THE GAB LAB // Financially Fierce Intel for Founders!

Vision, Execution, Culture, and Numbers = Success

Every industry has been impacted Covid. Trucking and transport is no exception. But imagine operating a business through a global pandemic while navigating the boom and bust—the speedbumps and oil slicks—of the oil patch.  

Looking to build your grit, determination, and resilience? #FinanciallyFierceFounders, Jason and Harley Newman (The Newman Bros) pave the path. From battling a shop fire, making a stand on improved safety standards, and facing down escalating labour and leasehold expenses, these guys will teach you how to lean into, learn from and leverage the lessons of the entrepreneurial journey. 

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Episode Timeline // 

[00:00] Introduction of the episode.

[01:40] Their journey of building their business.

[03:59] Working on the business, analyzing it, and making sound decisions.

[08:06] Their individual roles within the business.

[09:01] Importance of budgeting, knowing your numbers, and building company culture.

[16:40] Dealing with stress in business.

[19:20] Numbers becoming intuitive.

[21:43] Leadership at the time of crisis.     

[25:21] 4 things that can help you to get through a crisis in business.

[27:23] When are layoffs necessary?

[30:33] How to hire a right fit for your company.

[34:53] Strategy to buy new equipment. 

[41:26] Seeking advice from different experts. 

[44:45] We all struggle one way or another

[47:05] Golden piece of the episode. 

Founder’s Take //

Constantly analyzing business and making sound decisions  

Working on the business is not about being involved in day to day stuff of business. It’s about analyzing business - focusing on the bigger picture, seeing what’s going on within the business, seeing the holes and addressing them, and also allowing others to grow within the business - and making it better. It's about taking one portion of the business, improving it, and then moving on to the next portion. It’s the game of constantly analyzing business and making sound decisions based on analysis.

Being proactive in business instead of being reactive

Knowing your numbers tells you where you are going in business- whether you are losing or gaining- and based on that budgeting and making right decisions help you to be prepared and be proactive for any situation.

Sacrificing business for the sake of employees

A lot of people sacrifice the business for the sake of keeping employees and not offending or hurting their feelings, but if you won’t save the business first and make sure that the business survives, then at the end of the day nothing will survive, not even the employees. 

Having an advisory board

Every business owner should have a group of advisors so that they could turn to them to discuss their business and make sound decisions. When you have different experts to discuss your numbers and solve a particular problem then the results that come are astonishing. 

Mic Drop Moments //  

BOOM! There it is! I promised you intel to blow your mind and build your bottom line. 

Here are a few of my favorite mic drop moment's compliments of our

#FinanciallyFierceFounders 

There are 2 advantages of knowing your numbers in business. First, numbers move you where you need to go to avoid any sudden stress. Second, numbers allow you to be a better leader and have a better vision.

Right leadership, at the time of crisis, is all about dealing with the fears and emotions of your employees, providing them stability, and steering them in the right direction. By providing the right leadership you can get rid of any problem.

Building company culture is all about building rapport with your employees to avoid friction with them.  But a great company culture does not happen by magic; it starts with playing a strong leadership role.

When crises hit you, the formula to go to is {Vision + Execution + Culture + Number}. Know your numbers, have a vision, set a productive company culture, and make rational decisions based on your analysis and finally execute that decision.

Those were some of my favs. Drop me a comment below and let me know what landed with you!

The Bottom Line //

In the business world, little things matter a lot. Little things like ‘knowing your numbers’ have a huge impact on your business. Having that information is the most powerful way to take your business in the right direction. No matter what your business is, knowing your numbers means knowing your business.

Feeling Financially Fatigued? We've got your wake-up call!

Today, we're reaching out to you directly, Founders at all stages of business, to experience what it feels like to become Financially Fierce. To stop hiding from the numbers and instead… choose to OWN them!

We want to show you, based on YOUR numbers--not OURS, not only what’s possible when it comes to building your business, but what’s necessary; including how to pay back the Covid benefits your business received.

You have a 15-month runway to build a plan and get your debt paid.

LET'S DO THIS! 

About the Founders // Jason and Harley Newman, T Bar1 

#FinanciallyFierceFounder, Kendal Netmaker, is one of our country's leading entrepreneurs from Sweetgrass First Nation.  Founder of Neechie Gear and author of Driven to Succeed, Kendal's been named one of Canada's future business leaders by Canadian Business and Future 40 by CBC Saskatchewan, among others.

Despite numerous accolades, Kendal's success wasn't handed to him—he had to fight for it.  Growing up on the reserve, surrounded by poverty, his childhood wasn't an easy one.  Raised by a fierce, hard-working, single mother Kendal learned to make every penny count. However, reverberating throughout his home and community was the message, "life is difficult for people like us—we'll be struggling for a lifetime". This was the belief he grew up with until one exacting moment. changed his life forever. 

Kendal's genius is his ability to change the narrative and transform his trajectory.  If you're plagued by a story or a belief that's sabotaging your success, this is one story you'll want to listen to and learn from. 

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Episode Timeline // 

[00:00] Introduction of the episode

[01:40] Introduction of #FinanciallyFierceFounder, Kendal Netmaker

[05:37] Kendal’s early life and influence on his financials

[08:55] Mindset challenges and conditioning

[14:59] Learning about money management

[16:48] How Kendal changed his mindset

[20:45] Impact of Covid on Kendal’s business

[22:11] Importance of investing in education and how to choose where to invest 

[26:15] Kendal’s retail business and launching his speaking career

[26:58] Kendal's rationale for choosing 'speaking' as a vocation 

[28:43] Kendal’s monthly finances

[29:42] Retaining clients versus looking for new ones

[31:57] Automating and systemizing  business processes 

[33:03] Contact details 

[33:43] What  #FinanciallyFierce means to Kendal? 

Founder’s Take //

Mindset Challenges + Conditioning

What’s brilliant about Kendal is his ability to “see” the pattern. The pattern that sabotaged his success and stunted his financial growth. Behind this pattern was a destructive mindset of struggle and scarcity, unintentionally bequeathed by his loving and self-sacrificing mother. Kendal chose to break free, and launch a new trajectory, not just for himself but for his people. 

He shares an important message with us today which is this—regardless of where you come from and whatever challenges you face, you have the power to enact change.

Learning How to Manage Money

Kendal’s upbringing, though challenging,  proved a huge advantage for him in terms of learning strong money management skills. While growing up, he observed his mother budgeting a welfare check with pen and paper; a fierce financial habit that taught Kendal the meaning of fiscal stewardship and responsibility.   He became a master of leveraging available resources, budgeting, and utilizing money intelligently. 

Kendal, who now coaches others, shares with us the approach he takes with his clients: "Before you spend or run to the bank for a loan, first think of what resources you have, use them to their full potential, and then use a cash injection."

Investing in Your Education

Making an investment in education requires you to first identify what the goal is. Once you've decided the purpose, then comes the question, from where (or whom) should I learn?'

Kendal elaborates on his strategy in this episode, but at the heart of it are these words of wisdom: 

Success and Scale in a Service-based Business

If you want to grow and be successful in any service-based business, endeavour to work with people you've worked with before. Retain your clients instead of looking for new prospects every time. Serving them well and exceeding their expectations, creates long-term win-win situations—rather than frantically hustling from one to another. 

Mic Drop Moments //  

BOOM! There it is! I promised you intel to blow your mind and build your bottom line. 

Here are a few of my favorite mic drop moment's compliments of 

#FinanciallyFierceFounder, Kendal Netmaker.

There’s no way out from under a 46% interest rate. Companies like Payday Loans, Cashco, Money Mart offer loans with exorbitant interest rates attached. In fact lenders in Canada can charge up to 60% interest, according to the Criminal Code of Canada. Their target clientele: roughly nine million Canadians with lower credit ratings who can't secure loans from traditional banking institutions.

Start by identifying what those beliefs are.  Is money easy to come by, or hard? Does it slip out of your hands? Is money the root of all evil?  The number of Founders who cringe at the idea of making a profit, or hide their success from others in fear of being judged, is staggering. 

Money loves speed and decisiveness. Know what you're looking to build, seize the opportunities that align with those goals, and do so quickly. 

Those were some of my favs. Drop me a comment below and let me know what landed with you!

The Bottom Line //

Kendal on becoming financially fierce... 

BOOM! 

Are you ready for this!? We’re back with Season 2 of The Gab Lab, bringing you more insights and more intel that will blow your mind and build your bottom line. 

And we’re kicking things off with the incomparable,  the one and only, Ms. Candyce Fiessel. Founder of Sheer Escape, Director of Operations of The Style Academy,  creator of My Life Planner, and freshly launched… Life School! 

If you’re feeling like you’re working too hard and not getting anywhere,  I want you to download this episode, step away from your desk, and listen in as Candayce walks us through how she’s able to build four wildly successful businesses simultaneously.  

Never miss an episode!

[Join the League of Financially Fierce Founders]

Founder’s Take //

I personally took away three core pillars, that I share with you here,  that seems to have shaped her financial and entrepreneurial  reality:

Work smarter not harder: Candyce, with such grace and vulnerability shares with us the trauma that reinvented her relationship with money and her approach to doing business. There is no doubt Candyce has worked for every penny, every client, and every success she’s earned. It didn't come from working herself into a state of overwhelm and fatigue, it came from getting smart with her time, her money, and her strategies. Working smarter not harder requires you to get uncomfortable and choose to do things differently. Tune in to learn how Candyce chose a different path and where it’s taken her. 

Surround yourself with amazing people: From the first day of working with Canydyce, I knew building tribes was one of her many gifts. If you’ve been struggling to build a team, or with the art of delegation, turn this episode up! Candayce doesn’t manage her people, she helps to develop them. Seriously, there is so much value in better understanding Candyce leadership style and philosophy, you’ll want to circle back, hit pause, and take notes. 

Think Like an Investor: Very early in her entrepreneurial journey, Candyce chose to invest in personal and professional development. It’s a decision that changed the trajectory that has shaped her approach to doing business, and her life trajectory. Candace chose to see many of her choices as an investment: investment in education, investment in her team, financial investments in her business. But as is true with every smart inventor, Candayce always takes calculated risks. Listen in as she shares with us the process she used to evaluate business, teams, and finance. 

Mic Drop Moments //  5-7

BOOM! There it is! We promised you intel to blow your mind and build your bottom line. Here’s a few of our favourite mic-drop moments.

• 
  Flow forward 
• Develop people, don’t manage them. 
• It's not about how much you consume. It’s about how much you produce. 
• Trust the process and feel life’s gifts.
• Bring people together for a shared purpose and a shared vision rather than just thinking about building a business.

CTA: What mic-drop moments landed with you?

The Bottom Line //

Being a successful entrepreneur is not just about working 24 hours a day, 7 days a week. It's about having a crystal clear vision of where you exactly want to be before pushing yourself into exhaustion. Because at the end of the day, YOU'RE STILL A PERSON. A person having a personal life outside your business that you need to feed, nurture, and fuel. Stop wasting your time on consuming irrelevant things and start producing outputs that will establish a powerful foundation in the long run. Trust the process, enjoy life’s gifts, conquer your fears, find your ultimate purpose, and have the willpower to stand up and DO IT!

We hope that the tips in this episode with Candayce have inspired you to build your wildly successful businesses simultaneously.  

“Don’t face your fear and walk into it. Face the fear and take a step back.”

Boom! Brilliant, bold, and beautiful, just like our Financially Fierce Founder, Brady Johnson.

Ditch the clichés. Tune in to learn how stepping back from financial fear catapulted Brady, and her business, Encompass Fitness Studio, to new heights. 

Fear holds so many of us back. Professionally, physically, and financially. With a shared fascination in behavioral finance (beliefs that form our financial condition), Brady doesn’t hold back as she recounts her early environment and the impact it had on her relationship with money, and on building the business.

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[Join the League of Financially Fierce Founders]

Founder’s Take //

Brady’s a remarkable woman, whose sheer grit and determination match that of an Olympian. If you’re looking to find your financial footing or face down a fear that’s been holding you and your business back this is the episode for you. In this episode of #TheGabLab, Brady offers up her insights on:

- Transcending fear and limiting beliefs
- Choosing to see Covid as a catalyst, not a crutch
- The gift of owning your value and getting paid
- The correlation between fitness and finance
- How giving back bolstered her bottom line

The Bottom Line //

Listen, was Brady a fan of numbers? No, she says it herself. But what makes Brady truly fierce, and what we can look to emulate is:

Her ability to recognize fear was holding her back,
Her discipline to first step back, and then to observe, feel, and understand it.

The foresight to surround herself with people and resources to help her walk through the fear and take ownership of her numbers, top line, bottom line, and everything in between.

Mic Drop Moments // 

BOOM! There it is! We promised you intel to blow your mind and build your bottom line. Here’s some of our fav mic-drop moments, offered up by #FinanicallyFierceFounder, Brady Johnson: 

Make Friends with your fear. 
You can’t be a charity case if you’re looking to give to charity! 
Know your worth. Own your value. 

Drop us a comment below and let us know what landed with you!

About the Founder // Brady Johnson
 

After not fitting in as a child, Brady turned to fitness as a coping mechanism. Realizing just how Intimidating most gyms were, she vowed to one day to change that. She dreamed of creating an environment that was inclusive, supportive, and welcoming; a place where everyone could achieve their personal fitness dreams, whether it was weight loss or completing a Spartan race.

With discipline and determination, Brady went to work to make her dream a reality. In 2014 her dream became reality with the opening of Encompass Fitness Studio, helping over 400 people lose over 2000 pounds, and forever changing their lives for the better.

Here’s what I see most Founders doing… abdicating not delegating their finances. What’s the distinction? 

Abdicating is when we hand our numbers to the experts, but then fail to take responsibility for the results. 

The bookkeeper's role is to enter in data. The accountant's role is to mitigate our taxes. Our role is to crunch the numbers and make good decisions based on what those numbers are telling us. This is what financial delegation is all about – and unless you have a CFO – this job falls on you. You’re the owner after all… you pay the price or reap the rewards of the financial decisions you make. 

Got what it takes?

So here’s my ask of you today, take five minutes and come up with a list of questions you need to ask your bookkeeper or accountant. Maybe it’s: 
Mitigate taxes? 

What would it take to better understand my cost of goods per product? 
What would it take to better understand my true and total cost for merchant fees and transaction costs? 

And now you my friend, are becoming #FinanicallyFierce. 
This, my Founder friends, is what it takes to become #FinanciallyFierce!
___

My name is Taunya, Founder of Nail The Numbers. Our Crew is on a mission to financially embolden 50,000 Founders this year. Empowering business owners, like you, to face down your finances and build up your business—one that pays you a healthy salary, generates a healthy profit, and takes pride in its purpose and impact.

If you’ve got what it takes, we’ve got you! 

Join the League of Financially Fierce Founders!

Crutches are the subconscious, or conscious, excuses we make to avoid doing the real work that needs to get done. 

There’s a reason you’re not digging in taking ownership of your numbers, it’s a four letter word that starts with F. But instead of confronting the fear, our brain likes to make excuses to avoid it. What I call, crutches. 

• A life partner is making enough money to keep us comfortable 
• A job or another gig is keeping you comfortable 
• You’re financially flush, financial reserve – so no need to push forward 

Usually Founders don’t take action unless they’re forced to. When it comes to finances that typically means 1 of three things: 

1. A health scare 
2. The threat of an audit or bankruptcy 
3. A divorce 

Don’t wait until you’re backed into a corner… take action, take ownership. 

Got what it takes?

My ask of you today is to take five minutes, and get honest about the crutches you’re using to avoid taking ownership of your numbers. 

This is what it takes to become #FinanciallyFierce!

___

My name is Taunya, Founder of Nail The Numbers. Our Crew is on a mission to financially embolden 50,000 Founders this year. Empowering business owners, like you, to face down your finances and build up your business—one that pays you a healthy salary, generates a healthy profit, and takes pride in its purpose and impact.

If you’ve got what it takes, we’ve got you! 

Join the League of Financially Fierce Founders!

Having known Ryley since 2012, and watching his journey unfold has been truly inspirational. I’m excited he’s agreed to share his story with us in #TheGabLab because I know there’s a lot more to it than meets the eye.  

In only six short years, #FinanciallyFierce co-Founders Ryley Iverson and Davie Lee were able to take their startup from ideation to exit. And although that’s a feat in and of itself, Ryley accomplished this after receiving a Stage 3, Non-Hodgkin’s Lymphoma diagnosis in the early days of his startup.

Needless to say, Ryley epitomizes what it means to be fierce—physically, emotionally, and yes, financially. We’re fortunate to be able to benefit not only from his tenacity and resilience but just as importantly, from his humility and authenticity. If you’re looking for inspiration and a path forward through fear, doubt, and uncertainty, you won’t want to miss this episode. 

Never miss an episode!

[Join the League of Financially Fierce Founders] 

// Founder's Take

Ryley offers up valuable insights from the vantage point of taking a startup from ideation to acquisition:

• The cost of taking his health for granted, and how a cancer diagnosis realigned his goals and priorities.
• Why bootstrapping the business made sense in the early days, and why it paid off in the end.
• Unit Economics—the importance of knowing the real costs of customer acquisition and retention.
• Starting with the end in mind. How having a clear vision of where you’re headed (in life and business) makes all the difference to a healthy outcome. 
• Acting on the advice of others. When to tune in and when to tune out. 

// The Good. The Bad. And the Ugly.

As with every Founder’s entrepreneurial venture, there’s a lot to be learned. Here's the good, the bad ,and the ugly of Ryley's lessons learned along the way:

The Good //  Tune in to learn how Ryley and his co-Founder were able to take a business from ideation to exit and how an office manager was pivotal to their progress.

The Bad //  Founders' salaries, or as Ryley puts is, "financial fasting".  What's considered fair, what's considered right, and what's considered necessary!  [I'd love for you to weigh in below. How much do you think Founders should get paid, and why?] 

The Ugly //  How cancer impacted not one, not two, but seven out of ten team members. And how it continued to shape and shift the priorities of the Founders. 

Don’t miss out on the valuable insight and experience shared by Ryley. 

Better yet, take his experience and learn from it!

// Mic Drops 

Boom! There it is! We promised you intel to blow your mind and build your bottom line. Here’s our favourite mic-drop moments from #FinanicallyFierceFounder, Ryley Iverson:  

1. Be patient. You can't build a business overnight. It takes time.
2. If you're planning on launching a rocket ship, best to know where you intend to land.
3. Know your motivations. Are you being pulled by a vision or pushed by fear?
4. The cost of customer acquisition and retention was one of the most important financial lessons we learned along the way. 
5. Look beyond the bank account balance. Know your financial levers, and look at them constantly. 

Drop us a comment below and let us know what landed with you!

About the Founder // Ryley Iverson 

Ryley is currently a recovering tech founder charging up for his next mission. He most recently co-founded a GovTech startup which he led from idea to acquisition over a six-year journey. 

He has consulted and advised 100's of companies over the years and been involved in startups ranging from light bulbs to energy futures to microloans. When he's not building companies he likes to explore cities, nature, and consciousness.

About the Champ // Community Futures Manitoba

Community Futures Manitoba is an association representing 16 Community Future organizations established throughout rural and northern Manitoba. The Community Futures Manitoba Board of Directors is comprised of one representative from each of these organizations. 

Community Futures operates across rural and Northern Canada as a grassroots-driven program created to strengthen rural economies by enabling entrepreneurship and assisting in community economic development. 

The goal of each Community Futures office is to assist the communities in their region to develop their economic potential.

And by profit, I mean bottom line, NET, profit! 

Let’s get real! We live in a society where there’s a stigma attached to profiting in business. It’s perceived as greedy, opportunistic, and capitalistic. It’s this narrative, this attitude, that perpetuates the problem of businesses–especially small businesses–not generating a healthy bottom line profit.

And by the way, before all the haters come out, I’m not suggesting we profit at the cost of people, planet, or purpose. But here’s the truth, we can’t support anyone or anything, sustainably, without it.

Net Profit is our lifeline in building a healthy and sustainable business. It becomes our retained earnings and forms a safety cushion, an “Emergency Net” if you will.  COVID had the impact it did because over 80% of small businesses were barely breaking even--prior to the lockdowns. 

Hear this! Covid didn’t cause the financial vulnerability, it exposed it. 
Got what it takes?

My ask of you today is to take five minutes and determine what a healthy bottom line would look like for you and your business. What number are you aiming for? And remember, the bottom line is the net profit you make after paying yourself a healthy owner’s salary! 

This is what it takes to become #FinanciallyFierce!
___
My name is Taunya, Founder of Nail The Numbers. Our Crew is on a mission to financially embolden 50,000 Founders this year. Empowering business owners, like you, to face down your finances and build up your business—one that pays you a healthy salary generates a healthy profit and takes pride in its purpose and impact.

If you’ve got what it takes, we’ve got you! 

Join the League of Financially Fierce Founders!

What’s it mean to be a Financially Fierce Founder? 

It means: 

• Taking ownership of your financial situation - the good, the bad and the ugly.
• Getting real about where you're at, where you need to be, and what it's going to take to get there. 
• Confronting the fear, dread and anxiety of looking at your numbers and digging in anyway.

Becoming financially fierce isn't about perfection, it's about ACTION! 

Got what it takes? You're here... so we know you do! 

📣📣📣 This week, I’m calling on you to take five minutes to write down the fears and doubts holding you back from getting real with your numbers and confronting them head on. 

This is what it takes to become #FinanciallyFierce! 

___

My name is Taunya, Founder of Nail The Numbers. Our Crew is on a mission to financially embolden 50,000 Founders this year. Empowering business owners, like you, to face down your finances and build up your business—one that pays you a healthy salary, generates a healthy profit, and takes pride in its purpose and impact.

If you’ve got what it takes, we’ve got you! 

Join the League of Financially Fierce Founders!

Fear is one of the biggest obstacles to business-to-business (B2B) growth .  In fact, the Harvard Business Review recently shared that 53% of sales professionals give up too easily when cold calling and 48% are afraid to even pick up the phone and make the call! What!? And these are the professionals we're talking about!

If your business depends on B2B sales being closed, you can’t afford to miss this episode. Regardless of whether you have a sales team, or if it’s on you (as the Founder) to make the dreaded cold call — the call has to be made. 

In this episode of #TheGabLab, NTN Pro, Alice Wheaton, Topline Turnaround Expert, takes us through the steps required to not only make the call but to land the sale — from confronting the initial fear to following through on the other end. 

Alice shares decades of fist-hand experience on exactly what it takes to become a top-tier salesperson who consistently generates top-line results. You’ll come to learn quickly, Alice doesn’t hold back and she certainly doesn’t mince words. She’s dishing out exactly what we need to hear, even if we may not want to hear it. 

We created this episode for the +80% of Founders out there who are holding back. Tune in, listen up and then make the call.  

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Part 1 // Planning + Preparation 

So where to start? Firstly, Alice calls us out on our fear of discomfort. She helps us to better understand where fear comes from and how to talk it down when it rears its self-sabotaging voice.  

Are you an A, B or C level salesperson? From aggressive to agreeable, if you’re into building relationships, guess what? Sales may not be for you! Contrary to what many of us see as a strength, Alice walks us through why she believes building relationships detracts from your top-line, and instead, how a subtle shift in mindset will help you build it. 

Before you pick up the phone and start dialing digits though, listen in to Part 1 as Alice walks us through five key points of preparation so that we can find the courage to make the call, and do so with competence! 

Know your numbers, map out your plan. 

VISIT THE VAULT // DOWNLOAD THE MARKETING MAP WORKSHEET

Part 2 // The Process + Pipeline 

3. 2.1.... it’s GO time. For the Founders out there looking for a script on how to ace the dreaded cold call, look no further. 

From “Hi my name is Alice,” to “What I’d like is an hour of your time,” Alice takes us from the first words out of her mouth to the final ask, and everything in between. 

Seriously, be prepared to have your mind blown. Not one to shy away from debate, Alice challenges many of the typical protocols we’ve been taught to believe when it comes to making the sales call. From whom to speak with, to how to get them on the phone, and even what to say in a voice mail message—you’ll appreciate, if not applaud, Alice’s refreshing approach. 

Perfection is NOT what you’re after when making a cold call. Humility, authenticity and humour is where it’s at — and Alice will show you exactly how to deliver it, in spades.

The Close. Alice teaches us how to reward courageous effort with results. You’ve gone the distance, now you need to make the sale. Alice delivers pure gold when it comes to learning how to lean in, make the ask, and close the deal. For those of you  banking on a proposal to seal the deal, lean in for Part 2 to learn how “clarifying the proposal protocol” will get prospects off the fence and in the books. 

Discover which questions will best serve you and your prospect.

VISIT THE VAULT // DOWNLOAD THE BUSINESS DIAGNOSTIC WORKSHEET

Part 3 // Follow Thru + Follow Up

Lastly, when is the job done? If you’re thinking it’s when the sale's made — think again. Alice does a brilliant job, here in Part 3, of: 

• helping to clarifying the various types of clients we have
• the touchpoints and frequency each client should receive
• and which team member is responsible for initiating contact and following through with the client

Brief, to-the-point,  and powerful. It's on you to go the distance and take in the final segment as Alice teaches us how to turn our B2B clients into top-tier raving fans! 

// Mic Drops

BOOM! We promised you intel to blow your mind and build your bottom line. Here’s our fav mic-drop moments from today’s episode. 

Drop us a comment below and let us know what landed with you! 

1. Calling your prospects, as opposed to emailing them, builds your credibility.
2. Analysis paralysis. Some industry intel — a scan of their website, and a google search of your prospect is all the information you need to make the call. Anything more may overload you and stall your efforts. 
3. Speak with the person who can make the decision. Calling on influencers will likely cost you time and money. 
4. Get over yourself. It’s not about you “making the sale” it about you “solving a problem". 
5. “A-level” salespeople don’t see criticism as failure, but rather, an opportunity to get it right for the client.  
6. You’re not going to deliver any value in a 10-15 minute phone call. Own your power and your process. Ask for an hour of their time with the promise of delivering value during your call. 
7. Don’t show up to throw up. Make your first call short sweet and to the point. Who you are, how you know them, and why you’re calling!  Anything longer signals fear and discomfort. 
8. Asking questions not relevant to the transaction (i.e., How are you today? Are you enjoying the weather?) signal discomfort rather than strength. 
9. Lighten up. Have some fun. Inject some humor into your conversation. Your prospect can hear your smile and puts them at ease.
10. "I hope a salesperson reaches out and calls me today," said no CEO. EVER! Leaders aren’t waiting for your call. In fact, they go out of their way to avoid it. Make it worth their while. Show them you understand their pain, and know how to solve their problems. 

// Download the free tools and templates—compliments of our Champ!

It’s not every day you find a Founder willing to expose their financial vulnerability—especially on a public platform. But this is exactly what  Katrina German does here and now, in this episode of #TheGabLab, the first of our #FinanciallyFierceFounders series. 

Hey, like every other entrepreneur out there, Katrina is forced to overcome financial fears and setbacks in order to scale her business. But what makes her special, is her willingness (and courage) to talk about about them. Her motivation in sharing her journey—to ensure others know they’re not alone in their doubt or struggle. 

Personally, I was blown away by Katrina’s choice to lean-in to, rather than shy-away, from “failure”. She’s an incredible woman whose resilience, strength and tenacity will, I have no doubt, make a profound impact on the world’s understanding of purpose-driven content; her latest mission. 

If you’re looking for a boost of inspiration and a dose of kick-butt motivation, now’s the time to lean-in and listen-up with one of the fiercest Founders around, Katrina German.  

Never miss an episode!

[Join the League of Financially Fierce Founders] 

// Founder's Take

There’s so much insight packed into this episode it’s hard to know where to start. I can tell you I was fascinated to get Katrina’s perspective on: 

// The Good. The Bad. And the Ugly.

As with every Founder’s entrepreneurial venture, there’s a lot to be learned—if we chose to do so. Katrina’s generous with her lessons gleaned along the way and shares them here in Episode 21 of #TheGabLab: 

The Good // Tune in to hear how Katrina confronted fear and instead chose to embrace the fundamentals of finance. She’s adamant the pursuit of knowledge can overcome any challenge. 

The Bad // You’ll want to listen-in as Katrina shares with us an important lesson on chasing funding vs. making sales, and the potential consequences it can have on your balance sheet. 

The Ugly //  I’m still reeling from hearing Katrina’s story of having loans called! I’m not often at a loss for words, but this floored me! As a fellow Founder, I’m angry and frustrated. As a former lender, I’m appalled and disheartened. Feel free to share you comments below! 

Don’t miss out on the valuable insight and experience shared by Katrina. 

Better yet, take her experience and learn from it!

// BOOM! There it is! 

We promised you intel to blow your mind and build your bottom line. Here’s our favourite mic-drop moments from #FinanicallyFierceFounder, Katrina German: 

Drop us a comment below and let us know what landed with you!

1. Know if you have a “Growth” or “Control" mindset.  Each impacts your financial outcome differently.

2. There’s three ways to finance your business.  Sales, debt or equity. “Sales” win (almost) every time. 

3. Give your purpose a platform. Embrace business awards and nominations as way to impact more people. 

4. Every venture has a window of opportunity—a time frame in which the market will understand, want and be willing to pay for your product. Best to know what that window is if you want the financial upside. 

5. Don’t wait until the end of the month to review your numbers. If there’s a problem, your numbers will tell you where to look and how to solve it. 

About the Founder // Katrina German

Founder // Ethical Digital, KatrinaGerman.com 

Former Co-Founder // OneStory 

Author // Action Tracking 

Katrina German is an award-winning entrepreneur specializing in communications, technology and digital strategy. She is a seasoned executive, leader and strategist who has reached millions of people through digital storytelling and online media. 

She's is in the CBC Future 40 Under 40, has won the YWCA Women of Distinction Award for Entrepreneurship, Startup Canada Prairie Award for Innovation, and the prestigious International Women in Tech award for "Women in Communications". 

Katrina is a strong believer in measured results, radical creativity and using technology to improve workflow.

About the Champ // Community Futures Saskatchewan

Community Futures Saskatchewan has been in the business of encouraging and supporting their communities, volunteers and small business owners for more than 25 years. They know what it takes to start and grow a business, to raise money for a community project or organize to provide a much-needed community service.   

If you're a rural Founder looking to build your business and nail your numbers, reach out and get in touch. 

Did COVID catch you unprepared? You’re not alone. As millions of business owners were thrown into a tail-spin, many of us also chose to see Covid as catalyst for positive, proactive and lasting change. 

Whether change is expected or not, planning for it smoothens the transition. Today, we’re joined by NTN Pro, Yvonne Thevenot, Senior Advisor at Osborne Interim Management and Apaylo Finance who shows us how to build a solid change management framework in our business.

If you’re looking to learn from the lessons Covid taught us, join us in #TheGabLab as Yvonne takes us through the basics of building a change management strategy and then, if you’re willing, a number of best practices we can implement for impactful change.  

Never miss an episode!

[Join the League of Financially Fierce Founders]

Part 1 // The Costs and Consequences of Change 

Ah the irony. As Founders, we’re in the midst of change—daily. Yet so few of us actually confront and address is possibility of building a management mechanism around it. Instead of putting our fires and hitting the SOS button when things turn ugly, founders can become resilient to change with a proactive approach. 

“The only constant in life is change”-Heraclitus

Today, Yvonne covers plenty of ground to help us navigate the ebb and flow change bring to our business, our team, and our bottom line. As the Greek philosopher, Heraclitus said, “The only constant in life is change.” However, as Yvonne points out, planning and preparing for the inevitable mitigates the damage. 

Dial in as Yvonne dishes out the nuts and bolts of building a change management framework, understanding the bottom line impact in terms of three key factors, and how input from your lawyers and accountants can put you on the right path as you navigate change. 

Part 2 // Covid and the Customer Experience

Digital is top of mind with COVID forcing commerce into the online space. This transition has abruptly changed the customer experience and now it’s up to you to manage it. Unlike the early months of the pandemic, customers aren’t as patient as they once were. Whether your selling products, services or both, the procurement landscape has radically shifted, right along with customer expectations. How user intuitive is your website? How clear and concise are your navigation channels? How are your employees your customers? Do you have a feedback mechanism to collect data that will help you measure, modify and strategize?

Think of data as a language your business uses to communicate with you. You want the numbers when it comes to bounces, click-throughs, conversions, and every other piece of data you can collect. Yvonne tells us why data gives us the advantage when it comes to understanding and closing the loopholes in your clients’ experience. 

Get ready to be schooled. Force Field Theory (pushing and resisting forces) is broken down for us by the Pro, while she expertly ties it back to the impact change resistance has on our clients and our bottom line. 

Come join Taunya and Yvonne in  Part 2 of #TheGabLab as they dive deep into how change management can drive and improve the customer experience and how leaders can play a key role in navigating that experience.  

Part 3 // Honing in on Operational Efficiency

As with any crisis, we adapt to the situations we’re forced to deal with. Afterall, necessity is the mother of all invention. 

But did you happen to notice how smart we became with our precious resources; time, money, labour? Squandering came to an abrupt halt. On the flip side, perhaps some of us we’re forced to alter our processes to meet client need, but now, after taking a step back, realize the change isn’t financially sustainable.

Not to worry, this is where our Pro drops her insight on how to squeeze out profits while creating operational efficiencies that justify and enhance the customer experience. 

From team and personnel, space and logistics, and sales and marketing, Yvonne take us through each operational area of business under the lens of change management. 

You can reach out to Yvonne for strengthening your change management game, and of course, subscribe to #TheGabLab to stay updated on the latest financial intel.

Wondering how well your business has adapted to change? Download this tool and figure it out right away!

BOOM! There it is! 

We promised you intel to blow your mind and build your bottom line. Here’s our fav mic-drop moments from today’s episode. Drop us a comment below and let us know what landed with you! 

Drop us a comment below and let us know what landed with you! 

Mic Drops

1. “[Change Management] is as simple as you’re doing something today, you want to do something different tomorrow, and how do you go from A to B in the most efficient and effective way possible?”

2. “The truth is, not everything requires action; not everything requires action today.”

3. “When somebody is pushing to try to create a change, people will push back just as hard!”

4. People don’t always react the way we think they’re going to; there’s some predictability and unpredictability to it—so you plan, and then allow yourself to adjust.

5. Taking a moment’s pause, thinking about your organization, where you are today, where you want to be, and being planful about it can really enhance your time to market, and your ability to stabilize and gain the revenues and benefits out of that change.

6. An empowered team that has access to information and resources can find empowering ways to deliver to a higher client experience, employee experience, and bottom line.

About the Champ // Community Futures Sunrise 

Community Futures (CF) Sunrise provides loans, advice and support to entrepreneurs and businesses in southeast Saskatchewan. With a mission to support the development of business in the region, CF Sunrise strives to offer innovative and customized financing and training options that encourage business growth.

The board and staff are committed to helping entrepreneurs access the capital and training needed to create and grow successful businesses. Get in touch with CF Sunrise today. They’re here to help! 

CF Sunrise is part of a network of 267 Community Futures offices across Canada. They have a rich history of helping businesses succeed.  Community Futures - a Canadian Success Story

About the Pro [H2s]

Yvonne Thevenot 

Coach, Mentor and Change Advocate

Yvonne Thevenot is role model, coach, mentor and relentless advocate when it comes to business effectiveness, change management and performance excellence.  Her consulting practice draws on extensive first-hand experience in change management as a sponsor of change, business lead and change manager at both strategic and tactical levels.  With degrees from the University of Manitoba and Dalhousie University, her passion for learning contributes to prof...

Championed by our friends at Community Futures Sunrise

Marketing is often the most exciting part of running a business. It’s fun, fluid and brings our story to the world. But does the world really want to hear it? Many times, because of the way we’re telling the story, the answer is (a painful) "No!"—ask any sales rep to attest.

But marketing, when done right, is an extremely powerful tool that communicates our message in a meaningful way, building our brand and our business.

We recognize the challenges Founders face when creating a marketing campaign that counts.  We’ve been there ourselves. So today, we're bringing in NTN Pro, Jill Sauter, Principal of Jill Sauter Marketing and Communications, to help us craft a measurable marketing plan—one that delivers a solid return on our investment of time and money.

And hey, she also shares a number of brilliant worksheets to guide us along the way.

Part 1 // The Features and Benefits of a Solid Start
You may be sitting with a blank page open, ready to unleash your marketing prowess. You type in the headline… but then there’s an abrupt pause.

Where do you start? You’re riddled with a tsunami of questions. Should you market your business as a whole, or each product separately? Who are you marketing to? What do you need to tell them?

Fortunately, we have Jill with us to help put pen to paper and kickstart our efforts in a purposeful way. 

In addition to locking in our starting point, Jill reminds us to focus on the solution! Knowing what problem we solve will always steer our efforts in the right direction. Rather than spouting features, focus on the benefits. This is what catches and holds the attention of your audience, explains Jill.
Knowing what problem we solve will always steer our efforts in the right direction
Curious?  Join us for Part 1 as Jill gets us off to a solid start.

// Download the Customer Information Checklist
// Download the Purchasing Process Worksheet

Part 2 // The Marketing Message, Medium and Method
So, now what? Now that you've got the foundation in place, what comes next?

Are you thinking it’s time to get the word out? That’s exactly where we’re going in Part 2.

But wait up!  Instead of putting it all out there and focusing too much on click-throughs and open rates—which are helpful tools—Jill proposes a coordinated approach, here in Part 2.
When you put on a marketer’s hat, you need to guide the customer from “Do I know you?” to “Here’s my money.”
There are four stages of engagement that take your audience from being a prospect to becoming a paid and retained client. Each stage requires a different message, using a different medium, and will follow a strategic method.

Jill nails the three key questions, that when asked and answered, abolishes guesswork and puts you on a path to preparing a powerful marketing mix.

// Download the Campaign Evaluation Worksheet

Part 3 // Measure and Modify Your Marketing
An untethered marketing budget is a problem. To rope in your spending and maximize your ROI, you need to monitor your campaign’s performance, and modify when necessary.

Staying on top of the key-performance-indicators (KPIs) will help you identify where to focus your efforts and justify the cost.

How do you do it? Founders like to jump to top line results to gauge success. But is this the correct way to measure your campaign’s performance?
Founders have a wide array of marketing tools at their disposal but lack an effective method for predicting their success.
Not quite! Top line results are just part of the equation. So how do you know if your marketing efforts are worth it? Monitoring and measuring every step of your approach is key to a successful campaign—what gets measured, gets managed. Furthermore, the findings are what keep you informed and alert you to when modifications are warranted.

Tune in to Part 3 and get actionable tips from our Pro, Jill Sauter, on how to measure the ROI on your marketing efforts.

// Download the Lead +Lag Marketing Measures Worksheet

About the Pro // Jill Sauter
Principal, Jill Sauter Marketing and Communications

Jill helps companies increase their sales, meet targets and build sustainable growth by integrating practical, effective marketing strategies into their business operations.

Jill’s unique combination of experience and knowledge in sales, marketing and business development gives her a different perspective on generating business growth. Jill has in-depth experience in marketing – from teaching to consulting, from planning to execution. With training and experience in sales, Jill understands how sales and marketing can work together to help a business grow. Jill also knows how marketing fits into the overall operation of a business to ensure growth is sustainable and strategic.

Extensive Experience in Marketing, Communications and Sales
A career in sales, marketing and communications has provided Jill with in-depth understanding of the marketing challenges of multinational companies, small businesses and public institutions, alike. She has worked in commercial, industrial and consumer markets. Jill has experience in all aspects of strategic marketing from research & forecasting to planning & execution.

About the Champ // Community Futures Sunrise
Community Futures (CF) Sunrise provides loans, advice and support to entrepreneurs and businesses in southeast Saskatchewan. With a mission to support the development of business in the region, CF Sunrise strives to offer innovative and customized financing and training options that
encourage business growth.

The board and staff are committed to helping entrepreneurs access the capital and training needed to create and grow successful businesses. Get in touch with CF Sunrise today. They’re here to help!

CF Sunrise is part of a network of 267 Community Futures offices across Canada. They have a rich history of helping businesses succeed.  Community Futures - a Canadian Success Story

Connect //
GAB LAB CHAMP // Community Futures Sunrise  CFSask.ca/Sunrise // sunrise.cfdc@sasktel.net 
NTN PRO // Jill Sauter  info@jillsauter.com // jillsauter.com 
GAB LAB HOST // Taunya Woods Richardson  taunya@nailthenumbers.com // 1.855.610.1710

Have an idea for a Gab Lab episode? Looking for help with a specific topic? 
Hit us up at helpdesk@nailthenumbers.com 

#Marketing #MarketingStrategy #MarketingROI #MeasuringMarketing #Message #Medium #Method #MarketingMix #KPI #ROI #NailedIt #GabLab #Founders #Entrepreneurs #SmallBusiness #Finance #Profit #Entrepreneurship 

Championed by our friends at Community Futures Sunrise

What does brand have to do with the bottom line?

A strong brand that reflects a simple promise, has the potential to drive revenue. Plain and simple! Still not sold that a solid brand can put you on a path to prosperity? Well, get this—Amazon says a whopping 74% of consumers cite brand as an important factor in their purchase.

Tune in as NTN Pro, Ryan Townend, owner and CEO of William Joseph, unwraps the essence of a brand and how Founders can best build one.

1.855.610.1710 NAILTHENUMBERS.COM

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Part 1 // Branding Basics

A brand isn’t just colors, fonts and logos. It’s all about the experience and promise you're making to your customers. As Ryan explains, if your brand isn’t telling your story when you’re not around, it’s time to revamp your branding strategy.

The more authentic, compelling, and different your brand is, the more your business will stand out. This and other bolts of brilliance await you in Part 1.

If your brand isn’t telling your story when you’re not around, it’s time to revamp your branding strategy. Think your brand is solid? Think again and listen in as Ryan explains why it may be time for your brand to evolve in Part 1 of this episode of #TheGabLab.

Part 2 // Your Brand’s Heart & Soul

At the heart and soul of every brand, is the promise it pledges. But beware, the lack of forethought behind the promise, becomes the message itself.

Fear not, Ryan has our back! In Part 2 he walks us through the four critical components of building a brand framework, including:
• How to establish the heart of a brand—The Promise
• How the Promise impacts the customer's experience and their expectations
• How employees can embody the Promise, because our every move is making a statement to the world
• How the Promise impacts the internal operations of our business
We promised you brand intel and insight, and we’re living up to our word! Tune in to Part 2 as Ryan shares with us his top tips to deliver on the promise of your brand.

Part 3 // Weaving Brand Throughout Our Products

With your brand reflecting your business, your products, too, need to line up with your brand. Consistency is key.

Listen in as Ryan uses Apple as an example to emphasize the importance of alignment between your offerings and your brand.

He teaches us how to incorporate our brand into our products, and sheds light on how to set a price that reflects the value (and promise) of the brand.

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Speaking of price, wondering what impactful branding will cost you? Don’t miss out on Part 3 as Ryan puts all your branding-related quandaries at ease.

// Top Tips

1. Your brand isn’t just fonts and colors, it's the promise and the experience you make and deliver to your customers!
2. The moment you feel your brand isn’t telling the story —it's time to address it.
3. Too many people lean on the terms "quality, service, and price." This is just lazy—they’re not differentiators! Everyone’s saying them.
4. As an insider, it's difficult to see what sets you apart. Don't beat yourself up over this. Have an expert help you find your Unique Selling Proposition—USP.
5. The more concise your story—while keeping it authentic, different, and compelling—the stronger you’ll stand out amongst the crowd.
6. Aim for consistency in your brand. It makes it easy for people to remember it.

// Download the free tools and templates—compliments of our Champ!
Define the Personality // Define the Purpose // The Brand Board

About the Pro // Ryan Townend
Owner + CEO, William Joseph
A proud son of Saskatchewan, Ryan applied his marketing talents in a not-for-profit setting until he could no longer ignore the entrepreneur within and relocated to Calgary and co-founded William Joseph Communications.

His bold ambition was to create an advertising agency that wielded smart strategy as the foundation for innovative and on-the-mark creative. From humble beginnings, the agency has grown to house a diverse team of industry experts, with Ryan providing leadership that is guided by his unending passion for forming enduring client relationships. When he’s not travelling between Calgary and Saskatoon visiting clients, you can usually find him riding his Harley Davidson motorcycle.

Ryan graduated from University of Saskatchewan at the College of Commerce.

1.855.610.1710 NAILTHENUMBERS.COM

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About the Champ // Community Futures Sunrise

Community Futures (CF) Sunrise provides loans, advice and support to entrepreneurs and businesses in southeast Saskatchewan. With a mission to support the development of business in the region, CF Sunrise strives to offer innovative and customized financing and training options that encourage business growth.

The board and staff are committed to helping entrepreneurs access the capital and training needed to create and grow successful businesses. Get in touch with CF Sunrise today. They’re here to help!

CF Sunrise is part of a network of 267 Community Futures offices across Canada. They have a rich history of helping businesses succeed. Community Futures - a Canadian Success Story

Connect //
GAB LAB CHAMP // Community Futures Sunrise CFSask.ca/Sunrise // sunrise.cfdc@sasktel.net
NTN PRO // Ryan Townend sr.townend@williamjoseph.com // williamjoseph.com
GAB LAB HOST // Taunya Woods Richardson taunya@nailthenumbers.com // 1.855.610.1710

Have an idea for a Gab Lab episode? Looking for help with a specific topic?
Hit us up at helpdesk@nailthenumbers.com
#Branding #BrandPromise #BrandPurpose #Personality #NailedIt #GabLab #Founders #Entrepreneurs
#SmallBusiness #Finance #Profit #Entrepreneurship

ABOUT THE GAB LAB //
The Gab Lab is a conversation-changing, profit-shifting series built for Founders. With a thru-line focusing on profitability, we hammer home financially fierce intel that has the power to blow your mind and build your bottom line. Visit us www.nailthenumbers.com/thegablab

Change is the only constant and it's an absolute guarantee in business.

As per Gartner, 75% of businesses expect to implement sweeping changes in the coming years. Of these, half the initiatives are projected to fail. These stats highlight how change management is a key contributor to a business’ overall success or failure.

Covid's the most recent example of how unforeseen changes can disrupt business. Joining Taunya in #TheGabLab is NTN Pro, Astrid DesLandes, Senior Organizational Management Consultant, who goes above and beyond to walk Founders through the basics and nuances of
change and risk management.

Join us as we take you through concepts that will bring resilience to your business, and help to keep the doors open in the face of adversity.

Part 1 // Protection Against Disruption
Change management is often a grey area for Founders, even though they're in the thick of it every day!

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Astrid tells us what change management is and why it’s important for all organizations to stay on top of. Astrid walks us through three types of change that can most affect an organization. Take note, when one type of change occurs, it can't help but impact the other two areas as well, explains Astrid.

Function versus purpose. Listen in as Astrid shares the intriguing differentiation between an organization’s function and its purpose. Now's the time to tune in to learn how to identify them—they’re critical for your business! This and more mind-boggling revelations await you in Part 1 of this episode of The Gab Lab.

Part 2 // Risk Management and Resilience
Q: What could possibly go wrong?
A: A million-and-one things, if you're an entrepreneur.

In Part 2, Astrid explains the value of forethought and anticipation, and demarcates the fine line between risk management and building resilience—they’re not the same thing. Thru strategic forethought, she shares with us four key factors that can help Founders become
more resilient when facing off with global pandemics and the like. Diversification is central to making your business resilient. As Taunya loves to do, she ties risk management to the numbers. How does risk management show up on your financials? Astrid explains. Finally, Astrid and Taunya talk about what separates risk management from change management. Sounds intriguing, right? Tune in to Part 2 of this episode and put your concerns to rest.

Part 3 // The Building Blocks of a Change Management Strategy
Astrid brings everything together in Part 3, as she outlines the fundamentals of a solid change management strategy. She uses the four factors discussed in Part 2 as the building blocks for formulating a robust plan of action.

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Breaking from tradition, Astrid explains why businesses shouldn’t shy away from partnering with their competitors when the times are tough. In fact, she reveals how this could be helpful for Founders. Astrid asks a key question: How can your business thrive in the face of adversity? Furthermore, how does a Founder reconcile agility with stability while maintaining function and purpose integrity?

Dizzy? It’s understandable. Astrid breaks it down, piece by piece.

By the time you’re through with Part 3, you’ll be able to formulate a change management strategy for your business. If you hit a speed bump, feel free to talk to Astrid—she has made a generous offer to dedicate an hour of her time to Gab Lab viewers who reach out to her.

ABOUT THE CHAMP //
Community Futures (CF) Sunrise provides loans, advice and support to entrepreneurs and businesses in southeast Saskatchewan. With a mission to support the development of business in the region, CF Sunrise strives to offer innovative and customized financing and training
options that encourage business growth.

The board and staff are committed to helping entrepreneurs access the capital and training needed to create and grow successful businesses. Get in touch with CF Sunrise today. They’re there to help!

CF Sunrise is part of a network of 267 Community Futures offices across Canada. They have a rich history of helping businesses succeed. Community Futures - a Canadian Success

ABOUT THE PRO // 
Astrid DesLandes is a senior Organizational Management professional who leads business transformations, integrating strategic planning, organizational change management, process redesign, and technology. She is a natural leader skilled at building, coaching and motivating highly diverse cross-industry, cross-function, multi-organization, global teams, and is equally at ease working with executives, as she is dealing with front-line employees.

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Her twenty-five plus years of experience spans a number of roles from Organizational Change and Organizational Development through Project Management. Her industry experience includes manufacturing, energy, government, education, agriculture, hospitality, and IT. As an added advantage for her clients, Astrid studies and uses the science of Biomimicry in her consulting practice. Using nature’s principles, she helps her clients build resilience through the practice of:
▪ Diversity
▪ Redundancy
▪ Decentralization
▪ Self-renewal, and
▪ Self-repair

Astrid enjoys collaborating with her global community of Biomimicry colleagues, exchanging ideas, working together on projects and expanding the awareness and influence of the science. Feeling fortunate to have had a life and career she enjoys, Astrid likes to give back by fulfilling the role of coach and mentor to individuals around the world. And as you’ll notice, valuing authenticity, she’s decided to no longer use “professional looking” photos of herself. She says:
“Life is short, be grateful and create joyous moments.”

CONNECT //
Nail the Numbers // www.nailthenumbers.com
The Gab Lab // www.nailthenumbers.com/thegablab
GAB LAB CHAMP // Community Futures Saskatchewan https://cfsask.ca/
GAB LAB HOST // Taunya Woods Richardson www.epifany.ca or taunya@epifany.ca
NTN PRO // Astrid Deslandes Astrid.DesLandes@Shaw.ca or 403-512-7110

ABOUT THE GAB LAB //
The Gab Lab is a conversation-changing, profit-shifting series built for Founders. With a thru-line focusing on profitability, we hammer home financially fierce intel that has the power to blow your mind and build your bottom line. Visit us www.nailthenumbers.com/thegablab

1.855.610.1710 NAILTHENUMBERS.COM

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Imagine being tasked with ramping up economic development for a rural community?!

Believe it or not, there's a method to it, one NTN Pro, Rebecca Mackenzie, President of the Culinary Tourism Alliance, shares with us today in #TheGabLab. Tune in as she reveals the secret sauce that transformed Prince Edward County into one of the world's top places to travel, as described by Travel & Leisure Magazine.

Learn how this tiny town went from a small wine producing region to a thriving tourism destination, boasting over 40 vineyards, a dozen breweries, and countless memorable experiences from beaches and orchards to cycling tours and charming locales. This episode is for the entire community, with rural Founders and Farmers at its core.

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PART 1 // Demand Generators for Rural Tourism

What’s one essential need every tourist turns to regardless of where they’re traveling? FOOD!

It’s the integral ingredient to stimulating tourism. In Part 1, Rebecca shares with us how she leveraged the power of culinary tourism for the enrichment of the local community of Prince Edward County.

Tune in as Rebecca takes us through the process they used, start to finish, including how to identify the community's demand generators, leverage local assets and engage the community’s stakeholders.

You’ll also learn how the strategy supported entities across the entire culinary value chain, including farmers. And how two innovative programs helped local restaurants tackle the issue of seasonality by nudging tourists into becoming accidental culinary tourists.

PART 2 // Processes and Potential Pitfalls

Tourism isn’t just about accommodations, restaurants, and attractions; it’s an immersive experience that touches on all aspects of the local economy—referred to here, as the visitor economy.

Rebecca serves up important insights into better understanding the capacity of the community, its labour force, and the impact seasonality has on both place and people. She also calls attention to possible cracks in rural infrastructure that are likely to amplify under the weight of a growing visitor economy, if left unchecked.

Curious as to learn more? Tune in to Part to uncover the process and potential pitfalls to
growing visitor economy. “Stakeholders must have a long-term vision about these potential issues; how revenues will be realized, and where they’ll be reinvested. COVID has given planners time to slow down and revisit their long-term vision.” says Rebecca.

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PART 3 // Measurement and Metrics
Governments can too often focus on what Rebecca likes to call “heads and beds, and bums and seats” for gaging the success of tourism. Instead, Rebecca recommends looking at qualitative factors to assess a tourist destination’s performance.

Tune in as Rebecca reveals the top five metrics communities will want to consistently measure as they roll out their “Taste of Place” campaign, here in Part 3 of #TheGabLab.

DOWNLOAD YOUR FREE TOOLS AND TEMPLATES @ THE GAB LAB VAULT
www.nailthenumbers.com/gablabvault
// Playbook

ABOUT THE CHAMP //

Community Futures Saskatchewan has been in the business of encouraging and supporting their communities, volunteers and small business owners for more than 25 years. They know what it takes to start and grow a business, to raise money for a community project or organize
to provide a much-needed community service. And they'll approach your idea in a way as individual as you are. and support for Saskatchewan Founders.

ABOUT THE PRO //

Passionate about the interrelation between food, agriculture, tourism, arts, and culture, Rebecca has been instrumental in developing tourism products including Prince Edward County’s award-winning Taste Trail/Route Des Saveurs and the CTA’s Feast On® certification
program.

In her role at the CTA, she managed highly participatory and asset-based community development projects at the local, regional, provincial, and national levels. She oversees programming, partnership development, and develop comprehensive marketing partnerships to increase awareness of Canada’s food tourism experiences.

She contributes her expertise to a variety of industry boards including the Tourism Industry Association of Ontario and the United Nations World Tourism Organization’s Gastronomic Tourism Network. As well as creating curriculum for Centennial Colleges Food Tourism Post Graduate Program, she contributed to the UNWTO Global Report on Gastronomic Tourism and Transforming the Terroir into a Tourist Destination to the Routledge Handbook of Gastronomic Tourism).

She is currently working on a Master of Arts in Global Leadership at Royal Roads University.

1.855.610.1710 NAILTHENUMBERS.COM

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Her specialties include: Tourism Development, Community Development and Business Strategy.

CONNECT //
Nail the Numbers // www.nailthenumbers.com
The Gab Lab // www.nailthenumbers.com/thegablab
GAB LAB CHAMP // Community Futures Saskatchewan https://cfsask.ca/
GAB LAB HOST // Taunya Woods Richardson www.epifany.ca // taunya@epifany.ca
NTN PRO // Rebecca Mackenzie rebecca@culinarytourismalliance.com //
https://ontarioculinary.com/

ABOUT THE GAB LAB //
The Gab Lab is a conversation-changing, profit-shifting series built for Founders. With a thru-line focusing on profitability, we hammer home financially fierce intel that has the power to blow your mind and build your bottom line. Visit us www.nailthenumbers.com/thegablab

Did you just spend 20 hours perfecting your pitch to the last period? Well, a study suggests that
investors look at pitch decks for an average of just 3 minutes and 44 seconds.

This means you have less than 4 minutes to amaze investors.

While you let that sink in—the study also revealed that companies required an average of 40
investor meetings and took a little over 12 weeks to close a round.

Articulating a top-notch pitch is no piece of cake. It takes critical thought, effort, and most
importantly, preparation.

Pitch decks are a quintessential component of your financing pursuits. In this episode of The
Gab Lab, we are joined by our NTN Pro Ross Finlay, Co-Founder and Director of the First Angel
Network Association, to tell us everything we need to know about our next winning pitch.

1.855.610.1710 NAILTHENUMBERS.COM

THE GAB LAB // SOCIAL MEDIA MAP

PART 1 // Lay of the Lending Landscape

Founders, if you’re contemplating financing your business, you ought to know what kind of
money you want. Debt is cheaper than equity, but it makes your balance sheet less attractive
for future financiers. Although, what if you already have debt on your balance sheet when you
venture out to seek equity financing? Ross reveals in Part 1 of the episode.

Investors know that a large share of the companies they invest in will go under. This is why
investors take a portfolio approach to investing in businesses, explains Ross. He takes us
through various angles an investor looks at a pitch from, and how Founders can leverage this
knowledge to secure financing from them.

Listen in as Ross attempts to put your quandaries to rest and talks all about the basics of
perfecting your pitch.

PART 2 // Pre-Pitch Preparations

The first item on your agenda towards preparing for a pitch is your value proposition.
Hint: Your value proposition may NOT be what you think.

Ross tells us how investors think about a value proposition. He also emphasizes spending time
researching the investor before adding slides in your pitch, because different investors need to
be pitched slightly differently. When investors invest in a startup, they’re “betting on the
jockey, not the horse.” The company’s leaders must have top-notch execution skills in the eyes
of an investor.

You need to know what investors scavenge for in a pitch and hand it to them. Unsurprisingly,
you need to win their trust. It’s not all peaches and roses, but Ross gives us tips on how we can
stack the odds in our favor.

Tune in to Part 2 of this episode and listen to Ross as he talks about some critical precursors to
an impactful pitch.

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PART 3 // Deep Dive into a Dazzling Pitch

Offering a solution to a common problem is great, but there are other things that must go in
your pitch. Remember, you need to get into the investor’s headspace as you tailor your pitch to
perfection.

Ross, being an angel investor himself, tells us about what investors like to see in a pitch. He also
recommends, as Taunya always has, to get comfortable with your numbers. If you’ve projected
that your revenues will grow by about 10% year-on-year or your profit margin will broaden by
5% as you scale, you’ll need to be able to justify these (and any other) assumptions.

Ross gives us an overview of what each slide of your pitch should communicate, its sequence,
its purpose, its contents, and most importantly—what the investor will look for in those slides.
Tune in to Part 3 of this episode, a jam-packed deal where Ross takes us through a winning
pitch—slide by slide.

DOWNLOAD YOUR FREE TOOLS AND TEMPLATES @ THE GAB LAB VAULT
www.nailthenumbers.com/gablabvault
// The Pitch Deck [Playbook]
// Cashflow Forecast
// Startup Costs

ABOUT THE CHAMP //

Community Futures Manitoba Inc. (CFM) is an association representing 16 Community Future
organizations (CFs) established throughout rural and northern Manitoba. The Community
Futures Manitoba Board of Directors is comprised of one representative from each of these

organizations. Community Futures operates across rural and Northern Canada as a grassroots-
driven program created to strengthen rural economies by enabling entrepreneurship and

assisting in community economic development.

ABOUT THE PRO //

Ross Finlay is a Co-Founder and Director of the First Angel Network Association, Atlantic
Canada's largest association for private investors. He is on the Board of the National Angel
Capital Organization and is a Director of the U.S. Angel Capital Association and the Angel
Resource Institute (of the Kaufmann Foundation). He is a recognized facilitator, business
planner, and strategic change advisor who has an extensive background in public, private and
not-for-profit sectors.

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THE GAB LAB // SOCIAL MEDIA MAP

He has assisted in the development and review of countless business plans for start-up
companies. Ross has extensive business networks throughout the world and has written as a
regular columnist for Atlantic Business Magazine and for Progress Magazine.

Ross has been Executive Director of a professional association in Ontario and President of a
national consulting company specializing in providing consulting services in scientific,
engineering and technical fields.

Since 1994, Ross has managed his own successful consulting practice. He returned to the
corporate world for a time with PricewaterhouseCoopers LLP and Solution Inc Ltd., a software
development company.

In 2002 Ross was a recipient of the Queen Elizabeth II Jubilee Medal for outstanding community
service through his efforts in numerous charities.

CONNECT //

Nail the Numbers // www.nailthenumbers.com
The Gab Lab // www.nailthenumbers.com/thegablab
GAB LAB CHAMP // Community Futures Manitoba http://www.cfmanitoba.ca/
GAB LAB HOST // Taunya Woods Richardson www.epifany.ca // taunya@epifany.ca
NTN PRO // Ross Finlay www.angelresourceinstitute.org // rfinlay@angelresource.org

ABOUT THE GAB LAB //

The Gab Lab is a conversation-changing, profit-shifting series built for Founders. With a thru-
line focusing on profitability, we hammer home financially fierce intel that has the power to

blow your mind and build your bottom line. Visit us www.nailthenumbers.com/thegablab

Ratios—the bread and butter of financial analysis. Calculations that offer us important insights into the financial health of our business. However, if you’re like most Founders, you’ve probably not taken the time to analyze them. Perhaps, you didn’t know where to start, or if you were able to crunch the numbers, you weren’t sure of what your numbers were trying to tell you. Oftentimes, Founders are encouraged to compare their numbers to industry benchmarks which, as we’ll see in Part 3, can sometimes work against us.

Clarifying ratios and making them meaningful is why we’re excited to invite back NTN Pro, Ron Robichaud. Today, he’s walking us through calculating and interpreting ratios like the champs we are, so we can take charge of our business and its financial well-being.

PART 1 // Key Ratios: Learning How to Read  the Signs

Founders, if you’re not looking at your ratios, you’re potentially missing out on important warning signs—red flags letting you know what areas of your business require your attention. So where to start? In Part 1, Ron walks us through the four critical categories of ratios: Leverage. Liquidity. Efficiency. Profitability. The Ron Robichaud Ratio. If you fix this ratio, the other ratios take care of themselves. What’s a good number to have for a given ratio? Clueless? Well, Ron helps us crunch the numbers and gives us some possible fixes for when ratios look unfavorable. 

PART 2 // Converting $ to %: A Simple Way to Find the Issues 

Turn dollar signs into percentages and watch the numbers light up. This one small adjustment can give you a simple yet powerful new perspective on your income statement. 

Watch these numbers follow a trend over time, or highlight abrupt and potentially costly inconsistencies. Either way, when you’re done with Part 2, you’ll have some powerful numeric tools for understanding and controlling what’s been impacting your bottom line profit.

PART 3 // Industry Benchmarks: Inconsistencies and Flaws

As mother always said—don’t go comparing yourself to others. This advice holds true in business as well. Many of us turn to industry benchmarks to get a sense of how we’re stacking up against the competition. Industry benchmarks pool data from a large group of businesses with varying cost structures  and competitive advantages. In Part 3, Ron expresses his apprehension to comparing our numbers against industry benchmarks, and offers an alternative approach to establishing healthy and profitable benchmarks to strive for. 

DOWNLOAD YOUR FREE TOOLS AND TEMPLATES @ THE GAB LAB VAULT www.nailthenumbers.com/gablabvault

// Playbook  

// Highways and Hazards 

// Key Ratios and Benchmarks 

ABOUT THE CHAMP //  25 years of loans, advice and support for Saskatchewan Founders

Community Futures Saskatchewan has been in the business of encouraging and supporting their communities, volunteers and small business owners for more than 25 years. They know what it takes to start and grow a business, to raise money for a community project or organize to provide a much-needed community service. And they'll approach your idea in a way as individual as you are.

ABOUT THE PRO //
With career experiences that span over thirty years, Ron Robichaud has worked in diverse industries: manufacturing operations, finance, small business management, community development, the service sector and municipal government. During his 10 years in manufacturing, Ron gained expertise in work-flow processes as well as industrial engineering. He and his wife later purchased and operated a retail business for 5 years, quadrupling its sales. Ron also worked with a Community Business Development Corporation (CBDC) providing business coaching and small business loans.

Ron holds a Masters in Business Administration from the Université de Moncton and is an accomplished and passionate educator. He has been an adjunct Professor both at Acadia University and Université Sainte-Anne where he taught classes in Small Business Management and Economics. His work in outreach community development departments in both universities led to world-wide recognition in community economic development. He served as President of the Canadian Council for Small Business and Entrepreneurship and of the International Professional Standards Committee for APEC-IBIZ, an internationally recognized program that certifies Small Business Counsellors around the world.

Ron has developed and delivered a wide range of small business workshops to thousands of participants, both across Canada and internationally. He is a frequent keynote speaker and has co-authored numerous books. The culminations of knowledge and life experiences provide Ron with a unique approach in the application of simple processes to assist organizations in reaching their true potential. In the last few years Ron has used this process with over 300 businesses across Canada with great results.

You can contact Ron directly at ronrobichaud2@gmail.com or (902) 778-1157.

CONNECT //

Nail the Numbers // www.nailthenumbers.com

The Gab Lab // www.nailthenumbers.com/thegablab 

GAB LAB CHAMP // Community Futures Saskatchewan https://cfsask.ca/

GAB LAB HOST // Taunya Woods Richardson www.epifany.ca or taunya@epifany.ca 

NTN PRO // First and Last Name Website and email  

ABOUT THE GAB LAB // 

The Gab Lab is a conversation-changing, profit-shifting series built for Founders. With a thru-line focusing on profitability, we hammer home financially fierce intel that has the power to blow your mind and build your bottom line. Visit us www.nailthenumbers.com/thegablab

Now, as the entrepreneurial ecosystem looks to stabilize itself, Founders may be looking to lenders to help start, stabilize or grow their business. If you’ve been pondering the idea of raising debt capital (aka a business loan) and don’t know where to start or how to set yourself up for success, NTN Pro, Shannon Peston, former banker turned Founder and CEO of Pestun Consulting,  walks us through the need-to-know basics.

PART 1 // DEBT FINANCING: BALANCE SHEET, MEET LEVERAGE

Debt financing is the process of entering into a contractual agreement with a lender (usually, banks or developmental lenders like Community Futures). The loan, a sum of money is lent with the agreement that the principal amount will be repaid over a specific time frame. In most cases, interest and/or finance charges must also be paid in addition to the principal payments.

Lenders expect Founders to be able to articulate what the loan will be used for, and as Shannon explains, ideally it’s to finance growth rather than repaying existing debt. Keep in mind, adding debt (any form of debt, including Covid emergency funds) to your balance sheet, when cash flow, is tight can skew your  ratios and decrease the value of your business.

Tune in to Part 1, as Shannon breaks down the details of debt including how it may affect your balance sheet and future fundraising efforts. 

Did you know debt financing can be less expensive than equity investment? Brain boggled? Tune into learn more. 

PART 2 // HOW TO BEDAZZLE BANKERS

Hint: It’s not by walking through the doors unprepared. In addition to the basics, like a business plan and cashflow projection, there are five critical points you’ll want to get a handle on before you open a lender’s door. 

Shannon’s laying it on the line in Part 2! Point-blank, she clarifies the meaning and relevance behind each of the five C’s, and the weight they bring to bear on your application. 

Character, Capacity, Capital, Collateral, and Conditions.

While you may strive to shine through all five, Shannon explains falling short in a specific area is not the end of the word. Tune in as Shannon sheds light on how Founders can better work with lenders to address the areas of vulnerability and mitigate the risks. 

PART 3 // RATIOS THAT COUNT

Crunching the numbers = calculating the ratios. Ratios give lenders a better understanding into your business's current and long term financial standing.

Liquidity and leverage ratios are two they tend to calculate right off the top as they are likely to reflect both your short and long term financial health respectively. 

While knowing your ratios can help you speak the lender’s language, the lender will also pay attention to some non-numeric, qualitative factors like your business plan and your team’s productivity. 

But hey, if we lost you at ratios, don’t fret, in Part 3 Shannon gives us the low-down on all we need to know, and better yet, the banker’s perspective on what they hope to see. 

In this segment, she also helps to clarify how development lenders, such as Community Futures, may look past the ratios to help a Founder find their financial footing.

DOWNLOAD YOUR FREE TOOLS AND TEMPLATES @ THE GAB LAB VAULT www.nailthenumbers.com/gablabvault

// The Playbook 

// Startup Cost Template 

// Cashflow Forecast 

ABOUT THE CHAMP //  

Community Futures (CF) Sunrise provides loans, advice and support to entrepreneurs and businesses in southeast Saskatchewan. With a mission

to support the development of business in the region, CF Sunrise strives to offer innovative and customized financing and training options that

encourage business growth.

The board and staff are committed to helping entrepreneurs access the capital and training needed to create and grow successful businesses. Get

in touch with CF Sunrise today. They’re here to help! 

CF Sunrise is part of a network of 267 Community Futures offices across Canada. We have a rich history of helping businesses succeed. 

Community Futures - a Canadian Success Story25 years of loans, advice and support for Saskatchewan Founders

ABOUT THE PRO //

Shannon Pestun is the Founder & CEO of Pestun Consulting Inc., a purpose-driven, Indigenous-owned consulting company that focuses on closing the entrepreneurial gender gap.

Specializing in women's entrepreneurship, gender finance and financial inclusion, Shannon works in collaboration with all levels of government, industry, civil society and education to identify

existing barriers and create systems that promote the enhancement of women's economic empowerment through entrepreneurship.

As a consultant, Shannon has worked with organizations including: ATB Financial, The Women's Entrepreneurship Knowledge Hub, The Canadian Film Centre, and Economic Development Lethbridge.

CONNECT //

Nail the Numbers // www.nailthenumbers.com

The Gab Lab // www.nailthenumbers.com/thegablab 

GAB LAB CHAMP // Community Futures Saskatchewan https://cfsask.ca/

GAB LAB HOST // Taunya Woods Richardson www.epifany.ca or taunya@epifany.ca 

NTN PRO // Shannon Pestun shannon.pestun@gmail.com or thefinancecafe.ca 

ABOUT THE GAB LAB // 

The Gab Lab is a conversation-changing, profit-shifting series built for Founders. With a thru-line focusing on profitability, we hammer home financially fierce intel that has the power to blow your mind and build your bottom line. Visit us www.nailthenumbers.com/thegablab

Today we’re giving you the lowdown on equity financing so you too can ride this wave and give your business the fuel it needs to accelerate its growth. Sharing her insider tips on the topic, NTN Pro, Laurie Dmytryshyn, Chief of Equity Investment at PIC Investment Group, set us up for fundraising success. 

PART 1 // EQUITY FINANCING:THE EXCHANGE OF FUNDS FOR OWNERSHIP 

“Equity Financing is the process of raising capital through selling shares,” explains Laurie.

The amount of capital you’re looking to raise, partnered with what stage of business you’re at will impact your options,  as Laurie points out in Part 1.  Love money, angel investors, venture capitalists, and private equity firms, Laurie breaks down the jargon and explains the merits and conditions that come with each form of equity capital. 

But explained above, in exchange for any equity financing a business receives, it’s then required to share a percentage of ownership—which may also include some decision-making control. Be forewarned, as Laurie points out, equity investors, in addition to recouping the value of their shares at a later date, are interested in being paid regular dividends—the portion of the business’s profits out of its earnings after tax (EAT). 

In Part 1 of this episode, Laurie shares with us the basics of equity financing and how finding the right investors is critical for Founders.

PART 2 // WHAT EQUITY INVESTORS ARE LOOKING FOR 

Ever wondered what investors base their lending decisions on? In Part 2, you’ll find out. Get a glimpse  into the investors’ perspective, and the key elements they examine when determining whether or not to invest. 

Laurie’s quick to remind us, one of the biggest advantages of going the equity route, is while investors are interested in making money, they also share a purpose with the Founder—to see the business flourish. To this end, they’ll scrutinize the numbers, but they’ll also look past them, to see where the opportunity is, and what it will take to get there. 

Speaking of looking beyond, Founder’s seeking equity financing are also required to look long-term. Not just from the perspective of the end-game (aka exit strategy), but how can incremental growth be achieved over time. Because unlike debt financing, equity investors are looking for their investment to pay off for both the short- and long-term.  

Tune in to Part 2 to better understand what impact your business (its solution, opportunity, team, financial potential and current debt load ) may have on an investors decision to finance your vision.  

.

PART 3 // WEIGHING THE PROS AND CONS

There’s much to love about equity as a source of financing. The most immediate benefits felt by Founders:

1. 
   There are no principal repayments due, lightning the cashflow burden and being able to utilize the cash to fuel growth. 
2. Equity funding won’t add leverage “debt” to the Balance Sheet

But perhaps, the greatest assets to securing an equity investor is the invaluable experience,  expertise and connections they bring to the business. Their insights and networks can help scale a  business much faster, and smooth out any potholes a Founder may hit along the way. 

There’s a long list of advantages when it comes to equity financing, but as Laurie points out in Part 3, there are some disadvantages, too. Tune in to do your due diligence. 

DOWNLOAD YOUR FREE TOOLS AND TEMPLATES @ THE GAB LAB VAULT www.nailthenumbers.com/gablabvault

// The Playbook 

// Startup Capital Requirements 

// Cashflow Forecast 

ABOUT THE CHAMP // 

Community Futures (CF) Sunrise provides loans, advice and support to entrepreneurs and businesses in southeast Saskatchewan. With a mission

to support the development of business in the region, CF Sunrise strives to offer innovative and customized financing and training options that encourage business growth.

The board and staff are committed to helping entrepreneurs access the capital and training needed to create and grow successful businesses. Get in touch with CF Sunrise today. They’re here to help! 

CF Sunrise is part of a network of 267 Community Futures offices across Canada. We have a rich history of helping businesses succeed. 

years of loans, advice and support for Saskatchewan Founders

ABOUT THE PRO // 

Laurie Dmytryshyn is the Chief of Equity Investment for PIC Investment Group Inc. (PIC), responsible for leveraging  PIC's internal resources to help their equity investment (minority interest) companies grow and succeed.

PIC is a private, family office based out of Saskatoon led by Greg Yuel, President and CEO. 

PIC currently owns 8 operating companies and has 22 active minority investments.

CONNECT //

GAB LAB CHAMP // Community Futures Sunrise  CFSask.ca/Sunrise // 1.877.851.9997 // sunrise.cfdc@sasktel.net 

GAB LAB HOST // Taunya Woods Richardson  taunya@nailthenumbers.com // 1.855.610.1710

NTN PRO // Laurie Dmytryshyn ldmytryshyn@picgroup.ca // www.picgroup.com // (306) 664.3955 

ABOUT THE GAB LAB // 

The Gab Lab is a conversation-changing, profit-shifting series built for Founders. With a thru-line focusing on profitability, we hammer home financially fierce intel that has the power to blow your mind and build your bottom line. Visit us www.nailthenumbers.com/thegablab