Southwest Illinois People To Know
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©2018 Schnucks We challenge you to challenge us. At Commerce Bank, we think you should demand more from a financial services provider. You need someone that works to understand your situation and present solutions that make sense. Whether it’s equipment financing, real estate, fraud prevention or payment solutions, we’re here to take on your toughest challenges. 636–949–8407 commercebank.com/smallbusiness © 2018 Commerce Bancshares, Inc. WF116113 2018 Q1 Small Business Monthly Ads_message 3.indd 1 12/18/2017 12:38:03 PM Small ST. LOUIS Business Monthly SBM The Source for Business Owners December 2018 CONTENTS December 2018 RON AMELN, president 314-569-0076, ext. 100 [email protected] ADVERTISING 16 20 PAT COATES, vice president 314-569-0076, ext. 109 [email protected] TINA DUMAY, sales consultant 314-569-0076, ext. 101 [email protected] PHOTOGRAPHY BILL SAWALICH, Barlow Productions 314-994-9990 [email protected] SUBSCRIPTIONS $21.50 for 12 issues. Online: http://store.sbmon.com Pat Coates 314-569-0076, ext. 109 [email protected] OUR EDITORIAL FOCUS Our country was founded by visionaries who believed in free enterprise through individual determination. We support that spirit and hold that the future of our area lies in the growth and development of small businesses and the efforts of Cover Story entrepreneurs. We are dedicated to supporting and promoting that growth. From Like To Love St. Louis Small Business Monthly is St. Louis’ locally 16 owned business publication, bringing business tips, Do your employees love their jobs? Keith Alper has just released a strategies and analysis to the presidents, CEOs, new book, From Like To Love. In the book, Alper helps companies owners and top executives of 16,000 businesses in Departments the St. Louis Metropolitan region. SBM, founded build cultures where employees truly love their jobs. And guess & Columns in 1988, publishes every month and also provides what? If employees truly love their jobs, customers will soon love the information at www.SBMon.com and through a 6 Publisher’s Letter variety of business-related forums and events. company as well. 8 Entrepreneur’s Toolbox 8 Mastering Linkedin ST. LOUIS SMALL BUSINESS INC. Feature Stories 9 Sales Moves 2451 Executive Dr., Suite 109 9 Ask The Banker St. Charles, MO 63303 314-569-0076 10 High-Voltage Marketing 314-432-7016 fax 20 Accounting & Tax Tips 10 CultureCentric Leadership www.sbmon.com Get the top tax tips for the end of the year and into 2019 from local 11 Marketing Works www.stlouisbusinessexpo.com CPAs. 11 Financial Fitness [email protected] 12 Technology Trends © St. Louis Small Business Monthly 2018. 14 Best IT Firms All rights reservered. 21 Southwest Illinois 28 Smart Business Entrepreneurs, executives, non-profit and government gurus. These 29 Leader Acceleration FOUNDED BY 29 Legal Matters Katie Muchnick & Bill Schneider 1988 Southwest Illinois difference makers are some of the most influential 30 Value Proposition Judy Meador people in the Illinois business community and they are individuals 30 The Extraordinary Workplace Owner & Publisher 1991-2007 we all believe all business owners in Southwest Illinois need to know. 31 Time With The Boss 24 Business Spotlights Every business has a story to share. Learn about some of the most dynamic businesses, what makes them tick and how they are helping others in the community. 4 ST. LOUIS SMALL BUSINESS MONTHLY / DECEMBER 2018 WWW.SBMON.COM ONE DAY 3 EVENTS 20 SEMINARS ST. LOUIS BUSINESS ONE EXPO DAY 3 EVENTS 20 SEMINARS TUESDAY,ST. APRIL LOUIS 23, 2019 BUSINESS EXPO ST. CHTUESDAY,ARLES C ONAPRILVENT 23, 2019ION C ENTER ST. CHARLES CONVENTION CENTER RESERVE YOUR SPACE TODAY! RESERVE YOUR SPACE TODAY! ONEONE DAY 3 EVENTS3 EVENTS 2020 SEMINARSSEMINARS Tuesday, April 23, 2019 St. CharlesTuesday, Convention April Center 23, 2019 11am-5pm St. Charles Convention Center 11am-5pm WWW.STLEXPO.COM WWW.STLEXPO.COM PUBLISHER’S LETTER BY RON AMELN Fast, Responsive Service Helps Data Dash Serve Its Customers Show Me The Love? “We have the ability to handle 500,000+ documents per week and do so while maintaining a Midwest work ethic and quality customer service, which we know our St. Louis’ customers appreciate.” remember my first car, a beat-up old Ford Mustang I hen Data Dash Inc. was entire back bought for $700 when I was a senior in high school. founded in 1991, it began office,” says with the goal of exceeding its Morton. While it might have been laughable to the neighbors, to Wcustomer’s expectations while provid- “We have Ime it was a Cadillac. I would wash it every Saturday. When ing high quality data entry services for the ability I went on errands, I’d park it way in the back of the parking lot organizations throughout the United to handle (didn’t want to get the dings). States. Offering onshore, secure facili- 500,000+ ties, exceptional quality, extremely fast documents That lasted for about six months. A year later I parked in the turn around and cost-effective services, per week closest spot at the mall, and I wondered how I could afford to the experts at Data Dash have kept their and do buy a nicer car. customer’s needs front of mind. “Today, so while That, my friends, is human nature. we still focus on providing high quality, maintaining HIPAA and PCI compliant data entry/ a Midwest If you own a business, you recognize this behavior. When we capture,” says Susan Morton, president work ethic hire employees, they come to us engaged, enthusiastic and fired of Data Dash. “In 1993, it was a natural and quality up. That attitude changes over time. As the years mount, some migration to offer scanning services. In customer employees find themselves going through the motions, even 2001, we started offering Laserfiche to service, Susan Morton, President help companies, government agencies and which we of Data Dash bored. The enthusiasm they once had for the job is a distant not-for-profits turn their organizations know our memory. into efficient digital workplaces.” St. Louis’ customers appreciate.” In the past, owners would greet this disengagement with a While making sure to evolve with Data Dash’s current clients are of a shrug, as if it were just a part of “doing business.” Thankfully, technology, Data Dash helps their clients wide range including the Parsons Blewett in the past five years or so, that attitude has changed. evolve as well. “We understand that Memorial Fund, for which the com- many companies have started to digitalize pany boxed, scanned and indexed, QC, Business owners are now, thanks to a new wave of millennial employees and a low their documents yet only 10% are fully import, pickup and delivery a conversion unemployment rate, searching for ways to keep employees engaged all the time, year automated and paperless,” says Morton. project consisting of over 250,000 various after year. Building a great culture not only makes work a better place to spend your “We see a huge need to help companies document types. “Service included design week but also is good for business. eliminate manual processes and are very workflow, training and support with excited to share more about how Business Laserfiche Records Management resulting That’s why I’m excited to introduce Keith Alper’s new book, “From Like to Love,” Process Automation (BPA) and Robotic 50% time savings,” says Morton. “We’re in this edition (pages 16-17). Having owned many businesses over the past 30 years, Process Automation (RPA) can help also working with the St. Louis Public Alper realized his biggest edge in business came from his engaged workforce and his streamline organizations.” School District for which we imported employees who truly “loved” working for his business. His goal with the book is to Data Dash helps decision makers and organized over 2.8 million pages of help others build a business where employees love what they do. boost organizational productivity, reduce employee data into Laserfiche. We created workflows and eForms to automate paper- “If an employee doesn’t love being at your company, it can be problematic,” Alper costs, and stay competitive using this type of automation. “We help IT reduce driven processes, training and support said. “This person will eventually cause damage. Their negativity will affect other team with Laserfiche AECM r e yo u p r eresulting p a r e d to s a v e intim etremen- a n d m o n e y? A r e yo u d o in g m o r e risk through digitized processes that with less this year? Do you realize all those file boxes packed with members, hurt customer relationships and hurt your bottom line. Remember, employ- dous time savings.”paper in your storage room are actually filled with money? Your maintain compliance and governance. information is your business capital. Put it to work for your business ees want care, trust, listening and clear communication, empowerment and recogni- today! Data Dash, Inc. has the technology and experience to move your End users spend less time on repetitive, In order to keepcompany up into with the future. large The products projects and services we have developed tion, and a meaningful purpose. Give them those things, and they will love what they such as these andover findthe past success 22 years have in helped business hundreds of St. Louis businesses. time-consuming tasks to use talents on Here’s how we can help: do.” more rewarding and valuable initiatives overall Morton -Scanninghas learned Services for Archiving/Recordsto maintain Management/Invoice Management -Remittance/Lockbox Processing while improving customer service”, says what her mom would-Donation Management call a triathlon/mar-for Non-Profit Organizations I’m glad owners are finally realizing the importance of building great cultures. It is -Data Entry Morton. athon mentality.-Database “I call and Listit Managementperseverance to n -Rebate Processing not only the right thing to do but also a competitive edge and key to future success. never quit, look-Survey for Processingevery opportunity to After over 27 years in business, Morton -Trucking Records Management learn, even from-Laserfiche your Enterprisemistakes,” Content Management she says. Provider and her team understand the impor- We are the trusted business partner of Government Agencies and the tance of providing fast, responsive and small business down the street. Call or email us today to find out why! flexible business services to each client, Data Dash, Inc. even offering rapid deployment with no 3928 Delor St. extra cost. Moreover, in all of its time in St. Louis, MO 63116 business, Data Dash has never offshored 314-832-5788 any of its customers work. With multiple [email protected] secure facilities in Missouri, Data Dash 314.939.1430www.datadash.com in able to keep all services onshore. “We datadash.com can augment your staff or handle your WWW.SBMON.COM ST. LOUIS SMALL BUSINESS MONTHLY / OCTOBER 2017 21 6 ST. LOUIS SMALL BUSINESS MONTHLY / DECEMBER 2018 WWW.SBMON.COM Year-End Tax Planning Can Be a Hassle Royal Banks o f M i s s o u r i Investing in Our Communities One Charity at a Time Leave the books to us! The new tax law makes year-end tax planning more important [OHUL]LY>LOLSWZTHSSI\ZPULZZLZ^P[O[H_WSHUUPUNHUKÄSPUN so you can focus on everyday operations. If your records are a mess, we can help with a variety of outsourced accounting and bookkeeping services. For a free consultation, please contact Karen Stern, CPA, at 314.983.1204, [email protected], or visit brownsmithwallace.com/entrepreneurial-services. 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LOUIS SMALL BUSINESS MONTHLY / DECEMBER 2018 7 ENTREPRENEUR’S TOOLBOX MASTERING LINKEDIN BY JAMES CANADA BY KATHY BERNARD Harness the 80/20 Rule for Problem- Snag A List Of Your LinkedIn Solving Connections Most of us are aware of the 80/20 rule, but did you know that it can be a valuable tool for analyzing data to solve problems? Have you ever wished you could grab the email addresses of all of your Linke- Over a century ago, Italian economist and dIn connections so that you can add them sociologist Vilfredo Pareto developed the to your marketing email database? You principle that states that only 20% of can! Here’s how: occurrences are responsible for 80% of n Log in to LinkedIn and then click “My activity. Today, the Pareto chart, a vertical bar graph with a cumulative percentage Network.” line overlaid, is an underutilized visual tool n Click “See all” on the left side of your that can help us analyze data quickly and screen. easily. With the Pareto, we can prioritize n Click “Manage synced and imported and select problems, issues and causes. contacts” in the upper right corner. It highlights the vital few rather than the n Under Advanced actions, click “Export company names, job titles, and email ad- more of your connections’ information, trivial many, oers a powerful communica- contacts.” dresses, as well as the date you connected including location, headline, and phone tion method and illustrates the impact of n Under the category “Download your with each person. numbers. While I haven’t tried it yet, if process changes. data,” select the box “Connections.” Note that LinkedIn does not include it can extract all the data it promises, it is n Click “Request archive” and then enter your connections’ locations or industries well worth the one-time fee of $49. n To create the chart, first determine the your password. in the download, so you may need to major categories of reasons for your prob- In about 10 minutes, LinkedIn will manually weed people who wouldn’t be Kathy Bernard ([email protected]), CEO of lem or issue. If they are quick and easy to email you a notification that you can good business prospects off the list. A WiserU.com, is a St. Louis-based LinkedIn ex- fix or cost-eective, ignore them. Make download the information. The spread- sure enough data are available to represent third-party Google Chrome Extension pert/trainer who equips businesses to maximize sheet LinkedIn provides will include your typical performance. Total the number of tool, the GPZWeb.com LinkedIn Connec- LinkedIn for sales, marketing or fundraising. occurrences for each. If there are few oc- connections’ first names, last names, tions Exporter, claims it can extract much currences, combine them into an “other” category. Arrange the data from the larg- est to the smallest. The “other” category should always be the smallest. Scale the vertical axis in incremental points from 0 to the total number of units being charted. Beginning with the largest data Tu esd ay , April 2 3 , 2 0 19 ST. CHARLES CONVENTION CENTER value, plot equal-width bars across the horizontal axis. Begin a line at the origin and take it to the upper right corner of the first bar. The highest bar is usually the item that deserves first attention. To create a Pareto chart in Excel, click the Statistical Energize YOUR chart icon, and in the Histogram section, click Pareto. Using this tool will help you BUSINESS, prioritize, focus and create a high return on your investment of time and money. n EXH IBIT AT TH E 30th ANNUAL James H. Canada is managing partner/CEO for Alliance Technologies LLC, ITEN mentor and author of “Corporate to Entrepreneur: Strategies for Success.” Con- PRESENTED BY tact Jim at james.canada@ alliancetechnologiesllc.com, BIZ EXPO 636-734-2337 or www. alliancetechnologiesllc.com. Reserve your space today! WWW.STLEXPO.COM 314.569.0076 8 ST. LOUIS SMALL BUSINESS MONTHLY / DECEMBER 2018 WWW.SBMON.COM SALES MOVES BY MARK HUNTER ASK THE BANKER What Documentation Do I Need When Applying For A Loan Prospecting And Avoiding Applying for a small-business loan might be a daunting and overwhelming experience if you’ve never been through the process. We The Trap of Bad Leads understand that aspect of being a business owner and want to help make the process easier by providing a list of the key docu- ments needed for your application. While every lender’s standards are dierent, most ust because a lead looks like a custom- son why I say sales must own the prospect- Bad assumption! will require these five key documents: er and smells like a customer doesn’t ing process. A company having a meeting may fit necessarily mean it is going to become If there’s a change in the quality of the traditional profile of having a meet- 1. A completed loan application. Typical J questions include: a customer. leads, the group that is going to find out ing, but it doesn’t address the outcome. • Why are you applying for the loan? Recently a person showed me all of the first is sales because salespeople are the The outcome I want to see in a potential • How will the funds be used? “leads” they received from a trade show. ones charged with turning leads into lead is one where they’re challenged in • What other business debt do you have, I should correctly state: leads the sales- customers. finding new customers or minimizing the and who are your creditors? person received from the marketing team Who owns the lead generation process? need to discount. These two outcomes are • Who is on your management team? In that was at the trade show. When I asked Bad leads come from assuming you can what I deliver. It’s not the meeting. That’s addition, anyone with a 20% or larger stake what made them leads, his response was: build a profile of what a lead looks like. merely a physical activity. When I find in the business usually needs to be listed on “Last year we got a lot of new customers Big mistake! Don’t build it based on the that this is the outcome they’re in need a loan application. from this same show, so they must be profile of who they are, etc. Build it based of, then I know it’s a great lead I can most good.” on the outcome they receive. likely turn into a customer. 2. Business financial statements. Expect to submit a profit and loss statement Well, that settles the issue, right? When you base your leads on outcomes Your objective is to use the same pro- (P&L) summarizing your business revenues, If the trade show was great one year, it you provide, you will get yourself much cess I use to narrow your leads. expenses, cash flow and a balance sheet for must be great every year thereafter. I’ll re- closer to the perfect customer. The ques- Focus on the outcome, not the tradi- the two most recent years. If your business member that next time I walk into a Sears tion you’re asking is: “How do I go about tional profile. When you do this, you’ll is new, you may need to provide a business store. I’ll just keep repeating to myself, doing that?” find yourself with better leads for one plan with P&L projections. Your lender will “Years ago this store used to have what I It’s quite simple. You ask as part of the simple reason: You’ll have fewer of them. be checking your business’s credit report as was looking for.” lead generation process. The last thing you Yes, you read it correctly — fewer but well. Leads change and, more important, want is leads you can’t do anything with, better leads. And this is why sales must customer expectations change. You can so the earlier you cut to the chase, the own the lead generation process. As long 3. A personal financial statement. To help assess your ability to repay a loan, most fall into a deep hole pretty quickly think- more time you will save. as marketing owns it, they will play the lenders also want to know your personal in- ing all leads from a specific source are all Let me share an example from my own numbers game. come and expenses for the two most recent good. lead generation process. To you, it’s not numbers. It’s quality. years. They will obtain your personal credit This issue runs rampant in marketing A key part of my job is speaking at sales Back to my example about sales meet- report as part of the loan process. Be sure departments that are quick to mimic over kickoff meetings. It would be easy for me ings and having an outcome of getting to review it and clear up any discrepancies and over again lead generation tactics that to say anyone who is having a sales kickoff better leads or avoiding the need to before you apply. are simply not effective. This is a big rea- meeting would be a perfect lead for me. discount. If this is you, let’s talk about how we can work 4. The past two years’ tax returns. That in- together to get your cludes both your personal returns and your business returns. sales team identify- ing the right pros- 5. Other documents. If you don’t have a pects they can close current relationship with a lender, you may at full price. n be asked for bank statements, third-party contracts and other business documents Mark Hunter, of The that provide evidence of a solid financial Sales Hunter sales record and strong assets. To find out what motivation blog, is the might be required, ask before you meet. author of “High-Profit The bottom line: Applying for a business Prospecting: Powerful loan can be quite the process, but if you are Strategies to Find the prepared, it can be quick, seamless and less Best Leads and Drive intimidating. n Breakthrough Sales Results.” Debi Enders (debi.enders@ commercebank.com) is vice president, small business banking at Commerce Bank. WWW.SBMON.COM ST. LOUIS SMALL BUSINESS MONTHLY / DECEMBER 2018 9 CULTURECENTRIC LEADERSHIP HIGH VOLTAGE MARKETING BY JONATHAN JONES BY TOM RUWITCH Cybersecurity Begins With Leadership I have had two clients in the last year hit by Don’t Let Some Opt-Outs ransomware. All their systems, including financial and client systems, were disabled. Their businesses were shut down com- pletely. Thanks to the FBI, IT backups, and Get You Down great IT support, they were able to restore business in just over a week, but it took months for everything to be restored and verified as secure. Even though they were still remember like it was yesterday the able to avoid paying the ransom, the cost time when Jay Wolf screamed at me: “I was over six figures each. Ihate you! You stink!” I was 7, and I had just “killed” him in The culprit in both cases was a phishing dodgeball. email sent to an employee. Sixty percent of The ball I threw grazed his leg. hacked small to midsize businesses go out But Jay was a liar and a cheat. He de- of business after six months. nied it and stayed in the game. I appealed to our gym teacher, Mrs. Cybersecurity begins with leadership. Lead- Frank. She sided with me. ers are responsible for the safety of their That’s when Jay hurled the insults. employees, both physically and virtually. The insults stung. The safety of your company depends on At our family dinner that night, I your decisions and actions. You have to shared the story with Mom and Dad. take this risk seriously, and you have to “He hates me,” I whimpered. communicate how frequently this is hap- My dad set me straight. pening. Without getting technical, here are “Do you like Jay?” he asked. a few leadership suggestions: “No,” I said. My dad continued: “Then why are you 1) Make sure you have a competent IT so worried if he doesn’t like you? He’s a team or vendor. bully. He’s not worth your time.” 2) Establish a rigorous cybersecurity policy And then he added one last point that that is enforced from the top. has stuck with me since that day 45 years 3) Ensure that your leadership team and ago: “Not everyone will like you. That’s technical team are aware of the latest OK. Don’t worry about the bullies. Your cybersecurity risks. job is to find the good people and give 4) Implement a security awareness and them reasons to like you.” training program. I told that story last week to a client 5) Regularly perform penetration tests by who was fretting over email opt-outs. a certified vendor. She launched a new email campaign recently, and 15 people opted out after These measures are very high-level, but she sent the first email. Five more opted those who opt out aren’t among your true We marketers talk a lot about “qualify- if they are not in place, you are at risk. out when she sent the second email. targets. ing prospects.” That’s not only about find- Sixty-two percent of businesses do not “What am I doing wrong?” she asked. As marketers, our job is to connect ing the good ones. It’s also about discard- have an up-to-date or active cybersecurity Those opt-outs sting. with the people who would benefit from ing the bad ones. strategy. Based on the rate of increased “Believe me,” I said. “I can relate.” our products and services and give them So when a few people opt out from your cybercrime, it is not a matter of whether Then I told her the dodgeball story. reasons to like us and our businesses. list, don’t fret — unless you know that you will be attacked but when. As a leader, When you feel that opt-out sting, you If we spend time connecting with most of them were ideal prospects. you must take this seriously and protect often assume the worst: Maybe your mes- people who would not benefit from our If they’re not ideal prospects, those opt- your business, your employees and their sage is off. Maybe your products or ser- products and services, we’re just spinning outs mean you’re qualifying the prospects livelihood. n vices are subpar. Maybe you don’t deserve our wheels. and disqualifying the suspects. email subscribers. Most email lists are littered with con- That’s a good thing. n But most often, people opt out because tacts who have no interest in what the they’re not the right people for you and senders are selling. Tom Ruwitch is the president and founder of Jonathan Jones (Jonathan. your business. They’re not ideal prospects. When they opt out, you’re not losing a MarketVolt, an interactive marketing firm. For [email protected] or Not everyone will like you or your true prospect. You’re disqualifying some- more business-building marketing resources by 314-608-0783) is a CEO peer content. That’s OK — especially when one who is suspect. Tom Ruwitch, go to MarketVolt.com/resources. group chair/coach for Vistage International. 10 ST. LOUIS SMALL BUSINESS MONTHLY / DECEMBER 2018 WWW.SBMON.COM MARKETING WORKS FINANCIAL FITNESS BY JEREMY NULIK BY KAREN STERN Is 2018 a Good Year to Strategically Increase Not a Column on ‘Business Income? The Tax Cuts and Jobs Act was spun politically as tax simplification legislation. Lessons From Bill Murray’ However, for some individuals, especially small-business owners, wrapping up 2018 tax planning may not be so simple. ears ago, Bill Murray was traveling around the San Francisco Bay Area. The 20% pass-through deduction for quali- YHe hailed a taxi near Oakland fied business income sounds great, but and told the driver he needed to get to it does not apply to everyone. There are Sausalito. Of course, the driver recognizes definite hurdles to overcome before taking Murray right away, and he’s thrilled he’ll the deduction, and for most businesses, have a celebrity story to tell. careful planning will be necessary to gain “So, what do you do when you aren’t maximum benefit. driving your cab?” asks Murray. “I used to play the saxophone in a Rather than taking the deduction, focus- band, but I haven’t had much time lately,” ing on increasing income may be a better says the driver. strategy for some small-business owners. When Murray asks him why, the driver In the past, common advice was to reduce says he is in his cab for more than 12 business income to save money on taxes. hours a day just to make ends meet. Employers frequently implemented strate- “Where is your horn now?” asks Mur- gies such as accelerating asset deprecia- ray. tion and distributing higher bonuses to “It’s in the trunk.” employees. “Pull over,” says Murray. It is then that the magic happens, as This year, reducing taxable income may not you may have predicted. Bill Murray be necessary to substantially reduce taxes. drives himself toward Sausalito while the 2018 may be an opportunity for business driver warms up his saxophone in the enough. But something much bigger hap- seen and to matter. He can perform this owners to increase taxable income in their back seat. At one point, they pull over pened that evening. You performed on a job in a pep talk in “Meatballs” or a cab pass-through businesses. Owners may at a club, and Murray advocates for an stage while a celebrity watched from the ride in Oakland. choose to forgo their former tax planning impromptu performance. The driver gets floor. For that night, you were the center The question for you: What is the methods and instead reduce wages and to play onstage that evening while Murray of attention. You could not go the rest of evergreen job (serving the deepest human bonuses to put more of the income on the watches from the crowd. your life without feeling different about need) I perform for my audiences? With small-business tax return. For C-corpora- The internet is filled with these Bill yourself. the extent to which you are intentional tion owners, reducing taxable income may Murray legends. In some, he is washing It seems Murray seeks out the over- and conscious of this job, you can realize not be the best option because the corpo- dishes at a fraternity house. In others, he looked or underappreciated — people like greater brand awareness, attention and rate tax rates are also lower this year. offers relationship advice at a bachelor you and me who do not have the power profits. If you know the evergreen job Another way to increase income and take party. He even photobombs a couple’s of celebrity. And his behavior allows for you can perform, you can more quickly further advantage of tax cuts is to pull engagement shoot. moments when the audience is the hero find the people who want to buy. Instead more money out of retirement accounts These stories seem too good to be true. of the story. of spraying your message to those who to pay the tax now. Because of changes to But the strange thing is that they are This is not a column written to instruct do not need you, you could surface the the tax brackets, 2018 taxes may be lower not at all falsehoods. Enough have been you that you ought do the Murray magic people who are in the emotional need for than they have been for a while. supported with photos and evidence to for the audiences you serve. Though such just what you offer and just what you are. suggest that there is some bigger story a posture to an audience would be advis- Your evergreen job is not what you do. To learn more about how the tax reform here. And perhaps something that Murray able, this is not a “Business Lessons From It is what is fulfilled in your audience law could impact your end-of-year tax is working to communicate. Bill Murray” column. He is a tangible and when you (in particular) do it. Example: planning, contact your financial adviser When these stories are taken in the ready example of an even deeper prin- You do not build condos. You move lives. or Karen Stern, partner in charge of the aggregate, it appears that Murray makes ciple: serving the deepest, most evergreen It may seem academic, but can make you Brown Smith Wallace Entrepreneurial Ser- a conscious attempt to make the people human need. more sustainable and responsive in a fast- vices Group, at [email protected]. with whom he is interacting the heroes Bill Murray is an actor. He is in the changing world. n of their own stories. It is no longer his business of portraying characters and Karen Stern, CPA, (kstern@ celebrity that matters. Rather, he uses the receiving funds. There is no ostensible Jeremy Nulik ([email protected]) is evan- bswllc.com), partner in charge, celebrity to perform a different task. reason for him to behave as he does. How- gelist prime at bigwidesky, a human business Brown Smith Wallace Entrepre- Imagine for a moment that you were ever, there is a perfectly logical explana- consultancy, in St. Louis, Mo. neurial Services Group, provides that taxi driver. Just the fact that Bill tion if his real business is the performance tax and accounting services for Murray got into your cab should be good of an evergreen job: helping others to be companies ranging from start- ups to $20 million in revenue. WWW.SBMON.COM ST. LOUIS SMALL BUSINESS MONTHLY / DECEMBER 2018 11 Commercial Telephone Systems SPECIAL REPORT: TECHNOLOGY Commercial Technology Solutions, LLC Service Pitfalls of Software Implementations Solutions BY SCOTT M. LEWIS Stability he purchase of new software: It Here are some of the pitfalls you should ter identify areas of improvement that are sounds exciting, and you go into look out for once you have selected new needed within the software. The software it with the hopes that it is going software: vendors are always going to be motivated T n Fear of change. Oddly enough, in many to improve their product, so work with to solve your business-related problems. You could be purchasing it to solve a very cases the fear of change comes from the the vendor in order to better enhance the specific issue or to create more cohesive ownership, usually as buyer’s remorse. software to meet your specific needs. This processes throughout the company. Regard- Remember, we thought we knew how our also applies to validation of software usage; less, you have identified issues within your business ran; now we are having to face the the human factor dictates that if you don’t business and decided you are going to solve fact that might not be true. The ownership like the way something is working, you will www.ctsphone.com them with software. must be fully committed to the process find a work-around. This is good and bad, I’ve heard it a thousand times, and I’ve and the new path created by software. I and it may be a necessary evil based on the 1-888-452-3550 seen it in action many times: Someone have seen it many times: If the ownership limitations of the software. However, if it CALL TODAY FOR A volunteers, or is voluntold, to be the point provides a path for people not to work is simply that team members don’t like the person, and they pick up the phone and within the software — good or bad — then way it works so they are refusing to use it, QUOTE start calling software vendors. The goal is they have already started down a path of then they are inhibiting your business from to start interviewing and setting up dem- software implementation failure. Stick to reaching the level of success you intended. onstrations while putting the vendor in the your guns, maximize your return on invest- This is where ownership must have the power position of selling their software. ment and have the fortitude to push aside fortitude to require team members to use Unfortunately, you are already on a those who want to stick to the old way. the software for the overall benefit of the downhill slide with this approach be- Remember it’s the long-term value you are company and its mission — easy to say, cause you have not done the legwork and after; stay focused in order to get there. tough to do. research to document your business needs n Benefits of the software being left There are lots of reasons why software and requirements, including putting them unexplained. This really goes back to the implementations fail. Sometimes it is hard down in writing. The needs and features first thing you should do when selecting to not blame the software; however, I will analysis are critical to success; you are new software, which is to know your busi- concede that some software just simply going to require it in order to go through ness. Do this by being inclusive throughout falls short of the expectations regardless of the selection process, measure vendors and a cross section of your business. It is critical how well you have worked the process and measure the software in comparison to that you understand specifically how your made your selection. If you do your home- your business needs to increase the likeli- business operates — the good, bad and work on your business, document your hood of selecting the right software for the ugly. Document those work processes, work processes and work flow, and clearly right reason. identify the specific areas of improvement identify why you need new software and The selection of new software can be you are focusing on and then prioritize what features you require, you are far less the most exciting and impactful process those issues. This leads to picking the right likely to select bad software. You still have for your organization to go through. It can individuals to be on the selection team, to consider training as a key factor — not be enlightening, as you may learn a lot and then they can get their team members just the initial implementation training but about your actual business operations. As excited about the change. You have to also ongoing training for all employees. owners, we always think we know how our make it public; don’t assume people are I always coach our customers that it business operates; however, it has been my just simply going to buy into the new ways is worthy of their time to focus on their experience over 35 years that when you get and abandon the old. Ensure you convey business first and to know why they want down to the people who actually do it, that all of the benefits of the software and how to buy software before even talking to a process can change dramatically. they will assist the workflow. software vendor. Don’t fall in love with the Software implementations can also n The naysayers and slackers. There are first thing you see or the pretty salesperson, Bank Said NO? be very stressful and can bring out many always those who are more resistant to be open-minded and remember the big dynamics — both business and human — change, those who are comfortable with picture, but understand that you are not that will need to be dealt with. We all want a process, and road blockers who are slow going to make everyone happy. Software We Can Help! software that fixes our issues but allows to perform tasks as assigned or to learn can drive a business to incredible heights, Improve cash fl ow • Increase profi ts us to work the way we are accustomed to. the tips and tricks of the new software. but the impact of a bad selection can be Promote growth However, that is not always the reality, and These are the team members who are felt for years. n Local funder • Quick advances on invoices • Timely rebates change can be challenging for organiza- going to need some additional attention No up-front or hidden fees • No volume commitments tions. and support to learn and adopt the new Scott Lewis is the president and CEO of Win- Call Joy Ann at Positive evaluation and process change software and encouragement that doing ning Technologies Group of Companies, which 636-458-2612 [email protected] are essential to the long-term sustainability so is about improving the overall business. includes Liberty One Software. Scott has more www.lexxfunding.com of any organization, but this requires you To overcome this, it is important that both than 30 years of experience in the technology to take a long, hard and honest look at the ownership and the management are industry and is a nationally recognized speaker THE SOURCE FOR BUSINESS OWNERS what you are doing and the way you are do- feeding positive information regarding the and author. He has worked with businesses to The Largest B2B Trade Show in Missouri ST. LOUIS Small ATTEND Small ATTEND Business MISSOURI’S St. Louis’ Best Credit Unions MISSOURI’S LARGEST Subscribe To Small LARGEST B2B TRADE Business B2B TRADE SBMMonthly SHOW ST. LOUIS How to Emotionally Handle Firing Monthly Close Employees SHOW STLOUISBUSINESSEXPO.COMLEARN MORE: ST. LOUIS Business STLOUISBUSINESSEXPO.COMLEARN MORE: NESSE XP Monthly O.COM SBM MARCH 2010 The Source for Business Owners SBM. changes, relaying the need for the changes JANUARY 2010 ing it. The whole purpose of the software empower them to use technology to improve work SBM The Source for Business Owners Get to Know St. Louis’ Top Attorneys Are You Committing One of the The Area’s Best Customer Service FiFirms 5 Deadly Sins Of Banking? rms 10 Business Diversity Superheroes St. Louis’ Best Places to You Need to Meet Only $21.50 Hold a Meeting is to fix, streamline, improve or change the and their benefits. processes, increase productivity and reduce costs. Play the Social Media Game to Get Sales Got the Guts to A Year Seth Burgett president of Yurtopia, The one of St. Louis’ most innovative, exciting n SUCCESS companies Raise Your Price? identified areas within your business. For Circling back around. Feedback is Winning Technologies’ goal is to work with com- FACTOR: What Old Boys’ Club? http://store. Find Out Who’s Got It This Year St. Louis’ Top Women Business Owners Mike Shannahan, president of Cynergy Ergonomics, had the confidence to take a sbmon.com long-term approach to his business and pricing strategy. owners this is always difficult; we all think key to the overall long-term success of any panies on the selection, implementation, manage- Learn how he did it. The Source for Business Owners we are doing things right and we have the software implementation. Circling back ment and support of technology resources. Learn FEBRUARY 2010 GetSubscribe the best of St. Louis’ To entrepreneurial SBM. best business in the world. However, there around internally to make sure the team more about Winning Technologies at www.win- insight delivered directly to your desk. is always room for improvement, and that has not fallen back into old habits is im- ningtech.com or by calling 877-379-8279. Only $21.50 A Year can involve conflict. portant. This also allows your team to bet- 1 yearhttp://store.sbmon.com ($21.50) 2 years ($35.50) 3 years ($45.50) Name ______Title ______Company ______Address ______City, ST, Zip ______12 ST. LOUIS SMALL BUSINESS MONTHLY / DECEMBER 2018 Phone ______e-mail ______WWW.SBMON.COM My check payable to St. Louis Small Business Inc. is enclosed Charge my credit card: Visa Mastercard Discover AMEX Account# ______Exp. ______Signature ______ Mail to: 2451 Executive Dr., Suite 109, St. Charles, MO 63303 www.sbmon.com | 314.569.0076 Every business, no matter where they are on their road to success, deals with the same set of issues to varying degrees. In order to We make it navigate the road, you need to understand the current landscape and prepare for what our business to is fast approaching. GROW YOURS We specialize in removing the roadblocks that businesses face. Growing your business and having a plan are critical to your success. Business moves fast take control of the road and let our team of business advisors help you map out where your business is heading and the best route to get there. 600 Mason Ridge Center Dr., #100 314.514.8881 St. Louis, MO 63141 www.lopataflegel.com WWW.SBMON.COM ST. LOUIS SMALL BUSINESS MONTHLY / DECEMBER 2018 13 COMPANY NAME CONTACT INFORMATION Acropolis Technology Group 314.890.2208 300 Hunter Ave., #103 acropolistech.com • St. Louis, MO 63124 Alliance Technologies, LLC 314.219.7887 1301 Wellington Valley Ct., #201 alliancetechnologiesllc.com • St. Louis, MO 63005 Anderson Technologies 314.394.3001 2190 S. Mason Rd., #102 andersontech.com • St. Louis, MO 63131 ATB Technologies 636.275.1418 14567 N. Outer Forty Rd., #525 atb-tech.com • Chesterfield, MO 63017 Blade Technologies, Inc. 314.752.7999 10820 Sunset Office Dr., #101 bladetechinc.com • St. Louis, MO 63127 Computer Solutions 314.394.5000 10011 Watson Rd. compsolstl.com • St. Louis, MO 63126 Computer St. Louis 314.821.3237 1650 Headland Dr. computerstlouis.com • Fenton, MO 63026 CompuType IT Solutions 618.233.8500 4401 N. Belt West compu-type.net • Belleville, IL 62226 CMIT Solutions 314.628.0811 12977 North Forty Dr., #219 cmitsolutions.com • St. Louis, MO 63141 Dalechek Technology Group 314.736.4422 502 Earth City Plaza, #206 dalechek.com • St. Louis, MO 63045 Datotel 314.241.9101 710 N. Tucker, Ste. 400 datotel.com • St. Louis, MO 63101 Da-Com Corporation, Inc. 314.442.2800 5317 Knights of Columbus Dr. da-com.com • St. Louis, MO 63119 Gadellnet Consulting Services, LLC 314.431.0358 1520 S. Vandeventer Ave. gadellnet.com • St. Louis, MO 63110 Huber & Associates 314.833.3601 1400 Edgewood Dr. teamhuber.com • Jefferson City, MO 65109 Best IT Firms InterVision 314.392.6900 16401 Swingley Ridge Rd., #500 stage.intervision.com • Chesterfield, MO 63017 No matter what business you are in today, Karpel Solutions 314.892.6300 9717 Landmark Pkwy Dr., #200 IT is a part of what we all do. The right IT karpel.com • St. Louis, MO 63127 firm keeps your business running properly. MB Technology Solutions 314.725.3584 1001 Craig Rd., #400 The following IT firms were voted the contactmb.com • St. Louis, MO 63146 best in St. Louis. Make sure you check out Miken Technologies 314.961.0501 7790 Watson Rd. miken.net • St. Louis, MO 63119 the Awards page at www.sbmon.com to NetGain Technologies 314.968.2237 11004 Manchester Rd. stay up to date with other Best in Business netgainit.com • Kirkwood, MO 63122 nominations for 2018. OnlyLink Business Solutions 314.641.3100 400 Chesterfield Center, #450 onlylink.com • Chesterfield, MO 63017 S2Tech 636.530.9286 720 Spirit 40 Park Dr. s2tech.com • Chesterfield, MO 63005 Secure Data Technologies 618.726.4000 1392 Frontage Rd. securedatatech.com • O’Fallon, IL 62269 SSE Network 314.439.4700 1835 Lackland Hill Pkwy. ssenetwork.com • St. Louis, MO 63146 The Miller Group 314.822.8090 1112 Westmark Dr. themillergroup.com • St. Louis, MO 63131 The Purple Guys 314.696.6700 12825 Flushing Meadows Dr., #250 purpleguys.com • St. Louis, MO 63131 ThrottleNet 866.826.5966 9201 Watson Rd., Ste. 350 throttlenet.com • St. Louis, MO 63126 Winning Technologies 636.379.8279 147 Triad West Dr. winningtech.com • O’Fallon, MO 63366 14 ST. LOUIS SMALL BUSINESS MONTHLY / DECEMBER 2018 WWW.SBMON.COM FRUSTRATED WITH YOUR TECHNOLOGY? FRUSTRATEDFRUSTRATED WITHWITH YOURYOUR TECHNOLOGY?TECHNOLOGY? FRUSTRATED WITH THE SOURCE FOR BUSINESS OWNERSYOURFRUSTRATED TECHNOLOGY? WITH YOUR TECHNOLOGY? The Largest B2B Trade Show in Missouri ST. LOUIS Small FRUSTRATED WITH ATTEND Small ATTEND Business MISSOURI’S St. Louis’ Best Credit Unions MISSOURI’S LARGEST Subscribe To B2B TRADE Business WITH LARGEST FRUSTRATED Small LARGEST B2B TRADE SBMMonthly SHOW ST. LOUIS How to Emotionally Handle Firing Monthly Close Employees SHOW STLOUISBUSINESSEXPO.COMLEARN MORE: ST. LOUIS Business STLOUISBUSINESSEXPO.COMLEARN MORE: NESSE XP Monthly O.COM SBM MARCH 2010 YOUR TECHNOLOGY? FRUSTRATEDThe Source for Business Owners WITHSBM. SBM JANUARY 2010 The Source for Business Owners Get to Know St. Louis’YOUR Top Attorneys TECHNOLOGY? Are You Committing One of the The Area’s Best Customer Service Firms 5 Deadly Sins Of Banking? 10 Business Diversity Superheroes St. Louis’ Best Places to You Need to MeetFRUSTRATEDYOUR TECHNOLOGY? WITHOnly $21.50 Hold a Meeting Play the Social Media Game to Get Sales FRUSTRATED WITH Got the GutsYOUR to A Year Seth Burgett TECHNOLOGY? president of Yurtopia, The one of St. Louis’ most innovative, FRUSTRATEDexciting WITH SUCCESS companies Raise Your Price?YOUR TECHNOLOGY? FACTOR: What Old Boys’ Club? http://store. Find Out Who’s Got It This Year YOUR TECHNOLOGY?FRUSTRATEDSt. Louis’ Top Women Business Owners WITH Mike Shannahan, president of Cynergy Ergonomics, had the confidence to take a sbmon.com FRUSTRATEDlong-term approach WITH to his business and pricing strategy. Learn how he did it. YOUR TECHNOLOGY? The Source for Business Owners YOURFRUSTRATED TECHNOLOGY? FEBRUARY 2010 WITH SALES • SERVICE • SUPPORT • TRAINING • NETWORKING YOUR TECHNOLOGY? Managed IT Program Get the best of St. Louis’ entrepreneurial Computer Solutions would like to thank our Clients, Partners and Dedicated Sta ! FRUSTRATEDinsight delivered directly WITH to your desk. YOUR TECHNOLOGY? Voted Best IT Firm ManagedManaged IT IT Program Program 1 year ($21.50) FRUSTRATED 2 years ($35.50) 3 years WITH ($45.50) 314.394.5000 Name ______Title ______Managed IT Program Company ______10011 Watson Rd. - St. Louis, MO 63126 Address ______YOUR TECHNOLOGY?Managed IT Program www.compsolstl.com City, ST, Zip ______Phone ______SECURITY e-mail ______PROFESSIONAL SERVICES UNLIMITED HELP DESK Tools, Team, and StrategySECURITYSECURITY PROFESSIONALPROFESSIONALVCIO • QuarterlyManaged SERVICES SERVICES Business IT ProgramUNLIMITEDUNLIMITEDFRUSTRATED HELP HELP DESKEmail DESK • Chat • Phone WITH My check payable to St.Tools, Tools,Louis SmallTeam, Team, Business and and StrategyInc. Strategy is enclosedManagedVCIOVCIO • •QuarterlyIT Quarterly Program Business Business EmailEmail • •Chat Chat • •Phone Phone to Protect your Networktoto Protect Protect your your Network Network ReviewsReviewsReviews • Technology• •Technology Technology Roadmap Roadmap Roadmap Charge my credit card: Visa Mastercard Discover ManagedAMEX IT Program SECURITY PROFESSIONAL SERVICES UNLIMITED HELP DESK YOUR Account# ______Exp. Managed______IT Program TECHNOLOGY? 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(314) 442-2800 442-2800 or or(866)A (866) GOOD 489-8303 489-8303 FIT FOR YOU. twitter.com/da_com_o cetwitter.com/da com o ce WITH att.da-comitpros.com US linkedin.com/company/da-com-corporationlinkedin.com/company/da-com-corporationk Da-Com CorporationCorporation CONNECT facebook.com/DaComfacebook.com/DaCom Corporation Corporation (314) 442-2800 442-2800 or or(866) (866) 489-8303 489-8303 twitter.com/da_com_o cetwitter.com/da com o ce WITH US linkedin.com/company/da-com-corporationlinkedin.com/company/da-com-corporationk Managed IT Program SECURITY PROFESSIONAL SERVICES UNLIMITED HELP DESK Tools, Team, and Strategy VCIO • Quarterly Business Email • Chat • Phone to Protect your Network Reviews • Technology Roadmap VENDOR BUSINESSCONTINUITY PREVENTATIVE MANAGEMENT Strategic Plan & Validation for MAINTENANCE Backup, Disaster, and Recovery One Point of Contact Patches • Cleanups • Alerts LOOKING FOR A TAKE THIS QUICK SURVEY NEW TECHNOLOGY TO SEE IF WE WOULD BE STRATEGY? A GOOD FIT FOR YOU. att.da-comitpros.com Da-Com CorporationCorporation CONNECT facebook.com/DaComfacebook.com/DaCom Corporation Corporation (314) 442-2800 442-2800 or or(866) (866) 489-8303 489-8303 twitter.com/da_com_o cetwitter.com/da com o ce WITH US linkedin.com/company/da-com-corporationlinkedin.com/company/da-com-corporationk Written by Ron Ameln COVER STORY Do Your Employees Love Their Jobs? A New Book, Written By St. Louisan Keith Alper, Helps Companies Build Cultures Where Employees Truly Love Their Jobs ost companies realize that winning customers is the key to future growth. Culture-building is certainly the popular theme for business owners these days. It But according to St. Louis entrepreneur Keith Alper, many don’t realize seems like business owners are now taking culture issues seriously. Is it a trend you that loyalty starts on the inside, with employees. To build a brand that are seeing as well? truly motivates, companies must take their employees from liking their Business has shifted from a command-and-control and a top-down philosophy to jobsM to loving them. more of a two-way dialogue approach. In fact, it is harder to recruit employees now As CEO of CPG Agency (a Nitrous Effect than ever. Retaining employees is harder now more agency), which specializes in corporate and employee “If an employee doesn’t love being at your than ever. Whether you are a two-person startup or engagement, Alper has seen the competitive edge a 20-person firm or a 1,000-person corporation, it is gained by creating a culture that turns employees company, it can be problematic. This person will tough. The dialogue today is a two-way relationship into brand advocates. Alper is such a believer in this eventually cause damage. Their negativity will and a dialogue. That’s not going away ever again. In concept that he recently wrote a book, “From Like aect other team members, hurt customer fact, employees that work for you have more to say to Love,” to help other business owners inspire an and demand more from you than ever before. emotional commitment in employees. In the book, relationships, and hurt your bottom line. How difficult is it to get an employee from liking he draws on real-life examples to present his proven Remember, employees want care, trust, listen- his or her job to loving that job? process for turning any organization from appreci- Every organization and nonprofit has the ability to ated to adored. ing and clear communication, empowerment and go from like to love. Business owners need to realize Now might be the best time for companies to start recognition, and a meaningful purpose. that the smallest shift can make a huge difference in focusing on employee engagement. A recent Ajilon Give them those things, a company. Small shifts can help make team study found that 80% of employees are actively members happier, more likely be retained longer looking for a new job or are open to a new job, and and they will love what they do.” and have more of an impact on the bottom line. a Gallup poll shows that only 15% of employees are -Keith Alper, author of “From Like to Love” I’ve seen the benefits of this firsthand. When you engaged. elevate someone in the organization from liking SBM sat down recently with Alper to discuss the their job to loving it, you almost can’t even measure new book and how to get employees to love what they do. how much money that is worth, as well as the good will. WWW.SBMON.COM ST. LOUIS SMALL BUSINESS MONTHLY / DECEMBER 2018 17 COVER STORY TOP CELEBRATE How can companies get started? WOMEN What are the first steps? Employee Needs: BUSINESS ST. LOUIS’ MOST You need to start inside out. If your OWNERS CELEBRATE employees aren’t happy, they won’t be Are You Meeting Them? TOP TENACIOUS good to your customers. Start some- WOMEN20102012 thing tomorrow. It’s baby steps. Some- In the book “From Like to Love,” BUSINESS ST. LOUIS’ MOST times it is a very small thing that can get Keith Alper goes into detail on the five OWNERS ENTREPRENEURS you going. basic needs of each employee: Are you Presented by It all starts with love. Just go create TENACIOUS meeting these needs? 20102012 love. What are you doing to create love? 1. You generally care about me. If you have a solid business plan and Employees expect empathy from their ENTREPRENEURS you create love, you’ll win in the end. employers and accommodations for their You’ll win with your employees, your personal lives. customers, your vendors, etc. That is 2. I trust you and you trust me. A job really what we are doing. is defined by the people you work with, That gap from like to love could and managers have to build trust. literally mean millions and millions of 3. You listen to me. Employees must dollars. That love is infectious. What is feel they have a voice if they are going to the value of that infectious employee? commit to their work and to an organiza- People willHILTON be aligned with that brand.FRONTENACtion. The greatest thing a business can do is 4. You appreciate me for who I am get started today or tomorrow. Start by and you tell me so. Showing employees surveying your team and find out what appreciation and acknowledging their ef- is workingHILTON and what is not working. FRONTENAC forts in the workplace are essential to the There is no perfect marriage or perfect end goal of building a culture of love. company, but you can move the needle. 5. We share a meaningful purpose. After talking to employees and really A clear mission and purpose is a huge listening, you’ll see areas where you can source of motivation. make changes. Source: “From Like to Love” Those changes could be small or For more information, large. One example in our company visit www.fromliketo.love was our maternity policy. When we started the company in 1985 with two employees, we had some basic benefits. As we started to grow, we learned that employ- ees liked the benefits but they did not like the maternity leave policy. We knew we had to be competitive and change those or risk losing those employees. We had employees present their own ideas on what the policy should look like. Within 24 hours, we had Fourth Annual a new policy in place. They walked in and presented a solution, and we accepted it. It was a big moment for those employees and for the owners. TOP WOMEN BUSINESS OWNER You are a big believer that building culture is a must for business success in the future? TOP WOMFourthE NAnnual BUSIN ESS While technology will help answer phones and deliver mail, there’s still people be- Luncheon hind everything. Machines can’t love. If you are not a believer in this, you won’t make OWNER LUNCHEON it. This is not a choice. n TOP WOMEN BUSINESS OWNER FEBRUARYLuncheon 20 $50 PER PERSON 11am-1pm/Hilton Frontenac $500PER PER PERSON TABLE About Keith Alper, author of “From Like to Love” Feb. 15 $50 Keith Alper has loved every job he’s had but never because of REGISTER AT http://store.sbmon.com compensation — but because of company cultures and the people 11am-1pm PER TABLE he worked with. Believing that everyone should love what they $500PER PERSON do, he co-founded CPG Agency over 30 years ago, at the age of Feb. 15 $50 18, and has never looked back. Since then, CPG Agency has expanded into The Nitrous Effect, a seven-agency collective REGISTER AT http://store.sbmon.com specializing in branding, marketing, events, technology, culture 11am-1pm $500 PER TABLE and engagement. The Nitrous Effect serves many fast-growing startups and Fortune 500 clients, including Southwest Airlines, Carnival Cruise Line, Bridgestone, Ulta Beauty, Goddard REGISTER AT Schools and Virgin Hotels. http://store.sbmon.com 18 ST. LOUIS SMALL BUSINESS MONTHLY / DECEMBER 2018 WWW.SBMON.COM n ee n e es es BenefitsBenefits Growth e s ens t n B ts n s nee s t e ees e e e essent se es e t t n e e sts en e e t se t nte te se es n n n e enefits n e s ens t n t tes s s n e s s ee ette t n t Simploy has your HR needs covered at every turn. Integrated HR Solution simploy.com W H One-sixth page horizontal 4.9" x 3.5" Congratulations Cindy! Our Mission: Your hard work To help members' businesses grow profitably and commitment through education, advice and accountability. to the community How we do it: make us proud • Monthly half-day meeting you’re on our team! • Member scoreboard & accountability report • Member camaraderie, feedback & advice • Tools, examples & guidance • Annual Planning Retreat CINDY HELMKAMP Guest experts Sr. Consultant • Corporate Partnerships 2018 Top Southern Illinois People CollierBiz.com/bsr To Know to Succeed In Business 314.221.8558 ameaglecu.org WWW.SBMON.COM ST. LOUIS SMALL BUSINESS MONTHLY / DECEMBER 2018 19 FOCUS ON ACCOUNTING & TAX TIPS Tax Tips for Owners from Experts Meals And Entertainment Deduction 529 Savings Account One of the changes from the Tax Cuts and Jobs Act If you have children attending an that will impact almost every business is the change to elementary, secondary or postsecond- the meals and entertainment tax deduction. Before the ary school, consider using distributions TCJA, Businesses were allowed a 50% deduction for from a 529 savings account to pay for both meals and entertainment and even 100% deduc- their tuition. Contributions to these tions for employee meals. Now, businesses will only be plans may be a deduction on your allowed a 50% deduction for all meals and no deduc- state income tax return in the year a tion for entertainment expenses. As always, there are contribution is made. Distributions up exceptions, including a 100% deduction for company to $10,000 per year including earnings picnics and holiday parties. It is even more important are generally tax-free as long as they now to report these items separately on your income are used to pay for qualified education statement to maximize your tax deduction. expenses including tuition, fees, books, -Stephanie Spangler, Anders CPAs + Advisors supplies, and required equipment, as well as reasonable room and board if Contributing To Your IRA the student was enrolled at least half- If you’re an individual, consider increasing or contrib- time in a postsecondary institution. uting to your IRA or your employer’s retirement plan -Bradley Danner, Becker and Rosen CPAs (401[k], 403[b], etc.). IRA contributions can be made LLC as late as April 15, 2019, and still be deducted on your 2018 tax return. This is an easy way to pay yourself, save Standard Deduction effectively reduce your taxable income! for retirement and reduce federal and state taxes. If you The standard deduction has been increased to $24,000 -Nathan Laurentius, Schmersahl Treloar & Co. PC contribute to a Roth IRA or Roth 401(k), you don’t get for joint filers and $12,000 for single filers under the a deduction, but the earnings grow tax-free and, if held new tax law. As a result, fewer taxpayers will benefit Pro Forma Your 2018 Taxes long enough, distributions are tax-free. from itemizing deductions, and this could mean your Pro forma your 2018 taxes as soon as possible. Because -Cory Gallivan, Scheffel Boyle charitable contributions will not yield tax savings. If this of the new tax law changes and modified standard with- applies to you and you are over age 70½, consider quali- holding, you may be in for a surprise next April. It may Establishing A Retirement Plan fied charitable distributions as a means to taking your not be a good one! If you’re a business owner, consider establishing a retire- required minimum distribution from your IRA, 401(k) -Paul Meier, Schmersahl Treloar & Co. PC ment plan. This is an easy way to reduce taxes and help or other employer retirement account. Doing so will you and your employees save for retirement. Most plans reduce your adjusted gross income, potentially increase If are close to the itemized deduction threshold need to be set up before the end of the year. A SEP-IRA tax credits and deductions, and ultimately lower your ($24,000 for MFJ), consider bunching deductions into could be set up as late as the due date of your business’s tax liability. one year in order to claim more than the standard tax return, including extensions. Some plans are funded -Madeline Brinker, Becker and Rosen CPAs LLC deduction. Consider bunching charitable deductions, by employer contributions, others by employee contribu- medical expenses and taxes paid. tions and some by a combination of the two. Talk to Federal/State Withholdings -Mark O’Donnell, Schmersahl Treloar & Co. PC your tax adviser about the options you have. The approach of a new year warrants a review of your -Cory Gallivan, Scheffel Boyle pay stub. Consider changing your federal and state Filing Deadlines withholdings if you have had a change in personal n Due date for filing Form W-2s and Form W-3 is Jan. Purchasing Equipment/Paying Down Debt circumstances or anticipate a large tax bill or refund 31, 2019, whether you use paper or file electronically. Restaurant and brewery owners with excess cash on for 2018. Take full advantage of all employee benefit n Due date for filing to the IRS Form 1099-MISC Box hand at year-end should consider purchasing equip- plans including pre-tax contributions to your employer’s 7 nonemployee compensation is Jan. 31, 2019. The IRS ment or paying down any existing debt. The purchase, flexible spending account or health savings account. has again increased the penalties. Penalties will apply outright or financed, of new or used equipment in 2018 HSA contribution limits are $3,500 (single) and $7,000 after the filing deadline. Penalties range from $50 to is eligible for accelerated depreciation, which could (family) for 2019. Maximize your employer-sponsored $270 per return with a maximum of $1,094,000 for result in significant tax savings. Additionally, paying retirement plan contributions. The IRS has launched a small businesses. down existing debt, including debt on the aforemen- series of YouTube videos and plain-language tax tips to n All other Form 1099s, such as rent or interest, are tioned equipment purchase, could reduce the amount of assist with your paycheck checkup. still due to the recipient by Jan. 31, 2019, but can be interest paid, which may otherwise be disallowed on the -Kathleen Keeven, Becker and Rosen CPAs LLC uploaded to the IRS by March 31, 2019. company’s tax return due to the new business interest n Partnership and S corporation tax returns are due limitation rules. Working with a qualified professional Donating To Charity March 15, 2019. can help restaurant and brewery owners effectively plan Are you 70½ or older? Consider donating all or a part n Corporate tax returns are due April 15, 2019. for year-end and beyond. of your required minimum distribution from your n Individual tax returns are due April 15, 2019. -Tim O’Neill, Mueller Prost CPAs + Business Advisors retirement plan directly to a qualifying charity. You will -Sandra M. Furuya, Wamhoff Accounting Services 20 ST. LOUIS SMALL BUSINESS MONTHLY / DECEMBER 2018 WWW.SBMON.COM SOUTHWEST ILLINOIS SILVIA TORRES BOWMAN People ILLINOIS SBDC INTERNATIONAL TRADE CENTER to Know in Southwest Illinois Meet the Individuals Helping Small Business Succeed on the East Side ilvia Torres Bowman certainly ning, marketing, export compliance, Tricia Buehne understands the opportunities logistics and trade finance, among First Mid-Illinois Bank Sthat exist for Southern Illinois other topics. companies when it comes to interna- Clients of the ITC are regularly tional markets. Born and raised in provided with market intelligence Having worked for First Mid-Illinois Bank since 1997, Tricia Lima, Peru, Bowman has more than via its unique access to international Buehne is today its vice president. Buehne has also been active 26 years of international experience, databases and close relationships with with JCI (Junior Chamber International), a nonprofit interna- including in the private sector, aca- partners around the world, includ- tional nongovernmental organization of people between 18 and demia and public service. ing six foreign offices through the 40 years old. She was elected as the 99th national president for Today, Bowman is helping South- state of Illinois Office of Trade and JCI USA, serving a one-year term. Buehne is also a board mem- ern Illinois companies capitalize on Investment and an extensive net- ber, ambassador and past president for the Highland Chamber those opportunities. As director of work through the U.S. Department of Commerce and serves on the St. Joseph’s Hospital board in the Illinois SBDC International Trade of Commerce. Business clients also Highland. She is secretary of the Professional Women in Build- Center (ITC) at Southern Illinois Uni- benefit from Bowman’s own personal ing Council of the Home Builders Association of Greater South- versity Edwardsville, she helps small experiences and knowledge about western Illinois. She is also secretary of the Greater Gateway As- and medium-sized businesses establish establishing long-term relationships sociation of Realtors and an active member of the Realtor Association of Southwestern or expand their global footprints and expanding trade opportunities in Illinois. In addition, she is one of the newest members of the Highland Rotary Club. through exports. Latin America. “We help businesses discover limit- “The most satisfying part of what I less opportunities that exist outside do is watching the growth of our cli- Cindy Helmkamp U.S. borders through the exporting of ents,” she said. “They are small busi- Anheuser-Busch Employees’ Credit Union and Divisions their products and services,” Bowman nesses with very limited resources but Cindy Helmkamp is a senior consultant, corporate partnerships said. During the last couple of years, with so much talent, energy and pas- at Anheuser-Busch Employees’ Credit Union and Divisions . the ITC has helped Southern Illinois sion. With much care, professional- Helmkamp also works as a business development manager, a clients generate over $86 million in ism and lots of enthusiasm, we invite role in which she provides financial opportunities to employees export sales. them to open together that magical of companies as well as business accounts/lending to companies. The ITC’s export consulting ser- and rewarding door of discovering In addition, Helmkamp is a member of the Kirkwood-Des Peres vices are offered at no cost, and busi- new markets. The feeling of watching Area Chamber, the Arnold Chamber, the Soulard Business nesses can also benefit from its regular them turn into confident and experi- Association, the South County Chamber, the O’Fallon-Shiloh and low-cost educational programs enced exporters is priceless.” Chamber board of directors and Children’s Miracle Network. covering international business plan- WWW.SBMON.COM ST. LOUIS SMALL BUSINESS MONTHLY / DECEMBER 2018 21 SOUTHWEST ILLINOIS MARK HARMS JUSTINE PRICE SCI ENGINEERING, INC. CLIFTONLARSONALLEN ecause of abilities with math s CEO of SCI Engineer- and figures, Justin Price always ing Inc., Mark Harms is Bhad an interest in helping oth- Aactively involved in eco- ers understand numbers. He got that nomic development organizations chance in college when he landed that strive to improve the region. an internship at CliftonLarsonAl- SCI Engineering is a consult- len, a professional services firm then ing firm providing expertise in known as LarsonAllen, in Belleville. geotechnical engineering, envi- When he received his CPA, he ronmental sciences and material became a full-time employee. Today testing. As CEO, Harms develops he helps businesses throughout the business relationships for the Metro East and the St. Louis region firm, mentors the company’s with tax planning, tax consulting and emerging leaders, and connects financial consulting. with various economic develop- “The biggest thing I help compa- ment and professional organiza- nies with is tax planning,” Price said. tions. “Everyone is really worried about it He currently serves on several with the new tax reform. They want committees and holds key posi- to know if they are handling their tions with several organizations, tax situation efficiently. Other than “It is hard to do everything yourself,” including the Leadership Council Harms said. “Having worked in that, every business is trying to stay he said. “Build a network of advisers, Southwestern Illinois Executive Com- Southern Illinois for 30 years, I have competitive in the market, keep costs even people within your own indus- mittee, the Transportation Research a better understanding of the breadth down, make the right decisions and try. The businesses we see that are Board Earthworks Committee and and depth of our community leaders’ stay compliant.” most successful have a strong group the American Council of Engineer- commitment to working together. For his clients, Price is more than of advisers they feel comfortable talk- ing Companies of Illinois board of “If you are committed to improving just an accountant and CPA. “I think ing to about business decisions.” directors. your area, others see it and appreciate our firm in general has done a great When it comes to business in In particular, Harms works your efforts. Those efforts build trust, job of not just being an accounting Southern Illinois, Price is excited extensively with the Leadership and trust is the foundation of our and tax firm but being great advisers about the future. “This is a very Council, an organization committed business.” to our clients. I get calls for all sorts community- and relationship-based to improving the business climate in Harms is optimistic about the fu- of random things, some of which area. I really enjoy that aspect of it. I Southwest Illinois. Through his work ture of business in Southwest Illinois. have very little to do with accounting. think we will see a continued aware- on the Southern Illinois Transpor- “The economies of the state need to Because of the nature of our relation- ness of the transportation logistics tation Enhancement Committee, improve soon,” he said. “We have benefits that St. Louis and Metro Harms is part of a team of leaders thriving communities, but the state’s ship, we are very close and customers come to me for advice.” East have to offer. We are just a who have rallied support for the fiscal reputation makes it a challenge prime hub for the rest of the country. business community to competitively One of the biggest pieces of advice to attract other businesses from out- Overall, I’m very optimistic about the position local projects for state and Price gives owners of small and side the region. The strengths here outlook federal dollars. include an appreciation for manufac- midsized businesses is to seek help. “My advice for others is to get en- turing, logistics and national defense. gaged with your community organiza- Building on those pillars should tions looking to improve the area,” prove fruitful in the long run.” Charles Juneau Juneau Associates Juneau Associates provides professional engineering, land David Hopkins surveying and construction engineering services for public and private clients throughout Illinois and Missouri. Owner Charles Town and Country Bank Juneau started the company in 1980. Dedicated to personalized customer service and close attention to detail, the company David Hopkins is Town and Country Bank’s Metro East com- has a distinguished record of achievement in site development, munity president. In this role, Hopkins leads the commercial transportation and drainage projects, as well as water distribu- banking team for the Metro East market and represents the tion and wastewater collection projects. bank in the community. Before joining TCB, Hopkins worked Juneau Associates is headquartered in Granite City. The for First Bank in O’Fallon, Illinois, for 26 years and was most company also has an office at University Park on the campus recently group manager. of Southern Illinois University Edwardsville as well as offices in Chicago and St. Louis. Juneau Associates and its employees are committed to continuing long-standing relation- ships with the communities in which they live and work. 22 ST. LOUIS SMALL BUSINESS MONTHLY / DECEMBER 2018 WWW.SBMON.COM PEOPLE TO KNOW JIM CLAYWELL ANH LE CLAYWELL ASSET MANAGEMENT ANH LE, CPA also want n 1983, at the inancial adviser Jim Claywell them to tender age of 25, helps his clients navigate the have the Anh Le had a world of finances and gets them discipline I F life-altering decision to engaged in the process. in place make: Risk his life and With over 32 years in the wealth to achieve escape Communist-led management business, Claywell those Vietnam or stay in the has an extensive background in the goals.” country and suffer the financial planning industry. He’s As a reality of a bleak future? owned an investment brokerage firm, business His decision: Risk spent over 11 years serving clients at owner in everything and escape. Edward Jones and now operates his Southern Le paid a fisher- own independent investment bou- Illinois, man to take him out tique, affiliated with Raymond James, Claywell of the country. On a as a fiduciary adviser and owner. He enjoys giving back to the community warm, dark evening, he has expertise in retirement planning, and has been involved in the Rotary boarded the boat that so they can grow their businesses.” education planning, strategic asset Club of Alton-Godfrey, the East End he hoped would take him to freedom. Le has particularly flourished help- allocation and insurance and works Improvement Association and the When military guards came to check ing bilingual customers. Over 20% with clients to develop customized Riverbend Growth Association. He the boat, Le hid, knowing they had of his customers are bilingual, mainly strategies that will best suit their is also the founder of The Giving orders to shoot anyone trying to leave Spanish- and Vietnamese-speaking. needs and goals. Glass Project and has served as the the country. Anh Le, CPA, has a full staff of His goal for clients is simple: Give head coach of the girls tennis team at Today, now a proud United States bilingual professionals with advanced them independent advice to help Marquette Catholic High School. citizen, Le is the owner of Anh Le, degrees to serve the growing diversi- them obtain wealth, distribute in- “I believe the business community CPA, an accounting, tax and wealth fied population in the bistate area. come and create a lasting estate plan in Southern Illinois has great op- management firm he began 10 years Le has no regrets about risking his strategy. portunities for growth in our area,” ago. The company has five South- life 34 years ago to escape Vietnam “I want to engage clients and Claywell said. “The people here have ern Illinois offices and just recently and come to America. He’s thrived prospects in my process and approach an entrepreneurial spirit and have opened a new location on the Mis- here, and he’s working to help other towards wealth creation and accumu- wonderful resources within Metro souri side. businesses become successful as well. lation,” Claywell said. “I want clients East to utilize.” “I love working and helping small “I make sure I give back to the com- to have a clear vision on what the and midsized businesses grow their munity whenever I can,” said Le, who plan is and how we can achieve it. I companies,” Le said. “These owners can be found on Veterans Day hang- wear all of the hats in their business- ing American flags around Fairview es. They want to focus on what they Heights and provides pro bono tax do best. There are 74,000 pages of tax services to seniors who cannot afford code. How can a business owner un- them. “I will always show my love derstand all of that and still focus on for this country. When I came here, what they do best? Our job is to help people embraced me. I’m forever these owners focus on their businesses thankful for that.” Josh Lowe Victor Muzquiz West & Co. LLC BNI Mid America Joshua Lowe has been a partner with West & Co. LLC since 2010. The company Victor Muzquiz is the executive director at BNI Mid America began in 1968 as a single office in Effingham and has expanded to six offices in Cham- for St. Louis, St. Charles and Southern Illinois. In this role, paign, Edwardsville, Effingham, Greenville, Mattoon and Sullivan, Illinois, serving Muzquiz is responsible for chapter growth and new chapter clients ranging from individuals to large closely held corporations. development. He is also the founder and CEO of Aztec Inter- national Consulting, a provider of network marketing consult- ing services for business professionals and companies in the Midwest. WWW.SBMON.COM ST. LOUIS SMALL BUSINESS MONTHLY / DECEMBER 2018 23 SPECIAL ADVERTISING SECTION Small ST. LOUIS Business SBM Monthly presents BUSINESS SPOTLIGHTS Pages 24-27 24 ST. LOUIS SMALL BUSINESS MONTHLY / DECEMBER 2018 WWW.SBMON.COM CEdge Software Consultants Builds A Clear Foundation of Success Edge Software Consultants was founded in August 2004 as an innovative IT a K-12 GIS awareness program http://trajectorymagazine.com/strengthening-st-louis- consulting firm offering IT solutions to government entities, as well as to com- workforce. mercial enterprises throughout the United States. CEdge Software combines C Based upon the foundation that has been created and CEdge’s sincere desire to not knowledge, experience and professionalism to only grow its capabilities but contribute to offer a variety of solutions to meet customer the St Louis ecosystem they will achieve their IT needs. 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Drawing upon years of collective business, Information Security and network engineering expertise, CEdge devises comprehensive enterprise Information Security strategies to protect you and your business. In a market full of similar competition, CEdge offers something different. CEdge is focused on building solu- 6/*26& tions that are based on open source technologies offering a significant ROI to its clients. These solutions encompass the full spectrum of IT "1130"$) services, including highly classified operating environments, data analyt- ics solutions, cyber security solutions and enterprise architectures (both 8*//*/(3&46-54 macro and micro solutions). Whether you’re looking for a company with expedited acquisition capabilities, low cost solutions, a culture of innovation and interoperability, or overall integrity—we’re here to help you seize opportunities and propel your organization forward in pursuit of the cutting edge. CEdge Software Consultants CEdge believes that it has a responsibility to not only grow its capabili- ties and increase revenue, but to actively contribute to the community’s CEO Sekhar Prabhakar success. Many small businesses strive to do the first part but sometimes lose focus on their corporate responsibility to the community at large. *OBNBSLFUGVMMPGTBNFOFTT $&EHF This recognition of their responsibility plus CEdge’s concerted focus on PGGFSTTPNFUIJOHEJGGFSFOU8IFUIFS its employees’ growth makes it a very unique organization to do business ZPVSFMPPLJOHGPSBDPNQBOZXJUI with. CEdge helps other small businesses and have included them as a FYQFEJUFEBDRVJTJUJPODBQBCJMJUJFT MPX subcontractor on their opportunities. CEdge recognizes that he has a DPTUTPMVUJPOT BDVMUVSF responsibility to the various communities in which CEdge operates and PGJOOPWBUJPOBOEJOUFSPQFSBCJMJUZ PS examples include: PWFSBMMJOUFHSJUZXFSFIFSFUPIFMQZPV 1. CEdge’s CEO actively advocates for the City of Creve Coeur as the TFJ[FPQQPSUVOJUJFT UPLFFQZPVPOUIF Chair for the Economic Development Council for the city. DVUUJOHFEHFPGUFDIOPMPHZ BOEUP 2. CEdge senior leaders continue to invest their time in promoting QSPQFMZPVSPSHBOJ[BUJPOGPSXBSEJO STEM by sponsoring entrepreneurial events at the St. Louis Priory QVSTVJUPGUIFDVUUJOHFEHF School and works closely with UMSL students with internships. CEdge is also leading the 2018 AFCEA Midwest Cyber Symposium for the third time to raise funds for STEM scholarships. 655 Craig Rd., #220 3. CEdge senior leaders participate on panels for cyber security, Big St. Louis, MO 63141 Data and Predictive analytics, and Business Intelligence to share ideas to 314.254.7551 help local students pursuing a career in BI. [email protected] 4. CEdge CEO’s passion for the St. Louis Entrepreneurial ecosystem is evidenced by his mentorship of regional startup companies for more than ten years. His passion in this field helped him to become part of www.cedgecorp.com 314.254.7551 the NGA steering committee in Oct 2017 and now is currently leading WWW.SBMON.COM ST. LOUIS SMALL BUSINESS MONTHLY / DECEMBER 2018 25 Taking The Frustration Out Of The Hiring Process Snelling Staffing Services Helps Companies Succeed When It Comes To Staffing uring his previous career in corporate finance, Chuck Vogel would often utilize talk about the labor shortage today and I agree that it does exist, but it is not as chal- outside staffing companies and recruiting firms to help his employers find lenging if you are connecting with people every day and hitting your goals every week. Dqualified temporary and permanent employees. When the opportunity arose to It’s like looking for a needle in a haystack, but each day you are taking big pieces of take over Snelling Staffing Services in June of 2017, Vogel was able to take the things that haystack away. I also want to be realistic, this model works well within our five he liked about working with these firms and discard the rest in order to develop the core areas. I can’t speak to the time it takes to find an architect or an engineer!” best experience for his clients. Vogel is excited about the industry and the impact Snelling can have on its clients’ “This is a highly competitive industry with over 200 firms in the metro area com- businesses. Even though there are a lot of computer-driven websites helping business- peting for much of the same business. With that amount of competition, distinguish- es with recruiting, Snelling’s “people-driven” approach is invaluable. “We use many ing yourself from that pool creates quite a challenge. One of the ways we do this is by of those tools as well, but none of those tools have figured out the human factor,” he being very particular about who we bring in to interview for the positions we special- said. “You can have the best screening questions and filter the most resume keywords, ize in.” but it doesn’t mean the candidate is going to answer those questions truthfully. And This Snelling office, which has been in business for over 30 years, provides Tempo- just because something is on a resume doesn’t always mean it is accurate. The same rary and Temp-to-Hire staffing, as well as Direct Hire/Search services. The company holds true for the opposite; you may screen out the perfect candidate because they are focuses on five core areas: missing a key phrase on their resume. It is critical to be face-to-face with a candidate -Customer Service, Administrative, Clerical, Accounting and Finance and have a conversation. It is something we believe in and the foundation of our -Light Industrial, Manufacturing, Warehouse and Skilled Labor process.” -Food Service and Hospitality -Child Day Care -In-Home/Senior Care Vogel recalls a recent interaction with a prospective client where they had asked how long it would take before they could have four to five people start. This prospect was looking for labor that fit within their core areas, and he responded with complete confidence in his recruiters, “give us a Snelling Staffing day or two and we will send you the list of people we have ready to go.” He goes on to SUCCESSFUL STAFFING Service Options say that while this prospect had not used staffing services in the past, she asked how STARTS WITH SNELLING! DIRECT-HIRE/SEARCH Snelling could do that as she had been Free up your internal resources and recruiting for months with little success. leave the search to Snelling. Snel- “First, you have to post the job and wait for ling has the knowledge, resources people to apply,” Vogel said. “Then, you and expertise to identify the best-fit review applications and resumes, maybe candidates for your company. a phone screen, schedule an interview, complete the interview (if they show up), TEMPORARY-TO-HIRE etc., all at the same time you are trying to STAFFING run your business. This IS our business. If WE SPECIALIZE IN STAFFING THE FOLLOWING POSITIONS: Snelling actively recruits candidates you are looking for people that fit within who are seeking direct hire posi- our core areas, we most often can have the ADMINISTRATIVE CUSTOMER SERVICE WAREHOUSE & people you need within a couple of days.” tions. When it’s time to expand ACCOUNTING & SENIOR CARE MANUFACTURING your workforce, Snelling makes it He goes on to say that the circumstances CLERICAL CHILD DAYCARE ...and so much more! easy to evaluate promising candi- to having people ready to work changes dates in a temporary capacity before with the client, their hiring process, among making a final hiring decision. many other things. “Those companies that are looking for unique skill sets or past Our approach and differen�ators: TEMPORARY STAFFING experiences can definitely take longer to Targeted recrui�ng in dis�nct areas surrounding your business Whether you need one person or find the right person. If the client wants to In-person interviewing followed by a thorough screening process an entire team of star performers, be heavily involved in the search and hir- ing process, you certainly can do that. We Excep�onal customer service with a commitment to your success additional manpower at one loca- allow companies the ability to find great Na�onwide resources with the knowledge and focus of local ownership tion or multiple locations in sev- employees and focus their time on building eral states, Snelling can locate the great businesses.” candidates who can hit the ground Because recruiting IS their business, CALL NOW TO SEE HOW WE CAN HELP YOUR BUSINESS! running. We can even manage your Snelling has access to the top talent in the flexible staffing plan to save you area. “Our recruiters have high goals on the 1154 N. Warson Road, St. Louis, MO 63132 time and money. number of people they need to talk to on Phone: 314-993-7800 │ www.SnellingSTL.com a daily basis,” Vogel said. “There is a lot of 26 ST. LOUIS SMALL BUSINESS MONTHLY / DECEMBER 2018 WWW.SBMON.COM Training, Expertise Helps Woods Basement Systems WOW Customers n May 1986, Rick Woods and his business partner started a small business in Collinsville, IL. Today that small business has grown to a team of over 90 employees solving homeown- Iers’ problems throughout the bi-state region. At the very beginning, the partners would do one repair a week, sometimes two. “After Rick sold a job, his wife Anna Lee and son Wayne, would help Rick with installing the repair work,” says Dave Thompson, the compa- BASEMENT FINISHING ROCKWELL EGRESS WINDOW ny’s marketing director. “Now with 22 trucks and crews helping more than 30 homeowners every week their company has grown& into a multi-million dollar company.” Free Estimates Rick Woods took the time for hands-on training within his team. This helped Woods to develop an industry-leading company that always provides WOW! service its customers, co-workers and community. “First we do what is right and remember that we are serving BASEMENT FINISHING ROCKWELL EGRESS WINDOW a homeowner – not just repairing a home,” says Thompson. “That’s at the heart of the training. Second,Tech we Electronics do all the workThank thatpartners is required you with and neverfor Brocade quit voting until the homeowner’s us expectations are exceeded.” From basementto waterproofingprovide Small to basement Businesses finishing and with basement the foundation repairs BESTfor bowing IN in walls VALUE! and settling basement and crawlspace foundations, the Woods team has BASEMENT WATERPROOFING FOUNDATION REPAIR done over 45,000 installations. Woods Base- ment Systems does so much for the basements Visit the Tech Electronicsin &homes Brocade it coined Booththe phrase, “All Things Thank you for voting us Basementy™”, as part of the worldwideth dealer at the St. Louis Small Businessnetwork, Expo Basement on AprilSystems 8out of Seymour to see how together weConnecticut. can advance “As a top 10% dealer, the repairs BEST800-388-9326 IN VALUE! performedBASEMENT by Woods FINISHING Basement SystemsROCKWELL are EGRESS WINDOW WHY YOUyour SHOULD business’s FOCUS cri ONtialsocal THE backed mission. STRATEGIES by the National DealerTHAT Warranty,” WoodsBasementSystems.com BASEMENT WATERPROOFING FOUNDATION REPAIR MAKE YOU SUCCESSFUL EVERYsays Thompson.QUARTER. For more information on what Woods can do for your basement, call 314.965.1980 or Thank you forwww.techelectronics.com voting us visit WoodsBasementSystems.com. BESTSt. IN Louis, VALUE! Missouri | 314.645.6200 The 800-388-9326Book Professor Helps Aspiring BASEMENT WATERPROOFING FOUNDATION REPAIR Defined Benefit AuthorsWoodsBasementSystems.com Write Non ction Books Establish Yourself As An Expert, Increase 800-388-9326 Plans for Small Credibility and Attract A Following WoodsBasementSystems.com One-Stop RetirementBusinesses Planning he challenge: You’re an expert in your t may sound like an oxymoron, but field, and your unique Pension and Retirement Services, cookie cutter approach to plan design. rienced enough to strike the delicate T defined benefit plans actually do knowledge and skills can Inc. (“PARS”) provides retirement “We make certain each client is aware balancesometimes between make reasonable sense for fees the and small have a significant impact businessI owner. 401(k) plans allow for plan services to businesses with up to of all plan design options. The effi- appropriate services. on others. But how can you 1,000 employees. Since its founding cient use of resources is a fundamental a max annual contribution of $62,000 utilize those capabilities to Above(indexed all forelse, 2019) PARS for putsan owner an em- who is in 1998, PARS has been a one-stop of successful plan design.” directly help others? retirement plan provider. President phasisat least on ageclient 50. service. This may “Through be insufficient for a business owner looking to retire and Founder, Dave Bruder explains, Now more the ever, plan trustees and the years, providing excellent services The solution: Write a book. fiduciaries are under close scrutiny. combinedin the next with few below years. average A defined prices benefit “We are specialists at handling the full plan could allow for much higher annual Nancy Erickson founded range of retirement planning services, Examples abound of plan trustees hascontributions. been our hallmark,” states Bruder. The Book Professor® in from administration to employee edu- being sued for breaching their duty to To start a retirement plan or improve 2012 as an extension of cation, from consulting to investment plan participants. PARS takes great an existingCould this one, be pleaseright for contact you? Important PARS Stonebrook Publishing, a services.” care to explain the role plan fiduciaries today!considerations Dave Bruder are: age,may income, be reached ability hybrid press, to help busi- play in protecting the best interests of at [email protected] commit to contributions orfor at at (314) least ness professionals become Bruder is clear on the role PARS their employees. PARS helps trustees 966-0406.a few years, and how many employ- ees you have. The ideal candidate is a authors of high-impact non- plays, “We have two objectives. First, differentiate between fees and ser- Dave Bruder fiction books. “These books we help plan trustees understand and business owner with consistently high Dave Bruder vices. Fees are only appropriate when income, five to ten years until retire- establish business profession- fulfill their fiduciary duty to plan par- combined with appropriate services. ment age (planning to retire around age als as experts in their field, ticipants. Second, we help employees Pensionment and plan. Retirement You may want toServices discuss your In many instances low fees means 62-65), a small and younger workforce, intentions with your CPA and us to decide increasing their credibility realize their unique retirement goals.” basic services such as employee and no ownership in other companies10805 Sunseton the best Office strategy. Drive, Suite 403 and attracting a following,” (or you may get stuck including those To meet those objectives, PARS views education, audit support or investment St. Louis, MO 63127 says Erickson. each client uniquely, it does not use a analysis are excluded. PARS is expe- employees). Pension and Retirement Services, Inc. 314.966.0406(“PARS”) provides www.pars401k.com retirement plan Six years later, The Book The premise of a defined benefit plan services to businesses with up to 1,000 Professor also supports is to fund a person’s retirement over the employees. Since its founding in 1998, business owners and professionals as a one-stop shop for writing, publishing, amount of time they have left to work. PARS has been a one-stop retirement plan marketing and repurposing book content into other revenue-producing prod- WWW.SBMON.COM An older business owner with fewerST. LOUIS SMALL BUSINESS MONTHLY / APRIL 2015 21 provider. President and Founder, Dave ucts, such as seminars, workshops, and online courses. “We have a step-by-step funding years will be able to make Bruder explains, “We are specialists at process that takes you from your initial idea to writing, editing, publishing, larger contributions toward that goal. A handling the full range of retirement plan younger person with many years until services; compliance, consulting, employ- marketing, and repurposing your book content,” says Erickson. retirement will require a smaller contri- ee education, investments and fiduciary Continuing to expand, in 2019, The Book Professor is launching a division bution. services.” called Small Byte Books, specifically designed for speakers and consultants to get a 50 to 70 page expertise book on the market in 90 days. “Deeply embed- It’s important to review your entire fi- To start a retirement plan or improve nancial picture for this type of financial an existing one, please contact PARS ded in the publishing industry, we have the knowledge and experience to help planning. There are actuarial calcula- today! Dave Bruder may be reached you write and publish a book that will establish you as an expert in your field, tions required and other fees involved in at [email protected] or at (314) increase your credibility, and attract a following,” says Erickson. setting up and administering a retire- 966-0406. Whether seeking the comprehensive services that cover the full gamut of the writing and publishing process or a partnership to help you write, publish, mar- ket, and repurpose your book material into other products, The Book Professor is the company to help you meet your goals. DaveBruderNamedto2017PLANADVISERTop100RetirementPlanAdvisers Pension and RetirementPensionandRetirement ServicesServices,Inc.(“PARS”)providesretirementplanservicestobusinesseshttps://thebookprofessor.comwithup 10805 Sunset Office Drive, Suiteto1,000 employees.403, St.Since Louis,itsfounding MOin1998, 63127PARShasbeenaoneͲstopretirementplanprovider. President and Founder, Dave Bruder explains, “We are specialists at handling the full range of 314.966.0406 retirementwww.pars401k.com plan services; compliance, consulting, employee education, investments and fiduciary services.” Dave Bruder is named to the 2017 PLANADVISER Top 100 Retirement Plan Advisers List.The PLANADVISERTop100RetirementPlanAdvisersisanannuallistingofadviserindividualsandteamsthat standoutintheindustryintermsofaseriesofquantitativemeasures.Theseincludethedollarvalueof WWW.SBMON.COM qualified plan assets under administration (AUA), as well as the number of plans under advisement.ST. LOUIS SMALL BUSINESS MONTHLY / DECEMBER 2018 27 DavewasrecognizedintheIndividualsegmentbasedonhisplanclientbaseof110plansormoreunder advisement. The 2017 PLANADVISER Top 100 Retirement Plan Advisers list is available online http://www.planadviser.com/Top100/#!/2017/ListͲByͲCategory.ItwasprintedintheJanuary–February issueofPLANADVISERmagazine,andtheadvisersnamedtothelistwillalsobehonoredattheannual PLANSPONSOR/PLANADVISERAwardsforExcellencedinneron March30. PARSopenedaChicagooffice.MikeSullivanjoinedPARStoexpandadvisoryandconsultingoperations intotheupperMidwest.MikewaspreviouslywithOneAmericaasregionalsalesdirectorsince2014, and prior to that, held roles with Prudential and MassMutual.Mike was nominated as a National AssociationofPlanAdvisorsTop100Wholesalerin2016. Tostartaretirementplanorimproveanexistingone,pleasecontactPARStoday!DaveBrudermaybe reachedat[email protected]orat(314)966Ͳ0406. CharacterCount:1562 PreviousArticle:1558 SMART BUSINESS BY RICHARD AVDOIAN It Can Be Lonely at the Top — Does It Have To Be? s we enter the final weeks before ity, knowledge or resources to complete employee and customer engagement will These customers will feel appreciated, the end of the year, business own- them, they will eventually get frustrated create a “we” culture. By taking the time, and their input can prove to be extremely Aers are busy trying to end the year and discouraged, and in time you will as being receptive and actually listening, you beneficial when you are planning 2019 on a positive note. well. Spend time with might hear some great goals. It may also strengthen customer It is also the time to begin reviewing the entire team to innovative ideas, wit- loyalty and excite them to speak highly of whether they met, exceeded or fell short share your vision and Either saddle ness some employees and spread the word about the company, of goals set for 2018. Time to determine provide opportunities it all alone or exposing unknown possibly leading to new customers. whether good decisions were made, for the employees to skills and talents, and These examples of communicating are evaluate leadership and employee perfor- learn. You will benefit ask and involve identify your own per- all based on listening. Truly effective lead- mances, and identify areas and procedures from hearing their sonal learning needs. ers are always open to candid feedback, that failed to produce positive productive concerns, needs and your employees Let’s face it: They are know what they know and don’t know, results. suggestions that can and customers. the ones actually in and have mastered listening. The good news is you do not have to do be incorporated into the trenches doing all So, the decision is yours: Either saddle this alone. It doesn’t have to rest entirely the 2019 goals and the work. it all alone or ask and involve your em- on your shoulders. In fact, there are sev- enhance productivity Talk to your identi- ployees and customers. n eral reasons you shouldn’t. Involving and and profitability. fied customers and ask: listening to both your employees and your n Do they understand the value of n Are our products and services still Richard Avdoian is president/CEO of the Mid- customers can provide great insight and their role to complete critical tasks? If relative and desired? You may learn the west Business Institute Inc., a business consulting positive ideas. they do not feel or witness your motiva- company is wasting time, money and and training firm. For information about training It is as simple as asking employees: tion and devotion to the business, they resources on items that are no longer and seminars, contact Richard at 618-972-8588 n Do they have the skills, equipment, will likely not be actively engaged. Em- desired or are outdated. or [email protected]. information and resources to meet the ployees’ motivation feeds off the motiva- n Are there products and services you assigned tasks? When tasks are assigned tion of the leaders and owners. Asking need that we are not providing? This may to employees and they lack the capabil- for feedback and suggestions to enhance lead to creating additional revenue. . IS YOUR BUSINESS READY FOR THE NEW 2019 TAX CHANGES? Call us. We can help! Serving the St. Louis area for over 25 years 314.966.2727 stcpa.com 28 ST. LOUIS SMALL BUSINESS MONTHLY / DECEMBER 2018 WWW.SBMON.COM LEGAL MATTERS LEADER ACCELERATION BY KATRINA SMELTZER BY KATHY COOPERMAN The Benefits of Limitation The Leader’s Role of Liability Clauses in Sparking Creativity ow do you view creative thinking workings of how things get done behind imitation of liability clauses are not This is why such clauses often limit the in your workplace? As a leader, do the scenes. favored in the eyes of the law, but potential liability to the cost of the ser- Hyou encourage fresh, new ideas, or Culture Assessment Lthey are often upheld by the courts. vices rendered or to certain categories of do you tend to gravitate toward the tried I’ve learned that few organizations stop To be effective, it is important the clause damages. Attempting to limit the liability and true? to assess their cultures. The cost of ignor- be reasonable and specific. An enforce- to zero is frowned upon and is likely not It depends, right? Many factors will influ- ing a toxic culture is disastrous in terms able limitation of liability clause may reasonable. ence what end of the continuum we most of turnover, morale and profitability. drastically limit the potential liability of Next, the language of the limitation value: Customer care suffers as a result. the professional. of liability clause must be specific. Often n Industry Where do you begin to measure your Professionals use contracts on a regular times, professionals contract with par- n Safety/security organization’s culture? basis to secure payment and to define ties that are less sophisticated business n Economic conditions Finding a valid and reliable assessment their scope of services. That very same people. Because of this, it is important n Past success or failure tool is the first step. I prefer an assess- contract can also be used to protect the that the language of the clause be clear, n Personality ment tool called LEA Culture Survey professional from costly litigation. Limi- specific, readily identifiable, and easily n Organization culture from MRG. The result of the assessment tation of liability clauses are provisions understood. n … and more is a report that paints a clear picture of built into a contract that limit the servic- Finally, as with any written contract, FYI for Insight states: “The skill level “what it’s like to work here.”Leaders ing party’s exposure to damages. make sure your client reviews and signs it for most people in Creating the New and shape the culture of their organizations. For example, consider a residential before you perform any services. Different is low when compared to other They determine what gets noticed, home inspector who charges $500 to in- The law varies not only state by state characteristics.” rewarded — and in many cases what gets spect a home for a buyer. The buyer later but sometimes profession to profession. Your leadership role provides a plat- ignored or even punished. sues the inspector alleging negligence for For this reason, it is imperative you seek form for either welcoming new ideas con- I facilitate the culture assessment process failing to discover an alleged defect in the advice of an attorney when drafting sistently or squelching them at the first using the following 10 steps: the home. If the home inspector has a your limitation of liability clause to make mention of shaking up the status quo. 1. Identify a sponsor and/or culture limitation of liability clause in the inspec- sure it will be effective for your profes- Toxic Cultures project team. tion contract limiting recovery for negli- sion and in your state.n What exactly is a toxic culture? Based 2. Identify critical leadership practices gence to the return of the inspection fee, on my research and experience working for achieving the mission of your organi- the claim may end there. A limitation of This article was co-authoried by Katrina with employees, professionals, execu- zation. liability clause may effectively limit the Smeltzer and Mike Rudd tives and teams of all specialties, a toxic 3. Select the best culture assessment damages the home inspector would be culture might include: (online preferred). liable for to the amount of the inspec- With nearly a decade of experience in busi- n Punitive, old-school leadership. 4. Communicate to everyone what’s tion fee. Because the buyer only stands ness litigation, Katrina Smeltzer focuses her n Employees frequently criticized but coming and how they’ll be involved. to gain $500 if successful, a lawsuit may legal work on matters involving: Insurance rarely recognized/rewarded. 5. Administer the online culture assess- likely never be filed. coverage analysis and litigation, Bad faith n Strong factions/cliques causing ment (promise anonymity). Courts in Missouri, Kansas, and Il- litigation, infighting. 6. Preview results with culture project linois will generally enforce a limitation Non-medical professional liability litigation. n An intimidating environment (scream- team/sponsor. of liability clause. However, not every Katrina also has significant experience in ing, yelling, profanity, throwing things). 7. Plan rollout of results to all; hold clause that seeks to limit the liability of appellate matters and has represented compa- n Ineffective leadership skills at the group feedback sessions. the professional will be upheld. Consider nies ranging from large insurance providers to highest levels. 8. Explain next steps and form action the following general principles: small engineering firms. To contact Katrina n Unclear vision and performance teams. First, do not be greedy. It is important call 816-627-5542 or ksmeltzer@sandberg- expectations. 9. Close the gaps to reach top workplace the limitation of liability be reasonable. phoenix.com. n Hoarded information and communi- benchmarks. cation that is not shared with employees. 10. Re-survey in 12 to 18 months. n Unfair or nonexistent performance Invest in your most valuable resource: reviews. your people. Rather than guess at what n A low-trust environment. it’s like to work in your organization, . n Power struggles (double standard for measure it. Help shape the culture that THE SOURCE FOR BUSINESS OWNERS management, unfair treatment of employ- helps you achieve your mission. n ees). The Largest B2B Trade Show in Missouri ST. LOUIS Small ATTEND Small ATTEND Business MISSOURI’S St. Louis’ Best Credit Unions MISSOURI’S LARGEST Subscribe To Small LARGEST B2B TRADE Business B2B TRADE SBMMonthly SHOW ST. LOUIS How to Emotionally Handle Firing Monthly Close Employees Business SHOW STLOUISBUSINESSEXPO.COMLEARN MORE: I’ve observed cultures firsthand Kathy Cooperman, an executive coach and ST. LOUIS MORE: STLOUISBUSINESSEXPO.COMLEARN MORE: NESSE XP Monthly O.COM SBM MARCH 2010 The Source for Business Owners SBM. SBM JANUARY 2010 The Source for Business Owners Get to Know St. Louis’ Top Attorneys Are You Committing One of the The Area’s Best Customer Service Firms Subscribe To SBM. through my consulting and executive leadership expert, is the president and founder 5 Deadly Sins Of Banking? 10 Business Diversity Superheroes St. Louis’ Best Places to You Need to Meet Only $21.50 Hold a Meeting Play the Social Media Game to Get Sales coaching. I’ve conducted 360 leader of KC Leadership Consulting LLC. For more Got the Guts to A Year Seth Burgett president of Yurtopia, Only $21.50 Per Year The one of St. Louis’ most innovative, exciting SUCCESS companies Raise Your Price? FACTOR: What Old Boys’ Club? http://store. assessments, including verbal interviews information, contact her at kathy@kathycoop- Find Out Who’s Got It This Year St. Louis’ Top Women Business Owners Mike Shannahan, president of Cynergy Ergonomics, had the http://store.sbmon.com confidence to take a sbmon.com with bosses, peers and direct reports. erman.com, www.kathycooperman.com long-term approach to his business and pricing strategy. Learn how he did it. The Source for Business Owners FEBRUARY 2010 I’ve also conducted culture assessments or 720.542.3324. Get the best of St. Louis’ entrepreneurial and gained an in-depth look at the inner insight delivered directly to your desk. WWW.SBMON.COM ST. LOUIS SMALL BUSINESS MONTHLY / DECEMBER 2018 29 1 year ($21.50) 2 years ($35.50) 3 years ($45.50) Name ______Title ______Company ______Address ______City, ST, Zip ______Phone ______e-mail ______ My check payable to St. Louis Small Business Inc. is enclosed Charge my credit card: Visa Mastercard Discover AMEX Account# ______Exp. ______Signature ______ Mail to: 2451 Executive Dr., Suite 109, St. Charles, MO 63303 www.sbmon.com | 314.569.0076 THE EXTRAORDINARY WORKPLACE VALUE PROPOSITION BY JUDY RYAN BY DAVE DRISCOLL Activating Super Powers Take an Objective Look at “I AM a sacred cocoon, a place to dismantle what no longer serves, and allow new, bright, and free possibilities to emerge. I am safe, supported and healed into the best version of myself and What Your Business is Worth available to provide the same for others.” DON’T BE FOOLED BY YOUR DISTORTED PERSPECTIVE — Judy Ryan, CEO s an owner who has built and business added up to mistake after mis- grown your business, you know it take… I learned my lesson. hy activate? Intentional action the growth and gifts within each, and set inside out — the good and the bad But I was not alone in my delusions; is required to unearth the up false identification with mediocrity, A — so you should know better than anyone since then, my years as a business broker Wmagnificent gifts in people at internal and external conflict, and failure. else what your business is worth, right? have shown me that nearly every business work, home and in the community. Effort Much like Superman needed the sun to Unfortunately, no. owner has an inflated belief about his/her should not be necessary, but it IS because regenerate his powers, so too people need Your years of working hard, solving prob- company’s value. It’s only natural — you’ve many suffer the negative side effects of our encouraging conditions and conversations lems, overcoming challenges and being re- spent countless hours nurturing the busi- civilization process and outdated human to keep them in high performing states of sponsible to your customers and employees ness and risked everything to support it. systems we have promoted for centuries being. have given you an intimate knowledge of It’s your baby! All your time, energy and without challenge. Such systems keep a What activates super powers in you and intense pride in your company. Simply sacrifice must be worth a lot. great proportion of people dysfunctional and those you lead? put, your perspective is skewed because it’s But unfortunately, that’s not how busi- and shut down; ensuring they miss out on 1. Believe all people are and want to be impossible for you to be objective about ness value works. The value of any business adventures and contributions they would great; that if they’re not acting great, they your business’s value. is determined by existing market condi- otherwise create and enjoy. are discouraged This is not a criticism; I certainly under- tions including current economic condi- What super powers? Many of you look 2. Create conditions for four core needs; stand this phenomenon firsthand. tions, expectations about the industry’s and see masses of people who appear to feel empowered, lovable, connected I owned and operated my own company future, sale prices of similar businesses, mediocre or worse, harmful. You might and contributing for many years. When I was in my mid-for- owner dependence and how the business falsely conclude that those with super 3. Add human systems that increase, and ties, a publicly held competitor approached fits into a buyer’s strategic plan. In the powers are the rare exception rather than dismantle those that diminish the four me with an interest in buying my company end, business value comes down to how the rule. You may come to believe a finite core needs above as part of its national expansion strategy. much a buyer is realistically willing to pay number of high performing; high achiev- 4. Educate all people in cognizance of, They were pursuing my company! I just based on the anticipated return on invest- knew this was my opportunity to sell my ing people are hard to find and impossible and skill in, emotional and social intel- ment. business for big bucks. I felt like the king Regardless of when you plan to sell your to replicate. Nothing could be further ligence of the hill, the belle of the ball! During the business, you need a firm grasp on the from the truth. You have a treasure trove 5. Reduce and eliminate extrinsic motiva- next few months, they toured my company actual value of your business. An indepen- before you, but do not realize how to tion and develop intrinsic motivation and I met with their top executives to dent market valuation of your business is activate present potentialities so needed instead discuss potential synergies. fundamental for planning your future. The today. 6. Adopt eight values that build trust and I was on top of the world, and I was only way to determine whether you will Our dilemma. Most people have been make trustworthiness and values founda- determined not to leave a single penny eventually be able to support your Life Be- unplugged from the very information, tional on the table. After all, they were chasing yond Business is to add the value of your practices and support needed to ensure 7. Mentor and coach one another month- me, so I had the upper hand. I planned to personal assets to an independent valua- they awaken into alignment with their ly on improving relationships, productiv- start high and negotiate to a sale price that tion of the after-tax value of your business. true vocation, gracefully partner with oth- ity and engagement reflected the importance of my company to If you can live out your dreams on the ers, and recognize and use their unique 8. Develop strong, confident leader and their strategic plan. I would finally cash in amount you can (realistically) expect to gifts and talents. I see this in my client follower skills both, in every person of all on the long hours, the financial risks and realize from the sale of your business sites – before and after – problems and ages, simultaneously the management headaches I’d endured. combined with your other investments, solutions. I see it in dire statistics reflect- 9. Redirect negative behavior without I made many mistakes in that negotia- congratulations! If not, take steps today, ing too many uninterrupted struggles punishment, bribing or permissiveness tion, but the biggest was that I allowed my preferably years before your transition, to within and between people that diminish 10. Teach people to revere and manage emotional attachment to my company to increase your business value and reduce genius. I also see what is possible with a personal power and use it in service to a blind me regarding the actual market value the taxes you will owe on the sale. Be healthy human system overhaul. I’ve seen loving purpose of the business. I had no realistic idea of sure to consult your tax accountant for recidivism rates drop in prisons from 65% Don’t settle. Activate all super powers what my company was worth. I estimated considerations specific to your corporate to 4%, workplace disengagement rates available and needed. Call me…I’m here my business value based on similar deals structure (C corp vs. S corp can make a sig- from 60% and 70% drop to single digits, to help. n within my industry, but none were in the nificant impact). Knowledge gives you the and trust gaps that are all but eliminated. St. Louis region. I thought I was a pretty power to increase your business value! n good negotiator and decided that starting I urge you to examine cause and effect Judy Ryan ([email protected]), hu- Dave Driscoll is president of Metro Business high was a smart strategy. Advisors, a business brokerage, valuation and relationships on all such outcomes. man systems specialist, is owner of LifeWork I was wrong. I started the negotiation succession/exit planning firm helping owners Who, me? Too often people are operat- Systems. Join her in her mission to create a with an unrealistically high price, and the of companies with revenue up to $20 million ing in conditions that create a state of in- world in which all people love their lives. She conversation stopped abruptly. I missed sell their most valuable asset. Reach Dave at feriority complex; unworthy feelings born can also be reached at 314-239-4727. an opportunity to sell for a very nice price. [email protected] or 314- of limiting beliefs that inadvertently retard My ego, emotions, biased perspective and 303-5600. For more information, visit www. lack of knowledge of the real value of my MetroBusinessAdvisors.com. 30 ST. LOUIS SMALL BUSINESS MONTHLY / DECEMBER 2018 WWW.SBMON.COM TIME WITH THE BOSS Wendy Sullivan Easterseals Midwest Website: http://www.easterseals.com/midwest/ Industry: nonprofit organization Education: Fontbonne University, spe- How do you try to differentiate your cial education and teaching business from others in your industry? Family: I live in the Shaw neighborhood We take risks to introduce new services with my husband. We have six grown and programming for the communities children and five grandchildren. we serve. What is your mission? What’s the hottest trend in your Easterseals Midwest is a nonprofit industry, and are you going to jump on organization changing the way the world board? defines and views disability by making The hottest trends for nonprofits are profound, positive differences in people’s joint ventures, consolidation, mergers lives every day. The organization employs and collaboration. The business of man- 1,700 employees delivering services aging any nonprofit is becoming more to nearly 5,000 individuals statewide complex. We’ve tried each of these trends through four divisions: autism services, and have had positive, lasting results. community living services, early child- hood services and employment services. What’s the hardest part of your job? The hardest part of my job is witnessing What was your first job? people with developmental disabilities I was a teacher’s assistant for the Special not treated well. It’s heartbreaking. School District of St. Louis County. What’s the best part? What was your worst job? The best part of my job is to see the I’ve never had a bad or a worst job. What difference we’ve made over the decades I consider the worst part of any job is through our advocacy work in Jefferson staying behind a desk all day and not be- City and the impact we’ve made for our ing able to move around to interact with clients, their families and caregivers in your team members and clients. I’m too the communities we serve throughout active to sit all day! Missouri. What led you to your industry? What best advice would you share with My parents raised us to make a differ- new entrepreneurs? ence in our community. While in high Surround yourself with a team of com- school, I volunteered to work with chil- mitted individuals who are smarter than dren with developmental disabilities and you and care as much as you do. Also, immediately fell in love with it. you need to take risks. You will fail, and that is OK. If you aren’t failing, you What was the smartest thing your com- probably are playing it too safe. pany did in the past year? We created a leadership development What’s your favorite place in St. Louis? program for our senior team leaders Tower Grove Park. and have identified direct support team members who we can grow into future What book is on your nightstand? leaders for Easterseals. “The Gulf: The Making of an American Sea” by Jack E. Davis Who is your industry role model? My industry role models are my peers What do you like to do in your free who manage other Easterseals organiza- time? tions throughout the country. I love spending time with family. I also love to hike, visit parks, run and stay active. n WWW.SBMON.COM ST. LOUIS SMALL BUSINESS MONTHLY / DECEMBER 2018 31