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What if the best time to prepare to sell your business is long before you ever decide to sell it? For small business owners, an unexpected acquisition call can feel like a dream come true. But according to M&A expert Eric Krucke, it can also become a dangerous distraction—or reveal problems that could dramatically reduce the value of your business. In this episode of Small Business Matters, Eric explains why “every business either sells or fails” and why owners should be thinking about cash flow, risk, management, financial systems, and succession long before an exit is on the horizon. He breaks down the “new normal” in the M&A market, where private equity firms and family offices are increasingly looking to acquire small and lower-middle-market businesses. Eric also shares the three biggest mistakes owners make when preparing for an exit: becoming overly dependent on the owner, underinvesting in financial operations, and ignoring underlying business risks. Most importantly, he explains why building a business that is ready to sell is really about building a great business you could choose to keep. If you're growing a business, thinking about your eventual exit, or simply want to make your company more valuable and resilient, this conversation is packed with practical insights you can put to work now. Highlights [2:10] What matters to small businesses? [3:54] What should a growing, cash-strapped business owner do? [6:41] What today’s M&A market looks like for small and mid-sized businesses [14:21] Should business owners be excited or nervous about increased acquisition activity? [16:38] The Ds factors that force a business owner to sell. [18:50] Taking outside equity. [20:17] Three mistakes owners make when preparing for an exit. [22:02] How dependent is your business on you? [24:21] What buyers care about most. [25:16] Why are financial systems so important to business value? [27:48] Risks that can kill a deal or reduce the purchase price. [28:40] How should a business owner approach strategic planning? [34:03] Rapid Fire [36:56] Takeaways [38:14] Contact Information About Eric Krucke Eric Krucke is an M&A and business leadership expert with more than 20 years of experience in mergers and acquisitions and operating leadership. He has been involved in more than 15 acquisitions, including experience with a Berkshire Hathaway company. A longtime Vistage member and current Vistage Chair, Eric helps small and mid-sized business owners maximize value, prepare for transactions, and build businesses designed for long-term sustainability. Eric is also a sought-after speaker, known for delivering clear, candid, and actionable insights. His most requested presentation is: “Building a Valuable Business…insights from a Warren Buffett CFO”. Contact Information [email protected]

Your people may be your biggest expense—but they can also be your biggest competitive advantage. For small business owners, finding the right people is only half the battle. The real challenge is building a workplace where talented employees want to stay, grow, and do their best work. In this episode of Small Business Matters, Tim Fulton and Taylor Fulton talk with Cindi Filer, a veteran HR and recruiting expert with nearly 40 years of experience helping businesses find, develop, and retain talented professionals. Cindi shares hard-earned insights on what has—and hasn't—changed in hiring, why small businesses need to rethink how they attract talent, and why your ability to retain great employees may matter more than ever in a tight labor market. She also explains how technology, AI, and changing workforce expectations are reshaping recruiting, why flexibility has become such an important retention tool, and what small business leaders can do to create a culture where great employees want to stay. You'll hear answers to questions like: • Why is the "people side" of business so important to small businesses? • Why isn't simply hiring the right person enough? • What's changed most about recruiting over the past 30 years? • How has AI and recruiting technology changed the hiring process? • What does today's labor market really mean for small businesses? • How should businesses prepare for Baby Boomers leaving the workforce? • What role will AI, outsourcing and Gen Z play in the future of work? If you're responsible for hiring, leading or retaining a team, this is an episode you won't want to miss. Highlights [4:06] What does Cindi do that matters to small businesses? [5:11] How did a degree in mathematical economics lead to a career in HR? [7:32] What prompted Cindi to become an entrepreneur and start Innovative Outsourcing? [9:47] What does her company's expanded HR service offer? [11:24] What's changed most about hiring over the past 30+ years? [15:54] How have COVID, technology, and virtual recruiting changed the industry? [18:39] How would Cindy characterize today's labor market for small businesses? [22:04] How are forward-thinking businesses preparing for Baby Boomers leaving the workforce? [25:55] What are companies doing right—and wrong—when it comes to retaining and engaging employees? [27:52] Why is flexibility becoming so important to attracting and keeping great employees? [35:16] Rapid Fire [38:39] Contact Information [39:06] Takeaways [41:07] SBM News About Cindi Filer Cindi Filer is an entrepreneur, HR expert, and recruiting professional with nearly 40 years of experience helping companies attract, develop, and retain talented professionals. She founded Innovative Outsourcing in 1995 and has grown the company from a part-time staffing solution into a broader recruiting and HR services firm. Cindi specializes in helping small businesses hire well, strengthen their workplace cultures, and become better employers. She is also passionate about creating flexible work opportunities for talented professionals, particularly part-time parents. Contact Information Innovative-outsourcing.com

Most small business owners start with expertise in a product, service, or trade. Very few start with expertise in strategic planning, marketing, leadership, financial management, or organizational design. And that's often where growth stalls. In this special episode of the Small Business Matters Podcast, host Tim Fulton steps into the guest seat as Taylor Fulton interviews him about the new SBM Boot Camp Online Course—a practical, on-demand program built from years of helping business owners navigate the challenges of growth. Tim shares the five core disciplines every business owner must understand to build a stronger, more scalable company: - Strategic Planning - Marketing - Leadership - Financial Performance - Organizational Design Along the way, he discusses how marketing has evolved in the AI era, why leadership is more complex than ever, what most owners misunderstand about financial performance, and why organizational systems are critical for sustainable growth. If you're looking for practical business education without spending years earning an MBA, this episode is a great place to start. Highlights: [3:30] Why create the SBM Boot Camp Online Course? [6:05] What business challenges does the course help owners solve? [8:34] Why strategic planning remains essential in today's business environment [10:15] How marketing has changed—and what hasn't [14:57] Leadership lessons for today's workforce [18:20] Why financial performance is the least understood skill among business owners [21:37 ] The importance of organizational design and systems [25:01] Which of the five modules is Tim's personal favorite? [25:58] Which business discipline is changing the fastest? [26:46 ] What future module could be added to the Boot Camp? [29:06] The books every small business owner should read Whether you're launching a business, leading a growing company, or looking to sharpen your leadership skills, this conversation offers insights that can help you build a stronger foundation for long-term success.

What if one of the most overlooked groups of small businesses has the most to teach you about sustainability and growth? In this episode of Small Business Matters, Tim and Taylor Fulton sit down with Susannah Darrow CEO of Purpose Possible, to explore the realities of running and supporting nonprofits—and why their challenges mirror those of every small business owner. From navigating the chaos of Covid to managing constant staff turnover and evolving workforce expectations, Susana shares a behind-the-scenes look at how nonprofits have adapted—and what for-profit leaders can learn from it. Her biggest insight? Nonprofits are small businesses—and they face the same pressures, just with fewer resources. This episode dives into: • Why burnout happens when leaders wear “5 to 25 hats a day” • The rise of fractional support models (and why they work) • What today’s workforce really wants (hint: it’s not perks) • How fundraising is just like sales—and what most get wrong • Why flexibility is becoming the #1 driver of retention If you’re a small business owner trying to build a stronger team, improve retention, or create more sustainable growth, this episode offers practical insights you can apply immediately—no matter your industry. Highlights [3:52] What matters most to small businesses? [5:04] How does Purpose Possible support nonprofits today? [7:46] What challenges have nonprofits faced over the past several years? [12:27] How can organizations improve employee retention? [18:36] How should nonprofits (and businesses) approach fundraising/sales? [22:43] What is the role of a CEO—and where can leaders improve? [27:21] If you could redo one business decision, what would it be? [29:06] Rapid Fire [33:27] Contact Information [33:57] Takeaways [36:16] SBM News About Susannah Darrow Susannah Darrow is the CEO of Purpose Possible, a consulting firm that partners with small to mid-sized nonprofits across the country. With more than 15 years of experience in mission-driven organizations, she specializes in strategic planning, fundraising, and organizational development. Before launching Purpose Possible in 2017, Susannah spent a decade working in arts and culture, supporting hundreds of artists and arts organizations to increase the presence of the arts in communities around the country. Today, she leads a team that provides fractional, high-impact support to nonprofits—helping them scale their impact without overwhelming their internal teams. Contact Info: Website purposepossible.com

What if your marketing isn’t broken...It’s just not telling the right story? In this episode of Small Business Matters, Tim and Taylor Fulton sit down with Sarah Quezada, founder of Ruby Brick, to unpack what truly drives connection in today’s noisy, overcrowded marketplace. From nonprofits to growing businesses, Sarah shares a refreshing perspective: great marketing isn’t about making your brand the hero—it’s about empowering your customer to be. If you’ve ever struggled to stand out, questioned where to invest your marketing dollars, or wondered how AI fits into your strategy, this episode delivers practical clarity you can act on immediately. What You’ll Learn: • Why most marketing fails to connect (and how to fix it) • The simple messaging shift that changes everything • Where small businesses should really focus (hint: it’s not social media) • How to use AI without losing your voice • The surprising value of stepping away from your business to grow it Whether you’re building a brand, scaling a team, or just trying to get more traction from your marketing, this conversation will challenge your assumptions—and sharpen your approach. Highlights: [02:41] What matters most to small businesses? [03:16] The types of clients working with Ruby Brick [04:44] The difference between marketing for nonprofits vs. for-profit businesses [06:27] How marketing has changed in the past five years [08:04] The role as a business owner and leader [09:56] Taking a sabbatical [13:23] Advice for leaders thinking about stepping away from their business [14:37] The most common marketing mistakes small businesses make [17:10] How should businesses be thinking about AI in marketing today? [18:40] Developing a custom AI approach [24:15] Best advice for someone starting a business [26:40] Rapid Fire [30:50] Takeaways [32:05] SBM News About the Guest: Sarah Quesada is the founder and CEO of Ruby Brick, a marketing and communications agency that partners primarily with nonprofit and mission-driven organizations. With a background in nonprofit leadership, higher education, and corporate marketing, she specializes in helping organizations craft compelling, data-informed messaging that drives engagement and impact. Sarah is also an author and alum of the Emory University Start:ME Accelerator, where she sharpened her approach to scaling businesses. Known for blending strategy with storytelling, she brings a human-centered perspective to modern marketing—helping organizations connect more deeply with the audiences they serve. Contact Info: linkedin.com/in/sarahquezada Websites: sarahquezada.com (Personal) rubybrick.com (Company) Email:[email protected]

Struggling to convert marketing activity into predictable revenue? In this episode of Small Business Matters, Tim and Taylor Fulton welcome Keith Finger, founder and Chief Revenue Fixer of Revenue Insights. Keith breaks down why “more leads” is often a band-aid, how to hunt down the real breakdowns in the revenue journey, and why documenting processes and improving handoffs can outpace any new website or shiny tech tool. If you run an SMB or a B2B shop and want practical, systems-first thinking, you can apply this week — from fixing churn to building a sales culture that empowers people — press play. Keith explains how to stop shoveling more prospects into a leaky funnel, diagnose root causes (process vs people), and prioritize changes that produce sustainable revenue growth. Takeaways • Fix the root causes — not just the symptoms. Many revenue problems look like marketing or sales issues, but the real breakdowns often come from unclear processes, poor handoffs, or misaligned expectations across teams. More leads won’t fix a leaky system. • Documented processes create freedom, not bureaucracy. Keith emphasizes that clear, repeatable processes help teams deliver consistently, reduce confusion, and allow leaders to step out of daily chaos. If it’s not written down, it’s not scalable. • Technology can’t replace strategy. New tools won’t solve foundational problems. Tech only accelerates what’s already working—or exposes what isn’t. Start with the workflow, not the software. • Sales leadership matters more than sales hacks. The most successful teams have leaders who coach, ask questions, encourage critical thinking, and foster accountability. A strong sales culture consistently beats short-term tactics. • Revenue is a full-company responsibility. The customer experience spans marketing, sales, product, and service. When each stage works in isolation, revenue suffers. When they’re aligned, growth becomes far more predictable. Highlights [03:22] What Matters Most to Small Businesses [03:52] Symptomatic Fixes vs. Holistic, Process-driven Solutions [05:40] Keith’s Journey [07:59] Recognizing Common Patterns Across Different Clients [09:58] How Rapid Tech Innovation Affects Revenue [12:00] Problems Occur [13:40] Identifying Good Customers [16:01] Process Verses People Issues [20:11] Attributes of a Successful Sales Leader [21:59] Differences in Marketing Post-COVID [24:42] Rapid-fire [29:05] Contact Information [29:55] Takeaways [31:42] SBM News About the Guest Keith Finger is the founder and Chief Revenue Fixer at Revenue Insights. A Tulane alumnus, Keith has spent 20+ years helping B2B companies diagnose and fix revenue problems across marketing, sales, product, and customer success. He’s worked in over 20 countries, supporting sales teams and onboarding customers. Keith enjoys photography, hiking, traveling (over 60 countries and counting), exploring new cuisines, and brings a curiosity-driven, empathy-forward approach to revenue strategy. Contact Information Website: getrevenueinsights.com Phone: 770-309-5651 Email: [email protected]

What does it take to build a thriving company in a competitive industry—and keep it growing for more than a decade? In this episode of Small Business Matters, host Tim Fulton and co-host Taylor Fulton sit down with Zac Nicklas, President & CEO of The Pool Boys in League City, Texas. Zac shares how he turned a small family-run pool service into a trusted, 15-employee operation that’s earned a reputation for professionalism, reliability, and integrity. Whether you’re a seasoned entrepreneur or just starting out, Zac’s story is packed with insights about scaling smart, leading well, and finding balance between growth and personal priorities. Episode Highlights: • What Matters to Small Business? [03:36] • Leading Like a CEO [06:32] • Sustaining a Long-term Business Partnership [10:53] • A Big Mistake Changes Everything [15:09] • Building a Loyal, Low-turnover Team [15:36] • Industry Involvement As a Growth Accelerator [18:37] • Hiring a Second-in-command [23:09] • Rapid-fire [25:55] • Takeaways [29:06] • Contact Information [30:58] • SBM News [31:15] About the Guest Zac Nicholas is the President & CEO of The Pool Boys, a full-service pool maintenance and repair company based in League City, Texas. Founded in 2011, the company has grown from a two-man operation into a respected local brand known for its commitment to customer care and continuous improvement. Zac’s leadership philosophy centers on integrity, teamwork, and investing in people—principles that have helped him build a sustainable business with strong community roots. Tune in to hear how one small business owner built not just a company, but a culture of professionalism, trust, and purpose.

In this episode of the Small Business Matters podcast, Tim Fulton and his co-host, Taylor Fulton, welcome Brendan Martin, a Billboard-charting artist, songwriter, coach, and founder of Purpose Driven Entertainment. Brendan has collaborated with top names like Kendrick Lamar, T-Pain, and Mac Miller, while also helping over 1,000 artists land label deals, achieve a billion Spotify streams, and generate hundreds of millions of social media views. Brendan shares his journey from freestyle battles in high school to opening for Mac Miller and Snoop Dogg, signing a restrictive record deal that stalled his career for a decade, and ultimately finding his calling in developing and marketing artists. His story highlights the resilience needed to pivot, adapt, and turn setbacks into opportunities. Key takeaways from the conversation include: • Customer care is everything: Small businesses can differentiate themselves from larger competitors through exceptional client service and relationships. • Leadership responsibilities: As CEO, Brendan focuses on reputation, vendor relationships, negotiations, and exploring automations and AI to scale services. • Innovation in marketing: He’s experimenting with AI-generated influencers, social media strategies, and playlisting to help artists grow audiences. • The performer-to-mentor shift: Brendan explains why he thrives helping others succeed in music, offering insights shaped by both his creative experience and industry challenges. • Lessons from mistakes: Losing relationships has often opened new doors, while overextending himself across too many projects has been a costly misstep. Brendan’s story blends the creativity of music with the discipline of business, offering inspiration to entrepreneurs navigating growth, uncertainty, and the balance between passion and sustainability. Episode Highlights: • What Really Matters to Small Businesses? [02:46] • Starting in the Music Industry [03:52] • Responsibilities as the CEO [06:58] • Current Technology and Marketing Trend [09:15] • Transitioning from Performer to Producer [11:30] • Experiencing and Enjoying the Power of AI [13:29] • The Best and Worst Mistakes [16:06] • Rapid Fire [19:05] • Takeaways [24:47] • Contact Information [24:47] • SBM News [25:21]

What happens when a crisis hits your business? Would you be ready—or reactive? In this thought-provoking episode, Tim Fulton sits down with Megan Paquin, founder and CEO of Paquin Public Relations, to explore the high-stakes world of crisis communications. With experience advising Fortune 100 brands, global institutions, and even litigation before the U.S. Supreme Court, Megan knows exactly how reputations are built—and how they can unravel in an instant. She shares candid insights on: • What crisis communications really is (and what it’s not) • Why reputational equity is your best defense • The underrated power of asking for help as a business owner • How adopting an abundance mindset can reframe uncertainty and drive growth A seasoned strategist, accredited PR counselor, and entrepreneur, Megan also reflects on launching her own agency—and what she would’ve done differently if she could go back—she would have started sooner. Whether you're navigating a challenge now or want to prepare for what’s ahead, this episode is packed with wisdom, strategy, and encouragement for small business leaders ready to grow with confidence. Episode Highlights: • What Matters to Small Business [0:2:40] • Becoming an Entrepreneur [0:03:38] • What is a Crisis? [0:06:50] • An Interesting Case [0:09:02] • Preventing a Crisis [0:10:26] • Fueling Growth [0:11:31] • Role of the CEO [0:12:53] • Advice for New Entrepreneurs [0:13:30] • Learning from Mistakes [0:14:20] • Dealing with Uncertainty [0:15:55] • Rapid Fire [0:17:20] • Takeaways [0:20:11] • Contact Information [0:21:17] • SBM News [0:21:25]

Longtime SBM friend Ryan Tabb recently joined Tim on the Small Business Matters Podcast. Ryan was an early graduate of the SBDC GrowSmart program (then called Fast Track) and a founding member of the SBM Mastermind Group. The Founder and CEO of Peachtree Junk Removal was working for a trash pickup company when he realized the demand for bulk item removal in metro Atlanta could support a small business. He created a business plan and launched Peachtree Junk Removal in 2009 with two employees. Fifteen years later, Peachtree has earned a reputation for exceptional customer service and professionalism. In this episode, Ryan shares his entrepreneurial journey spanning 25 years in junk removal and recycling. He offers insights on maintaining a standard of professionalism, the importance of building strong internal and external relationships, and using digital marketing to grow your customer base. Join us to learn how to leverage Google in your marketing efforts, why CEOs need to prepare for both success and setbacks, and how Ryan outcoached Kirby Smart. Episode Highlights: • What Matters to Small Business [0:2:45] • Journey to Junk Removal [0:04:53] • The Role of CEO [0:06:36] • Learning from Good and Bad Mistakes [0:08:18] • Generating and Retaining Customers [0:11:32] • Advice to New Business Owners [0:14:10] • Rapid Fire [0:15:51 • Takeaways [0:19:35] • Contact Information [0:20:24] • SBM News [0:20:50]

In the latest episode of the Small Business Matters Podcast, Dean Rosson joins Tim and Taylor for an eye-opening discussion about health and fitness, and their impact on small business. Specializing in transforming individuals, companies, and organizations to improve their profitability, Dean explains why establishing a wellness culture is also important for your company's health. The co-founder and president of Fit2Win Corporate Wellness also dispels several fitness myths, shares how to die young at a very old age, and describes how taking care of your employees ensures your customers are taken care of too. Episode Highlights: • What Matters to Small Business [0:3:29] • Implementing a Wellness Culture [0:05:14] • Dean’s Story [0:10:23] • Valuable Lessons Learned from a Dumbbell" [0:17:14] • Programs for Small Business [0:22:42] • Rapid Fire [0:26:20] • Takeaways [0:32:19] • Contact Information [0:33:46] • SBM News [0:33:55]

In the latest episode of the Small Business Matters Podcast, entrepreneur, podcast host, and TV personality Richard Grove discusses his approach to managing growth, the pros and cons of running a family business, and strategies for making work engaging and enjoyable. The COO of Wall Control explains how he led the company to achieve over $100 million in lifetime retail sales by expanding its presence in the home improvement, commercial hardware, and industrial automation sectors. Richard also shares his experiences as the host of the Organization Conversation Radio Show & Podcast on Business RadioX, and as a regular contributor on the TV show "Renovation Hunters" on the Outdoor Channel. Episode Highlights: • What Matters to Small Business [0:2:42] • Finding Motivation [0:05:27] • Learning to Let Go [0:07:25] • Common Challenges for Small Businesses Owners [0:11:50] • Pros & Cons of Family Businesses [0:13:20] • Tactics for Work/Life Balance [0:15:41] • Best & Worst Mistakes [0:17:27] • Marketing Strategy for Growth [0:21:45]

In the latest episode of the Small Business Matters Podcast, entrepreneur, podcast host, and TV personality Richard Grove discusses his approach to managing growth, the pros and cons of running a family business, and strategies for making work engaging and enjoyable. The COO of Wall Control explains how he led the company to achieve over $100 million in lifetime retail sales by expanding its presence in the home improvement, commercial hardware, and industrial automation sectors. Richard also shares his experiences as the host of the Organization Conversation Radio Show & Podcast on Business RadioX, and as a regular contributor on the TV show "Renovation Hunters" on the Outdoor Channel. Episode Highlights: • What Matters to Small Business [0:3:10] • How It Began [0:03:45] • Leadership Roles [0:06:49] • Employee Interaction [0:07:48] • Benefits of a Peer Group [0:09:15] • Competitive Advantages [0:11:40] • Learning from Mistakes [0:13:52] • Advice to Aspiring Business Owners [0:14:59] • Experiencing the El Camino [0:16:08] • Analogy Between Small Business and the El Camino [0:18:59] • Rapid Fire [0:20:40] • Contact Information [0:24:45] • Takeaways [0:25:12] • SBM Announcements [0:27:43]

In this episode, branding expert Andy Suggs stops by to shed light on one of the small business owner’s most confusing areas of responsibility: marketing. Andy shares his expertise on defining and building your brand, understanding the 12 different brand archetypes, and common mistakes small businesses make. Tune in to learn how consumers digest information today, how Aaron Rents underwent a successful engagement that transformed their brand, and how a simple day of fishing turned into an epic tale. Episode Highlights: • What Matters to Small Business [0:1:58] • How It Began [0:02:46] • Defining Your Brand [0:04:19] • Examples of Great Branding [0:07:24] • What a Brand Engagement Looks Like [0:09:47] • Branding Mistakes Small Businesses Make [0:15:58] • About Reckon Branding [0:17:59] • Leading Client Onboarding [0:19:28] • What’s Different Today [0:20:34] • Aaron Rents: Portrait of a Successful Brand Engagement [0:23:00] • One Piece of Marketing Advice [0:27:44] • Rapid Fire [0:30:13] • Takeaways [0:35:00] • Contact Information [0:35:55] • SBM Announcements [0:37:33

For more than 30 years, Thomas J. Ashenden has dedicated his career to representing injured people who have been the victims of negligence. Founded 24 years ago, Ashenden & Associates handles catastrophic personal injury and wrongful death cases arising from negligence involving automobiles, premises liability, medical negligence, hotel and apartment security negligence, and Workers’ Compensation claims. Mr. Ashenden was named to the Georgia Super Lawyers list for 10 consecutive years. He was also honored to become certified as a member of the Million Dollar Advocates Forum based in Santa Cruz, CA, in 2000. Other honors include: • Named to Martindale-Hubbell’s Bar Register of Preeminent Lawyers in America • The Million Dollar Advocates Forum, certified member • “Leading Plaintiff’s Lawyers in America, The Law Dragon 3000″, Member Peoples Law School, Past Chairman • AV Rating • Named to Georgia Super Lawyers List, 2014 – 2023 Show Notes: In this episode, Super Lawyer, Vistage member, and SBM coaching client Tom Ashenden shares the secret to success as a business owner and founding partner in a personal injury law firm. Tom credits his 23 years in business to humility and a commitment to ethics and treating people right. As a result, referrals continue to be his firm’s largest new client generator. Episode Highlights: • What Matters to Small Business [0:2:55] • Entry into Personal Injury Law [0:04:05] • A Typical Engagement [0:04:33] • Secrets of Long Term Success [0:06:13] • Role as Leader [0:07:19] • Professional Training and Growth [0:10:17] • Ethics as a Differentiator [0:12:10] • Preparedness is Everything [0:13:23] • Changes in the Past 30 Years [0:13:59] • There are No Shortcuts [0:15:17] • Advice for Young Attorneys [0:16:11] • Working on Cases as the Owner [0:17:34] • Standout Cases [0:18:28] • Rapid Fire [0:22:51] • Contact Information [0:24:18] • Takeaways [0:24:58] • SBM Announcements [0:26:07]