marketing, public relations, public affairs and digital agency that partners with the world's most exciting and disruptive companies across cleantech, mobility, real estate, healthcare, and emerging B2B tech sectors. Our clients are transformational and distinguished corporations, startups, investors, and nonprofits that are at the bleeding edge of the Age of Adoption. Visit antennagroup.com to learn more.Resources:Steven Shimek LInkedInShimek StrategicAntenna GroupAge of Adoption WebsiteKeith Zakheim LinkedIn

AI is the most powerful tool humanity has ever created. Yet, it's also a black box we barely understand. How do we build the future of work with a system that can make decisions, take actions, and sometimes… make it up as it goes? In today's episode, Babak Hodjat, CTO of AI at Cognizant, joins us to uncover the truth and the hype behind today's most powerful AI technologies. We explore the evolution of agentic AI, multi-agentic platforms, and how organizations like Cognizant are already using AI agents to streamline RFPs, HR systems, and even intranet interactions. Babak exposes the promise and pitfalls of large language models, breaks down AI hallucinations, and debates whether AI truly "understands" anything or just predicts the next word. We also unpack the difference between AI and algorithms, the current capabilities (and limits) of generative AI, and address the ongoing challenge of AI trust, ethics, and resilience in real-world business contexts. Expect mind-blowing stories about AI agents threatening to expose fake affairs, hacking game systems, and working alongside humans in a multi-agent workforce. ________________ This episode is sponsored by Workhuman: Don't you hate how every HR company out there says they are powered by AI? The truth is most difficult if it's just fluff. Human Intelligence™ from Workhuman is one of the few solutions that actually uses AI to help you get insights about your culture by analyzing the recognition data of your workforce. It helps managers coach better, shows you where culture is thriving, and is so effective at helping companies make smarter decisions, Workhuman backs it with the industry's only ROI Guarantee. In a world of noisy tech, this one actually feels... human. Learn more at Workhuman.com and see how Human Intelligence is becoming a force for good in the workplace. ________________ Start your day with the world's top leaders by joining thousands of others at Great Leadership on Substack. Just enter your email: ⁠⁠https://greatleadership.substack.com/

Syed K. Jamal Founder & CEO Board Member Ford Fellow Executive Producer WTIA Alum Measures what matters On a mission to transform education with creative economy Sponsors The Jason Cavness experience is brought to you by Breeze Docs. Request for Proposals AKA RFPs, can be very challenging for Small & Medium-sized Businesses. Breeze Docs, the RFP response platform of choice for SMBs across North America, uses AI to help companies quickly complete RFPs, security questionnaires, and other important business documents.  If you'd like to start winning more RFPs and reduce completion times by up to 80 percent, visit breezedocs.ai to book a demo. By mentioning the Jason Cavness Experience, you will qualify for a free upgrade from Breeze Solo to Breeze AI+ valued at $6,000. Follow the Breeze at www.breezedocs.ai Sign up for free upgrade here  https://www.breezedocs.ai/rfp-response-software-jason-caveness CavnessHR: Seattle's Got Tech Sign up to demo your tech and win prizes for being the best tech  https://docs.google.com/forms/d/e/1FAIpQLSdBV98Am90oAoP08vWaS870Uk7Zp7WVDCwF6PALwlJf5NgmWw/viewform?usp=header Go to www.thejasoncavnessexperience.com for the podcast on your favorite platforms Syed's Bio Syed is an Indian-American entrepreneur and strategic advisor, focused on empowering young people to make informed career decisions and fostering meaningful cross-cultural collaborations. As the Chairman of the Tacoma-Kochi Friendship City Committee, he leads efforts to strengthen film and educational partnerships between India and the United States. An executive producer at 222 Pictures and a trained filmmaker (Mass Communication Research Center, Jamia, New Delhi), Syed serves on the Board of Advisors for The Way Home: Journey of Family and Faith, a documentary exploring the resilience of three generations of Tibetan women striving to preserve their cultural heritage. Syed is also on the board of Tasveer, the only Oscar-qualifying South Asian Film Festival in the world. In this role, he is excited to build film institute partnerships to inspire and engage young people through film production and storytelling. With a dynamic career spanning media, higher education, and nonprofits in both India and the US, Syed brings a unique blend of creative vision and strategic expertise. He actively volunteers with the World Trade Center Tacoma as its India Ambassador, serves on the Board of Directors of the World Affairs Council of Tacoma, and mentors aspiring entrepreneurs through Bridge for Billions.  Additionally, he curates transformative impact projects for Collegey.com and evaluates student initiatives for Rise, a prestigious global talent program by Schmidt Futures and the Rhodes Trust. As a leader in organizational strategy, Syed drives innovation, builds high-impact partnerships, and ensures measurable client outcomes. His professional journey includes pivotal roles in media, academia, and international education, underpinned by his personal experience as an International Ford Foundation Fellow pursuing graduate studies in international affairs. This global perspective informs his vision for initiatives like Collegey and Branta, both of which aim to inspire and support the next generation of changemakers. In 2011, Syed joined the Fulbright Commission to advance the US Department of State's public diplomacy efforts through EducationUSA.  As Communications Manager, he led groundbreaking digital outreach campaigns, cultivated strategic partnerships, and conducted recruitment programs and workshops in collaboration with US Foreign Service Officers. Since transitioning from EducationUSA, Syed has consulted for leading youth and higher education organizations across India/South Asia, Southeast Asia, and the Middle East. In 2015, he founded Branta, a consulting firm that bridges global education and youth networks in the US and youth-centered initiatives in emerging markets. Syed's expertise lies at the intersection of the creative economy, public diplomacy, social entrepreneurship, and impact-driven programming. His passion for fostering global citizenship, project-based learning, and cross-cultural innovation continues to shape his contributions to the education and creative economy sectors.  We talk about the following and other items Syed's Background and Journey The Importance of Poetry and Nature Biking and Favorite Poets Cultural Differences in Poetry Empowering Youth in Career Decisions The Future of Higher Education The Role of College Tacoma's Transformation and Strengths The Creative Economy in Tacoma The Role of Nonprofits in Tacoma Becoming a Filmmaker The Power of Camera Angles in Filmmaking The Impact of Lighting on Perception Changes in the Filmmaking Industry The Evolution of Storytelling Humanizing Homelessness The Role of South Asian Film Festivals The Importance of Social Capital Religious and Cultural Practices in India The World Trade Center and International Trade I nnovation and Creativity Immigrating to the United States The Cost of Private Education The Value of Public Schools The Impact of Socioeconomic Disparities Originality and Courage in Creativity India-Pakistan Relations Introducing Grid City Studio Building Tacoma as a Creative Hub Engaging the Community  Syed's Social Media LinkedIn: https://www.linkedin.com/in/skjamal/ Personal Website: https://www.gobranta.com/ceofounder Syed's Advice   I am not very good at giving advice. I would say just, think about your story a lot. You have a story. Don't underestimate your story. Your story is a collective story of your parents, your neighborhood, your neighbors, your books. It's all part of your story, so don't underestimate your story. Please tell your story, talk about yourself, talk about, the environment you grew up in, things that bothers you. Talk about it. It matters a lot when we talk about our personal things. A lot of people, a lot of time people shy away, they avoid talking about themselves because they think it's showing off.  I don't think it's showing off. You are at your most authentic self when you just talk about your story as your story. So please don't underestimate your stories. We might pick up one of your stories and make a movie out of it.

In this episode of St. Pete X, Joe Hamilton talks with Rudy Webb, President of Paradise Advertising, about the evolution of destination marketing. Webb reflects on two decades in the industry, from faxes to AI, and how his agency helps cities define and promote their identity. He explains how Paradise navigates RFPs, tracks tourism impact without direct sales data, and adapts messaging during crises like COVID-19. Webb also shares how the agency has grown under new leadership and continues to influence national campaigns while staying rooted in St. Pete's community and culture.

In this episode, we sit down with Valent co-founders Evan Knowles and Ryan Rudd to explore how their Lexington-based startup is transforming how teams respond to RFPs. Through a concept they call Decision Rooms, Valent empowers human teams to collaborate directly with AI agents - streamlining proposal workflows, unlocking collective intelligence, and accelerating revenue across RFP-driven industries like government contracting, IT, and engineering.Expect to learn how teams are collaborating with AI agents to win government and enterprise contracts faster, why traditional software can't handle the complexity of RFP workflows, how Valent's “Decision Rooms” are reimagining business collaboration from the ground up, and what it takes to build a lean AI startup tackling trillion-dollar workflows - right from Lexington, KY.Check out Valent at getvalent.comMiddle Tech is proudly supported by:KY Innovation → kyinnovation.com

Sponsors The Jason Cavness experience is bought to you by Breeze Docs. Request for Proposals AKA RFPs, can be very challenging for Small & Medium-sized Businesses. Breeze Docs, the RFP response platform of choice for SMBs across North America, uses AI to help companies quickly complete RFPs, security questionnaires, and other important business documents.  If you'd like to start winning more RFPs and reduce completion times by up to 80 percent, visit breezedocs.ai to book a demo. By mentioning the Jason Cavness Experience, you will qualify for a free upgrade from Breeze Solo to Breeze AI+ valued at $6,000. Follow the Breeze at www.breezedocs.ai Sign up for free upgrade here https://www.breezedocs.ai/rfp-response-software-jason-caveness The Jason Cavness Experience is brought to you by SmarterQueue. SmarterQueue offers a range of features to supercharge your social media presence: - Stay on top of your conversations with the Social Inbox feature. Gain a competitive edge with competitor analysis.  Get real-time insights with social media monitoring. Build meaningful connections with the Engage feature. Use this link for your free 30 day trial  https://smarterqueue.com?afmc=2kv Go to www.thejasoncavnessexperience.com for the podcast on your favorite platforms Robert's Bio Bob Smedley is a community driven tech enthusiast with a passion for keeping things simple and effective. He is the CIO for Atlas Design Group a structural engineering firm based in Seattle WA that builds affordable housing. He is also a tech consultant serving everyone from small business to the Untied States Government. When asked why he does what he does he says “Be Better!” Bob not only cares about technology but also is community driven, an active member of the Fraternal Order of the Eagles, he has served as a trustee and auditor. People Helping People is the Motto of the Eagles! Whether it is a computer network or an engine, Bob really enjoys fixing things and being able to help his community fix their problems gives him purpose. He has a degree in Computer Information Systems and is certified in Digital Forensics from South Palins College.  We talk about the following and other items The Art of Painting Music and Creativity The Concept of 'Be Better' Space Exploration and Human Potential The Future of Technology and AI Understanding the Average Mindset The Importance of Community in Upbringing Continuous Improvement and Curiosity Balancing Work and Family Challenges in the Military Fraternal Order of the Eagles Living in Seattle and Exploring Washington Role and Responsibilities of a CIO The Importance of Accountability and Trust  Learning from Mistakes: A Personal Story The Role of Urgency in Business Clarity and Communication in Tech Strategy The Significance of Delivery and Execution Embracing Agility and Simplicity The Growing Need for CIO Services The Value of Two-Factor Authentication Why Choose Middle East for Business Solutions Marketing and Sales Strategies The Path to Becoming a CIO Challenges and Lessons in Business The Role of a CIO in Affordable Housing Projects Building Safety and Regulations Continuing Education and Staying Updated Choosing Entrepreneurship Over Corporate Jobs The Challenges of Being a Business Owner Choosing the Right Companies to Work With The Vision for Smedley Empowering Small Businesses The Importance of Time Management Financial Literacy for Small Business Owners The Role of CPAs in Business Leadership and Company Culture The Value of Employee Benefits The Importance of SOPs Lost Knowledge and Skills The Power of Words vs. Guns Debating Veganism and Plant Sentience  Adventurous Eating and Cultural Dishes Cooking as a Creative Outlet Travel Tales and Cultural Insights Foreign Perceptions and Safety Concerns Cultural Differences in Food and Lifestyle Healthcare Experiences Abroad Personal Health Challenges and Treatments Psychedelic Experiences and Ego Death Religious and Spiritual Reflections Curiosity, Knowledge, and Human Condition Understanding Trans and Intersex Identities Cultural Shock: Moving to Capitol Hill Professionalism and Integrity in the Workplace  The Impact of Psychedelics and Marijuana on Veterans Personal Reflections on Leadership and Relationships Choosing Wisdom Over Wounds The Role of Violence in Human Nature Pride in Accomplishments and Helping Others Challenges in Cybersecurity and Hacking Military Experiences and Leadership Decisions The Decline of Common Sense Ignorance vs. Stupidity The Impact of COVID on the Workforce The Importance of Owning Mistakes Future Goals and Aspirations Travel Dreams and Adventures Final Thoughts and Advice Bob's Social Media LinkedIn: https://www.linkedin.com/in/robertsmedley/ Smedley's Website: https://www.robertsmedley.tech/ Email: contact@robertsmedley.tech  Smedley's FB: https://www.facebook.com/SmedleysIT Bob's Advice   It may be hard, but just believe in yourself. Whatever you want to do, when you wanna start your own business. Try and except your failures and own them. You're not gonna hit bullseye every time, but if you don't try, you won't know.

Choosing the right benefits broker is one of the most important decisions an employer can make — and we're breaking it down with MB Chief Growth Officer Anne Marie Singleton. Hosts, Kenzie McEvily and Dave Homan explore why companies go to market, what red flags to watch for and why RFPs might not tell the whole story. Anne Marie shares practical steps for evaluating brokers, the key questions to ask, and how to build lasting, strategic partnerships. Whether you're shopping for a new advisor or evaluating your current one, this episode is packed with expert advice to guide your decision.

On this week's episode, hosts Josh, Chris, and Mark discuss the Dept of Education's proposed budget and what the cuts could mean for K-12 education. Many of the programs may seem distant from our world but the trickle-down effects could be felt immediately for many districts. We also dive into some additional changes at the FCC as well as MS-ISAC, as districts are learning that some services will now have an annual fee. Our main topic this week is the RFP process - the good, the bad, and the ugly side of RFPs as well as how you can improve your RFPs with 5 simple tips. We break down our recommendations for your next RFP into this simple template that you can use to create a proposal that your vendors will want to respond to! https://docs.google.com/document/d/11435vbxeVSTWntTGFxTkzWlBatyEHlCfYEcmlgE6V4w/edit?usp=sharing   00:00:00-Introduction 00:11:30-More changes in the FCC and MS-ISAC 00:15:24-Dept of Ed's proposed budget 00:28:07-Writing a GOOD RFP -------------------- Eaton - What does an IT pro do? A children's book. K12 IT pros like you have been sharing Eaton's What does an IT pro do? children's book with their school's teachers and libraries. Inspire tiny IT pros interest in STEM with Eaton's first children's tale where Honey, the badger, teaches her classmates how an IT pro can be like a doctor, a detective, a teacher and so much more! Grab your free copy at https://forms.office.com/r/JPaKdQptjU.  Fortinet Prey - They are offering a 15% discount on the first year for customers referred by K12 Tech Talk! Visit https://preyproject.com/. NTP ManagedMethods -------------------- Email us at k12techtalk@gmail.com OR info@k12techtalkpodcast.com Call us at 314-329-0363 Join the K12TechPro Community Buy some swag X @k12techtalkpod Facebook Visit our LinkedIn Music by Colt Ball Disclaimer: The views and work done by Josh, Chris, and Mark are solely their own and do not reflect the opinions or positions of sponsors or any respective employers or organizations associated with the guys. K12 Tech Talk itself does not endorse or validate the ideas, views, or statements expressed by Josh, Chris, and Mark's individual views and opinions are not representative of K12 Tech Talk. Furthermore, any references or mention of products, services, organizations, or individuals on K12 Tech Talk should not be considered as endorsements related to any employer or organization associated with the guys.

In this episode of Beyond the Resume, host Lisa Flicker sits down with Alex Valente, a former actor turned real estate developer and Principal at Trammell Crow Company. Alex shares his unconventional journey from the stages of Hollywood to the construction sites of Southern California, including how he leveraged acting, tennis coaching, and a deep curiosity to build a successful career in real estate development.From living in 6 communities in 18 months to better understand the renter experience, to leading iconic mixed-use projects in San Pedro, Alex explains why empathy, curiosity, and authenticity matter just as much as spreadsheets and steel beams in today's real estate industry.Whether you're just entering the field or pivoting careers, Alex's story offers a compelling, human-centered view of what it means to lead and grow in development today.Chapters(00:00) From NYC to LA: Acting Dreams and Tennis Lessons(02:40) Breaking Into Real Estate with Help from a Mentor(04:15) IMDb Credits, Soap Operas, and the Cold Case Cameo(06:30) What Acting Taught Him About Commitment and Career Change(07:10) Starting in Real Estate During the Post-Recession Recovery(09:00) Why Trammell Crow & Learning from the Best Matters(11:00) Public-Private Projects, RFPs, and Urban Transformation(12:30) Favorite Project: Vivo on Harbor in San Pedro(14:00) The Power of Retail Activation and Community Engagement(15:20) Living in His Own Projects: Six Places in 18 Months(17:40) Boots on the Ground: What Real Empathy in Development Looks Like(21:00) What Trammell Crow Looks for When Hiring New Talent(23:00) How Acting Informed His Leadership Style in Development(24:00) Final Reflections on Mentorship, Authenticity, and FamilyLinksYouTube: https://youtu.be/9IEv2dqXqfASpotify: https://spoti.fi/35ZJGLTApple Podcasts: https://apple.co/3I3nkG9Web: https://www.jacksonlucas.com/podcast/alex-valente

Evan Poncelet is the Founding Managing Partner at Dreamward Ventures and Executive Director of Venture Black. Where he's shaping the next generation of innovation and Black entrepreneurship. Sponsors The Jason Cavness experience is bought to you by Breeze Request for Proposals AKA RFPs, can be very challenging for Small & Medium-sized Businesses. Breeze Docs, the RFP response platform of choice for SMBs across North America, uses AI to help companies quickly complete RFPs, security questionnaires, and other important business documents.  If you'd like to start winning more RFPs and reduce completion times by up to 80 percent, visit breezedocs.ai to book a demo. By mentioning the Jason Cavness Experience, you will qualify for a free upgrade from Breeze Solo to Breeze AI+ valued at $6,000. Follow the Breeze at www.breezedocs.ai Sign up for free upgrade here https://www.breezedocs.ai/rfp-response-software-jason-caveness The Jason Cavness Experience is brought to you by SmarterQueue. SmarterQueue offers a range of features to supercharge your social media presence: Stay on top of your conversations with the Social Inbox feature.  Gain a competitive edge with competitor analysis.  Get real-time insights with social media monitoring.   Build meaningful connections with the Engage feature. Use this link for your free 30 day trial https://smarterqueue.com?afmc=2kv Go to www.thejasoncavnessexperience.com for the podcast on your favorite platforms Evan's Bio Evan Poncelet is a founding managing partner of Dreamward Ventures and the executive director of Venture Black a nonprofit with the mission to connect, empower, and support Black and ally founders and investors of all experience levels who are specifically interested in pursuing high growth, venture scale, market opportunities. He is a Seattle Angel Conference, VCLab Venture Institute, and BLCK VC Black Venture Institute alumn in addition to having spent 12+ years in the software industry as a developer and program manager in both Seattle and Silicon Valley. His passion for high-impact economic justice is rooted in the legacy of his grandfather who co-founded the Liberty Bank in 1968 to combat the effects of the redlining of in Seattle's Central District which had been the home of the majority of the city's Black residents since its founding a century earlier.  We talk about the following and other items Seattle Tech Community and Collaboration Seattle Tech Week and Inclusion Evan's Mentor and Family Legacy Challenges of Building a VC Fund Investing in Underrepresented Founders Generational Wealth and Financial Literacy The Role of Trust and Networks T he Importance of Intentional Efforts J im Carrey's Commencement Speech and Risk-Taking Economic Shocks and Societal Suppor t Changing Education and AI Systems Mentorship and Wisdom in Society Startup Coaches and Societal Responsibility Underrepresented Founders and Tech Background Networking Events and Professional Connections Evaluating Founders and Business Ideas Angel Investing and Black Founders Personal Journey and Family Influence Cultural Norms and Societal Dynamics The Role of Curiosity and Engineering Investment Strategies and Societal Impact Personal Experiences and Overcoming Adversity The Impact of Technology on Society The Role of Curiosity in Personal Growth The Future of Humanity and Technology The Importance of Collaboration and Competition The Role of Education and Personal Development The Impact of Cultural and Societal Norms Human Experience and Progress Generational Perceptions and Values Cultural and Historical Context Entrepreneurial Qualities and Investment Criteria Red Flags in Investment Decisions Challenges in Entrepreneurship and Venture Capital Diversity and Inclusion in Tech Building a Supportive Ecosystem Personal Growth  Evan's Social Media Email: evan@dreamward.vc. LinkedIn: https://www.linkedin.com/in/evanponcelet/ VentureBlack Website: https://www.venture-black.org/ Evan's Advice The chains of habit are too light to be felt until they are too heavy to be broken.

How to Win Government Contracts: Federal Sales Blueprint That Even a 10-Year-Old Can Master (My Kid Did!)"This is the blueprint for winning government contracts" - Former Air Force Lt Col Richard Howard breaks down the exact 4-step federal sales process he used to manage $82 BILLION in contracts. So simple, he taught his own 10-year-old (and his 6-year-old knows the secret too).Stop responding to RFPs blind. Learn to reverse engineer the process, influence opportunities BEFORE they go public, and build relationships that put you first in line when contracts drop.

Why do deals stall even when your pipeline looks strong?In this episode of SaaS Fuel, Jeff Mains sits down with Mike Lander—former procurement director, dealmaker of over $500M in contracts, and now a sought-after negotiation strategist. Together, they unpack why focusing on buyer risk is the secret to closing more SaaS deals with less friction.You'll learn:How to build trust by focusing on the buyer's world—not your pitch.Why most sales fail due to qualification, not presentation.How to work fewer opportunities but close more deals.When to walk away from RFPs—and why that's a win.Key Takeaways00:00 – Why focusing on you kills trust with buyers 00:27 – Welcome to SaaS Fuel with Jeff Mains 01:15 – Your pipeline isn't broken—your qualification might be 02:00 – The new sales equation: trust, credibility, risk reduction 03:27 – Guest intro: Mike Lander and $500M in deal experience 06:13 – Where discounting goes wrong 10:56 – Why buyers choose safe over best 14:03 – Risk perception and the value equation 16:18 – Myths salespeople believe about procurement 18:04 – “Procurement is where deals go to die” – and why that's false 30:23 – Mike's framework for working fewer, better deals 35:32 – The hidden dangers of RFPs 46:00 – Can AI replace salespeople? Where humans still matter 51:13 – Will AI negotiate against AI? 52:06 – Where to learn more about Mike 53:01 – What's coming next on SaaS Fuel Tweetable Quotes“The more you focus on your deal, the less the buyer trusts you.” – Mike Lander“Want to close more? Qualify better. The pipeline's not broken—your filters are.” – Jeff Mains“Risk trumps ROI in the buyer's mind. Reduce risk, increase value.” – Mike Lander“Buyers don't want persuasion. They want sleep.” – Jeff Mains“Procurement isn't the end of a deal—it's the beginning of alignment.” – Mike Lander“If AI handles the process, humans better handle the purpose.” – Jeff MainsSaaS Leadership LessonsTrust isn't built on your product—it's built on understanding the buyer's risk.Qualification problems—not sales problems—are why most deals stall.The best sellers help buyers sleep at night, not just buy faster.Procurement isn't the enemy—it's your hidden advantage if you understand their framework.Saying “no” to bad-fit RFPs leads to higher win rates.Even with AI in sales, human insight into motivation and value remains irreplaceable.Guest ResourcesEmail - mike@piscari.comWebsite - https://piscari.com/LinkedIn - https://www.linkedin.com/in/mikelander/Episode SponsorSmall Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel'Champion Leadership Group – https://championleadership.com/SaaS Fuel ResourcesWebsite -

Send us a textThis is a very special episode featuring our sponsor, Starbridge. Justin Wenig, Founder and CEO of Starbridge, joins us to discuss how school spending creates barriers to EdTech innovation. Justin previously co-founded Coursedog, scaling it to over 300 institutions and a nine-figure exit. With Starbridge, he's now helping EdTech businesses navigate public sector procurement using AI to identify and close their best-fit leads.

In this episode of The Tech Chef Podcast, Skip Kimpel welcomes Chris Herd, co-founder and CEO of Olive, the AI-powered platform that's redefining how businesses approach vendor selection, RFPs, and strategic sourcing. Chris shares his journey from tech sales to entrepreneurship, the pain points that inspired Olive's creation, and why the traditional RFP process is fundamentally broken.Together, they explore how Olive eliminates bias, accelerates decisions, and empowers consultants, operators, and vendors to collaborate more effectively. Whether you're tired of bloated spreadsheets or questioning the future of your consulting model, this conversation offers a refreshing, forward-thinking take on how to evaluate and adopt technology in a smarter way.Key Takeaways:The RFP Is Broken: Traditional RFPs are slow, manual, and often biased. Olive offers a collaborative, agile alternative powered by AI.AI as an Assistant, Not a Replacement: Rather than replacing consultants, Olive empowers them to work more efficiently, scale faster, and deliver more value by automating tedious tasks.Vendor Fairness & Objectivity: Olive doesn't accept vendor payments, reducing bias and ensuring a level playing field in the selection process.Smarter, Faster Decisions: From consolidating stakeholder input to auto-analyzing vendor responses, Olive dramatically shortens timelines and improves project outcomes.Beyond Hospitality: While widely used in restaurants and hotels, Olive's platform is industry-agnostic and scalable across enterprise sectors.The Future of RFPs? According to Chris, the term “RFP” might be obsolete in five years. Instead, decision-making platforms will lead the wayHow To Contact Me:Websitehttps://SkipKimpel.com (all archived shows and show notes will be posted here)https://magicgate.comInstagram:https://instagram.com/skipkimpelhttps://www.instagram.com/magicgatetech/X (Twitter):https://twitter.com/skipkimpelhttps://x.com/magicgatetechFacebook:https://www.facebook.com/skipkimpel1/https://www.facebook.com/magicgatetechLinkedIn:https://www.linkedin.com/in/skipkimpelhttps://www.linkedin.com/company/magicgateYoutube:https://www.youtube.com/@magicgatetechYou can always email me at: skip@magicgate.com

David Berteau, President and Chief Executive Officer of the Professional Services Council (PSC), joins Mike Shanley to discuss the federal funding market. The conversation focuses on the shifting federal market, new opportunities, and strategies for government contractors. Specifically, the following topics were discussed in this episode: Budget Message to PSC members The role of congress key takeaways - federal growth implications for current and prospective federal contractors Common and uncommon aspects of this transition RFPs and bid process   RESOURCES: GovDiscovery AI Federal Capture Support: https://www.govdiscoveryai.com/   BIOGRAPHY: Mr. Berteau became the President and Chief Executive Officer of the Professional Services Council (PSC) on March 28, 2016. With more than 400 members, PSC is the premier resource for and advocate of the federal government contracting industry. As CEO, Mr. Berteau focuses on legislative and regulatory issues related to government acquisition, budgets, and requirements by helping to shape public policy, leading strategic coalitions, and working to improve communications between government and industry. PSC's goal is to improve outcomes and results for the government through better use of contracts and contractors.  Prior to PSC, Mr. Berteau was confirmed in December 2014 as the Assistant Secretary of Defense for Logistics and Materiel Readiness. He oversaw the management of $170 billion in Department of Defense logistics funding.  Previously, Mr. Berteau served as Senior Vice President at the Center for Strategic and International Studies (CSIS), where his research and analysis covered federal budgets, national security, management, contracting, logistics, acquisition, and industrial base issues. He also held senior positions in industry and the federal government.  Mr. Berteau is a Fellow of the National Academy of Public Administration and a Director of the Procurement Round Table. He has been an adjunct graduate school professor at Georgetown University, at the Lyndon B. Johnson School of Public Affairs, and at Syracuse University's Maxwell School.   LEARN MORE: Thank you for tuning into this episode of the Global Strategy Podcast with Mike Shanley. You can learn more about working with the U.S. Government by visiting our homepage: Konektid International and GovDiscovery AI. To connect with our team directly, message the host Mike Shanley on LinkedIn.

If you're submitting government proposals in 2025, this Government Contract Proposal Checklist could be the difference between winning and losing. In this exclusive interview, GovClose graduate Desmond Daniels breaks down the 5 biggest mistakes companies make on federal RFPs — and how to avoid them. Whether you're new to government contracting or looking to sharpen your proposal writing strategy, this checklist is your secret weapon. #GovernmentContracts #ProposalChecklist #FederalRFP #rfp Get My Free Training On How to start a GovCon Consulting Business: https://www.govclose.com/sales-certificationThis is the exact process GovClose students use to land high-paying roles in federal sales, even with zero prior experience.What You'll Learn:1. Why public sector sales jobs can outperform tech and pharma2. The freelance-first strategy to get hired without applyingHow to reverse-engineer any company's federal roadmap3. The secret weapon: public federal spending dataHow to turn a small consulting call into a full-time offer▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬Want to follow the same roadmap?Visit https://www.GovClose.com to learn more about the GovClose Certification Program.Follow Me On Linkedin: https://www.linkedin.com/in/govclose/Subscribe to our YouTube channel: https://www.youtube.com/@govclose/?sub_confirmation=1

Brian Kemski wants to know how to stop prospects from ghosting him. He asks question that plagues salespeople everywhere: "What can I do about prospects who go through the process, seem interested, and then disappear into the witness protection program after I give them my information?" If you've been in sales for more than a week, you know exactly what Brian is talking about. You have a great discovery call, you build rapport, you send over your proposal or pricing...and suddenly—radio silence. The prospect ghosts you, leaving you frantically checking your email every five minutes and wondering what the hell happened. In this Ask Jeb episode of the Sales Gravy Podcast I'm going to teach you how to prevent it. You Gave Away Your Leverage for Free During our conversation, I asked Brian to consider what he'd do if I offered him $100 to go get me a Big Mac. He wasn't interested. When I upped it to $200, he started considering it. At $500, he was ready to make the trip. Why? Because at $500, the value exchange made sense to him. Your sales information works exactly the same way. Your pricing, specs, and solutions have real value. When you hand them over without getting anything in return—especially before completing your sales process—you're essentially giving away hundred-dollar bills for free. And once you give away all your value, the prospect has no more reason to talk to you. Understanding Power and Leverage in Sales In most sales situations, your prospect has more power than you do because they have more alternatives than you. They can choose your competitors or simply decide to do nothing. The only way to level the playing field is through leverage—something you have that they want because it provides value to them. It's like that hurricane example I gave Brian: If there's a hurricane in Miami, all the power is out, and you're the only person selling ice, you have all the power because there are no other options. But in normal business situations, your prospect has plenty of options, which gives them power. Your information is the leverage that gets prospects to "dance to your tune." Once you give that away without getting anything in return, you've surrendered all your power. Your Sales Process Should Be a Value Exchange Here's what your sales process should look like instead: Use discovery calls to build value: Ask questions that help prospects think differently about their problems. Create insights they can't get elsewhere. Meet multiple stakeholders: Insist on speaking with everyone involved in the decision. This builds relationships across the organization and prevents ghosting. Present your proposal in person: NEVER email a proposal. Your proposal meeting should be a closing meeting where you're getting a yes or no. Look for engagement at every step: If prospects aren't willing to invest time and effort in your process, they're showing you they aren't serious. Each step of your process should involve the prospect giving something (usually time and information) to get something from you. This creates what psychologists call the "investment effect"—the more effort people put into something, the more they value it. The RFP Trap The clearest example of giving away leverage is responding to RFPs without conditions. When you fill out all that information and send it without meeting the decision-makers, you'll rarely hear back. My approach? "I'm not filling out all that information until you meet with me." If they want your solution badly enough, they'll meet. If they don't, you've saved yourself hours of wasted time. I practice what I preach, but I'm not perfect. Just last November, I spent 12 hours on a proposal I knew had little chance of closing because I'd skipped steps in my own process. I gave away my leverage for free, and they ghosted me—exactly as I predicted they would. I have to relearn this lesson once or twice a year. Maybe you do too.=

In today's episode of The Daily Windup, we have our guest who shares valuable insights for small businesses looking to secure government contracts. We talk about the importance of understanding the target company and its procurement needs. Advising small businesses to research the company's upcoming bids and analyze the scope of work in previous or draft requests for proposals (RFPs). By identifying areas where your company excels and can offer better value, small businesses can approach the larger company and propose a partnership. We also provide you resources for conducting research, such as the Federal Procurement Data System (fpds.gov), where small businesses can look up contracts won by a company. Additionally, you can explore the General Services Administration (GSA) schedules and search for labor categories or products that align with your own offerings. By conducting thorough research beyond the surface-level information on a company's website, small businesses can identify potential opportunities and increase their chances of partnering with larger companies for government contracts.

The freight market doesn't work the way most people think it does, and Chris Caplice is here to explain why. As the Chief Scientist at DAT Freight & Analytics and Executive Director of MIT's FreightLab, Chris has spent years studying the breakdowns in routing guides, the myth of economies of scale, and why AI isn't a magic bullet for bad freight strategy. In this episode, we're diving deep into how shippers, brokers, and carriers can use benchmarking and dynamic tools to build more resilient freight networks and avoid the common traps in RFP season. Key takeaways: Freight contracts often fail because they're built around ghost lanes that never move freight. AI works best when applied to unstructured transportation data, not generic pricing models. Dynamic routing guides and benchmarking tools help reduce failure points in traditional RFPs. Economies of scale don't really exist in truckload—scope and flexibility matter more. Smart freight strategy comes down to understanding your network's quirks, not copying someone else's.LINKS:Chris' LinkedInDAT Freight & Analytics WebsiteDAT Freight & Analytics on CargoRexWATCH THE FULL EPISODE HEREFeedback? Ideas for a future episode? Shoot us a text here to let us know. -----------------------------------------THANK YOU TO OUR SPONSORS! Are you experienced in freight sales or already an independent freight agent? Listen to our Freight Agent Trenches interview series powered by SPI Logistics to hear from the company's agents on how they took the leap and found a home with SPI freight agent program. CloneOps AI-powered phone operations for inbound and outbound calls with speed, scale, and efficiency. Our virtual agents handle high-volume interactions, automate workflows, and deliver real-time insights, freeing your team to focus on growth. Designed for logistics, retail, and beyond—seamless communication, smarter conversations, faster resolutions. CargoRex – Your Logistics Hub. Explore, discover, and evolve with the all-in-one platform connecting you to the top logistics tools, services, and industry voices. Whether you're a leader, researcher, or creator, CargoRex helps you stay ahead. Explore Now Digital Dispatch maximizes your #1 sales tool with a website that establishes trust and builds rock-solid relationships with your leads and customers. Check out our website services her...

How can a large language model help your organization answer government RFPs? Carl and Richard talk to Vishwas Lele about his startup pWin, as in proposal win. Vishwas talks about being a year into the startup and his deeper understanding of how AI technologies can augment skilled operators to produce better quality products in less time, including responding to RFPs. The conversation digs into tuning the LLM to focus on the data relevant to each section of the RFP so that the operator can interact with the tool and build better responses!

Today, we're featuring Beagl's founder, Eric Williams, to discuss focusing on daily execution by automating RFP processes! Eric highlights the importance of brand reputation, sustainable business models in freight, winning RFPs through trust and network strengths, and why brokers need to understand their business execution capabilities, deliver ongoing value, and engage in strategic calls to build trust and filter viable prospects!   About Eric Williams Eric is a logistics leader with over a decade of experience driving sales, pricing, sourcing, and technology strategy across top industry players. At Target, he managed $450M in annual freight spend and delivered over $120M in savings during his tenure. He's held leadership roles at US Foods, DAT, and XPO, leading initiatives in consolidation, fleet optimization, pricing model development, and RFP centralization. Before logistics, Eric spent a decade as a member at the Chicago Mercantile Exchange. He holds a Political Science degree from the University of New Mexico and is a former West Point cadet.   Connect with Eric Website: https://www.beagl.ai/  LinkedIn: https://www.linkedin.com/in/eric-w-a7826b6/  

Want to grow your drone business, book high-paying contracts, and get FAA-authorized for restricted airspace? This episode reveals how Jason Flakes did it—step by step. In this episode of Elevating Drone Life, Rob talks with Jason Flakes, the award-winning founder of Visual 14, about how he turned a career setback into a thriving commercial drone business. You will discover how he uses cinematic storytelling, strategic proposals, and FAA-compliant flight operations to build his six figure drone business.  From filming Amazon Prime documentaries to winning a 3-year aerial contract over a 16-mile metro line, Jason shares hard-won insights on: Pricing drone services with confidence Getting FAA authorization in restricted zones Submitting winning RFPs (and how to ask for a debrief) Capturing footage that looks like it came from a Hollywood set Turning raw content into recurring revenue Whether you're just starting out or looking to scale, this episode is a masterclass in real-world drone success. Want to fly like a pro and get paid what you're worth? Discover 40+ industry-leading courses right from FAA Part 107 prep to advanced mapping, modelling and inspections.  Go here ? https://www.thedroneu.com Timestamps: [00:00] Learn about our guest, Jason Flakes and his background [06:00] Laid off ? Launched business [13:00] From architecture to drone media [19:00] Discovering the power of drone storytelling [28:00] Behind the 3-year metro rail aerial contract [34:00] FAA drone rules explained (and how to build trust) [42:00] How to price drone jobs the smart way [48:00] Licensing, deliverables, and protecting your work [52:00] Gear talk: Mavic 3 Pro vs Inspire 2 + DJI ban [57:00] Upcoming documentaries and mindful filmmaking Resources & Links - Jason's Website – https://visual14.com - Instagram – https://instagram.com/jasonflakes - Mocktail Monday – Buy the Book - TED Talk – Putting Hustle Culture to Rest ? Watch - The Hustle Equation – Buy on Amazon (replace with live link) Want free tools to jumpstart your drone career? Download our Drone Pilot Starter Kit Learn to Master the Skies and Build Your Confidence as a Drone Pilot. The Drone Starter Kit is a collection of 3 amazing courses worth $97 - all for free. https://learn.thedroneu.com/bundles/drone-flying-starter-kit  Stay Connected Like this episode if it helped Subscribe & turn on notifications for weekly pro tips Share this video with a friend who's trying to break into the drone industry #DroneBusiness #DroneFilmmaking #FAA107 #DronePilotLife #DroneContracts #StorytellingWithDrones

Get the GovClose Certification: https://www.govclose.com/sales-certification If you're submitting government proposals in 2025, this Government Contract Proposal Checklist could be the difference between winning and losing. In this exclusive interview, GovClose graduate Desmond Daniels breaks down the 5 biggest mistakes companies make on federal RFPs — and how to avoid them. Whether you're new to government contracting or looking to sharpen your proposal writing strategy, this checklist is your secret weapon. #GovernmentContracts #ProposalChecklist #FederalRFP #rfp Want Desmond to write your next proposal? Email him at: info@danielsenterprises.llcFree Book Download: https://www.dodcontract.com/00:00 Introduction: Making It Easy for the Government to Say Yes01:18 Understanding the Government's Perspective03:43 Mistake #1: Assuming the Government Knows You04:07 Mistake #2: Repeating the Scope of Work10:34 Mistake #3: Poor Formatting17:43 Mistake #4: Weak Presentation of Past Performance24:23 Mistake #5: Non-Compliance29:18 Conclusion and Final Thoughts#GovernmentContracts #ProposalChecklist #FederalRFP #GovClose #WinGovernmentContracts #ProposalWritingTips #GovernmentProposal #RFPStrategy #ContractingSuccess #DesmondDaniels #GovContracting2025 #SmallBusinessContracts #GovBidTips #FederalContracting #GovSalesStrategy

Welcome to another insightful episode of Build a Better Agency! Today, host Drew McLellan returns with guest Lee McKnight from RSW to dive deep into the findings of the new 2025 Outlook report, exploring the evolving landscape of agency-client dynamics. As a key industry player, Lee brings a wealth of knowledge about the intersection of innovative trends and client expectations. In this enlightening discussion, Drew and Lee unpack the promising data from the report, which suggests an optimistic outlook for agency-client spending in the coming year. They tackle critical topics such as the enduring power of referrals, the rising significance of direct outreach, and the crucial role of consistent and targeted content in building authority and securing new business. They make it clear that agencies need to embrace these insights to tailor their strategies effectively. The pair also delve into the complex topic of competition from in-house teams and how agencies can strategically position themselves as indispensable partners through specialized expertise and forward-thinking strategies. Highlighting the potential of AI in both business development and operational efficiency, Drew and Lee emphasize the importance of agencies staying ahead of the curve to maintain relevancy and competitiveness in an ever-changing market.  This episode is packed with actionable insights and expert advice that can help you refine your approach to business development, client retention, and trend adaptation. Whether you're looking to cement your agency's authority or navigate the nuances of modern client demands, this episode offers the guidance you need to thrive. Don't miss out on learning how to align your agency's efforts with the expectations of 2025 and beyond.  A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here. What You Will Learn in This Episode: The alignment and discrepancies in spending optimism between marketers and agencies  The persistent and pivotal role of referrals and outreach in agency-client relationships Embracing AI for research and operational efficiencies without undermining creativity The evolving dynamics of in-house agency work versus external agency engagements Navigating the world of RFPs with a focus on strategic selectivity Demonstrating value through differentiated expertise and specialization Leveraging short-form video content to engage and attract potential clients